The Real Deal Podcast
Unlock the door to success in the dynamic world of real estate with your hosts, William Gomez & Alfredo Madrid. Join us as we dive into the inspiring journeys of loan officers and real estate agents, sharing their triumphs, challenges, and invaluable insights. Your key to navigating the ever-evolving landscape of real estate starts here.
The Real Deal Podcast
#13 Mind Over Matter with Rachel Close
Discover how a positive mindset, a strong support system, and strategic financial planning can elevate your career. Rachel Close joins us and reveals the art of personal storytelling to build genuine connections. Learn how adapting your communication style to match individual personalities can make a significant impact on your success.
If you've ever thought about managing your own brokerage, she sheds light on the appeal, liabilities, and administrative tasks that come with it. With a big emphasis on leveraging your center of influence and the power of the right mindset, Rachel leaves us with lots of positive vibes.
Real estate is so psychological when you don't have that faith and you can't know that your parachute's going to catch you. I mean you've got to be in the right mindset to know you're going to ebb and flow. That's every business always. But having a good support system, a good marketing plan in place, good financial backing, and then just jump.
Speaker 3:Rachel Close. Welcome to the Real Deal Podcast. How are you doing today?
Speaker 1:Thank you, I'm doing awesome. Thanks for having me.
Speaker 3:Thank you for coming back. You came last time and I had you on Willpower and it was such a great time to get to know your story a little bit and I'm glad you know. Alfredo and I started this podcast late last year and our goal is to have top producing realtors top producing or real estate I always like to say real estate agents because I feel like some people are like that's not how you pronounce it.
Speaker 1:If you say realtors, you can't put a lot in there. It's realtors, gotcha.
Speaker 3:There we go, so we'll edit that out right. And then top producing loan officers too. So did I pronounce loan officers right, good enough. And so had you back in February and shortly after that you were in the top 100 of agents of all of Tulsa over 6,000 agents in that Tulsa MLS. So huge congrats to you on that and I'm so happy to have you back on. And it's funny for any loan officers listening to this as well. I want to point out, before we started we were talking about, I was like have you ever met Alfredo before? And she was like, hey, he's came and talked and which, by the way, I'm so sad that I got to miss last week coming out and but I wanted to bring that up because, alfredo, and actually mainly to you, it's like how many times has somebody came to an office and been like hi, my name is Bob and I'm a loan officer for Eggwise, the company, and we offer this products and blah, blah, blah, and it's like nobody ever remembers that. But whenever it was Bob.
Speaker 3:So when did you, when did you make that transition of like telling, like something that people are going to remember? She literally remembered the entire story.
Speaker 2:Yeah, so. So I actually went to this event one time. Uh, we went to amplify amplify, that's what it was. I went to Amplify and they taught us about sharing. Being vulnerable and sharing your story is what truly connects people to you. And I started noticing more and more from even just being like listening to a sermon at church, listening to people speak I'm at the edge of my seat when somebody is sharing their story and, in particular, when they're sharing pain or emotion.
Speaker 2:That's what attracts me to people, and that's when you can relate to when you can relate and then after that, that's when I decide to listen to what they have to say. Yeah Right, when somebody comes in full force just like, hey, this is what I do, this is my business, this is my product. I'm not as interested, but you share something with me that connects me to you on an emotional level, like I'm in. I'm in, it almost matters little what you say I'm like.
Speaker 2:I want to help that person get ahead and so that's when it transitioned is. From now on, I always try to the way they called it it was Rene Rodriguez. Shout out to Rene. He's awesome at speaking and he teaches it now, which is an awesome blessing to all the people that get to. But he teaches you to frame anything you're going to say with the story and it just helps out and it truly helps you connect with people in general.
Speaker 1:It helps them learn you as a person, not what you do, and that's more powerful.
Speaker 3:Yes, and it's so crazy because you think of a communicator, somebody that's good at speaking in front of people, but the way that he teaches it it's honestly, on one-on-one, which you're a great communicator because of the type of network that you have. That I feel that that's why your business has grown so much. So we wanted to have you on and wanted you to share a little bit of going back to kind of like what it takes to be a good networker, but then also go a little deeper in what is it that you do as far as like systems and routines that can maybe help agents, especially in this crazy, weird market that we have right now and it might get weirder with the whole NAR thing coming on next month as well. So thank you for coming on. And so when did you become like a big networker? Like, was it right from the get-go whenever you started in real estate? Was it way before that? Like, talk to me a little about that.
Speaker 1:I think the networker is just kind of like a sidecar to my personality. I was just kind of just naturally would talk to a wall. I love to talk to people and so I love to hear their stories and to hear about them and to learn. You know, where are they from? My kids are always like Mom why do you ask when do people live, where are they from? That's so cringy, or whatever the kids say these days. Like because I want to hear about them and it helps me understand their personality so I can be a more effective communicator to that person and learn that if they like short, sweet conversations, well then I'm going to mimic that to them. If they want to tell me about their day, then I'm going to talk to them about that before I have to communicate the information. So just tailoring my communication style to that person has been something that's helped me be really successful, to be a really great communicator in general.
Speaker 3:And I always tell people we're not in the business of selling loans, we're not in the business of selling houses, we're in the business of building relationships. My question to you as well, is you're great at that. How often are you asking for the actual business, though, within those relationships? Is that something that you're doing half of the time, all of the time, never like? Walk me through that.
Speaker 1:Yeah, great question. If you go to any of these sales conferences they're like close the sale, close the deal, get the call to action, all the things that the you know ask for this, you know ask for the clothes. I always thought that was so awkward, quite frankly. I'm sure every sales coach is cringing right now hearing me say that. But I think you can create that connection organically without having that super powerful closing at the end, if you build the relationship along the way and then it's a little bit more organic on the back end.
Speaker 1:Yeah, I managed an orthodontic practice for a really long time. So I was able to and I did sales at the orthodontist on top of just managing. And I realized when the doctor put me in that role I was like whoa, I am not a salesperson. And he's like yes, you are. I'm like no, no, no, like I'm actually not. Cause in my mind I grew up in the era of like car salesmen, you know, I don't want to go into the room. I don't want to go to the room, um, after you get done, you know, finding the car that you want. And he was like no, you, you just do see how this goes. So obviously went in, loved it, loved to talk to the people, loved to sell the braces and, at the end of the day, you're selling the service of something that they actually want. That's going to build their confidence.
Speaker 2:Well, and just taking interest in someone like truly taking interest in someone. It's amazing the amount of doors it opens for the business. If I sit here and ask you about you and where you're at and where you are in real estate, eventually you're going to turn around and say, well, what do you do and how do you help people? And I'm going to take interest back in you at the end of that interaction. But it has to be genuine, I think. I think a lot of people are going through the motions, but if you truly take some time to stop and listen and observe and validate what people are saying to you, I think it pays dividends.
Speaker 1:Genuine is the key word there. I get told that a lot that people feel like I come off genuine to them, which I'm very thankful because that's what I want to be portrayed as is a genuine person. I truly care about you and your family and all the things I try to remember in my notes and my phone of like, okay, their dog's name was this and their kid turns one on this day, and I make those notes so I can reach out on their birthdays and feel like I truly do care, because I do, even though I'm trying to have side notes to remember all the things.
Speaker 2:If you can't frame your job in a manner that shows you how you're really truly helping people, I don't think you can really be successful on a high level.
Speaker 1:And you enjoy what you do either, and that's what it's all about you have to, we all have in this, in this industry.
Speaker 2:We all have to take some time at some point, whether it's during the week, during the workday, after weekends, and go. How am I helping people? You know, and I think that's what makes a difference we all here to make money. I mean, I know we wouldn't show up if it didn't pay, but at the end of the day you have to frame it that way.
Speaker 1:Oh, absolutely yeah, Like I just on the way here, I got a four page TRR repair request and I do not want to present that thing, but you know you have to do what you have to do and just diving in and working through it and overcoming those challenges.
Speaker 3:So would you say that you net like 10 out of 10 times? You're not asking for that Like, hey, is there anybody that you know that I could help buy? You know, help them buy a home or sell their home.
Speaker 1:Yeah, it's pretty rare. I feel like I mean I I it's just that genuine connection.
Speaker 1:The word they. You know, at the end of the day, I always want to build the confidence that they have in me. You know, whether that's through social media or just personally knowing, or if it's a referral from someone that they know that knew me, those are always the most powerful because they've had the experience. So creating, first and foremost, the foundation of when I give customer service. I give customer service. I was at a house till 9 PM last night making sure that the homes it's vacant and that the air conditioner guy had been there all day. Sure enough, he left all the doors unlocked. So going to the house at 9, 10 pm at night, I just do it. I just have a high work ethic and give great customer service and the sellers are super grateful that I was able to run over. They live out of state.
Speaker 2:So you're a great producer, you're a great influencer in this market. You obviously help a lot of clients very well, but you also are in leadership at your brokerage as well, too. What all hats do you currently wear right now?
Speaker 1:Well, first, and foremost, I'm a Christian. Love Jesus Love to implement that into my family Was born and raised First Baptist Church downtown and then secondary. I'm a wife. So I've been married 16 years to an amazing husband who's more hands-on than I am. I have five children, three biological and two I've adopted through my husband's brother who passed from drugs and the whole thing. So that's another story in itself. But those connections that I've made along those ways whether it's with church or college went to OSU or bartending in college to just being married and having children and living at the soccer fields they play competitive soccer and football and all the things that that alone has helped me have so many relationships that when they find out what you do they already can relate and they feel comfortable with you and they trust you because people are going to do business but they know I can trust right and that's just the 101 with sales. And so having those genuine relationships of that foundation I've created through all of my life avenues, that's been helpful in my business too.
Speaker 3:So, out of 10, out of 10 people that you're meeting with, new people, you might not ask for business, but do all of them know what you do? Is that something that it's at least there?
Speaker 1:I would say yes and I don't just like dance around. Oh, I'm a real estate agent, all the things with my cards. I do have my cards, probably every nook and cranny that you can think of. But just, I think, through social media presence, they probably, you know, know that.
Speaker 1:I sell and I try to be very active in subconsciously making sure that they know through. You know we own an Airbnb and my husband flips homes and with McGraw and you know all the connections that I'd say the average person probably knows. If they know of me, they know I sell real estate.
Speaker 3:And then going back to Alfredo's questions too, so you're you're a real estate agent. Is there any other roles that you have within your brokerage, though?
Speaker 1:Yes, so I I do. I'm a broker. I got my broker's license last year, I think, and and I've I've chosen intentionally not to be a managing broker because I love selling and when you're managing behind a desk it made it a little bit more challenging for me to sell. So I declined that role. But I knew I wanted to stay in some sort of leadership because it's my heart and passion to teach and to mentor and to guide, because I was a young agent once, and now I feel very passionate about giving back to the freshmen and sophomores and the rookies in real estate. And so I've kind of created and my broker has been very gracious about kind of creating a role for me inside our brokerage at McGraw, to where I teach classes. We call it AHA. It's agents helping agents and I think that was the one I invited you to.
Speaker 3:I'd love to have you guys back to one of those.
Speaker 1:I've been on a teaching panel when we have all company meetings just helping with the lawsuit and all of those things. Those are all moving parts and I love to get creative and help other agents understand processes and maybe implement new strategies that we can use, as the market always changes. So, yeah, I enjoy my leadership role there.
Speaker 3:I enjoy my leadership role there. For any agents listening, what is the benefit of taking your broker exam and all that stuff? Because I feel like there's a lot of people that become brokers but they never really want to become a managing broker, like be the broker of this branch or office or whatever. So can you speak a little bit on that?
Speaker 1:Yeah, I think it's different for everybody. I'd say not your average agent becomes a broker because they don't want to manage a brokerage. My broker is amazing, but she works 24 seven, which as do we. But the agents are calling you all day, every day, and I just knew that with my children and my lifestyle, I wouldn't be able to serve them like they probably needed to be served. So I made that decision early on that I wanted to get my broker license, honestly just to put it in my back pocket and have it, because that's kind of my personality. I'm like give me every education thing I can possibly take and, you know, move up the ladder as fast as I can. Just to you know, for personal reasons, really. But once you get your broker's license, other than just having additional education and using it as a marketing tool, which is really what I was doing, I had no sights to become that managing broker.
Speaker 2:What is the motivation for an agent that has their broker's license to start their own brokerage or not start their own brokerage, right, because you would assume outside looking in, when somebody gets their broker's license, well, they're going to go start closed real estate company, right? Exactly, and I got asked that question. You got a great name for it.
Speaker 1:I know contract to close Thanks to my husband. I got asked that a lot when I got my broker's license and advertised that I had it again more so, just for PR and things like that. And they were like are you going to start your own brokerage?
Speaker 2:Well, there's pluses and minuses to both.
Speaker 1:Yes, and I'm like oh, the liability alone. I just don't see myself starting my own brokerage. It's so neat. There's lots of really great boutique brokerages in Tulsa that come to mind and they do a great job and I love, I love what they do, but that just wasn't on my radar.
Speaker 2:Give me an example of liability. Oh man, I love what they do, but that just wasn't on my radar.
Speaker 1:Give me an example of liability.
Speaker 2:Oh man, what could happen.
Speaker 1:Well, so when agents have a split with a brokerage, you're covering all of your omissions and errors insurance, and if you have a crazy deal and someone sued someone, I mean they can go after anybody in the deal. It's not just buyers and sellers the agents can be on the line, the brokerage can be on the line. Just buyers and sellers the agents can be on the line, the brokerage can be on the line. And so I always tell every new agent it's so hard to perform your job without thinking in the back of your mind. Everything you do is on a microscope and everything you do could turn into a lawsuit.
Speaker 1:And I try not to be scary, but it's so true. I mean, we're handling really, really big transactions and it could be down to where someone moves out of the house, then someone moves in and maybe they weren't supposed to move in that day the hot water tank explodes, the whole wood floors are ruined, and then now, whose fault is it? And so it's like those little things that can be big things that are kind of scary. So I was like I just don't want that liability.
Speaker 2:Plus all the administrative.
Speaker 1:All the administrative Compliance red tape. Yes. Document logging, all that kind of stuff, yes, the compliance side is huge and I am not a paperwork person. I'm like out. Let me go talk to you first. And I am not a sit by the desk paperwork person.
Speaker 3:I love how you completely change your perspective on like you're like I'm not a salesperson To where. You're like I'm not a salesperson to where. Now you're like I'm all sales, like I don't want to manage, I don't want paperwork, I don't want to. I know what.
Speaker 1:I don't want to do, come on.
Speaker 3:I just want to talk to people Please. Just let me talk to you all day no-transcript families or so, um, so we'll call it four to six years. So actually that's that's. I started in 2018 as well and I remember that, that conversation now, but being a new agent back then and being a new agent now and then, with the changes that are coming as well, what do you say to new agents that started this year or late last year?
Speaker 1:I actually love new agents starting now, because they don't know what they don't know. It's not as scary when you're just coming into it and now the buyer broker agreement is going to be all they ever know. It's just going to be matter of fact to them and that's just what we do. But the agents that have been in a couple of years are like, oh my gosh, I have to get a buyer's agent or I have to get a buyer to sign with me and then they have to pay me if the seller doesn't pay me. And it sounds a little intimidating, I would assume, because we haven't had to do that, and so I think brand new agents actually will be probably okay. I think it's that sophomore junior agent to where they're going to be a little bit more intimidated by that new process.
Speaker 2:Well, we're losing more and more loan officers in the market because it's getting tougher. We're losing more and more agents. I'm sure you have some figures that you guys get in your brokerage meetings of how much less agents there are in the market now. I think in 2020, 2021, it was okay to be a part-time agent and still make it and still be out there, because there was just so much business out there for everybody. Nobody could even handle. A lot of people couldn't anyway.
Speaker 1:Absolutely yeah.
Speaker 2:Do you think being a part-time agent is a feasible task right now?
Speaker 1:I really don't, and I've never been a fan of part-time agents. No, knock on part-time agents because there's single moms that are part-time, or single parents, I should say, but the nature of the beast of selling real estate. It would be extremely challenging in any circumstance with realtors to be part-time just because. And what does part-time mean? Does it mean you work another part-time job and then you can't be readily available to go show and do the things you need to do? Or is it they just don't work that much and it's, I call it, the marketing hamster wheel. If you don't stay on the hamster wheel and it starts to slow down, your business is going to naturally slow down.
Speaker 1:You have to continue.
Speaker 2:So it's almost like you're doing yourself a disservice.
Speaker 1:You are.
Speaker 2:Right.
Speaker 1:Like you're not ever going to really take off till you actually jump off. Yeah, and I learned that firsthand. So I feel very confident to say it was not working for me and I'm a marketer hard marketing degree Like that's my jam. I love that kind of stuff. And when I was at the orthodontist office working real estate part-time, I was like, oh my gosh, the pressure cooker is rising. What do I do? I'm going to have to give up something. And the moment it was so scary to quit that comfort paycheck and just do it full-time, that's when my business started flourishing. Now, I don't know if it's because it was 2020, a little bit of both contributed to it, but it definitely is one of those things that you just cannot focus on full-time if you do not.
Speaker 2:And I'm sure your faith played a role in that too as well.
Speaker 1:Oh, yeah, absolutely. I sold my car, drove my grandma's minivan. I remember you telling me that in the last.
Speaker 3:What are the top three signs that if you're a part-time agent or even a part-time loan officers because there's some of those out there as well that that should indicate that you you need to leave your? I know you said there's different types of part-time people, but most of them are people that are still have some type of actual job that's given them an hourly or salary pay, because they don't want to let go of that. So give me three signs for part-time agents, part-time loan officers, that they should be ready to just go ahead and go full-time.
Speaker 1:Well, I think you'll just feel that when you're getting a few more phone calls, you're getting a few more leads, you're showing a few more houses, you're starting to feel that there's more business coming. That's just one first and foremost. Secondary is probably financial. I mean, if you feel financially comfortable and you have six to 12 months of income saved, jump, make the leap. I mean you're there right? It's Dave Ramsey effect. If you're a Dave Ramsey follower, which I am, about 10% and then he doesn't like mortgages.
Speaker 1:I know right, don't listen to him. And then I think of a third one. I think just faith. You just have to trust in yourself. When you have it and real estate is so psychological, and I'm sure loan officing is too, because it's mostly commission only and when you don't have that faith and you can't know that your parachute's going to catch you, I mean you've got to be in the right mindset to know you're going to ebb and flow. That's every business always. But having good support system, a good marketing plan in place, good financial backing, and then just jump.
Speaker 2:Yeah, it's amazing what you're willing to do when everything's on the line. Right, when everything's on the line, you will take different actions than if you have a scapegoat or whatever. So what advice for some of that person jumping Okay, she comes to you and she said hey, I just need your top two things. What do I need to do right now to really make it happen? Because I'm going to, I heard your podcast, I'm super motivated and I'm going to take the leap. What do I do?
Speaker 1:Well, I teach this in all my marketing classes. I literally sit down with them with a circle and you draw a pie chart and you cut it in four pieces Now, they're not even pieces, but the 75% of it is. You are going to attack your center of influence, your COI right, your sphere, whatever the thing is, and you are going to call every single one of them, text them, call them Facebook and whatever it takes to tell them you are in real estate. The other three pie charts are just filling in with what's organic and natural, with your personality, whether that's you rocket open houses or you're hanging out on the sidelines of your kids' sporting events talking about how's the market real estate getting that organic conversation going? Maybe it's social media presence, maybe it's passing flyers I mean whatever just naturally happens within your already sphere of life. I tell them to concentrate on those four pieces.
Speaker 2:I love that, do you?
Speaker 3:give them exact activities that they should be doing, like is that something that you do? As far as like systems like hey, you should be making this certain amount of calls, this certain amount of appointments, et cetera.
Speaker 1:No, I feel like people that have had that instruction whether it's a coach or they've worked for really hardcore brokerage and it was like I had to make 10 cold calls. Today. I'm like that is not my style, because if you already feel uncomfortable and I'm all about being comfortable with uncomfortability right, but if you're already anxious or uncomfortable about it, you're not going to be successful in that type of activity if it's not organic to you, if that makes sense. Those four things to start out. Now you can get more uncomfortable as you get more comfortable with the four things and then sphere out, but those four things really need to be whatever you set yourself is. And if you've never cold called in your life and you don't want to cold call, that's not going to be starting in on your four pipe, you're going to get discouraged fast.
Speaker 2:So when you said 75% is, attack your center of influence.
Speaker 1:Okay.
Speaker 2:So let's dive in a little deeper there. You've called this what a person in your center of influence might be a friend that you haven't talked to in six, seven months. Maybe a co-parent, like another parent of a kid in your class, something like that. You get them on the phone, what are you saying?
Speaker 1:Again, I don't really talk about real estate Right Right estate right right. You're, you're, you're learning about them. What's life been up to and it's you know I mean, are you trying to set the appointment?
Speaker 2:are you just? Hey, you haven't talked to in a long time.
Speaker 1:The first touch is just haven't talked in a long time because I, again, my style is not salesy. I do not want to be like, hey, do you want to meet tomorrow for coffee? They're like why are you calling this weird, you know? So just just make a soft. I call it a soft touch, soft grand opening. Let's just start little, make that touch, and then the next time you reach out to them it'll feel less awkward, right. And so then you just kind of build up to okay, hey, you want to meet for coffee, you want to do this, you know whatever.
Speaker 2:I like that.
Speaker 1:Not as aggressive, which you know. Some people are more aggressive and it's okay, everybody has their own style.
Speaker 3:Yeah, and so I know that you're an unconventional like success story just because of like we're just talking here and you're like well, I don't really like to make cold calls, I don't really like to ask for the leads, I don't really. And then you're also a full-time mom, full-time wife. You have five kids. So so what are some consistencies that you have that are maybe some of your own personal systems or routines?
Speaker 1:Oh, I feel so embarrassed. I wish I was like this glorious routine oriented. I am so random, but I also feel so grateful that I do have the business that I have, without having these crazy systems in place, just because every day when I wake up, every day is so different. There's no way I can stay consistent.
Speaker 2:But are you like consistently random? Yes, let me explain. I mean, let me explain. Let me explain Like right now, on the way home, on the way back to the office, you might be like I'm going to call Susan. Hey, how are?
Speaker 1:you Susan. I'm calling you.
Speaker 2:But yeah but.
Speaker 3:But you're calling a different Susan every single time you're on the way to a soccer game or like it's because I'll drive by and be like oh, I sold Suze, in fact, suze you don't hesitate behind here, and so when I leave I'll be like, oh Susie, how you doing you work at the zoo.
Speaker 1:How's the animals over?
Speaker 2:there, and I think that's the difference Will.
Speaker 3:I think the difference is that, no, I'm just seeing this unicorn, Like you know. Have you ever seen those?
Speaker 1:I can't sweat one in a million. So here we are.
Speaker 3:Yeah, last time we went we went into that. If you guys want to hear that story, go go back to listen, send that. But um, have you ever seen that? That? Uh, that filter that, like it. It slowly turns your, your, your face into a unicorn oh my gosh, that's what I'm seeing right now, because I feel like that's what every new especially new agent wants to hear.
Speaker 2:Well, but, but it is it is for sure, but it goes back to the massive imperfect action. I think the biggest mistake a new person, a new salesperson, makes is they wait for so many stars to line up before they start doing it. It's kind of like I want to start working out, well, I need new shoes. I can't start working out to have new shoes, right? Oh, I need to sign up for that gym. When I sign up for that gym, or I have those dumbbells and they never make anything, whereas you're like I'm just going to call yeah, just do it.
Speaker 2:Yeah, just jump in there and do it, and you do it consistently over time. Now, do I believe that your business could benefit from having more structure? Absolutely, all of ours can, right, but in the meantime you're going to knock it out of the park.
Speaker 1:Look, at my abs.
Speaker 3:Here we are, we are yeah, I think I still go back to the networking thing for you, though, uh, so I told her she would come a little earlier and, um, I, I got this, the, the list of like, uh, you know, handyman, and h, a electrician, like all these people, and I'm like this is a perfect, perfect person ask. So I start going and I just name them off and she's just like boom, boom, boom, boom, and she's telling me stuff about these people, like that she knows them personally and I'm like this is the perfect person that I could have asked and the best person to build that bridge of trust because these are gonna be the easiest people for me to call.
Speaker 1:But isn't that every real estate agent where you're like who's?
Speaker 3:your electrician.
Speaker 1:Who's your architect? Only the people that they have to have like a.
Speaker 3:But there's some agents out there that don't even have a relationship with like a roofer or like their own inspector, like they'll just pick a random inspectors like here and there and they don't realize that that there's power in that relationship with with your team overall, I feel super grateful.
Speaker 1:My vendors are amazing and I try to take care of them, be kind to them, bring them drinks, I mean whatever it is I can do, because they're working hard and they're working long hours and they put you at the top of their list when you need something, because, as we know, real estate is very time sensitive. And so when I need a roofer because, as we know, real estate is very time sensitive, and so when I need a roofer, I need them yesterday, you know, and so it's so, so important to build those relationships and build them kindly and genuine so when you need them, they are there for you. And then your clients are like oh wow, I called him and he's here in an hour. Yeah.
Speaker 2:And ultimately they turn into billboards for you, right Like ultimately they turn into fans.
Speaker 3:I think that that's our biggest key to success.
Speaker 1:Yeah, I had a painter who he's been painting for a while. I refer him all the time and there's even a language barrier. I had a seller who spoke Chinese and the painter spoke Spanish and so they were very low on their communication and so they were very low on their communication and somehow he referred me and $700,000 listing out of it and called the seller the same day and got the listing and I'm like, oh my gosh like just thank you. It's so amazing.
Speaker 3:So how do you overcome the challenges that this market might bring? Because you did talk a little bit about the fears of why somebody might not go full time and I think that in this business, even if you're making a good living like if you look back at the end of the year and you're like, man, I made a good amount of money You're not making that consistently like every single month, right. So so, like, whenever those challenges do come, whether it's finances, whether it's just you getting in your own head, like yesterday I talked to one of um our top agents that we work with, and she's like I have nothing on my board, I'm freaking out, and she's not, even she's not really concerned about like, like am I? I'm not going to be able to pay my bills on time, but she's just in her own head of like it's a fine game.
Speaker 3:So how do you overcome those, those challenges that come your way?
Speaker 1:Cause you literally make it seem like you don't have any challenges. Oh my goodness, no challenges every day. I I am just so big on positivity. You just have to stay positive. Like I had an agent just shoot me a text yesterday which I hate texting because of that. You don't know her demeanor and I'm like whoa, we don't need to talk like that, you know. Like I just put a little smiley emoji back because we're not going to talk to each other like that. You know, it's just just shut it down. You just have to stay positive because everything ebbs and flows and I hate that for that agent because it's so true it just really can get you down and I just tried to be that. You know positive light. And did you guys see Inside Out too? I?
Speaker 3:haven't yet your kids too little. I haven't seen the two.
Speaker 1:Oh my gosh Joy, I'm joy all day and the kids are like just calm down.
Speaker 2:I feel like there's so many agents that feel it's their job to point out all the problems and the issues and what's wrong, and almost like they're lifting themselves up by pointing out where title messed up or where the lender messed up or where the fees are too high or whether you know that kind of thing, and I think that just brings more stress to the situation and it makes it difficult for everybody and they're just trying to make them. It's just there's a. There are agents like that out there and I always love the solution oriented. How do we take the most stress off the buyer kind of agent, the, because the buyer is the true transaction At the end of the day, it's what is best for the client, what are we going to do to get them to the closing table?
Speaker 1:And whether I'm on the listing side or the buy side, my conversation with every agent in the very beginning, when we get that first executed contract, is an email to the listing agent or the buy agent whichever other side, the lender and the title company and my top of my email is hi, team, we are a team, love it. I don't care if you work for another brokerage, doesn't matter. We are not in competition. Our goal, at the end of the day, is to serve our clients and serve them well and serve them together, and so I think just setting that expectation early on is so powerful.
Speaker 2:That's awesome. Go ahead.
Speaker 3:I was just going to say I really appreciate you coming on and I think that there was a lot of little nuggets even for myself as well to be able to see, I mean, the way that you carry yourself. It's incredible to see the production that you do to back everything up and I'm just super thankful for our friendship because I consider uh, and I'm just super thankful for for our, our friendship because I consider you a friend and, uh, I'm super thankful that you were able to come back on and anybody that's also interested in getting to know Rachel a little bit more. I really highly encourage them to go back and listen to that podcast, cause we really got to know this was a lot more business and then last time it was a lot more like getting to know you and it was. It was awesome. So thank you for coming on.
Speaker 1:Thank you so much. I really appreciate it. It's so fun.
Speaker 2:Alfred, you got anything else? Uh, no, this is Rachel Close and she's the real deal.
Speaker 1:Contract to Close.
Speaker 3:Close and the real deal. I mean you can't, I mean watch out, watch out for that brokerage. I know All right guys, thank you.