Building Trust in Real Estate through Genuine Dialogue with Joymarie DeFruscio

Get ready for some real talk with our sparkling guest, Joy Marie, a realtor who rocks her unique approach to real estate, all stemming from her background in teaching and recreational therapy. This episode is a treasure trove of knowledge, with Joy shedding light on the importance of an education-based approach in real estate, the value of having the latest market statistics for your team, and how to find just the right real estate agent. You are about to hear about real estate like you never have before, diving deep into the key elements that can make or break the biggest financial, emotional, and legal transaction of your life.

We then transition into a conversation that emphasizes the importance of truthful and genuine communication in real estate. We talk about the enduring relationship between agent and client, with the goal of securing the trust of the consumer in perpetuity. A special tip of the hat to Joy, Marie, and Cory for their priceless contributions and the impact they've made. We stress teamwork and the power of genuine concern for the outcome of the transaction. Tune in and be a part of this enlightening insight into customer care in the real estate industry.

Episode Transcript

Speaker 1 (00:00):
Okay, here we are on another episode of the best of
the best.
Therese, who do you have heretoday?

Speaker 2 (00:10):
I am super excited.
I'm sitting here with one of myreally good friends, and she is
a rock star realtor, joy Marie.
It has been such a pleasureworking with you.
I'm excited to have you herebecause you know what you are
one of the best of the best.

Speaker 1 (00:22):
Thanks so much.
I've learned everything fromyou.

Speaker 2 (00:24):
I think you've learned some things from me, but
you've learned a lot more andI'm learning from you, which is
so cool that that happens, isn'tit?

Speaker 1 (00:32):
Yeah, well, you gave me the space to grow and spread
my wings.

Speaker 2 (00:37):
Yes, yes, and it's been fun to watch.
You guys are just.
You do things so well and Ilike watching it, and I think
one of the things that you doreally extremely well is the way
that you take care of yourcustomers, that client for life
mentality.
I'd like you to tell us alittle bit about that.

Speaker 1 (00:54):
Well, so, Corey comes from a teacher background and
my major in college wasrecreational therapy but, you
know, always had this sort ofsocial work mentality.
I really wanted to do somethingthat helped people and winding
path, you know, sort of led meto real estate.

(01:14):
But what I think that she and Iboth feel is such a great and
rewarding part of the job isthat you get to help people
through transitions and chaptersin their lives, whether it's
really good and exciting thingslike moving up or having
children or getting married orwhatever the case may be or
through really challenging onessicknesses, deaths, divorces,

(01:38):
all those kinds of things too.
It fills our cup to be able tohelp them in this time of their
lives through real estate.

Speaker 2 (01:47):
Yeah, and that's that's so authentic, like it
really comes across when youtake care of your customers, and
the feedback that we get issaying that that's exactly what
you're doing.
So it's it's really nice to see.
I think the other thing that Ilove about you guys is you're
very education based.
You're always learning, you'realways providing learning

(02:08):
opportunities to the public,talking about what's going on
with the real estate market,because we're in this like
really crazy space right now ina market that I've been in the
business for 30 years We'venever had Right.
So it's like this new place andpoint and consumers are
confused yeah, and they'rehearing people that are supposed
experts, real estate agents,talking about stuff that really

(02:30):
isn't the case.
So I think it's really importantthat you are spending the time
to understand what did thestatistics say, what is really
happening, what does history sayis going to happen and I see
you doing that all the time, andI think, with the way you meet
with your team and you have themarmed with such great
information so that they canshare it back to the public,
talk a little bit about that.

Speaker 1 (02:50):
Well, you're right, this is a super strange market.
It is not what it was a yearand a half ago.
As soon as the rates went upSeptember, October of last year
things changed and it is still asellers market because of
inventory, but it isn't the samekind of sellers market that it
was a year ago.
And is that changing?
And how do rates affect it?
So time of year and seasonalityand all those kinds of things

(03:16):
are no longer.
There's no rules.
There's no rules.
You have to take yourexperience and your instincts
and put them together to try andhelp your sellers understand
the possibilities, and so Ithink it was really so.
Our team has a meeting everysingle Monday and Thursday
mornings and that's when we talkabout all of these things.

(03:39):
What have you encountered?
What have we encountered?
What did we read?
What is new in the market?
What is the newest statistic?
What is happening with rates?
We have experts join us onThursdays, whether it's a
mortgage lender, or this Mondaywe have someone coming to talk
to us about the newestinformation regarding SEPTIC and

(04:00):
things like that, Because thetruth is, what we do is one of
the is probably the singlelargest transaction in the world
financially, emotionally andcertainly legally, of people's
lives, and we're not attorneys,but we do need to know the
contracts.
We need to know a little bitabout everything, Isn't?

Speaker 2 (04:23):
that the most amazing thing.
It is, and I think you know theexperience that you bring to
the table is what gives you thatleg up.
And I think in this marketplaceright now, consumers really
need to take pause and they needto think about who they're
hiring, Because if they're nothiring the right agent, they
could be getting the wrongpricing, the wrong advice.
The transaction may not make itto the table.

(04:44):
You know how many transactionsdo you see?
Oh, great, we got it sold, butthere's a lot to do.
That's like the beginning ofthe work.
And I think that's reallysomething that you and your team
do really really well.
You have a wonderful supportstaff and everything right.
I mean we can't do everything.

Speaker 1 (05:01):
No, we, rizzo and I, were just talking about that.
I mean, at some point you haveto learn how to bring in people
who can support and you canleverage your time so that you
can do what you do well and letthem do what they do well.

Speaker 2 (05:14):
Exactly.
And that's something I thinkyou do extremely well and that's
to the benefit of the consumer.

Speaker 1 (05:21):
I do have to give some credit to Corey on that,
because sometimes I need to getpushed right over the hump on
some of those things because Ifeel like if I can do them, why
wouldn't I do them?
But then to my detriment, right, and she's been really
instrumental in getting me toadopt that idea.

Speaker 2 (05:40):
Yeah, I think that was another part of your.
You know your growth wasfinding Corey and the two of you
coming together and realizingthat you really make a whole.
You know, the two of youtogether is very fun to watch
because it reminds me a lot ofTom and I and he's really good
at some things and I'm good atothers, and it's the same thing

(06:01):
with the two of you.
So your clients getting thissuch well rounded opportunity.

Speaker 1 (06:06):
I agree, and having been on your team when I first
started gave me that those rolemodels.
I mean you guys really were notonly you.
I mean you're very, very um inalmost in a parent, in a
parental sort of way, like achild watches their parents.
I was able to watch you and Tomhave this really nice flow to

(06:28):
the way that you guys worked.
You were able to have argumentsand come back and debate and
and and but also be on the samepage.
I got to watch all of thathappening.
It was amazing modeling for meand um, sharing all of the
information and not gatekeepingwhat you know, and I think
that's an amazing part of thisculture, this entire office.

(06:49):
Corey and I just did a trainingclass on how to handle multiple
offer situations.
Going back to what you justsaid, having an agent that is
experienced in being able tomanage those things and knows
the nuances to maximize aseller's return is huge.

Speaker 2 (07:07):
And they don't have that experience unless someone
like you is willing to share itwith them.
Right and I think that'sanother great thing that you
bring to the table is and it isthis culture of this company you
know we share and we help eachother grow, because there's
plenty of room in this business,totally there's enough business
for everybody.

Speaker 1 (07:27):
Not everybody should be in the business, don't get me
wrong but there's enoughbusiness for people who take
their job very seriously.
This is a like going back towhat I said before.
This is a huge transaction inpeople's lives.
It needs to be taken seriously.
That's one of the things we dopride ourselves on.
We do this full time A littlebit probably workaholic full
time but we do this full timeand, you're right, we do take

(07:51):
advantage of all of theeducation that's available to us
, because, again, you've modeledand explained to us that the
best agents are the ones thatare taking the time to continue
to educate themselves.
And the new opportunity withand I will forever call them
suburban west so, but it'sTri-County with their new

(08:11):
education program where it's oneflat fee for all these classes,
is amazing and we aredefinitely taking advantage of
that.
And then again, being able toshare it here also again
fulfills our need to be able tohelp other people, and so we
love helping.
You know, whether it's newagents or agents who haven't
encountered some of the things,because what we're encountering

(08:32):
in this market is there's a lotof agents out there who have
never had to negotiate a homeinspection.
They've never really had to doa CMA.

Speaker 2 (08:41):
Right, right, I mean there's just so many things that
are gonna, or a price reduction.

Speaker 1 (08:43):
Yeah, I mean whether they get it wrong or whether the
market speaks, or do they knowhow to have a conversation?
Right, oh, that's a whole thing.
I mean, I think that there's alot of people that are
struggling to be truthful and Idon't mean in a deceptive way,
but sometimes it's hard to haveconversations, you know, and
tell the seller what they mightnot wanna hear, but they need to

(09:04):
hear in order to.
That's almost like a conflict.
In a way, it is Right, it is.

Speaker 2 (09:07):
Yeah, so I think that's one of the things that
you do bring to the table whenyou're talking to the agents
here is you have to have hard,honest conversations, right,
because that's how you buildthat great relationship, because
, at the end of the day, theconsumer is hiring you for that
advice, right?
So even though they don'talways want to hear exactly what
you have to say, they need to.

Speaker 1 (09:25):
Right, but that goes back to establishing that
authenticity and the genuinecare and concern for the outcome
.
That's right.
They receive it better whenthey already know that you're
there to support them yes, andyou're not doing this
transactionally that it mattersmore than just that.

Speaker 2 (09:43):
Right and you're not.
When I said earlier on theclient for life, you don't go
into the transaction trying totrick someone into being your
client for life.
You go into the transactionearning their business forever.

Speaker 1 (09:56):
That matters to us Right.

Speaker 2 (09:57):
Yeah, and I think that's great.
So I do see that all the timeand I just want to say Joy,
marie and Corey, they are justsuch a pleasure to have here at
this office.
It's so nice because I can,even as the broker owner, run
ideas past them as well, andit's so nice to be able to
collaborate with people who arein the business with you that
you know really, really well andare looking for the same thing

(10:17):
to see other people succeed.
So I want to thank you forbeing part of this company.
You are an amazing person.

Speaker 1 (10:23):
Well, corey we're gonna sit down and talk too.
Yeah, thank you, you have.
You know, I tell you this allthe time, but you changed my
life and I will always begrateful to you for it.

Speaker 2 (10:33):
I love you, thank you .