Latest / Networking Unleashed: Building Profitable Connections / Networking Unleashed: An Interview with Deana Lindo - Candice Williams and Michael A Forman, Professional Speaker

Transcript

Networking Unleashed: An Interview with Deana Lindo - Candice Williams and Michael A Forman, Professional Speaker · Networking Unleashed: Building Profitable Connections

0:16
Welcome to Networking Unleashed, Building Profitable
0:19
Connections, to show where relationships open
0:22
doors, sometimes literally. I'm your host, Michael
0:26
Foreman. Think about this. Very few decisions
0:30
in life are made bigger than buying a home. It
0:33
involves finances, emotions, timing, and confidence.
0:37
And people don't make that decision because of
0:40
advertising. They make it because of trust. My
0:44
two guests today are on a mission to make home
0:47
ownership and accessible through education and
0:52
they're calling 2026 the year of the buyer. We're
0:57
talking about how teaching builds credibility,
0:59
how real estate professionals create lasting
1:02
referral networks, and why the strongest opportunities
1:05
come from relationships built years before the
1:09
transaction ever happens. Whether you're in real
1:12
estate, mortgage, or any relationship -driven
1:16
business, this conversation will show you how
1:19
education, consistency, and genuine connection
1:23
turns into lifelong clients and advocates. I'd
1:28
like to welcome to my podcast today, Deanna and
1:32
Candice. They are quite a duo. And you will find
1:35
that out later on. Welcome, girls. I want to
1:38
thank you for coming on my podcast. And why don't
1:41
you give me a little cliff notes of how you got
1:44
where you are today? So if you want me to start.
1:47
So Candice and I have been in real estate for
1:50
several years now. I started my business in 2019.
1:53
And one of the things that I noticed in showing
1:56
clients property, helping them navigate the home
1:59
buying process, post getting a pre -approval
2:01
letter from Candice, is that there was a big
2:04
gap and a lack of education and understanding
2:06
of what the home buying process is, all the essential
2:10
steps, what that whole journey looks like from
2:13
pre -approval. all the way to the closing table
2:16
and beyond. And one of the things that we decided
2:19
to do was try to fill that gap from an educational
2:22
perspective. And I'll let Candice kind of share
2:24
her thoughts around how she got here and her
2:27
experience in working with buyers as well. Yeah,
2:29
absolutely. So like Deanna, came from a corporate
2:31
setting, had been in the corporate industry for
2:33
15 years and said, hey, how do I make an impact
2:38
that is everlasting in an area that people think
2:41
is unachievable? And it led. me to real estate.
2:45
Now, I'm not a realtor. I'm a mortgage lender.
2:48
So I deal with the finances, which is in alignment
2:50
with how I actually think and assess value in
2:53
real estate transactions. So for me, home university
2:56
and partnering with Deanna, it is a logical step
2:59
for anyone that is interested in purchasing because
3:02
the education is what's essential so that you
3:04
can make your decisions more effectively. We
3:07
always say buying a home is not one decision.
3:10
It is several micro decisions that come together
3:13
in order to... complete that transaction. You're
3:17
so right. And I don't know if Deanna told you,
3:19
but I was involved with the mortgage industry
3:21
myself. I was a VP of lending and I really, I
3:25
can't wait to hear some of your answers. I feel
3:29
like you're going to test me a little bit. Okay,
3:32
here we go. Home buying is emotional and financial.
3:38
Why does trust matter even more in this industry
3:41
than... in most others when building relationships.
3:45
Yeah. So trust is a core piece of the relationship
3:51
that you build with your clients, right? And
3:53
the relationships that we build with our clients,
3:55
because once people trust you, right? Once they
3:58
know you, like you trust you. then they're more
4:01
apt to do business with you, right? Buying a
4:04
home is literally one of the biggest, most important,
4:08
largest purchases that you're ever going to make
4:11
as an adult. And some of us do it many times.
4:15
For those of us who are doing it for the first
4:17
time, partnering with someone like myself and
4:20
Candice, folks that have a heart to serve, who...
4:25
our experts in our individual spaces and our
4:27
individual lanes, and who want to make sure you
4:30
as the client have all the information that you
4:32
need to make those informed decisions that can,
4:35
those micro decisions that Candice talked about,
4:37
trust is absolutely crucial. Yeah. And you can't
4:41
shortcut trust. Like there's no shortcuts. There's
4:46
no way to advance it and to speed it up. It's
4:49
built over the course of that relationship. And
4:51
I always tell clients, this is probably going
4:54
to be the most intimate relationship that you've
4:57
had other than your significant other. Because
5:00
we're talking about everything. I'm digging into
5:02
your past. I'm digging into the future. I'm looking
5:05
at your current situation and you're opening
5:07
up all of your information to me. I have to create
5:11
trust very early in that process. So that people
5:14
will tell me, one, the truth. And number two,
5:16
be open to ask whatever questions they have buried
5:19
deep inside that they're either embarrassed to
5:22
ask or just unsure. So building that trust is
5:26
essential. Yes, absolutely. Deanna, you hit the
5:30
point when you said, know you like you trust
5:32
you. Then they'll do business with you. Know
5:34
you. Well, everybody knows you guys, right? They
5:37
know your faces. You've been around, right? Like
5:39
you. That kind of narrows it down a little bit
5:42
because not everybody's going to like you, right?
5:45
But know you like you, but trust it. That's such
5:48
a big factor in everything that you do that they
5:52
have to trust you because if you don't gain their
5:54
trust, then you lost, right? Yeah. So that's
5:57
what you work on. All right. You focus on education
6:00
through home university. How does teaching first
6:04
change the way people connect with you compared
6:09
to selling first? Yeah. So we try not to sell.
6:14
Our point is to essentially educate and guide
6:18
and advise. Home university, home simply stands
6:22
for home ownership made easy. And the reason
6:25
why home ownership becomes a lot easier when
6:29
you are educated on the process is because you
6:32
have more clarity, you're more confident, right?
6:36
So that you can make an informed decision. Many
6:40
of the first -time homebuyers that we've worked
6:42
with, they don't know what questions to ask.
6:45
They have no idea. So they're really relying
6:48
on us, the experts, to guide and advise them.
6:51
So that's why the education piece is so important
6:55
and that's why home university essentially fills
6:58
that entire gap for them we literally take them
7:01
from hey i'm thinking about buying a home really
7:03
assessing their buyer mindset to getting to the
7:07
closing table and beyond because we teach them
7:09
how to grow and protect the asset as well candace
7:14
do you want to add anything to that No, Deanna
7:17
did it perfectly. It's not a sales environment.
7:21
It's not a sales environment. It can't be a sales
7:24
environment initially, unless that person has
7:27
already achieved certain milestones, that commitment
7:29
to purchase, understanding of why I'm purchasing
7:32
other than just seeking shelter. And then it's
7:35
the, okay, what loan option is best for me? That
7:38
probably is the only part where it gets, it can
7:41
feel like it sells you or do you want to buy
7:43
down your interest rate? But other than that,
7:45
it is the education. communication, which is
7:47
the core component, so that they're informed
7:49
and competent, now we can go into the process.
7:53
And let's be honest, I can see how people can
7:57
view real estate and real estate agents as salespeople,
8:00
right? Because a lot of them view themselves
8:02
that way. I've never viewed myself as a salesperson.
8:05
I view myself as a real estate advisor, real
8:08
estate strategist. real estate consultant, and
8:12
now real estate educator. And both of us, like
8:15
I said previously, we both have a heart to serve.
8:18
So that is the place and that is the position
8:20
from which we come. To have an educated buyer,
8:25
you want to educate them on what questions to
8:29
ask. You want them to ask those educated questions.
8:33
because that's where they're going to gain the
8:34
most knowledge. You don't want them to ask, make
8:37
sure the house is blue and I can afford it. You
8:40
want them to ask pertinent questions, but that
8:44
is what home is all about, and that's what the
8:47
two of you are all about. Many professionals
8:49
network to find clients. In real estate, why
8:54
do strong relationships often produce referrals
8:57
long before someone's ready to buy? The conversations
9:06
that you have after that. The things that build
9:10
the trust and the understanding and the respect.
9:13
Let's not forget that piece too. The respect
9:16
for not only the role that you have or the industry
9:19
that you're in, but this part. 100 % understands
9:22
and is connected to what I'm also seeking to
9:25
achieve and it's helping others. So how do we
9:28
go about doing that together? So I would say
9:30
it's the connection that comes in building that
9:33
trust as well. 100%. And the other thing I would
9:36
add to what Candice just conveyed is that there
9:38
is a, like a core support team as you're going
9:43
through your whole thing. It's your lender, it's
9:46
your agent, and then it's you, the buyer. So
9:49
that core team. has to be a circle of trust.
9:53
And as advisors and strategists to our clients,
9:56
we are also a circle of advisement, strategy,
10:00
and in some ways, influence. We influence their
10:04
decisions by educating them and making sure they
10:06
have the right information at the right time
10:09
throughout the entire home buying process and
10:13
beyond. With our clients, once we close on a
10:16
home, We don't say bye, have a nice life. We
10:21
constantly check in with them, right? We make
10:24
sure they understand how to grow and protect
10:26
their assets. So once you buy this house, make
10:28
sure you do all the maintenance you need to prevent
10:30
any issues happening. Make sure you maintain
10:32
your home value. And then Candace can chat with
10:35
them about, hey, when the time is right, look
10:37
at potentially refinancing to lower your overall
10:40
mortgage payment. So there are things that homeowners
10:43
and buyers need to know and be aware of. post
10:46
-closing so we don't leave people hanging. We're
10:49
with them every step of the way. Good, very good.
10:53
What does a great real estate professional do
10:57
in the first conversation that immediately makes
11:00
someone feel safe with working with them? I think
11:04
you lead with education. I think you lead with
11:08
showing them how they're going to benefit and
11:12
what value they're going to gain. from their
11:14
interaction with you. Make it all about them,
11:16
what's in it for them. People are inherently
11:19
selfish. And when you're working with clients,
11:23
you're trying to understand their lifestyle goals.
11:25
You're trying to understand how long they anticipate
11:27
potentially being in the home. You're trying
11:30
to understand what their work life, family life
11:32
looks like. right? So that you can align the
11:35
perfect neighborhood, the perfect area, the perfect
11:39
region that best fits what they are looking to
11:44
achieve in buying their first home. And I know
11:46
Candice can talk about from a financing perspective,
11:48
what that looks like on that side too. yeah so
11:51
I take the same approach but mine is a little
11:54
bit more just listening that initial conversation
11:57
I'm doing more listening than I am talking because
12:00
I want to know those things that Deanna mentioned
12:02
but I'm also listening for what could potentially
12:05
get in the way or become a concern along the
12:08
way. Those are those fears or hidden generational
12:11
type understandings that they may have that they
12:15
won't just openly communicate by the question
12:17
you asked, but by the stories that they tell.
12:20
So I'm doing a lot of listening initially just
12:22
to understand them, to hear those little concerns,
12:26
to not jot them down along the way. And as I
12:29
hear them either come up again in conversation,
12:32
or we get to a point that I know that there's
12:35
a pivot, that needs to happen, I bring it back
12:38
up and reaffirm. You know, what both of you have
12:43
just told me was the makings of a perfect networking
12:47
person. When you enter into a networking event
12:51
or a networking meeting, what are you doing first?
12:54
You're listening first. You're going in with
12:57
what's called a servant's heart. That's right.
12:59
You're looking to see, okay, what... What can
13:03
I do for them that will make them more successful?
13:06
A line for me that I always use whenever I go
13:09
to any network event is, you know, something,
13:12
Candice, I like you. I like what you do and how
13:15
you do it. How can I make you more successful?
13:18
How can I be a great referral source for you?
13:21
And by me doing that, first of all, it takes
13:24
all the pressure off my shoulders, right? I don't
13:27
have to sell. I'm free. I'm doing all I'm concentrating
13:30
on is. How I can make your life better. How can
13:33
I make you more successful? And in turn, what
13:37
goes around does come around. If you listen to
13:39
Zig Ziglar or Bob Berg or some of these guys,
13:43
they're going to tell you that's the best thing
13:45
to do. I have, I always recommend when I was
13:48
in the mortgage business, I would recommend a
13:52
book called Raving Fan by Ken Blanchard. Now
13:57
it's out of. It's out of print. I used to get
14:00
them for $1 .95 each book, but I used to buy
14:03
them 40 books at a time because with my business
14:06
card, I would hand them the book. And I would
14:10
say, read the book. It's a 45 minute read. Just
14:13
read the book. It'll teach you the basics of
14:16
customer service. And then we'll take it from
14:19
there. So, and it was a very good thing. I haven't
14:22
done it in years because I've been part of the
14:24
mortgage industry, but if you haven't read it.
14:27
I would go pick up that book and the same as
14:30
the one minute manager. That's another book.
14:33
So, and I keep both of them with me at all times.
14:38
All right. What does a wait? No, I asked you
14:42
that already. Okay. I'm getting all confused.
14:47
Okay. You're calling 2026 the year of the buyer.
14:52
Yes. How should agents, lenders, and service
14:57
professionals network differently in a buyer
15:00
-advantaged market? Oof, that's a fantastic question,
15:05
Michael. It's a fantastic question. And I'm going
15:08
to speak to this just being in the world that
15:11
I am as a real estate broker. Most real estate
15:14
professionals will focus on mainly listings because
15:18
there's a saying in real estate, if you're listing,
15:20
you're achieving. You have lots of success. In
15:24
my world, I would say both buyers and sellers
15:27
hold equal value. One isn't better than the other
15:31
one. Right now, we are definitely in a buyer's
15:35
market. And there was a couple of reasons for
15:37
that. Main reason being there's a lot more inventory
15:40
in the market right now than there are buyers
15:43
that are out there actively seeking to purchase
15:46
it. Another reason that I'm sure Candace will
15:48
talk about is the dramatic reduction we've been
15:51
seeing over the last, I would say, 36 months
15:52
in interest rates. Those two things right there,
15:55
peak buyer's interest. And then the third thing
15:57
I would say is housing affordability. We're seeing
16:02
it decline a little bit. You'll see homes go
16:04
on the market for a certain list price. And then
16:07
over time, you'll see that list price go lower
16:10
and lower. Those are all good indications that
16:13
we are in a buyer's market. And as a real estate
16:16
professional, my job is to make sure buyers are
16:19
ready and have positioned themselves to win in
16:22
this market. There's a lot of opportunities,
16:25
a lot of great incentives. Sellers are very incentivized
16:28
to attract the right buyers and attract as many
16:31
buyers as possible. And one big way that sellers
16:35
can, I'm sorry, buyers can position themselves
16:37
to win is to make sure they know their numbers.
16:40
They have been working on their credit score.
16:42
They have a little money saved because contrary
16:45
to popular belief, you don't need to put 20 %
16:47
down. So just making sure, again, they're educated
16:50
and they are informed. That's how you win. Yeah,
16:54
that's how you win because most buyers are not.
16:57
And they know their power position. They know
17:00
their power position. And so I say that because,
17:03
as Deanna mentioned, affordability has increased
17:06
substantially for most just based on where the
17:09
market is today, how interest rates have reduced.
17:12
I'd say the average interest rate that I see
17:14
right now is sitting at about a 6, 6 .2, 6 .25
17:19
to be specific. But it's a great way for people
17:23
to buy more. and to buy what they're accustomed
17:26
to. I think the biggest challenge for buyers
17:28
today entering and making that shift from renting
17:31
to purchasing is that they've been renting at
17:34
a rate that is equivalent to a mortgage, but
17:37
they also are renting in an environment where
17:40
everything is either brand new, granite countertops,
17:43
hardwood floors, stainless steel appliances.
17:46
And then they get out here in the market and
17:48
they look and they say, oh, wait a minute, the
17:49
average purchase price is about $400 ,000 and
17:53
I have to do work? So helping them really to
17:56
understand, yes, your affordability has improved,
17:59
but let's talk about strategically why this is
18:02
the year of the buyer where you could go in,
18:04
you can get more for your money, and then you
18:06
can make the investments necessary so that your
18:09
equity and appreciation will increase simultaneously
18:12
because this is not your forever home. And I'll
18:15
challenge anyone that tells me that they are
18:18
in the stage for a forever home and they don't
18:21
have children, aren't there. still in their career
18:25
in climbing, all of those things. This is one
18:29
of many. This could be your first investment
18:31
property. That's why I say the year of the buyer
18:34
plus home university, giving them that education
18:36
to know that there's more and they should explore
18:39
it. One of the things we do in working with buyers,
18:42
especially those buyers who are currently renting,
18:44
like most of them are, we put together rent versus
18:46
buy scenarios. We run the numbers. We show them
18:48
the numbers and we show them over time. what
18:52
wealth creation might look like if they own versus
18:55
literally getting zero wealth creation on the
18:57
side if you're renting and or leasing. So we
19:00
run the numbers and the numbers are pretty dynamic.
19:03
Candace, what would you say the average lifespan
19:06
of a mortgage is? I would say right now, probably
19:10
somewhere between three to five years is what
19:13
we typically see. So every three to five years,
19:16
there's a life event or some type of transition
19:18
that is happening that's influencing a change.
19:21
It is either children leaving the home. So now
19:24
we have a downsizing scenario. But wait a minute,
19:26
I don't want shared walls because I'm not used
19:28
to shared walls. Let me go purchase something
19:30
else. Or I have the scenario where I now have
19:33
a promotion on my job and I'm good and I want
19:36
the house that's further out of the city. and
19:39
making that transition or the school district
19:40
is driving the decision. So there are a lot of
19:43
different things that I see, but I would say
19:46
on average, about three to five years is what
19:48
I typically see. Okay, because I know the numbers
19:51
and for a typical mortgage, you're paying interest
19:55
more than principal for the first 17 years. Oh
20:00
yeah, absolutely. So anybody who's got that higher
20:03
interest rate, I would suggest. Buy the house.
20:07
Buy it. If it comes down, and we used a point
20:11
as a factor, when it comes down a point, then
20:15
refinance. Maybe get some money out and do something
20:19
to the house. But that's the mindset that you
20:22
have to give your consumer. But not like me,
20:26
because you know what I'm talking about. The
20:28
average person, you have to... educate and then
20:32
that brings in home university because what you're
20:35
trying to do is educate the people because they'll
20:38
make the best decision and properly they'll go
20:42
with the best person and understandably it'll
20:45
be the two of you since you're the ones who's
20:47
educating them okay so I'll go with my soapbox
20:52
now. What mistakes do business owners make when
20:57
they only reach out to people when they need
20:59
a transaction? What mistakes do business owners
21:04
make? What mistakes do business owners make when
21:07
they only need a transaction? They just reach
21:11
out to you in need, right? I think the biggest
21:13
mistake is you reach out to them when you're
21:17
in need. It's an opportunity. It almost comes
21:22
across as like an opportunist or you're self
21:26
-serving, right? If I'm only reaching out to
21:28
you when I need something, then I know what,
21:32
when you reach out, what you're reaching out
21:34
for, like has nothing to do with me. It's definitely
21:36
about you. Yeah, I agree. You have to bring value
21:41
to the relationship. You have to bring value
21:43
to the connection. When you connect with somebody
21:46
on LinkedIn, you're not going to, because I hate
21:49
these people, as soon as you connect, they're
21:51
going to say, I have this and this and this to
21:53
buy, and you want to buy it and everything else?
21:55
No, no. So you bring value to the relationship.
21:58
You bring something that they want, like an article
22:01
or something. Say, look, I found this. You may
22:04
be interested in this. Do that three or four
22:06
times before you ask for that sit down or that
22:10
cup of coffee or something else. But that's building
22:12
the relationship and that's going after them
22:16
without having to do a transaction, what I asked
22:19
about. Yes, absolutely. Okay. How can professionals...
22:24
Stay top of mind for years, not months. So there's
22:28
the first call when a life change happens. So
22:33
one of the things I do in real estate is staying
22:36
in contact with my clients post -closing day
22:39
and offering them something of value, just checking
22:42
in on them, offering them something of value
22:45
and just staying connected. Just simply doing
22:47
that is huge. It's huge. It puts you, like you
22:50
said, top of mind. It leverages you. It helps
22:54
you stay advantaged in their mind. So doing those
22:57
types of things is really crucial and important.
22:59
Yeah. And I'm big on storytelling. So that's
23:02
how it's an opportunity for me to share the success
23:05
of others that help them to be able to have the
23:09
stories when they hear a certain scenario and
23:11
they say, oh, wait a minute. I was talking to
23:13
Candice about X and she told me about whatever
23:16
it was. Maybe the two of you should connect,
23:20
make that connection. So sharing the success
23:22
of others, talking about stories, giving them
23:25
real examples that they will relate to, but also
23:28
experience has led to referring customers that
23:32
come back or prospects that I've never worked
23:35
with before, but they've told a friend to contact
23:37
me. Being a professional networker myself, stories
23:42
sell, right? People, they hear facts and figures
23:46
from everybody. And I can, I'm the best at this
23:50
and I'm the best at that. And you should look
23:52
at this because this is 3 .9567 and, you know,
23:55
everything else, right? But if you sit there
23:58
and you talk to them and you give them a story,
24:00
they'll remember you and say, oh, you know, Candice
24:03
told me that story and it was really good. And
24:06
excellent, this happened. So stories sell. So
24:09
you're absolutely on target with the storytelling.
24:13
And Deanna, you probably have a thousand stories
24:15
about my networking group. It's still. Okay.
24:19
Where does collaboration between agents, lenders,
24:24
inspectors, and advisors strengthen relationships
24:28
instead of creating competition? Ooh, that's
24:32
a fantastic question. And I would say we are
24:37
like the poster children for collaboration. So
24:40
what I love about Candice. is that she is smart.
24:45
She's experienced. She has a servant's heart,
24:48
just like me. She is really good at listening
24:53
and making sure she truly understands what her
24:56
clients need. And then also challenging them
25:00
if what they say they need isn't probably really
25:02
what they need. But she does it in such a nice
25:05
way. And I'm the same way. I'm the same way.
25:08
So we complement each other extremely well. And
25:11
we're both... focused on educating our clients
25:14
because that's going to give them clarity and
25:16
confidence through the process. And it also makes
25:18
their experience at the end of it, a great experience,
25:22
successful. We had a client that we worked with
25:24
a couple of years ago. We were at the Gwinnett
25:27
Rotary event, speaking about home university
25:29
and what we were doing. And she was in the audience
25:31
and we didn't know if she was going to be there.
25:34
And so we're in the QA portion of the event and
25:38
she just impromptu talks about her experience
25:41
with us. She was like, They made our home buying
25:43
process so easy. I was like, yes, that's exactly
25:47
what we want. And I was like, pause. I said,
25:50
can you say that again? And I recorded it and
25:52
I put it out on social media. But that collaboration
25:54
between the mortgage lender and the real estate
25:56
agent, like I said, the buyer is huge. And then
25:59
there are other ancillary vendors who provide
26:01
services as well throughout the home buying process
26:04
for the buyer, like the appraiser, like the home
26:07
inspector, roofer, title company. real estate
26:11
company, like all these folks, right, are crucial.
26:13
And so it's really important that we have really
26:16
good partnerships and relationships with those
26:18
folks as well. Because as we refer and put those
26:22
folks in front of our buyers, our credibility
26:24
and our reputation is going along with them.
26:26
So that whole collaboration is key, like you
26:29
mentioned. Yeah. And I would say to real estate
26:32
and customer service. are a team sport. Yes.
26:36
And so that's what we've realized. Working with
26:39
Deanna is phenomenal. Deanna Wells, she is a
26:42
go -getter. Like we are never idle. We're always
26:46
working on something. And she's inspiring too,
26:50
right? She really, yeah. Just some of the ideas
26:53
that she has, but also the approach and then
26:56
how we're able to collaborate together is how
26:58
we've gotten this far to be on. Home University
27:01
is exactly that. Like how many times have you
27:04
seen a realtor and a lender sit down, create
27:07
a curriculum, execute the curriculum in... I
27:11
would say normal, easy to understand, bite -sized
27:14
modules that someone can go in and then be able
27:18
to have a better understanding, but then exercise
27:21
their understanding with all of the digital downloads
27:24
immediately. Working together is not a competition
27:27
for us ever because we're both. agreeing that
27:32
whether we get this client together and we don't
27:34
always work on transactions no we don't but whether
27:37
we get this client together or we don't help
27:40
this person in this capacity of a closed new
27:43
home we've aided them in other ways together
27:46
and so that's what we try to focus on is that
27:49
collaboration and connection you have somebody
27:53
because you know you're not going to be able
27:55
to help Everybody. It's understood. And do you
27:59
have a list of people that say, okay, look, I
28:02
really can't help you. That's not my specialty.
28:05
I'd rather you get somebody that's their specialty.
28:09
Do you have that list of people that you go to,
28:12
like your go -to list saying, look, you know
28:14
what, this person can. Now, as a lender, you
28:17
probably have that list of those off -the -wall
28:20
loans. And you have those. But as a real estate
28:25
person, as a professional, you say, look, you
28:27
know what? I don't do commercial per se, but
28:31
I have this person. So by having that list and
28:34
at the ready to offer that person, they might
28:38
be saying to you, but I came to you and you really
28:41
can't help me. So I am helping you by putting
28:45
you with the right person. That's right. but
28:49
I don't do it everywhere in the state of Georgia.
28:51
I'm only licensed here in the state of Georgia,
28:52
but I don't do it everywhere in the state of
28:54
Georgia. So I do have relationships with other
28:56
real estate agents and brokers that I trust throughout
28:59
the state. And I will refer clients to those
29:02
folks if they're looking to buy. in that region
29:05
that I don't necessarily support. And then if
29:08
they are wanting to buy in a region that I don't
29:11
know anybody in that, I don't know another real
29:13
estate agent or broker, I will research it for
29:16
them. I will seek out people who, based on my
29:19
research, I feel and know and feel confident
29:22
that they will do a good job working with that
29:24
person. And then I will call them up and I will
29:26
interview them. I will interview them. And then,
29:34
I will give the client, hey, here's three people
29:37
that I interviewed. I feel confident that they
29:40
can do a really good job for you. But here, I
29:42
want you to call them. And then here's what I
29:44
want you to ask them. Because I give them questions.
29:46
Because people don't know what to ask to select
29:48
a realtor. Normally, they'll just say, oh, my
29:50
friend is a realtor. Or my friend's aunt is a
29:53
realtor. I'm just going to go with them, right?
29:54
They think we're all the same. But trust me,
29:56
we're not. But I'll give them a list of questions
29:59
to ask those agents that I'm connecting them
30:01
with. And then I let them make the decision from
30:03
there. But I do a qualifying interview. All right.
30:09
That's the answer that I was looking for. All
30:11
right. What role does consistency, check -ins,
30:17
updates, and education play in turning a single
30:20
client into a lifelong advocate? I think the
30:26
consistency is the key, right? Everyone wants
30:28
to know that they are important. They are a priority.
30:32
And so the consistency is what builds that comfort
30:36
and that understanding and confidence truly with
30:40
that person. And they become a forever. I remember
30:42
when I text you at 10 PM at night and you respond,
30:45
right? I won't say I do that every single night,
30:49
but. There are certain needs based on personality
30:53
that I pick up on that says, hey, the response
30:57
is critical because it shows that you are actively
31:00
engaged, but you're consistent in how you approach
31:03
that individual. So for me, the consistency is
31:06
the key. And then that helps to fulfill the relationship.
31:09
The consistency is also what builds trust too.
31:12
True. And the follow -up. Right. And the attention
31:14
to detail and also holding the clients accountable
31:18
if they because we have once you go under contract,
31:21
then that's when things ratchet up in the home
31:24
buying process. Right. So as your real estate
31:27
broker and agent, my job is to make sure we're
31:29
staying on track with those different key dates
31:32
and timelines, because guess what? If we miss
31:35
it, we're in breach. So it's my job to make sure
31:37
I am following up with the client, making sure
31:39
they understand all the different dates. I actually
31:41
put together a key date summary and one little
31:43
page for them so that they have that. But I'm
31:46
managing all of that. I'm managing all that activity
31:49
all the way until the end. That's great. Okay,
31:53
so let's bring this podcast full circle. If someone
31:57
wanted to build a network that naturally produces
32:00
referrals over the next year. What one relationship
32:05
building habit would you tell them to start immediately?
32:09
Well, that's a good question. What to build immediately?
32:15
I would say first and foremost, you have to actually
32:22
go to networking events. You need to get out.
32:26
You need to be outside, as they say. And be strategic
32:31
about which networking events you go to. Because
32:34
not all networking events, Michael, as we know,
32:37
not all networking events are the same. Some
32:40
are like parties and singles events. Some are
32:44
really boring. And then some are like great professional
32:48
networking events where there's a ton of different
32:50
industries. It's great energy in the room. And
32:53
there's a format and a structure to it, right?
32:56
And so I would say, number one, you have to be
32:58
outside and actually go to networking events.
33:00
And I typically try to go to at a minimum three,
33:03
sometimes six networking events a week. And I
33:07
try to when I get there, before I get there,
33:10
I have a plan. I have a strategy in mind. Right.
33:14
I go in. I'm like, I want to. These are the referral
33:16
partners that I love to meet. And these are the
33:19
type of clients that I love to work with. Right.
33:21
So having that strategy in mind when you go in
33:23
and then also having a great follow up strategy,
33:26
which you teach us all the time in the Fusion
33:28
Alliance podcast. And so I would say those are
33:31
some key things. And then just making sure you
33:34
cultivate those relationships where, you know,
33:38
there's a great synergy there and there's an
33:41
opportunity for you guys to both help each other
33:43
build your businesses. That's important. So Deanna
33:47
took mine. I was going to say plan. No, have
33:50
an agenda, right? Have an agenda for networking,
33:54
not just to, you can meet friends. That's great.
33:57
But have an agenda for the purpose of why you
34:01
are networking because that will center you.
34:03
It'll also drive your activity. The other thing
34:06
I would say too is know your value, understand
34:10
your message and what you bring to the table
34:13
so that you can clearly articulate, but differentiate
34:16
yourself when you are networking early and often.
34:21
Like people should hear the same thing on repeat,
34:23
right? Oh, I know her. Oh yeah, she does mortgage
34:27
lending. She helps people buy, refinance and
34:30
sell in properties. Like that needs to roll every
34:34
single time. And that's their first understanding,
34:36
but also what they remember most. So planning
34:39
for sure, but then also know the value and purpose
34:42
and be able to communicate that effectively.
34:44
And don't be a salesperson. It should not be
34:48
a sales pitch at. I'll tell you, Michael, my
34:53
last five or six clients came from networking.
34:58
It came from networking. So networking has a
35:02
lot of value. And for the industry that we're
35:06
in, real estate is a relationship business. It's
35:11
not a sales business. It's a relationship business.
35:13
So you have to be outside and connect with people.
35:16
And what do I say? Every single week, what do
35:22
I say after you meet the person? What's the most
35:25
important part of the conversation? What is more
35:31
important than actually meeting the person? You
35:35
have to follow up. You have to have a strategy.
35:39
You can't just email them next week. You're going
35:42
to email them again, see what happens, see what
35:44
falls out the tree. You have to have a certain...
35:47
Now, I call this my secret sauce, but that certain
35:51
follow -up system, and if you follow up, if you
35:55
have a system, you're sure to make the sales
35:58
or keep the relationships. Agreed. Okay, so this
36:03
was great. Deanna, Candice, this was great, but...
36:08
Can somebody get in touch with you, either one
36:11
or both, if they want to just to talk with you,
36:16
say hi, they want to go to home university or
36:21
just something. What's the best way for them
36:23
to get hold of you? So if they're interested
36:25
in home university, I'll scoot out of the way.
36:27
They can actually scan this QR code. scan the
36:31
QR code, enroll in a course, and then eventually
36:34
buy smart. So they can scan that QR code. You
36:37
can also go to home university, all one word,
36:41
homeuniversity .podia .com. And then you can
36:47
find both of us on LinkedIn, Instagram, Facebook,
36:50
all the major social media platforms. Yeah, absolutely.
36:54
We're out there. Like Dion, we are not hard to
36:58
find. I believe you, okay? This conversation
37:02
reminds us that networking is not about quick
37:06
wins. It's about being the person people trust
37:09
when life decisions matter most. When you consistently
37:14
educate, communicate, and stay present in people's
37:18
lives, you're remembered long before they need
37:22
you. Try one simple step this week. Reach out
37:26
to someone you helped or met a month ago, not
37:28
to sell, just to check in and add value. Those
37:32
small touches often become the strongest referrals
37:36
later. If you found this episode helpful, be
37:39
sure to like, follow, and subscribe to Networking
37:42
Unleashed, building profitable connections so
37:45
you keep getting practical insight and networking.
38:07
So until next time, stay consistent, stay helpful,
38:14
and build relationships that rely on... When
38:18
it matters most. Girls, thank you so much for
38:23
coming on my podcast. This was a blast. I really
38:27
appreciate it. Thank you both for coming on.
38:29
Thank you for having us. Yes, thank you for having
38:31
us. Well, hold on, folks. Don't go anywhere.
38:39
Let's hear from our sponsors. David Neal, co
38:42
-founder, Revved Up Kids. Revved Up Kids is on
38:46
a mission to protect children and teens from
38:49
sexual abuse, exploitation, and trafficking.
38:52
They provide prevention training programs for
38:55
children, teens, and adults. To learn more, go
38:59
to revvedupkids .org. Henry Kaplan, Century 21.
39:04
When it comes to making the biggest financial
39:06
decision of your life, leave it in the hands
39:09
of a proven professional, Henry Kaplan. Henry
39:12
is a global real estate agent with Century 21,
39:16
celebrating his 41st year in business. No matter
39:20
where you're moving, Henry has the right connections
39:22
for you. You can contact Henry at 561 -427 -4888.
39:30
A huge thank you to our guests for sharing such
39:33
insights today. And of course, a big shout out
39:37
to you, our amazing listeners, for tuning in
39:40
and spending your time with us. If you're interested
39:43
in my digital courses, being coached or having
39:46
me come and talk to your company, just go to
39:49
Michael and fill out the request form. Remember,
39:53
networking isn't about being perfect. It's about
39:56
being present. So take what you've learned today,
39:59
get out there and make some meaningful connections.
40:03
If you've enjoyed this episode, please don't
40:06
forget to subscribe. Leave us a review and share
40:09
it with someone who could use a little networking
40:11
inspiration. Let's keep the conversation going.
40:14
You can find me on Apple, Spotify, Pandora, YouTube,
40:19
or my website, foreman .com slash podcasts.