July 2, 2025 • 49 mins
Spiro VP of Product, Shannon Landers, joins Todd & Craig to go over numbers nationally (US) from the 2nd Quarter (what we have through May anyway), and also looks ahead into 3rd Quarter 2025. What can we do to adjust our businesses for the changing market? Nationally things seem to be moving towards a Buyer's market. How can you communicate your value proposition for your Realtor clients as homes are sitting longer in the market?
Chapter Timestamps:
0:00 Episode Open
02:38 Spiro Updates
06:03 Spiro Onboarding Options
10:47 2nd Qt. Review/3rd Qt. Forecast
47:50 Episode Wrap-up
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Coming up on this episodeof The Spiro podcast.
(00:04):
we're speaking the realtors language.
And your positioning yourselfas more than just a photographer.
And I hate to say this,but for photography,
if you only talk about photography,it boils down to a commodity.
It does.
But if you could position yourselfas somebody that understands
the market as a wholeand how your tools, your your commodity
(00:24):
can help them grow their business,you've now positioned yourself
differently than someonethat isn't diving into the numbers.
(00:45):
Hi and welcome to the Spiro Podcast,
managing your real estate, photographyand videography business.
Spiro is a software platform.
It's designed and created to help youmanage your day to day real estate
media business and ultimatelyreally do help you grow and scale.
If that's your goal and we hope it isthose those of you like me
that like to keep things small as wellso everybody fits under this hat.
(01:09):
Welcome back to the podcast.
I'm your host, Craig Magrum.
In with us this week.
We do have a special guest,although she's more of a regular.
Really?
But also our owner and founder, Todd Kivimaki
Welcome back.
Todd.
Craig. Great to be in here.
Fabulous weekhere. We've got some exciting stuff.
This is one I look forward to.
This is our market update.
(01:30):
You guys are getting used to it.
You're looking forward to it.
So one thing I just want to sayis just everything.
All of the input and all of thejust the questions
and the things that you send into usis just incredible.
I had a tech talk last night.
I do tech talks, on Thursday,check the Spiro Super User
Facebook page, butI just love being in there with you all.
(01:53):
You have just such insightful questions.
You're so kind to begin withand we get through some really good stuff.
So if you haven't been on a tech talk,go find an old one and watch it,
or at least breeze through the comments.
There are some really good stuff in there,some stuff that I screwed up
for 20 years and then finally figured outthe right way to do it.
And you all give good input too.
So it's just it's super exciting to,
(02:15):
have you alland be a part of this community with you.
Absolutely.
And, the guests we mentioned,Shannon Landers.
Welcome, Shannon.
Thank you guys.
Always a pleasure to be here with you.
We're excited to talk about,kind of recaps.
Yeah.
Numbers, second quarterrecap and third quarter forecast.
(02:35):
But before we do that, Todd,we always like to give some updates on
Spiro, and Shannon has some thingsto share about Spiro itself as well.
So I'll let you two take and run with it.
Yeah. Thank you Craig.
So I'll give you a quick Spiro update.
So the next cycle we're calling thiscycle 12 will launch July 8th.
So you this might be after July 8th.
(02:56):
The time you're listening to us.So this is live in your system.
And a couple of things that you will seeare admin override ability.
So as an adminyou can place an order for an agent.
And you do thatjust like an agent does it.
And there's a couple of thingsbeing override the price and override
the date and time that you're like, hey,can we just do it on the order page?
(03:17):
And with this update you can do that.
There's some other goodies in therelike split payments, new property, website
A about Me section for your realtors,which is really cool.
Put that in your newsletter.
We talked about on the Tech Talk,
but some really good things for youto reach out to.
Reasons to reach out to your agents.
Excuse me.
(03:38):
The last thing I want to say.
And I said from the beginning that
and I heard from you all say, hey,I just want you to be more transparent.
Tell us what's happening.
So what's happening forcycle 13 is we are looking at
you're not going to get any onegreat new feature.
We have like ten of them in mind
and some game changing featuresyou'll get later in the year.
But we know you're busy, and we know thatwhen we push these new features out,
(04:01):
when you're busy, it'sone more thing for you to figure out.
And then you're like, oh, did I set it up?
Am I using it right?
How do I tell my agents about it?
My agents are asking me about it.
I don't even know anything about it.
So we wanted to take that off of you.
We wanted tolook at what you are using in the system
(04:21):
and how we can compact timefor those actions.
So just a very simpleexample is the property website editor.
I know many of you are out on the roadusing that thing while you drive.
You should don't use it when you drive.
It's not good.
All right.
So that's the first thing.
Like I'm going to be Dad Todd today.
(04:42):
Like don't use itwhen you drive. It's very dangerous.
But I know some of you
pull the car over or you waitbefore you go in your next shoot
and you are looking through yesterdayshoots, trying to rearrange,
trying to expedite, trying to make sureeverything's done QC’d and then deliver.
And we are looking at the wayyou use that page
(05:04):
and we are 100% optimizing it for you.
So a mobile optimize, it'sgreat on a desktop,
but we've got, you know,six foot wide monitors on a phone.
It's different.
So those are the type of thingsthat we're going to change for you.
I want to give you back more timeso that you can work on the bigger
things, that are more important,that will make your business a success.
(05:27):
So that's coming in 13.
That's the end of August.
So we get just in it.
Yeah. Sorry awkward transition y'all.But I love them.
You guys got a little this.
So another question we get askedall the time is as you
guys come in and and I knowsome of you out there don't use Spiro
And that's okayI'm still happy to have you in here.
(05:49):
We've had a lot of you recently like, hey,I just need to get switched.
Like I've been I've been wanting to dothis. Now's a good time.
I want to get switched or new peoplecoming in.
Okay. We have solutions for you.
So Shannon came upwith some beautiful programs.
Some are like a no cost to you.
Shannon,can you tell about our onboarding options?
Yes. We're super excited.
(06:09):
And this will be, posted outin our super user group today.
So if you're in there, you'll see it.
And if not, just shoot me an
email at Shannon.spiro.mediaand I'll send it right over to you.
But we have created some great packagesto get onboarded in the system.
And this all started about a year ago.
I've been here a year who is on very fast.
(06:33):
And through this time, we've been helpingpeople onboard into the system
because we understand and and,you know, Todd, the more customizable
we make the system,
the it's just a little bit harderto get in there and get going.
And we know this system best.
So we just decidedwe really want to help people.
So we've been kind of doing thislike preview program where you buy
(06:54):
some credits and and for that commitmentwe give you our time.
So we hired back in December.
Lovie, so many people have heardLovie's name and we love Lovie.
She is awesome.
And she has
really creating her own onboarding team,and she has hired
(07:14):
Maria to assist her,who is actually her sister.
So I have two amazing peoplethat can help onboard
you and get youall acclimated into the system.
But what we know is that notevery business is the same size, right?
We have new peoplejust starting with the mid side businesses
(07:35):
and we have some really large businesseslooking at coming over to Spiro,
and we're thankful for all of that.
So number one,thank you guys for for looking at us.
And so for that we have a foundation
onboarding programwhere they can literally just pay $250.
They get that in credit.
So it's essentially free. Right?
(07:55):
Those credits are wait a minute.
Say that it's it's free.
It's free because when you're 250 it'sgoing to go right on their account
and just cover their first 50 listingsso they don't have to worry about it.
And for thatwe're going to build their system
for them, build their default order pageand give them a launch call
and go through everythingso they know how to use the system.
(08:19):
And then, of course,those midsize businesses,
we have our accelerated program.
So we do more. Right? We did.
We give you a little bitmore and it's $500
and you get half of thathalf of that back end credit.
So it's really only $250
to have our full teamdo multiple launch calls with you,
build all your order pages,take care of everything.
(08:42):
And then we have one more layer.
So for those big companiesor for the people that just don't have
the time, we have our enterprise leveland we will do everything.
We will write your descriptions,we will create your thumbnails,
we will do multiple launch calls.
And the best partyou will have a slack channel directly
(09:05):
to the onboarding teamfor the first 90 days.
And so lots of powerthat is in $1,000 program.
But again, 500 of thatis going to go to credits to your account.
So it's really only $500 that you spend
to have one on one attention.
The first 90 days you're in Spiro.
(09:27):
Love that. Love that. It's great.
It's the assets and thosethat are going through the programs.
They they love it. It's one less thing.
And when we talk about time
tracking a lotlike this is something that you can have.
You can pay nothingor very little to have us do.
And then you can focus on bigger itemsand plus you can have us.
(09:47):
We do this all day, every day.
We know this system from backwill optimize it for you.
So, you know,that's just something to think about.
And again,I know I'm biased because this is Spiro
and it's our product,but something to think about.
And we did it because we heard from youguys like, hey, can you do this for me?
When you have enough people ask yousomething and do this in your business.
(10:07):
If you have enough Realtorsask you for something
you should begin to consider, like,do you do it for them?
So that is us listening to you guysand we are gracious
for your feedbackand excited about these programs. Yes.
And if you have any questions,you know, again, feel free to email me.
We're going to put some information outthere.
It'll be on our website very soon.
(10:28):
So we're we're just excited to helpget you in the system,
let you keep focusing on going and gettingclients, which is what you want to do,
and us teaching you and helping you, movethere, Spiro, and get more time back.
Right.
The whole goal, like,let's get more time back.
So very, very excited.
So now we going to talk about a bunchof numbers, which is not always exciting.
(10:51):
I think it is because I'm a realtor,so I actually and we know me.
I just like the numbers anyway.
So do you ever want any data analysis?
Just throw out my waybecause I really like to look at it.
I like hearing about the
numbers, I just don'tI don't want to crunch them all.
I don't disagree with that.
(11:11):
I just I just want them to me.
And then I can look and yes, analyze.
Right. Yeah, absolutely.
Or Shannon did all the hard work. Craig.
And the reason why we do this,like Shannon
said, is we want you to make metricbased decisions.
There are so many things in your businessthat will get you emotional,
at least I can be a very emotional person.
Shannon or Craig.
(11:32):
I try to put those emotions aside.
Craig almost just spit out a string.
Okay? You're not watching.
I try to put those emotions asideand I try to make metric based assistance.
I've made enough emotional decisionsthat I've looked back and was like,
wow, I wish I didn't make that decision.
So we try to tie everythingback, the metrics, we try to look at it.
So one simple example
(11:53):
that I'll let Shannongive you all of the data,
because this is going to be importantwith what you do.
Looking at quarter three and four of 2025and into 2026,
one thing right now that you can expect,we're coming into the July 4th
holiday here in the States.
One thing
you canexpect is you are going to be slower.
It's going to happen.
(12:14):
I used to overthink this holiday times
a hundred and I'm like, well,the fourth is on a Tuesday.
I bet people will take off until Thursdayand will be busy again on Friday,
or the fourth is on a Friday.
They'll probably going to workMonday, Tuesday? No, it's not going to.
Realtors are not going to work any of it.
You're going to not going to be as busy.
In fact, I've got the data right here.
(12:35):
If you're on YouTube and you can seeI'll put my finger by the 4th of July,
you see that it's a big dip down.
Yeah.
This is coming in here is build,build, build the busy season.
Boom.
It drops off. Here's eight years of data.
There's like 100,000 jobs on here.
It happens every single year.
Don't be surprised at it.
That'swhy we want you to make data decisions.
(12:56):
Because next week on the fourthwe're taking off time.
Staff is taking off time.
We tell them, hey, this is a great weekfor you to take off time.
Staff's taken off time and we're planning
for other things because we knowthe phone's not going to ring as much.
The email is not going to be as busy.
There's not going to beas many photographers needing something.
This is where
I'm going to insert some projectsthat I wanted to get done for a while.
(13:19):
So that'swhy you make metric based decisions.
But there's been plenty years.
I've looked at July 4th,and I've sat here in this office
and I've gone like, phone,could you please ring?
And it's like, no, Todd, just don'tbe surprised by something that you know.
So that's whywe like to make metric based decisions.
And one thing isthat we're seeing a shift.
She is going to tell you all about it,
(13:40):
but we're seeing a shiftin the real estate industry
and knowing what that shiftis, and knowing
what's in the brains of your realtorswill help you connect with them.
So how's this all shaking down here?
Quarter two of 2025 Shannon.
You know, the data is actually really,really interesting.
And we've been saying this for likeabout the last 18 months in real estate.
(14:02):
Like it's just very strange. Like,
and I think, you know, here's the here'sthe big picture, right.
Typically real estate market,they cycle every 7 to 10 years.
And what I mean by cycleis they shift from like buyer's market
to seller's market.
And it's a very normal trend. Right.
(14:23):
What goes up must come down.
What goes down must go up.
This this is the level of the sales.
What we've seen obviously.
And the last one I didn't place it from.
Yeah.
Decade, about a decadeis that we came out of a very,
very large buyer's marketright from 2008 nine
(14:44):
when everything right
and it was not.
And there were thousands and thousandsof houses on the market, right.
And so we shifted by about 2014to kind of normalizing.
And then, honestly, the interest rate
dropped and
(15:05):
the houses just started sellinglike hotcakes, right?
I mean, let's just face it,
there was a yearthat you just threw a house on the market.
You just threw it out there
and it had 25 offersbecause there was no inventory out there.
And everybody's trying to chaseand get the same, you know, houses.
So it is it it's definitely,
(15:26):
trending to back to what I would call
just a more normal cyclical market.
That's that's what we got going on, Craig.
And what we see in the numbers iswe see sales down a little bit.
Right.
They are down and regiononly they're down differently.
And we're going to talk about that becauseagain real estate is very local right.
(15:48):
We are going to talk today.
And the broader pictureof the United States and in regions.
But it is very important
and I'll say it on every single marketupdate that we do that
you dial into your local numbers andyou see what's going on in your market.
Because we have markets,especially here in the US,
(16:08):
doing very different thingsand very different places, right
from Austin to Dayton, Ohioto the East Coast to Florida,
Alta, LA,it is a very, very different scene.
So we're going to kind of getinto these numbers. Craig, are you ready?
As ready as I can be.
(16:29):
I know, so I am actually goingto share my screen. So,
for those that are driving and listeningto me, we'll talk about these numbers.
Don't worry, you're on YouTube.
Great.
You you get to see a lot of these numbers.
So let's do that, Craig.
Let's get this shared and going.
The right window here. There we go.
(16:49):
I'm interested to see this.
A friend of minethat I grew up with in school,
he's a realtor outin, I believe it's Arizona.
And he just posted a graphic yesterday.
He said it's official. It'snow a buyer's market.
Market?Yeah, you're hearing that right now.
And that's why I love talking about thisregionally too.
And we're going to I'm going to break outhow now are so
(17:13):
so number one,I pull most of my stats from Nar okay.
The National Association of Realtors,they have a great chief economist.
He's awesome.
You can go to NAR site NAR.realtorsand get all this data yourself guys.
So this is all out therefor you to see and use.
They do little videos too,so you can listen to them
(17:35):
while you're driving on what they thinkis happening in the market.
The other place I get a lot of informationon, and this is also just out there
for anybody,is Keller Williams market update.
So if you just Google Keller Williamsmarket update, you'll get this site.
They do this every month.They do a market update.
And what I really love aboutwhat KW does and again I'm not
(17:58):
you know I know we have many photographersthat are agents too.
So I don'tI don't care what brokerage you're at.
I'm just at KWand the information is easy for me.
Sure.
But what they do is they talkabout strategies within the numbers.
So that's what I love about thatmarket update.
They're talking to realtorsor even to clients,
buyers and sellers and saying, here'swhat the strategy should be,
(18:20):
and here's an agent that you should workwith with these kind of strategies.
So I just really enjoy those two.
So two resources for you.
But here's what Nar is talking aboutright now.
Now againthese numbers are through May of 2025.
Craig. Right okay.
The numbers lag almost a whole month.
Sure.
So the next June numberswill come out about July 23rd.
(18:44):
So they just lag that much.
But we're through five months of datahere.
That gives us a lot of data to look at.
And we can do some of our fun predictionsand things.
So the first thing they do is welook at these existing home sales market.
Right.
So what we're going to look at hereCraig, is our existing home sales.
First okay.
(19:05):
So existing home sales what they're sayingis they do a seasonal number
and try to predicthow many home sales we'll have this year.
So right now this number is 4.03 million.
If you remember when we talked last time
we kind of predictedabout 4.5 million sales this year.
This doesn't mean we might not hit that.
(19:26):
This is justhow the numbers annualize right now.
So if we were to take the numbersannualize them through the year,
they're saying 4.03 million
houses down, down from 4.5.
Yeah. Yeah. So so we'll see. Right.
And if we look at year over yearwe're down 0.7%.
(19:49):
So it's it's not a huge number
but it's we're trending down now.
Month over month was up 0.8 percent.
So this is when I talk aboutthe weirdness.
The numbers like well year over yearwe're down.
But month over month we're up.
Well it's May right.
When do we sell houses.
(20:09):
May, June, July. Right.
So it's we should see those month overmonth numbers
hopefully tick up a little bit.
So then the next thing we look atis inventory okay.
Inventory always tells the story.
And we are up to 4.6
months of inventory nationwide.
(20:31):
We were at 3.8 months of inventorylast May.
So that is almost a full month
tick up.
And whatthat means, what everybody's always like.
What does it meanwhen you say months of inventory?
What that means is if we could sellevery house that's on the market,
(20:52):
it would take us 4.6 monthsto sell those houses, essentially.
That's the easy answer. Okay.
There's absorption rates
and all sorts of things that go into this,but we won't dive into that.
So inventory is up.
Now if we overall look at a buyer'smarket versus a seller's market,
what we typically say is six monthsand under
(21:16):
is a seller's market and six months
above is, buyer's market.
Okay.
So again,but really what the number means is
do you have more sellersor do you have more buyers.
If you have more buyers,then it is, you know, a seller's market.
If you have more sellers than ita buyer's market essentially.
(21:36):
Right.
So we are definitely trending towardsthat six month of inventory.
So that is why you're hearing peoplesay we're in a buyer's market.
And againlocally that number could be higher.
Sure.
It also could differ price range.
Right.
That's that's what I've been hearingfrom my clients in my market
(21:58):
is the number I've heard,at least locally is like anything.
315 above is sitting and pricereductions are starting to happen.
Anythingbelow 350 is still flying off the market.
Yes, yes.
And you're going to see that. Right.
And especially Craig,our markets are very similar,
you know, that you and I are in
(22:19):
and I've had a first time homebuyer price point of 220.
And it's taken us the 14 weeksto get them into a home.
So on averageit takes 12 to 14 weeks to buy.
And that is what it's taken us becausewe've lost out on seven homes in a row.
Man. And it's exhausting for that, right?
(22:40):
There are a young couple getting married.
I'm so excited for them.
It's actually the daughter of the motherwho watched my children, right?
Oh my gosh. Yes.
And I can't even believe she'sgetting married and buying a house, right?
Is it really making me feel whole?
But it's been great.
We finally,
I think, are getting them
locked into a housethat they're going to love forever. So.
(23:01):
But this is the tail of the marketnow looking at prices too,
because that's kind of the third thingthat matters.
Median saleprice is up year over year, 1.3%.
But we're seeing the markethave price reductions to your point.
Yeah. Right.
So what is that like if we really thinkabout that, all that means is
(23:22):
we know that prices have beena bit elevated for a while
now. There's no bubble.
I very clearly want to stay there.
There's still no bubblethat's going to pop.
There's no happening.
What does this mean is we'll probably havesome price corrections that are needed.
(23:43):
But but not crazy.
We're not talking20 to 30% price reductions or corrections.
We're just going to seeprobably a 1 to 8% correction
depending on what marketyou're in in prices.
So affordability for buyers,
what that means is itwill bring more buyers back in the market.
(24:04):
Right.
Affordability will get a little bitbetter.
Interest rates are probably going to staywhere they're at.
Guys.
Hey you know unfortunately
policyand the uncertainty in the government
can create just not moving
in the in those in those numbers.
(24:25):
So we just have to kind of, I think,
but I think most buyer sentiment isthey're just fine.
They get it.
Threeand 4% interest rates are not coming back.
And and that's never historicallybeen normal anyway.
Ever everI mean the historical average is 7%.
So we're we're good.
I'd love to get us I would loveto be about five and a half, 6% sure.
(24:46):
That would be a great place to be.
And I think we'll get there.
But, I think the rest of the yearwe're pretty much going to see six
and a half to seven,and that's what we're going to live.
But there's a lot of programs, so that's awhole nother conversation out there.
So buyers have some options.
So looking at
pending home sales,what's interesting here
(25:07):
is that the pending home sales
are kind of our lead into existing homesales.
Right.
So what pending home sales
are is all the houses on the marketthat are under contract.
Okay.
So that tells us kind of what the next,
you know, 30, 60, 90 days of homesales could look like.
And what we see regionally and,and let me say this really quick.
(25:31):
So Nar breaks out the countryin four different buckets.
Okay.
So they have the Westwhich covers like California
to Arizona, Nebraska,
Montana kind of Alaska, that whole region.
Right. Hawaii.
They consider Hawaii and the West.
(25:52):
Hawaii is its own market in itself, right?
Oh, joke.
Yes. Then we have the South,which is like Texas
all the way over to Florida,up to the Carolinas.
Right.
Kind of right up to the bottom of Coloradoand so forth.
So that's your south.
The northeast is the northeast, what weall consider to be the northeast, right?
Pennsylvaniaup to Maine, over, to Maryland.
(26:15):
Those are Rhode Island.
And then you have the Midwest, right.
Which Ohio, Indiana, that whole area
up to, North Dakota, South Dakota,Minnesota, that that's our Midwest.
Okay.
So these four regionsand what we're seeing is that
it's a month overmonth, 1.8% increase in pending contracts
(26:37):
as, as a whole.
And then we could break that down.
The Midwest is up 0.3%.
The northeast is up 2.1%,
the South is up 1%,
and the West is up 6%.
Whoa. Really? Yes.
So I'mvery interested to see these numbers,
(26:59):
because the West is actually havingprobably the highest number of,
decrease in existing home sales.
So this is kind of interesting.
Now remember it's summer
houses are on the market.
People are moving in.
So some of these pending homesales is probably seasonal numbers
(27:22):
that once we get to this summerwe'll kind of see how they shake out.
Craig. Right okay.
Yeah.
So but overall guys again
sales are down.
And if we look at this regionally,
which is my next slide over here,
(27:42):
with sales I like to look at this.
This is kind of our look at the break
out of those four quadrantswe just talked about.
Right.
The Midwest, the West,the South, the northeast.
And what we're talking about rightnow, guys, is existing home
sales year over year.
(28:03):
And in the Midwest they're down 1.2%.
The Midwest market still pretty good,especially in those price points
we were talking about earlier.
Craig, the northeast is flat.
They still have lowinventory is what we're seeing there.
So they're staying pretty flat.
The South.
Oh, the South was the biggest dropactually.
(28:25):
Yeah.
Florida is actually to blamefor most of that.
So the South is down 4.5% or 4.7%.
And most of this actually livesa bit in Texas and Florida.
When we actually get up to the Carolinas,they're actually seeing, inventory.
We're in Charlotte, right? Craig.
They're still seeingsome inventory issues in Charlotte.
(28:47):
So it just kind of dependson where you're at.
We're seeing a lot of price reductionsin Florida, like 50% of the listings
have price reductions, 50%, 50%.
Yes. But all
I think that really meansis those prices got so elevated.
Yeah. They were really
(29:09):
they were really just too high.
And again
buyers are figured it out that they don'thave to buy a house in a minute now.
Right.
We went through that periodwhere they had to like
as soon as the house came on the market,they had to go see it.
They couldn't do anything else.
They had a writing offer right away.
And now we're seeing that inventorytick up and buyers are like,
wait a minute, I don't I can go, look,I don't have to make these decisions.
(29:34):
And so I think that's what you're seeingin that South Gulf state region
is that.
And then your west is down 2.9%.
So but what we see in those pending homesales again is
I think we'll see these numberstick up for June and July.
And then we'll kind of see what it shakesout to the fall to look like.
(29:54):
So I actually predict that we stillmight hit that 4.5 million houses sold.
I it could happen.
And we'll see once we get through summer.
And then we analyze those numbersand see what we're looking at.
But I don't think we're we will had,
had had too much lower.
(30:14):
We definitelyI don't think we'll go lower for sure.
So what that means islistings are still going to happen.
Guys, whatever business it's listings.
Right.
But agents are going to have to startthinking
about some of their strategies,because what I want to show next,
and this is what I wanted to dig into,is, okay, all these big numbers, you know,
(30:37):
what does this mean day to daythen for our businesses and how realtors
might be starting to panic a little bitbecause things aren't selling as fast.
What great opportunitiesdoes that make for us
as the media professionalsand consultants?
100%.
So two things I want to look atand I will say, guys, if you're
(30:58):
listening to this podcast,when you get a minute,
get on the YouTube channel, come backand look at some of these stats, okay?
Because visually to just really see it isyou can just feel the story.
Okay.
So what slide I have up right nowis total existing home sales
percent change year over yearfrom the last year.
(31:23):
Okay.
And what we're looking at iswe had a height of December.
Last year was a great month.
We were up 9.7% from year over yearand sales.
December was great, January was great.
And then whatdo you see happening there? Craig?
We go down, down, down right.
(31:44):
So so far this year we lost 0.9%.
In February we lost 2.4% in March.
We lost 2% of home sales in April.
And then again May 7.7.
So April surprises me.
We let my market had a record yearand a record month in April.
(32:06):
Yeah, yeah yeah.
And again, this is why we saylook at your numbers though, right?
Right.
Because we're talking overa national market, right?
Sure. Great.
Every 50 states is what is the datawe're pulling together okay.
So but this is thisyou see the trend down right.
We're seeing that sales are trending downokay.
(32:29):
The other thing that we see is
I think it yes median price.
So now we're looking at existing homesales.
And the median price.
And remember the median is that pointin kind of in the not your average right.
Medianis taking the whole quantity of the sales
(32:49):
and finding that median number okay.
So if we look at thisfrom December of last year
guys we've done nothingbut trend down in prices.
This is what I'm talking aboutwith the price correction.
Right.
Prices were still up 5.8%in December year over year.
And then we see these trend down3.93.42.6, 1.8, 1.3.
(33:15):
Okay.
So we're seeing these like I saidthese overall price correction.
And that is going to lead to agents
having to have really great strategiesto sell listings.
Right.
Right.
You can't just throw it on the marketput it at a price.
(33:36):
No. You're going to get 4or 5 multiple offers.
You have to create the multiple
offers Craig okay.
And this is a shift.
This is what time is talking about.
This is a shift in the mindsetagent need buyers buyers market.
They want buyers right?
(33:57):
You always want listings.
Don't get me wrongbecause listings bring the buyers okay.
But they have to really think
about how they price these homes
and how they market these homes.
Right.
The marketing becomes so important here.
So overall I'm going to stop sharing.
(34:20):
So I think that's about the numbersthat we have here.
Craig. Sure.
Overall, what I am thinkingand what I have kind of laid out
is we are getting to the pointwhere agents can't skip the marketing.
They can't if they are out theretaking cell phone pictures
and putting a $400,000 houseon the market,
(34:42):
they are not going to getthe most attention right now.
Listings need to get more attention,not less.
Right?
Okay, so how do we do that, Craig?
How do we help these agent
get more attention?
Well, I mean video drives everything
all the algorithms.
(35:03):
What I love about what we do, Shannonand I feel like
this is kind of my ultimate answer.
Is it really for us?
It doesn't matterif it's a seller's market
or a buyer's market,but we have to understand the difference
because the tools that we bring to them,as they're marketing consultants
and team members, we can positionthe tools that we have either way.
(35:24):
And it's a seller's market.
These tools help them win more listings.
They don't need to.
They don't need it to sell the propertyor property.
I've heard that so many times.
So I'm like, you're right,you don't in this market.
But if you want to win more listings,you better show people what you can do.
You can do.
And I,I saw the light bulb go on in multiple
(35:45):
clients, eyeswhen I presented it that way.
But now we're kind of trending moretowards a buyer's market.
So ourI feel like our message has to change.
Our tools haven't changed.
What we offer them, but how we positionthose tools does change.
Absolutely, absolutely.
And I think it creates momentfor you to get in front of agents.
(36:08):
Yeah.
Absolutely. Right.
And how do we do that?We can teach them. Right.
We should be teaching themhow to use the media
if they are already aware, or
those are classesthat agents like to attend.
They like to understandwhat else is out there.
What do you have?
They can assist me and make my lifeeasier in marketing these listings, right?
(36:31):
I have a title of one.
You could teach a classmarketing listings with the best media.
And you
could create a 30 minute class of the top
five ways to use this media in social
to attract more buyers to your listing.
Period.
You could do thatbecause they can't skip it.
(36:54):
Yeah, I think it's not so much thewhat of what we offer.
You can go in and say,we do this, we do that, we do that.
But the value that we can bring themis in the how in the world and the why.
Yeah, yeah, I totally agree.
Which is why I'm super excitedabout one thing that's releasing that.
(37:15):
Todd talked about on July 8th,
and that is a brand new
gorgeous property website.
Yes, absolutely gorgeous.
And why we're here.
If you're watching us on YouTube.
You just saw Josie leave.
Josie is my intern and she's helping me,
so she just is popping in and outand working on some things.
(37:37):
So, if you see our on the super usergroup, say hello.
Like I said, she's managing
a lot of social media for us,so she's also my niece.
So be nice. Very cool. Yes, yes.
Yeah.
We this property website guys, it's
going to have an about you sectionfor the agent.
The agents are going to have thisand be able to add that
(37:59):
right to their property website.
It is a beautiful design.
We've been working on this for a while
and this is just the first of manythat we will bring.
We will bring more templates to you guys.
And why is this important on
why I'm talking about it isyou could literally lead a class on how
and why to use this property website,and how you can use it in leads.
(38:20):
Facebook leads, Instagram leads.
It has lead captioner on it.
You have all the tools that you need.
No matter what brokerage you're at,you could utilize
a company that uses these toolswith us to have an amazing property
website and showcase how their videoand how the things are going
(38:41):
to get them attention. Right.
But we've got to make sure that we'repricing houses correctly as agents.
That's going to be the number onetrack is because now we can go
a little bit higher into the compsand still know where, okay.
And honestly, we could still do that.
It just might take 120 days for the houseto sell him.
(39:04):
So up to your seller,what are they really looking for?
But if the agent really prices it right,they could still bring multiple offers
and the market is always goingto bear the price for the home, right?
Right.
Rememberwe don't really set the prices agents.
We don't.
The market tells usbecause people buy at a certain price.
(39:25):
And that is what the home is worth,right? Yes.
So it's importantto understand these numbers.
You know what the market has been doingwhere we think the market is going and
when we is,
as the media consultants.
I justI like that term for some reason I do too.
And teammates with the realtorwhen we understand the numbers
(39:46):
we're speaking the realtors language.
And your positioning yourselfas more than just a photographer.
And I hate to say this,but for photography,
if you only talk about photography,it boils down to a commodity.
It does.
But if you could position yourselfas somebody that understands
the market as a wholeand how your tools, your your commodity
(40:07):
can help them grow their business,you've now positioned yourself
differently than someonethat isn't diving into the numbers.
That'swhy we want to give you these updates.
And Shannon, I justI appreciate what you're doing.
In digging into that and sharing thatwith our, our listeners and viewers.
Absolutely.
It's like I said, I love the numbers.
So it's fun for me to dig in.
(40:29):
But yeah, you know, what we're goingto see in the next couple months
is, you know, we'll go through our summer,our summer market.
Todd is right.4th of July is like a break.
It's like the middle of the year.
Agents need a break.
Everybody celebrates the 4th of July.
At least to in the US
Yes, yes, true.
(40:49):
And so we all kind of.
And all the other countrieshave their little holidays too.
We, we actually,you guys, let's hear from you.
Let's tell us what holidaysyou guys all celebrate
and how your market shiftin those holidays.
That would be interesting.
Yes. Yeah, it really would.
So, it we should
and I will start to searchsome other industry
(41:11):
is in some other marketsand some other countries.
You know, we do have some great clientsin these other countries.
I'll reach out to them, seewhat kind of market data I can get
so that we can definitely look at that.
But really lean in, you know,if my final message is anything
it is lean into the teachingof these agents on how to use video
(41:33):
to get more buyersto attract more attention
to their listing, which in the endwill still bring them more listings too.
Right? It'll do both.
And then right now, the other opportunityis probably the branding guys.
Agents need the branding more than ever
in this social world that we live inand how they market their businesses,
(41:54):
and they should lean into some new contentwith it shifting to a buyer's market.
So you should be able to go out thereand capture some content appointment,
because they haven't had to talkabout a buyer's market in a while.
They haven't had to talk aboutsuper shifting markets.
Right.
We've kind of been in this just easykind of spot.
(42:14):
But agents have to work, right?
This it's no longer like
I can just get my license,put my feet on the desk, say I'm an agent
and get business.
It's not going to happen.
It's it's time to get back to work.
So that is where we can really come inand help.
And I'm excited to bring this content,and we'll continue to bring it.
(42:36):
It's good stuffand especially is, is things
start to slow downand, you know, in fall, late fall, winter
when maybe you have more timeto do those brokerage presentations,
those one on one coffee meetings, thisthings like this, you know, the the new
property websites, the marketing toolkitthat just got revamped in Spiro.
It will give you educational opportunitiesand not just don't look at it
(42:59):
as a sales call or a sales appointmentor a sales presentation.
Look at it as a consulting and educationappointment, presentation, whatever,
and show them how to use the toolsto help increase their business.
And you just you're going to.
When I first started in this,I started with a sales presentation.
Right.
Who who my company was,what I could, you know, the tools I had
(43:24):
and I didn't really show thehow and the why and the, the benefit.
I just was talking about the features.
But as I've stayed in the market longer,everybody knows most everybody,
unless you're a brand new agent, knows whoWow video tours is.
Right.
So I've realized I can't just keep doinga sales presentation.
I've got to show the benefitthat we bring to them.
(43:46):
And so tools like this,understanding the numbers,
take all of thatas the owner, as the business
development specialist in your companyand run with it.
Have some fun with it.
Show them how you're differentand how you can really be a a valuable
and profitable team member for them tohelp them grow their real estate business.
I totally agree.
You know what we talk about at KW?
(44:07):
It's one reason why I do love KW,
is we talk about giving.
Giving back is a part of who we are
and the way you can give to the agentswithout having to give up anything
monetarily is give them information,give them value.
Right. We talk about this value.
(44:28):
We're not offering value then.
Then there's nothing there for usto build a relationship on.
And what do we know about relationships?
Craig?
I know they drive everything.
They drive everything, right?
So go create those relationships,give the value, learn the struggle of what
your agentthat you're trying to do business with
(44:49):
is going through,so you can understand how to help them.
Right.
And that conversatethat will bring you a client for life.
And that will also bring you a raving fan
who will thengo out and talk about you and refer you.
So all of this stuff works together.
I'm happy to dive in with anybody.
(45:10):
Oh, I totally forgot about this.
I should tell everybody. Oh, boy,
I am going to
start a coaching call
once a month for one hour
that anybody can come on,
anyone.
So it's definitely geared forour onboarding clients at a certain level.
(45:34):
Okay.
But I'm going to let I'm goingto open it up and let let anybody come on.
So the more informationto come about that,
but in this one hour,
we'll really talk aboutwhat anybody wants to,
and we can talk about how to grow,how to maybe
fire clients, because sometimesyou have to do that like it happens.
Right. And what kind to go afterand how to target.
(45:55):
So I'm excited about it.
We want to keep givingyou guys more and more.
Again, that's the value, right?
We're going to give the value becausewe know it's the right thing to do.
And that's essentiallywhat everybody else should do.
Yeah.
I'm glad you said somethingabout firing a client,
because once in a whileit does need to happen.
There was a listener
I was talking with a couple months ago,and they were the they shared with me.
(46:18):
I love what you're you're sharingabout relationships
and I'm trying to do all that.
But I had this, this client that strung mealong and ended up dumping me,
even though I put all this work
into the relationshipand it makes me just want to give up.
I just want to encourage you.
We all have those type of
clients at some pointin our career, in our business,
(46:39):
you can't let that 1 or 2or maybe even three drag you down and make
you want to throw your hands up in the airand give up on the relationship.
Approach,because there will always be people
that will shop and not valuethe relationship the same way that you do.
And ultimately, I want to just tell youthat's not the type of client you want,
(47:00):
and they will drain energy from you,from doing what you could do.
For thosethat do appreciate you, absolutely.
Let them go.
Let him go, let him go.
Agents do the same thing.
Yeah, you have to let them go, too.
You know,sometimes you just can't please somebody.
And you shouldn't take that to heartand feel that.
Yeah, and make it take a personal.
You can get there, you know.
(47:22):
And so there's plenty of agents out there.
Plenty.
And they're comingin and out of the business all day long.
Yeah. Okay.
So go find the people that valuea relationship and work with them.
And definitely, don't be upsetif you just have to tell a client, hey
(47:43):
we're just not a good fit.
And I'm sorry, that word.
I'm not going to be able to help you.Yeah.
Yeah.
Shannon, thank you so much.
Appreciate your insight and wisdom.
Yeah. Thanks. I always enjoyed being on.
So whatever you guys come up with othertopics I'm happy to join about those.
But this is definitely near and dearto my heart, so I'm happy to deliver.
(48:05):
If you've got a story aboutwhat's going on in your market, things,
strategies you want to share, feel freeto leave a comment on the YouTube channel.
Or feel free to email us as well.
We'd love to hear from you.
It's just hello@spiro.media,and if you want to learn more about Spiro
itself, check out the website again,just spiro.media.
(48:25):
But we really do appreciate you guystaking time,
especially during this busy seasonthat you take to either watch the podcast
or listen in between appointmentsor during your your work day.
We just want to say thank you.
We don't take that for granted.
Yeah, absolutely.
Craig,it's a pleasure to see you as always.
Thank you.
Likewise. Yeah.
Thank you. Enjoythe rest of your summer, sir.
(48:46):
I plan on it. Vacation.
Speaking of the fourth
and taking vacation, I'mgoing to be out the next couple of weeks.
Thereyou go. Time with my family. So good.
Enjoy it. As you, take.
We do have to take advantageof these times, right?
Yes, I, I took a couple of days offnext week as well
because it'll we'll, we'llall kind of quiet down and we'll enjoy.
Right.
(49:06):
So we always end the podcast by, by mereminding you,
be thankful for the blessings in your lifeand make sure you take a breath.
And that's what I'm doingtrying to practice what we preach.
You guys have a great week.
Thanks for joining us.
Todd will be back with you next week.
No, we're going to take a break becausethe fourth is going to be two weeks.
(49:26):
Two weeks. All right.
All right.You guys have a great, great week.
We'll talk to you later.
Coming up on this episodeof The Spiro podcast.
(00:04):
we're speaking the realtors language.
And your positioning yourselfas more than just a photographer.
And I hate to say this,but for photography,
if you only talk about photography,it boils down to a commodity.
It does.
But if you could position yourselfas somebody that understands
the market as a wholeand how your tools, your your commodity
(00:24):
can help them grow their business,you've now positioned yourself
differently than someonethat isn't diving into the numbers.
(00:45):
Hi and welcome to the Spiro Podcast,
managing your real estate, photographyand videography business.
Spiro is a software platform.
It's designed and created to help youmanage your day to day real estate
media business and ultimatelyreally do help you grow and scale.
If that's your goal and we hope it isthose those of you like me
that like to keep things small as wellso everybody fits under this hat.
(01:09):
Welcome back to the podcast.
I'm your host, Craig Magrum.
In with us this week.
We do have a special guest,although she's more of a regular.
Really?
But also our owner and founder, Todd Kivimaki
Welcome back.
Todd.
Craig. Great to be in here.
Fabulous weekhere. We've got some exciting stuff.
This is one I look forward to.
This is our market update.
(01:30):
You guys are getting used to it.
You're looking forward to it.
So one thing I just want to sayis just everything.
All of the input and all of thejust the questions
and the things that you send into usis just incredible.
I had a tech talk last night.
I do tech talks, on Thursday,check the Spiro Super User
Facebook page, butI just love being in there with you all.
(01:53):
You have just such insightful questions.
You're so kind to begin withand we get through some really good stuff.
So if you haven't been on a tech talk,go find an old one and watch it,
or at least breeze through the comments.
There are some really good stuff in there,some stuff that I screwed up
for 20 years and then finally figured outthe right way to do it.
And you all give good input too.
So it's just it's super exciting to,
(02:15):
have you alland be a part of this community with you.
Absolutely.
And, the guests we mentioned,Shannon Landers.
Welcome, Shannon.
Thank you guys.
Always a pleasure to be here with you.
We're excited to talk about,kind of recaps.
Yeah.
Numbers, second quarterrecap and third quarter forecast.
(02:35):
But before we do that, Todd,we always like to give some updates on
Spiro, and Shannon has some thingsto share about Spiro itself as well.
So I'll let you two take and run with it.
Yeah. Thank you Craig.
So I'll give you a quick Spiro update.
So the next cycle we're calling thiscycle 12 will launch July 8th.
So you this might be after July 8th.
(02:56):
The time you're listening to us.So this is live in your system.
And a couple of things that you will seeare admin override ability.
So as an adminyou can place an order for an agent.
And you do thatjust like an agent does it.
And there's a couple of thingsbeing override the price and override
the date and time that you're like, hey,can we just do it on the order page?
(03:17):
And with this update you can do that.
There's some other goodies in therelike split payments, new property, website
A about Me section for your realtors,which is really cool.
Put that in your newsletter.
We talked about on the Tech Talk,
but some really good things for youto reach out to.
Reasons to reach out to your agents.
Excuse me.
(03:38):
The last thing I want to say.
And I said from the beginning that
and I heard from you all say, hey,I just want you to be more transparent.
Tell us what's happening.
So what's happening forcycle 13 is we are looking at
you're not going to get any onegreat new feature.
We have like ten of them in mind
and some game changing featuresyou'll get later in the year.
But we know you're busy, and we know thatwhen we push these new features out,
(04:01):
when you're busy, it'sone more thing for you to figure out.
And then you're like, oh, did I set it up?
Am I using it right?
How do I tell my agents about it?
My agents are asking me about it.
I don't even know anything about it.
So we wanted to take that off of you.
We wanted tolook at what you are using in the system
(04:21):
and how we can compact timefor those actions.
So just a very simpleexample is the property website editor.
I know many of you are out on the roadusing that thing while you drive.
You should don't use it when you drive.
It's not good.
All right.
So that's the first thing.
Like I'm going to be Dad Todd today.
(04:42):
Like don't use itwhen you drive. It's very dangerous.
But I know some of you
pull the car over or you waitbefore you go in your next shoot
and you are looking through yesterdayshoots, trying to rearrange,
trying to expedite, trying to make sureeverything's done QC’d and then deliver.
And we are looking at the wayyou use that page
(05:04):
and we are 100% optimizing it for you.
So a mobile optimize, it'sgreat on a desktop,
but we've got, you know,six foot wide monitors on a phone.
It's different.
So those are the type of thingsthat we're going to change for you.
I want to give you back more timeso that you can work on the bigger
things, that are more important,that will make your business a success.
(05:27):
So that's coming in 13.
That's the end of August.
So we get just in it.
Yeah. Sorry awkward transition y'all.But I love them.
You guys got a little this.
So another question we get askedall the time is as you
guys come in and and I knowsome of you out there don't use Spiro
And that's okayI'm still happy to have you in here.
(05:49):
We've had a lot of you recently like, hey,I just need to get switched.
Like I've been I've been wanting to dothis. Now's a good time.
I want to get switched or new peoplecoming in.
Okay. We have solutions for you.
So Shannon came upwith some beautiful programs.
Some are like a no cost to you.
Shannon,can you tell about our onboarding options?
Yes. We're super excited.
(06:09):
And this will be, posted outin our super user group today.
So if you're in there, you'll see it.
And if not, just shoot me an
email at Shannon.spiro.mediaand I'll send it right over to you.
But we have created some great packagesto get onboarded in the system.
And this all started about a year ago.
I've been here a year who is on very fast.
(06:33):
And through this time, we've been helpingpeople onboard into the system
because we understand and and,you know, Todd, the more customizable
we make the system,
the it's just a little bit harderto get in there and get going.
And we know this system best.
So we just decidedwe really want to help people.
So we've been kind of doing thislike preview program where you buy
(06:54):
some credits and and for that commitmentwe give you our time.
So we hired back in December.
Lovie, so many people have heardLovie's name and we love Lovie.
She is awesome.
And she has
really creating her own onboarding team,and she has hired
(07:14):
Maria to assist her,who is actually her sister.
So I have two amazing peoplethat can help onboard
you and get youall acclimated into the system.
But what we know is that notevery business is the same size, right?
We have new peoplejust starting with the mid side businesses
(07:35):
and we have some really large businesseslooking at coming over to Spiro,
and we're thankful for all of that.
So number one,thank you guys for for looking at us.
And so for that we have a foundation
onboarding programwhere they can literally just pay $250.
They get that in credit.
So it's essentially free. Right?
(07:55):
Those credits are wait a minute.
Say that it's it's free.
It's free because when you're 250 it'sgoing to go right on their account
and just cover their first 50 listingsso they don't have to worry about it.
And for thatwe're going to build their system
for them, build their default order pageand give them a launch call
and go through everythingso they know how to use the system.
(08:19):
And then, of course,those midsize businesses,
we have our accelerated program.
So we do more. Right? We did.
We give you a little bitmore and it's $500
and you get half of thathalf of that back end credit.
So it's really only $250
to have our full teamdo multiple launch calls with you,
build all your order pages,take care of everything.
(08:42):
And then we have one more layer.
So for those big companiesor for the people that just don't have
the time, we have our enterprise leveland we will do everything.
We will write your descriptions,we will create your thumbnails,
we will do multiple launch calls.
And the best partyou will have a slack channel directly
(09:05):
to the onboarding teamfor the first 90 days.
And so lots of powerthat is in $1,000 program.
But again, 500 of thatis going to go to credits to your account.
So it's really only $500 that you spend
to have one on one attention.
The first 90 days you're in Spiro.
(09:27):
Love that. Love that. It's great.
It's the assets and thosethat are going through the programs.
They they love it. It's one less thing.
And when we talk about time
tracking a lotlike this is something that you can have.
You can pay nothingor very little to have us do.
And then you can focus on bigger itemsand plus you can have us.
(09:47):
We do this all day, every day.
We know this system from backwill optimize it for you.
So, you know,that's just something to think about.
And again,I know I'm biased because this is Spiro
and it's our product,but something to think about.
And we did it because we heard from youguys like, hey, can you do this for me?
When you have enough people ask yousomething and do this in your business.
(10:07):
If you have enough Realtorsask you for something
you should begin to consider, like,do you do it for them?
So that is us listening to you guysand we are gracious
for your feedbackand excited about these programs. Yes.
And if you have any questions,you know, again, feel free to email me.
We're going to put some information outthere.
It'll be on our website very soon.
(10:28):
So we're we're just excited to helpget you in the system,
let you keep focusing on going and gettingclients, which is what you want to do,
and us teaching you and helping you, movethere, Spiro, and get more time back.
Right.
The whole goal, like,let's get more time back.
So very, very excited.
So now we going to talk about a bunchof numbers, which is not always exciting.
(10:51):
I think it is because I'm a realtor,so I actually and we know me.
I just like the numbers anyway.
So do you ever want any data analysis?
Just throw out my waybecause I really like to look at it.
I like hearing about the
numbers, I just don'tI don't want to crunch them all.
I don't disagree with that.
(11:11):
I just I just want them to me.
And then I can look and yes, analyze.
Right. Yeah, absolutely.
Or Shannon did all the hard work. Craig.
And the reason why we do this,like Shannon
said, is we want you to make metricbased decisions.
There are so many things in your businessthat will get you emotional,
at least I can be a very emotional person.
Shannon or Craig.
(11:32):
I try to put those emotions aside.
Craig almost just spit out a string.
Okay? You're not watching.
I try to put those emotions asideand I try to make metric based assistance.
I've made enough emotional decisionsthat I've looked back and was like,
wow, I wish I didn't make that decision.
So we try to tie everythingback, the metrics, we try to look at it.
So one simple example
(11:53):
that I'll let Shannongive you all of the data,
because this is going to be importantwith what you do.
Looking at quarter three and four of 2025and into 2026,
one thing right now that you can expect,we're coming into the July 4th
holiday here in the States.
One thing
you canexpect is you are going to be slower.
It's going to happen.
(12:14):
I used to overthink this holiday times
a hundred and I'm like, well,the fourth is on a Tuesday.
I bet people will take off until Thursdayand will be busy again on Friday,
or the fourth is on a Friday.
They'll probably going to workMonday, Tuesday? No, it's not going to.
Realtors are not going to work any of it.
You're going to not going to be as busy.
In fact, I've got the data right here.
(12:35):
If you're on YouTube and you can seeI'll put my finger by the 4th of July,
you see that it's a big dip down.
Yeah.
This is coming in here is build,build, build the busy season.
Boom.
It drops off. Here's eight years of data.
There's like 100,000 jobs on here.
It happens every single year.
Don't be surprised at it.
That'swhy we want you to make data decisions.
(12:56):
Because next week on the fourthwe're taking off time.
Staff is taking off time.
We tell them, hey, this is a great weekfor you to take off time.
Staff's taken off time and we're planning
for other things because we knowthe phone's not going to ring as much.
The email is not going to be as busy.
There's not going to beas many photographers needing something.
This is where
I'm going to insert some projectsthat I wanted to get done for a while.
(13:19):
So that'swhy you make metric based decisions.
But there's been plenty years.
I've looked at July 4th,and I've sat here in this office
and I've gone like, phone,could you please ring?
And it's like, no, Todd, just don'tbe surprised by something that you know.
So that's whywe like to make metric based decisions.
And one thing isthat we're seeing a shift.
She is going to tell you all about it,
(13:40):
but we're seeing a shiftin the real estate industry
and knowing what that shiftis, and knowing
what's in the brains of your realtorswill help you connect with them.
So how's this all shaking down here?
Quarter two of 2025 Shannon.
You know, the data is actually really,really interesting.
And we've been saying this for likeabout the last 18 months in real estate.
(14:02):
Like it's just very strange. Like,
and I think, you know, here's the here'sthe big picture, right.
Typically real estate market,they cycle every 7 to 10 years.
And what I mean by cycleis they shift from like buyer's market
to seller's market.
And it's a very normal trend. Right.
(14:23):
What goes up must come down.
What goes down must go up.
This this is the level of the sales.
What we've seen obviously.
And the last one I didn't place it from.
Yeah.
Decade, about a decadeis that we came out of a very,
very large buyer's marketright from 2008 nine
(14:44):
when everything right
and it was not.
And there were thousands and thousandsof houses on the market, right.
And so we shifted by about 2014to kind of normalizing.
And then, honestly, the interest rate
dropped and
(15:05):
the houses just started sellinglike hotcakes, right?
I mean, let's just face it,
there was a yearthat you just threw a house on the market.
You just threw it out there
and it had 25 offersbecause there was no inventory out there.
And everybody's trying to chaseand get the same, you know, houses.
So it is it it's definitely,
(15:26):
trending to back to what I would call
just a more normal cyclical market.
That's that's what we got going on, Craig.
And what we see in the numbers iswe see sales down a little bit.
Right.
They are down and regiononly they're down differently.
And we're going to talk about that becauseagain real estate is very local right.
(15:48):
We are going to talk today.
And the broader pictureof the United States and in regions.
But it is very important
and I'll say it on every single marketupdate that we do that
you dial into your local numbers andyou see what's going on in your market.
Because we have markets,especially here in the US,
(16:08):
doing very different thingsand very different places, right
from Austin to Dayton, Ohioto the East Coast to Florida,
Alta, LA,it is a very, very different scene.
So we're going to kind of getinto these numbers. Craig, are you ready?
As ready as I can be.
(16:29):
I know, so I am actually goingto share my screen. So,
for those that are driving and listeningto me, we'll talk about these numbers.
Don't worry, you're on YouTube.
Great.
You you get to see a lot of these numbers.
So let's do that, Craig.
Let's get this shared and going.
The right window here. There we go.
(16:49):
I'm interested to see this.
A friend of minethat I grew up with in school,
he's a realtor outin, I believe it's Arizona.
And he just posted a graphic yesterday.
He said it's official. It'snow a buyer's market.
Market?Yeah, you're hearing that right now.
And that's why I love talking about thisregionally too.
And we're going to I'm going to break outhow now are so
(17:13):
so number one,I pull most of my stats from Nar okay.
The National Association of Realtors,they have a great chief economist.
He's awesome.
You can go to NAR site NAR.realtorsand get all this data yourself guys.
So this is all out therefor you to see and use.
They do little videos too,so you can listen to them
(17:35):
while you're driving on what they thinkis happening in the market.
The other place I get a lot of informationon, and this is also just out there
for anybody,is Keller Williams market update.
So if you just Google Keller Williamsmarket update, you'll get this site.
They do this every month.They do a market update.
And what I really love aboutwhat KW does and again I'm not
(17:58):
you know I know we have many photographersthat are agents too.
So I don'tI don't care what brokerage you're at.
I'm just at KWand the information is easy for me.
Sure.
But what they do is they talkabout strategies within the numbers.
So that's what I love about thatmarket update.
They're talking to realtorsor even to clients,
buyers and sellers and saying, here'swhat the strategy should be,
(18:20):
and here's an agent that you should workwith with these kind of strategies.
So I just really enjoy those two.
So two resources for you.
But here's what Nar is talking aboutright now.
Now againthese numbers are through May of 2025.
Craig. Right okay.
The numbers lag almost a whole month.
Sure.
So the next June numberswill come out about July 23rd.
(18:44):
So they just lag that much.
But we're through five months of datahere.
That gives us a lot of data to look at.
And we can do some of our fun predictionsand things.
So the first thing they do is welook at these existing home sales market.
Right.
So what we're going to look at hereCraig, is our existing home sales.
First okay.
(19:05):
So existing home sales what they're sayingis they do a seasonal number
and try to predicthow many home sales we'll have this year.
So right now this number is 4.03 million.
If you remember when we talked last time
we kind of predictedabout 4.5 million sales this year.
This doesn't mean we might not hit that.
(19:26):
This is justhow the numbers annualize right now.
So if we were to take the numbersannualize them through the year,
they're saying 4.03 million
houses down, down from 4.5.
Yeah. Yeah. So so we'll see. Right.
And if we look at year over yearwe're down 0.7%.
(19:49):
So it's it's not a huge number
but it's we're trending down now.
Month over month was up 0.8 percent.
So this is when I talk aboutthe weirdness.
The numbers like well year over yearwe're down.
But month over month we're up.
Well it's May right.
When do we sell houses.
(20:09):
May, June, July. Right.
So it's we should see those month overmonth numbers
hopefully tick up a little bit.
So then the next thing we look atis inventory okay.
Inventory always tells the story.
And we are up to 4.6
months of inventory nationwide.
(20:31):
We were at 3.8 months of inventorylast May.
So that is almost a full month
tick up.
And whatthat means, what everybody's always like.
What does it meanwhen you say months of inventory?
What that means is if we could sellevery house that's on the market,
(20:52):
it would take us 4.6 monthsto sell those houses, essentially.
That's the easy answer. Okay.
There's absorption rates
and all sorts of things that go into this,but we won't dive into that.
So inventory is up.
Now if we overall look at a buyer'smarket versus a seller's market,
what we typically say is six monthsand under
(21:16):
is a seller's market and six months
above is, buyer's market.
Okay.
So again,but really what the number means is
do you have more sellersor do you have more buyers.
If you have more buyers,then it is, you know, a seller's market.
If you have more sellers than ita buyer's market essentially.
(21:36):
Right.
So we are definitely trending towardsthat six month of inventory.
So that is why you're hearing peoplesay we're in a buyer's market.
And againlocally that number could be higher.
Sure.
It also could differ price range.
Right.
That's that's what I've been hearingfrom my clients in my market
(21:58):
is the number I've heard,at least locally is like anything.
315 above is sitting and pricereductions are starting to happen.
Anythingbelow 350 is still flying off the market.
Yes, yes.
And you're going to see that. Right.
And especially Craig,our markets are very similar,
you know, that you and I are in
(22:19):
and I've had a first time homebuyer price point of 220.
And it's taken us the 14 weeksto get them into a home.
So on averageit takes 12 to 14 weeks to buy.
And that is what it's taken us becausewe've lost out on seven homes in a row.
Man. And it's exhausting for that, right?
(22:40):
There are a young couple getting married.
I'm so excited for them.
It's actually the daughter of the motherwho watched my children, right?
Oh my gosh. Yes.
And I can't even believe she'sgetting married and buying a house, right?
Is it really making me feel whole?
But it's been great.
We finally,
I think, are getting them
locked into a housethat they're going to love forever. So.
(23:01):
But this is the tail of the marketnow looking at prices too,
because that's kind of the third thingthat matters.
Median saleprice is up year over year, 1.3%.
But we're seeing the markethave price reductions to your point.
Yeah. Right.
So what is that like if we really thinkabout that, all that means is
(23:22):
we know that prices have beena bit elevated for a while
now. There's no bubble.
I very clearly want to stay there.
There's still no bubblethat's going to pop.
There's no happening.
What does this mean is we'll probably havesome price corrections that are needed.
(23:43):
But but not crazy.
We're not talking20 to 30% price reductions or corrections.
We're just going to seeprobably a 1 to 8% correction
depending on what marketyou're in in prices.
So affordability for buyers,
what that means is itwill bring more buyers back in the market.
(24:04):
Right.
Affordability will get a little bitbetter.
Interest rates are probably going to staywhere they're at.
Guys.
Hey you know unfortunately
policyand the uncertainty in the government
can create just not moving
in the in those in those numbers.
(24:25):
So we just have to kind of, I think,
but I think most buyer sentiment isthey're just fine.
They get it.
Threeand 4% interest rates are not coming back.
And and that's never historicallybeen normal anyway.
Ever everI mean the historical average is 7%.
So we're we're good.
I'd love to get us I would loveto be about five and a half, 6% sure.
(24:46):
That would be a great place to be.
And I think we'll get there.
But, I think the rest of the yearwe're pretty much going to see six
and a half to seven,and that's what we're going to live.
But there's a lot of programs, so that's awhole nother conversation out there.
So buyers have some options.
So looking at
pending home sales,what's interesting here
(25:07):
is that the pending home sales
are kind of our lead into existing homesales.
Right.
So what pending home sales
are is all the houses on the marketthat are under contract.
Okay.
So that tells us kind of what the next,
you know, 30, 60, 90 days of homesales could look like.
And what we see regionally and,and let me say this really quick.
(25:31):
So Nar breaks out the countryin four different buckets.
Okay.
So they have the Westwhich covers like California
to Arizona, Nebraska,
Montana kind of Alaska, that whole region.
Right. Hawaii.
They consider Hawaii and the West.
(25:52):
Hawaii is its own market in itself, right?
Oh, joke.
Yes. Then we have the South,which is like Texas
all the way over to Florida,up to the Carolinas.
Right.
Kind of right up to the bottom of Coloradoand so forth.
So that's your south.
The northeast is the northeast, what weall consider to be the northeast, right?
Pennsylvaniaup to Maine, over, to Maryland.
(26:15):
Those are Rhode Island.
And then you have the Midwest, right.
Which Ohio, Indiana, that whole area
up to, North Dakota, South Dakota,Minnesota, that that's our Midwest.
Okay.
So these four regionsand what we're seeing is that
it's a month overmonth, 1.8% increase in pending contracts
(26:37):
as, as a whole.
And then we could break that down.
The Midwest is up 0.3%.
The northeast is up 2.1%,
the South is up 1%,
and the West is up 6%.
Whoa. Really? Yes.
So I'mvery interested to see these numbers,
(26:59):
because the West is actually havingprobably the highest number of,
decrease in existing home sales.
So this is kind of interesting.
Now remember it's summer
houses are on the market.
People are moving in.
So some of these pending homesales is probably seasonal numbers
(27:22):
that once we get to this summerwe'll kind of see how they shake out.
Craig. Right okay.
Yeah.
So but overall guys again
sales are down.
And if we look at this regionally,
which is my next slide over here,
(27:42):
with sales I like to look at this.
This is kind of our look at the break
out of those four quadrantswe just talked about.
Right.
The Midwest, the West,the South, the northeast.
And what we're talking about rightnow, guys, is existing home
sales year over year.
(28:03):
And in the Midwest they're down 1.2%.
The Midwest market still pretty good,especially in those price points
we were talking about earlier.
Craig, the northeast is flat.
They still have lowinventory is what we're seeing there.
So they're staying pretty flat.
The South.
Oh, the South was the biggest dropactually.
(28:25):
Yeah.
Florida is actually to blamefor most of that.
So the South is down 4.5% or 4.7%.
And most of this actually livesa bit in Texas and Florida.
When we actually get up to the Carolinas,they're actually seeing, inventory.
We're in Charlotte, right? Craig.
They're still seeingsome inventory issues in Charlotte.
(28:47):
So it just kind of dependson where you're at.
We're seeing a lot of price reductionsin Florida, like 50% of the listings
have price reductions, 50%, 50%.
Yes. But all
I think that really meansis those prices got so elevated.
Yeah. They were really
(29:09):
they were really just too high.
And again
buyers are figured it out that they don'thave to buy a house in a minute now.
Right.
We went through that periodwhere they had to like
as soon as the house came on the market,they had to go see it.
They couldn't do anything else.
They had a writing offer right away.
And now we're seeing that inventorytick up and buyers are like,
wait a minute, I don't I can go, look,I don't have to make these decisions.
(29:34):
And so I think that's what you're seeingin that South Gulf state region
is that.
And then your west is down 2.9%.
So but what we see in those pending homesales again is
I think we'll see these numberstick up for June and July.
And then we'll kind of see what it shakesout to the fall to look like.
(29:54):
So I actually predict that we stillmight hit that 4.5 million houses sold.
I it could happen.
And we'll see once we get through summer.
And then we analyze those numbersand see what we're looking at.
But I don't think we're we will had,
had had too much lower.
(30:14):
We definitelyI don't think we'll go lower for sure.
So what that means islistings are still going to happen.
Guys, whatever business it's listings.
Right.
But agents are going to have to startthinking
about some of their strategies,because what I want to show next,
and this is what I wanted to dig into,is, okay, all these big numbers, you know,
(30:37):
what does this mean day to daythen for our businesses and how realtors
might be starting to panic a little bitbecause things aren't selling as fast.
What great opportunitiesdoes that make for us
as the media professionalsand consultants?
100%.
So two things I want to look atand I will say, guys, if you're
(30:58):
listening to this podcast,when you get a minute,
get on the YouTube channel, come backand look at some of these stats, okay?
Because visually to just really see it isyou can just feel the story.
Okay.
So what slide I have up right nowis total existing home sales
percent change year over yearfrom the last year.
(31:23):
Okay.
And what we're looking at iswe had a height of December.
Last year was a great month.
We were up 9.7% from year over yearand sales.
December was great, January was great.
And then whatdo you see happening there? Craig?
We go down, down, down right.
(31:44):
So so far this year we lost 0.9%.
In February we lost 2.4% in March.
We lost 2% of home sales in April.
And then again May 7.7.
So April surprises me.
We let my market had a record yearand a record month in April.
(32:06):
Yeah, yeah yeah.
And again, this is why we saylook at your numbers though, right?
Right.
Because we're talking overa national market, right?
Sure. Great.
Every 50 states is what is the datawe're pulling together okay.
So but this is thisyou see the trend down right.
We're seeing that sales are trending downokay.
(32:29):
The other thing that we see is
I think it yes median price.
So now we're looking at existing homesales.
And the median price.
And remember the median is that pointin kind of in the not your average right.
Medianis taking the whole quantity of the sales
(32:49):
and finding that median number okay.
So if we look at thisfrom December of last year
guys we've done nothingbut trend down in prices.
This is what I'm talking aboutwith the price correction.
Right.
Prices were still up 5.8%in December year over year.
And then we see these trend down3.93.42.6, 1.8, 1.3.
(33:15):
Okay.
So we're seeing these like I saidthese overall price correction.
And that is going to lead to agents
having to have really great strategiesto sell listings.
Right.
Right.
You can't just throw it on the marketput it at a price.
(33:36):
No. You're going to get 4or 5 multiple offers.
You have to create the multiple
offers Craig okay.
And this is a shift.
This is what time is talking about.
This is a shift in the mindsetagent need buyers buyers market.
They want buyers right?
(33:57):
You always want listings.
Don't get me wrongbecause listings bring the buyers okay.
But they have to really think
about how they price these homes
and how they market these homes.
Right.
The marketing becomes so important here.
So overall I'm going to stop sharing.
(34:20):
So I think that's about the numbersthat we have here.
Craig. Sure.
Overall, what I am thinkingand what I have kind of laid out
is we are getting to the pointwhere agents can't skip the marketing.
They can't if they are out theretaking cell phone pictures
and putting a $400,000 houseon the market,
(34:42):
they are not going to getthe most attention right now.
Listings need to get more attention,not less.
Right?
Okay, so how do we do that, Craig?
How do we help these agent
get more attention?
Well, I mean video drives everything
all the algorithms.
(35:03):
What I love about what we do, Shannonand I feel like
this is kind of my ultimate answer.
Is it really for us?
It doesn't matterif it's a seller's market
or a buyer's market,but we have to understand the difference
because the tools that we bring to them,as they're marketing consultants
and team members, we can positionthe tools that we have either way.
(35:24):
And it's a seller's market.
These tools help them win more listings.
They don't need to.
They don't need it to sell the propertyor property.
I've heard that so many times.
So I'm like, you're right,you don't in this market.
But if you want to win more listings,you better show people what you can do.
You can do.
And I,I saw the light bulb go on in multiple
(35:45):
clients, eyeswhen I presented it that way.
But now we're kind of trending moretowards a buyer's market.
So ourI feel like our message has to change.
Our tools haven't changed.
What we offer them, but how we positionthose tools does change.
Absolutely, absolutely.
And I think it creates momentfor you to get in front of agents.
(36:08):
Yeah.
Absolutely. Right.
And how do we do that?We can teach them. Right.
We should be teaching themhow to use the media
if they are already aware, or
those are classesthat agents like to attend.
They like to understandwhat else is out there.
What do you have?
They can assist me and make my lifeeasier in marketing these listings, right?
(36:31):
I have a title of one.
You could teach a classmarketing listings with the best media.
And you
could create a 30 minute class of the top
five ways to use this media in social
to attract more buyers to your listing.
Period.
You could do thatbecause they can't skip it.
(36:54):
Yeah, I think it's not so much thewhat of what we offer.
You can go in and say,we do this, we do that, we do that.
But the value that we can bring themis in the how in the world and the why.
Yeah, yeah, I totally agree.
Which is why I'm super excitedabout one thing that's releasing that.
(37:15):
Todd talked about on July 8th,
and that is a brand new
gorgeous property website.
Yes, absolutely gorgeous.
And why we're here.
If you're watching us on YouTube.
You just saw Josie leave.
Josie is my intern and she's helping me,
so she just is popping in and outand working on some things.
(37:37):
So, if you see our on the super usergroup, say hello.
Like I said, she's managing
a lot of social media for us,so she's also my niece.
So be nice. Very cool. Yes, yes.
Yeah.
We this property website guys, it's
going to have an about you sectionfor the agent.
The agents are going to have thisand be able to add that
(37:59):
right to their property website.
It is a beautiful design.
We've been working on this for a while
and this is just the first of manythat we will bring.
We will bring more templates to you guys.
And why is this important on
why I'm talking about it isyou could literally lead a class on how
and why to use this property website,and how you can use it in leads.
(38:20):
Facebook leads, Instagram leads.
It has lead captioner on it.
You have all the tools that you need.
No matter what brokerage you're at,you could utilize
a company that uses these toolswith us to have an amazing property
website and showcase how their videoand how the things are going
(38:41):
to get them attention. Right.
But we've got to make sure that we'repricing houses correctly as agents.
That's going to be the number onetrack is because now we can go
a little bit higher into the compsand still know where, okay.
And honestly, we could still do that.
It just might take 120 days for the houseto sell him.
(39:04):
So up to your seller,what are they really looking for?
But if the agent really prices it right,they could still bring multiple offers
and the market is always goingto bear the price for the home, right?
Right.
Rememberwe don't really set the prices agents.
We don't.
The market tells usbecause people buy at a certain price.
(39:25):
And that is what the home is worth,right? Yes.
So it's importantto understand these numbers.
You know what the market has been doingwhere we think the market is going and
when we is,
as the media consultants.
I justI like that term for some reason I do too.
And teammates with the realtorwhen we understand the numbers
(39:46):
we're speaking the realtors language.
And your positioning yourselfas more than just a photographer.
And I hate to say this,but for photography,
if you only talk about photography,it boils down to a commodity.
It does.
But if you could position yourselfas somebody that understands
the market as a wholeand how your tools, your your commodity
(40:07):
can help them grow their business,you've now positioned yourself
differently than someonethat isn't diving into the numbers.
That'swhy we want to give you these updates.
And Shannon, I justI appreciate what you're doing.
In digging into that and sharing thatwith our, our listeners and viewers.
Absolutely.
It's like I said, I love the numbers.
So it's fun for me to dig in.
(40:29):
But yeah, you know, what we're goingto see in the next couple months
is, you know, we'll go through our summer,our summer market.
Todd is right.4th of July is like a break.
It's like the middle of the year.
Agents need a break.
Everybody celebrates the 4th of July.
At least to in the US
Yes, yes, true.
(40:49):
And so we all kind of.
And all the other countrieshave their little holidays too.
We, we actually,you guys, let's hear from you.
Let's tell us what holidaysyou guys all celebrate
and how your market shiftin those holidays.
That would be interesting.
Yes. Yeah, it really would.
So, it we should
and I will start to searchsome other industry
(41:11):
is in some other marketsand some other countries.
You know, we do have some great clientsin these other countries.
I'll reach out to them, seewhat kind of market data I can get
so that we can definitely look at that.
But really lean in, you know,if my final message is anything
it is lean into the teachingof these agents on how to use video
(41:33):
to get more buyersto attract more attention
to their listing, which in the endwill still bring them more listings too.
Right? It'll do both.
And then right now, the other opportunityis probably the branding guys.
Agents need the branding more than ever
in this social world that we live inand how they market their businesses,
(41:54):
and they should lean into some new contentwith it shifting to a buyer's market.
So you should be able to go out thereand capture some content appointment,
because they haven't had to talkabout a buyer's market in a while.
They haven't had to talk aboutsuper shifting markets.
Right.
We've kind of been in this just easykind of spot.
(42:14):
But agents have to work, right?
This it's no longer like
I can just get my license,put my feet on the desk, say I'm an agent
and get business.
It's not going to happen.
It's it's time to get back to work.
So that is where we can really come inand help.
And I'm excited to bring this content,and we'll continue to bring it.
(42:36):
It's good stuffand especially is, is things
start to slow downand, you know, in fall, late fall, winter
when maybe you have more timeto do those brokerage presentations,
those one on one coffee meetings, thisthings like this, you know, the the new
property websites, the marketing toolkitthat just got revamped in Spiro.
It will give you educational opportunitiesand not just don't look at it
(42:59):
as a sales call or a sales appointmentor a sales presentation.
Look at it as a consulting and educationappointment, presentation, whatever,
and show them how to use the toolsto help increase their business.
And you just you're going to.
When I first started in this,I started with a sales presentation.
Right.
Who who my company was,what I could, you know, the tools I had
(43:24):
and I didn't really show thehow and the why and the, the benefit.
I just was talking about the features.
But as I've stayed in the market longer,everybody knows most everybody,
unless you're a brand new agent, knows whoWow video tours is.
Right.
So I've realized I can't just keep doinga sales presentation.
I've got to show the benefitthat we bring to them.
(43:46):
And so tools like this,understanding the numbers,
take all of thatas the owner, as the business
development specialist in your companyand run with it.
Have some fun with it.
Show them how you're differentand how you can really be a a valuable
and profitable team member for them tohelp them grow their real estate business.
I totally agree.
You know what we talk about at KW?
(44:07):
It's one reason why I do love KW,
is we talk about giving.
Giving back is a part of who we are
and the way you can give to the agentswithout having to give up anything
monetarily is give them information,give them value.
Right. We talk about this value.
(44:28):
We're not offering value then.
Then there's nothing there for usto build a relationship on.
And what do we know about relationships?
Craig?
I know they drive everything.
They drive everything, right?
So go create those relationships,give the value, learn the struggle of what
your agentthat you're trying to do business with
(44:49):
is going through,so you can understand how to help them.
Right.
And that conversatethat will bring you a client for life.
And that will also bring you a raving fan
who will thengo out and talk about you and refer you.
So all of this stuff works together.
I'm happy to dive in with anybody.
(45:10):
Oh, I totally forgot about this.
I should tell everybody. Oh, boy,
I am going to
start a coaching call
once a month for one hour
that anybody can come on,
anyone.
So it's definitely geared forour onboarding clients at a certain level.
(45:34):
Okay.
But I'm going to let I'm goingto open it up and let let anybody come on.
So the more informationto come about that,
but in this one hour,
we'll really talk aboutwhat anybody wants to,
and we can talk about how to grow,how to maybe
fire clients, because sometimesyou have to do that like it happens.
Right. And what kind to go afterand how to target.
(45:55):
So I'm excited about it.
We want to keep givingyou guys more and more.
Again, that's the value, right?
We're going to give the value becausewe know it's the right thing to do.
And that's essentiallywhat everybody else should do.
Yeah.
I'm glad you said somethingabout firing a client,
because once in a whileit does need to happen.
There was a listener
I was talking with a couple months ago,and they were the they shared with me.
(46:18):
I love what you're you're sharingabout relationships
and I'm trying to do all that.
But I had this, this client that strung mealong and ended up dumping me,
even though I put all this work
into the relationshipand it makes me just want to give up.
I just want to encourage you.
We all have those type of
clients at some pointin our career, in our business,
(46:39):
you can't let that 1 or 2or maybe even three drag you down and make
you want to throw your hands up in the airand give up on the relationship.
Approach,because there will always be people
that will shop and not valuethe relationship the same way that you do.
And ultimately, I want to just tell youthat's not the type of client you want,
(47:00):
and they will drain energy from you,from doing what you could do.
For thosethat do appreciate you, absolutely.
Let them go.
Let him go, let him go.
Agents do the same thing.
Yeah, you have to let them go, too.
You know,sometimes you just can't please somebody.
And you shouldn't take that to heartand feel that.
Yeah, and make it take a personal.
You can get there, you know.
(47:22):
And so there's plenty of agents out there.
Plenty.
And they're comingin and out of the business all day long.
Yeah. Okay.
So go find the people that valuea relationship and work with them.
And definitely, don't be upsetif you just have to tell a client, hey
(47:43):
we're just not a good fit.
And I'm sorry, that word.
I'm not going to be able to help you.Yeah.
Yeah.
Shannon, thank you so much.
Appreciate your insight and wisdom.
Yeah. Thanks. I always enjoyed being on.
So whatever you guys come up with othertopics I'm happy to join about those.
But this is definitely near and dearto my heart, so I'm happy to deliver.
(48:05):
If you've got a story aboutwhat's going on in your market, things,
strategies you want to share, feel freeto leave a comment on the YouTube channel.
Or feel free to email us as well.
We'd love to hear from you.
It's just hello@spiro.media,and if you want to learn more about Spiro
itself, check out the website again,just spiro.media.
(48:25):
But we really do appreciate you guystaking time,
especially during this busy seasonthat you take to either watch the podcast
or listen in between appointmentsor during your your work day.
We just want to say thank you.
We don't take that for granted.
Yeah, absolutely.
Craig,it's a pleasure to see you as always.
Thank you.
Likewise. Yeah.
Thank you. Enjoythe rest of your summer, sir.
(48:46):
I plan on it. Vacation.
Speaking of the fourth
and taking vacation, I'mgoing to be out the next couple of weeks.
Thereyou go. Time with my family. So good.
Enjoy it. As you, take.
We do have to take advantageof these times, right?
Yes, I, I took a couple of days offnext week as well
because it'll we'll, we'llall kind of quiet down and we'll enjoy.
Right.
(49:06):
So we always end the podcast by, by mereminding you,
be thankful for the blessings in your lifeand make sure you take a breath.
And that's what I'm doingtrying to practice what we preach.
You guys have a great week.
Thanks for joining us.
Todd will be back with you next week.
No, we're going to take a break becausethe fourth is going to be two weeks.
(49:26):
Two weeks. All right.
All right.You guys have a great, great week.
We'll talk to you later.
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