Latest / The Spiro Podcast: Managing your Real Estate Photography & Videography Business / How to Get Two Brokerage Presentations a Month - Nick Narodny from TITUS

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How to Get Two Brokerage Presentations a Month - Nick Narodny from TITUS · The Spiro Podcast: Managing your Real Estate Photography & Videography Business

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Coming up on this episode of The Spiro podcast.
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is when you want money, ask for advice.
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And when you want advice, ask for money.
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Hello and welcome to this Spiro podcast.
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Spiro is a software platform designed to help you
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manage and scale your photography business.
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It was built by my media company whow video tours many years ago.
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I don't want to say because then I'll feel that much older, but we all have it.
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And available to all of you
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to help you grow and scale your business.
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We are excited to be on this podcast with you today.
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It is just me.
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So if you're saying, hey,
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this intro sounds different, it is different again, just myself.
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As we discussed openly on this podcast, Craig, who is my co-host,
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he is in a business development hybrid role at our media
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company, Wow Video Tours, and we talk about that a lot.
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He is out selling and shooting today so much more.
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Like many of you probably tuning in.
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This is another great
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presentation from Spiro Sync Spiro
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sync was this past January 21st and 22nd.
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And Nick presented this at Spiro Sync.
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So we're excited to have him back on day two.
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The podcast.
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Before we begin, I want to give you a couple of Spiro updates.
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So we are excited to announce some Spiro updates.
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These updates are probably going to hit you about March 10th.
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So if you if this is before March 10th, you just have a little bit longer to go.
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But some things you'll see in your Spiro system.
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Well, number one, it's a Titus related update, is the fact that you will get
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past the address information
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on the invoice inside of Titus.
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So when you go into your profile and you look at, some of your past
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transactions there, you'll now have the address or list of addresses.
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If that transaction is for more than one.
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And then the next update, I'm actually going to allow Nick to tell you
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once we bring him on.
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But we've talked
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and I've talked and hinted at this for a very long time about this data.
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So Titus has built this incredible network of of understanding
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the timeline of a real estate transaction.
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And that's important to them and us.
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But them, because they are doing the pay at close.
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So they need to understand when the transaction,
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when the listing goes pending and then sold
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and then when it closes so that, that can take place.
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And along the line they're grabbing this data and this listing data.
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And this is super valuable to us.
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So I'm going to let him give you that one.
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As soon as I bring him on.
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One more update I want to mention before we get to
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that is we have gone through in this cycle 15, as we're calling it,
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we've gone through all of the property websites from a mobile perspective,
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and we have finally crossed all of those off fine tuned.
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Just built them to a higher standard that we've ever had before.
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So I'm excited to get that out to all of you.
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We know our not only agents, but buyers and sellers are on the internet
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and they need a very mobile friendly and a consistent version.
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So those are polished off, and we're happy to bring those to you.
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Without further ado, though, I'd like to bring on our guest this week.
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Good friend of Spiro, Nick, the co-founder and president of Titus.
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Nick, welcome back to the show.
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Yeah.
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Thanks, Todd. Great to be here.
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So I hinted at it.
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Can you let us know a little bit as to what
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what are you guys doing with the data now?
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Where can I go and find this?
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In my Titus dashboard.
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Yeah. And so on, of course. Yeah. So?
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So most of you know us as the pay at close company.
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We were the first to introduce the ability for agents to,
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to defer any,
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cost of photography or media until the home sells.
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So you get paid right away, and they,
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the agent doesn't have to pay till the home sells.
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We are also a full checkout company.
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Okay, so Spiro was the first to integrate our full checkout experience.
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If you think about stripe
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as a payment processor, they're servicing everyone and everyone.
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Every, everything and everyone.
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They started with software.
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As a service technology companies, we are focused on to to,
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groups of businesses, real estate media companies and home stagers.
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Okay. So what does that mean?
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We have the concept of the listing which no other payment processor has.
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And now with the integration that we're doing
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with Spiro in a couple of weeks, mid-March,
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we are going to for every single transaction, including credit card
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transactions, we're going to be attaching this concept of the listing.
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And because again, we are focused on real estate, we are tracking
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every listing and its status and certain aspects of that listing.
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And so all of that will be available inside of your Titus dashboard.
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As soon as that goes live, you're going to have the projects section.
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You can click in there
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and you'll see your listings, and you'll have additional data
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which you can leverage to get more broker
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meetings, which is what we're talking about today.
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And I'll talk about how you can leverage that, in just a second.
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And this this is one reason why we are very careful
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about our partners inside of Spiro, that we do business with.
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We use them.
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Not only do we in and integrate and endorse them via Spiro,
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but we use them at our real estate media company, Wow video tours.
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So we use the full payment processing ability of Titus.
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That is not only pay it close, but that's also pay.
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Now we're taking advantage of that because these are custom built tools, y'all.
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For us, as real estate photographers like you go to Stripe or Square,
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you're like, hey, can you give me some listing information?
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They're going to have no clue what you're talking about.
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It's not their world.
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Their world is a service anyone and everyone out there.
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And to try to be as general as possible and
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we've learned in our
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business that when you can build a tool that is very pointed
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and very specific to our niche of media real estate,
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you know, we're in a couple different niches.
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That's when you can differentiate yourself from the competition.
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Other photographers out there, you can speak to your client and they go,
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wait a minute, this person is just not just a photographer.
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How do they know about like I needed pay at close?
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Like how who are they?
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Like, what do you know?
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And that's when you become relevant.
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When you,
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like Nick mentioned, you use this data to leverage it to get brokered deals. So
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I just want to say that if you have not
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utilized Titus, number one, pay at close.
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And also number two, pay now to replace stripe or square.
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I highly endorse them.
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We have had great success at our company.
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We're seeing a blended average of a 35 ish increase
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in your cart size when agents choose to pay at close.
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So I don't want to turn this into a pay at close
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because I could talk to it all the time.
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Because if you all just want to see growth, this year,
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just implement pay at close.
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Not only you're going to get a higher cart price,
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but you're going to use the information Nick gives you today
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to go get a broker presentation that will lead to broker deals
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and better relationships with your agents.
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So Nick, I appreciate everything.
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You guys are always grinding for us.
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You're always bringing new things.
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Every meeting we have, I'm like, wow, that's really awesome.
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The data I was blown away with.
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So thank you for your dedication to the industry.
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Yeah, of course, of course.
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Well, I mean, honestly, we just have great partners.
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I mean, even this morning we've chatted with with two of our our joint,
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our joint customers.
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And I think just such, such good people like the entrepreneurs,
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the entrepreneur community,
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the local entrepreneur community is just really fun to build for.
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But do you want to we can get into some of the getting
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into the mind of the office manager.
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So we get these presentations going.
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All right, Nick.
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So let's just jump in.
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You gave this presentation as Spiro sync.
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And as I mentioned, you come from a family of realtors.
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And also, I heard you gave your first office
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presentation when you were in eighth grade.
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I did, I did, yeah.
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So my mom,
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the realtor, she dropped out of college at 18 and became a real estate agent.
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My dad is a realtor.
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And then now my little brothers are both agents.
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I'm the only person in my family not licensed.
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When I was in when I was in middle school.
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So eighth grade, I wanted to start working, and I was good with computers.
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I was super geeky, and, I realized this thing
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called the internet was, like, starting to take take the world by storm.
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And I needed to, take advantage of it.
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So I went to my first office presentation in eighth grade.
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It was a Thursday. I got out of school early.
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And I went and I presented to
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all of the agents in that office and said I would build them websites for $500.
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And I think I made three of them in my first month,
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which is a lot of money for an eighth grader.
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And in the late 90s,
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that is an
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so now.
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So you walk in to now we've all done it.
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You all driving out there listening like you think about
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like you pull up to the office like there's a little bit of intimidation.
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What was what was going through your brain?
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Or is this just like, yeah, I know it.
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Like my mom, my dad, I know realtors.
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Well, you also got to remember that I had a bowl cut.
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I was also like, you know, five foot
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nine, skinny Israel, probably not over 120 pounds,
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and wearing like a tie, which was way too big for me.
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And I'd never, you know what I mean?
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So it was like a ridiculous scene.
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And that was, that was the first time I went.
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Now my mom was going to be in the audience. Right.
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But, I think some of the agents were just like, this is ridiculous.
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I got to see what this kid produces.
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And so I made these kind of one page static websites,
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which were the first websites.
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If you go on the Wayback Machine,
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you can still see these original websites I made back then.
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That is incredible. That is awesome.
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So you're doing you're selling to agents in the eighth grade.
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And so I'm going to sell websites for them.
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And so you have that knowledge from all that time
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of how to get in front of them and what to say.
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And so what have you learned over the years?
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What works well, what does and what's the do's and don'ts?
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Yeah. So
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I think
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when you whenever you're thinking about,
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giving office presentations, you want to obviously create a system.
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You want to create a process for getting and booking broker meetings.
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Okay.
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And my favorite structure for thinking about local marketing,
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the same structure actually works for direct mail as well.
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Is a structure created by this guy named Dan Kennedy.
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He's kind of this crazy direct mail marketing mind.
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And Dan Kennedy says, when you're whenever you're you're doing outreach
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or you're making cold calls
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or you're trying to book meetings or you're sending mail, there's
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kind of three elements that matter in this order.
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The most, by far, most important, 80% of your time should be spent.
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Here is the list.
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And what that means is who are you going to be reaching out to?
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And so I cannot stress to you how important it is to figure out exactly
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who either the broker of record is or the office manager,
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and then figure out who sets the agenda for the weekly meeting,
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because it might be set by the top agent and your your outreach could just be going
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into a void because you're just calling or reaching out to the wrong person.
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Okay. The second most important thing
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is your offer.
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What are you going to be offering for this meeting, either to that broker,
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to that broker of record, to that manager, or to their agents
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and then distant, distant, distant third is the creative.
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Now, when you're a real estate media person,
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you always think about the creative.
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You agonize over what your presentation is going to look like,
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what photos am I going to show?
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How perfect are these before and afters?
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But I can't stress enough.
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Spend.
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Spend the majority of your time on nailing both who you're reaching out
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to, your list, and then the offer.
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And Titus gives you a great offer, which we can talk about in a second.
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And there's some other offers you can make.
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Yeah.
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So, so with the list, Nick, you know, the number one thing, you know,
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as you say, that this makes sense.
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Like let's make sure that we go to the decision maker
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that's going to, you know, get us in front of them.
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What have you found?
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So if someone is out there saying, hey,
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I've got some agents in an office, and they they really like me.
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They've used me for a year or two.
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I don't know that they're the broker or the manager.
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What are these positions?
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Where does someone start
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if they just are working with a handful of agents right now?
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That's great. So, there's kind of two paths.
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There's a path you're describing where it's like,
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how do I get to the office manager via my existing connections?
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And then there's the path of going cold.
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Let's talk about the path you you're describing,
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getting an introduction
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to the office manager and getting an endorsement
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from one of their agents is critical, and you should offer a discount or whatever
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you can to get that introduction and say, hey, do you set for your weekly meetings?
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If I get an intro, you know, I'm happy to discount your next shoot.
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I think that is so important.
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Typically, this is going to be their office manager.
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So the person who approves all of their paperwork in their local office
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or their broker of record, okay,
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the broker of record is,
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typically the the kind of the person that they technically report to on paper.
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Okay.
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And so this is, this is the the path you took as an eighth grader.
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Correct.
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Because I assume you're not walking in the office as an eighth grader
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and getting that.
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So yeah.
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No, I mean, you know, these are serious meetings.
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It wasn't supposed to be a joke. Right? So, yeah.
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You know, I got introduced to my mom's manager.
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Her name was Sid Gardner.
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I still remember she actually went to my wedding, which is crazy.
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And so I got introduced to my mom's manager, Sid Gardner.
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Sid sat down with me before, so be like, hey, what are you going to present?
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Like, you know, these these are professionals.
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I don't want this to be seen as like a joke.
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And I presented it to her and she goes, that's a great option.
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Websites are costing people like $4,000 right now.
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If you have a much cheaper option, I'd love to bring that to them.
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So my offer was a deeply discounted online presence.
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Yeah, yeah.
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And just to tie back, my story and then we'll go to the cold path.
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Nick, I was, 20 years old, I believe, and my parents had just bought and sold
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a house, and I had a camera and same thing.
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I knew nothing about real estate other than one transaction
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that I was involved in.
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And I knew that photos were minimal and then,
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my offer or my contract at that time was just the fact that no one had video.
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It was this new thing, and agents were beginning to think about it.
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And I had a good enough sample video to show that the manager was like,
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hey, we might as well show this to the agents to get their feedback.
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So if okay, so
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there's a real estate photographer, many of them out there
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listening saying, okay, I, I kind of maybe no,
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my contrast, my contrast is like I give really good service.
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But what if I don't have an in like maybe they're not feeling so confident
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about having this offer.
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Like you, you and I both had very unique offers that existed many years ago.
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For someone that's not feeling so confident in that or just wants the
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the path of like, hey, I'm just going to start knocking on doors
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or pulling, you know, doors open as the cold past.
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Where do we start?
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Yeah.
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So let's stick with the list
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and building your cold list, and then we'll move to the offer.
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The best place to start is check Google and check Zillow.
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Zillow and, for the top ranked agents.
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Okay, so you're going to Google real estate agent.
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Then what you're going to do is when you find that list of 10 or 20
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top real estate agents, you want to find your state license bureau.
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Okay, so the every state has a real estate license bureau
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to almost always I haven't seen a case otherwise.
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Tell me if this is not the fact
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they have to have public record of every single license and publicly
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who their broker of record is, so what you're going to be doing
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is you're going to be searching that person's license
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information, usually by last name, going and looking at their brokerage.
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And then you search for that brokerage
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and you find the broker of record for that brokerage that is your contact.
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Then you can find them on LinkedIn.
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You can pretty easily find contact information for anyone in real estate.
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And so that is your contact.
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That's how you develop this cold list.
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And then you can move on to the the offer stage.
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And crafting an offer.
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Love this.
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So I'm looking at I'm finding top agents searching them.
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And and as far as I'm aware as well Nick in the US
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every agent has to or every broker has to hold
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every agent's license and that needs to be listed publicly.
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So I've created this list and I understand the top
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agents and their brokers. And
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now what am I doing with that list?
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Yeah.
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And we have a little tool that can help you create that list that we can we can,
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post in the show notes, which, can help you build the list a little bit faster.
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But once you have that list,
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you need to craft your offer.
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And I would highly recommend when you have 1 or 2, you test them.
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Right.
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I think some of my, my best advice
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I've ever gotten for sales or fundraising
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is when you want money, ask for advice.
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And when you want advice, ask for money.
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And so one of the best people are genuine, are generally altruistic, okay.
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And people are generally good.
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And so when you go to an office manager
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and ask them for advice, they will almost always respond
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to you more than if you're pitching them something.
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And so I would highly recommend coming up with an offer
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and then saying, hey, do you think your agents would be interested in this?
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Okay, so as you think about what these offers are,
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there's a couple of vectors okay.
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So one vector is a free shoot,
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one vector or discounts free shoots, discounts.
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You know, first shoot free whatever it is.
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Another vector is features or things that you offer.
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Things like Titus. And another vector is quality.
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A lot of these like you're
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going to need to define your own alchemy of what your offer is.
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But the thing that is almost always consistent is you need to get into
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the mind of broker of, office managers or brokers of record.
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Okay?
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Most people don't understand, like what is their primary KPI or what
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are their primary performance indicators, what numbers are they trying to hit?
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And almost always there's two things that matter.
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Acquiring and keeping top agents
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and total sales of the office.
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Okay.
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Those are the two things they're trying to drive.
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And so if you can help them with either of those two,
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and typically the first is easier, right?
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It's easier to, to to make it seem make them seem like the hero to their agents.
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If you can help them seem like a hero to their agents,
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they're going to listen to you.
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And that is not food on Thursday.
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It is a true offer of you making the broker seem like a hero,
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making it seem like they get something special for working at that specific
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Coldwell Banker or Sotheby's or Remax office.
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Yeah, this is this is key all.
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And this is something that I stumbled my way into over the years.
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And what we talk about broker deals and all the time and the idea of speaking
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broker, please do not go sell that manager or the broker in charge.
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The idea that you've got really a really great camera and high quality
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images, you just they're going to look and they're going to say, hey, looks great.
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And then they're gone. They're just tuned out.
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The broker, the manager, they care about one thing.
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And those two metrics one, the the the metric is market share.
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So keeping agents, getting agents and then helping their agents sell more.
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So that is that is literally the only thing they care about.
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And if you focus on that you'll be the only photographer
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that walked in and said, hey, tell me about your recruitment strategy.
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Or do you think if clients had a way to defer payment to closing,
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that they could market better to help get more listings?
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So and Nick will get I'm sure we're going to get into this, Nick, but
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I just this is the key to going in.
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And also this is the key to all of my introverts out there
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who are saying, hey, I hate to walk in or I hate these presentations.
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Well, if you actually have information that gets responded to, well,
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that's when our left brain, the fight or flight
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goes down and we go, oh, wait a minute, they like what I'm saying.
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And then you begin to hit this momentum and you just keep pitching it
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and patient it.
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And not everyone's going to say yes, this is that's just sales.
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But the more you do it and the more that you give relevant
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information and not how good your camera is, the more yeses you get, which brings
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down your barrier and your fear of going into these presentations.
21:14
Yeah.
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And I think
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I think kind of Todd, you alluded to this, and I think we talked a bit about this
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at Spiro Sync, but the old adage of talk is cheap is true, right? And,
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if you think of a
21:26
normal office manager, they're probably getting
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10 to 20 requests to be in that meeting every week.
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And they're ignoring most of them. Right.
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Think about it.
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Roofers, inspectors, home warranty people,
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other photographers and the the best.
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Most of those people are not doing the work
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to really understand that office manager, to ask them for advice.
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And then they're also just not doing the work.
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If I was a new, a new photographer
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in the region and I had extra time,
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I would go reshoot exteriors
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of some of their top agents
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listings and say, hey, I don't know, do you like these better?
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Like, what advice would you give me? I'm newer.
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I'd love to get your feedback and make these so good that you switch to me.
22:21
That will blow people away.
22:24
That'll blow people away.
22:25
And just nobody puts in that extra effort.
22:28
And so writing the perfect email is going to be way,
22:33
a way worse use of your time than picking up the camera
22:37
and actually doing some work to blow someone away and show your value.
22:41
And by the way, they might say, these are worse. Great.
22:44
You need to know that to right like like a no is just as good as a yes,
22:48
because that just means that you're you're getting closer to that.
22:51
Yes. In the future.
22:52
Yeah.
22:53
So okay, so let's recap here real quick now because I love some things that
22:56
you said in here.
22:57
So this idea of like if this
23:01
and I'm going to mess up what you said, but basically
23:02
like if you want to sell something, ask for help.
23:05
And that's what you're doing as a business.
23:07
And I know many of you out there, you have hesitation and reserve
23:10
on being a new business because you see what you don't have.
23:14
But the thing that you do have is you have this idea of
23:17
you have this passion, this love for your business.
23:20
And remember, every agent
23:22
in that office, everyone in there, they are business owners.
23:26
So they are going to much like how Nick got attention in eighth grade.
23:30
His contrast like what?
23:31
You're an eighth grader in here and I walked into an office selling video
23:34
before the internet really existed in a broadband, you know,
23:38
network selling video.
23:41
People were like, this kid might know something like, what do they know?
23:44
So asking questions is just an incredible way to get in there.
23:49
It brings the guard down.
23:50
And much like Nick mentioned, everybody is selling to them all of the time.
23:55
They are probably the most sold to industry.
23:58
So please don't go to them and sell them.
24:01
Yeah, constant.
24:02
And I mean, Todd, if you think back to last summer before we had ever met,
24:06
what did I do with you?
24:08
I said, hey, Todd, you're the expert.
24:11
Like I, I
24:14
did a mock up of how this whole flow could look.
24:17
What do you think? What would you change?
24:19
And that's how we started this conversation of credit cards.
24:22
And like the whole checkout process and all of this.
24:24
And it becomes a collaboration, right?
24:26
You want the agents to have that same kind of feeling,
24:30
and then you can have like this kind of simpatico long term relationship
24:33
that it can be just so exciting and so fulfilling.
24:36
From a career. Right.
24:38
And so just imagine if the agent's like, hey, you know how like,
24:42
my photos look slightly different?
24:43
Well, I actually had a saying that I actually like this is my
24:46
this is my person.
24:47
This is the person I go to because like, I've actually feel like a part of it
24:52
that, like, connection is so, so good and it really can come
24:56
from doing some work, asking for advice, making it a collaborative output.
25:00
I mean, it's probably going to be the same output,
25:02
but they they're going to feel like more of a part of it.
25:05
And and, and that's like a really exciting thing,
25:09
especially for an office manager who oftentimes is like
25:11
stuck behind the computer managing paperwork.
25:13
And they can actually feel like they're adding value.
25:15
Yeah, yeah.
25:16
No, that's such great advice there, Nick.
25:19
And so so if so, if someone's new that's a great angle for you all to take.
25:24
Now let's take the angle of
25:26
because we've seen it work so well not only in our business,
25:29
but we hear the consistent
25:32
feedback of your out there saying, hey, this pay at close thing.
25:36
The right people ask
25:37
like they're asking me questions about it after I present it to them.
25:41
Or you know, hey, would this be a need?
25:44
So how would someone leverage and and
25:47
what are they saying and how are they presenting.
25:50
Pay it close to a manager or a broker in charge.
25:53
Yeah.
25:53
So if you're a top it
25:54
if you're a top photographer and you already have a significant market
25:57
share in your area,
25:58
you need to increase that market share both by going to new brokerages
26:01
and by getting more agents at those top brokerages.
26:04
Pay at close is incredible for this.
26:06
Okay, so the one of the biggest things that is in on the mind
26:10
of office managers and brokers of record is homes are taking longer to sell.
26:15
My agents are starting to freak out
26:17
because it's taking longer for them to get paid.
26:19
They're not able to make their mortgage.
26:20
They're not able to make their car payments.
26:22
This is top of mind.
26:23
I mean, if any of you have ever been in one of those situations, you can.
26:26
It's very hard to think about anything else. Okay.
26:29
And so money
26:29
problems are becoming real problems as the market gets a little slower.
26:34
And so you are bringing a solution for that.
26:36
Hey I know the market's becoming slower.
26:38
I've just launched this new feature.
26:40
Do you think your agents could be interested in something like this.
26:43
Again posing it as a question, posing it as advice.
26:46
And they will almost always if they're
26:48
if there's any level of introduction or knowing of you, they will say yes.
26:52
And it's a great way to get a new a new office meeting, for a relationship
26:58
that you've had for years and really reinvigorate all of the agents.
27:02
And then what's so cool is a lot of agents, just like.
27:05
Like Titus is a security blanket, right?
27:07
Where they say, oh, my gosh, this is great.
27:09
I'm going to start using you. I'm going to use you more often.
27:12
I'm going to order more.
27:13
And when they get to the checkout screen,
27:15
maybe they put this one on the credit card, but they just like knowing that
27:18
pay at close is an option so that when they do their next and their next,
27:22
they, they attach it, or they, they defer it to close.
27:26
We just talked to an agent yesterday is like, oh my gosh,
27:29
I'm going to double my.
27:30
So like it's just on their in their mind they're like, of course I'm going to
27:34
make the best shoot possible.
27:35
It'll help me get the listing. And now I don't have to pay till it sells.
27:38
I'm just going to sell faster.
27:39
Like, why would I not do this? Right.
27:41
So the logic really connects and the data connects, right?
27:45
So it's a win win, right?
27:46
The homeowner makes more you as the media company make more,
27:51
the agent makes more commission and the home sells faster.
27:53
It's like and they don't have to pay out of pocket. Right.
27:56
And so that offer really does,
27:59
ring true, especially if you're a top photographer
28:03
and you're reinvigorating older relationships.
28:06
Yeah.
28:07
Let me just give a couple of examples of what we've heard at our media company
28:11
and then what we've heard other Spiro users tell us,
28:15
if you're still if there's any way, you're still, you know, thinking
28:19
this might not work, let me let me just give you a little bit more feedback.
28:23
So we sent out when we launched pay at close back in November.
28:28
We as
28:29
wow we sent out a our marketing newsletter.
28:32
Okay, so this is a general cold.
28:34
That mean they're out to our clients and past clients.
28:37
But this is a marketing newsletter a mass newsletter.
28:40
And we mentioned pay at close and how the agents could take advantage of it.
28:46
And we had two brokers,
28:49
two people in charge of the company reach out to us saying,
28:52
can you please give me more information about that?
28:55
Can I can I understand that?
28:58
And it's not because they're using it, because they don't list.
29:03
It's because they understand
29:05
this is a problem for their agents.
29:08
You know, I we still joke about some as I think
29:13
back, you know, I chuckle to myself where we joke around the office as a like
29:17
agents
29:18
before we have pay before download, we'd send an invoice to everyone.
29:22
And it was very common that we would call agents
29:24
and they're like, yeah, I've got a closing three Tuesdays from now.
29:27
Can I pay you then
29:29
it's like, well,
29:32
you're already 180 days past due, but can I say no?
29:34
Like that's what I'm thinking in my head, right?
29:36
You all, for any of you that have done collections, your agents don't say,
29:40
hey, yeah, can I? I'll pay you next Tuesday.
29:43
They say I have a closing coming up when I'm going to get paid.
29:46
I that's very common for us.
29:48
So this is a huge gap for agents of of pushing everything
29:52
from closing to closing.
29:55
Let me give you one more quick example.
29:56
We had, a
30:00
user,
30:01
switch in the Spiro kind of on a whim, and he has a large business.
30:05
He heard about Pay at close, and he was at a,
30:09
a vendor fair a few.
30:10
Where were you?
30:11
Well, for one brokerage, and this is where there was six vendors,
30:15
and they were all they're all media companies.
30:17
And he got up and he said, and everybody did about the same thing.
30:21
We've got these services, this great quality.
30:24
We've got this great service. And we hope to work with you.
30:26
What's different about us is we get to know you.
30:29
You know, everybody kind of gave that same pitch.
30:31
And he got up and he said, hey,
30:33
we understand how you work and we have the ability
30:39
that you can order all the media you need, and you don't have to pay us now.
30:45
You can pay for that at closing.
30:49
And long story short, he had a group of people around him
30:54
asking questions when the other photographers did not,
30:56
and he was invited back to present to the brokerage about what Pay at close can do.
31:02
So the proof is in the pudding. There you all.
31:04
It really is.
31:05
Like it almost sounds too good to be true,
31:08
but it is because we don't always think
31:12
about the way our clients work and what their problems are.
31:17
And when you solve their problems,
31:19
you're relevant in your business grows because you help them grow.
31:22
Okay. Nick.
31:22
So we're brought in.
31:24
We're feeling confident or more confident than we have
31:27
in the past about approaching and understanding what to say.
31:31
So if you're out there for our listeners that are out there
31:34
listening to this today and they're ready to do this, what is it
31:39
like? We have to start with an action.
31:40
What should be done today?
31:43
Yeah, I mean, I think baby steps, right.
31:46
If you're new or if you've been doing this for ten years, right.
31:49
Develop your list of new and existing relationships.
31:54
Try and find that, try and find the broker.
31:56
If they're top agents,
31:57
ask for an introduction to either their broker of record or office manager
32:00
or whoever runs their office meeting.
32:03
Craft your offer and craft that offer in a way where you're asking for advice
32:07
or you're asking a question about that offer.
32:10
Go and do your presentation.
32:12
And if you need content or copy, we have someone, Titus, we can share,
32:16
success stories for you.
32:17
And again, we'll share the presentation from Spiro in the show notes
32:21
and monitor results and then adjust.
32:24
Right. Don't assume the first time you do it, you've got it right.
32:27
Okay. You're going to hear things and change things.
32:29
It should change every single time.
32:31
And you just get better and better and better.
32:34
And if you really want a great hook or a great offer,
32:37
it is the ability to pay at close and know that the reason
32:40
the office manager is wanting to bring that to their meeting
32:45
is because their agents are worried about finances,
32:48
and they're worried that they're going to lose their agents because of it.
32:51
Yeah.
32:51
No that is that is phenomenal.
32:53
So that is that is a great thing for all of us to do today.
32:56
And
32:57
one point
32:58
that I want to make that you said Nick,
33:00
was the fact that like don't expect the first one to work.
33:04
I, I was on a coaching call the other day and sitting in on a coach
33:07
that, was talking about a sales process and the he was talking about
33:13
about calling, calling your list, reaching out to your list.
33:16
And if you haven't done this for a while, the thing that you need to remember
33:19
and the point that he made that I went, oh, yeah, that's true.
33:22
The first time you do this is going to be the hardest.
33:26
You're going to be terrified.
33:28
You might be psyched up right now, but you have two shoots to go today.
33:31
And by the time you get home, you're tired.
33:33
You have to upload. You have to do all these things.
33:36
And then client acquisition and this outreach goes out the window.
33:40
So I would find a way to time block
33:43
this on your calendar and to be consistent about it.
33:47
And just remember, once you do the first one, the first outreach,
33:52
even the second, the third, the fourth, the 100th is going to be far, far easier.
33:59
And we all go through it.
34:01
Okay. So I did this with Titus.
34:04
I called called photographers in Atlanta, Georgia,
34:08
and I said, would you be interested in offering pay at close to your agents?
34:12
Again, the question
34:14
and I had many people that said, I get paid right away, hang up.
34:17
Okay. Now I know that's their biggest issue.
34:19
They don't understand how it works.
34:21
And so like, you just take every single one of these conversations and you learn
34:25
and you adjust until you've got something that that really works great.
34:29
Yeah, yeah.
34:30
And just to make a point, I probably should have asked this
34:32
at the very beginning. I assume it and I shouldn't. Nick.
34:35
But if a photographer uses pay at close,
34:38
do they get paid at close or do they get paid instantly?
34:41
They get paid right away, right?
34:43
The term pay at close is for your agent, not for you.
34:45
You get paid right away. Just like credit card.
34:48
Yeah, yeah. And in fact, it's 12 seconds later.
34:50
If you're wondering out there,
34:51
it gets dispersed to your bank account literally 12 seconds later.
34:54
So. Yeah.
34:56
Yeah. Great.
34:58
So, Nick, to wrap up here, action is important.
35:03
We're going to build that list again.
35:05
Check the show notes.
35:06
There's that tool
35:07
that Nick and his team built to help you find the broker of record.
35:10
Understand what your
35:14
message or what your ask is of them.
35:17
And then just get over the hump and start doing these.
35:20
Yeah.
35:21
We'll also paste in in the presentation we have a sample email okay.
35:24
So we're giving you everything you can.
35:26
Just all you got to do is press send.
35:29
Yeah that is phenomenal.
35:30
That is thank you so much for putting this together.
35:33
This is a great way.
35:34
If you are saying in 2026 I want to hit bigger goals,
35:38
it's the year I'm going to hire a team, hire a photographer, hire
35:42
an admin or just have more time for myself.
35:45
For many of us, that means that we need to grow in revenue,
35:48
which means we need to get more agents, agents doing more from a AOV standpoint.
35:53
And this is a great path for you to run.
35:56
And the most important thing is that you just do this.
35:58
You put in the time, all the tools are there for you.
36:01
Nick, if someone is wanting to find because you have great resources
36:05
as well on your website, and once you log in, how can they find
36:08
more information and get in contact with your team?
36:11
Yeah. So gotitus.com.
36:12
You can sign up or if you're in the Spiro app click on pay
36:15
at close on the left side.
36:16
That's probably the best way is to sign up through that.
36:19
And then
36:20
there's several people on our team that will respond faster than me.
36:23
So, support@gotitus.com
36:25
We all we all get that. See that.
36:27
And to respond to that, if you're looking for marketing materials, once
36:31
you have signed up for Titus on the left side, go ahead and click on guides.
36:35
Then you'll see some marketing guides in there.
36:37
So Nick, is there anything else coming down the road?
36:39
Anything else you can hint at or talk about that
36:41
can help with getting more meetings or driving AOV.
36:45
Yeah, I mean, bringing back to what we talked about in the very beginning,
36:48
we are going to have a listing for every single transaction
36:51
you do via Titus, either credit card or pay at close.
36:54
And we are going to show you both the price per square foot
36:58
and the days on market compared to the local average.
37:01
And so a great way to get those meetings is to say, hey, we just did the shoot.
37:04
Look at how much more it sold for, or look at how much faster it sold.
37:07
Here's the data.
37:09
And so all of this I'm very I'm very curious to see how you all use that data.
37:13
Please, please tell us because we can make it
37:14
even better and create reports and things like that.
37:18
That you can then share with, with brokers and agents to get these meetings.
37:22
Yeah. So.
37:23
Oh, that is so good. So, Nick, how so?
37:25
Say that one more time.
37:26
So the idea of looking at my photography company,
37:31
the listings that we shoot and comparing
37:34
how long it took them to sell
37:37
and what they sold for in comparison to list price.
37:43
Just why is that important to a realtor and a broker?
37:46
Again?
37:47
Yeah.
37:48
So there's two numbers that agents really care for.
37:51
We care about. Right.
37:52
So how much did the sell for how fast it itself.
37:54
So the speed is the days on market.
37:57
The sale typically price per square foot is a great equalizer.
38:01
And so what we do on Titus is we will compare the price
38:06
per square foot of your listing that sold to the market average.
38:11
And we will compare the
38:12
the days on market of your listing that sold to the market average.
38:17
And you just screenshot that and say like, hey, by the way, this home
38:20
you just sold, look at how much faster results.
38:22
Now some of them will sell slower right.
38:24
Because just the nature of of real estate, you can't ultimately control the
38:29
everything about the home.
38:30
Like it'd be great to remodel it,
38:31
but a lot of times they are selling faster if they're, well, short.
38:34
Yeah.
38:34
So if so, as a photographer, I take that data
38:39
and I show them that because of the media,
38:43
the beautiful media that we create at our company,
38:46
the listings sell for a higher dollar per square foot
38:50
and they take less time to sell.
38:52
And that seems like a a knockout combination
38:55
to a realtor, a broker, a manager.
38:58
Yeah, you can do stack offers, stack offers.
39:00
And again, tell us, tell us
39:01
what what's really working because we can we can make it easier for you.
39:05
Yeah. A quick question, Nick.
39:06
And this one might fall on its face because I haven't asked this off air.
39:09
I'm just assuming.
39:10
But in your mom dad's brother's listing presentation.
39:14
Okay, so a listing presentation. Yours.
39:16
When Nick's family walks in and every agent in the world,
39:20
they walk into a house to ask to sell that property.
39:25
So to sign a contract, does your mom dad into your brothers?
39:29
Talk about price per square foot and days on market?
39:33
Always, always.
39:35
Right.
39:35
So they're talking about ways we can get this sold fast,
39:38
trying to time the market, make sure that you either
39:41
catch a busy season or kind of if it's a slow season, have a strategy.
39:45
There
39:46
and then looking at the comps of price per square foot and looking at
39:49
where you think this home and its media package is going to get it sold
39:53
in that range of price per square foot.
39:55
It's a very common pricing strategy.
39:58
It's used consistently.
39:59
And my brother and mom use open homes photography here in the San
40:03
Francisco Bay area,
40:04
and they're constantly talking
40:05
about the different packages they can offer for specific listings
40:08
and how that can impact the price per square foot.
40:11
Yeah.
40:12
And again, I just why I love partnering with you,
40:14
because everything is just so tied together with ideas of how
40:19
and why Titus is so relevant to us as photographers,
40:22
because it's built for us by someone who has the brain of our client.
40:26
So I just, I love that it continues to surface.
40:30
So as you guys begin to see this
40:33
data, please log into your Titus dashboard,
40:36
look at the listings and look at that data and those comparisons.
40:41
And then much like Nick suggested, just go show that
40:45
to the agents and say, hey, is this valuable to you?
40:49
Hey, can you explain this whatever angle you want to take?
40:52
Hey, would it be valuable
40:53
if you could sell at a higher price per square foot than your competition?
40:58
Just ask the questions and I think you'll find it's unbelievable.
41:00
The feedback you get. Yeah, absolutely.
41:04
Well, Nick, thank you so much for being on today.
41:07
If you are not a Titus user, please visit gotitus.com.
41:13
Or if you're a Spiro user in the left hand menu just click the pay at close.
41:17
We made it easy for you. It's one click.
41:20
You go to an application where you're going
41:22
to give some general business information to
41:26
enable pay at close and pay now just doing
41:30
both while you're in there, no reason to do one or the other doing both.
41:33
You've got great features.
41:34
If you use both, you get the listing data back in the Titus dashboard.
41:38
You also get a better credit card rate than Stripe and Square.
41:41
So you're going to save money. You'll get paid quicker.
41:44
You enable tips and Spiro with Titus.
41:46
I mean, the list goes on and on and we will keep building things for you all.
41:49
Nick, closing thoughts today.
41:51
Now I'm just really excited.
41:53
I think the, the launch of some of these new features and then,
41:58
getting you all more broker meetings in this new year.
42:00
I'm all ears. So.
42:01
So please tell us what's working, and we'll just make it better for you.
42:05
Yeah, I love that. Hey, thanks so much for your time today.
42:07
And you're.
42:08
Wow. Just plethora of information and expertise now.
42:12
Thank you.
42:12
Thank you.
42:12
All right, everybody.
42:13
Hey, that's going to wrap it up for us today.
42:16
No reason to, sit and just go and do these things.
42:19
That's the biggest thing
42:20
about moving in your business is just time to implementation.
42:24
Try it, get a little bit better and keep moving forward.
42:27
If you got a question for the show, if you want to know how to do something,
42:31
please email us. Hello@spiro.media.
42:34
We always love to hear from you.
42:35
We read them.
42:35
Craig and I read each and every one of them and,
42:39
we just can't thank you enough for all the support you've given us.
42:42
Be sure to be grateful for the blessings that you have been given in your life.
42:46
And take time to take a breath.
42:48
Hey, we'll see you all next week. Thanks so much.