December 4, 2024 • 57 mins
Hey there, listeners! In this episode of Business Boost Hour, we're diving into the world of real estate with the incredible Anne Gold from Century 21. With over 33 years of experience, Anne has mastered the art of building connections, and she's here to share her secrets!
Have you ever wondered how meaningful relationships can impact your professional success? Anne reveals her "givers gain" philosophy—an approach that not only supports clients during life-changing real estate transactions but also strengthens her professional network. Discover her unique strategies, like personalized gifts and the "12-week year" method, to avoid burnout while staying at the top of her game.
Join us as we explore the power of communication, networking, and the emotional side of real estate. Don't miss Anne's invaluable insights and connect with her directly through her social media @realtorannegold or website. Tune in and boost your business connections today!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Crystal (00:08):
Have you ever met a realtor with a heart of gold?
Can you make more money bygiving? In this episode, we meet
with Anne Gold and talk aboutthe art of building connections
and how that ties into aneffective givers gain mentality.
Eric (00:28):
Hello, everyone. Welcome to the Business Boost Hour
podcast. My name is Eric Beals,and I'm the vice president of
BNI Escondido.
Crystal (00:36):
And I'm Crystal Privett, the president of BNI
Escondido, and this is thesingle CEU podcast. Today, we
have Anne Gold with us. Thanksfor joining us, Anne.
Anne Gold (00:46):
I'm excited to be here. Thank you.
Eric (00:48):
Awesome to have you. So today, before we get started, I
want you to just kind of justexplain to people, like, who you
are and and and what you do.Let's just start there.
Anne Gold (00:58):
Okay. Well, I'm a real estate agent, a licensed
realtor with Century 21. I havebeen a licensed realtor for 33
years and counting, and I helppeople buy and sell homes, which
is one of the greatestinvestments that they have. And,
I love what I do, and I love thepeople that I meet.
Eric (01:15):
Awesome. So today, we wanted to focus on, building
connections through givers gain.Mhmm. And I thought that's a, a
phenomenal topic even tying inour our motto, our our our
subtitle for for b and I. And,you know, building connections
is, I mean, that's that's what band I
Crystal (01:37):
is
Eric (01:38):
all about. Right? It's building those
Anne Gold (01:40):
those That's what drew me
Eric (01:42):
into BNI in the first place actually is building those
relationships. And so tell me,Anne, what does that kind of
mean to mean to you buildingconnections? What does that mean
to you?
Anne Gold (01:57):
Well, it's it like you said, it's the
relationships, professionally.It's I'm invited into people's
lives when they are buying orselling a home, which is one of
the 5th most stressful thingsthey can go through. Sometimes
it's through excitement of theygot a new job. They're gonna
have their first home. They'rehaving children.
They need to have a bigger home.Sometimes it's a stressful
(02:19):
situation such as a divorce orhaving to sell a parent's home
that has passed on or needsassisted living. So there's a
lot of high emotions, and to beinvited into their lives at that
time is, it's such an honor.
Eric (02:34):
Mhmm.
Anne Gold (02:34):
And it is, something that I take very close to my
heart and with great respect.And with those relationships,
sometimes it's, okay. We haveall of these belongings that mom
and dad collected. We don't knowwhat to do with it. That's okay.
I know someone who can help youorganize it, and if you need to
have an estate sale, I knowsomeone who can help you with
(02:56):
that. Well, we need to have newflooring because the dog
scratched it all up. That'sokay. We've got a phenomenal
floor guy. I have someone whocan put your mind at ease and
help you.
So it's having it's being thathub. Yeah. You know, I'm the hub
and, you know, picture the wheeland you've got all these spokes
going around and I can refer youto a roofer. I can refer you to
(03:19):
people, and I can work with themwith you to make sure everything
goes as smoothly as possibleMhmm. To set your mind at ease.
Mhmm.
Eric (03:26):
So a lot of what you're doing is is is kind of like
calming people down, I guess,too. It sounds like. And you're
kind of almost you're like it'slike people management, it
sounds like.
Crystal (03:34):
Yeah. Yeah. Yeah.
Eric (03:35):
You're kind of managing them to kind of keep them at
ease and keep them calm. Andthen that's where they they you
know, if you effectively dothat, then you're their savior
at that point.
Anne Gold (03:44):
Well, and people can write their own stories in their
head, and they're say, oh mygod. They're gonna walk in, and
they're going to see x y z, andthey're gonna I had one gal. We
had the inspection of her house.We have termites in San Diego.
It's a fact.
There was evidence of termitesin her attic. She was so upset
that people would think she wasa poor housekeeper. That's not
(04:07):
it at all. My job say, no, ithas no reflection on that. It
just is San Diego.
Don't worry about it. We'll getit taken care of. Just breathe
and let me make the calls. Youauthorize who you want me to
call and we'll get it taken careof. So it is just to have
everybody calm down a littlebit.
(04:29):
You know, the questions, is itgoing to sell? Is someone going
to buy it? What if my offer isnot accepted? We'll just work
through it. I'm here to helpguide you and take you by the
hand to make sure everythinggoes as smoothly as possible.
It's, you know, kind of smoothout the rocky road.
Eric (04:44):
Yeah. Yeah. Yeah. And so how so in in, you know, BNI is
really kind of focused aroundbuilding those those
relationships with with othermembers as as well. And and it
it sounds like BNI also acts askind of like that huge resource
hub for you as well.
So, if if, like, if if forreferral partners, like, natural
(05:08):
natural referral, partners withpeople in in the group because
you are that kind of sounds likeyou are that kind of first hub
for a lot of things. Someonegoes by the home, then there's
issues with it, and then youneed to call somebody to get it
fixed or whatever.
Anne Gold (05:21):
Right.
Eric (05:21):
Ends up being a good referral. And so how in in b and
I, how has, like, what do you doto cut because I I this is
actually an area that I it'sit's been a big growing process
for myself, actually. Becausewhen I first joined BNI, it was
(05:41):
not, a very good greatconnector. Okay. And so what do
you do?
Like, do you like, in in BNI, doyou, like, strategize? Do you
have any strategies that you doin, like, one to ones to help
kind of build that that thatlike, you ask, like, particular
questions maybe in one to onesto kind of help be a better
(06:04):
connector for those people inone to ones. I imagine a lot of
the stuff that we do in that isgonna be similar, with when
you're talking to your your yourreal estate clients as well
Mhmm. Too. Do you have any anythings that you maybe I don't
maybe you don't consciously do.
Maybe it's subconscious. I'm notreally sure. But do you have any
any any thoughts on what youfound to be effective in trying
(06:28):
to connect people?
Anne Gold (06:29):
Well, it's something that I'm continuously working
on, open ended questions. Ofcourse, I had a mentor who said,
if you want to ask a question,make your lips go, oh, you know,
like a circle. And then you'regoing to say, who is someone
that would help your businessgrow? Or where are you finding
most of your opportunities? Andmaybe I know someone in that
(06:49):
area.
So asking a question that'sgonna be a who, what, where,
when, why, and how
Eric (06:54):
Mhmm.
Anne Gold (06:54):
Helps. And I take notes. I bring my notebook, my
calendar, and I tell themupfront I'm not being rude. I'm
writing this down so I won'tforget. I bring it to our b and
I meetings, whether it's on zoomor in person.
I have it with me in my calendarand I'm taking notes of what do
they do, what do they specializein, what is their perfect
(07:16):
client, what are they hoping toachieve, and can I make any of
those connections, or help themspread the word? We have a
farmer in our group who's goingto have her Christmas tree lot.
I send out monthly newsletters.Please let me spread the word
for you because she's such aphenomenal lady, and they've
(07:38):
been in business for a 100years. Holy cow.
Cool. So I was able to add thatto my newsletter just to spread
the word. So it's a lot of notetaking, a lot of questions, and
then working very hard onlistening to the answers and
then thinking creatively. Howcan I help them get from a to b?
Crystal (07:55):
Mhmm. Well, there's another part that you've left
out that I know you personallyfor a while now, and Anne has a
very special touch that sheadds. She gives gifts that are
branded. She gives handwrittenletters. She goes the extra
mile.
She's helped people for yearsthat have never that decided not
(08:17):
to work with her anymore. So Ithink that is a special gift
that not a lot of people know oror or have that prerogative to
go the extra mile. Why do you dothat, Anne? What drives you for
that?
Anne Gold (08:32):
People, they're asking for help. Why would I
turn them away? I had one galcall me out of the blue. I had
no idea who this lady was, butshe said, we're we're looking to
put a new roof on, and we don'tknow what to do and what color
and what's gonna add value toour home. I said, well, let me
come take a look.
Looked at her roof, gave hersome suggestions. They've never
(08:52):
bought or sold. They just neededsome advice. Why wouldn't I
help? You know, there people areasking for help and a lot of
people are embarrassed that theyneed help.
There's no embarrassment andthere's no judgment. If I can
help you, please let me helpyou. And I and I feel honored
that they ask.
Crystal (09:12):
That's great.
Eric (09:13):
Awesome. So one thing I'm hearing from from that as well
is it's it's you're not justdoing you're not just building,
like, being being a connector,but you're kinda like nurturing
people as well. Like like,you're kind of like you're
you're you're basically you'reyou're taking the extra step
like the handwritten notes.Mhmm. And to, you know, really
(09:36):
asking, like, their the thethose those key questions, like,
who do you need or, you know,what can support you or whatever
that I don't know exactly whatthe what the questions, what the
questions are.
But I think those actually mightbe some great questions we can
apply, you know, in actually oneto ones, too Mhmm. Where we can
(09:57):
be better effective referralpartners as well, for when we
have when we have one to ones.Mhmm. Maybe could we kinda would
you mind could you go over,like, what those what the what
some of those though thosequestions are that you do on a
regular basis? Because it itsounds like they could be very
applicable.
Anne Gold (10:15):
Well, again, it's it's it's first of all, like I
said, forming your lips into thethe sound so that you're gonna
ask the open ended questions.Who, what, when, where, why, and
how? Mhmm. And, it doesn't evenhave to be a formal thing. It
could be a follow-up question towhat somebody else is doing.
And I have an example. It wasn'teven a BNI member. I was at a
(10:37):
memorial service for one of myneighbors, mothers passed. I was
talking to her son and he wastelling me about his business
plan and business growth. He's acounselor looking to help men's
health, mental health needs.
Well, we have a member who is afitness coach looking to help
men lose weight and becomehealthy. And so just by having
(10:59):
the conversations of while yougraduated, how is your business
going? What are you planning ondoing, and do you have a focus,
and who are you who is yourclient that you're looking for
was pretty much the questionthat triggered that. Mhmm. Who
is your client you're lookingfor?
And I was able to arrange anintroduction. So I hope it works
(11:19):
out, but that's the kind of thething that we're looking for.
Crystal, your son wants topotentially look at sports
management in college. My nieceis doing that program. You know,
what what are your childrendoing?
What do they like to do? How areyou supporting your children?
And, oh my gosh, I may havesomebody that I can introduce
(11:40):
you to that can help you getinformation.
Eric (11:43):
Mhmm.
Anne Gold (11:43):
Those are the kind of things to do.
Crystal (11:45):
So it sounds like underlying is the communication
does help with building thoseconnections.
Anne Gold (11:50):
Right. And then, of course, like I said, I take
notes. That way I can when I goback to do my handwritten note,
I can review our conversationand it just helps embed so that
2 weeks later, when I'm hearingother conversations, it's gonna
trigger that, oh, I was justtalking to someone about that. I
and I can find out remember whoit was.
Eric (12:09):
Mhmm.
Crystal (12:09):
But you said, naturally, of course, I would
help that person, or whywouldn't I help them? But I
don't know if everyone out therehas that same helpful mentality
or that same helpful attitude.Is there a secret that makes you
so loving and caring andcompassionate, or is there
something you want the audienceto know that would help them
(12:31):
build better connections?
Anne Gold (12:34):
That's a good question, and I don't have an
answer for that. I just I thinkbecause the way society is and
especially post COVID wheneverybody was so isolated and
people like, what are we gonnado? How are we gonna handle
that? It just, it washeartbreaking, you know, that we
had so many people who were justat home and it was, it was, why
(12:54):
wouldn't I want to helpsomebody? You know, it's, it
takes courage to ask.
I don't want to shut down thatcourage. I don't, whether it be
a child or a mature senior, ittakes courage to ask. And if I
can't help them, I'll see if Iknow someone who can. And if I
can't, it's, God, I wish Icould. If I come across someone,
(13:15):
I will certainly let you know.
Eric (13:17):
Mhmm. Yeah. You know, it it sound it it it sounds like
it's, you know, like a certainmental state state of being, I
guess, where I am kindathinking, like, if if, it it's
very much a giver's gain mindsetwhere you're wanting to help
help somebody even if no it maynot, you know, in your case, you
(13:40):
know, might not turn intosomething for you directly Mhmm.
Or it may not, you know butmaybe they might know somebody
as well too. So there is is acertain business aspect with
that too.
But then I think having thatright mindset too, think you can
kind of develop that from just,you know, volunteering at things
as well too. Just have moremore, you know, at at if you
have a, local donation event orsomething and kind of helping
(14:05):
helping out with that. I thinkthere's certain ways to kinda
help maybe I would imaginethat's like a muscle maybe a
little bit, like a giving musclethat you got to take step. Maybe
some maybe it sounds like itcomes very natural natural to
you, but maybe other people,it's not not as not as natural.
I know I've I've overworked thatmuscle before, and I've gotten
frustrated when I was giving toomuch.
Yeah. And then, you know, andthen, you know, that that that
(14:26):
turned me in from a yes, man, totoo much of a no man.
Anne Gold (14:30):
Yeah.
Eric (14:30):
And and then but then it was like, man, he's such a jerk.
He doesn't wanna, you know, hecan't even, you know, help. And
so it was it Balance. There's abalance, I think, too, with
that. But it's also a muscle, I
Anne Gold (14:41):
think, on
Eric (14:42):
on, like, like, having that that giving mindset. And
and and I guess kind of, youknow, making that making the
time to do that, whateverwhatever whatever it might be
within reason, obviously.
Anne Gold (14:57):
So, like, what
Crystal (14:57):
do you let's let's hypothetically, Like, when you
were giving all of us the hand,the mitts for the oven Yeah.
What were you thinking when you,like, were putting those all
together? Like, what's goingthrough
Anne Gold (15:04):
your mind
Crystal (15:04):
when when you're sitting there writing the
letters by hand? Because I knowyou. You're probably thinking
about that person. I hope thatthey, you know, they find this
well. Yeah.
Anne Gold (15:19):
You know, it's like well, I'm trying to vision a
what are people gonna be doing?I gave them away during the
summer. So okay. Barbecues. Hot,no barbecue things.
You're gonna need something. Andyes, it is self promoting too.
It had my contact information.It's it's something they're
gonna use frequently that ifsomeone says, oh, this is a
(15:40):
great backyard and a great houseand, oh, our realtor helped us
find it. You know?
So there is some hopefulreciprocal, action that will
come from it. So, but I try tothink, what are people gonna
use? I don't wanna just be, oh,she gave me something that's
going to sit here and dosomething. What's going to be
useful to somebody. How can Ihelp improve their day?
(16:03):
If it's a fly swatter, Godflies, they are so annoying. Get
that fly. But yet again, it gotmy contact information. So how
can I provide something that'sgonna help make their day
better?
Eric (16:14):
Yep. Yeah. Yeah. And I think, I think that that's a a
really cool way to kind ofactually get usage out of out of
both those things. Like, you'rekinda doing 2 things 2 things
simultaneously.
1, you're you're you're helpingbuild your reputation by putting
your name out there on the onthose things, but you're also,
(16:34):
providing something useful topeople. I have your flyswatter.
Anne Gold (16:37):
I've used it.
Eric (16:39):
And I find it to be very, very, very helpful when there's
a fly around because it youknow, my dog used to eat flies,
and then she doesn't eat themanymore. She doesn't hear she
can't hear them anymore. Can wejust be like,
Crystal (16:49):
it's the fly.
Anne Gold (16:50):
It's the fly. Oh, yeah.
Eric (16:51):
They eat it. Yeah. But, and so I I I think that so you
have a very, there's you have,like, some strategy with all
that too, actually. And I thinkthat's and and that's a really,
I think, effective way, to kindof build those connections, but
in a in a in a very
Anne Gold (17:10):
strategic manner. Gentle reminders Mhmm. Is what I
want. I want gentle remindersand, you know, for them to
remind, we go, oh, yeah. I'dhave the realtor.
It's real estate is such acentral part of our economy even
that and there everybody knowsat least 2 or 3. Mhmm. But the
difference with me is I've beendoing this for a long time. I've
(17:33):
got constant training, constant,seminars I'm going to, the
skills that I'm always workingon. Mhmm.
And again, my job is ismatchmaking. There are agents
out there who get in the way andactually make the situation more
difficult. It doesn't need to bethat difficult. They will
actually inflame somebody'semotions to the point where
(17:55):
you're like, you just need toback off. Let's work this out.
There's an easy fix. We don'thave to replace the roof that
doesn't leak. If that's acurrent concern, we'll just put
a warranty on the roof for ayear. Will that work for you?
Let's just bring it down a notchand not get in the way of the
seller wants to sell.
The buyer wants to buy. They'reboth happy with everything else.
(18:18):
And so that's part of what I doalso.
Eric (18:21):
You're meeting yeah. You're meeting kind of people
with with where they're at, eventhough maybe it might be better
to fix the thing now orwhatever. But
Anne Gold (18:27):
If they don't have the money for it, what's another
fix that can satisfy theconcern?
Eric (18:31):
Right. And the buyer is okay with buying it as is. And
so that that yeah. So you'reyou're you're meeting people
with where they're at. That, youknow, that that was something I
I used to be very much of aperfectionist.
And so and I used to be verymuch where it was like, no. You
have to do things this way. Andin my head, I'm like, they just
(18:52):
need to do it this way. And Iwas like, well and I I learned
over time that, okay, people aregonna they're they're gonna be
at a certain point with withwith where they're at. And,
honestly, for me, that was,like, a big weight lifted off my
shoulders when I kind of, like,stopped trying to kind of, I
guess, you know, force peopleinto a certain, like, way of
doing something, whether it'sit's a video production or a
(19:14):
podcast or whatever it is, andand kind of meeting them with
where they're at and then kindof, like, you know, tugging them
a little bit in the in the inthe in the right direction, but
not kind of, like, no.
You have to do it this strictway
Anne Gold (19:27):
Right.
Eric (19:27):
Of doing something. And which was super stressful on me
because they would never do it.So whatever I wanted them to do,
they just people they wouldn'tdo it. And, you know, I'm sure
there's been instances where Ishould be doing something.
Someone else is like, Eric justneeds to do this one thing, and
I'm not doing it or whatever.
Right? So I'm sure I've been onthe other end of that too.
Anne Gold (19:45):
Right.
Eric (19:47):
And so you have to kind of meet people with with where
they're currently at. And, youknow, when I kinda made that
that change, it was a morerecent change, I think, maybe in
the last, like, I don't know, 3years or so. Like, 3 years ago,
I made that kind of, like,mental switch, and that was a
huge weight lifted off myshoulders. And I think that
(20:07):
that's, you know, makes you morelikable as well too. Right?
Anne Gold (20:11):
Right.
Eric (20:11):
Because they they understand that you're basically
being a jerk. Right. You're notbeing a jerk, and you're not,
like, forcing people to do it doit a way. You're just supporting
them and what they want. Yeah.
And then they like you more,which is gonna just make you a
better connector in general toonow. Right? Because because then
everyone's like, oh, yeah. Ilove Anne or I love Crystal or
whatever it is. Whatever it is.
(20:32):
And
Anne Gold (20:32):
And it comes from listening to where they are
Eric (20:34):
Mhmm.
Anne Gold (20:34):
And asking the, you know, you seem to have some
hesitancy towards this or youseem to be concerned about this
possibility. Have you had a pastexperience that created this
situation? Or, have you gonethrough this before and had a
bad result? And again, thisgives you an opportunity to ask
the questions. Most people wantto be heard.
(20:56):
Yeah. So if you can ask thequestions and then just say, oh
my gosh, that sounds horrible.Do you think it's going to be
the same way now? Is this thesame situation or maybe it's a
little different and we've got adifferent party on the other
side? Would you be willing togive it a try?
And if it's not gonna work out,then we'll think of something
(21:17):
else.
Eric (21:18):
I like what you said there because you what you did, you
know, you you could have easilyin that situation, I could
easily have said, well, that wasthat situation. This situation
won't be that way. Instead, whatyou asked is is do you think
this will be that situation? Sonow they're left with, okay. Do
I do I think it is?
And they're most likely to belike, well, no. It won't, but
(21:40):
they're acknowledging it now.Whereas if you I think if you
said it yourself, if if if youwere to go, no. It won't be this
way, then in their end, they'regonna get defensive, like, no.
It will be this way.
She's wrong or whatever. Butbecause you kind of, like, flip
the question back towards them
Anne Gold (21:56):
Right.
Eric (21:56):
Now they're left with acknowledging and and and come
to that recognition that, okay,it won't be this way way this
way, and they're speaking it.And when you speak it, now you
start to believe it more.
Anne Gold (22:06):
Right.
Eric (22:07):
Right. I like that. That's a that's a great one.
Anne Gold (22:09):
Well, and for Crystal, for your business, it's
like you're reprogramming. Yeah.You're you're making a new I
don't know what the term isusing. Synopsis. The new
connection there.
And so that's, you know, I'malways not I'm not perfect at
it, but it is something that Ireally focus on. Again, I'm the
guide.
Eric (22:26):
Mhmm.
Anne Gold (22:27):
I am the I give the information. I let people make
the decisions.
Eric (22:31):
Mhmm.
Crystal (22:32):
And it sounds like b and I probably was a natural fit
for you because of the giver'sgain and your personality. But
the real estate agent, forpeople that are aren't are a
little new to b and I, the realestate agent is probably one of
the top 2, top 3 positions inall of b and I. So it's a very
coveted space. Yeah. And it wasquite a battle to get into our
(22:55):
chapter, and you you were theone that we chose.
What was that process like? Oh,my gosh.
Anne Gold (23:01):
Well, when I was first approached that the
position was opening up, it waslike, oh my gosh. This was this
is, like, right up how I want todo business and how I want to
serve. And I think I wasinitially there were maybe 12
applicants. It got weeded downto 8 and it was a 2 month
vetting process. I had to givemy references, my background.
(23:22):
I had to meet with multiplepeople and, which actually gave
me more confidence in our group.Because if they are going to
check me this well and make surethat I can perform to the level
that I'm saying, then I cantrust the other members of the
group Mhmm. With my clients. Butit was nerve wracking, and it
(23:43):
was, so stressful at times. Iwas like, oh my gosh.
Yeah. How this
Crystal (23:50):
Not all positions in
Anne Gold (23:51):
b and
Crystal (23:52):
I are like that. I would say that you definitely
Anne Gold (23:54):
have a little My position, the mortgage position,
is a similar situation becausewe have a lot of contacts from a
lot of professions and andthings, and we do give a lot of
referrals because of thebusinesses that we perform, with
the sales of real estate. But,boy, it was a grueling 2 months
(24:14):
and I am so grateful andthankful to be part we have a
phenomenal group. Oh my gosh.Yeah. I mean, it's the people
are magnificent and funny andcaring and, you know, we have
our meetings where it's the dadjoke one ups.
Eric (24:31):
Uh-huh. Yeah.
Anne Gold (24:32):
It's it's we really, I can't think of anybody that we
don't like in our group. Mhmm.Yeah. You know? It's just we
really have a phenomenal group,and I'm so honored to be part of
it.
Mhmm.
Eric (24:42):
Yeah. Yeah. They it it it it it's it's interesting because
I I was kind of, I'm not gonnalie. You know, when I kinda saw
all the realtors kind ofmultiple kind of showing up, I
mean, it is it was, like, kindof, like, okay. Where's my
popcorn?
This is kinda not gonna lie.There was a certain level of
entertainment with, like, I
Crystal (25:00):
was like,
Eric (25:00):
oh, man.
Crystal (25:01):
This is this is a fight.
Eric (25:02):
Like, yeah. There was.
Anne Gold (25:05):
Yeah. And I met with a few of them too, and they were
phenomenal candidates. Yeah. Imean, there are some really top
quality agents that I lookforward to working with, But
like I said, boy, it was
Crystal (25:17):
And you had some huge shoes to fill.
Anne Gold (25:21):
Yes. Yeah. And I'll tell you, he is still, a
fabulous person. I've met withhim and, yeah. I mean, he paved
a way that what he's done was heelevated my desire to I'm a
little competitive, exceed his,you know, but I mean, he just
(25:41):
kind of laid the groundwork and,he was a he's a great guy.
So I feel honored to be able tocarry on his legacy Mhmm. With
the group.
Eric (25:50):
We're talking about Al Rex.
Anne Gold (25:51):
If if
Eric (25:51):
anyone don't think anybody
Anne Gold (25:52):
could say names or not.
Eric (25:53):
Yeah. No. Of course. Yeah.
Anne Gold (25:54):
Okay. Yeah. No. Yeah.
Eric (25:55):
And and, actually, I'm I'm I'm I wanna have Al Rex on,
actually.
Anne Gold (25:59):
I'd love
Eric (26:00):
to have him on. Yeah. Because he's, you know, he he,
he he he's one of, like, Iguess, kind of our retired
members from our chapter,actually.
Crystal (26:10):
Just for, like, the wisdom of all the things he saw
throughout the ages because howlong was he there? Does anyone
know?
Anne Gold (26:16):
18 years at least, and he is so willing to share
his knowledge and he's, again, areflection of our group because
we all wanna see each othersucceed. We celebrate each
other's successes. There, Idon't think we have any envy or
jealousy of, oh my gosh, theykeep succeeding and I'm not
getting anything. You know, ohmy gosh, you're doing this
(26:39):
podcast. How cool is that?
Crystal (26:42):
Yeah.
Anne Gold (26:42):
And hopefully, it's gonna elevate both of your
businesses, and I can't wait tosee that happen for you. This is
we truly celebrate each other.Yeah. It's great.
Crystal (26:51):
And it gives us a platform to celebrate you,
because if not, the the audienceneeds to know how amazing you
are, Anne, and that Thank you.And that if they did decide to
buy a home, they they're gonnabe in really great hands with
you. Mhmm. And if they're justwant someone to connect with and
maybe need to learn a little bitmore like that, use you're the
type of person that will go theextra mile for another
(27:13):
individual.
Anne Gold (27:14):
And it doesn't have to be a decision that, okay, we
wanna sell by this weekend. Whatwe do no. I'm gonna wait to I've
got people that are not gonna doanything for 6 months. Mhmm.
But, okay, let me see if anywork needs to be done.
Let me help you through and, oh,your situation changed. You're
gonna put it off a little more.That's okay too. You know, I'm
not an overnight, if you're notdoing it now, then I'm deleting
(27:37):
you.
Crystal (27:38):
And then what happens if someone doesn't know where
they're want to move? If theywanna, like, look at different
places and, like, is thatsomething that you would help
them, like, kind of, maybe theyhave a long term goal. Maybe
they don't wanna move for, like,a year. Right. But they wanna,
like
Anne Gold (27:55):
Then those again are the questions. What type of
lifestyle do you envisionhaving? Mhmm. Is having a large
land important to you? Are youlooking to be downtown where
there's a lot of excitementactivity?
Let's go look at a couple ofneighborhoods. Let's see what
feels good to you and, or areyou planning on leaving the
(28:17):
state?
Crystal (28:17):
Yeah.
Anne Gold (28:18):
And I've got people who are like, well, I don't know
if I wanna go to Tennessee or,the Carolinas or Florida. We I
even have someone who wants togo to Puerto Rico. Great. Let me
connect you with agents outthere who have vetted and
quality agents too, and youcould talk to them about what
your plans are. So again, I'mI'm helping I've been doing this
for 33 years.
(28:38):
I hope to do it for many, many,many more years, and, helping
you through the process nolonger how no matter how long it
takes. Mhmm. I'm here to help.
Crystal (28:48):
And the topic's still building connections through
givers gain, but I keep hearingthis underlying communication.
Mhmm. And it sounds like thatcommunication must be the secret
ingredient to really helping bethat matchmaker, be that
connector. Because if you don'tknow what they need, then how
can you fulfill it? But bylistening, you can find the need
(29:10):
so that you can fulfill it.
Right.
Anne Gold (29:12):
And then and also even down the road, if when they
call me and say, we need to haveour landscape redone. Do you
happen to know somebody? BecauseI do send out my monthly
mailers. I'm trying to think itand they'll be top of mind when
they need someone and they canfeel comfortable knowing I'm not
going to pressure them. Oh,you're doing your landscape.
Are you selling soon? No. Okay.Great. What do you have planned?
(29:35):
That sounds exciting. Let meintroduce you to Caesar Reyes,
our landscape guy, or you've gottrees that are overgrown. Let me
introduce you to Wes Marshburn.He's our tree arborist. He's a
specialist.
And then I could follow-up. Howdid that work out for you? Were
they able to meet your needs? Ifso, wonderful. If not, what was
(29:57):
missing?
And then maybe I can have a oneto one with them too and say,
no, little feedback here. Maybeit was my client, maybe it was
you, but just what was yourimpression of how it worked out
and how can I refer you better?If it wasn't a good client match
for you, what questions was Idid I miss?
Crystal (30:16):
So you're
Anne Gold (30:16):
like, how can I refer you better? What are you looking
for that I didn't understand?Yeah.
Eric (30:22):
Yeah. So so your fall you're you're so you're also
following up with so, like,when, when you give, like, a
referral to somebody, you'realso you're not you're not only
following up with with the theperson you gave the referral to,
but also the refer, refer
Anne Gold (30:41):
yeah. That's it. I think that's it.
Eric (30:42):
The referee to kinda see, like, hey. How did this person
do?
Anne Gold (30:45):
Right.
Eric (30:46):
That's really good because that actually helps, you know,
that that's gonna build yourconnection up with that person
because, oh, because they theysee that you care about how this
other person did for them. Mhmm.It's also there's a certain
level of of accountability thereas well too. That's gonna kind
of just raise raise raise thelevel, I think, on on just
(31:08):
people in the chapter. Right?
Especially if they know, like,oh, Ants Gold's gonna follow-up
with them. If if I don't, youknow, getting if I don't get
this done, you know, quickly orwhatever it might be, I'm not
saying that there's, like, afear aspect of it, but, like, it
Anne Gold (31:21):
Is it accountability? It's accountability. Yeah. Yeah.
Yeah.
And I want my clients to knowI've got quality people I refer,
and I want my BNI family to knowI refer the people to the best
of my ability that they areactually looking for.
Crystal (31:35):
Mhmm. So you like adding value, but you find extra
value because you have all thesevaluable people in BNI, so
Right. You get to look morevaluable because you have all
these assets and resources andtools.
Anne Gold (31:47):
Yeah. And it's not just even our group.
Crystal (31:49):
Yeah. I
Anne Gold (31:49):
had a client who moved to Arizona and she said, I
need a tax accountant here inArizona. Great. Let me look at
our global. Mhmm. And I found 3that she could interview.
I first called them, said,here's the situation. Is this
something you handle? And Isaid, here's 3 people that I've
already spoken to. Feel free togive them a call and see who
fits
Eric (32:08):
you best. So you called them beforehand. You, like, you
vetted them. Due diligence.That's really due diligence.
You know, I did something kindof similar, but I didn't do
that. I just kind of like I justkind of told some family members
who had some problems in an areawith some contractors. And I was
like, well, why don't you youknow, here's a I looked at a
couple of b and I chapters inthe area. And I go, hey, why,
you know, and I sent them, like,the web page for those because,
(32:30):
yeah, each each beingarchitecture has our we all all
have our own kind of, like, webpage.
Anne Gold (32:34):
Mhmm.
Eric (32:34):
And it kinda shows you who the, it shows you the, like,
what they're what they do andwhat what it is. And I told I
just told them just kind oflike, hey, look, look at this
and grab somebody off of there.But I didn't bet them that I
probably should I probablyshould have done that. Although
at the time, I don't think theyreally knew exactly what they
needed exactly. But
Crystal (32:53):
Or next time, you'll just call Anne.
Eric (32:55):
Yeah. Next time next time yeah. Thanks. Yeah. You're
right.
Hey. This is so much easier. I'mjust gonna go, you know what? I
got a great person. Her name'sAnne.
Other than they'll see, like,she's a realtor. I was like,
trust me. Trust me. She's She
Crystal (33:07):
has she's the magic realtor.
Eric (33:09):
Yeah. She's got she's got the connections.
Anne Gold (33:12):
Oh my gosh. So let me teach you at a one to one how to
do this.
Eric (33:19):
Oh my gosh. Yeah. So, no, I'm not gonna send you I'm not
gonna I'm not gonna bombard youwith with with with a bunch of
people to connect with. Yeah.But, no, I I that that I think
is is such an important I thinkit's a really good due diligence
thing actually to to to havethat that vetting process even
with BNI members too.
(33:39):
And because, you know, we don'treally know how other chapters
are necessarily doing. We mightknow our own chapter, but at the
end of the day, there arenetworking groups. And at the
end of the day, it's the peoplein those groups that is what
gonna is what's is what's gonnamake the chapter real.
Anne Gold (33:52):
And I think we have such an exceptional chapter,
that not everybody at this pointcan emulate what we have. So,
you know, some people are justtrying to grow or had a mass
exodus for whatever reason, andthey're just trying to get their
businesses back up. So, again,we have a phenomenal chapter and
we're truly, it's a greatfamily. Yeah.
Crystal (34:15):
It really is. So what would you if you were to, pick
one thing that you've reallytaken away from b and I, what
would that be?
Anne Gold (34:26):
I, I, I really like the, the givers game. Be sure to
give out as much as you can, andyou're planting your own seeds
for your own business. The moreyou give, eventually you will
receive, one of my favoritebooks is The Go Giver, which I
gave away a copy at our lastmeeting. And that's really it.
That's what the whole theme ofthe book was, is listening to
(34:46):
conversations, make theintroductions, and celebrate
other people's successes.
So I really enjoy our giversgain, attitudes. Yeah.
Crystal (34:56):
And I love what you said just before that about how
the follow-up is so importantbecause I think we forget
because it's so hard making theconnections, making sure it gets
together, may you know,following all the steps, but
then the follow-up really doesmake a difference. And being
that connector, building thosebridges, if you don't follow-up,
it doesn't quite feel as strong.What what do you see the value
(35:19):
of the follow-up?
Anne Gold (35:20):
Well, the follow-up again gives it integrity. Mhmm.
And it's and it's sometimes theperson that I gave the lead to
is I I've just been so busy, andthen they even forgot about it.
And that that's no problem. Isthis still a priority to you, or
do you want me to set a reminderand just check-in with you in a
couple of weeks?
But the follow-up, I do think itgives credibility not only to
(35:42):
me, but to the people that I'mreferring. You know? Oh, you
wanna do a podcast? Has Ericreached out to you yet or have
you had a conversation? How didit go?
Eric (35:53):
You
Anne Gold (35:53):
know, I just think it just gives more value and
credibility to both of no. Youryour services, all of our
services, and it keeps thatconnection and conversation
going.
Eric (36:02):
Mhmm. Yeah. That's something I've kinda started
doing is, like, asking, youknow, when to find a follow-up
with somebody too. If if I knowit's, like, they're not quite
ready or a source or somethingor they're like, okay. When
would be a good time, Just so Icould as otherwise, then I'm
kind of left, like, well, now doI
Anne Gold (36:18):
do this?
Eric (36:18):
And I'm like, what do I do? You know? And I kind of I'm
like I'm like, I don't wanna be,like, super pushy. I know. But I
was like, I kinda want ananswer.
Like, sometimes I'm just like,just give me a yes or no. And
I'm like but then I'm like,okay. Let me but but but and
but, like, the asking, like,when would be good to follow-up,
and I've gotten, like, exactdates before. They're like,
(36:39):
okay. I'll follow-up with I Iget back from what whatever it
is on, you know, the 20th orwhatever.
I'm like, okay. I'll put it onmy calendar to kinda follow-up
follow-up with them.
Anne Gold (36:49):
Right.
Eric (36:50):
And, that's, I think, been a kind of a relief, honestly.
Sometimes when I kind of askthat question, I kinda know when
to do it. Me, the systems guy,like, I kind of like I'm I'm
like, I need structure. When doI do it? Otherwise, I'm like, I
don't know.
And the
Crystal (37:03):
structure alert goes off.
Eric (37:05):
I get analysis paralysis, and I'm and then I just won't
don't follow-up. If I don't knowwhen to do it, I'm just like, I
just won't follow-up then. Andthen then that, you know, is not
a good thing either.
Crystal (37:14):
Yeah.
Eric (37:14):
But, I think that's that's a great that's a great question.
Anne Gold (37:17):
Yeah. Ask permission. When would you like me and how
would you like me to follow-up?Is an email? Do you prefer text?
May I give you a call? Cause Iwould prefer a voice contact,
but sometimes it's like, youknow, it just shoot me a text.
So when and how. And then myGoogle calendar is my best
friend. Now I put everything init and in the morning I set my
(37:39):
alarms for my appointments.
So when I need to get ready,where I need to be, I need to
make a phone call at this time,so that I can do what I say I'm
going to do.
Eric (37:49):
Yeah. Oh, yeah. Calendars. I don't know what I would do
without, like, my calendar. It'dbe impossible to kind of keep
track of of of of anything.
When something doesn't make anycalendar, then it kinda usually
causes problems and stuff too.And, you know, double scheduling
something, and then it's like,oh, no. Wait. This didn't make
in the calendar. Like, so
Anne Gold (38:08):
Yeah.
Eric (38:08):
Yeah. The the that that it's all these different tools
that we kind of need to use tokind of help with that. And at
the end of the day, it all kindof put it all pours back to,
like, solidifying thatconnection, I guess, too.
Anne Gold (38:24):
Right. Well and it makes them realize that they are
a priority to me. Mhmm. Okay.You know, I care about making
sure your needs are met.
You are a priority me a priorityto me. Mhmm. And by having it in
my calendar, set in the alarm,making responding the way they
wanna be responded to, they'reheard. That's important.
Eric (38:45):
What about, like, energy management with this sort of
thing? So if you know what thatmean if you know what I mean by
that, like because if you havelet's say, sometimes I've gotten
overwhelmed where I have a lotof people I need to follow-up
with, and I'm just like, I'm,like, kind of getting burnt out
following up with people,especially when people aren't
getting back to me. Then I'mjust, like, oh, I can't really
quite check this off, like, forthe follow-up yet because they
(39:06):
haven't gotten back. Did theyeven receive it? I have no idea.
Anne Gold (39:09):
Right.
Eric (39:10):
And I can't for me, I I I tend to get burnt out sometimes.
And so do you, do you, maybe youdon't get burnt out. I don't
know. Maybe, maybe you're,
Anne Gold (39:20):
you know, until I fall flat on the floor. I do get
burnt out. I do a program. It'sanother book. It's called the 12
week year where you work reallyhard for 12 weeks and then you
take a week off.
And that has been such a greatthing for me because I can go
(39:41):
for 12 weeks. I work 6 days aweek, sometimes 7 for 3 weeks in
a row because I'm available whenmy clients are available. But
then I do take that week off.And so I know I'm working
towards some downtime, and I doschedule in a day here or there.
So you know what?
At this, I just need to recover.As far as people not getting
(40:02):
back to me, if it's a group, Ican send a blind email. So I'm
sending it to multiple peopleof, you know, I've reached out a
few times. I don't want to bugyou. Obviously something, or I
think something may have changedfor you.
Please let me know if this is nolonger something you need, or if
this is no longer a priority, orif you would like me to change
(40:23):
when you would like to becontacted and I can send a group
email, but nobody knows who itwent to except for me. And then
I talk to a lot of people atonce. Mhmm. So that helps.
Eric (40:35):
So you so you you you you're you're basically doing
certain things to kinda make ita little bit more efficient, I
guess. So you're doing so, youknow, is it, so to send out kind
of, like, mass so some of themass emails that that that you
Crystal (40:49):
But also not to make the person feel, like, picked on
individually so that they feellike, oh, this could have been
to all of us.
Anne Gold (40:56):
Right. Right. I don't want them to be embarrassed and
see that there were 28 namesMhmm. And they were included of
they didn't get back to me. No.
As far as they know, it's a oneto one email. Mhmm. Because I
wanna be respectful too.
Crystal (41:08):
Yeah. You
Anne Gold (41:09):
know? And I hope that they respect my time too.
Eric (41:11):
Mhmm. And you're not going, hey. I haven't heard back
from you for for the this is the6th email I've sent. You know?
What the heck?
Get back to me or anything likethat too. Right? Right. So
you're you're formulating it ina in a gentle manner as well
too. No.
That that's good. Yeah. Yeah.The the energy management,
that's the thing that that'sbeen the I think, I feel like I
(41:35):
get I feel like I get drainedkinda quickly sometimes. I'm
more of an introvert, so, like,the you know, all the, like,
social connections, can can bedraining on me, over over time.
The follow-up is kind of a partof that.
Anne Gold (41:49):
I'm actually an introvert.
Eric (41:50):
Are you? Oh, yeah. Okay. Oh, yeah. So
Crystal (41:54):
She'd rather be with her orchids and knitting the
dogs and knitting.
Anne Gold (41:58):
Oh, yeah. I'm a complete I would I'm a homebody.
Eric (42:01):
Yeah. So okay. So that that plays into kind of why you
do it sounds like for the withthe, 12 week year. I've heard of
the 12 week year. I haven'tactually I haven't implemented
it before, but I'm I am aware ofit.
Can you kind of go over, like,what, like, maybe kind of
summarize what the 12 week yearis for people that maybe haven't
haven't, heard of it?
Anne Gold (42:22):
Yeah. It's it's based on sports technology or I'm not
a psychology, that you pushreally hard in certain aspects
and, but you need to recover. Soyou run and recover. And that's
what basically what this is. Soyou push for 12 weeks and, and
then that's the end of youryear.
So some people will say, well,for this year, for me, like, I
(42:44):
would love to get to 18 sales.Well, okay. 1st quarter I only
did 2. So now I need to do 16for the rest and oh, second
quarter only did 3 and then theykeep pushing off their goal. 12
weeks is the goal.
Whatever I did in that 12 weeks,it's
Eric (43:02):
done.
Anne Gold (43:02):
And then I could recover and regroup. And then
the next 12 weeks is a whole newgoal. And it gives a lot of
peace of mind too, becauseyou're not dragging the baggage
with you. So,
Crystal (43:14):
You're not chasing. You're not like playing catch up
while you're still running.
Anne Gold (43:17):
That's it. You're not playing catch up. It's like,
okay, this 12 weeks didn't workout, but I did all the
activities, but it's done. Now Iget to start fresh. Yeah.
And that that gives you thatpermission to keep forging it.
Yeah. Yeah. And just keepsaying, okay, that 12 weeks that
didn't work out for this, let metry this technique too. You
(43:37):
know, if I need to makeadjustments.
So it was a book that wasintroduced to me. I don't
implement it perfectly, but Iimplement it the way that works
for me. And it's truly just pushfor 12 weeks. Make sure you take
that 13th week off. Mhmm.
Oh, and I prescheduled the 13weeks too. I go through my
calendar and this is week 13.
Eric (43:57):
Yeah. And I
Crystal (43:58):
it's it's Now we know why my subs.
Anne Gold (44:00):
That's right.
Eric (44:02):
I, you know, I'd haven't heard of it, like explained in
that in that manner, like as away to to to really like get
these things, like like, certainbaggage, I guess, that that not
baggage, but, like, like, thingsthat you need to get
accomplished Mhmm. Done in thatin that way because I know
there's been plenty of timeswhere it's, like, I know I've
(44:23):
had mental blocks, and and Ithink we all kind of do to
certain to with one thing oranother where it's like, you
know, you need to do these docertain, whatever the thing
might be, but it's just like inthe back of your mind is kind
of, like, nagging you to kindaget it done. Mhmm. I see. So
when you implement the 12 weekyear, it's like, I am going to
(44:43):
get that thing done.
Anne Gold (44:44):
Right.
Eric (44:45):
Like, and along with, I'm sure, some other things as well.
So then by the end of that, evenif it doesn't work out, at least
that thing has beenaccomplished, whatever that
thing is, especially if it'ssomething nagging on you.
Because, like, I mean, I canthink of a few things right now
that I'm like, oh, yeah. I stillgotta get that thing done.
That's been, like, lagging forway too long now.
Crystal (45:05):
It's like submitting your taxes in March.
Anne Gold (45:07):
Right. Well, it's it's also it's also
prioritizing. You know, you'resaying you're there's things
that you're lagging. Do theyreally need to be done? Or do
you really need to be the personto do it?
Maybe hiring somebody andfreeing up your time so that you
can focus on the productiveactivities would be the way to
go. So it's also a way toevaluate how are you going to be
(45:28):
most efficient and effective inserving your clients, your wife,
your kids, and be as productiveas possible, but then also
replenish your own soul at the13th week.
Eric (45:41):
Yeah. Yeah. So I like, the, I think that's, yeah,
that's such a great analogy tokind of for the 12 week Mhmm.
Anne Gold (45:49):
To,
Eric (45:49):
or or benefit from the 12 12 week year. So I'm glad you
brought that up because I'malready, like, aware of it, but
I need to kind of I I think Ineed to look
Crystal (45:57):
at that. Like a mini version of the Sabbath day.
Like, it could take, like, youknow, take one day of rest.
Right. So maybe, like, some ofus, like myself, like you, Anne,
I work all of the days of theweek.
Mhmm. Because when people haveschedules for work, then they
have to accommodate the oppositeof their schedules.
Anne Gold (46:15):
So We work when people don't work, but yet we're
working when people do work too.
Crystal (46:19):
Yeah. Exactly. So you gotta find some joy in it Yeah.
While while you're on thatjourney.
Anne Gold (46:23):
Yeah.
Crystal (46:24):
And you can't really do that if you're not filling your
cup up because then you you getto a point where then it gets
resentful. Then then you don'tdo it out of the love and the
joy, the passion, which youclearly have. And you're doing
it because of all of the rightreasons, and you can't fake that
kind of energy. Like, there'ssomething that comes with the
(46:45):
authenticity. And when someonehas their true intention,
integrity, and just putting itout into the world, like, you
can feel it.
You those are the people thatyou've become attracted to.
Anne Gold (46:55):
Mhmm.
Crystal (46:56):
And you can also feel the opposite. You can feel when
someone has maybe not quite sucha intention, and you're like,
this is feeling verytransactional. I don't know if
that feels like the right fitfor me.
Eric (47:07):
Well, it might even be too. You might be feeling kind
of that way maybe because you'reyou're not getting certain some
of
Anne Gold (47:12):
those things done. Right?
Eric (47:13):
Maybe you're, like, subconsciously stressed about
them as well too. And so, whichis at the end of the day, you
know, kind of tying this back tobuilding the connections. It's
like if you're kind of stressedabout things, that's gonna very
much hinder your connectionbuilding because people are
gonna pick up on, like, man,there's there's stress all the
time. Like, you know, like, theyseem like like like, relax,
(47:33):
like, chill or whatever. Right?
But they're stressed all thetime because they're not getting
those those whatever's whateverthat block is. That's preventing
from getting that thing donethat they need to get done.
Anne Gold (47:44):
So, well, and then you can't give the service that
somebody is requiring to it'slike you, you start going into
your own self of, oh my gosh,I've got to do this again, or
this is not coming through. Andthen you just you're, you're
having your own conversations.You're not having the
conversations with the otherpeople.
Eric (48:02):
So, yeah. Yeah. Well, so this has, this has been great.
And if someone so let's say ifif someone wanted to get in
contact with, with you to, youknow, maybe have a one one with
you or something like that, howwould they contact? How would
they get in contact with you?
Anne Gold (48:16):
Whatever is easiest for them. They can find me on,
Facebook or or or or Instagram,realtor Anne Gold. They can send
me an email, Anne at Anne Golddot com. They can call or text
858-663-0136. You know, whateveris easiest for them.
My name does have an e at theend. It's a n n e. I say that
(48:38):
the e is silent, but theexcellent service is not. So,
but it just, Reach out. Probablybest way would be if they need
to who was that person again?
Anne Gold. Look on Facebook,Instagram, realtor Anne Gold.
Eric (48:54):
Awesome.
Anne Gold (48:54):
And send me a message. Right.
Eric (48:56):
And you
Crystal (48:56):
know she's gonna get back to you.
Anne Gold (48:58):
Yeah. And even if I can't at that minute, it'll be,
I received your message. I'mbooked till this time. When is a
good time for us to call Mhmm.Kind of thing.
Yeah.
Eric (49:05):
Great. So Cool. Well, thanks so much, Anne. And, if
you got value out of thisepisode, share it with share it
with with a friend. If you knowsomebody who's maybe struggling
with building connections, thiscould be a great, episode for
them to hear.
I know that they will beexponentially appreciative of
(49:27):
you sending that to them. Andthat's also how we really, grow
this show is by sharing it withour fellow BNI members. So
thanks so much for forlistening, guys.
Crystal (49:36):
Thanks for tuning in, your lovely audience. Thanks for
Anne for joining us, and we'llsee you next time. Don't forget
to log your CEUs. Thank you forjoining us for the business
boost hour. My name is CrystalPravette and this is Eric
Buells.
Thank you for joining us anddon't forget to document your
single CEU. See you next time.
Eric (49:55):
See you in
Anne Gold (49:55):
the
Eric (49:55):
next episode.
Have you ever met a realtor with a heart of gold?
Can you make more money bygiving? In this episode, we meet
with Anne Gold and talk aboutthe art of building connections
and how that ties into aneffective givers gain mentality.
Eric (00:28):
Hello, everyone. Welcome to the Business Boost Hour
podcast. My name is Eric Beals,and I'm the vice president of
BNI Escondido.
Crystal (00:36):
And I'm Crystal Privett, the president of BNI
Escondido, and this is thesingle CEU podcast. Today, we
have Anne Gold with us. Thanksfor joining us, Anne.
Anne Gold (00:46):
I'm excited to be here. Thank you.
Eric (00:48):
Awesome to have you. So today, before we get started, I
want you to just kind of justexplain to people, like, who you
are and and and what you do.Let's just start there.
Anne Gold (00:58):
Okay. Well, I'm a real estate agent, a licensed
realtor with Century 21. I havebeen a licensed realtor for 33
years and counting, and I helppeople buy and sell homes, which
is one of the greatestinvestments that they have. And,
I love what I do, and I love thepeople that I meet.
Eric (01:15):
Awesome. So today, we wanted to focus on, building
connections through givers gain.Mhmm. And I thought that's a, a
phenomenal topic even tying inour our motto, our our our
subtitle for for b and I. And,you know, building connections
is, I mean, that's that's what band I
Crystal (01:37):
is
Eric (01:38):
all about. Right? It's building those
Anne Gold (01:40):
those That's what drew me
Eric (01:42):
into BNI in the first place actually is building those
relationships. And so tell me,Anne, what does that kind of
mean to mean to you buildingconnections? What does that mean
to you?
Anne Gold (01:57):
Well, it's it like you said, it's the
relationships, professionally.It's I'm invited into people's
lives when they are buying orselling a home, which is one of
the 5th most stressful thingsthey can go through. Sometimes
it's through excitement of theygot a new job. They're gonna
have their first home. They'rehaving children.
They need to have a bigger home.Sometimes it's a stressful
(02:19):
situation such as a divorce orhaving to sell a parent's home
that has passed on or needsassisted living. So there's a
lot of high emotions, and to beinvited into their lives at that
time is, it's such an honor.
Eric (02:34):
Mhmm.
Anne Gold (02:34):
And it is, something that I take very close to my
heart and with great respect.And with those relationships,
sometimes it's, okay. We haveall of these belongings that mom
and dad collected. We don't knowwhat to do with it. That's okay.
I know someone who can help youorganize it, and if you need to
have an estate sale, I knowsomeone who can help you with
(02:56):
that. Well, we need to have newflooring because the dog
scratched it all up. That'sokay. We've got a phenomenal
floor guy. I have someone whocan put your mind at ease and
help you.
So it's having it's being thathub. Yeah. You know, I'm the hub
and, you know, picture the wheeland you've got all these spokes
going around and I can refer youto a roofer. I can refer you to
(03:19):
people, and I can work with themwith you to make sure everything
goes as smoothly as possibleMhmm. To set your mind at ease.
Mhmm.
Eric (03:26):
So a lot of what you're doing is is is kind of like
calming people down, I guess,too. It sounds like. And you're
kind of almost you're like it'slike people management, it
sounds like.
Crystal (03:34):
Yeah. Yeah. Yeah.
Eric (03:35):
You're kind of managing them to kind of keep them at
ease and keep them calm. Andthen that's where they they you
know, if you effectively dothat, then you're their savior
at that point.
Anne Gold (03:44):
Well, and people can write their own stories in their
head, and they're say, oh mygod. They're gonna walk in, and
they're going to see x y z, andthey're gonna I had one gal. We
had the inspection of her house.We have termites in San Diego.
It's a fact.
There was evidence of termitesin her attic. She was so upset
that people would think she wasa poor housekeeper. That's not
(04:07):
it at all. My job say, no, ithas no reflection on that. It
just is San Diego.
Don't worry about it. We'll getit taken care of. Just breathe
and let me make the calls. Youauthorize who you want me to
call and we'll get it taken careof. So it is just to have
everybody calm down a littlebit.
(04:29):
You know, the questions, is itgoing to sell? Is someone going
to buy it? What if my offer isnot accepted? We'll just work
through it. I'm here to helpguide you and take you by the
hand to make sure everythinggoes as smoothly as possible.
It's, you know, kind of smoothout the rocky road.
Eric (04:44):
Yeah. Yeah. Yeah. And so how so in in, you know, BNI is
really kind of focused aroundbuilding those those
relationships with with othermembers as as well. And and it
it sounds like BNI also acts askind of like that huge resource
hub for you as well.
So, if if, like, if if forreferral partners, like, natural
(05:08):
natural referral, partners withpeople in in the group because
you are that kind of sounds likeyou are that kind of first hub
for a lot of things. Someonegoes by the home, then there's
issues with it, and then youneed to call somebody to get it
fixed or whatever.
Anne Gold (05:21):
Right.
Eric (05:21):
Ends up being a good referral. And so how in in b and
I, how has, like, what do you doto cut because I I this is
actually an area that I it'sit's been a big growing process
for myself, actually. Becausewhen I first joined BNI, it was
(05:41):
not, a very good greatconnector. Okay. And so what do
you do?
Like, do you like, in in BNI, doyou, like, strategize? Do you
have any strategies that you doin, like, one to ones to help
kind of build that that thatlike, you ask, like, particular
questions maybe in one to onesto kind of help be a better
(06:04):
connector for those people inone to ones. I imagine a lot of
the stuff that we do in that isgonna be similar, with when
you're talking to your your yourreal estate clients as well
Mhmm. Too. Do you have any anythings that you maybe I don't
maybe you don't consciously do.
Maybe it's subconscious. I'm notreally sure. But do you have any
any any thoughts on what youfound to be effective in trying
(06:28):
to connect people?
Anne Gold (06:29):
Well, it's something that I'm continuously working
on, open ended questions. Ofcourse, I had a mentor who said,
if you want to ask a question,make your lips go, oh, you know,
like a circle. And then you'regoing to say, who is someone
that would help your businessgrow? Or where are you finding
most of your opportunities? Andmaybe I know someone in that
(06:49):
area.
So asking a question that'sgonna be a who, what, where,
when, why, and how
Eric (06:54):
Mhmm.
Anne Gold (06:54):
Helps. And I take notes. I bring my notebook, my
calendar, and I tell themupfront I'm not being rude. I'm
writing this down so I won'tforget. I bring it to our b and
I meetings, whether it's on zoomor in person.
I have it with me in my calendarand I'm taking notes of what do
they do, what do they specializein, what is their perfect
(07:16):
client, what are they hoping toachieve, and can I make any of
those connections, or help themspread the word? We have a
farmer in our group who's goingto have her Christmas tree lot.
I send out monthly newsletters.Please let me spread the word
for you because she's such aphenomenal lady, and they've
(07:38):
been in business for a 100years. Holy cow.
Cool. So I was able to add thatto my newsletter just to spread
the word. So it's a lot of notetaking, a lot of questions, and
then working very hard onlistening to the answers and
then thinking creatively. Howcan I help them get from a to b?
Crystal (07:55):
Mhmm. Well, there's another part that you've left
out that I know you personallyfor a while now, and Anne has a
very special touch that sheadds. She gives gifts that are
branded. She gives handwrittenletters. She goes the extra
mile.
She's helped people for yearsthat have never that decided not
(08:17):
to work with her anymore. So Ithink that is a special gift
that not a lot of people know oror or have that prerogative to
go the extra mile. Why do you dothat, Anne? What drives you for
that?
Anne Gold (08:32):
People, they're asking for help. Why would I
turn them away? I had one galcall me out of the blue. I had
no idea who this lady was, butshe said, we're we're looking to
put a new roof on, and we don'tknow what to do and what color
and what's gonna add value toour home. I said, well, let me
come take a look.
Looked at her roof, gave hersome suggestions. They've never
(08:52):
bought or sold. They just neededsome advice. Why wouldn't I
help? You know, there people areasking for help and a lot of
people are embarrassed that theyneed help.
There's no embarrassment andthere's no judgment. If I can
help you, please let me helpyou. And I and I feel honored
that they ask.
Crystal (09:12):
That's great.
Eric (09:13):
Awesome. So one thing I'm hearing from from that as well
is it's it's you're not justdoing you're not just building,
like, being being a connector,but you're kinda like nurturing
people as well. Like like,you're kind of like you're
you're you're basically you'reyou're taking the extra step
like the handwritten notes.Mhmm. And to, you know, really
(09:36):
asking, like, their the thethose those key questions, like,
who do you need or, you know,what can support you or whatever
that I don't know exactly whatthe what the questions, what the
questions are.
But I think those actually mightbe some great questions we can
apply, you know, in actually oneto ones, too Mhmm. Where we can
(09:57):
be better effective referralpartners as well, for when we
have when we have one to ones.Mhmm. Maybe could we kinda would
you mind could you go over,like, what those what the what
some of those though thosequestions are that you do on a
regular basis? Because it itsounds like they could be very
applicable.
Anne Gold (10:15):
Well, again, it's it's it's first of all, like I
said, forming your lips into thethe sound so that you're gonna
ask the open ended questions.Who, what, when, where, why, and
how? Mhmm. And, it doesn't evenhave to be a formal thing. It
could be a follow-up question towhat somebody else is doing.
And I have an example. It wasn'teven a BNI member. I was at a
(10:37):
memorial service for one of myneighbors, mothers passed. I was
talking to her son and he wastelling me about his business
plan and business growth. He's acounselor looking to help men's
health, mental health needs.
Well, we have a member who is afitness coach looking to help
men lose weight and becomehealthy. And so just by having
(10:59):
the conversations of while yougraduated, how is your business
going? What are you planning ondoing, and do you have a focus,
and who are you who is yourclient that you're looking for
was pretty much the questionthat triggered that. Mhmm. Who
is your client you're lookingfor?
And I was able to arrange anintroduction. So I hope it works
(11:19):
out, but that's the kind of thething that we're looking for.
Crystal, your son wants topotentially look at sports
management in college. My nieceis doing that program. You know,
what what are your childrendoing?
What do they like to do? How areyou supporting your children?
And, oh my gosh, I may havesomebody that I can introduce
(11:40):
you to that can help you getinformation.
Eric (11:43):
Mhmm.
Anne Gold (11:43):
Those are the kind of things to do.
Crystal (11:45):
So it sounds like underlying is the communication
does help with building thoseconnections.
Anne Gold (11:50):
Right. And then, of course, like I said, I take
notes. That way I can when I goback to do my handwritten note,
I can review our conversationand it just helps embed so that
2 weeks later, when I'm hearingother conversations, it's gonna
trigger that, oh, I was justtalking to someone about that. I
and I can find out remember whoit was.
Eric (12:09):
Mhmm.
Crystal (12:09):
But you said, naturally, of course, I would
help that person, or whywouldn't I help them? But I
don't know if everyone out therehas that same helpful mentality
or that same helpful attitude.Is there a secret that makes you
so loving and caring andcompassionate, or is there
something you want the audienceto know that would help them
(12:31):
build better connections?
Anne Gold (12:34):
That's a good question, and I don't have an
answer for that. I just I thinkbecause the way society is and
especially post COVID wheneverybody was so isolated and
people like, what are we gonnado? How are we gonna handle
that? It just, it washeartbreaking, you know, that we
had so many people who were justat home and it was, it was, why
(12:54):
wouldn't I want to helpsomebody? You know, it's, it
takes courage to ask.
I don't want to shut down thatcourage. I don't, whether it be
a child or a mature senior, ittakes courage to ask. And if I
can't help them, I'll see if Iknow someone who can. And if I
can't, it's, God, I wish Icould. If I come across someone,
(13:15):
I will certainly let you know.
Eric (13:17):
Mhmm. Yeah. You know, it it sound it it it sounds like
it's, you know, like a certainmental state state of being, I
guess, where I am kindathinking, like, if if, it it's
very much a giver's gain mindsetwhere you're wanting to help
help somebody even if no it maynot, you know, in your case, you
(13:40):
know, might not turn intosomething for you directly Mhmm.
Or it may not, you know butmaybe they might know somebody
as well too. So there is is acertain business aspect with
that too.
But then I think having thatright mindset too, think you can
kind of develop that from just,you know, volunteering at things
as well too. Just have moremore, you know, at at if you
have a, local donation event orsomething and kind of helping
(14:05):
helping out with that. I thinkthere's certain ways to kinda
help maybe I would imaginethat's like a muscle maybe a
little bit, like a giving musclethat you got to take step. Maybe
some maybe it sounds like itcomes very natural natural to
you, but maybe other people,it's not not as not as natural.
I know I've I've overworked thatmuscle before, and I've gotten
frustrated when I was giving toomuch.
Yeah. And then, you know, andthen, you know, that that that
(14:26):
turned me in from a yes, man, totoo much of a no man.
Anne Gold (14:30):
Yeah.
Eric (14:30):
And and then but then it was like, man, he's such a jerk.
He doesn't wanna, you know, hecan't even, you know, help. And
so it was it Balance. There's abalance, I think, too, with
that. But it's also a muscle, I
Anne Gold (14:41):
think, on
Eric (14:42):
on, like, like, having that that giving mindset. And
and and I guess kind of, youknow, making that making the
time to do that, whateverwhatever whatever it might be
within reason, obviously.
Anne Gold (14:57):
So, like, what
Crystal (14:57):
do you let's let's hypothetically, Like, when you
were giving all of us the hand,the mitts for the oven Yeah.
What were you thinking when you,like, were putting those all
together? Like, what's goingthrough
Anne Gold (15:04):
your mind
Crystal (15:04):
when when you're sitting there writing the
letters by hand? Because I knowyou. You're probably thinking
about that person. I hope thatthey, you know, they find this
well. Yeah.
Anne Gold (15:19):
You know, it's like well, I'm trying to vision a
what are people gonna be doing?I gave them away during the
summer. So okay. Barbecues. Hot,no barbecue things.
You're gonna need something. Andyes, it is self promoting too.
It had my contact information.It's it's something they're
gonna use frequently that ifsomeone says, oh, this is a
(15:40):
great backyard and a great houseand, oh, our realtor helped us
find it. You know?
So there is some hopefulreciprocal, action that will
come from it. So, but I try tothink, what are people gonna
use? I don't wanna just be, oh,she gave me something that's
going to sit here and dosomething. What's going to be
useful to somebody. How can Ihelp improve their day?
(16:03):
If it's a fly swatter, Godflies, they are so annoying. Get
that fly. But yet again, it gotmy contact information. So how
can I provide something that'sgonna help make their day
better?
Eric (16:14):
Yep. Yeah. Yeah. And I think, I think that that's a a
really cool way to kind ofactually get usage out of out of
both those things. Like, you'rekinda doing 2 things 2 things
simultaneously.
1, you're you're you're helpingbuild your reputation by putting
your name out there on the onthose things, but you're also,
(16:34):
providing something useful topeople. I have your flyswatter.
Anne Gold (16:37):
I've used it.
Eric (16:39):
And I find it to be very, very, very helpful when there's
a fly around because it youknow, my dog used to eat flies,
and then she doesn't eat themanymore. She doesn't hear she
can't hear them anymore. Can wejust be like,
Crystal (16:49):
it's the fly.
Anne Gold (16:50):
It's the fly. Oh, yeah.
Eric (16:51):
They eat it. Yeah. But, and so I I I think that so you
have a very, there's you have,like, some strategy with all
that too, actually. And I thinkthat's and and that's a really,
I think, effective way, to kindof build those connections, but
in a in a in a very
Anne Gold (17:10):
strategic manner. Gentle reminders Mhmm. Is what I
want. I want gentle remindersand, you know, for them to
remind, we go, oh, yeah. I'dhave the realtor.
It's real estate is such acentral part of our economy even
that and there everybody knowsat least 2 or 3. Mhmm. But the
difference with me is I've beendoing this for a long time. I've
(17:33):
got constant training, constant,seminars I'm going to, the
skills that I'm always workingon. Mhmm.
And again, my job is ismatchmaking. There are agents
out there who get in the way andactually make the situation more
difficult. It doesn't need to bethat difficult. They will
actually inflame somebody'semotions to the point where
(17:55):
you're like, you just need toback off. Let's work this out.
There's an easy fix. We don'thave to replace the roof that
doesn't leak. If that's acurrent concern, we'll just put
a warranty on the roof for ayear. Will that work for you?
Let's just bring it down a notchand not get in the way of the
seller wants to sell.
The buyer wants to buy. They'reboth happy with everything else.
(18:18):
And so that's part of what I doalso.
Eric (18:21):
You're meeting yeah. You're meeting kind of people
with with where they're at, eventhough maybe it might be better
to fix the thing now orwhatever. But
Anne Gold (18:27):
If they don't have the money for it, what's another
fix that can satisfy theconcern?
Eric (18:31):
Right. And the buyer is okay with buying it as is. And
so that that yeah. So you'reyou're you're meeting people
with where they're at. That, youknow, that that was something I
I used to be very much of aperfectionist.
And so and I used to be verymuch where it was like, no. You
have to do things this way. Andin my head, I'm like, they just
(18:52):
need to do it this way. And Iwas like, well and I I learned
over time that, okay, people aregonna they're they're gonna be
at a certain point with withwith where they're at. And,
honestly, for me, that was,like, a big weight lifted off my
shoulders when I kind of, like,stopped trying to kind of, I
guess, you know, force peopleinto a certain, like, way of
doing something, whether it'sit's a video production or a
(19:14):
podcast or whatever it is, andand kind of meeting them with
where they're at and then kindof, like, you know, tugging them
a little bit in the in the inthe in the right direction, but
not kind of, like, no.
You have to do it this strictway
Anne Gold (19:27):
Right.
Eric (19:27):
Of doing something. And which was super stressful on me
because they would never do it.So whatever I wanted them to do,
they just people they wouldn'tdo it. And, you know, I'm sure
there's been instances where Ishould be doing something.
Someone else is like, Eric justneeds to do this one thing, and
I'm not doing it or whatever.
Right? So I'm sure I've been onthe other end of that too.
Anne Gold (19:45):
Right.
Eric (19:47):
And so you have to kind of meet people with with where
they're currently at. And, youknow, when I kinda made that
that change, it was a morerecent change, I think, maybe in
the last, like, I don't know, 3years or so. Like, 3 years ago,
I made that kind of, like,mental switch, and that was a
huge weight lifted off myshoulders. And I think that
(20:07):
that's, you know, makes you morelikable as well too. Right?
Anne Gold (20:11):
Right.
Eric (20:11):
Because they they understand that you're basically
being a jerk. Right. You're notbeing a jerk, and you're not,
like, forcing people to do it doit a way. You're just supporting
them and what they want. Yeah.
And then they like you more,which is gonna just make you a
better connector in general toonow. Right? Because because then
everyone's like, oh, yeah. Ilove Anne or I love Crystal or
whatever it is. Whatever it is.
(20:32):
And
Anne Gold (20:32):
And it comes from listening to where they are
Eric (20:34):
Mhmm.
Anne Gold (20:34):
And asking the, you know, you seem to have some
hesitancy towards this or youseem to be concerned about this
possibility. Have you had a pastexperience that created this
situation? Or, have you gonethrough this before and had a
bad result? And again, thisgives you an opportunity to ask
the questions. Most people wantto be heard.
(20:56):
Yeah. So if you can ask thequestions and then just say, oh
my gosh, that sounds horrible.Do you think it's going to be
the same way now? Is this thesame situation or maybe it's a
little different and we've got adifferent party on the other
side? Would you be willing togive it a try?
And if it's not gonna work out,then we'll think of something
(21:17):
else.
Eric (21:18):
I like what you said there because you what you did, you
know, you you could have easilyin that situation, I could
easily have said, well, that wasthat situation. This situation
won't be that way. Instead, whatyou asked is is do you think
this will be that situation? Sonow they're left with, okay. Do
I do I think it is?
And they're most likely to belike, well, no. It won't, but
(21:40):
they're acknowledging it now.Whereas if you I think if you
said it yourself, if if if youwere to go, no. It won't be this
way, then in their end, they'regonna get defensive, like, no.
It will be this way.
She's wrong or whatever. Butbecause you kind of, like, flip
the question back towards them
Anne Gold (21:56):
Right.
Eric (21:56):
Now they're left with acknowledging and and and come
to that recognition that, okay,it won't be this way way this
way, and they're speaking it.And when you speak it, now you
start to believe it more.
Anne Gold (22:06):
Right.
Eric (22:07):
Right. I like that. That's a that's a great one.
Anne Gold (22:09):
Well, and for Crystal, for your business, it's
like you're reprogramming. Yeah.You're you're making a new I
don't know what the term isusing. Synopsis. The new
connection there.
And so that's, you know, I'malways not I'm not perfect at
it, but it is something that Ireally focus on. Again, I'm the
guide.
Eric (22:26):
Mhmm.
Anne Gold (22:27):
I am the I give the information. I let people make
the decisions.
Eric (22:31):
Mhmm.
Crystal (22:32):
And it sounds like b and I probably was a natural fit
for you because of the giver'sgain and your personality. But
the real estate agent, forpeople that are aren't are a
little new to b and I, the realestate agent is probably one of
the top 2, top 3 positions inall of b and I. So it's a very
coveted space. Yeah. And it wasquite a battle to get into our
(22:55):
chapter, and you you were theone that we chose.
What was that process like? Oh,my gosh.
Anne Gold (23:01):
Well, when I was first approached that the
position was opening up, it waslike, oh my gosh. This was this
is, like, right up how I want todo business and how I want to
serve. And I think I wasinitially there were maybe 12
applicants. It got weeded downto 8 and it was a 2 month
vetting process. I had to givemy references, my background.
(23:22):
I had to meet with multiplepeople and, which actually gave
me more confidence in our group.Because if they are going to
check me this well and make surethat I can perform to the level
that I'm saying, then I cantrust the other members of the
group Mhmm. With my clients. Butit was nerve wracking, and it
(23:43):
was, so stressful at times. Iwas like, oh my gosh.
Yeah. How this
Crystal (23:50):
Not all positions in
Anne Gold (23:51):
b and
Crystal (23:52):
I are like that. I would say that you definitely
Anne Gold (23:54):
have a little My position, the mortgage position,
is a similar situation becausewe have a lot of contacts from a
lot of professions and andthings, and we do give a lot of
referrals because of thebusinesses that we perform, with
the sales of real estate. But,boy, it was a grueling 2 months
(24:14):
and I am so grateful andthankful to be part we have a
phenomenal group. Oh my gosh.Yeah. I mean, it's the people
are magnificent and funny andcaring and, you know, we have
our meetings where it's the dadjoke one ups.
Eric (24:31):
Uh-huh. Yeah.
Anne Gold (24:32):
It's it's we really, I can't think of anybody that we
don't like in our group. Mhmm.Yeah. You know? It's just we
really have a phenomenal group,and I'm so honored to be part of
it.
Mhmm.
Eric (24:42):
Yeah. Yeah. They it it it it it's it's interesting because
I I was kind of, I'm not gonnalie. You know, when I kinda saw
all the realtors kind ofmultiple kind of showing up, I
mean, it is it was, like, kindof, like, okay. Where's my
popcorn?
This is kinda not gonna lie.There was a certain level of
entertainment with, like, I
Crystal (25:00):
was like,
Eric (25:00):
oh, man.
Crystal (25:01):
This is this is a fight.
Eric (25:02):
Like, yeah. There was.
Anne Gold (25:05):
Yeah. And I met with a few of them too, and they were
phenomenal candidates. Yeah. Imean, there are some really top
quality agents that I lookforward to working with, But
like I said, boy, it was
Crystal (25:17):
And you had some huge shoes to fill.
Anne Gold (25:21):
Yes. Yeah. And I'll tell you, he is still, a
fabulous person. I've met withhim and, yeah. I mean, he paved
a way that what he's done was heelevated my desire to I'm a
little competitive, exceed his,you know, but I mean, he just
(25:41):
kind of laid the groundwork and,he was a he's a great guy.
So I feel honored to be able tocarry on his legacy Mhmm. With
the group.
Eric (25:50):
We're talking about Al Rex.
Anne Gold (25:51):
If if
Eric (25:51):
anyone don't think anybody
Anne Gold (25:52):
could say names or not.
Eric (25:53):
Yeah. No. Of course. Yeah.
Anne Gold (25:54):
Okay. Yeah. No. Yeah.
Eric (25:55):
And and, actually, I'm I'm I'm I wanna have Al Rex on,
actually.
Anne Gold (25:59):
I'd love
Eric (26:00):
to have him on. Yeah. Because he's, you know, he he,
he he he's one of, like, Iguess, kind of our retired
members from our chapter,actually.
Crystal (26:10):
Just for, like, the wisdom of all the things he saw
throughout the ages because howlong was he there? Does anyone
know?
Anne Gold (26:16):
18 years at least, and he is so willing to share
his knowledge and he's, again, areflection of our group because
we all wanna see each othersucceed. We celebrate each
other's successes. There, Idon't think we have any envy or
jealousy of, oh my gosh, theykeep succeeding and I'm not
getting anything. You know, ohmy gosh, you're doing this
(26:39):
podcast. How cool is that?
Crystal (26:42):
Yeah.
Anne Gold (26:42):
And hopefully, it's gonna elevate both of your
businesses, and I can't wait tosee that happen for you. This is
we truly celebrate each other.Yeah. It's great.
Crystal (26:51):
And it gives us a platform to celebrate you,
because if not, the the audienceneeds to know how amazing you
are, Anne, and that Thank you.And that if they did decide to
buy a home, they they're gonnabe in really great hands with
you. Mhmm. And if they're justwant someone to connect with and
maybe need to learn a little bitmore like that, use you're the
type of person that will go theextra mile for another
(27:13):
individual.
Anne Gold (27:14):
And it doesn't have to be a decision that, okay, we
wanna sell by this weekend. Whatwe do no. I'm gonna wait to I've
got people that are not gonna doanything for 6 months. Mhmm.
But, okay, let me see if anywork needs to be done.
Let me help you through and, oh,your situation changed. You're
gonna put it off a little more.That's okay too. You know, I'm
not an overnight, if you're notdoing it now, then I'm deleting
(27:37):
you.
Crystal (27:38):
And then what happens if someone doesn't know where
they're want to move? If theywanna, like, look at different
places and, like, is thatsomething that you would help
them, like, kind of, maybe theyhave a long term goal. Maybe
they don't wanna move for, like,a year. Right. But they wanna,
like
Anne Gold (27:55):
Then those again are the questions. What type of
lifestyle do you envisionhaving? Mhmm. Is having a large
land important to you? Are youlooking to be downtown where
there's a lot of excitementactivity?
Let's go look at a couple ofneighborhoods. Let's see what
feels good to you and, or areyou planning on leaving the
(28:17):
state?
Crystal (28:17):
Yeah.
Anne Gold (28:18):
And I've got people who are like, well, I don't know
if I wanna go to Tennessee or,the Carolinas or Florida. We I
even have someone who wants togo to Puerto Rico. Great. Let me
connect you with agents outthere who have vetted and
quality agents too, and youcould talk to them about what
your plans are. So again, I'mI'm helping I've been doing this
for 33 years.
(28:38):
I hope to do it for many, many,many more years, and, helping
you through the process nolonger how no matter how long it
takes. Mhmm. I'm here to help.
Crystal (28:48):
And the topic's still building connections through
givers gain, but I keep hearingthis underlying communication.
Mhmm. And it sounds like thatcommunication must be the secret
ingredient to really helping bethat matchmaker, be that
connector. Because if you don'tknow what they need, then how
can you fulfill it? But bylistening, you can find the need
(29:10):
so that you can fulfill it.
Right.
Anne Gold (29:12):
And then and also even down the road, if when they
call me and say, we need to haveour landscape redone. Do you
happen to know somebody? BecauseI do send out my monthly
mailers. I'm trying to think itand they'll be top of mind when
they need someone and they canfeel comfortable knowing I'm not
going to pressure them. Oh,you're doing your landscape.
Are you selling soon? No. Okay.Great. What do you have planned?
(29:35):
That sounds exciting. Let meintroduce you to Caesar Reyes,
our landscape guy, or you've gottrees that are overgrown. Let me
introduce you to Wes Marshburn.He's our tree arborist. He's a
specialist.
And then I could follow-up. Howdid that work out for you? Were
they able to meet your needs? Ifso, wonderful. If not, what was
(29:57):
missing?
And then maybe I can have a oneto one with them too and say,
no, little feedback here. Maybeit was my client, maybe it was
you, but just what was yourimpression of how it worked out
and how can I refer you better?If it wasn't a good client match
for you, what questions was Idid I miss?
Crystal (30:16):
So you're
Anne Gold (30:16):
like, how can I refer you better? What are you looking
for that I didn't understand?Yeah.
Eric (30:22):
Yeah. So so your fall you're you're so you're also
following up with so, like,when, when you give, like, a
referral to somebody, you'realso you're not you're not only
following up with with the theperson you gave the referral to,
but also the refer, refer
Anne Gold (30:41):
yeah. That's it. I think that's it.
Eric (30:42):
The referee to kinda see, like, hey. How did this person
do?
Anne Gold (30:45):
Right.
Eric (30:46):
That's really good because that actually helps, you know,
that that's gonna build yourconnection up with that person
because, oh, because they theysee that you care about how this
other person did for them. Mhmm.It's also there's a certain
level of of accountability thereas well too. That's gonna kind
of just raise raise raise thelevel, I think, on on just
(31:08):
people in the chapter. Right?
Especially if they know, like,oh, Ants Gold's gonna follow-up
with them. If if I don't, youknow, getting if I don't get
this done, you know, quickly orwhatever it might be, I'm not
saying that there's, like, afear aspect of it, but, like, it
Anne Gold (31:21):
Is it accountability? It's accountability. Yeah. Yeah.
Yeah.
And I want my clients to knowI've got quality people I refer,
and I want my BNI family to knowI refer the people to the best
of my ability that they areactually looking for.
Crystal (31:35):
Mhmm. So you like adding value, but you find extra
value because you have all thesevaluable people in BNI, so
Right. You get to look morevaluable because you have all
these assets and resources andtools.
Anne Gold (31:47):
Yeah. And it's not just even our group.
Crystal (31:49):
Yeah. I
Anne Gold (31:49):
had a client who moved to Arizona and she said, I
need a tax accountant here inArizona. Great. Let me look at
our global. Mhmm. And I found 3that she could interview.
I first called them, said,here's the situation. Is this
something you handle? And Isaid, here's 3 people that I've
already spoken to. Feel free togive them a call and see who
fits
Eric (32:08):
you best. So you called them beforehand. You, like, you
vetted them. Due diligence.That's really due diligence.
You know, I did something kindof similar, but I didn't do
that. I just kind of like I justkind of told some family members
who had some problems in an areawith some contractors. And I was
like, well, why don't you youknow, here's a I looked at a
couple of b and I chapters inthe area. And I go, hey, why,
you know, and I sent them, like,the web page for those because,
(32:30):
yeah, each each beingarchitecture has our we all all
have our own kind of, like, webpage.
Anne Gold (32:34):
Mhmm.
Eric (32:34):
And it kinda shows you who the, it shows you the, like,
what they're what they do andwhat what it is. And I told I
just told them just kind oflike, hey, look, look at this
and grab somebody off of there.But I didn't bet them that I
probably should I probablyshould have done that. Although
at the time, I don't think theyreally knew exactly what they
needed exactly. But
Crystal (32:53):
Or next time, you'll just call Anne.
Eric (32:55):
Yeah. Next time next time yeah. Thanks. Yeah. You're
right.
Hey. This is so much easier. I'mjust gonna go, you know what? I
got a great person. Her name'sAnne.
Other than they'll see, like,she's a realtor. I was like,
trust me. Trust me. She's She
Crystal (33:07):
has she's the magic realtor.
Eric (33:09):
Yeah. She's got she's got the connections.
Anne Gold (33:12):
Oh my gosh. So let me teach you at a one to one how to
do this.
Eric (33:19):
Oh my gosh. Yeah. So, no, I'm not gonna send you I'm not
gonna I'm not gonna bombard youwith with with with a bunch of
people to connect with. Yeah.But, no, I I that that I think
is is such an important I thinkit's a really good due diligence
thing actually to to to havethat that vetting process even
with BNI members too.
(33:39):
And because, you know, we don'treally know how other chapters
are necessarily doing. We mightknow our own chapter, but at the
end of the day, there arenetworking groups. And at the
end of the day, it's the peoplein those groups that is what
gonna is what's is what's gonnamake the chapter real.
Anne Gold (33:52):
And I think we have such an exceptional chapter,
that not everybody at this pointcan emulate what we have. So,
you know, some people are justtrying to grow or had a mass
exodus for whatever reason, andthey're just trying to get their
businesses back up. So, again,we have a phenomenal chapter and
we're truly, it's a greatfamily. Yeah.
Crystal (34:15):
It really is. So what would you if you were to, pick
one thing that you've reallytaken away from b and I, what
would that be?
Anne Gold (34:26):
I, I, I really like the, the givers game. Be sure to
give out as much as you can, andyou're planting your own seeds
for your own business. The moreyou give, eventually you will
receive, one of my favoritebooks is The Go Giver, which I
gave away a copy at our lastmeeting. And that's really it.
That's what the whole theme ofthe book was, is listening to
(34:46):
conversations, make theintroductions, and celebrate
other people's successes.
So I really enjoy our giversgain, attitudes. Yeah.
Crystal (34:56):
And I love what you said just before that about how
the follow-up is so importantbecause I think we forget
because it's so hard making theconnections, making sure it gets
together, may you know,following all the steps, but
then the follow-up really doesmake a difference. And being
that connector, building thosebridges, if you don't follow-up,
it doesn't quite feel as strong.What what do you see the value
(35:19):
of the follow-up?
Anne Gold (35:20):
Well, the follow-up again gives it integrity. Mhmm.
And it's and it's sometimes theperson that I gave the lead to
is I I've just been so busy, andthen they even forgot about it.
And that that's no problem. Isthis still a priority to you, or
do you want me to set a reminderand just check-in with you in a
couple of weeks?
But the follow-up, I do think itgives credibility not only to
(35:42):
me, but to the people that I'mreferring. You know? Oh, you
wanna do a podcast? Has Ericreached out to you yet or have
you had a conversation? How didit go?
Eric (35:53):
You
Anne Gold (35:53):
know, I just think it just gives more value and
credibility to both of no. Youryour services, all of our
services, and it keeps thatconnection and conversation
going.
Eric (36:02):
Mhmm. Yeah. That's something I've kinda started
doing is, like, asking, youknow, when to find a follow-up
with somebody too. If if I knowit's, like, they're not quite
ready or a source or somethingor they're like, okay. When
would be a good time, Just so Icould as otherwise, then I'm
kind of left, like, well, now doI
Anne Gold (36:18):
do this?
Eric (36:18):
And I'm like, what do I do? You know? And I kind of I'm
like I'm like, I don't wanna be,like, super pushy. I know. But I
was like, I kinda want ananswer.
Like, sometimes I'm just like,just give me a yes or no. And
I'm like but then I'm like,okay. Let me but but but and
but, like, the asking, like,when would be good to follow-up,
and I've gotten, like, exactdates before. They're like,
(36:39):
okay. I'll follow-up with I Iget back from what whatever it
is on, you know, the 20th orwhatever.
I'm like, okay. I'll put it onmy calendar to kinda follow-up
follow-up with them.
Anne Gold (36:49):
Right.
Eric (36:50):
And, that's, I think, been a kind of a relief, honestly.
Sometimes when I kind of askthat question, I kinda know when
to do it. Me, the systems guy,like, I kind of like I'm I'm
like, I need structure. When doI do it? Otherwise, I'm like, I
don't know.
And the
Crystal (37:03):
structure alert goes off.
Eric (37:05):
I get analysis paralysis, and I'm and then I just won't
don't follow-up. If I don't knowwhen to do it, I'm just like, I
just won't follow-up then. Andthen then that, you know, is not
a good thing either.
Crystal (37:14):
Yeah.
Eric (37:14):
But, I think that's that's a great that's a great question.
Anne Gold (37:17):
Yeah. Ask permission. When would you like me and how
would you like me to follow-up?Is an email? Do you prefer text?
May I give you a call? Cause Iwould prefer a voice contact,
but sometimes it's like, youknow, it just shoot me a text.
So when and how. And then myGoogle calendar is my best
friend. Now I put everything init and in the morning I set my
(37:39):
alarms for my appointments.
So when I need to get ready,where I need to be, I need to
make a phone call at this time,so that I can do what I say I'm
going to do.
Eric (37:49):
Yeah. Oh, yeah. Calendars. I don't know what I would do
without, like, my calendar. It'dbe impossible to kind of keep
track of of of of anything.
When something doesn't make anycalendar, then it kinda usually
causes problems and stuff too.And, you know, double scheduling
something, and then it's like,oh, no. Wait. This didn't make
in the calendar. Like, so
Anne Gold (38:08):
Yeah.
Eric (38:08):
Yeah. The the that that it's all these different tools
that we kind of need to use tokind of help with that. And at
the end of the day, it all kindof put it all pours back to,
like, solidifying thatconnection, I guess, too.
Anne Gold (38:24):
Right. Well and it makes them realize that they are
a priority to me. Mhmm. Okay.You know, I care about making
sure your needs are met.
You are a priority me a priorityto me. Mhmm. And by having it in
my calendar, set in the alarm,making responding the way they
wanna be responded to, they'reheard. That's important.
Eric (38:45):
What about, like, energy management with this sort of
thing? So if you know what thatmean if you know what I mean by
that, like because if you havelet's say, sometimes I've gotten
overwhelmed where I have a lotof people I need to follow-up
with, and I'm just like, I'm,like, kind of getting burnt out
following up with people,especially when people aren't
getting back to me. Then I'mjust, like, oh, I can't really
quite check this off, like, forthe follow-up yet because they
(39:06):
haven't gotten back. Did theyeven receive it? I have no idea.
Anne Gold (39:09):
Right.
Eric (39:10):
And I can't for me, I I I tend to get burnt out sometimes.
And so do you, do you, maybe youdon't get burnt out. I don't
know. Maybe, maybe you're,
Anne Gold (39:20):
you know, until I fall flat on the floor. I do get
burnt out. I do a program. It'sanother book. It's called the 12
week year where you work reallyhard for 12 weeks and then you
take a week off.
And that has been such a greatthing for me because I can go
(39:41):
for 12 weeks. I work 6 days aweek, sometimes 7 for 3 weeks in
a row because I'm available whenmy clients are available. But
then I do take that week off.And so I know I'm working
towards some downtime, and I doschedule in a day here or there.
So you know what?
At this, I just need to recover.As far as people not getting
(40:02):
back to me, if it's a group, Ican send a blind email. So I'm
sending it to multiple peopleof, you know, I've reached out a
few times. I don't want to bugyou. Obviously something, or I
think something may have changedfor you.
Please let me know if this is nolonger something you need, or if
this is no longer a priority, orif you would like me to change
(40:23):
when you would like to becontacted and I can send a group
email, but nobody knows who itwent to except for me. And then
I talk to a lot of people atonce. Mhmm. So that helps.
Eric (40:35):
So you so you you you you're you're basically doing
certain things to kinda make ita little bit more efficient, I
guess. So you're doing so, youknow, is it, so to send out kind
of, like, mass so some of themass emails that that that you
Crystal (40:49):
But also not to make the person feel, like, picked on
individually so that they feellike, oh, this could have been
to all of us.
Anne Gold (40:56):
Right. Right. I don't want them to be embarrassed and
see that there were 28 namesMhmm. And they were included of
they didn't get back to me. No.
As far as they know, it's a oneto one email. Mhmm. Because I
wanna be respectful too.
Crystal (41:08):
Yeah. You
Anne Gold (41:09):
know? And I hope that they respect my time too.
Eric (41:11):
Mhmm. And you're not going, hey. I haven't heard back
from you for for the this is the6th email I've sent. You know?
What the heck?
Get back to me or anything likethat too. Right? Right. So
you're you're formulating it ina in a gentle manner as well
too. No.
That that's good. Yeah. Yeah.The the energy management,
that's the thing that that'sbeen the I think, I feel like I
(41:35):
get I feel like I get drainedkinda quickly sometimes. I'm
more of an introvert, so, like,the you know, all the, like,
social connections, can can bedraining on me, over over time.
The follow-up is kind of a partof that.
Anne Gold (41:49):
I'm actually an introvert.
Eric (41:50):
Are you? Oh, yeah. Okay. Oh, yeah. So
Crystal (41:54):
She'd rather be with her orchids and knitting the
dogs and knitting.
Anne Gold (41:58):
Oh, yeah. I'm a complete I would I'm a homebody.
Eric (42:01):
Yeah. So okay. So that that plays into kind of why you
do it sounds like for the withthe, 12 week year. I've heard of
the 12 week year. I haven'tactually I haven't implemented
it before, but I'm I am aware ofit.
Can you kind of go over, like,what, like, maybe kind of
summarize what the 12 week yearis for people that maybe haven't
haven't, heard of it?
Anne Gold (42:22):
Yeah. It's it's based on sports technology or I'm not
a psychology, that you pushreally hard in certain aspects
and, but you need to recover. Soyou run and recover. And that's
what basically what this is. Soyou push for 12 weeks and, and
then that's the end of youryear.
So some people will say, well,for this year, for me, like, I
(42:44):
would love to get to 18 sales.Well, okay. 1st quarter I only
did 2. So now I need to do 16for the rest and oh, second
quarter only did 3 and then theykeep pushing off their goal. 12
weeks is the goal.
Whatever I did in that 12 weeks,it's
Eric (43:02):
done.
Anne Gold (43:02):
And then I could recover and regroup. And then
the next 12 weeks is a whole newgoal. And it gives a lot of
peace of mind too, becauseyou're not dragging the baggage
with you. So,
Crystal (43:14):
You're not chasing. You're not like playing catch up
while you're still running.
Anne Gold (43:17):
That's it. You're not playing catch up. It's like,
okay, this 12 weeks didn't workout, but I did all the
activities, but it's done. Now Iget to start fresh. Yeah.
And that that gives you thatpermission to keep forging it.
Yeah. Yeah. And just keepsaying, okay, that 12 weeks that
didn't work out for this, let metry this technique too. You
(43:37):
know, if I need to makeadjustments.
So it was a book that wasintroduced to me. I don't
implement it perfectly, but Iimplement it the way that works
for me. And it's truly just pushfor 12 weeks. Make sure you take
that 13th week off. Mhmm.
Oh, and I prescheduled the 13weeks too. I go through my
calendar and this is week 13.
Eric (43:57):
Yeah. And I
Crystal (43:58):
it's it's Now we know why my subs.
Anne Gold (44:00):
That's right.
Eric (44:02):
I, you know, I'd haven't heard of it, like explained in
that in that manner, like as away to to to really like get
these things, like like, certainbaggage, I guess, that that not
baggage, but, like, like, thingsthat you need to get
accomplished Mhmm. Done in thatin that way because I know
there's been plenty of timeswhere it's, like, I know I've
(44:23):
had mental blocks, and and Ithink we all kind of do to
certain to with one thing oranother where it's like, you
know, you need to do these docertain, whatever the thing
might be, but it's just like inthe back of your mind is kind
of, like, nagging you to kindaget it done. Mhmm. I see. So
when you implement the 12 weekyear, it's like, I am going to
(44:43):
get that thing done.
Anne Gold (44:44):
Right.
Eric (44:45):
Like, and along with, I'm sure, some other things as well.
So then by the end of that, evenif it doesn't work out, at least
that thing has beenaccomplished, whatever that
thing is, especially if it'ssomething nagging on you.
Because, like, I mean, I canthink of a few things right now
that I'm like, oh, yeah. I stillgotta get that thing done.
That's been, like, lagging forway too long now.
Crystal (45:05):
It's like submitting your taxes in March.
Anne Gold (45:07):
Right. Well, it's it's also it's also
prioritizing. You know, you'resaying you're there's things
that you're lagging. Do theyreally need to be done? Or do
you really need to be the personto do it?
Maybe hiring somebody andfreeing up your time so that you
can focus on the productiveactivities would be the way to
go. So it's also a way toevaluate how are you going to be
(45:28):
most efficient and effective inserving your clients, your wife,
your kids, and be as productiveas possible, but then also
replenish your own soul at the13th week.
Eric (45:41):
Yeah. Yeah. So I like, the, I think that's, yeah,
that's such a great analogy tokind of for the 12 week Mhmm.
Anne Gold (45:49):
To,
Eric (45:49):
or or benefit from the 12 12 week year. So I'm glad you
brought that up because I'malready, like, aware of it, but
I need to kind of I I think Ineed to look
Crystal (45:57):
at that. Like a mini version of the Sabbath day.
Like, it could take, like, youknow, take one day of rest.
Right. So maybe, like, some ofus, like myself, like you, Anne,
I work all of the days of theweek.
Mhmm. Because when people haveschedules for work, then they
have to accommodate the oppositeof their schedules.
Anne Gold (46:15):
So We work when people don't work, but yet we're
working when people do work too.
Crystal (46:19):
Yeah. Exactly. So you gotta find some joy in it Yeah.
While while you're on thatjourney.
Anne Gold (46:23):
Yeah.
Crystal (46:24):
And you can't really do that if you're not filling your
cup up because then you you getto a point where then it gets
resentful. Then then you don'tdo it out of the love and the
joy, the passion, which youclearly have. And you're doing
it because of all of the rightreasons, and you can't fake that
kind of energy. Like, there'ssomething that comes with the
(46:45):
authenticity. And when someonehas their true intention,
integrity, and just putting itout into the world, like, you
can feel it.
You those are the people thatyou've become attracted to.
Anne Gold (46:55):
Mhmm.
Crystal (46:56):
And you can also feel the opposite. You can feel when
someone has maybe not quite sucha intention, and you're like,
this is feeling verytransactional. I don't know if
that feels like the right fitfor me.
Eric (47:07):
Well, it might even be too. You might be feeling kind
of that way maybe because you'reyou're not getting certain some
of
Anne Gold (47:12):
those things done. Right?
Eric (47:13):
Maybe you're, like, subconsciously stressed about
them as well too. And so, whichis at the end of the day, you
know, kind of tying this back tobuilding the connections. It's
like if you're kind of stressedabout things, that's gonna very
much hinder your connectionbuilding because people are
gonna pick up on, like, man,there's there's stress all the
time. Like, you know, like, theyseem like like like, relax,
(47:33):
like, chill or whatever. Right?
But they're stressed all thetime because they're not getting
those those whatever's whateverthat block is. That's preventing
from getting that thing donethat they need to get done.
Anne Gold (47:44):
So, well, and then you can't give the service that
somebody is requiring to it'slike you, you start going into
your own self of, oh my gosh,I've got to do this again, or
this is not coming through. Andthen you just you're, you're
having your own conversations.You're not having the
conversations with the otherpeople.
Eric (48:02):
So, yeah. Yeah. Well, so this has, this has been great.
And if someone so let's say ifif someone wanted to get in
contact with, with you to, youknow, maybe have a one one with
you or something like that, howwould they contact? How would
they get in contact with you?
Anne Gold (48:16):
Whatever is easiest for them. They can find me on,
Facebook or or or or Instagram,realtor Anne Gold. They can send
me an email, Anne at Anne Golddot com. They can call or text
858-663-0136. You know, whateveris easiest for them.
My name does have an e at theend. It's a n n e. I say that
(48:38):
the e is silent, but theexcellent service is not. So,
but it just, Reach out. Probablybest way would be if they need
to who was that person again?
Anne Gold. Look on Facebook,Instagram, realtor Anne Gold.
Eric (48:54):
Awesome.
Anne Gold (48:54):
And send me a message. Right.
Eric (48:56):
And you
Crystal (48:56):
know she's gonna get back to you.
Anne Gold (48:58):
Yeah. And even if I can't at that minute, it'll be,
I received your message. I'mbooked till this time. When is a
good time for us to call Mhmm.Kind of thing.
Yeah.
Eric (49:05):
Great. So Cool. Well, thanks so much, Anne. And, if
you got value out of thisepisode, share it with share it
with with a friend. If you knowsomebody who's maybe struggling
with building connections, thiscould be a great, episode for
them to hear.
I know that they will beexponentially appreciative of
(49:27):
you sending that to them. Andthat's also how we really, grow
this show is by sharing it withour fellow BNI members. So
thanks so much for forlistening, guys.
Crystal (49:36):
Thanks for tuning in, your lovely audience. Thanks for
Anne for joining us, and we'llsee you next time. Don't forget
to log your CEUs. Thank you forjoining us for the business
boost hour. My name is CrystalPravette and this is Eric
Buells.
Thank you for joining us anddon't forget to document your
single CEU. See you next time.
Eric (49:55):
See you in
Anne Gold (49:55):
the
Eric (49:55):
next episode.
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