No One’s Coming to Save Your Real Estate Career → But Consistency, Grit, and Follow-Up Just Might.

Episode Transcript
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Colleen Basinski (00:00):
The moment everything changed.
Welcome back to Do Epic Shit.
I'm Colleen Basinski and I'mKim Neill.
And here we are.
Episode seven, Can?

Kim Neill (00:12):
you believe it's seven already.
Yeah, we're like rocking androlling.

I'm telling you, I'm surprised we lasted
this long.
No, pretty determined.

Kim Neill (00:21):
Yeah.

I think I'm pleased you know what.
It's kind of in sync with howwe are in our business, which is
a perfect segue to what we'regoing to talk about.
Because today's episode is realestate tips and tricks for
success.
From Chaostic Clarity, how realestate gave us life a mission
and a whole lot of lessons worthsharing.
That ain't the truth.
Right, I'm excited about thisone.
Actually, this one is prettygood.
I know you were kind of like Idon't know yeah.

Kim Neill (00:43):
I wasn't feeling the whole, you know, but I always
manage to rope you in some wayor another.

I know right, it's been like the history of
our life.

Kim Neill (00:50):
I think you gave me either this or that, so actually
this one is pretty good.

So let's be honest this business is not for
the faint of heart.
God no.
Didn't about that at lunchtoday.
This week in itself has beeninteresting to say in the league
, I'd say, well, it's been moreinteresting for you than me, but
I think you had an interestingweek two weeks ago.

(01:15):
It's like it changes, right.
Yeah, it ebbs and flows.

Kim Neill (01:16):
Yeah, and I think it just comes with the business the
more business you do, the moreobstacles and hurdles.
Well, we're going to dive rightin.

But if you like what you're hearing,
subscribe, like, follow us.
We're on Amazon Music Podcast,spotify, apple Music Podcast.
We're on iHeartRadio and justfollow us on Instagram, tiktok
and Facebook.
We're there Like, subscribe andfollow us.
So we didn't start with trustfunds or luxury listings right.
We started with grit,determination and a dream.

Kim Neill (01:44):
I started in some not so safe situations.
I'd say I would agree with that.

And if you think back even further, like I
think I started with like $14 inmy bank account.
Maybe I don't even think I hada listing appointment yet.
I think I had a buyer, an openhouse my first buyer was from an
open house and a dream to makesomething happen, yeah, agree
with that.

Kim Neill (02:04):
I think you have to have that vision or that.

Like I can do it to get you started and I'll
say that this business gave meeverything career, confidence, a
path for sure, the momenteverything changed so I think
about like if I go back evenfurther before I got into real
estate, like when I had myoldest son.
I was homeless with a baby,just trying to figure out what I
was going to do with my lifewhere.
I was going to go, thought I wasgoing to go to college.

(02:29):
That didn't work out so welland you know there's different.
I watched some of these videosabout homeless and thank God I
wasn't like homeless living onthe street, on the sidewalk, but
still, like you know, whenyou're surfing from couch to
couch and finding something,figuring stuff out, where are
you going to go and where areyou going to stay?
What's?

Kim Neill (02:43):
going to happen.
There's a lot of uncertaintythere.

But that hustle, I think, is what forms
us and what gives us the gritand who we are inside, right,
and that's how you know.
We built it Like I built itinto a multi-state brokerage
ownership and team and into whatwe're building right now.
I mean, if you think about it,our group, we did.
And into what we're buildingright now.
I mean, if you think about it,our group, we did we put $9

(03:06):
million under almost $9 million,like $8.7 million in sales
under contract just last month.
That's crazy, right To thinkabout we just started.

Kim Neill (03:15):
I wasn't even selling real estate full-time last year
.
Yeah, I was just going to say,and you were even with like, we
hadn't even like formed thisstuff.
Yeah, it hasn't even been ayear.

I mean we're going to do big things.

Kim Neill (03:23):
this year we got some numbers.

What's better than the numbers is the impact
that we have on the lives.
True Think about the peoplethat we're helping in the
day-to-day.
And I think that thread willweave through what's helped make
us successful and what we'regoing to talk about today I
agree.
So, kim, what was the momentyou realized you could actually
build a life in real estate?

Kim Neill (03:49):
I the moment you realized you could actually
build a life in real estate.
I was probably four years inand I think, like I came from
stay-at-home mom Stay-at-homemom for 10-12 years I did a
couple deals back in 2012, 2013.
You know you're dabbling in itand when I came over to where I
met you, that brokerage.

Yeah, for me too, not just you.

Kim Neill (04:03):
I mean like, yeah, absolutely you've impacted my
life in a lot of really positiveways and I'm very grateful for
it so when I came there, youknow they would say again you
know you'd have people oh Kim,you could do this, you could do
this, you could do this.
But you never really can feelthat.
You're always like, yeah, butI'm just a stay at home, mom, I
don't care.
I think it was probably fouryears in and you should know

(04:25):
this too, if I didn't get thathundred thousand dollar trophy
or that cappers trophy.
I was mad, I was pissed.
I think I missed it one year bytwo.

Three hundred thousand dollars, or the cappers
but I also think peoplediminish how important
recognition is.

Kim Neill (04:40):
Like we don't do this for the recognition now the
recognition helps make us feellike we're on the right path it
sure does, even not so much now,because now I feel like I'm I
mean I'd like, I still likeseeing your face out there when
we talk about who's the topproducer.

Yeah, I'm like you.
Go, kim, you still got it butit was.

Kim Neill (04:58):
It's not as important to me now as it was back then,
because here's the reason I wasworking so hard.
You know to try and build and,like you said, it's nice to be
recognized along the way.
So you know you're, you're inthe grind every day.
You know so many people arecoming at you.
Do it this way, do it this way,do it this way, and you're just

(05:19):
trying to navigate well, andyou don't know who's telling you
the truth and who's full ofshit.

Yeah, who to follow and where to go and what
to do.
So we're going to talk aboutwhat to do, like how we built.
You know this is my 25th yearin the business.

Kim Neill (05:31):
I don't even know what am I 15?
At least, yeah, at least.

So I mean, obviously I wouldn't say we've
made it, we've arrived.
But I would say that, likeanyone who can last with that
type of longevity with this istheir full-time career and their
sole income.
And I heard you on the phoneearlier and I'm going to share
some of your personal, personalshit you probably want me to
share.
But like you're gifting moneyto your kids so they can buy
their first house and like doingthings that really without that

(05:57):
, without real estate, youwouldn't be doing no way.

Kim Neill (05:59):
No way it has.
Oh, I will say this it hasopened so many doors, so many
things that I never thought I'dbe able to do, like that Pay my
house off, buy a new car, buyvacation.
You know what I mean.
It has allowed me to do a lotof things that I never thought I
could do.
Well, you guys too, I mean, Ican never imagine.

First of all, before I got into real estate, I
wasn't a homeowner.
I'd never been a homeowner.
I was a renter.
I was a single mom with kids mynow husband and he wasn't a
homeowner, he was a renter.
We didn't know, and so realestate really caused us to be
able to have these opportunitiesand to create this life and pay
it forward to our children andto create, basically, a legacy
for generations to come.

Kim Neill (06:38):
I will say this getting into real estate and
working hard and doing whatneeded to be done has changed
the course of my life, and thekid and my kids for sure.
You always think about like youknow, you get married, you're
young, you're starting off, youknow, and you always look at
like, oh, I wish I could do that, oh, but I can't.
I mean gosh.
No, all right, my kids weresmall at the time.

(06:59):
Your kids were small, so likeyou're in a different mode.
But to see the opportunitiesthat come your way just because
of this is phenomenal.

So, side note, I don't want to bunny trail off
track, but I have to share thislittle story with you.
So I was talking to my son thismorning so he just came back.
He just finished his second.
He already had a law degree.
He's already a barred attorney.
He went back to school to get aspecialization in the legal
world called an LLM.
I don't know what thoseinitials stand for, but
basically, instead of just beingan attorney now he's got a
specialization in tax, so he's atax attorney.

(07:27):
He's going to work for a majoraccounting firm or whatever.
But anyway we're having aconversation this morning, and
so he was in Nashville for theweekend with all of his friends
that he went to college with.
So they're all lawyers anddoctors and everything else, and
they're looking for rentalsright, because they're all got
new jobs and they're making$200,000, $300,000 a year, right
, and they're like, oh, we don'tneed a realtor.
And my son, you know what?

(07:47):
I got to give him mad props forthis.
He goes.
Well, I can understand yourposition.
He said to them and he'stelling me the story this
morning he goes.
but I got to say I grew uparound real estate agents and
they work hard, they of collegeand everything else.
He goes, yeah, there are somerealtors that suck, that are
lazy, that don't know whatthey're doing, that just shuffle

(08:08):
some paper around and don't doit.
But when you get a good realtor, they're worth every penny.

Kim Neill (08:12):
So shout out to you.

Kyle for giving us those props and
realizing it, and so we're goingto talk a little bit about this
so.
I felt that was a relevant storyand timely.
It was this morning literallythis morning, we had this
conversation about thedifference between what it takes
to really be that kind of agentand be successful.
So this should appeal to notonly agents that are either
thinking about getting into thebusiness or struggling and need

(08:35):
to know what it takes, or evenconsumers out there that are
thinking like what am I lookingfor in the agent that I want to
be in relationship with Superimportant so let's just jump
right in.
So I have down here the nextthing we're going to talk about
are the top five tips for realestate success.
So the first one I have downhere is consistency wins.
What does consistency look like?

Kim Neill (08:54):
You know what for me and I think for most people and
it's such a misconception.
People think you're real estateagents, you make your own
schedule, you work your ownhours, and it couldn't be
farther from the truth.
I used to tell my husband yougo to work, you clock in and
don't get me wrong, it'sphysical labor, it's in the
trades.
You know, you clock in at sevenand you clock out at three and

(09:15):
you're done, and at the end ofthe week you get paid for your
hours of work.
Real estate agents, you are inthe nitty gritty every every day
.

You want to make money, say that we are not
allowed to have a lifeabsolutely set boundaries.
I think you can set some sortof boundaries I think, as you
get going, but I also think that, depending on the client,
sometimes they need you and so Ijust think so you're talking
about that clocking in and out.
So I mean I'm 25 years in thebusiness I could easily step
back and just let the rest ofthe team do the business, but

(09:44):
I'm the type of person.
First of all, I got to walk thewalk.
That's who I am, and when wewere building this thing and
bringing this back together andbuilding the team that you
helped name, it was important tome that I was authentic in what
I was talking about.
And I will say and it's notevery day but yesterday I
started my day at eight o'clockin the morning.
I was out, I had to go meetwith a lender.

(10:10):
I had to go meet with a client,then at the lender's office do
a buyer consultation.
Then I went and showed theclient a property.
Then I came back we grabbedlate lunch at like 2.30.
Hadn't eaten, didn't get to eattill lunch till 2.30.
Then had to go send some moreemails, make some more calls.
I was laughing because I waslucky enough to have Bart
driving me yesterday so I hadhim tagging along.
So I'm like have my and I lovepro tip.
If you can get wi-fi in yourcar, if you can afford it, get
it, because I pull that laptopout and I am on it in there.

(10:30):
I know you can work phone, butit's not the same.

Kim Neill (10:32):
It is just not the same.

I mean, I'm on there working, he's driving,
we're working.

Kim Neill (10:36):
Then we got back.

I dropped him off and then I went to an
inspection Inspection's twohours you gotta sit there like
there's and, yeah, I could haveeasily like pawned it off and
said, oh, just I'll let theinspector in or get permission
from the seller.
The seller's agent reallywanted me there, which I didn't
care, because I need to be therefor my clients.

Kim Neill (10:50):
I need to.

I'm first-time buyers they needed to know that
I had their back, that Isupported them.
Help, help them answerquestions, because this it's the
biggest purchase financialtransaction someone makes in a
lifetime.
Most of the time, yeah, youknow there are people that, oh,
there are people that areinvesting in other things and
doing other things, but for theaverage person, when they buy

(11:11):
their home, it is the largestsingle financial transaction
they'll ever make in a lifetime.
Do you understand what kind ofresponsibility that is?

Kim Neill (11:19):
And for me to just say, oh, just go out there.
Absolutely I can never, cannever, I never to be that
flippant is really condescendingand disrespectful, in my
opinion, and it's like for mewhen, when I see agents do that
and I'm one of those agents ifyou're gonna, unless it's vacant
and a rehab house, the buyer'sagent's going, you're going to
the inspection.

I've missed some inspections, like I had an
out-of-town buyer that wasn'tgoing to be there for the
inspection and the house wasalready vacant.

Kim Neill (11:45):
I'm like get permission from the listing
agent john goes out there uh,john's one of our inspectors
that we recommend.

He's awesome, john black.
He goes out there, he does theinspection, he gets the report
back me sitting there with himwhen the buyer's not there and
the house is vacant is not doinganything but if my buyer is
able to be there, especiallywhen they're a first-time buyer.
Shame on you if you're notthere.

Kim Neill (12:06):
And it allows you to understand what's going on in
the house too.
So when the attorney, whenyou're handing off, when they
get that, 118-page report andthey are having a meltdown.
Yeah.

And I'm like, okay, does that happen this
morning?

Kim Neill (12:18):
So she got the report .

She's like, oh my gosh, I'm freaking out and
I'm freaking out and I'm likeit's okay and I used my friend
chat chat, gpt chat burke callsit chat, your friend chat.
So I used my friend chat and Ihelped and he didn't write my
answer, but he helps organize mythoughts because I ramble a lot
, yeah, and so I'm like ramblingand rambling and rambling and I
help, he helps me organize sothat I could respond to my
thoughts about the report andthen I did another 35 minute

(12:41):
phone call with the client towalk them through it.
She's like, oh my gosh, Thankyou so much.
That makes us feel so muchbetter.

Kim Neill (12:49):
Because that's what they just want to be calmed down
.
They want to understand theprocess.
That's like me going and buyinga swimming pool and you left me
my hair.
Go pick one out, have itinstalled.

Well, and think of the fraction of the
amount that costs compared to ahome.

Kim Neill (13:03):
Well, and think of the fraction of the amount that
costs compared to a home, ohyeah.

Yeah, I agree.
So I know that's a little offtrack, because we were talking
about consistency, oh yeah, butI think these are important
tools for people to understandwhat it looks like to be
successful.
It doesn't mean that you justwrite a contract, toss it on the
side.
Now I have a transactioncoordinator, I have a marketing
person, I have an operationsmanager, we have another.

Kim Neill (13:23):
VA starting.

We have help, but when it really matters,
we're there in the thick of it.

Kim Neill (13:27):
The help is help, it doesn't replace it, yeah, and I
feel like, even though, with allthat back-end work, the clients
don't really know that, I mean,all they know is you.
You may have the inspector orwhatever, but really you're the
go-to.

When you're the one with the 15 or 20 or 25
years of experience that minimumwage or slightly above minimum
wage admin.
They've been on an inspection.
They're not equipped to handlethat conversation.
Now, if it's something thatneeds to be put in DocuSign and
a signature sent out, that's awhole other story right, but in
terms of consistency.
I think consistency, how thisrelates, is in how you show up

(14:03):
for the client on a consistentbasis.
I think also communication on aregular basis and, quite
frankly, you're going to have toput in the hours If you think
this is a job where you're goingto just phone it in and not
actually put in the work findanother career?
Yeah, find another career.
Do you remember when somebodytold us we could do
non-discipline?

Kim Neill (14:21):
That's what I'm saying.
It was.
You don't have to go to everyinspection.
People would stand up there andpreach it yeah you can be out
of here at five o'clock to makea visit, and you can, you might
can't, you might be able to.

You might be able to, but you're not going to
earn the respect and the repeatbusiness of those clients.
You're not going to get thereviews that, no, my, my ego
needs those positive reviews soif you've done business with me,
please give me a positivereview, thank you.
But also, I don't feelfulfilled by just doing that.
The fulfillment comes and whenthe client sends you that

(14:53):
message, like you sent me theother day, about how happy they
were about everything you didand how they couldn't have done
this without you.

Kim Neill (15:00):
Yeah, I was at a closing this morning.
And the husband said Kim, I'mso glad we walked into that open
house and I said, thanks, Iappreciate that.
And she said, kim, we burnedthrough two or three agents.
You know what do you say?
You don't ever want to you know?

No, you can talk about what you do without
diminishing what someone elsedid.

Kim Neill (15:18):
And I just said I'm happy to help.

And so then the son flew in from Texas and
said you know, kim, I wasthinking about getting into real
estate, I go now you're goingto steal my client, but he
probably needs a good mentor.
That's what I said.

Kim Neill (15:32):
I'm like yeah, so I gave him the school whatever but
it was just nice to hear that Idon't have to see do anything.
At least he said that to me.
I felt good about it, I walkedout and that was it, so it was
nice.

What else does consistency look like for you
in business?
Follow up like a boss which iskind of a play on words, because
the crm that we use is holy cowfollow-up boss, and I know what
you're trying to talk aboutright now are we gonna talk
about chet chet?

Kim Neill (15:57):
yeah, go ahead.
I insane.
So I think follow-up always wasmy thing anyway me too.

yeah, like it's just, I'm like a dog with a
bone.
I will follow you down the endsof the earth.
I'll follow up with you, followup with you and follow up with
you.
Yeah, where the challenge Ithink comes in is as you add
more and more leads to yourpipeline and your capacity to be
able to follow up with everyone.
I don't ever want to lose alead.
No, here's the thing we'rehuman, we're going to lose
people.
You have to be okay with notevery person working with you,

(16:23):
not getting every listing, notevery buyer choosing to work
with you.
Sometimes you're like, oh, thatbuyer bought with someone else.
How did that happen?
Right but the consistentfollow-up.
So we're talking aboutconsistency and then going into
follow-up.
That's the key.
That's one of the keys of beingsuccessful in this business.
And so the capacity to be ableto do that at a high level is
going to be dependent on some ofthe systems that you have your

(16:44):
systems, your tools, your text,your check-ins, what are you
doing?
and so talk about chat now.

Kim Neill (16:49):
So I was.
I.
I gotta say, and you know me, Iam not techie, I'm not yeah um,
but I was doing my follow-upthis week and I saw the little
stars and the little and I wasactually following up with.
So you were doing it manually.
Yep, I was doing it manually.

You saw, there was a new tool in our CRM.

Kim Neill (17:10):
It was insane.
I was so damn happy because itliterally from all the
conversations, all the emailsthat I sent out over the past
couple months.
The past couple months, youliterally click on the little
tool and it writes the textemail, whatever you need based

(17:35):
on the conversation or theinteraction you guys have had,
from phone call to emails, totext, you should have seen me go
to town.

Well, you would see, it expands your
capacity to be able to help morepeople because you can follow
up and what would have taken youprobably four hours?

Kim Neill (17:47):
you were able to do an hour at least, because I said
my goal was to do 50 and Ithink I got to 52 and maybe a
little over an hour, but withthat for two days I did that.
I think the first goal I hadwas, like, I'm gonna do 30, see
how it is.
The next day was 50, I did 52.
So that's 82 follow-up in twodays, two hours, along with my

(18:08):
showings and closings andwhatever and I had a final
walkthrough.

Yeah, you're going to put together a closing
basket and gift and yeah, likethere's a lot, it's not just hey
, show up to closing, grab acheck.

Kim Neill (18:20):
Yeah, no it's final walkthrough, do all that, but
out of those 82 I had 12 peoplerespond and three clients, one
I'm actually taking out tomorrowso three, four months ago,
people that came in literallywere like okay, we're ready.

Well, and I think that's where the gold is.
The four.
There's a saying.
It goes the fortune is in thefollow-up.
That really is true.
Like you know, anyone who'sjust looking for that immediate
gratification in this business,you're not going to be
successful.

Kim Neill (18:48):
It's not sustainable.
No, because you constantly haveto be coming in.

And when you get that Zillow lead or that
Movoto lead or that listings tolead or wherever that Facebook.
Google Instagram wherever thatlead's coming from.
They're in a nurture stage atthat point you're gonna have to
nurture that lead for a periodof time so some of the people
that we're talking with.
I have a closing next week withsomeone who I met at an open
house last year yeah, mine too.

(19:13):
I've been working with them forover a year showing them
property.
No I, this was may of last year, so now we're almost in june
and they're closing june, so itwas over a year.
But like, like, literallyfollowing up, checking in,
seeing how they're doing, whereare they at in the phase,
helping them with all of thingsexplaining real estate, showing
them properties, finding outwhat's important to them, where
they're at in their lifestyle,what's important for their kids,

(19:36):
schools, all of these thingsLike that's the fortune is in
the follow-up.

Kim Neill (19:40):
It is Follow-up like a boss.
You know what?
Follow up like a boss.
You know what.
It's funny we're talking aboutthat because early on in my
career, when I came in, I was atsome something um, and was
hearing somebody speak and theysaid I don't know why and it's
been 10-15 years- later.
I remember somebody sayingfollow up, your money is in the
follow-up, your money is in thefollow-up.

And I was like well, even back to the days
when I was a recruiter, when Iwas like out of the sales end of
it and in the office building agrowth phase of building, you
know real estate offices.
The most success I had wasfollow-up, follow-up, follow-up.
So I mean, that's where you getit.
It's not the first time, thesecond time, it's sometimes the
eighth or the tenth or thefifteenth time that that person

(20:20):
is ready now.
I had the buyer that I met withyesterday, with the lender that
I did buyer counsel someone Imet four months ago that's
finally was finally ready tohave a conversation.
She was still worried aboutlike ooh, can I qualify what's
gonna happen?
I'm nervous about this, I'mnervous about that.
But the fact that I stayed inbusiness with her and then the
other one I wrote last weekendand we didn't win the offer
because on the property but, itwas a lead that I got over a

(20:43):
year ago from Facebook.

Kim Neill (20:45):
And she said you know , I have a friend, that's a
realtor she goes.

But I really like how persistent you are and
how much you really.
You're sending me listings,you're doing things.
My friend just wants to waitfor me to find something and
tell her to show it to me andwrite a contract she goes.
I need someone who's activelyworking for me.
That's the difference I thinkabout and we're talking about us
, but I think about some of theagents in our team that are
doing really well right now.

(21:07):
Yeah, Like okay, Katie, you'rekilling it girl.
She's on fire, but she ispersistent with the follow-up.
She's in those Facebook groups,the mom groups, she's meeting
people.
But then she takes it one stepfurther.
She's looking in the privatenetwork, she's finding
off-market opportunities.
Like she works, yeah, and that'swhat it takes, I think, to be

(21:28):
successful in this corey samething, like, I think, corey's on
fire and I love seeing theyoung people who have success
like they're learning from usand they're doing all the things
right, and kristin like if Ithink about like the three that
are really, that are youngthey're to just yeah, oh, take
it out, take it off, but that'swhat they're doing.
They are just tenacious.

Kim Neill (21:46):
Tenacious is the word and they watch us.
They're watching us and they'reseeing.
You know, I feel like whenyou're on the phone all the time
and you're busy and you're,they are listening.

Well, I make all my phone calls to all my
clients right there in the likeour office, the way our setup is
and I know people are I have tohave a private office.

Kim Neill (22:08):
I don't want a private office.

First of all, I'm too social.
I don't know I act like I'mantisocial and I don't like
people, but really I want to bearound people it's important.
So we have like a big likecircle of desks that are on the
outer perimeter and then theinner perimeter.
We have like a big shared tablewhere we can do training and
have office space and we havetwo rooms set up like that.
We have private rooms ifsomeone needs to go and make a
call.
That's private in nature, butwhen I'm making my calls to my

(22:29):
clients in terms of leadgeneration, I'm doing it right
there in front of them so theycan hear me over and over again.
And I have watched Corey grow interms of how comfortable he is
on the phone just by how muchhe's listened to me on the phone
, which is so fun.
That's how I learned too, justby listening in our little
bullpen when I think about, too,like the follow-up follow-up
boss when I think about textsand check-ins one of the things

(22:52):
I love about and you can havewhatever CRM.
Any CRM is going to work if youuse it I just happen to love
follow-up bosses.

Kim Neill (22:58):
They should be paying me yeah, it's like right, maybe
they'll run an ad for us here.
No, I'm just kidding really.

But the other thing that's nice is you can see
how many text messages, calls,emails, drip campaigns the
people that I'm working with.
There's like 240 text messages,619 texas like it's not a small
number, a lot but I mean you'redealing with someone's single
largest transaction they're evergoing to make in a lifetime.
Do they have to feelcomfortable with you, that they
have a solid relationship withyou?

Kim Neill (23:24):
I think so.

Let's talk a little bit about brand.
So brand loud, brand, real,real.
Play on words, but show yourpersonality.
I think that's so important.

Kim Neill (23:33):
How important is that ?
So you can talk to people aboutthings.
But you have to have thatconnection.
You have to connect with themin some way.

And.

Kim Neill (23:43):
I feel like that puts the icing on the cake.

I get a decent amount of business from social
media and it's not from like Arewe talking branding In general?
But I know my personal.
So I mean we have marketing,we've got good branding.

Kim Neill (23:56):
I think our branding is great we, I mean we have
marketing.

We have.
We've got good branding.
I think our branding's great.
We have fantastic.
We have a great marketing team.
We've got Corey oversees all ofthem, I don't know.
Let's just give that kid ashout out.

Kim Neill (24:05):
He is.
Corey is great, so he'sbuilding a phenomenal sales
business and he oversees theentire branding team.
He's doing well.

But in terms of like our marketing, we've got
a clean, consistent brand.
We've got systems that happen.
So when there's an open house.
that happens on one of ourlistings.
So if you list with us, it'snot like, hey, let's do an open
house tomorrow.
There's a whole brandingcampaign and process and image
that happens for about 10 daysleading up to that and so it's a

(24:31):
whole process.
So we're.
I mean, how many people did wehave through Jan's open house in
Homewood last summer?
Over 150 people.
The exact number was 174.
Ooh, A lot.
In how long was that open house?
Three hours, Three hours, 12 to3, 174 people through.
Do you think that was?
We just showed up and put asign in the yard that day.
God no.

Kim Neill (24:50):
No.

But I think that's where branding happens.
So, and not just branding, butsystems and processes that help
blow into that.
So we're we're starting 10 daysout.
We're like, okay, what kind ofads are we going to run?
How are we going to market it?
What kind of signage are wegoing to do it?
How are we planning ahead oftime where we're going to put
our flyers out in the name, likeall of the things that we're
doing and if anyone wants, our20 step system on how we do an

(25:13):
open house think it's 174 peoplejust send me an idea DM.
Follow us, like us.
And send us a message.
We'll share it with you, butthat, I think, shows.
It shows who we are.
It shows our personality.
We're doing personal videos, Ido you do way more than.
I do, but even when I look likean idiot, I'm still doing
videos.
I mean, like people want toknow who I am.
You bet want to know thatyou're out there working for

(25:35):
them, that you're doing what ittakes, that you're not out
freaking bike riding and likethat.
You know what I mean.
Yeah I do like are you workingfor me or are you just waiting
back to collect a paycheck sothat you can go hang out on a
mountaintop?
Sure, yeah, right.
And I think packaging it alltogether in a professional way
is important too, because I'veseen, don't get me.

(25:55):
I, I didn't want to go downderby and tell me but I'm going
to.
Yeah, I have seen shabby shitty.
I think juju could make bettermarketing pieces.
Like it's not, we're not in the1980s, we're making a flyer on
a word document.
Like there is canva is not thathard guys like learn it and if
you can't do it, hire a virtualassistant.
For like six dollars an houryou can have your shit look

(26:16):
better like.
Don't be a dummy.
This is someone's singlelargest financial transaction
they're gonna ever make in alifetime.
Make in a lifetime.
How did I say that correct?
yeah, single largest financialtransaction they'll ever make in
a lifetime.
Hire a professionalphotographer, do the drone video
, do the video and haveprofessional marketing pieces
that you post online.
Now that doesn't mean I don'tstand in front of the house and

(26:37):
do a real video of like hey, hey, here's where I am, but I also
have on my website and on mylisting that professional video
too.
It's a combination.
You have to marry both together.
If all you're doing is your ownhomemade shit, then you know
you're doing your client adisservice because you're being
a cheap ass.
Sorry, I get on.
I get a soapbox about that inthe story.

Kim Neill (26:55):
I made you start doing videos I know, actually,
as we're talking, I have an openhouse tomorrow and I'm like I
might as well just do one, do avideo.

But even the, the professional, I'm like being
your photographer to do that,like send them out there and do
it yeah because what we did 10years ago is not what we need to
do today and I think the agentsthat aren't willing to evolve
and change with what we need arenot going to be in the business
in the future, and you're doingyour clients a disservice,
you're doing yourself adisservice, and if you have team
members, you're doing them adisservice too, I agree.

Kim Neill (27:21):
I feel like that, with all the AI that's coming
out, if you don't jump on I was,you know me and TikTok.
I was on there and they weresaying hey, you got me in the.
Tiktok I can't live without it.
They said they had this guyselling a course.
It is what it is and it waslike if you're not on the
bandwagon with ai, you knowlearning it and evolving with it

(27:42):
.
You are literally gonna be left.

You're dying.

Kim Neill (27:45):
You're literally dying a slow death and you don't
even realize that, and I wouldhave never hopped on board had
hadn't check been rolling in theoffice for the past month well,
when I met with um, I met withthis lender yesterday and we
were just taught we're justbullshitting about stuff and I'm
like, why is?

and like you should have seen, like I opened
up a whole new dimension to thisworld.

Kim Neill (28:04):
He's like holy crap, eileen and it's not my lender,
it's just somebody I was havinga conversation with.

He's not like a business partner, or anything
but, like you know, I appreciatesharing knowledge and
information.
I'm not trying to pat myself onthe back.
I am not the the guru of gurusI know enough to make myself
dangerous but just the fewthings that like if you grasp
onto and learn.
I will give props to my companythat I'm affiliated with right
now because they have jumpedinto social media, video and AI

(28:29):
like nobody's business and havebeen pushing it for a while.
So I feel like I'm able to staymore relevant and with the
younger crowd in that but stillkeep my experience and my
professionalism, and that's areally fun thing to do.

Kim Neill (28:42):
It is Because I woke up today and one of my deals was
dying, and you know I can loseit too, like anybody.
It was personal, it's my son'sand I instantly, 7.30 this
morning, get it and I thought nodon't do it chat you know how I
started it chat.
Please make this email sternbut friendly.

There you go, and three paragraphs I mean,
because I know you were likehalf you stupid a-hole, yeah,
right, yeah and so that's ourinitial reaction, and so
allowing us to articulate how wefeel, but in a professional yet
, yeah, friendly way absolutely,it was great, I will.

Kim Neill (29:23):
You can't once you're in, you're in, once you're in.
Ai, you're in.

Yeah, it's good, it is going back to brand
a little bit, and you know likeI'm a little obsessive about
like how things look and I likeI did you just yell at some yeah
you just yell at cory was what.
He's like.
I don't understand, colleen.
I'm like that looks like shit.
He's like, well, at least I'mdoing it.
I'm like I understand.
But you know what we are?
We're the front face, we'reportraying an image and he, he's

(29:50):
doing a phenomenal job.
But if I don't communicatewhat's important to me and how I
want the brand to look and whatI want then it just continues
like that.
And so that was theconversation.
I'm like hey, I could have justlet it.
I just could have said notanything and not hurt your
feelings, but at the same timeand then.
So then he's got to convey itto the marketing assistant and
tell him like, hey, we want ourimage to look more like this,
and what's that going?

Kim Neill (30:09):
to look like and how's the brand of?

branding that needs to go alongside that.

Kim Neill (30:19):
Yeah, I agree with that.

And I see some of these agents that put photos
up and they're sideways, orthey've got something that looks
like a 1980s Word documentflyer, like if you're using the
MLS flyer, like that just putsthe photo in the.

Kim Neill (30:32):
I hate.
Look at your face when you walkinto a listing and they have
them stapled together.
You know what I'm talking about.

It's the flyer .
It's got the big photo in themiddle and then just like the
bullet points and it's like aword.
It looks like a 1980s worddocument.

Kim Neill (30:45):
That's our other, there's no other way to describe
it yeah.

And so when you click on flyer from the MLS,
because you don't know anybetter.

Kim Neill (30:51):
That's what it gives you.

Yeah, sorry, I'm not going to jump up.
It's ridiculous and you see thestuff that oh brand matters.

Kim Neill (31:09):
It does, it does.

Polo wouldn't put it out.

Kim Neill (31:12):
How about Apple, you think?

Apple would put an ad like that out God, no.
What are some of the other bigcompanies that are out there?
Amazon?

Kim Neill (31:18):
Yeah.

Like commercials.
What are some of the companies?
How about some of the carcompanies?
Would they have something thatlooks like that?
No Brand matters, Image matters.
I mean, you don't have to drivearound in a high-end vehicle
and you know $2,000 suit, buthow you present your properties
matters my boy.
I do like him.
He's a great person.

Kim Neill (31:35):
I love him.
His brand is great.
His brand is great His image isgreat.

His message is on point but you know what?
He keeps his brand at thatpoint, but he's still humble.
I saw him talking about eatingpeanut butter and jelly
sandwiches in the car all thetime, so I got to give him that
shout out, but anyway, so nextitem.

Kim Neill (31:51):
We're zooming right through.

We're running out of is know your shit?

Kim Neill (31:55):
yeah, right here, shit and if I don't, you have
just, I mean, I'm neverembarrassed half but I'm saying,
like market stats, you need toknow what's going on.
Oh, you're talking about, knowthe market neighborhood
expertise.

That's your confidence builder like you need
to know what you're trying ifyou're going to do an open house
, you go pull the cops in thearea, you research the neighbor.
You don't walk in there like,well, I don't know how much old
is this.
What is that?
How much are the taxes?
What's going on in thecommunity?
What are the schools?
I had an agent the other daymaybe it's a couple months ago.
I took this buyer out, I'mshowing them properties and they

(32:27):
want a specific school district.

Kim Neill (32:29):
So neuqua valley and naperville oh yeah, very popular
school district people just diefor this school.

It's very highly rated, it's one of the
higher rated schools and peoplereally want that school district
.
I have another one right nowthat wants Waubonsie, which is
another Naperville one, butthat's another story for another
day.
But they wanted that specificschool district.
We looked at like 15 properties.
They find the one.
Now I'm basing it on theprintout the MLS what they put
in the MLS.
I'm standing up making sure nofire, looks at me and says are

(33:00):
you?
sure this is neuqua valley andI'm like, well, I don't, let me
pull the boundaries and doublecheck.
We're in the general vicinityof it.
But I didn't look street bystreet of the boundary map but
the listing sheet said neuquavalley I have I called the agent
?

Kim Neill (33:11):
she's like oh yeah, I think it is.

I'm like you think it is.
She goes well.
My husband works for theschools.
I'm sure it's right.
Shame on you because I went andpulled the boundary map and
sure enough it's five blocksacross the line.
It was not in neuqua valley ohnot only that she had, that it
had no basement.
It had a basement and I don'tknow what else she had, but I
was just like over half mybuyers were so devastated.

(33:33):
Because, here we look at allthese properties, they fall in
love with one.
This one, it's the one, andthey needed to be in that school
district.
They wanted to be in thatschool district.
And now, not only do I looklike a moron, the listing agent
was like oh, first I and so Icould kind of shrug it off.
Like you know, I really Iresearched it.
Here's what I found.
And I was the one that told himit wasn't the buyer was kind of
uh, but like knowing yourmarket is so important, I cannot

(33:57):
underestimate or overstress howimportant, that is.
Knowing the difference betweenthe different style of homes and
what they sell for.
And if you're a newer age inthis business, if you don't have
clients and you don't havebuyers, you should be going to
open houses, you should betouring properties, you should
be getting to know yourinventory in the marketplace,
because that's how you buildconfidence.
I remember when we firststarted that's what they tell us

(34:18):
Go tour five homes a day.

Kim Neill (34:23):
Yep, right yeah, go tour five homes a day.

That's how you learn your market, or at least
look on MLS at, I will say yesbut yes but how many times do
you look at something on MLS andthen you walk inside and it
looks totally different.
Oh well, all the time, thereyou go.

Kim Neill (34:33):
Yeah, you need to go look at those properties.

You need to know if you're in Oaklawn and
someone wants to be in EagleRidge.
Where's Eagle Ridge If you'regoing to work there?
How many times?
Out of every 10 clients, howmany of them want Eagle Ridge?
One or two?
At least there are certainsubdivisions in certain
communities that are soughtafter and if you're going to
work those communities you needto understand.

Kim Neill (34:55):
when you're in Tinley Park you need to know the
dividing line between District230 and Tinley Park District,
two different high schools.
There's a dividing line.

People want one or the other.
Some people really want to bein Tinley Park, some people
really want to be in Andrew.
You bet it's different.
Neither one is right or wrong,but what the client wants
matters and you need tounderstand that and know the
difference.
And there's a price pointdifference between the two there
is.

Kim Neill (35:13):
I closed on on one today.

Tinley Park's 218, right.
Yes 218 or 230.

Kim Neill (35:19):
Yep, you need to know your districts, Yep.
So the lady who was selling.
So I hit the buyer.

the lady who was selling literally was moving
right across Harlem, so thatshe could be in another school
district.

Kim Neill (35:31):
So she can be in the other school district, not
because the one she was in wasbad, but the other her child,
was a band nerd.
Her words, not mine, and Tinleywas more symphonic you know,
and 2A2 was more supportive.

Yeah, it's not .
Sometimes it's not about betteror worse, it's about what the
needs of the client are.
Sometimes, if you have a.
I'm getting goosebumps nowabout this one like special ed
programs Special ed programs aredifferent in each school.
If you have a special ed child,those needs are going to be
different.
You as an agent should studyyour market, know the
neighborhood and know what yourcareer is, yeah, special ed I

(36:07):
was just thinking about.

Kim Neill (36:08):
I have a client who is looking strictly for 218
because of the special edprogram person.

And then I would say number five is invest
in leverage early it's a hardone for me.
Now it could be that could beas simple as VAs Yep I did have
VAs.
Tcs, help at home, Yep andsometimes leverage.
It comes in the form oftechnology, like your friend
Chet, Ah, I like Chet.

Kim Neill (36:31):
And you know what I do, you know.
Four or $5 an hour.
If you want 10, 20 hours, thoseV hours, those vas, I mean
granted they're not here, butthe vas, I mean they can take a
lot off your plate okay, howmany times did you pay your kids
to stuff?

envelopes and go, hang things on doors and all
that.
Those are all types of leverage.
So don't be afraid to invest inin leverage early, and here's
here's where I would spin that alittle bit.
Don't feel like you always haveto be a solo.
Sometimes grow, join a network,a group or a team where they
have that leverage that you cantap into.
You don't have to train them.
You don't have to hire them,you don't have to hold them

(37:07):
accountable.
But you can still plug into allthe leverage that they offer.

Kim Neill (37:11):
That's what I did because there was no way I was
going to start and because mybusiness is busy, there was no
way I was going to start andstart doing flyers, and I don't
even know like the value you getfrom the group that we have
worth the absolutely just Idon't want to deal with social
media, please.
Here's what I did.
You guys can do that here.

(37:32):
Here's my, all my paperwork.
You guys do that.

I just want to keep it moving well, you're in
the in the front face in therelationship with the client you
got you.
Let them handle some of theback end, which is that's what
allows you to be so hands-onwith your clients because you
have that support because yes,for sure what's one tip you
think most agents totally ignore?

Kim Neill (37:50):
honestly, I see it every day and it follow up, I
watch it and it's so important.

Well, they think, if they can't, convert
that client immediately, thenit's done.
It's a bad lead.
Yeah, it's so important.
Well, they think if they can'tconvert that client immediately,
then it's done.

Kim Neill (37:59):
It's a bad lead.
Yeah, it's a bad lead.
I want the good leads.
The team leads suck.
Where's the good leads?
Yeah, and I feel like the moreI get into it I shouldn't say it
like that I think the more I'minto it, I feel like people.
Well, that's my train ofthought, because I was trying to
be nice.
I was trying to be nice.

We've talked about this before, about how
Kim's the nice one and I'm themean one, and that's okay.
So I'll share my answer to thatquestion.
One tip that I think mostagents totally ignore is they
think that they can do it allalone.

Kim Neill (38:33):
They're afraid to give up a portion of their money
in order to have the supportand resources that they need.
I actually was going to saythat, but I was trying to find a
nice way to say that they wantit all People that are coming in
.

When did you know you couldn't do this
business alone?
This time up and down.
Yeah, three or four years intoit, and I will say I'm just
going to speak for you here.
I will say there's a differencebetween knowing you can't do it
alone and being taken advantageof For sure.
But you know what I mean.
Like, it's okay to have support, it's okay to be part of a
group, it's okay to be part of ateam, but also know where the

(39:01):
line is in terms of.
Are they taking like?
Am I working for a little waywe talked about this on last
week's episode right With theteam building and everything
Like.
How much am I giving up inreturn for that?
Sure?

Kim Neill (39:19):
And so finding that happy medium is really hard for
a lot of people and I don'tthink and we see it here being
on teams when you have peopledoing things for you VAs or TCs
it does take a lot of that youknow, off your plate, so it
allows you to do more business,and they deserve to be
compensated.
Nobody works for free you know,so you pay that or you split
split.

There is some truth to you get what you pay
for yeah, you get what you payfor, for sure at the same time,
don't be taken advantage of.
And this goes back to where wewere like several weeks ago.
I feel like every week we wehave a similar thread in what we
talk about, but we get moredifferent.
Specifics is like who yousurround yourself with matters.
Trust your circle.
If you have a great circle, itmakes a difference.

(39:59):
If you're around greedy peoplewho are just trying to make
money off your back, yeah, ofcourse that's.
You're gonna get takenadvantage of but if you're.
Oh my god, if I had a dollar forevery time somebody tried to
make money off my back and was agreedy mfr right, but at the
same time, I also will alwayscome from an abundance mindset I
will share with those around meon a consistent basis and I'm a

(40:21):
giver Like I'm going to give,give, give.
If you're in my circle andyou're in my heart.
I'm going to take care of youforever.
I don't care, Like if I have adollar, you're getting 50 cents.

Kim Neill (40:30):
And I will share with everybody.
I know you will.
I will share with everybody aslong as we're on the same path.

So I've coached hundreds of agents, yeah
.
So what's the common thing thatI see?
Holding most of them back?
This is what?

Kim Neill (40:42):
yeah, that's a question for me, right, yeah,
for sure.

I would say, first of all, they think they
know it all too soon and then,at the same time, they don't
have enough confidence inthemselves.
I would say that agents need tojust go out there and do it,
invest in themselves, continueto grow, because so many agents
think that they've arrived soearly on.
We talked about this the otherday.
I'm like, oh my gosh, like theygot a couple sales under their

(41:04):
belt and they think they're allthat Right.
And I don't mean that in acondescending or shitty way.
I mean like okay, like how fullof you are you of yourself?
We saw that.
I mean, I can think of likehalf a dozen people that we've
just had that conversation about.
Like maybe you need to justdial it back, just a little bit.
Just a little bit Now.
But that doesn't mean andthere's a difference between

(41:29):
confidence and cocky.
And confidence is when you andI think Alex Ramosi talks about
this too Conf from when you'vedone it before sure, or you have
proven that you can do it,versus just like a man, like
thinking you're going tomanifest it to happen.
And that's not saying youshouldn't have positive
affirmations, you shouldn't putit out there and you should grow
.
But I also think thatcontinuing to invest in yourself
I mean we just did a call theother day with Chris Heller,

(41:51):
like he did did a group call forour team, which was fantastic,
like here's one of the mostsuccessful real estate teams in
the world.

Kim Neill (41:57):
And a great, such a great company.

CEO of multiple like one of the biggest
real estate companies, and thenmoved on to another top company
, another lead company.
Like I mean, he's a reallysuccessful, talented, smart guy,
did a session for our team andI'm like you know what I'm here
to learn?
And you and I looked at eachother afterwards and we're like
when did we learn?
We took away that.
Like, even though these arethings that we know already,
sometimes we fall away from them, we do.

Kim Neill (42:19):
And so getting back to the things that we know work
and consistently doing thosethings, I will say this that was
the reason why I hopped onboard, when I was like, I think
that night I hopped in and waslike, all right, let's go.
And it was because you arereminded, and sometimes that's
what it takes and people who do.
You're right when you say, whenpeople who think they have it

(42:40):
licked and they know it all andthey don't revisit that kind of
you know or they think they'vearrived, that's when they start
to fall apart.

Because it's true.
So, in terms of, like, holdingthem back, back, you have to
have confidence and grit andtenacity to go out there, get
your teeth knocked in and keepgoing, because there have been
plenty of times where we've I'velost a listing, I've lost a
buyer, I've gotten over my headand and I talked to the agents
that I coach about this I'm likeyou know what, when you learn
to ride a bike, did you justpick it up and just take off the
first time?
How many times did you falldown?

Kim Neill (43:12):
You got to get back up, but once you learn to ride
it, cruise it along.

But also, if you wanted to add you know, if
you wanted to do tricks on thatbike, would you invest in
learning?
Absolutely, Absolutely so it'sall about continuing to invest
in yourself, invest in yourgrowth and then repetitively
learning.
And you know, know, I thinkthey say oh well, once you learn
how to bike, you can just hopright back on.

(43:36):
Well, sometimes you're a littlerusty when you hop back right,
right back on.

Kim Neill (43:38):
So learning to kind of continually hone that skill
or like work it out.

You go to the gym and work out you're like,
okay, I built some muscle andthen you don't just stop right,
right, you have to keep thatgoing.
In order to keep it going, kim,you've got a superpower with
people.
How do you build connectionfast?

Kim Neill (43:50):
because I see you do it it's just so natural for me
now.
I instantly and this is for anyagent new coming in I instantly
look for a common bond.
It's something that I can pickup easily and I don't care who
you are, you can be the biggestjag off asshole and you're gonna
walk away liking me because I'mgonna come with a common bond.

(44:12):
I'm gonna look for that commonground.
We have that.
That's something that we havethat you're good at building
rapport, yeah so like ifsomebody comes in and they're
you know, I'm like, okay, right,so what do you do for a living?
I'm an electrician.
Oh, my sons aren't you?
Oh, what union?

I'm just oh so is my son.
Well, it's, it's almost.
They call that it's a patterninterrupt, because they're like
coming in all angry and then you, you throw something on them
and it immediately takes thetemperature down and it does,
and so I look for that naturallywith people you just you just
intuitively do it intuitively,it's intuitive I mean, people

(44:50):
can get better at that so that'ssomething like if you wanted to
really develop your skills, youcould take classes and courses
and watch videos about how tobuild rapport.

Kim Neill (44:59):
Yeah, and how to create pattern interrupt and to
take the temperature down.

And what does that look like?

Kim Neill (45:05):
And I always think this like we're here, you know
in these transactions and whenyou're meeting new people you
know, we all want to.
We're all here for a commonbond.

Well, isn't the goal to help the buyer get
the house they?

Kim Neill (45:16):
love Absolutely To help the seller sell their house
at a fair price or a good price, so that they can move on to
the next thing and for everyoneelse to do their job in the new
or agent, and I always used tothink this isn't just one and
done, think this isn't just oneand done, like I would go
overboard to make my clienthappy, because I want that

(45:38):
client to tell everybody heknows I got the greatest real
estate agent in town.

I want every client to walk away feeling like
they had the best experience.

Kim Neill (45:47):
You bet and I had their back.

I had your back.
Yeah, I actually said that to aclient in the email today.
I go, no matter what you decide, I've got your back.

Kim Neill (45:55):
You bet, because I do .

To me it's not about that one transaction.
I'm going to be in the businessforever.

Kim Neill (46:00):
You don't want to buy this house.
Don't buy this house, right,I'm going to give you the honest
opinion.

I'm going to tell you, you know, probably
you're not going to find aperfect house, but this is going
to be a great solid property.
And yeah is it going to havesome cosmetic stuff and is there
going to be some maintenancestuff, but at the price point
that you're on, this is not ashithole, for lack of a better
term.

Kim Neill (46:23):
Right, so yeah, you're going to have to do some
stuff.

Maybe this doesn't work, maybe you're going
to have to update that, andthat's okay, because you're
going to be a homeowner andyou're going to build equity and
you're going to invest inyourself and in your future for
the rest of your life, so that'sokay.
What's something you still doevery week to stay on track,
something like yournon-negotiables?

Kim Neill (46:40):
in business.

I think we just talked about it.

Kim Neill (46:42):
I mean, I definitely it's follow-up for all of us.
It is it's follow-up follow-up,follow-up, follow-up, follow-up
.

I mean, if I don't, yeah Like we're obsessive
about follow up.

Kim Neill (46:52):
If I don't do anything else, it's follow up.

I think there's a statistic that, like
75 or 85% of your business,comes from lead, follow up, not
lead generation.

Kim Neill (47:03):
Oh for sure.
I just texted a client that Isaw the date because something
popped up on the MLS that I knewshe was looking at.
They don't pop up often and Itexted her and I said, hey, are
you still in the market?
You know, I've been, I'm justchecking in whatever.
Blah, blah, blah.
And she said and then I, shesaid yes, that was it.
And I texted her.
Well, let me go ahead and sendthis to you.

(47:24):
I'm more than happy to show itto you this weekend if you don't
have an agent, because whywould did she ghost me?
For april, april 28th was thelast communication we had.
And she said I'm not.
And I said, okay, great, butthat's you know.
And and what you just said alittle while ago, knowing the
market, having your finger out,oh, that popped on the market so
I get, I get barred a hard timeabout a lot of things like he.

He definitely does not work as hard as the two
of us.
I will say say that and youknow I'm going to talk about two
more things.
So as many leads as you have inyour database in your past
clients sphere of referral, justinternet leads everything.
I think you've got like 4,000or 5,000 people in your database
.
What are you doing this weekend?
Open house, how many?

Kim Neill (48:04):
Two.

So you're doing open house Saturday and
open house Sunday, right, yeah,so when we're talking about
things that agents should do tobe successful, you've got 15
years in the business, you'vegot a solid database, you follow
up with everyone yet you neverstop lead generating never you
get zillow leads coming in.
You have internet.
Other internet leads coming in.
You have a solid sphere ofinfluence and yet you're still
doing open houses and puttingyourself out there.

Kim Neill (48:26):
So I'm going to give you props you do the same thing
I don't have them this weekend,but normally I do, yeah, and,
and mr mike, he's too soliddatabase, high price point, yeah
, I mean he's.

He's a good agent.
He really is.
He's a strong, solid agent.
Yeah, I forgot when I wasgiving props to everybody
earlier.
I should give one to him yeah,because he did.

Kim Neill (48:43):
He was the one who was like what are you doing?
He's like kim, come to an openhouse.

Yeah, kim, okay I was gonna give burp props
earlier, though might not likephysically be out there working
his ass off that guy when wetalked about know your shit.
first of all, he's like thepricing guru and the reason why
he's the pricing guru is becausehe literally looks at every new
property that comes to themarket.
It's crazy, In the wholeIllinois market, like from the
Wisconsin border down todownstate to the Indiana border

(49:10):
and past DeKalb, Like he looksat every single new property
every single day, so that's whyhe understands pricing so well.
But also when I have a buyerthat's looking for very
something specific, somethingvery specific.
I will tell him I'm like hey, Ineed a buyer that's looking in
Romeoville or Plainfield, fourbedrooms or three bedrooms, with
a basement, fairly updated.

(49:30):
They can only go to 375.
Like I give him all thecriteria and he's the one that
brings me.
He's like here's this one.
And he like because in thismarket you have to be on it
right away.

Kim Neill (49:39):
And if you just set up a generic search?

so those of you, it's not.
There's nothing wrong withsetting up a search for your
clients but if you're justsetting up a generic search,
forgetting about it, expectingthe client to call you forget it
, get out of the business I'm inthere, I'm looking, I'm
screenshotting, I'm texting thisone or the private network I'm
like hey, here you go.
How's this?
What do you think about thisone?
Does that kind of fit you?
I said, oh, this one's not.
So I have buyer that's lookingin eagle ridge in oakland I'm

(50:01):
like this one's not in eagleridge, but it's right next door
to.
It has the four bedrooms on theone floor like you're looking
for, because they want allbedrooms on the same floor.
Yeah, Like there's specificcriteria that these people want
and you can't just set up ageneric search for them.
But he, like Bart, is thepricing guru and we call him the
house whisperer Because hefinds the house he does.

Kim Neill (50:19):
He'll be like here.

They said they wanted a pool.
They wanted this.
They wanted Because heliterally goes through Five
o'clock in the morning, this guyscrolling through looking at
every new listing.
If you talk about someone whoknows their shit in terms of
what's on the market what'scoming to the market that's the
guy I'm instagram.
I am so glad I have him in mycorner when it comes to that and

(50:40):
you can do the same thing.
You've done the same thing too.
You're like oh, I have a buyer,blah, blah, blah, he's like
here yeah about this one.

Kim Neill (50:44):
Yeah, like having someone like that in our circle.
Yeah, he's the one you tell,and I'm looking for this,
especially when you havesomething like that's just
specific or tough, yep.
So when we talk about somethingeverybody does, did he find
Joe's?

property.
What Did he find?
Joe's property.
He finds every property.

Kim Neill (50:58):
All's your Joe.

Yeah, that one , jeanette in Tinley that has
that beautiful house with thepool.

Kim Neill (51:03):
Oh yeah, he found that property.

Yeah, because she was looking all over the
place.
He's like this is the one wegot in there before they allowed
showing.
Like hey, can we get in there?
I know you're not allowingshowings till saturday, but bye,
bye.
We got in there before theyallowed showings.
She loved it.
We wrote the offer, we pushedto get it accepted and we got it
done.
So, like the things that you'redoing to go and be having above
and beyond, make a difference.
So one thing that changedeverything.
So I will say saying yes to acoach when you couldn't afford

(51:27):
it.
But also we've talked about thisbefore.
There are a lot of coaches outthere and I've seen some posts
on social media that have notwalked the walk.
Let's say, or don't have.
Their audio doesn't match theirvisual right.
So like they're burningthemselves out there, like
they're this guru.
Let me teach you how to becomea capper that I've never capped

(51:47):
before in my career.

Kim Neill (51:48):
I've never even been close to capping Right Like not
me.
Before in my career.
I've never even been close tocamping Right Like not me I'm
talking about.
No, oh.

I can show you how to sell a hundred homes
using social media, but you'venever sold more than four.
Or you know, there's people outthere like that.
So I think credibility matterswhen you hire a coach, but still
hire a coach if you can and ifthey're the right coach.
I would also say joining abrokerage that gave you freedom.
Yep, that was big, I mean it'sone of the things that I love
about where we're at right now,because we can build our
business, our team, our teamstructure, we can pay our agents

(52:18):
more and there's norestrictions on that, like we're
allowed to do a lot of thingsthis has probably been one of
the, because I've been in a fewyeah, we've both been in a
couple, yeah, a couple.
This brokerage right now isprobably given the most freedom
to their agent.
I love that in terms of like, Idon't know if intellectual or

(52:38):
artistic freedom.
Artistic freedom is allowed,model in terms of what model I
want to employ in my business,freedom is allowed.
But they still keep us hardcoreon the clients which I love.
Because that's what we need tostay in the business.
So we're going to make sure youfollow the law and you don't
get yourself into trouble.
Other than that, do what youwant, and we're even going to
teach you some different thingsto do along the way, but if you
don't want to do it our way, doit your way Learning to say no
to the wrong things or people.

(52:59):
And get out while you can, yeahQuickly, I mean it's okay to
leave somewhere after you jointhere if it's not the right
place.
It's say no to someone who actslike they're bigger and better
than you when you disagreefundamentally what they with
what they're putting out there.
What do you?
Um, I have some other littletidbits I want to add here.
So we talked about consistency.

(53:20):
Consistency wins passion's cute, but habits close deals.
Yeah right, it's all about yourhabits.
What are you doing every day?
you're out, you're following upevery day whether it's on the
phone, whether it it's via text,whether it's via email.

Kim Neill (53:31):
You're like breaking it up.
I'll mail her everything.

You're mailing .
Oh my God, You're so mailing.
We left that out.
She's like the knick-knackmailer she's got the little
seeds in there, the little notes, the little smiley faces.

Kim Neill (53:42):
I do post cards.
I still do Door hangers.

Yeah, in a certain neighborhood you're out
there knocking the doors,putting the door hangers out.
So consistency wins, habits,close deals.
You can't scale chaos, so buildsystems before you need them.
I know I've been pushingfollow-up boss.
We and that's one of like seventool, seven or eight tools that
we use on a consistent basis,that all seem to coincide and
work together and it takes awhile.
Yeah, I mean I didn't want touse it for the things I needed
to use it for in the beginning,but once I embraced the tools it
actually gave me more freedom.

Kim Neill (54:16):
Yeah, and then like kind of the things that we have
integrated into it, like ourcards and our cards fellow boss
and then the leading gauge agentfire fellow like they all work
together and I feel almost beena year that they and they're
just.
You can start to see them nowworking like just.
And it's almost been a yearthat they've been and they're
just.
You can start to see them nowworking Like just.
And it's with everything orwith anything.

(54:38):
I feel like it takes a year.

Well, that's the thing Like you can't just go
to this shiny object, thatshiny object that shiny object
If you're going to do something,commit to doing it consistently
over a long period of time tosee the fruit of your results.
I also have written down herebeing loud on social media isn't
optional anymore.
Like you gotta put your voiceout there that people say I
don't like social media.

Kim Neill (54:58):
I don't want to be out there Like this is your
business.

The world doesn't.
What do you do every singlenight when you lay in bed?

Kim Neill (55:03):
Oh yeah, what do you do?
I'm a TikTok, you're a TikTokjunkie, I am a junkie.
Instagram, a second Instagramis your number two.

So I'm Facebook number one, instagram
number two and TikTok numberthree.
You're the opposite, which isfine, but between the two of us,
we can literally covereverything.

Kim Neill (55:17):
Absolutely.

But I mean, we were talking earlier.
I'm like, oh, I just boughtthis new vitamin.
You're like, did you see it onTikTok?
I'm like I did yeah, we areliterally like the purchases
that we trust.
The business that we do is allrelated to what we see on social
Now that doesn't mean we followit blindly, Like if I see
something on TikTok I'm going toresearch it on Google.

Kim Neill (55:36):
I'm going to Google it.
I'm going to read the reviews.

I'm going to do all that, but as an agent
who's dealing with someone'ssingle largest financial
transaction you'll ever make ina lifetime, you owe it to
yourself and to your clients,especially your seller clients,
to be on social media.
That doesn't mean you should bedancing like a dancing monkey on
, like a talk show or something.
You know what I mean, like youdon't have to make yourself look
like a fool, but you should beout there.
I think there's a happy mediumbetween something that's really

(55:59):
boring and something that makesyou look ridiculous and just be
authentic, sure.

Kim Neill (56:03):
I think people like that.
They want to see the real.
You yeah, why do you think myboy does so well?
Because he slides and socks.

Number one agent.
Yeah, you're right.
First of all, yeah, I love thisnext one.
No one is coming to save yourreal estate career.
Do the work.

Kim Neill (56:16):
That's probably the biggest one.
Nobody is going to save it foryou.
You're going to have to put inthe work to get, to get out what
you need.
Which brings me to a lot ofpeople that have come and gone
Like what are you doing?

We've had agents come and go from our team
that they're like you're nothelping me, You're not doing it,
I'm like.
I will help you to the end ofthe earth.
If you help yourself, I'm notgoing to do the work for you no
Been there, done that, not doingthat again Absolutely.

Kim Neill (56:40):
I'd rather not have no.

You have to do the work and the business will
follow.
You bet Time in on the perfect,be visible, be helpful.

Kim Neill (56:46):
And be human.
I always say progress overperfection.
That's right, because that istrue.

I mean, we're human beings in this journey
together, be visible, be helpful.
We say work hard, be kind.
Same thing.

Kim Neill (57:02):
Right.

And be human.
Yep, and with that, that's awrap.
That's a wrap.
Peace out my love.
You follow us, like us,subscribe, listen.
We're on all the channelsspotify, amazon, apple and uh,
go out, do some epic shit.

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