It Comes Down To This… You can’t market what you haven’t healed.

Join Monte Clark for an insightful conversation with Bree Long, a powerhouse in real estate development and investments, on It Comes Down To This. In this episode, Bree shares her journey navigating the real estate industry through the COVID-19 shutdown, revealing strategies for maintaining client relationships and adapting sales processes in a virtual world. From leveraging video tours to hosting a game-changing charity event, Bree unpacks how she turned challenges into opportunities. She also dives into leadership principles, offering wisdom on motivating teams through uncertainty and maintaining a winning mindset amidst market volatility. Whether you're in sales, leadership, or just love a good underdog story, this episode is packed with actionable insights and inspiring moments. Don’t miss Bree’s unforgettable story of closing a penthouse deal with an unassuming client in an orange jumpsuit! Subscribe and share to catch every episode of It Comes Down To This.Guest Introduction:Bree Long is a trailblazer in real estate development and investments, bringing decades of experience closing high-ticket deals and leading teams through turbulent markets. Known for her emotionally intelligent leadership, Bree has a knack for building trust and driving results, whether navigating the COVID-19 shutdown or hosting impactful charity events like her Surfrider Foundation auction. Her servant-based approach to sales and ability to adapt to virtual tools have made her a standout in the industry. In this episode, Bree shares hard-won lessons from a career-defining penthouse sale and offers practical strategies for thriving in any market. Connect with Bree on LinkedIn at https://www.linkedin.com/in/breelong/ to learn more about her innovative approach to real estate and leadership.Key Takeaways:Adapt to Virtual Selling: Bree leaned heavily on video tours and Zoom to maintain client engagement during the COVID shutdown, emphasizing the importance of meeting clients where they are—whether by text, email, or phone.Relentless Follow-Up: 80% of sales require five or more touches, yet most salespeople stop after one. Bree trained her team to be diligent in follow-up, building trust and staying top-of-mind for high-ticket real estate deals.Purpose-Driven Events: Hosting a charity auction for the Surfrider Foundation during the pandemic’s reopening not only reconnected the brokerage community but also amplified brand exposure through social media and PR.Servant-Based Selling: Bree advocates for a service-oriented approach, asking authentic questions to understand clients’ needs, which eliminates “commission breath” and fosters genuine relationships.Leadership Through Crisis: Over-communication and adaptability were key to keeping her team motivated during uncertainty, with daily Zoom check-ins to combat ambiguity and maintain focus.Chapter Markers:00:00:00 - Introduction: Monte shares a surprising sales story and introduces Bree Long00:03:28 - Navigating the COVID Shutdown: Challenges in real estate sales00:07:24 - Virtual Selling Tools: Using video and Zoom to engage clients00:09:31 - The Power of Follow-Up: Why five touches are critical00:15:51 - Servant-Based Selling: Building authentic client relationships00:18:50 - Charity Event Success: Reconnecting through purpose-driven marketing00:24:39 - Hybrid Sales Approach: Combining virtual and in-person strategies00:29:24 - Leadership Principles: Over-communicating through crisis00:34:45 - Mindset for Resilience: Detaching ego and celebrating small wins00:40:11 - Memorable Sale: Never judge a book by its cover00:43:06 - Closing and Social Media Clips SetupKeywords: real estate, sales strategies, leadership, emotional intelligence, virtual selling, COVID-19 challenges, high-ticket sales, follow-up tactics, servant selling, charity events,