December 10, 2025 • 47 mins
Christmas is almost upon us! Have you thought about what you may want to do for your clients for Christmas? Where do you start? Do you get gifts for everyone? Gifts for only some clients? What about cards? Or brokerage offices. Todd and Craig walk you through planning your holiday season client interaction plan, and how to continue to make an impact on them even during a slow season.
WOW Video Tours Gift Store: https://www.wowvideotours.com/gift-shop/
Chapter Timestamps:
0:00 Episode Open
02:48 Spiro Updates
05:09 Titus Information
07:50 Christmas for Clients
45:40 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):
And it's especially difficultbecause if you think about our clientele
as real estate agents, your top agents,they already have nice things,
like they're somewhat difficultto give a nice gift to,
you know, because they buy what they want.
(00:34):
Hi and welcome to the Spiro Podcast,managing your real estate,
photography and videography business.
Spiro is a software platform.
It's designed to help you maintain, managedirect your day to day
real estate media business,but ultimately help you scale it
and become a very efficientand effective in what you do.
(00:55):
Welcome back to the podcast.
I'm Craig Magrum, host of the podcast.
And, just we're getting readyto wind up the year here.
And, of course, each and every weekour co-host and founder
and owner, Todd Kivimakiwelcome, Todd.
Craig, it's great to be on here.
Good to see everybody todayor great to be with everybody.
Thank you for your time.
We don't underestimate that. We do.
(01:16):
Thank you for hopping on with us.
We were just at, conferences for the year.
So Craig,
a lot of the Wow
team got to go with meto the REPP conference, which is fabulous.
And then myself and the Spiro team,we went to the PMRE conference,
and we just enjoyed getting to talkwith so many of you.
And, we know we have so manyjust loyal listeners.
(01:40):
So thank you for that.
I just want to say that startedat the top of the hour here.
Thank you for your support.
If you are,
or if you have an idea of how or what
you want to hear on the podcast,you can contact us.
I'll get it out, y'all.I got to spit it out here.
Hello@spiro.media.
Send us a note.You'll get us. We'll answer.
(02:02):
Let us know what you want to learn aboutor what you'd like.
Some insight on.
Or if you are a master of somethingthat you'd like to share
and you like the idea of reachingthe community, let us know that as well.
So again, email hello@spiro.media.
Excellent.
All right.
Well it's end of the year.
It's you know Christmas time.
(02:23):
We start thinking about gifts and timewith family and friends
and all of that good stuff.
So this week we are going to be talking
about Christmas gifts for your clients,how to do the planning for that.
You know, who, who,which clients do you give those to?
Just all things gift related to helpyou think through that and, just further,
(02:43):
further deepenthose relationships with your clients.
But before we get to that,
Todd Spiro announcements and updates,what's going on?
Yeah.
So we are you might have it by now pendingwhen you're listening to this,
but we are movingtowards our CRM functions.
And this is going to allow you
to do actions that actually
(03:05):
affect the growth of your business, iswhat I've been saying.
So we know that.
And we talked to a lot of youand we coach a good amount of you
and those of you
when we're talking,we know that you have limited time
and onmany of your list is not number one.
Being client acquisition.
(03:27):
And we want to help you with the time thatyou're devoting to client acquisition.
We want to make it easierfor you to do it.
We want you to be able to track itand manage it so that you
can grow your business.
As I as I look back over the years,
the way that we grew to be over
14,000 jobs this yearand it was low, 12 thousands last year.
(03:51):
So we are still growingat a very nice pace as we focus on growth.
It's a core value of oursand we have systems and processes
that allow us to focus on that and people.
So we want to give you some insight.
We want to give yousome tools that we have,
And we want you to grow your businessto meet your goals.
(04:13):
So CRM functions are coming.
Check out the website Spiro Dot media.
Or if you're on our email list,you'll have a newsletter.
When the updates launch,it will be the agent Grid will
where you will be ableto manage your agents.
Look at that data with quick filtersthat are valuable to your company.
(04:33):
Make the calls when needed.
Set follow ups when you need to so thatpeople don't fall out of the funnel.
Follow up is key.
Yeah, yeah.
It's you know,
they say the fortunes in the follow upand we're going to help you do that.
And so we are excitedabout these features.
We'll continue to build on this.
These are things that we wantfor our company.
So if we want themwe know you guys want them.
(04:57):
And we'll have them out very soonand we'll continue to build on them.
Okay. Excellent. Anything else?
I think just a we'll mention it later,but yeah.
Go ahead. Yeah.
Just a quick update on if, if, if you havenot launched Titus in your Spiro system.
Yeah. If you don't know what Titus says,please go back and find it.
Listen to that.We have we've done podcasts.
(05:19):
We've done many things.
We've done a live with Eli Jones.
Titus will change your business.
We are seen it at wow.
We compare when people use pay at closewith Titus versus pay now.
So when agents have the convenience to paywhen the house closes and again
you get paid immediately,our agents at Wow are spending 44% more.
(05:41):
That's amazing.
If you want your agents to spend 44%more to have that flexibility,
please look at Titus.
It's a game changer.
We're the only ones that have it.
It's integrated in the system. It's just
I already said fabulous.
I don't know what else to say.
Like, I'm telling you all,I don't get this hyped about things.
Please look at it.
Pleasesee how it can change your business.
(06:02):
Also,if you're like, hey, I'm in California
and you didn't have it, Nickand the Titus team has worked hard.
They are in Californianow, so please check it out.
It's a great thing to doas we all slow down here for the winter.
Advertise it to your agentsand put that into your business workflow.
Excellent.
There was a brief moment there, Todd.
You were actually speechless.
(06:23):
That's a rare moment.
I agree, a 44%.
It's just. It's such a no brainer.
Yeah.
And I will tell you, I knowthere are some naysayers about this.
I was one of the biggest ones months ago.
And then I started looking at the data.
And now I see the data in my own company.
Like it's not a shiny object, y'all.
Like it's something that agents need.
(06:44):
We know that. We integrated it.
We're the first.
We're the only to have it again.
I'll say that againbecause we work hard for you all.
Like, look at the updates.
I'll just toot my engineering'shorn here for a little bit.
Like,look at the updates that we gave you.
And I do this very rarely.
I never sell on this podcast,
but look at the updatesthat we gave you over the last 12 months.
And if you're not with us, I hopeI can earn your business that you see
(07:08):
how relevant we are to your businessand how much we have given
to our users over the last 12 monthscompared to other systems.
So you do the comparison.
I'm not going to do it here,but we have worked hard for you all.
We will continue to do.
It will continue to be the first,first to do autoHDR.
first to do Titus, first to doCRM features, first to do Spiro Sync.
We'll continue to say that as you listento us on the podcast, and that was done.
(07:33):
That was my hard pitch. Craig. It's fine.
And those of you that are Spiro clients,we just we appreciate you so much.
We truly, truly have really enjoyedgetting getting to know you.
I mean, the REPP conference.
So that was just so much fun.
Anyway.
So, Todd, it is a fun time of year.
(07:53):
It's the season of giving.
It's more blessed to give than receive.
And, that's whatwe're going to be talking about this week.
Giving back to our clients.
And I have had a ton of funworking on a special project
for my VIPs in my marketthis, this season.
But there's a lotof planning that goes into,
(08:16):
giving gifts to
clients and VIPsand figuring out who did you know?
Who do I give it to? What's my budget?
You just all these questions that maybeon the surface, you don't think about, but
we've put together a pretty, pretty goodguide of planning for giving back.
And, so I'm just going to turn things overto you and and, let's work through this.
(08:39):
Yeah. Craig.
So we took our five step process for gift
giving around the holidaysthat we've done for many years.
And we strategically look at this processand we strategically look at everything
we do.
And, so I've got the guide here infront of me and it's a five step process.
This is the Wow wayguide to client gift and holiday giving.
(09:00):
So we're going to go through thesefive simple steps.
One thing I've learnedas I get older every year
is I hate to be,
like around Christmastime, like 2 or 3 days.
That finally slows down before Christmas.
Like, it's just it's such a badfeeling to feel like you're underprepared.
(09:21):
Yeah, yeah.
You know, like, and and I try to weigh
that with going overboard,especially like with my kids.
But they're people are in your livesand clients
that are importantand they are a lifeblood to your business.
And they use you consistentlyand they refer you.
(09:44):
And I do think, like Craig said, it'svery nice
just to say thanks and knowyou don't have to spend a ton of money
if some of you are like, hey,I just don't know where the money
is going to come from.We have ideas for you.
So Craig, we're going to go through thisfive step process.
It's relatively simple, but it's okay.
Tested and tried. Excellent.
Let's let's dive in okay.
(10:05):
So step number one in the process.
Walk us through it Todd.
Yeah you'regoing to want to prepare your data.
So you're going to get this time of year.
And now you have lots of clients.
We have thousandsand thousands of them in our system.
And you're just going to want to createbasically your own agent rank and report.
So if you're in Spirogo to the metrics section.
(10:25):
You can download an agent performance.
You can download the full order report.
Your goal here is you'rejust going to want to compile your data.
And if you download those reportshere's just a user tip.
Give it to AI give the whole big reportfor 12 months to
AI and tell it to create this for you. Okay
okay.
(10:46):
Instead of doing differentyou know, going to excel and sorting
and grouping and doing all that stuff,just give it to AI it's easy button.
And and it'll, it'll give this to you.
But you're going to want to lookat your clients
and companies from most spend down.
And ideally what we suggest is
(11:07):
the people that spend the most with youare your best clients.
I know that's nothing like,you know, just earth shattering there,
but they're the people we need to rememberduring this time of year.
So is there like a certain percentageof your top clients
that you would focus on,or how do you distill that down?
(11:28):
Yeah. So it's a great question.
A lot of times when you're goingthrough your list, you're going to see
the 80% 20% rule come into effect.
So you're probably goingto see the top 20% of your agents
probably spenda or do 80% of your revenue.
So other than just going through your listand looking like you'll see,
(11:50):
hey, this person spent 20,000,this person spent 15, and you'll go down
and you'll see like,okay, there's a lot of sevens
and there's a lot of fives and oh,it drops out here.
Take a lookat where you see those drops out.
Drop out.
And you might see something naturalin there of where you're going to cut off
the, kind of the limit of where you'regoing to give certain tiers of gifts.
(12:13):
We'll go into different tiers of gifts.
There are ways that you can reachlots of agents.
And then there's also thingsyou should do for your VIP clients.
But use that 80 20 rule.
Excellent. All right.
Step number two. So we've compiled data.
We've got,you know, a pretty good ranking report.
What's what. Step two.
Yeah.
Step two say you've identified thethe 50 agents.
(12:37):
That and I'm just using that as a numberI'm not saying it should be 50,
but say you've identified 50 individualsthat you are
going to give somethingto this holiday season.
What you need to do isyou need to establish a budget,
because if you just do it basedon your feelings, you might be happy.
(12:57):
This time of year, might be feeling good,
it might have been a good year,and you start adding up those things.
And it's especially difficultbecause if you think about our clientele
as real estate agents, your top agents,they already have nice things,
like they're somewhat difficultto give a nice gift to,
you know, because they buy what they want.
(13:19):
And I'm generalizing here,but it's going to be tough to like,
buy really nice, knock it out of the parkgifts for all of your clients.
I mean, spending 100 bucksa client is just not realistic.
We spend 100 bucks on some of our clients,
but it's not realisticto give to a large amount of clients.
Right?
So a number that we recommend is take,
(13:40):
0.15%.
Okay, of top line revenue.
So whatever you're going to do this year,if you're going to do 400,000,
multiply that times 0.0015
and then take that number 15%, not 15.15%.
Excuse me, not 15% okay.
(14:00):
You're not giving away15% of your revenue. Yeah.
Don't spend that.
It's 0.15% of your revenue.
And that's a roundaboutamount of what we spend.
Look at that.Are you comfortable with that?
Is that going toput you in a bad spot okay.
You don't need to spend that.
If you feel like you can give moreplease give more.
(14:21):
I don't think you can overgive to an extent,
but if it was a great yearand you want to take care of your clients
a little bit better,then give what you feel is comfortable.
So Todd, kind of aa little bit of a tangent,
but what if you're in a situationwhere you have multiple markets
that might be at different,say, income levels or
(14:41):
do you keep that same percentage
or do you kind of allocate thingsa little bit differently.
What what's your thoughts on that.
Yes we do.
We've looked at this a few waysand we think the best way to do it
is you take the same percentage.
So multiply top line revenue times 0.0015.
If you're doing 0.15% of gift,gifting of revenue,
(15:04):
and then you're going to want to dividethat number
equally among your markets.
So say you,you know, say you're doing that $400,000,
but say 300,000 of it comes
in one market and you're doing 100,000in another market.
You should give 75% of it to the biggermarket
guy, that 75%give allocated to the bigger market.
(15:28):
Now you might want to throw in like a baserevenue of, say,
or a base gifting amount of, say, $200,because maybe you have a market
that's extremely smalland just got started,
and you try to equallyjust distribute the,
the budget,you might get a budget of like $14
and you can't do anything withyou can't do much with $14.
(15:50):
So maybe you I think we give each of ourmarkets $200, take that out of the budget.
And then we equally distributethe rest of the Christmas budget
based on the revenue of each city,the percentage of revenue that it.
Yeah. And etc..
So that's what we do.
That gives you a good ideaof where to spend and how to spend it.
(16:13):
And if you're in different markets okay.
Excellent. Pretty simple so far.
Yeah. Not too bad right Craig.
Now here comes the fun part.
Yeah. So step number three is
buying the gifts getting the gifts.
And and we want we've looked at this.We've overthought this.
I think one thing we don't want to do iswe don't want to overwhelm you
(16:33):
with one huge task to do.
Now, like I have individuals,we have individuals in the team.
Like Jess is fabulous at putting togethergift baskets,
and she can go outand somehow she can go to 1 or 2 stores
and she has like these incrediblegift baskets
that look like they came from,like this boutique shop.
I can't do that.
(16:53):
I hate walking around storeslooking for things personally,
the crowds this time of year.
So I'm not trying to overwhelm you.
You can keep it simpleand the way that you will do this
and continue to successfully dothis is by keeping it simple.
So Craig, I know you, what we do at Wowis we allow our salespeople in each city,
(17:16):
we give them the budget and we just say,
hey, you can decide what you want to do.
We do have some, some help, you know, some
some things that we suggest,and we'll talk about them.
It's a gift giving,
company herethat we use that you can utilize as well.
We'll let you know about them.
But we do give the budget becausethose individuals are local in that city.
(17:39):
You all know what's local.
We love to buy local things,do local things.
So, Craig, would you mind sharing,
some of your secretsas to how you took your budget?
What did you do with it to creategifts this year?
Yeah, so I've done different thingsover the years.
But there's kind of three waysyou can break it up.
You could do, say, gift basketsfor maybe your top brokerages, maybe
(18:03):
you have a broker deal with, you know,a particular broker or multiple brokers
doing some sort of giftfor the entire office.
You know, whether it's a meat and cheesetray or, you know, chocolates, whatever,
something that you could put on the frontdesk, you know, at the receptionist desk.
That's just for the entire, brokerageto let them know.
Hey, we really appreciateyour partnership.
(18:25):
At the broker level
and making sure that you sayhello to the broker while that
there, if they're there,
then youyou also want to look at your VIPs,
you know, go through thatthat formula, the the percentage
that you're looking at and do somethingnice for your VIPs as well.
Now, what I've done, let's see,last year, Todd, there is a,
(18:47):
chocolate place in, in Findlay, Ohiothat's very, very well known.
People know about their chocolates.
they had put together,different levels of their, their products,
their chocolate products, in kind ofa, like a gift bundle type of thing.
And so I didI did their chocolate packages
for my VIPs last yearand got a great response.
(19:09):
This year, I decided to do somethinga little bit more personal.
It's it'sactually a little bit more affordable.
I'm not spending as much,but the time investment has been,
substantial.
But nothing compared to what Chris,
our one of our sales manager,what he's doing.
And maybe I'll let you talk about that.
(19:30):
But I love to cook. Right.
And people know from my social mediaI like to smoke meat,
but pretty much anything meatand smoking related, I love and,
bacon related especially.
Oh, yeah.
So, Todd, I found,I don't know, probably a year ago,
I found this recipefor a smoked maple bourbon bacon jam.
(19:52):
Oh, that sounds good.
Dude, did I just say dudeto the owner of our company?
You did? That's what I do.It's that good, though.
It's.
It's that good.And I haven't made it a ton,
but it's really, really good,especially on a burger.
And I thought, you know what?
I'm going to make
smoked maple bourbon baconjam for my VIPs.
(20:13):
And it's,you know, it's not in normal gift.
I haven't heard of bacon jambeing given as a Christmas time gift,
but it's really good.
It was handmade.
I took the time to to make this myself,and because of the relationships
I have with my customers and being ableto tell them, hey, I made this
(20:35):
and I explain what it is, I've delivered,
let's see, ten out of my 14, VIP gifts.
And Todd, the reactionsI've gotten this year
without them even tasting ityet has been incredible.
Yeah. So I'm really excited about that.
About this. In fact,
I, I had to tell my wife, Gail,
(20:56):
I had a woman tell me she loved me today.
Oh, I don't want to tell this what I toldthis realtor what it looks.
I love you
so, you know,anything that you're really passionate
about and good at, and you can maybeput some time, personal time into,
that is just a really special touch
(21:17):
to be able to do.
Yeah, the VIP gifts, personal touch.
A lot of time.
It takes a long time to make just onejar of this.
Oh, my goodness.
I know my wife makes jamfrom time to time.
I'm like, do you know thatyou can buy that at a store like it takes?
And then if it doesn't set, like,
there's just so much that goes into itand you have to get temperatures and
(21:40):
mine isn't that complicated.
It's just time consuming,you know, cooking the onions down
to caramelized and frying all the baconand just anyway, I've had fun.
I think we need a video of youmaking this.
I think this is going to be like a JoannaGaines.
Like, we we need you in the kitchen.
So I think we're going to bring upthe camera equipment.
(22:01):
We're going to have to figure out a wayto get your recipe.
What's funny is on YouTube,you know, I could share the recipe.
Actually, I could put the yeah,I could put the recipe in the show notes.
If you know, Craig,we want you in an apron with a chef hat.
We want we want to be in your kitchen.
I don't know if anybody elseis saying this right now other than me,
but I think there's going to bea lot of people saying, yes,
(22:22):
I want to be in Craig's kitchenfor maple bacon jam.
Okay, well, you'll have to send the teamup to produce that.
I can't do it all. It.
Oh, man.
I do have an apron though.
I got a very funny apron, actually.
Maybe I'll send a picture to
to Justine here to throw in the,in, in the podcast.
Okay, Craig, just acouple of quick questions here to clarify.
(22:44):
Yeah.
Just your process here because,if you take a broker
basket in to an office,
is that the only gift you give?
Even if there's VIPs there,I guess that is that become their gift?
Or do you actually give the VIPstheir maple bacon jam?
And and then I guess I have a follow upquestion to that as well.
(23:05):
Okay.
So yeah, the brokerage officewould still get a, say a gift basket.
You know, especially if
you have a broker deal in place with themand they're one of your top
clients as a brokerage.
But the VIP is, still
you'relooking at what they're spending with you
and you still want to give them somesome care.
And in individual,
(23:27):
attention
and, you know, a show of
thanks for whatthey're doing at an individual level,
as an agent or a team, you know, whatever.
So, yeah, it's.
Yeah, it's still still both gifts. Got it.
So they're both gifts. Great.
And then thisthis may be more of a personal thing, but,
like, you can't give gifts to everyone.
(23:48):
And if you're in an officeand you're taking, you know, say
the the VIP list,
you have an agent in the officethat just missed the cut off.
It's just like,oh, but I and I really like him or her.
Like, is it am Ijust in my own head about that or what?
No, because I kind of ran
into that situation last yearwhere I did deliver at the office,
(24:09):
and there was another agentthat we do shoot for and
I had an
extra gift,and she was kind of right at that cutoff.
And so I did actually give that
client that agent a gift as well.
But it got me thinkingabout that type of situation.
And so this year I've donea lot more deliveries to their homes.
(24:32):
So that's a great idea.
Yeah.
And nobody has had a problemsharing their, their home address.
So it's kind of avoided that situation,
that awkward situation can havewhen you walk into an office
and you're giving one agent a giftand not another, that is also your client.
That's that's a great question.
Yeah. So a couple great tips there.
(24:53):
Thanks for that, Craig.
One, you might want to have a fewextra gifts.
Yeah I know many many of you are a highs personality which means you want
everybody to be okay. Yeah.
And the disc profile.
And it feels like you take itand you're like, oh,
you spent 3000 with me and you spent 2850.
It's like you don't get a gift,but you get it.
So you might want to havea few extra gifts.
(25:14):
If not, you're going to give themto some family member on Chris.
You know, when you see him around,it never hurts.
My wife, my mom.
They always buy extra gifts, candles,you know, lotions, things like that.
That's easy for guys.
You know, you just go to the guyaisle at an TJ Max or something and buys
buy something there.
(25:35):
But a couple extra gifts are great.
And then, also, if you can deliver themto your client's home.
And, Craig,I'd like to just make the point that
your clients,if they are completely comfortable
giving, you're giving you their homeaddress, shows that you are doing
your work as nurturing your clientand your clients,
(25:55):
getting to know, like, and trust you.
Because if you're just a vendorand this is for everyone out there
as vendors, if your client doesn'tfeel comfortable with you
and they're like,can you just send it to my office?
Yeah, yeah.
Like I think there'sjust a level of comfort.
I know you all listenerstake fabulous care of your clients,
but I do think that's just a nice touchto drive to their home.
(26:15):
Also note that home address down
if you're asking them for that addressso that you have it for next year, right.
And just just for transparency,I haven't delivered
every gift to each person's home.
I did have a couple of officedeliveries as well, but I've done a lot
more home deliveries this year than I didlast year.
Okay.
Awesome. Craig,thank you for all the insight.
(26:35):
Is, is there any other levelof gifting that you give?
We have the brokerage baskets.
We have our VIPs.
Do you do anything else? Yeah.
You couldyou could go that next tier down.
And do you know a handwritten cardand maybe like a
5 or $10 gift card to Amazonor something like that.
Just something at a, at a smaller level,but shows that you're still recognizing
(26:56):
that they're partnering with you at,you know, at it's still a decent level.
You don't you don't want to ignorethose mid tier agents because they're
a substantialpart of your business. Still.
So yeah,
I, I agree, I think there's one thing that
I, and I had a coachwho was big on writing
(27:17):
handwriting, you know, note cardsand he did it the whole year
round, not just for Christmas,but the way he started off
his day was every day he hand wrotethree cards to somebody, okay?
And he would do that every single dayand he'd send them out.
And there was times where he would put in
a $5 gift card,and I was like, like, what?
(27:39):
Somebody can do a $5.
You know, you can't even get a coffeeat your local coffee shop, really, for $5.
there is something just psychologicalthat just
getting the gift is what is important.
It doesn't matter the amount.
And honestly,if you think about it, if you open a card
and there's a gift card in there,and the gift card doesn't show
(28:00):
how much is on it, it's generallyjust a gift card.
So they don't even know how muchthe gift card is.
I think I, I told a story on this podcastonce where there was a buddy of mine,
we went to schooltogether, had the same major,
so we spent a lot of time togetherin college and he came to my wedding
and he did the same thing,got a got a card and wrote it,
(28:22):
and he left a Walmart gift card in itand we didn't use a thing forever.
And my wife texted me one daylaughing that
he had like $3.87 on the Walmartgift card.
So like, he even regifted.
That's funny.
Like, he used all of it, but $3.87, he's
(28:42):
he gave it to us, but we were like,oh, it's nice nook.
And that's his nickname. Like,that was nice nook.
I came to the wedding.
He actually put pants on and not shorts,and he gave us a card and a gift card.
So yeah, $5 is more than enough.
Don't feel like you need to do more.
It serves the purpose of giving the gift.
And if you handwrite the card,that's more than what 95% of people do.
(29:07):
Yeah, for sure.
So Chris,you got to share what Chris's done.
Chris has gone above and beyond what I dideven.
Yeah.
So Chris, who is our sales manager,he too, like Craig, wanted to
personally, personally make the gifts.
And he's a woodworkerand he's very good at it.
(29:30):
Yeah.
So he handmade these beautiful walnutinlaid cutting boards
and I'm like thick cutting boards,like nice cutting boards, big boards.
They are.
And it was amazing what he did.
They he showed me a picture of himthis week.
We're on a zoom and they're beautiful.
You know he hand,you know, varnished them and sealed them.
(29:53):
And that's the completely incorrect term.
You woodworkers, whatever you do.
But they look fabulous.They're incredible.
They are. And he took the time.
He printed out a little care cardfor how you take care of the,
the cutting boards.
And then
he had nice packaging or wrap on them,and then he put a wow sticker on them.
(30:14):
And so they just look fabulous.
It was a lot of time.
Craig and Chris both spent a lot of time,but the idea that anybody can take money
and buy a gift,but for you to actually give your time,
that goes above and beyond,I think we'll see it in the like.
Craig mentioned the reactionsof what people think about it.
(30:35):
You know, one lady already loves him,you know.
So now that poses a different problemwith your wife.
You have too many,too many ladies that love you.
Yeah, but if you can make babe make maplebacon jam, I mean, that's
that's key.
Can I share a funny story?
Another. Yes. Client action.
Okay, so
this I hope I don't offend anybodywith this, that there's no offense meant.
(30:59):
And the person in this storywas not offended either.
So one of our our.
And no animals were harmed in this story.
Just well, other than the pigthat gave its life for the bacon.
Oh, no, I didn't know this story.
Sorry, I screwed this whole one up.
Well, that's okay, so I made a delivery.
There is a particular broker, slash,
(31:21):
realtor here in the areathat does a lot of business and,
the person, however, that
I deal withthe most is his marketing director.
He really.
I don't talk to him hardly at all.
And he has said in the past,basically just give
his marketing directorthe gift or whatever.
(31:41):
And time felt so terrible.
I felt so terrible.
As I was going to
this broker's office, I realized
I think I remember the marketing directormight be vegetarian, vegetarian.
And I was right.
I was texting, I was texting with her.
(32:02):
I'm like, Jess,I have an off the wall question
are you a vegetarian?
She said, yes, I am.
I said, I apologize so much.
The gift that I will be deliveringwill have to go to the broker,
because you're not going to appreciateor you're you're not going to want it.
And she was she was so gracious.
(32:26):
And I explained to the broker, hey,I made this.
You're going to have to enjoy this.
You know, I, I will get something forfor your marketing director as well.
And she just was standing thereall smiles.
But the funniest part of this wasthe broker tried to convert her
to eating meat on the spot.
You. Are you kidding me?
(32:47):
She's like,no, no, you're not going to do that.
I'm like, didhe just really do that she tried to convert her?
Maple and bacon jam.
So it was a it was a great interaction.
And she's the sweetest,sweetest woman ever.
So I pull out of the parking lotand I get a text from her.
I'm like,oh no, hopefully she's not offended.
(33:10):
And she said,that was the sweetest gift ever.
The fact that you took personal timeto do that,
don't worry about, you know,
about me being vegetarian.
Basically, I'm still going to be givingyou something as well, she wrote back.
You don't have to do that.
But she was just so graciousbecause, again,
(33:30):
the building, that relationship,she knew where my heart was.
And so she wasn't offended in it.
But the fact that he triedto convert her to eating.
Anyway, you
can have some fun interactions with gifts,you know, with your clients like that.
Okay, thanks. Thanks, Craig,I think story.
No. I'm so glad you that you did.
(33:50):
But the point that I want to make is
when someone tries
to take that business from your company,
when someone tries to undercut you,
or when you need a little gracebecause your photographer
screwed something up, your leadtime is further out than your client.
(34:10):
wants
These are the interactions
you know that secure the business for you.
The time that you laughed all together.
Human to human in the officethat the broker tried to get the man,
the adminto convert to not be a vegetarian.
You know, those are all the little things.
(34:31):
That's why people stay with you.
You have good photos, you have goodvideos, and don't be offended.
You all.
But the stuff's not that like it'snot like it's Earth shattering
and it's not that much betterthan anyone else's.
Like, I probably offended a lot of you.
The reason why you keepthe client is the relationship.
The relationship alone.
(34:51):
I'm telling you, as long as you're overthe threshold of quality,
the relationship is why those clientswill stick with you.
Especially when competitors come in.
They offer a discount, they undercut you,they have something better, or,
you know, they have whatever it may be.
But those are the reasons why the thewhy the agents stay with you, you know?
(35:13):
Craig, just one thing I
also want to point out is likethese are all like these procedures.
This is a procedure for us.
This is something that we do.
We measure and we get better every year.
You know,we look at where there might be gaps
and perfect that we make it easierto make them more efficient.
We help it convert betterif if that's what it is.
(35:36):
And these are all things that areimportant to the growth of our business.
One thingand this is it's a shameless plug
right here,but we have a conference coming up.
This is a two day event,January 22nd and 23rd of 2026.
We're calling it the Spiro Sync.
It's where you're going to come buildbelong and breathe.
We are going to help you with thingslike this.
(35:58):
We are going to go throughhow you can create this,
what we have,how you create certain procedures.
What do you do inthis case is hiring with growing
a team, state side, admin versus VA admin,
all of these items we are going to work onthis is going to be a great time
for you to come and connect.
There's going to be incredible peoplethere.
(36:18):
Eli Jones is going to be there.
Colleen Kydd is going to be there.
So lots we have some keynote speakers.
They're going to help yougrow your business
and think about launchingit correctly in 2026.
And then also we're going to have breakout
sessions where you're going to smallergroups, you're connecting with each other.
You're building things like this.
So January 22nd,23rd is a very limited amount of tickets.
(36:42):
They are selling very fast.
VIP sold out 90 minutes.
The general adminticket is still a fabulous.
You get everything except that on Saturdaythere's a third day for VIPs,
but you're going to get the bulkof everything.
It's a $199 ticket.
The conference is in Dayton, Ohio.
It's cheap to stay cheap to eat.
(37:03):
We're going to feed youmost of your meals.
And, we would love you to come,but you have to get your ticket quick.
You can get your ticket.
Go to Spiro.media, and in the topnav bar, click Spiro Sync 26.
It's going to be a great time.
Yeah, Craig's going to be there.
We're excited about it.
Yeah okay so we got the first three steps.
(37:25):
Two more steps in the gift giving process.
What's number four.
Yeah Craig number fouris timing and delivery.
So you talked about a little bitbut I think timing is important.
Can you just talk about like
why you've already goneand what we've seen when we go to late
and how that affects the outcomeof the gifts?
Well,planning ahead is, is pretty important.
(37:46):
And I, I've been a little under the gunbecause I was still busy with shoots.
So I've been taking some eveningsand early mornings to,
you know, to give the get the jamsready, and do the cooking and
that thathand delivery part is pretty important.
So I actually had a day this weekwhere I had no shoots
(38:06):
on my schedule,and I had ten out of the 14 jars made.
I'm like, I'm going to get these out todaybecause I don't want to rush,
you know, towards last minutebefore the holiday and not get this done.
And, you know, the realtors themselvesare getting ready to go on vacation
probably as well between, you know,between Christmas and the New Year.
(38:27):
It's it's a it's a slow season.
So you want to have enough timewhere they can appreciate it.
They're not still they're not at the pointof checking out entirely yet.
You can catch them.
Things are a little bit slower for them.
So yeah, just trying to
trying to get it doneas early in December as you can.
(38:47):
And I know we're setting you up a bitto fail as it's almost mid December
as we're talking about this,but it's still not too late.
Don't over complicate it.
Maybe you're not making jamor cutting boards this year.
I've got a kind of a lay up for you here,if you will.
We have partner with a local,
the US company that they dothese great little boutique
(39:10):
gift boxes of coffee and baked goods,
and they have gluten free optionsand, items like that.
You can see what we have
on our website,our Wow video tours website.
So go to WowVideotours.com.
It's slash gift shop.
There is a link in the
So if you go towowvideotours.com and click on the gift
(39:32):
shop up there you will see gifting.
We also allow our agents to orderthese as closing gifts.
So we just it'sjust a great partner of ours.
You don't have to use them by any means,
but it's literally like yousend them what you want.
They create the boxes,they ship them directly to the client.
So this is going to save you this time.
If you feel like you're,
you know, behind a little bitwhere you can just order the items.
(39:56):
There's many tiers of gift boxesput in the address.
You can also send them
a personalized card or noteand they'll put them in the boxes.
So that's a great option for you.
And there's many great optionsin the cities that you live in.
Like Craig mentioned, he'sgot a great local chocolate, create or,
you know, company that everybody knows,but don't overdo it.
(40:17):
Time is of the essence.Get those gifts out.
We have seen before when we've gone like,
two days
before Christmas, that we leave the gift,the person's not in the office.
Then the person emails usmid-January and says, hey,
thank you so much for the gift.
I just got back and I got it.
Yeah, it serves a purpose.
Then to Craig, like
mid-January, it's differentbecause I got the Christmas gift, but
(40:38):
I make keep it simple like we talked aboutand just do it this year, right?
Right.
All right.
Finally, number five.
Yes. Number five.
What?
I'm sorry, I forgot to give a littlenumber for when you deliver these things.
Just a quick tip.
When you deliver these things, if you canget a picture with anyone, please do it.
(40:58):
Like, hey, I'm in the office.
Take the picture, a selfie with the brokerif you can get or whomever
with the gift baskets.
Thank you so much for the business.
I'm out delivering gifts. Keep an eye out.
Anything you can do for social mediathat's a great
tip to,to do when you're out in the field.
So number five, quickly here.
This is after this is all done,
(41:19):
and this all comes back tojust how we measure everything out. Wow.
But you're going to want to, you know,look at what had the most impact.
Did it.
What were the responsesyou got for taking the time to make
maple bacon jam, cutting boards,things like that?
How was the response for a gift card?
Did realtors email you or they textyou real quick and say,
hey, thanks, I got the gift.
(41:40):
That means a lot.
Have a merry Christmas and Happy holidays!
Gather those things and seewhere you get the most bang for your buck.
And then note that down,
because this is somethingthat you're going to be done with it.
You take a breath,you're like, great, it's done.
And then you're going to try to rememberwhat you did beginning November
(42:01):
of next year, and you're going to forgetsome things just naturally.
So ideallytype it out in a little bit of a document.
So you create an SOPand then you can review that.
Also ask your teammaybe your team has heard of something.
But just collect allthe data and know what it is.
Good stuff.
All right.
(42:21):
It's a fun time of year, Craig.
It it isit really is fun to deliver and gift and
and, just see those reactions and,you know, something we didn't talk about,
Todd wasn't when I was out on Wednesdaymaking those deliveries.
I also squeezed in twoother two other things.
One, I had seen somebody that I knew from,
previous networking groupthat I had been in a couple of years ago,
(42:45):
made an announcementthat he just got his realtor's license.
So I reached out to him.
I'm like, Mike, let's talk.
Because he knew I was in the fieldthat I was in, and he is in a brokerage
that has a preferred vendorthat is not us.
And I wanted to open withwe are not your preferred vendor.
(43:06):
I just want to be transparent, however.
And we we got I got a meeting with him.
And so while I was out deliveringI had this appointment with him.
We sat down, had a great conversationin the midst of delivering the gifts.
You know, it's a slow timethat we've talked about this before.
When thing, when shoot slow,you go into business development mode.
And so he made a verbal, commitment to me.
(43:29):
He's like,I'm not using the preferred vendor.
I've got the relationshipwith you already.
And it just now he's a new agent.
He doesn't have any listings.
It's going to take some timefor that to build.
But you can you can be very,very productive in your day.
Even just making deliveries.
You can squeeze some other things in.
Where we met was actually in the same,complex, same strip
(43:51):
as a brokerage that I've been working ontrying to get a relationship with.
So I'm like, well,
I after the meeting with Mike,I'm going to swing around,
pop my head in there,because it's been a while
since I've seen, you know, thethe office manager.
I walked in Craig, you know,and she has used our company.
She's used well for shoots beforebut has an owner that had immediate team
(44:14):
in another part of the state that he wasinsistent on them providing services?
Well, through the conversationshe shared with me,
the owner has realized thatthat's not working and that a local
provider is going to work much betterfor the office and in my market.
And so it led to an invitation to comespeak at their next meeting.
(44:35):
So that's awesome. Yeah.
It just it
you have to be comfortable
with popping in placesand just showing your face, saying hello.
And that takes timeto build those relationships.
But this is a great time of yearto to reconnect
and to show your face and set upthose those brokerage presentations,
(44:56):
set up those coffees,you know, looking for new agents
and just making yourself availablefor people.
Yeah, that's a great tipthat could lead to, just continuing that.
That would be a very big dealto get that to come in.
I know we were talking offlinehere, Craig, but you never know.
That's what
again why we want to do this CRMthat's the lifeblood of
(45:16):
your business is growingand building those relationships.
So, we have seen that as companies beginto focus on those relationships,
that relationship building call selling aif you don't like selling, serving,
whatever it is,but it's relationship building.
That's when you see your numbersstart to do some hockey stick growth.
And as you reach and impact more people.
(45:38):
Yeah.
Excellent fun podcast.
Todd, thanks for the,thanks for those ideas.
Hey, thank you for sharing.
I love that,you know, like you did it this last week.
So thank you for the tips on that, Craig.
And, we are excited to,if you if you have a gift, a gift idea,
post it in the comments below.
Send us a pictureif you've got if you made maple bacon jam,
(46:00):
maybe we'll do a maple bacon jam offand whatever it is,
if you have an idea, you guys all havegreat ideas posted below.
If you're on YouTube,send us a picture of it.
We'll share it on here.
And, we always love the community, servingthe community and helping each other.
Good deal.
Well,that's going to wrap it up this week.
(46:20):
We have some exciting episodes comingup, Todd.
Some, some special gueststhat, shared at the wrap conference.
We're should I should I
should I tell them who's coming,or do we just tease it?
I think you almost have to now, I think.
Yeah, probably do.
So ColleenKydd is going to be joining us again.
(46:40):
Yeah. And Scott Golmic as well.
We've got him scheduled and I'm workingon some other guests as well.
We're just so excited
to build these partnershipsand community with, with you guys.
And, yeah,it's just it's a privilege for us.
So some, some good guestscoming on to share their knowledge
and experience with you all as well.
(47:01):
Todd, have a great week.
You as well. Craig.
Yeah, thanks everybody for listeningand we will catch you next week.
Absolutely.
Make sure you take some time,especially in the slower season,
to be thankful for the blessingsin your life and take a breath.
Have a great one.
Coming up on this episodeof The Spiro podcast.
(00:04):
And it's especially difficultbecause if you think about our clientele
as real estate agents, your top agents,they already have nice things,
like they're somewhat difficultto give a nice gift to,
you know, because they buy what they want.
(00:34):
Hi and welcome to the Spiro Podcast,managing your real estate,
photography and videography business.
Spiro is a software platform.
It's designed to help you maintain, managedirect your day to day
real estate media business,but ultimately help you scale it
and become a very efficientand effective in what you do.
(00:55):
Welcome back to the podcast.
I'm Craig Magrum, host of the podcast.
And, just we're getting readyto wind up the year here.
And, of course, each and every weekour co-host and founder
and owner, Todd Kivimakiwelcome, Todd.
Craig, it's great to be on here.
Good to see everybody todayor great to be with everybody.
Thank you for your time.
We don't underestimate that. We do.
(01:16):
Thank you for hopping on with us.
We were just at, conferences for the year.
So Craig,
a lot of the Wow
team got to go with meto the REPP conference, which is fabulous.
And then myself and the Spiro team,we went to the PMRE conference,
and we just enjoyed getting to talkwith so many of you.
And, we know we have so manyjust loyal listeners.
(01:40):
So thank you for that.
I just want to say that startedat the top of the hour here.
Thank you for your support.
If you are,
or if you have an idea of how or what
you want to hear on the podcast,you can contact us.
I'll get it out, y'all.I got to spit it out here.
Hello@spiro.media.
Send us a note.You'll get us. We'll answer.
(02:02):
Let us know what you want to learn aboutor what you'd like.
Some insight on.
Or if you are a master of somethingthat you'd like to share
and you like the idea of reachingthe community, let us know that as well.
So again, email hello@spiro.media.
Excellent.
All right.
Well it's end of the year.
It's you know Christmas time.
(02:23):
We start thinking about gifts and timewith family and friends
and all of that good stuff.
So this week we are going to be talking
about Christmas gifts for your clients,how to do the planning for that.
You know, who, who,which clients do you give those to?
Just all things gift related to helpyou think through that and, just further,
(02:43):
further deepenthose relationships with your clients.
But before we get to that,
Todd Spiro announcements and updates,what's going on?
Yeah.
So we are you might have it by now pendingwhen you're listening to this,
but we are movingtowards our CRM functions.
And this is going to allow you
to do actions that actually
(03:05):
affect the growth of your business, iswhat I've been saying.
So we know that.
And we talked to a lot of youand we coach a good amount of you
and those of you
when we're talking,we know that you have limited time
and onmany of your list is not number one.
Being client acquisition.
(03:27):
And we want to help you with the time thatyou're devoting to client acquisition.
We want to make it easierfor you to do it.
We want you to be able to track itand manage it so that you
can grow your business.
As I as I look back over the years,
the way that we grew to be over
14,000 jobs this yearand it was low, 12 thousands last year.
(03:51):
So we are still growingat a very nice pace as we focus on growth.
It's a core value of oursand we have systems and processes
that allow us to focus on that and people.
So we want to give you some insight.
We want to give yousome tools that we have,
And we want you to grow your businessto meet your goals.
(04:13):
So CRM functions are coming.
Check out the website Spiro Dot media.
Or if you're on our email list,you'll have a newsletter.
When the updates launch,it will be the agent Grid will
where you will be ableto manage your agents.
Look at that data with quick filtersthat are valuable to your company.
(04:33):
Make the calls when needed.
Set follow ups when you need to so thatpeople don't fall out of the funnel.
Follow up is key.
Yeah, yeah.
It's you know,
they say the fortunes in the follow upand we're going to help you do that.
And so we are excitedabout these features.
We'll continue to build on this.
These are things that we wantfor our company.
So if we want themwe know you guys want them.
(04:57):
And we'll have them out very soonand we'll continue to build on them.
Okay. Excellent. Anything else?
I think just a we'll mention it later,but yeah.
Go ahead. Yeah.
Just a quick update on if, if, if you havenot launched Titus in your Spiro system.
Yeah. If you don't know what Titus says,please go back and find it.
Listen to that.We have we've done podcasts.
(05:19):
We've done many things.
We've done a live with Eli Jones.
Titus will change your business.
We are seen it at wow.
We compare when people use pay at closewith Titus versus pay now.
So when agents have the convenience to paywhen the house closes and again
you get paid immediately,our agents at Wow are spending 44% more.
(05:41):
That's amazing.
If you want your agents to spend 44%more to have that flexibility,
please look at Titus.
It's a game changer.
We're the only ones that have it.
It's integrated in the system. It's just
I already said fabulous.
I don't know what else to say.
Like, I'm telling you all,I don't get this hyped about things.
Please look at it.
Pleasesee how it can change your business.
(06:02):
Also,if you're like, hey, I'm in California
and you didn't have it, Nickand the Titus team has worked hard.
They are in Californianow, so please check it out.
It's a great thing to doas we all slow down here for the winter.
Advertise it to your agentsand put that into your business workflow.
Excellent.
There was a brief moment there, Todd.
You were actually speechless.
(06:23):
That's a rare moment.
I agree, a 44%.
It's just. It's such a no brainer.
Yeah.
And I will tell you, I knowthere are some naysayers about this.
I was one of the biggest ones months ago.
And then I started looking at the data.
And now I see the data in my own company.
Like it's not a shiny object, y'all.
Like it's something that agents need.
(06:44):
We know that. We integrated it.
We're the first.
We're the only to have it again.
I'll say that againbecause we work hard for you all.
Like, look at the updates.
I'll just toot my engineering'shorn here for a little bit.
Like,look at the updates that we gave you.
And I do this very rarely.
I never sell on this podcast,
but look at the updatesthat we gave you over the last 12 months.
And if you're not with us, I hopeI can earn your business that you see
(07:08):
how relevant we are to your businessand how much we have given
to our users over the last 12 monthscompared to other systems.
So you do the comparison.
I'm not going to do it here,but we have worked hard for you all.
We will continue to do.
It will continue to be the first,first to do autoHDR.
first to do Titus, first to doCRM features, first to do Spiro Sync.
We'll continue to say that as you listento us on the podcast, and that was done.
(07:33):
That was my hard pitch. Craig. It's fine.
And those of you that are Spiro clients,we just we appreciate you so much.
We truly, truly have really enjoyedgetting getting to know you.
I mean, the REPP conference.
So that was just so much fun.
Anyway.
So, Todd, it is a fun time of year.
(07:53):
It's the season of giving.
It's more blessed to give than receive.
And, that's whatwe're going to be talking about this week.
Giving back to our clients.
And I have had a ton of funworking on a special project
for my VIPs in my marketthis, this season.
But there's a lotof planning that goes into,
(08:16):
giving gifts to
clients and VIPsand figuring out who did you know?
Who do I give it to? What's my budget?
You just all these questions that maybeon the surface, you don't think about, but
we've put together a pretty, pretty goodguide of planning for giving back.
And, so I'm just going to turn things overto you and and, let's work through this.
(08:39):
Yeah. Craig.
So we took our five step process for gift
giving around the holidaysthat we've done for many years.
And we strategically look at this processand we strategically look at everything
we do.
And, so I've got the guide here infront of me and it's a five step process.
This is the Wow wayguide to client gift and holiday giving.
(09:00):
So we're going to go through thesefive simple steps.
One thing I've learnedas I get older every year
is I hate to be,
like around Christmastime, like 2 or 3 days.
That finally slows down before Christmas.
Like, it's just it's such a badfeeling to feel like you're underprepared.
(09:21):
Yeah, yeah.
You know, like, and and I try to weigh
that with going overboard,especially like with my kids.
But they're people are in your livesand clients
that are importantand they are a lifeblood to your business.
And they use you consistentlyand they refer you.
(09:44):
And I do think, like Craig said, it'svery nice
just to say thanks and knowyou don't have to spend a ton of money
if some of you are like, hey,I just don't know where the money
is going to come from.We have ideas for you.
So Craig, we're going to go through thisfive step process.
It's relatively simple, but it's okay.
Tested and tried. Excellent.
Let's let's dive in okay.
(10:05):
So step number one in the process.
Walk us through it Todd.
Yeah you'regoing to want to prepare your data.
So you're going to get this time of year.
And now you have lots of clients.
We have thousandsand thousands of them in our system.
And you're just going to want to createbasically your own agent rank and report.
So if you're in Spirogo to the metrics section.
(10:25):
You can download an agent performance.
You can download the full order report.
Your goal here is you'rejust going to want to compile your data.
And if you download those reportshere's just a user tip.
Give it to AI give the whole big reportfor 12 months to
AI and tell it to create this for you. Okay
okay.
(10:46):
Instead of doing differentyou know, going to excel and sorting
and grouping and doing all that stuff,just give it to AI it's easy button.
And and it'll, it'll give this to you.
But you're going to want to lookat your clients
and companies from most spend down.
And ideally what we suggest is
(11:07):
the people that spend the most with youare your best clients.
I know that's nothing like,you know, just earth shattering there,
but they're the people we need to rememberduring this time of year.
So is there like a certain percentageof your top clients
that you would focus on,or how do you distill that down?
(11:28):
Yeah. So it's a great question.
A lot of times when you're goingthrough your list, you're going to see
the 80% 20% rule come into effect.
So you're probably goingto see the top 20% of your agents
probably spenda or do 80% of your revenue.
So other than just going through your listand looking like you'll see,
(11:50):
hey, this person spent 20,000,this person spent 15, and you'll go down
and you'll see like,okay, there's a lot of sevens
and there's a lot of fives and oh,it drops out here.
Take a lookat where you see those drops out.
Drop out.
And you might see something naturalin there of where you're going to cut off
the, kind of the limit of where you'regoing to give certain tiers of gifts.
(12:13):
We'll go into different tiers of gifts.
There are ways that you can reachlots of agents.
And then there's also thingsyou should do for your VIP clients.
But use that 80 20 rule.
Excellent. All right.
Step number two. So we've compiled data.
We've got,you know, a pretty good ranking report.
What's what. Step two.
Yeah.
Step two say you've identified thethe 50 agents.
(12:37):
That and I'm just using that as a numberI'm not saying it should be 50,
but say you've identified 50 individualsthat you are
going to give somethingto this holiday season.
What you need to do isyou need to establish a budget,
because if you just do it basedon your feelings, you might be happy.
(12:57):
This time of year, might be feeling good,
it might have been a good year,and you start adding up those things.
And it's especially difficultbecause if you think about our clientele
as real estate agents, your top agents,they already have nice things,
like they're somewhat difficultto give a nice gift to,
you know, because they buy what they want.
(13:19):
And I'm generalizing here,but it's going to be tough to like,
buy really nice, knock it out of the parkgifts for all of your clients.
I mean, spending 100 bucksa client is just not realistic.
We spend 100 bucks on some of our clients,
but it's not realisticto give to a large amount of clients.
Right?
So a number that we recommend is take,
(13:40):
0.15%.
Okay, of top line revenue.
So whatever you're going to do this year,if you're going to do 400,000,
multiply that times 0.0015
and then take that number 15%, not 15.15%.
Excuse me, not 15% okay.
(14:00):
You're not giving away15% of your revenue. Yeah.
Don't spend that.
It's 0.15% of your revenue.
And that's a roundaboutamount of what we spend.
Look at that.Are you comfortable with that?
Is that going toput you in a bad spot okay.
You don't need to spend that.
If you feel like you can give moreplease give more.
(14:21):
I don't think you can overgive to an extent,
but if it was a great yearand you want to take care of your clients
a little bit better,then give what you feel is comfortable.
So Todd, kind of aa little bit of a tangent,
but what if you're in a situationwhere you have multiple markets
that might be at different,say, income levels or
(14:41):
do you keep that same percentage
or do you kind of allocate thingsa little bit differently.
What what's your thoughts on that.
Yes we do.
We've looked at this a few waysand we think the best way to do it
is you take the same percentage.
So multiply top line revenue times 0.0015.
If you're doing 0.15% of gift,gifting of revenue,
(15:04):
and then you're going to want to dividethat number
equally among your markets.
So say you,you know, say you're doing that $400,000,
but say 300,000 of it comes
in one market and you're doing 100,000in another market.
You should give 75% of it to the biggermarket
guy, that 75%give allocated to the bigger market.
(15:28):
Now you might want to throw in like a baserevenue of, say,
or a base gifting amount of, say, $200,because maybe you have a market
that's extremely smalland just got started,
and you try to equallyjust distribute the,
the budget,you might get a budget of like $14
and you can't do anything withyou can't do much with $14.
(15:50):
So maybe you I think we give each of ourmarkets $200, take that out of the budget.
And then we equally distributethe rest of the Christmas budget
based on the revenue of each city,the percentage of revenue that it.
Yeah. And etc..
So that's what we do.
That gives you a good ideaof where to spend and how to spend it.
(16:13):
And if you're in different markets okay.
Excellent. Pretty simple so far.
Yeah. Not too bad right Craig.
Now here comes the fun part.
Yeah. So step number three is
buying the gifts getting the gifts.
And and we want we've looked at this.We've overthought this.
I think one thing we don't want to do iswe don't want to overwhelm you
(16:33):
with one huge task to do.
Now, like I have individuals,we have individuals in the team.
Like Jess is fabulous at putting togethergift baskets,
and she can go outand somehow she can go to 1 or 2 stores
and she has like these incrediblegift baskets
that look like they came from,like this boutique shop.
I can't do that.
(16:53):
I hate walking around storeslooking for things personally,
the crowds this time of year.
So I'm not trying to overwhelm you.
You can keep it simpleand the way that you will do this
and continue to successfully dothis is by keeping it simple.
So Craig, I know you, what we do at Wowis we allow our salespeople in each city,
(17:16):
we give them the budget and we just say,
hey, you can decide what you want to do.
We do have some, some help, you know, some
some things that we suggest,and we'll talk about them.
It's a gift giving,
company herethat we use that you can utilize as well.
We'll let you know about them.
But we do give the budget becausethose individuals are local in that city.
(17:39):
You all know what's local.
We love to buy local things,do local things.
So, Craig, would you mind sharing,
some of your secretsas to how you took your budget?
What did you do with it to creategifts this year?
Yeah, so I've done different thingsover the years.
But there's kind of three waysyou can break it up.
You could do, say, gift basketsfor maybe your top brokerages, maybe
(18:03):
you have a broker deal with, you know,a particular broker or multiple brokers
doing some sort of giftfor the entire office.
You know, whether it's a meat and cheesetray or, you know, chocolates, whatever,
something that you could put on the frontdesk, you know, at the receptionist desk.
That's just for the entire, brokerageto let them know.
Hey, we really appreciateyour partnership.
(18:25):
At the broker level
and making sure that you sayhello to the broker while that
there, if they're there,
then youyou also want to look at your VIPs,
you know, go through thatthat formula, the the percentage
that you're looking at and do somethingnice for your VIPs as well.
Now, what I've done, let's see,last year, Todd, there is a,
(18:47):
chocolate place in, in Findlay, Ohiothat's very, very well known.
People know about their chocolates.
they had put together,different levels of their, their products,
their chocolate products, in kind ofa, like a gift bundle type of thing.
And so I didI did their chocolate packages
for my VIPs last yearand got a great response.
(19:09):
This year, I decided to do somethinga little bit more personal.
It's it'sactually a little bit more affordable.
I'm not spending as much,but the time investment has been,
substantial.
But nothing compared to what Chris,
our one of our sales manager,what he's doing.
And maybe I'll let you talk about that.
(19:30):
But I love to cook. Right.
And people know from my social mediaI like to smoke meat,
but pretty much anything meatand smoking related, I love and,
bacon related especially.
Oh, yeah.
So, Todd, I found,I don't know, probably a year ago,
I found this recipefor a smoked maple bourbon bacon jam.
(19:52):
Oh, that sounds good.
Dude, did I just say dudeto the owner of our company?
You did? That's what I do.It's that good, though.
It's.
It's that good.And I haven't made it a ton,
but it's really, really good,especially on a burger.
And I thought, you know what?
I'm going to make
smoked maple bourbon baconjam for my VIPs.
(20:13):
And it's,you know, it's not in normal gift.
I haven't heard of bacon jambeing given as a Christmas time gift,
but it's really good.
It was handmade.
I took the time to to make this myself,and because of the relationships
I have with my customers and being ableto tell them, hey, I made this
(20:35):
and I explain what it is, I've delivered,
let's see, ten out of my 14, VIP gifts.
And Todd, the reactionsI've gotten this year
without them even tasting ityet has been incredible.
Yeah. So I'm really excited about that.
About this. In fact,
I, I had to tell my wife, Gail,
(20:56):
I had a woman tell me she loved me today.
Oh, I don't want to tell this what I toldthis realtor what it looks.
I love you
so, you know,anything that you're really passionate
about and good at, and you can maybeput some time, personal time into,
that is just a really special touch
(21:17):
to be able to do.
Yeah, the VIP gifts, personal touch.
A lot of time.
It takes a long time to make just onejar of this.
Oh, my goodness.
I know my wife makes jamfrom time to time.
I'm like, do you know thatyou can buy that at a store like it takes?
And then if it doesn't set, like,
there's just so much that goes into itand you have to get temperatures and
(21:40):
mine isn't that complicated.
It's just time consuming,you know, cooking the onions down
to caramelized and frying all the baconand just anyway, I've had fun.
I think we need a video of youmaking this.
I think this is going to be like a JoannaGaines.
Like, we we need you in the kitchen.
So I think we're going to bring upthe camera equipment.
(22:01):
We're going to have to figure out a wayto get your recipe.
What's funny is on YouTube,you know, I could share the recipe.
Actually, I could put the yeah,I could put the recipe in the show notes.
If you know, Craig,we want you in an apron with a chef hat.
We want we want to be in your kitchen.
I don't know if anybody elseis saying this right now other than me,
but I think there's going to bea lot of people saying, yes,
(22:22):
I want to be in Craig's kitchenfor maple bacon jam.
Okay, well, you'll have to send the teamup to produce that.
I can't do it all. It.
Oh, man.
I do have an apron though.
I got a very funny apron, actually.
Maybe I'll send a picture to
to Justine here to throw in the,in, in the podcast.
Okay, Craig, just acouple of quick questions here to clarify.
(22:44):
Yeah.
Just your process here because,if you take a broker
basket in to an office,
is that the only gift you give?
Even if there's VIPs there,I guess that is that become their gift?
Or do you actually give the VIPstheir maple bacon jam?
And and then I guess I have a follow upquestion to that as well.
(23:05):
Okay.
So yeah, the brokerage officewould still get a, say a gift basket.
You know, especially if
you have a broker deal in place with themand they're one of your top
clients as a brokerage.
But the VIP is, still
you'relooking at what they're spending with you
and you still want to give them somesome care.
And in individual,
(23:27):
attention
and, you know, a show of
thanks for whatthey're doing at an individual level,
as an agent or a team, you know, whatever.
So, yeah, it's.
Yeah, it's still still both gifts. Got it.
So they're both gifts. Great.
And then thisthis may be more of a personal thing, but,
like, you can't give gifts to everyone.
(23:48):
And if you're in an officeand you're taking, you know, say
the the VIP list,
you have an agent in the officethat just missed the cut off.
It's just like,oh, but I and I really like him or her.
Like, is it am Ijust in my own head about that or what?
No, because I kind of ran
into that situation last yearwhere I did deliver at the office,
(24:09):
and there was another agentthat we do shoot for and
I had an
extra gift,and she was kind of right at that cutoff.
And so I did actually give that
client that agent a gift as well.
But it got me thinkingabout that type of situation.
And so this year I've donea lot more deliveries to their homes.
(24:32):
So that's a great idea.
Yeah.
And nobody has had a problemsharing their, their home address.
So it's kind of avoided that situation,
that awkward situation can havewhen you walk into an office
and you're giving one agent a giftand not another, that is also your client.
That's that's a great question.
Yeah. So a couple great tips there.
(24:53):
Thanks for that, Craig.
One, you might want to have a fewextra gifts.
Yeah I know many many of you are a highs personality which means you want
everybody to be okay. Yeah.
And the disc profile.
And it feels like you take itand you're like, oh,
you spent 3000 with me and you spent 2850.
It's like you don't get a gift,but you get it.
So you might want to havea few extra gifts.
(25:14):
If not, you're going to give themto some family member on Chris.
You know, when you see him around,it never hurts.
My wife, my mom.
They always buy extra gifts, candles,you know, lotions, things like that.
That's easy for guys.
You know, you just go to the guyaisle at an TJ Max or something and buys
buy something there.
(25:35):
But a couple extra gifts are great.
And then, also, if you can deliver themto your client's home.
And, Craig,I'd like to just make the point that
your clients,if they are completely comfortable
giving, you're giving you their homeaddress, shows that you are doing
your work as nurturing your clientand your clients,
(25:55):
getting to know, like, and trust you.
Because if you're just a vendorand this is for everyone out there
as vendors, if your client doesn'tfeel comfortable with you
and they're like,can you just send it to my office?
Yeah, yeah.
Like I think there'sjust a level of comfort.
I know you all listenerstake fabulous care of your clients,
but I do think that's just a nice touchto drive to their home.
(26:15):
Also note that home address down
if you're asking them for that addressso that you have it for next year, right.
And just just for transparency,I haven't delivered
every gift to each person's home.
I did have a couple of officedeliveries as well, but I've done a lot
more home deliveries this year than I didlast year.
Okay.
Awesome. Craig,thank you for all the insight.
(26:35):
Is, is there any other levelof gifting that you give?
We have the brokerage baskets.
We have our VIPs.
Do you do anything else? Yeah.
You couldyou could go that next tier down.
And do you know a handwritten cardand maybe like a
5 or $10 gift card to Amazonor something like that.
Just something at a, at a smaller level,but shows that you're still recognizing
(26:56):
that they're partnering with you at,you know, at it's still a decent level.
You don't you don't want to ignorethose mid tier agents because they're
a substantialpart of your business. Still.
So yeah,
I, I agree, I think there's one thing that
I, and I had a coachwho was big on writing
(27:17):
handwriting, you know, note cardsand he did it the whole year
round, not just for Christmas,but the way he started off
his day was every day he hand wrotethree cards to somebody, okay?
And he would do that every single dayand he'd send them out.
And there was times where he would put in
a $5 gift card,and I was like, like, what?
(27:39):
Somebody can do a $5.
You know, you can't even get a coffeeat your local coffee shop, really, for $5.
there is something just psychologicalthat just
getting the gift is what is important.
It doesn't matter the amount.
And honestly,if you think about it, if you open a card
and there's a gift card in there,and the gift card doesn't show
(28:00):
how much is on it, it's generallyjust a gift card.
So they don't even know how muchthe gift card is.
I think I, I told a story on this podcastonce where there was a buddy of mine,
we went to schooltogether, had the same major,
so we spent a lot of time togetherin college and he came to my wedding
and he did the same thing,got a got a card and wrote it,
(28:22):
and he left a Walmart gift card in itand we didn't use a thing forever.
And my wife texted me one daylaughing that
he had like $3.87 on the Walmartgift card.
So like, he even regifted.
That's funny.
Like, he used all of it, but $3.87, he's
(28:42):
he gave it to us, but we were like,oh, it's nice nook.
And that's his nickname. Like,that was nice nook.
I came to the wedding.
He actually put pants on and not shorts,and he gave us a card and a gift card.
So yeah, $5 is more than enough.
Don't feel like you need to do more.
It serves the purpose of giving the gift.
And if you handwrite the card,that's more than what 95% of people do.
(29:07):
Yeah, for sure.
So Chris,you got to share what Chris's done.
Chris has gone above and beyond what I dideven.
Yeah.
So Chris, who is our sales manager,he too, like Craig, wanted to
personally, personally make the gifts.
And he's a woodworkerand he's very good at it.
(29:30):
Yeah.
So he handmade these beautiful walnutinlaid cutting boards
and I'm like thick cutting boards,like nice cutting boards, big boards.
They are.
And it was amazing what he did.
They he showed me a picture of himthis week.
We're on a zoom and they're beautiful.
You know he hand,you know, varnished them and sealed them.
(29:53):
And that's the completely incorrect term.
You woodworkers, whatever you do.
But they look fabulous.They're incredible.
They are. And he took the time.
He printed out a little care cardfor how you take care of the,
the cutting boards.
And then
he had nice packaging or wrap on them,and then he put a wow sticker on them.
(30:14):
And so they just look fabulous.
It was a lot of time.
Craig and Chris both spent a lot of time,but the idea that anybody can take money
and buy a gift,but for you to actually give your time,
that goes above and beyond,I think we'll see it in the like.
Craig mentioned the reactionsof what people think about it.
(30:35):
You know, one lady already loves him,you know.
So now that poses a different problemwith your wife.
You have too many,too many ladies that love you.
Yeah, but if you can make babe make maplebacon jam, I mean, that's
that's key.
Can I share a funny story?
Another. Yes. Client action.
Okay, so
this I hope I don't offend anybodywith this, that there's no offense meant.
(30:59):
And the person in this storywas not offended either.
So one of our our.
And no animals were harmed in this story.
Just well, other than the pigthat gave its life for the bacon.
Oh, no, I didn't know this story.
Sorry, I screwed this whole one up.
Well, that's okay, so I made a delivery.
There is a particular broker, slash,
(31:21):
realtor here in the areathat does a lot of business and,
the person, however, that
I deal withthe most is his marketing director.
He really.
I don't talk to him hardly at all.
And he has said in the past,basically just give
his marketing directorthe gift or whatever.
(31:41):
And time felt so terrible.
I felt so terrible.
As I was going to
this broker's office, I realized
I think I remember the marketing directormight be vegetarian, vegetarian.
And I was right.
I was texting, I was texting with her.
(32:02):
I'm like, Jess,I have an off the wall question
are you a vegetarian?
She said, yes, I am.
I said, I apologize so much.
The gift that I will be deliveringwill have to go to the broker,
because you're not going to appreciateor you're you're not going to want it.
And she was she was so gracious.
(32:26):
And I explained to the broker, hey,I made this.
You're going to have to enjoy this.
You know, I, I will get something forfor your marketing director as well.
And she just was standing thereall smiles.
But the funniest part of this wasthe broker tried to convert her
to eating meat on the spot.
You. Are you kidding me?
(32:47):
She's like,no, no, you're not going to do that.
I'm like, didhe just really do that she tried to convert her?
Maple and bacon jam.
So it was a it was a great interaction.
And she's the sweetest,sweetest woman ever.
So I pull out of the parking lotand I get a text from her.
I'm like,oh no, hopefully she's not offended.
(33:10):
And she said,that was the sweetest gift ever.
The fact that you took personal timeto do that,
don't worry about, you know,
about me being vegetarian.
Basically, I'm still going to be givingyou something as well, she wrote back.
You don't have to do that.
But she was just so graciousbecause, again,
(33:30):
the building, that relationship,she knew where my heart was.
And so she wasn't offended in it.
But the fact that he triedto convert her to eating.
Anyway, you
can have some fun interactions with gifts,you know, with your clients like that.
Okay, thanks. Thanks, Craig,I think story.
No. I'm so glad you that you did.
(33:50):
But the point that I want to make is
when someone tries
to take that business from your company,
when someone tries to undercut you,
or when you need a little gracebecause your photographer
screwed something up, your leadtime is further out than your client.
(34:10):
wants
These are the interactions
you know that secure the business for you.
The time that you laughed all together.
Human to human in the officethat the broker tried to get the man,
the adminto convert to not be a vegetarian.
You know, those are all the little things.
(34:31):
That's why people stay with you.
You have good photos, you have goodvideos, and don't be offended.
You all.
But the stuff's not that like it'snot like it's Earth shattering
and it's not that much betterthan anyone else's.
Like, I probably offended a lot of you.
The reason why you keepthe client is the relationship.
The relationship alone.
(34:51):
I'm telling you, as long as you're overthe threshold of quality,
the relationship is why those clientswill stick with you.
Especially when competitors come in.
They offer a discount, they undercut you,they have something better, or,
you know, they have whatever it may be.
But those are the reasons why the thewhy the agents stay with you, you know?
(35:13):
Craig, just one thing I
also want to point out is likethese are all like these procedures.
This is a procedure for us.
This is something that we do.
We measure and we get better every year.
You know,we look at where there might be gaps
and perfect that we make it easierto make them more efficient.
We help it convert betterif if that's what it is.
(35:36):
And these are all things that areimportant to the growth of our business.
One thingand this is it's a shameless plug
right here,but we have a conference coming up.
This is a two day event,January 22nd and 23rd of 2026.
We're calling it the Spiro Sync.
It's where you're going to come buildbelong and breathe.
We are going to help you with thingslike this.
(35:58):
We are going to go throughhow you can create this,
what we have,how you create certain procedures.
What do you do inthis case is hiring with growing
a team, state side, admin versus VA admin,
all of these items we are going to work onthis is going to be a great time
for you to come and connect.
There's going to be incredible peoplethere.
(36:18):
Eli Jones is going to be there.
Colleen Kydd is going to be there.
So lots we have some keynote speakers.
They're going to help yougrow your business
and think about launchingit correctly in 2026.
And then also we're going to have breakout
sessions where you're going to smallergroups, you're connecting with each other.
You're building things like this.
So January 22nd,23rd is a very limited amount of tickets.
(36:42):
They are selling very fast.
VIP sold out 90 minutes.
The general adminticket is still a fabulous.
You get everything except that on Saturdaythere's a third day for VIPs,
but you're going to get the bulkof everything.
It's a $199 ticket.
The conference is in Dayton, Ohio.
It's cheap to stay cheap to eat.
(37:03):
We're going to feed youmost of your meals.
And, we would love you to come,but you have to get your ticket quick.
You can get your ticket.
Go to Spiro.media, and in the topnav bar, click Spiro Sync 26.
It's going to be a great time.
Yeah, Craig's going to be there.
We're excited about it.
Yeah okay so we got the first three steps.
(37:25):
Two more steps in the gift giving process.
What's number four.
Yeah Craig number fouris timing and delivery.
So you talked about a little bitbut I think timing is important.
Can you just talk about like
why you've already goneand what we've seen when we go to late
and how that affects the outcomeof the gifts?
Well,planning ahead is, is pretty important.
(37:46):
And I, I've been a little under the gunbecause I was still busy with shoots.
So I've been taking some eveningsand early mornings to,
you know, to give the get the jamsready, and do the cooking and
that thathand delivery part is pretty important.
So I actually had a day this weekwhere I had no shoots
(38:06):
on my schedule,and I had ten out of the 14 jars made.
I'm like, I'm going to get these out todaybecause I don't want to rush,
you know, towards last minutebefore the holiday and not get this done.
And, you know, the realtors themselvesare getting ready to go on vacation
probably as well between, you know,between Christmas and the New Year.
(38:27):
It's it's a it's a slow season.
So you want to have enough timewhere they can appreciate it.
They're not still they're not at the pointof checking out entirely yet.
You can catch them.
Things are a little bit slower for them.
So yeah, just trying to
trying to get it doneas early in December as you can.
(38:47):
And I know we're setting you up a bitto fail as it's almost mid December
as we're talking about this,but it's still not too late.
Don't over complicate it.
Maybe you're not making jamor cutting boards this year.
I've got a kind of a lay up for you here,if you will.
We have partner with a local,
the US company that they dothese great little boutique
(39:10):
gift boxes of coffee and baked goods,
and they have gluten free optionsand, items like that.
You can see what we have
on our website,our Wow video tours website.
So go to WowVideotours.com.
It's slash gift shop.
There is a link in the
So if you go towowvideotours.com and click on the gift
(39:32):
shop up there you will see gifting.
We also allow our agents to orderthese as closing gifts.
So we just it'sjust a great partner of ours.
You don't have to use them by any means,
but it's literally like yousend them what you want.
They create the boxes,they ship them directly to the client.
So this is going to save you this time.
If you feel like you're,
you know, behind a little bitwhere you can just order the items.
(39:56):
There's many tiers of gift boxesput in the address.
You can also send them
a personalized card or noteand they'll put them in the boxes.
So that's a great option for you.
And there's many great optionsin the cities that you live in.
Like Craig mentioned, he'sgot a great local chocolate, create or,
you know, company that everybody knows,but don't overdo it.
(40:17):
Time is of the essence.Get those gifts out.
We have seen before when we've gone like,
two days
before Christmas, that we leave the gift,the person's not in the office.
Then the person emails usmid-January and says, hey,
thank you so much for the gift.
I just got back and I got it.
Yeah, it serves a purpose.
Then to Craig, like
mid-January, it's differentbecause I got the Christmas gift, but
(40:38):
I make keep it simple like we talked aboutand just do it this year, right?
Right.
All right.
Finally, number five.
Yes. Number five.
What?
I'm sorry, I forgot to give a littlenumber for when you deliver these things.
Just a quick tip.
When you deliver these things, if you canget a picture with anyone, please do it.
(40:58):
Like, hey, I'm in the office.
Take the picture, a selfie with the brokerif you can get or whomever
with the gift baskets.
Thank you so much for the business.
I'm out delivering gifts. Keep an eye out.
Anything you can do for social mediathat's a great
tip to,to do when you're out in the field.
So number five, quickly here.
This is after this is all done,
(41:19):
and this all comes back tojust how we measure everything out. Wow.
But you're going to want to, you know,look at what had the most impact.
Did it.
What were the responsesyou got for taking the time to make
maple bacon jam, cutting boards,things like that?
How was the response for a gift card?
Did realtors email you or they textyou real quick and say,
hey, thanks, I got the gift.
(41:40):
That means a lot.
Have a merry Christmas and Happy holidays!
Gather those things and seewhere you get the most bang for your buck.
And then note that down,
because this is somethingthat you're going to be done with it.
You take a breath,you're like, great, it's done.
And then you're going to try to rememberwhat you did beginning November
(42:01):
of next year, and you're going to forgetsome things just naturally.
So ideallytype it out in a little bit of a document.
So you create an SOPand then you can review that.
Also ask your teammaybe your team has heard of something.
But just collect allthe data and know what it is.
Good stuff.
All right.
(42:21):
It's a fun time of year, Craig.
It it isit really is fun to deliver and gift and
and, just see those reactions and,you know, something we didn't talk about,
Todd wasn't when I was out on Wednesdaymaking those deliveries.
I also squeezed in twoother two other things.
One, I had seen somebody that I knew from,
previous networking groupthat I had been in a couple of years ago,
(42:45):
made an announcementthat he just got his realtor's license.
So I reached out to him.
I'm like, Mike, let's talk.
Because he knew I was in the fieldthat I was in, and he is in a brokerage
that has a preferred vendorthat is not us.
And I wanted to open withwe are not your preferred vendor.
(43:06):
I just want to be transparent, however.
And we we got I got a meeting with him.
And so while I was out deliveringI had this appointment with him.
We sat down, had a great conversationin the midst of delivering the gifts.
You know, it's a slow timethat we've talked about this before.
When thing, when shoot slow,you go into business development mode.
And so he made a verbal, commitment to me.
(43:29):
He's like,I'm not using the preferred vendor.
I've got the relationshipwith you already.
And it just now he's a new agent.
He doesn't have any listings.
It's going to take some timefor that to build.
But you can you can be very,very productive in your day.
Even just making deliveries.
You can squeeze some other things in.
Where we met was actually in the same,complex, same strip
(43:51):
as a brokerage that I've been working ontrying to get a relationship with.
So I'm like, well,
I after the meeting with Mike,I'm going to swing around,
pop my head in there,because it's been a while
since I've seen, you know, thethe office manager.
I walked in Craig, you know,and she has used our company.
She's used well for shoots beforebut has an owner that had immediate team
(44:14):
in another part of the state that he wasinsistent on them providing services?
Well, through the conversationshe shared with me,
the owner has realized thatthat's not working and that a local
provider is going to work much betterfor the office and in my market.
And so it led to an invitation to comespeak at their next meeting.
(44:35):
So that's awesome. Yeah.
It just it
you have to be comfortable
with popping in placesand just showing your face, saying hello.
And that takes timeto build those relationships.
But this is a great time of yearto to reconnect
and to show your face and set upthose those brokerage presentations,
(44:56):
set up those coffees,you know, looking for new agents
and just making yourself availablefor people.
Yeah, that's a great tipthat could lead to, just continuing that.
That would be a very big dealto get that to come in.
I know we were talking offlinehere, Craig, but you never know.
That's what
again why we want to do this CRMthat's the lifeblood of
(45:16):
your business is growingand building those relationships.
So, we have seen that as companies beginto focus on those relationships,
that relationship building call selling aif you don't like selling, serving,
whatever it is,but it's relationship building.
That's when you see your numbersstart to do some hockey stick growth.
And as you reach and impact more people.
(45:38):
Yeah.
Excellent fun podcast.
Todd, thanks for the,thanks for those ideas.
Hey, thank you for sharing.
I love that,you know, like you did it this last week.
So thank you for the tips on that, Craig.
And, we are excited to,if you if you have a gift, a gift idea,
post it in the comments below.
Send us a pictureif you've got if you made maple bacon jam,
(46:00):
maybe we'll do a maple bacon jam offand whatever it is,
if you have an idea, you guys all havegreat ideas posted below.
If you're on YouTube,send us a picture of it.
We'll share it on here.
And, we always love the community, servingthe community and helping each other.
Good deal.
Well,that's going to wrap it up this week.
(46:20):
We have some exciting episodes comingup, Todd.
Some, some special gueststhat, shared at the wrap conference.
We're should I should I
should I tell them who's coming,or do we just tease it?
I think you almost have to now, I think.
Yeah, probably do.
So ColleenKydd is going to be joining us again.
(46:40):
Yeah. And Scott Golmic as well.
We've got him scheduled and I'm workingon some other guests as well.
We're just so excited
to build these partnershipsand community with, with you guys.
And, yeah,it's just it's a privilege for us.
So some, some good guestscoming on to share their knowledge
and experience with you all as well.
(47:01):
Todd, have a great week.
You as well. Craig.
Yeah, thanks everybody for listeningand we will catch you next week.
Absolutely.
Make sure you take some time,especially in the slower season,
to be thankful for the blessingsin your life and take a breath.
Have a great one.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Bobby Bones Show
Listen to 'The Bobby Bones Show' by downloading the daily full replay.