March 19, 2025 • 46 mins
Todd and Craig give the latest updates on Spiro, an updated discussion on AI Photo Editing, and address a listener question about how to effectively follow up with Brokers and Realtors that you've contacted regarding your real estate media services. Thank you for your continual feedback and questions to the Podcast!
Chapter Timestamps:
0:00 Episode Open
01:57 Spiro Updates
05:55 AutoHDR AI Photo Editing
21:25 Fortune is in the Followup
45:41 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):
like think eight years to get a deal.
And of course, we pursued other dealsand we did our client acquisition
and we continued to build relationships,but we didn't forget about people
that said, no, they didn't really say no.
They said no, not right now.
Welcome to the Spiro Podcast,
managing your real estate, photographyand videography business
(00:28):
with your hosts, Todd, Kevin Mackie
and Craig Mann.
Hi and welcome to the Spiro Podcast.
Managing your real estate, photographyand videography business.
Spiro is a software platform.
If you're just watching or listening
for the first time, it's a softwareplatform designed to help you manage
and ultimatelygrow your real estate media business.
(00:50):
My name is Craig Magrum,host of the podcast.
Welcome back to another week and,we're all about talking
about the business of real estatemedia and visual marketing.
We have some lighthearted commentaryand banter as well
here and there,because we're relational people, right?
So let me introduce our co-host and ownerand founder of Spiro Todd Kivimaki
(01:10):
Welcome back, Todd.
Craig, it's great to be here another week.
Exciting things to talk about.
Great topic this week.
Thank you all for the feedback.
I think you guys are contacting usmore and more, which is fabulous.
We love to hear from you.
So please leave a comment wherever you'relistening to this, YouTube,
any podcast channel,if you can even do that, I don't know.
(01:32):
Or email us hello@spiro.media.
Also, if you're a Spiro user,please use the little pink chat bubble.
You can say, hey,can you send this to Todd or Craig?
They will tag us in here.
If it's something urgent with Spiro,you're trying to get something set up
or figure it out.
Chat can help you as well so that allthe support team is in there for you.
Absolutely, absolutely.
(01:53):
All right.
Well, we always like to, to hitSpiro updates first.
A lot has been going on the past weekor so here, Todd.
And, I'm just going to let you take it.
Yeah.
So thank you for that, Craig.Lots of great stuff.
So we launched the beginning of this week,a very large update.
Excited about it.I've talked a lot about this.
(02:13):
I'm not going toI'm not going to spend time here.
Your valuable time talking more about it.
But this is making your order pageslook great.
Landing pages photographer start timeend time service areas.
Lots of great things in there.
You can find all of that inside of Spiro.
And, the release notes.
You can find those in your inboxor just as a team in the pink chat bubble.
(02:36):
We are working oncycle ten is what we're calling it.
And that's the next developmentupdates for you
and I wanted to just let you knowkind of where we're landing right now
and where we land is based on all of yourall feedback from us.
So we want to make sure
that we put in valuable functionsand features for you guys.
(02:59):
Spiro started offfor just our real estate media company
Wow video tours,and we did everything that Wow needed.
And that was years ago.
And we still, you know,
Wow was still using it to shoot the 12,000plus jobs a year.
But we focus on what you guys wantand we use it to it. Wow.
So it's exciting. You know these newupdate, you guys have great ideas.
(03:21):
What we're looking at for cycle ten,which is going to launch
the end of April.
The biggie there that I want toat least let you know is we're looking
at that marketing content.
So we've had a lot of feedback.
It's greatthat your agents want to use it.
There's a few limitations.
One thing, it's very simple right now,so it's easy for our agents to use it.
(03:42):
Craig, we all know that our agents,you know, I think of my my mother,
she's 79 years old.She's a real estate agent.
I think of her being ableto click around on on her,
computer to do that, and,
she can't do it, by the way.
She she she.
So it's not like I can't design itfor my mother because my mother's like,
where's she'll call me and say, Todd,where's the W key?
(04:04):
So we can't make it that simple.
I love my mom, by the way.
She's not listening.
She has no clue what a podcast is, but
we we want to give
some more functionalityand that marketing kit for you.
So, you know, these are things like changethe font, zoom,
crop, zoominto the image, drag in a new text box,
(04:25):
change this thing, changethat thing more Canva like
features that you all the higherlevel users are used to
and give you more templates as well.
And looking to expand those templatesinto a couple different formats.
So we've got some ideas that we're goingto build around that marketing kit.
So I'm excited for that.
(04:46):
Some other goodies come in as well.
But well the other one I, I will mentionbecause it's quick is property websites.
So you will have at least onenew property website.
And then we've built a flowthat we can more quickly and easily
get you new designs and templatesfor those property websites.
So if you've got a propertywebsite out there you love,
(05:08):
and it doesn'tnecessarily have to be a property website,
maybe it's just a website that you go toand you're like, I love this gallery,
or I love this font, I love this header.
This will be cool to have
in Spiro for my clients.
Can you send me that link?
Just hello@spiro.media say on podcast.
Todd ask for some website examples.
(05:29):
Send them to me.
I'll put them in our document stationfor our designer
that's doing those websitesas inspiration.
And then we'll lookto incorporate elements in those.
So a screenshot,a link to the website would help us.
And we'll put those as inspiration
There you go. Awesome.
All right.
(05:49):
Any other any other updates coming up thatyou want to talk about or
not updates.
I mean, we launched another updateor a partnership with autoHDR, right.
And, so thank youall for the support and trying that.
So if you are just finding out about itnow, it's AI photo editing.
And this is a one.
It's not a it's I do not own the company.
(06:12):
I don't have any ownership in the company.
I know the owner, Matt.
And, Matt is a real estate businessowner as well.
He, Long story short,and I posted some of this
on our Spiro super user group,so because I want to be 100% transparent.
Matt is a real estate business owner.
He has a degree in machinelearning,
(06:32):
real estate business
or real estate photography media business.
Oh, sorry. Yeah.
Real estate photography.Yeah. Real estate and media.
Yeah. Okay.
He's a real estatephotography business and
he he's in the I always say
the Hamptons but it's not the Hamptonsand it's another very high end market.
Nantucket is where he's atand he's a Spiro user as well.
(06:55):
And we've been talking for a long time,so he contacted me
quite a while ago, and he's like, hey,show me the model, ask for some images.
From Wow.
And we were really busy at that point,like, Matt just, you know, not right now.
Respectfully, no.
And he found me in Vegas and we talked,and he caught the eye of Jess,
(07:18):
our operation manager,what he was showing us.
And we've worked with him sincewe've had those conferences in November.
And he has done an incredible amountof work, y'all.
He moved away from his real estatemedia business
because he didn't want to focus on it,
because he wanted to focus on thisnew model, on this and this editing
and he's got it to the point of wherewe are using it, our real estate
(07:39):
media company.
Many of you all who know EliJones, he's using that at Norman and Young
and we feel likenot only is the product great,
but we align really well with Mattand Matt as the business owner.
And that's super important because we willnever recommend a business or recommend
you use something that we don't alignwith, aligned with the values.
(08:01):
And one of the cool thingsis, much like Spiro, where
there's some things in Spiro,you guys go, oh, that's interesting.
How do you know to do that?
And I say, hey,
because I screwed it up for 20 yearsand then I created software around it.
It's the same ideas as to how he is somuch further ahead than other AI systems.
He's only done this nowfor about eight months.
(08:21):
I think. Eight months.
I've been talking to companies for years
and they're nowhere nearwhere he is at now.
Is it perfect? It's not perfect.
It's really darn good.
I'm. I was on a call the other daywith someone, and we are looking
at some of the images and they're like,oh, what about that fascia right there?
And we zoomed into see if there was clouds on it
(08:42):
and like, no, there wasn't clouds on it.
But I say this kindly to all of you,if you ever have to really,
really zoom into an image,you're being too picky,
Send it to your clients and you're going,no, no, to Todd.
You don't understand.
You do volume at Wow.
I have really picky clients.
No, I do understandwe have particular clients as well.
(09:03):
Every client deserves a great image,but they don't have your eye.
If you ever have to zoom in and pixelpeep, I'm sorry you're spending your time.
Not very well.
I say that from a place of lovein my heart because I used to do that.
Should I send it? Should I not send it?
Good is good enough.
Hit the send button reactively.
(09:24):
If they want something changed, showhow good your customer service is.
Yeah. So that's that's autoHDR.
I digress there and went a little off ofoff of the story, but it just wasn't hot.
It's a hot topic right now.
It's it's on all the Facebook groups.
And so now I think it's importantto talk about.
Yeah.
So weand we mentioned this in last podcast,
(09:45):
but we had an open conversation.
We care about humans here y'all.
That's all we we talk about relationship
I have ownership in Creoan editing company that does that.
Wow. Sends most of our business that way
and I'm not going to leave them afloat.
So I've been talking to them like, hey,what else can we do with your team?
(10:06):
We love your team.
You guys are talented.What else can we do?
Right?
And they went, oh, well,we would love to pivot into this.
So it's not thatI don't care about humans, it's just that
I'm not naive to think that AItechnology is not going to evolve.
And if we don't evolve with it, yeah, thenwe're going to be obsolete in the end.
You know,just one more thing on this, Craig. And,
(10:29):
I love this discussion, but
like,I set out in a cornfield for ten years
with Wow, and I thought
I was going to keep it all to myself.
And, you know, honestly, like,we we were doing thousands and thousands
and thousands of tours a year,and we tried to tell no one about it
because we thought thatif we didn't tell anybody, we would be.
(10:53):
That would be our unique advantage,that no one was going to figure out
how to take a real estate photo or video.
And I will tell you, ever sincewe've kind of launched, Spiro
and I've gotten to talk to a lot of you
all, and we do coaching and we,you know, Eli Jones's coaching.
We have some calls in there.
And ever since, we're like giving like,here's what we do, here's what we do,
(11:14):
here's what we do.
It took 21 years to develop thatand I've switched the mentality
that's like,hey, I'm just going to freely give,
you know, AI because we're all goingto make this better because then you guys
go and do it and you ask this questionlike, oh, that's a great question.
Yeah.
If we could makeit better by doing that. So
(11:35):
I hear the idea of like, Idon't want your editors to be out of work.
I understand they feed their familieswhat the income you give them that
that weighs heavy on meas a business owner relies heavy.
It weighs heavy on all of us. Right.
Every night I lay downand I think about all the employees that.
Wow and Spiro and the different companiesI'm like, that is on my mind.
(11:55):
I want them not only do
to feed their families,but I want them to hit their goals.
I want them to feel fulfilledwith their work.
And that's just all part of business.
And sometimes you have to pivotand sometimes you have to change.
And change is not easy to know, but hard.
It is hard.
But there's a book and I can't remember.
(12:17):
The author right now, but it's titledWhat Got you here won't
- get you there.- Yeah, I've heard that one.
And it's it's a great read.
It's a pretty quick read.
Yeah, but it's so true.
Yeah.
Can I relate just a real quick story
related to change in it.
Leading change is one of the hardest
(12:39):
things you will ever dois is a business owner a leader?
Before I was in the real estatemedia field, I worked in in broadcast
radio and my last roleI was general manager of a station
and myself and our program directorat the board's behest.
We were non noncommercial at thetime and non profit station,
(13:00):
the station
was the oldest Christian radio stationin our market, and it was literally dying.
And I was asked to interviewfor the GM position.
And, and I thought that'sthat's not the type of station I'm really
that thrilled about potentially leading
and I knew that I agreed to the interview,
(13:22):
but with the intention of askingthe question, is there
a willingness by the boardto make some major format changes
to breathe some life into the stationagain, enrich our community again
with the messagethat we're tasked with caring?
Is there a willingness?
Because change is hard.
Well, Todd,before I even got to asking that question,
(13:43):
the board told me we need to make changes.
And what are your ideas for changing
what we need to do to be relevantto families in our market?
Again?
And when you have an entrenched
audiencethat's used to doing things a certain way,
nobody wantsto change who really wants to change?
(14:05):
And it's not comfortable.
And you can be accusedof leaving people behind, but the intent
is to reach new audiences, reachnew people, be relevant to your market,
you know, and it doesn't really matterwhat industry you're talking about.
But leading through that changeand dealing with,
the pushback is extremely hard.
And you do have to find creative waysto make it a positive change.
(14:29):
And in.
Be authentic about it
with with your reasons for it.
You've got to find your why
in leading the change, whether it's an AIediting change or whatever,
you've got to find your way ofwhy are we pursuing this change?
Are my reasons.
In in,
(14:50):
my reasons for pursuing that change.
Authentic. Transparent.
Good. Profitable.
Good for people.
It's it's a hard thing.
So you do have to pause.
You know, leading a change is, is one ofthe hardest things you'll do in your life.
So we don't take it lightly.
And it's not a topicthat we just are traipsing across.
(15:11):
You really do have to think through it.
And what's the impact for your business?
So that was the whole purpose of last
week's episode is what is the impactfor a major change like this?
So we do encourage you think throughwhat's best for your business
and for your team and your editorsand all of that.
We don't take that lightly.
Yeah. We don't.
That's a great story, Craig.
(15:32):
And, you know, it'ssome of the things that we have to
we have to be willing to push throughas a business owner.
Change.
I'm not saying you have to use autoHDR.
We're not we're not saying we'rewe're not saying you have to use anything.
We're just telling you much likeany other experience, what we do.
And you're welcome to take it or leave it.
That's the beautiful thingabout being a business owner.
(15:54):
You have that power.
So, you know, we wanted to be
careful with it in the waythat we used it with our company.
So we had those conversationsbecause we care about those editors
and those people and, you know, maybethis is something you'll take, maybe not.
But I think that story, Craig is,is perfect for business owners
(16:15):
because that's one of the most difficultparts of being a business owner.
What what ultimately ended up,
ended up happening with that change atthe radio station with that format change
to working for younger families again,was some of the entrenched audience.
Some of them actually did catch the visionand realized,
hey, we need to take the messagethat this radio space station
(16:36):
is trying to share with it the community,and we need to pass that message
on to the next generationin a way that they understand and get.
And so that older generation that was usedto listening to this station,
quite a few of them
did make that shift. And,
making a shift is painful.
It's hard.But man, I admired them for that.
(16:58):
And their willingness to find new waysto pass on the faith that they had.
You know, obviouslyChristian radio station is what I love.
But I just just to see them
looking to the next generationand how can I benefit them?
How how can this change benefitpeople beyond me?
So anyway.
(17:18):
- Yeah.- And Craig, I just have to ask.
I have to ask because I know the listenerslike what happened.
And I know you're super humble.
I know what happened andand how you what you did with the station.
But what the once you made those changesand you know, worked out,
what did you guys do with the station?
Well, we, we went from an old format of,
of a lot of teachingand preaching programs, gospel music,
(17:41):
like southern gospel music,choral, inspirational, sacred music
to much more of an adult contemporary,type of style.
So more pop,you know, light rock, things like that.
All, all faith related.
And started really marketing that,getting out to churches, talking about it.
And, I, I'm very happy to say the station
is doing incredible and very, very,
(18:05):
much alive againin reaching families and connecting,
you know, helping promote local concerts,being in the community a lot more.
The station wasn't in the communityhardly at all.
But it's it's vibrant.
It's doing really well.
There are businesses supporting itlike crazy now.
So it's it's doing really well now.
Yeah.
And again, you'reso it's like the station, Craig. Right?
(18:27):
Like you turn it like it's the station.
Like you like it's what everybody knows.
It's everywhere.
It's making an impact on the community.
So kudos to you for that turnaround.
It was a team effort without the board,
being willing to make those changes.
It wouldn't it never would have happened.
So the, the, the board of directorsempowered me to make that change.
(18:49):
So it was a group effort.
And the program director that I had,Cliff,
she he was fantastic and really,
really implementing the changes on air to,to reach that new family.
So, it's it's it's going to bethe same for you with your business.
You're it's going to take a team effort.
Yes. You're you're the visionary.
You're the leader outfront leading that change.
(19:12):
But make sure you've got a good teamaround you that's going to support
you and be on the same page of the changesthat you want to make to that business,
and that they understandthat and can work together.
You know, in create.
I hate using this wordbecause it's a business buzzword.
Todd but creating synergy in this.
Yeah, in the same direction.
is Nick Kellis here saying that,
- is he a synergy guy?- that’s a Nick Kellis word
(19:33):
So but that that's important.
You you can't do it alone. No.
No person is an island
Hey, just two more thingsabout about the autoHDR
because I just want to make it there.
But there's questions that I've been askedand I want to let you all know,
I think I said this,I don't own any portion of autoHDR.
Our company uses it Wow video tours.
Our company pays to use it.
(19:54):
If you click my link,I do get a little kickback.
So if you go to autoHDR/Spiro,you get 30 free credits.
I get a little kickback.
If you don't want me to have the kickback,just delete Spiro
and there'll be no tracking on there.
So you choose that. You choose that.
If if you want to support us.I don't care either way.
I just want to make sure it'sgood for you.
Truly do.
It was going to be a really lifechanging thing to Todd.
(20:16):
And also,
the decision for us to integrateautoHDR with Spiro
was was not a paid sponsorshipfrom autoHDR in the Spiro.
We wanted to streamline the workflow.
And so we built that integration onebecause we wanted to completely streamline
it not only for a Wow,but for all of you guys.
So if and it was almost in the taskand workflows already.
(20:38):
So the pipeline was about built, butwe decided to build that because we felt
so confidently and streamliningthis that we runs you all.
We wanted towe wanted to give you the easy
button is what it wasif you wanted to use it.
So you don't have to use it, by all means,keeping it in your core.
Keep the feedback coming. We love it.
We love constructive, we love good.
Whatever you want to give us, please do.
(20:58):
I think it justthe conversation is phenomenal.
It can always lead to good things aslong as everybody has an open mind
It comes at it in a positive way too.
agreed agree
Just thought I'd throw that out there.Awesome.
All right.
Well cool.
Lots of great things happening Todd.
Thank you for all those updates.
And and the more in-depth discussionon on the hot topic of the day.
(21:22):
Yes,
AI photo editing.
So if you don't have anythingelse, I'd love.
No we have a listener?
We. listener.
Oh well yes.
Which well which one.
Well that's our topic right.
That's our topic. Yeah.
And it's a great onebecause it actually tied into,
one of the wins that was celebratedduring our staff meeting this morning
(21:43):
For Wow video tours and a major part of
what's helping drive my businessin, in my market here in Toledo.
Yeah.
Todd, do you want to introduce thethe question?
Yeah. So this comes from John. and John.
I didn't get your permissionto say your last name,
so I'm not going to sayalthough I don't think you care.
(22:04):
I know you pretty well,but this comes from John
and he asked about follow upwith realtors and broker.
So this is just follow up
and I'm not specifically at any pointin the in the funnel.
I think we can connect thisin a few different points.
So this is eitherhey, I've had a brokerage presentation
for a broker,or I've had a broker deal presentation
(22:26):
where I'm trying to get the whole company.
But this is also a hey,I stopped in an office,
I presented in an office,I had coffee or I even called someone.
I think follow up in general is,that's where, what's the same?
Craig?
The fortunesand the follow up is what they say.
I've never heard that one, but it.
Yeah, it's a, it's a Shannonism.
(22:46):
Okay, okay.
Yeah. It's a Shannonism.
And she'd probably tell you
she stole it from someone,but I know I learned it from Shannon, so,
the fortunes in the follow up, one thingthat I, I think sometimes I can get
so focused on
as a business owner, as a new contacts,
new new new new new like,fill the top of the funnel, right.
(23:07):
And there's almost at least to me,I don't know,
there's almost like a high of like,this is someone new.
Like they might buy something from us,
the new realtor. But.
That's how that puts themat the top of the funnel,
which means that you have to go througha full new life
cycle of nurturing and meetingsand all of that.
(23:28):
And new is fun, right?
I mean, how many of you. Every one of you.
So if you're not raisingyour hand, you're lying.
But how many of you bought somethingbecause you're like,
I want that new thing.
And then you're like,oh, that thing's not so great.
Yeah, yeah, I do it all the time.
I had this conversationwith my 12 year old son last night,
so, my 12 year old son,he plays basketball.
(23:50):
I think you guys knowwe do a ton of basketball.
He plays a ton of basketball, and I coachhim in a lot of different leagues. And
he, like most 12 year old,
becameemotionally upset about his bookbag,
say, okay, all of a suddenhe does not like his basketball bookbag.
Things been fine.
We got it for him two Christmases ago.
(24:11):
It holds a shoe that holds his bagor holds his basketball.
It holds his towel.
He's got a knee brace. Like,what are you put into a basket?
You don't you don't put much in a bag.
But all of a suddenhe sees some other kids bags.
Now we're transitioning to AU
and some of his AU buddieshave this new Nike bag
and he cannot live with his bag anymore.
(24:32):
Like this thing.
How could any company evenmake a bag like this and make me carry it?
You know, like it?
And and I don't mean to poke fun.
I mean, because Ithis is me doing this as well.
But like,we talked through this last night,
you know, we read devotions sitting in bed
and I'm talking to him about thisbecause he's upset about this.
So he he is on me for a weekand a half to order this new Nike bag.
(24:56):
It's what he wants it.
It's color, all that good stuff,I order it, we wait a week for it to come.
He anticipates it coming.
Dad's. When's it going?
It's comingtoday. No, B, it's coming on Thursday.
Today's Wednesday like it's not here yet.
And like UPS hasn't come the dayI finally get here.
It's like,
the bag has arrived.
The glow around it, the Hallelujah chorus.
(25:18):
He gets the bag in the car.
We're we're driving the practiceyesterday.
He's like, hey,can I switch it in the car?
I'm like, yeah, go ahead man.
And so he's switching his old bagwhich is just this atrocious old bag.
Like,how could anybody ever carry this bag?
And he's put it on the new bagand he's he's like showing me.
He's like, God, look at zips here.
Like he's like, do you like the color?
I'm like, it's fabulous, Bob.
(25:39):
I'm like,I love it. And we get to practice.
He shows his buddiesthere's something about
the tag on the bags and they're like, oh,be careful because people steal those.
Okay,
so yeah, so we have this high of the bag.
Yeah.
And then
it comesthat like I made him pay for the bag.
Oh okay. Yeah.
That’s great.
It was, this was ahim paid for bag.
(26:02):
We had purchased the bagI just bought him shoes
and I'm okay buying him shoes.
For basketball.
We we paid for a you.
Actually,his grandmother pays for his AU
Which is fabulous.
And, I was like, hey, but,you know, you can wait for Easter.
You can wait for your birthday.
But that's August. And he's like, no,I want it.
(26:22):
I have some money.
I'm going to spend it with a bagwas like $87.
And he
and I was getting ready for bed.
And Jessica's my wife is like,hey, B wants to talk to you.
I'm like, oh, he's okay.She's like, yeah, he just has his money.
So I go in and he's got he'sgot his money there and he's,
he's saying that like,this is the full on buyer's remorse.
(26:48):
And he.
Yeah, we just talk through talk talking
through that situation of like, hey,you know, it's this shiny object.
And I'm like, but I do it all the time.
I get caught on some things that I thinkthat's the next best and great thing.
And then you get it and you're like, whoa,I didn't really.
And it's really not like that's just,I mean, that's consumerism,
(27:11):
that's marketing.
I fall to it all the time, but it's
just this idea of this shinyobject syndrome.
And I think we as owners get that.
At least I get it.
I don't know if you all get it,but I get it.
I'm like, oh, a new client, but you forgotthat the bag you have is perfect.
You forgot that you were super excitedwhen you got that bag two Christmases ago.
(27:34):
It was exactly what you picked outthat bag.
That was the perfect bagfor what you needed.
And nothing has changed.
It still does what it needs todo, but it's not the new bag.
So that's what it is.
And sorry for the long story there, but
that is the correlationto why the fortunes in the follow up.
Because you have a fortune inside of thatold bag, that old backpack of yours,
(27:59):
those clients that you've spent time withand that aren't purchasing from you,
or that might purchasemore of that, might refer you.
- So the fortunes in the follow up,- and I think there's something
to be said about longevity,longevity, longevity
What's the right word there?
longevity in the marketand in the business.
So if you've been in your marketfor a number of years, you're building up
(28:21):
a reputation of, of, trustworthiness,
of, delivering good product, good service.
And even if you have not hada breakthrough with a client
or a prospective client that you've beentrying to get and trying to win,
I think the longer you're in the marketand people are familiar
with you, eventuallythey're going to look at you again.
(28:44):
So example this morning, Pam sharedduring during our staff
meeting that a certain brokeragethat she has talked
with, we've talked withfor how many years now, Todd is about,
probably eight, eight years, literallyeight years of the conversation started.
Yeah, right.
That we've done some work here
(29:04):
and there for them,but never had that big breakthrough.
Well, that that happened.
What, just this, this past week.
Yes. Where all of a sudden a door opened
because we've been faithfully serving themin the limited way that we have.
But we've built a reputation of being ableto be trusted with the work,
(29:24):
the little bit of workthat they did give us, and suddenly a need
presented itself to them, and they knewwe would be able to help them with that.
Eight years.
Maybe you have some more commentary on that.
Well, yeah.
They started off as off limits.
They were the companythat had the in the house
(29:46):
free photos, dun dun dun and
- I'm- I can't compete with that.
Yeah. I'm never going to work for them.
They've got it in-house programand but they and let me just set this up.
So these were,these are the big dogs in this city.
So they're they're tied for the marketshare leader.
(30:07):
They have 15 to 18% market
share around maybe 15 to 17.
But that's a lot for a major city.
That's that's a huge amount
to have in a major cityas a as a single real estate company.
And we just kept the relationship up.
Now a lot of you ask, like,how often do I go back for follow ups?
(30:31):
So if they're off limits,we're not going back in three months.
It might be an email to a managerif we have something new.
We're always looking for new ways and newand different ways we could serve them.
But probably
five years ago, it came upthat this company was expanding
and they purchased some other offices,and it was outside
(30:53):
of their serviceable areafor their in-house company.
And because we had kept upwith this relationship,
we found out that informationwhich allowed us
to get that businessthan the far outlying business.
And we covered those areas
because we cover both citiesthat they had expanded into.
(31:14):
And so we began doing business, andwe were just there consistently for them.
We continueto meet more people in their company.
And honestly, Craig, we ran that forabout for four and a half years.
Pam just started thismaybe six, eight months ago.
This conversation,she so during that time, that time
of working for these outlying offices, we
(31:38):
one I met with the owner.
I had the ability I had I hadthe opportunity to sit with the owner.
Shannon, actually, Spirodid some coaching for their recruitment
director and connected meand so I met with the owner.
I didn't get business right after that,
you know?
You think, oh, it's the owner.
Like, no, it's justit was just me connecting with him
(32:00):
just on a human to human level. And,
I kept up with him.
Then Pam kept up, and then we found out.
Well,one thing I forgot to mention. One thing.
With their in-house,we realized that one of their in-house
photographers was just not,
happy in the position that she was in.
(32:21):
And we, in fact,hired her with their blessing.
It's not like we poached her.
We hired her with their blessing.
And she's a phenomenalphotographer for us.
You know,
we found out what her pain points were,and that's a whole nother podcast.
But wewe got a great photographer from them,
and we understood what she needed,and we adapted to that.
She fit our model better
(32:42):
then a couple of years from there again,just continuing
to build relationships,continuing to work hard.
And we groom clients.
It came up earlier in this year, Craig,
that they were doing awaywith the in-house team.
and I fill them in.
And so when I sat with the owner,
he anticipated that down the road,when such and such was
(33:04):
when such and such was ready to retire,
they would probably close thein-house company down.
Interesting.
So I knew it was a timeline of.
Until we could get the business.
And so,
because we knew thatthere could be a good possibility
that that business could be availableto us, we kept up with them.
(33:29):
And Pam worked really hard,
and we secured a brokerpay deal with one office.
And they anticipate that it'sgoing to spread to all the offices.
And they agreedactually to an amount to pay
for their agentshigher than what our ASP is right now.
Our AOP is right now.
So that is super exciting.
(33:50):
And I think just a good pointthat just like the old bag for my son,
this account became the old baglike it was eight years.
And think of how much moneyand opportunity was in that bag.
And if I would have forgotten about itand said, oh, give me the new bag,
then wewould have let this opportunity go away.
(34:13):
And this might be our biggest deal.
It's easily our second or thirdbiggest deal that we've ever signed.
So that's super exciting.
You know what it is when you have to waitfor things as humans, at least for me,
it's difficult,like think eight years to get a deal.
And of course, we pursued other dealsand we did our client acquisition
(34:36):
and we continued to build relationships,but we didn't forget about people
that said, no, they didn't really say no.
They said no, not right now.
That's that's all we know is is just no,
not right now.
So I want to go over a few tools here
with with following upand some things that we do.
(34:58):
I don't know if any of you have heard of,doing the database to.
So this is a technique as to where, howthat strategy for contacting your clients.
But it's a 13 week cycle.
And, you contact the clients
that have the last namein week one, beginning with A and W.
(35:20):
So this is
ten, about 10.5% of of the population.
And then week two is B and Ethat's 9.46% of the population.
So this is a strategy of youthat you can work, that you make sure
you contact all of your clients.
We do things we make sure we contactall of our clients at Wow.
(35:41):
We do it a little bitdifferently than the database, too.
That will get you all of your clients.
And I think right now, if you have,
a smaller database of clientsthat will work really well for you.
So search the database too,
or just find some wayto make sure that you get to your clients,
you know, once every 13 weeks
what we do is and, at Wow.
(36:02):
And we all have about the same clients.
You have really small, mediumand large clients.
Our large we call VIP's,and we look at those clients
and we have thingsthat take care of our VIPs.
So you don't want to.
You don't want to lose a VIP. Those.
Those people bring in a their typically20% of your and size of your business.
(36:22):
So usually the top 20% of your businessdo 80% of your revenue.
So you need to keep your VIPhappy VIPs happy.
We have a VIP program.
We have a contact procedure, a cadencethat we do
where our salespeople, Steve,
maybe our sales director, our,director of sales and marketing.
(36:44):
He contacts them.
I even contact them about once a year.
So we have a way that we keep upwith those individuals
to make sure that they knowthat they're very important.
We put them in a program,we give them awards,
we give them discounts,we give them a special newsletter,
and we make sure that our VIPs are takencare of.
They get thingsthat other clients don't get.
And then
(37:04):
from there you have youryour small and medium clients.
And the goal is,is that they feel as though
you are taking good care of them, right?
That's the goal. And follow up.
So for those we have in our CRM,we have a cadence of how quickly
and and how often we talk to them,a tool that we use that we've learned.
(37:26):
And this is this is all Steve at Wow.
But when you have a contact with someone,so when you contact them
a call or text, an email or a meeting,you need to log that.
Okay. So you need to log that in CRM.
So something that's keepingtrack of that for you.
And when you logthat you want to put in some information,
(37:48):
some notes about what it was.
And also from thatyou need to log your next task.
So when do you need to follow upwith that person.
It might be by Monday.
It might be a month from nowor it might be next year.
We take those cadences with our clientsand, you know, maybe
(38:08):
clients that are just starting out, agentsthat have just gotten their license.
We might contact them a couple times
at the beginningto make sure they have a few touch points.
We can build a relationship,
but then it might be six monthsbefore we contact them again and check in.
You know,they might take a year to get a listing.
You know, we want to remain top of linebut top of mind.
(38:29):
But calling that new agent
once a weekis just simply going to exhaust them.
And they'd be like,why are you calling me?
It's going to be a little weird.
So putting that follow up and say,you talk to a medium sized client,
you know, this is a client that you mightwant to talk to once a quarter.
So three months from now,you might put down
(38:49):
that you need to followback up with the client.
And againthis is pending that you've given
the client everything that they need.So that's the first thing.
Is there anything actionable.
Do they need something from you.
Get it to them but also then put them backin your calendar.
Add an appropriate date,you know, three months from now
for a medium sized clientso that they feel enough touch points.
(39:10):
And then our VIP clients,they hear from us monthly
and those are all in the CRM,all in the calendar.
And if you're like, Todd,what CRM do you use?
What is a CRM?
Just to let you know,we use Pipedrive right now
we're looking at switchingoutside of Pipedrive.
A good friend of the podcast,Pete Stegall,
he has a CRM, pixelCRM,and I know many of you are using that.
(39:34):
A CRM could be as simple
as just keeping a spreadsheet.
So inside of Spiro, you can exportall of your clients, export them,
and then just keep an an Excel spreadsheetor a Google doc.
The last time you've called them,
and then put in anotherthe next column, next contact date.
And then you could sortby that descending.
And then you can call those clients.
(39:55):
You can put notes in a fourth column,whatever you want to do.
But please just keep it simple.
When we over complicate things,
that'swhen we are focused on the wrong thing.
I, I have a little bit of a confessionhere.
I, I can't tell you how many hours
that I've spent looking for CRMs,
(40:16):
literally, like I've searched them all.
I've done demos, I've done demosmultiple times, I've taken trial accounts.
I've loaded thingsin, I've researched beyond research,
and it's like all that timeI spent just pick one and use it.
Just something simple, like a spreadsheet.
So don't get caught in the details there.
(40:36):
I know I can get caught in the details.
I love all the features and the benefits,and I love the grids and the comparisons
and all.
And I love the read reviews.
Anyone else love to do that?
Are you all sometimes on Amazonlike reading reviews for eight days?
You're like, wow, likethis is a spatula for my kitchen.
Why am I reading so many reviews?
(40:58):
Like I and worst case,I'm just going to send the spatula back.
Like, Todd, you've run,you've read 42 reviews.
Just decide if you want the spatula
to flip your pancakes or not.
Goodness.
So progress over perfection.
Something to keep focused on there.
One more thing if you're a little bit,if you're still saying, hey,
(41:23):
I don't know when I need to contacta client, worst case, just ask them.
I'll do that a lot.
And sometimes I, I don't necessarilyI haven't won the client.
I mean they haven't committed to using us.
But they might be a big clientor even a client that I want to get.
And I'll just ask them like, hey,how can I help you?
When would it be bestto follow back up with you?
(41:47):
If you ask those questions?
The cool thing is, is you can't lose their
they're going to tell you like,hey, I'm I've got a busy couple of weeks
coming up, but
can you call me back in two weeks or hey,I don't have time for this right now.
I'll call you back.
Or can you call me back in a month
or at the end of a busy season,whatever it may be, or one year from now?
(42:08):
The great thing is, isyou have an opportunity now
to show themthat you are good on your word.
So when I always ask that question,you know, when would what would be best?
How can I best help youwith this decision?
What can I get you and when would it bebest to contact you again about this?
And I do what they say.
(42:29):
And if they say, hey, call me backnext Wednesday,
I put in my calendar on Wednesday,
to do, an appointment, to do item.
And I put it for a date and time.
If they didn't tell me a time
I do it earlier rather than later,I don't want to call them back at 5:00.
Then they feel like, well, great.
I got them on Wednesday,but I got them at the very end of the day.
(42:52):
I call them earlierrather than later or email them,
and I make sure that that gets done.
I know that when it goes on my calendar,it's going to get done.
And again, back to the CRM question.
That is a form of a CRM.
So I know there's so much technology outthere.
And I was talking to, we had dinnerat a friend's house last night.
(43:13):
I was talking to their oldest son,who's a, a junior in high school,
and he loves all of the newAI items with Google.
And then, you know, he'swe were talking about Google
and the gems and Obsidian and Notebookalum, and he was going on and on.
He had tried a morning, tried art.
This new browser,
and I was like, wow, he just really knows,like, that's really cool.
(43:34):
I was like, man,maybe I need to look at those.
It's like, no, I have aI have a process for these.
I have a very simple systemthat works for me,
and my system's not broken right now.
So, Todd, don't focus on something that'snot broken and focus where you have gaps.
Again, shiny object syndrome.
For us owners, it'svery easy to get into that.
(43:57):
You know, you're looking like, well,
what's that next new thing like,oh I don't need that.
Like I feel good about the wayI manage my calendar in my time.
So I'm going to focus on other itemsthat I feel like I'm not so great at.
And I need to improve on.
So be careful of those those timebandits there,
because there's so much out thereto take our attention.
But yeah, just put that calendar event
(44:19):
and a date and time and if it's nextWednesday, put it in at 10 a.m.
and call that individualand even if you don't get that individual,
like say,they kind of just brushed you off
and they didn'twant to tell, you know, in person.
And they said,I'll call me back in a couple weeks
when you call them back in a couple weeks,you might get their voicemail.
But I would just say, hey,just following back up.
(44:41):
Wanted to make sure I was goodon my promise.
You asked me
to call you back in two weeks, and,I just want to follow back up with you.
I really enjoyed our lunch together.
I'm hoping that we can,you know, do X, Y, and Z for you.
I'm hoping that we can earn your business.
I'll put you back on my calendarfor next week if you need me.
In the meantime, call me or text me,whatever the follow up is.
(45:04):
And then once you're done with that phonecall, go.
One week from today.
Whatever you told that individualon the phone and put it on your calendar.
So and I know many of you are saying,hey Todd,
why do you even type anythingon a calendar anymore?
Because you can just ask AI to do that.
And that is awesome.
That's what the junior in high school did.
And he just says, hey,go to the calendar again.
(45:26):
It works for him. Like,oh, that's kind of cool.
I might just start talking to Geminior asking ChatGPT to do it,
but there's always going to be waysto become more efficient.
But just make sure you have a systemthat works for you
and do what you say you're going to do.
So that is going to do it for us today.
Hey thank you everybody. We lost Craig.
We had a little technical difficulty here.
But he is with us in spirit.
(45:47):
So sorry about the glitch here,but we appreciate all of you.
If you need to contact us.
hello@spiro.media
or click down in the little pinkchat bubble.
If this is,this is the 14th of March right now.
If you my team is all on if you need me,I am taking a
quick vacationfor the next week and a half.
(46:08):
So if you need me immediatereach out to my team.
If it's for meand you say, hey, send this to Todd,
just know I'm going to get youin a couple of weeks from the day.
So if it's not urgent,if it's urgent, ask for the team.
If it's not urgent, you need me.Just give me a couple of weeks.
go on vacation. I'll be back to you.
So. Thanks, everybody.
Hey, please make time to take a breath.
Thanks and have a great day.
(46:29):
Thank you for joining usfor the Spiro Podcast,
managing your real estate, photographyand videography business.
This is a production of Spiroand Wow video Tours.
You can find out more about Spirois Real Estate Media Business management
software at our website, Spiro.media.
Coming up on this episodeof The Spiro podcast.
(00:04):
like think eight years to get a deal.
And of course, we pursued other dealsand we did our client acquisition
and we continued to build relationships,but we didn't forget about people
that said, no, they didn't really say no.
They said no, not right now.
Welcome to the Spiro Podcast,
managing your real estate, photographyand videography business
(00:28):
with your hosts, Todd, Kevin Mackie
and Craig Mann.
Hi and welcome to the Spiro Podcast.
Managing your real estate, photographyand videography business.
Spiro is a software platform.
If you're just watching or listening
for the first time, it's a softwareplatform designed to help you manage
and ultimatelygrow your real estate media business.
(00:50):
My name is Craig Magrum,host of the podcast.
Welcome back to another week and,we're all about talking
about the business of real estatemedia and visual marketing.
We have some lighthearted commentaryand banter as well
here and there,because we're relational people, right?
So let me introduce our co-host and ownerand founder of Spiro Todd Kivimaki
(01:10):
Welcome back, Todd.
Craig, it's great to be here another week.
Exciting things to talk about.
Great topic this week.
Thank you all for the feedback.
I think you guys are contacting usmore and more, which is fabulous.
We love to hear from you.
So please leave a comment wherever you'relistening to this, YouTube,
any podcast channel,if you can even do that, I don't know.
(01:32):
Or email us hello@spiro.media.
Also, if you're a Spiro user,please use the little pink chat bubble.
You can say, hey,can you send this to Todd or Craig?
They will tag us in here.
If it's something urgent with Spiro,you're trying to get something set up
or figure it out.
Chat can help you as well so that allthe support team is in there for you.
Absolutely, absolutely.
(01:53):
All right.
Well, we always like to, to hitSpiro updates first.
A lot has been going on the past weekor so here, Todd.
And, I'm just going to let you take it.
Yeah.
So thank you for that, Craig.Lots of great stuff.
So we launched the beginning of this week,a very large update.
Excited about it.I've talked a lot about this.
(02:13):
I'm not going toI'm not going to spend time here.
Your valuable time talking more about it.
But this is making your order pageslook great.
Landing pages photographer start timeend time service areas.
Lots of great things in there.
You can find all of that inside of Spiro.
And, the release notes.
You can find those in your inboxor just as a team in the pink chat bubble.
(02:36):
We are working oncycle ten is what we're calling it.
And that's the next developmentupdates for you
and I wanted to just let you knowkind of where we're landing right now
and where we land is based on all of yourall feedback from us.
So we want to make sure
that we put in valuable functionsand features for you guys.
(02:59):
Spiro started offfor just our real estate media company
Wow video tours,and we did everything that Wow needed.
And that was years ago.
And we still, you know,
Wow was still using it to shoot the 12,000plus jobs a year.
But we focus on what you guys wantand we use it to it. Wow.
So it's exciting. You know these newupdate, you guys have great ideas.
(03:21):
What we're looking at for cycle ten,which is going to launch
the end of April.
The biggie there that I want toat least let you know is we're looking
at that marketing content.
So we've had a lot of feedback.
It's greatthat your agents want to use it.
There's a few limitations.
One thing, it's very simple right now,so it's easy for our agents to use it.
(03:42):
Craig, we all know that our agents,you know, I think of my my mother,
she's 79 years old.She's a real estate agent.
I think of her being ableto click around on on her,
computer to do that, and,
she can't do it, by the way.
She she she.
So it's not like I can't design itfor my mother because my mother's like,
where's she'll call me and say, Todd,where's the W key?
(04:04):
So we can't make it that simple.
I love my mom, by the way.
She's not listening.
She has no clue what a podcast is, but
we we want to give
some more functionalityand that marketing kit for you.
So, you know, these are things like changethe font, zoom,
crop, zoominto the image, drag in a new text box,
(04:25):
change this thing, changethat thing more Canva like
features that you all the higherlevel users are used to
and give you more templates as well.
And looking to expand those templatesinto a couple different formats.
So we've got some ideas that we're goingto build around that marketing kit.
So I'm excited for that.
(04:46):
Some other goodies come in as well.
But well the other one I, I will mentionbecause it's quick is property websites.
So you will have at least onenew property website.
And then we've built a flowthat we can more quickly and easily
get you new designs and templatesfor those property websites.
So if you've got a propertywebsite out there you love,
(05:08):
and it doesn'tnecessarily have to be a property website,
maybe it's just a website that you go toand you're like, I love this gallery,
or I love this font, I love this header.
This will be cool to have
in Spiro for my clients.
Can you send me that link?
Just hello@spiro.media say on podcast.
Todd ask for some website examples.
(05:29):
Send them to me.
I'll put them in our document stationfor our designer
that's doing those websitesas inspiration.
And then we'll lookto incorporate elements in those.
So a screenshot,a link to the website would help us.
And we'll put those as inspiration
There you go. Awesome.
All right.
(05:49):
Any other any other updates coming up thatyou want to talk about or
not updates.
I mean, we launched another updateor a partnership with autoHDR, right.
And, so thank youall for the support and trying that.
So if you are just finding out about itnow, it's AI photo editing.
And this is a one.
It's not a it's I do not own the company.
(06:12):
I don't have any ownership in the company.
I know the owner, Matt.
And, Matt is a real estate businessowner as well.
He, Long story short,and I posted some of this
on our Spiro super user group,so because I want to be 100% transparent.
Matt is a real estate business owner.
He has a degree in machinelearning,
(06:32):
real estate business
or real estate photography media business.
Oh, sorry. Yeah.
Real estate photography.Yeah. Real estate and media.
Yeah. Okay.
He's a real estatephotography business and
he he's in the I always say
the Hamptons but it's not the Hamptonsand it's another very high end market.
Nantucket is where he's atand he's a Spiro user as well.
(06:55):
And we've been talking for a long time,so he contacted me
quite a while ago, and he's like, hey,show me the model, ask for some images.
From Wow.
And we were really busy at that point,like, Matt just, you know, not right now.
Respectfully, no.
And he found me in Vegas and we talked,and he caught the eye of Jess,
(07:18):
our operation manager,what he was showing us.
And we've worked with him sincewe've had those conferences in November.
And he has done an incredible amountof work, y'all.
He moved away from his real estatemedia business
because he didn't want to focus on it,
because he wanted to focus on thisnew model, on this and this editing
and he's got it to the point of wherewe are using it, our real estate
(07:39):
media company.
Many of you all who know EliJones, he's using that at Norman and Young
and we feel likenot only is the product great,
but we align really well with Mattand Matt as the business owner.
And that's super important because we willnever recommend a business or recommend
you use something that we don't alignwith, aligned with the values.
(08:01):
And one of the cool thingsis, much like Spiro, where
there's some things in Spiro,you guys go, oh, that's interesting.
How do you know to do that?
And I say, hey,
because I screwed it up for 20 yearsand then I created software around it.
It's the same ideas as to how he is somuch further ahead than other AI systems.
He's only done this nowfor about eight months.
(08:21):
I think. Eight months.
I've been talking to companies for years
and they're nowhere nearwhere he is at now.
Is it perfect? It's not perfect.
It's really darn good.
I'm. I was on a call the other daywith someone, and we are looking
at some of the images and they're like,oh, what about that fascia right there?
And we zoomed into see if there was clouds on it
(08:42):
and like, no, there wasn't clouds on it.
But I say this kindly to all of you,if you ever have to really,
really zoom into an image,you're being too picky,
Send it to your clients and you're going,no, no, to Todd.
You don't understand.
You do volume at Wow.
I have really picky clients.
No, I do understandwe have particular clients as well.
(09:03):
Every client deserves a great image,but they don't have your eye.
If you ever have to zoom in and pixelpeep, I'm sorry you're spending your time.
Not very well.
I say that from a place of lovein my heart because I used to do that.
Should I send it? Should I not send it?
Good is good enough.
Hit the send button reactively.
(09:24):
If they want something changed, showhow good your customer service is.
Yeah. So that's that's autoHDR.
I digress there and went a little off ofoff of the story, but it just wasn't hot.
It's a hot topic right now.
It's it's on all the Facebook groups.
And so now I think it's importantto talk about.
Yeah.
So weand we mentioned this in last podcast,
(09:45):
but we had an open conversation.
We care about humans here y'all.
That's all we we talk about relationship
I have ownership in Creoan editing company that does that.
Wow. Sends most of our business that way
and I'm not going to leave them afloat.
So I've been talking to them like, hey,what else can we do with your team?
(10:06):
We love your team.
You guys are talented.What else can we do?
Right?
And they went, oh, well,we would love to pivot into this.
So it's not thatI don't care about humans, it's just that
I'm not naive to think that AItechnology is not going to evolve.
And if we don't evolve with it, yeah, thenwe're going to be obsolete in the end.
You know,just one more thing on this, Craig. And,
(10:29):
I love this discussion, but
like,I set out in a cornfield for ten years
with Wow, and I thought
I was going to keep it all to myself.
And, you know, honestly, like,we we were doing thousands and thousands
and thousands of tours a year,and we tried to tell no one about it
because we thought thatif we didn't tell anybody, we would be.
(10:53):
That would be our unique advantage,that no one was going to figure out
how to take a real estate photo or video.
And I will tell you, ever sincewe've kind of launched, Spiro
and I've gotten to talk to a lot of you
all, and we do coaching and we,you know, Eli Jones's coaching.
We have some calls in there.
And ever since, we're like giving like,here's what we do, here's what we do,
(11:14):
here's what we do.
It took 21 years to develop thatand I've switched the mentality
that's like,hey, I'm just going to freely give,
you know, AI because we're all goingto make this better because then you guys
go and do it and you ask this questionlike, oh, that's a great question.
Yeah.
If we could makeit better by doing that. So
(11:35):
I hear the idea of like, Idon't want your editors to be out of work.
I understand they feed their familieswhat the income you give them that
that weighs heavy on meas a business owner relies heavy.
It weighs heavy on all of us. Right.
Every night I lay downand I think about all the employees that.
Wow and Spiro and the different companiesI'm like, that is on my mind.
(11:55):
I want them not only do
to feed their families,but I want them to hit their goals.
I want them to feel fulfilledwith their work.
And that's just all part of business.
And sometimes you have to pivotand sometimes you have to change.
And change is not easy to know, but hard.
It is hard.
But there's a book and I can't remember.
(12:17):
The author right now, but it's titledWhat Got you here won't
- get you there.- Yeah, I've heard that one.
And it's it's a great read.
It's a pretty quick read.
Yeah, but it's so true.
Yeah.
Can I relate just a real quick story
related to change in it.
Leading change is one of the hardest
(12:39):
things you will ever dois is a business owner a leader?
Before I was in the real estatemedia field, I worked in in broadcast
radio and my last roleI was general manager of a station
and myself and our program directorat the board's behest.
We were non noncommercial at thetime and non profit station,
(13:00):
the station
was the oldest Christian radio stationin our market, and it was literally dying.
And I was asked to interviewfor the GM position.
And, and I thought that'sthat's not the type of station I'm really
that thrilled about potentially leading
and I knew that I agreed to the interview,
(13:22):
but with the intention of askingthe question, is there
a willingness by the boardto make some major format changes
to breathe some life into the stationagain, enrich our community again
with the messagethat we're tasked with caring?
Is there a willingness?
Because change is hard.
Well, Todd,before I even got to asking that question,
(13:43):
the board told me we need to make changes.
And what are your ideas for changing
what we need to do to be relevantto families in our market?
Again?
And when you have an entrenched
audiencethat's used to doing things a certain way,
nobody wantsto change who really wants to change?
(14:05):
And it's not comfortable.
And you can be accusedof leaving people behind, but the intent
is to reach new audiences, reachnew people, be relevant to your market,
you know, and it doesn't really matterwhat industry you're talking about.
But leading through that changeand dealing with,
the pushback is extremely hard.
And you do have to find creative waysto make it a positive change.
(14:29):
And in.
Be authentic about it
with with your reasons for it.
You've got to find your why
in leading the change, whether it's an AIediting change or whatever,
you've got to find your way ofwhy are we pursuing this change?
Are my reasons.
In in,
(14:50):
my reasons for pursuing that change.
Authentic. Transparent.
Good. Profitable.
Good for people.
It's it's a hard thing.
So you do have to pause.
You know, leading a change is, is one ofthe hardest things you'll do in your life.
So we don't take it lightly.
And it's not a topicthat we just are traipsing across.
(15:11):
You really do have to think through it.
And what's the impact for your business?
So that was the whole purpose of last
week's episode is what is the impactfor a major change like this?
So we do encourage you think throughwhat's best for your business
and for your team and your editorsand all of that.
We don't take that lightly.
Yeah. We don't.
That's a great story, Craig.
(15:32):
And, you know, it'ssome of the things that we have to
we have to be willing to push throughas a business owner.
Change.
I'm not saying you have to use autoHDR.
We're not we're not saying we'rewe're not saying you have to use anything.
We're just telling you much likeany other experience, what we do.
And you're welcome to take it or leave it.
That's the beautiful thingabout being a business owner.
(15:54):
You have that power.
So, you know, we wanted to be
careful with it in the waythat we used it with our company.
So we had those conversationsbecause we care about those editors
and those people and, you know, maybethis is something you'll take, maybe not.
But I think that story, Craig is,is perfect for business owners
(16:15):
because that's one of the most difficultparts of being a business owner.
What what ultimately ended up,
ended up happening with that change atthe radio station with that format change
to working for younger families again,was some of the entrenched audience.
Some of them actually did catch the visionand realized,
hey, we need to take the messagethat this radio space station
(16:36):
is trying to share with it the community,and we need to pass that message
on to the next generationin a way that they understand and get.
And so that older generation that was usedto listening to this station,
quite a few of them
did make that shift. And,
making a shift is painful.
It's hard.But man, I admired them for that.
(16:58):
And their willingness to find new waysto pass on the faith that they had.
You know, obviouslyChristian radio station is what I love.
But I just just to see them
looking to the next generationand how can I benefit them?
How how can this change benefitpeople beyond me?
So anyway.
(17:18):
- Yeah.- And Craig, I just have to ask.
I have to ask because I know the listenerslike what happened.
And I know you're super humble.
I know what happened andand how you what you did with the station.
But what the once you made those changesand you know, worked out,
what did you guys do with the station?
Well, we, we went from an old format of,
of a lot of teachingand preaching programs, gospel music,
(17:41):
like southern gospel music,choral, inspirational, sacred music
to much more of an adult contemporary,type of style.
So more pop,you know, light rock, things like that.
All, all faith related.
And started really marketing that,getting out to churches, talking about it.
And, I, I'm very happy to say the station
is doing incredible and very, very,
(18:05):
much alive againin reaching families and connecting,
you know, helping promote local concerts,being in the community a lot more.
The station wasn't in the communityhardly at all.
But it's it's vibrant.
It's doing really well.
There are businesses supporting itlike crazy now.
So it's it's doing really well now.
Yeah.
And again, you'reso it's like the station, Craig. Right?
(18:27):
Like you turn it like it's the station.
Like you like it's what everybody knows.
It's everywhere.
It's making an impact on the community.
So kudos to you for that turnaround.
It was a team effort without the board,
being willing to make those changes.
It wouldn't it never would have happened.
So the, the, the board of directorsempowered me to make that change.
(18:49):
So it was a group effort.
And the program director that I had,Cliff,
she he was fantastic and really,
really implementing the changes on air to,to reach that new family.
So, it's it's it's going to bethe same for you with your business.
You're it's going to take a team effort.
Yes. You're you're the visionary.
You're the leader outfront leading that change.
(19:12):
But make sure you've got a good teamaround you that's going to support
you and be on the same page of the changesthat you want to make to that business,
and that they understandthat and can work together.
You know, in create.
I hate using this wordbecause it's a business buzzword.
Todd but creating synergy in this.
Yeah, in the same direction.
is Nick Kellis here saying that,
- is he a synergy guy?- that’s a Nick Kellis word
(19:33):
So but that that's important.
You you can't do it alone. No.
No person is an island
Hey, just two more thingsabout about the autoHDR
because I just want to make it there.
But there's questions that I've been askedand I want to let you all know,
I think I said this,I don't own any portion of autoHDR.
Our company uses it Wow video tours.
Our company pays to use it.
(19:54):
If you click my link,I do get a little kickback.
So if you go to autoHDR/Spiro,you get 30 free credits.
I get a little kickback.
If you don't want me to have the kickback,just delete Spiro
and there'll be no tracking on there.
So you choose that. You choose that.
If if you want to support us.I don't care either way.
I just want to make sure it'sgood for you.
Truly do.
It was going to be a really lifechanging thing to Todd.
(20:16):
And also,
the decision for us to integrateautoHDR with Spiro
was was not a paid sponsorshipfrom autoHDR in the Spiro.
We wanted to streamline the workflow.
And so we built that integration onebecause we wanted to completely streamline
it not only for a Wow,but for all of you guys.
So if and it was almost in the taskand workflows already.
(20:38):
So the pipeline was about built, butwe decided to build that because we felt
so confidently and streamliningthis that we runs you all.
We wanted towe wanted to give you the easy
button is what it wasif you wanted to use it.
So you don't have to use it, by all means,keeping it in your core.
Keep the feedback coming. We love it.
We love constructive, we love good.
Whatever you want to give us, please do.
(20:58):
I think it justthe conversation is phenomenal.
It can always lead to good things aslong as everybody has an open mind
It comes at it in a positive way too.
agreed agree
Just thought I'd throw that out there.Awesome.
All right.
Well cool.
Lots of great things happening Todd.
Thank you for all those updates.
And and the more in-depth discussionon on the hot topic of the day.
(21:22):
Yes,
AI photo editing.
So if you don't have anythingelse, I'd love.
No we have a listener?
We. listener.
Oh well yes.
Which well which one.
Well that's our topic right.
That's our topic. Yeah.
And it's a great onebecause it actually tied into,
one of the wins that was celebratedduring our staff meeting this morning
(21:43):
For Wow video tours and a major part of
what's helping drive my businessin, in my market here in Toledo.
Yeah.
Todd, do you want to introduce thethe question?
Yeah. So this comes from John. and John.
I didn't get your permissionto say your last name,
so I'm not going to sayalthough I don't think you care.
(22:04):
I know you pretty well,but this comes from John
and he asked about follow upwith realtors and broker.
So this is just follow up
and I'm not specifically at any pointin the in the funnel.
I think we can connect thisin a few different points.
So this is eitherhey, I've had a brokerage presentation
for a broker,or I've had a broker deal presentation
(22:26):
where I'm trying to get the whole company.
But this is also a hey,I stopped in an office,
I presented in an office,I had coffee or I even called someone.
I think follow up in general is,that's where, what's the same?
Craig?
The fortunesand the follow up is what they say.
I've never heard that one, but it.
Yeah, it's a, it's a Shannonism.
(22:46):
Okay, okay.
Yeah. It's a Shannonism.
And she'd probably tell you
she stole it from someone,but I know I learned it from Shannon, so,
the fortunes in the follow up, one thingthat I, I think sometimes I can get
so focused on
as a business owner, as a new contacts,
new new new new new like,fill the top of the funnel, right.
(23:07):
And there's almost at least to me,I don't know,
there's almost like a high of like,this is someone new.
Like they might buy something from us,
the new realtor. But.
That's how that puts themat the top of the funnel,
which means that you have to go througha full new life
cycle of nurturing and meetingsand all of that.
(23:28):
And new is fun, right?
I mean, how many of you. Every one of you.
So if you're not raisingyour hand, you're lying.
But how many of you bought somethingbecause you're like,
I want that new thing.
And then you're like,oh, that thing's not so great.
Yeah, yeah, I do it all the time.
I had this conversationwith my 12 year old son last night,
so, my 12 year old son,he plays basketball.
(23:50):
I think you guys knowwe do a ton of basketball.
He plays a ton of basketball, and I coachhim in a lot of different leagues. And
he, like most 12 year old,
becameemotionally upset about his bookbag,
say, okay, all of a suddenhe does not like his basketball bookbag.
Things been fine.
We got it for him two Christmases ago.
(24:11):
It holds a shoe that holds his bagor holds his basketball.
It holds his towel.
He's got a knee brace. Like,what are you put into a basket?
You don't you don't put much in a bag.
But all of a suddenhe sees some other kids bags.
Now we're transitioning to AU
and some of his AU buddieshave this new Nike bag
and he cannot live with his bag anymore.
(24:32):
Like this thing.
How could any company evenmake a bag like this and make me carry it?
You know, like it?
And and I don't mean to poke fun.
I mean, because Ithis is me doing this as well.
But like,we talked through this last night,
you know, we read devotions sitting in bed
and I'm talking to him about thisbecause he's upset about this.
So he he is on me for a weekand a half to order this new Nike bag.
(24:56):
It's what he wants it.
It's color, all that good stuff,I order it, we wait a week for it to come.
He anticipates it coming.
Dad's. When's it going?
It's comingtoday. No, B, it's coming on Thursday.
Today's Wednesday like it's not here yet.
And like UPS hasn't come the dayI finally get here.
It's like,
the bag has arrived.
The glow around it, the Hallelujah chorus.
(25:18):
He gets the bag in the car.
We're we're driving the practiceyesterday.
He's like, hey,can I switch it in the car?
I'm like, yeah, go ahead man.
And so he's switching his old bagwhich is just this atrocious old bag.
Like,how could anybody ever carry this bag?
And he's put it on the new bagand he's he's like showing me.
He's like, God, look at zips here.
Like he's like, do you like the color?
I'm like, it's fabulous, Bob.
(25:39):
I'm like,I love it. And we get to practice.
He shows his buddiesthere's something about
the tag on the bags and they're like, oh,be careful because people steal those.
Okay,
so yeah, so we have this high of the bag.
Yeah.
And then
it comesthat like I made him pay for the bag.
Oh okay. Yeah.
That’s great.
It was, this was ahim paid for bag.
(26:02):
We had purchased the bagI just bought him shoes
and I'm okay buying him shoes.
For basketball.
We we paid for a you.
Actually,his grandmother pays for his AU
Which is fabulous.
And, I was like, hey, but,you know, you can wait for Easter.
You can wait for your birthday.
But that's August. And he's like, no,I want it.
(26:22):
I have some money.
I'm going to spend it with a bagwas like $87.
And he
and I was getting ready for bed.
And Jessica's my wife is like,hey, B wants to talk to you.
I'm like, oh, he's okay.She's like, yeah, he just has his money.
So I go in and he's got he'sgot his money there and he's,
he's saying that like,this is the full on buyer's remorse.
(26:48):
And he.
Yeah, we just talk through talk talking
through that situation of like, hey,you know, it's this shiny object.
And I'm like, but I do it all the time.
I get caught on some things that I thinkthat's the next best and great thing.
And then you get it and you're like, whoa,I didn't really.
And it's really not like that's just,I mean, that's consumerism,
(27:11):
that's marketing.
I fall to it all the time, but it's
just this idea of this shinyobject syndrome.
And I think we as owners get that.
At least I get it.
I don't know if you all get it,but I get it.
I'm like, oh, a new client, but you forgotthat the bag you have is perfect.
You forgot that you were super excitedwhen you got that bag two Christmases ago.
(27:34):
It was exactly what you picked outthat bag.
That was the perfect bagfor what you needed.
And nothing has changed.
It still does what it needs todo, but it's not the new bag.
So that's what it is.
And sorry for the long story there, but
that is the correlationto why the fortunes in the follow up.
Because you have a fortune inside of thatold bag, that old backpack of yours,
(27:59):
those clients that you've spent time withand that aren't purchasing from you,
or that might purchasemore of that, might refer you.
- So the fortunes in the follow up,- and I think there's something
to be said about longevity,longevity, longevity
What's the right word there?
longevity in the marketand in the business.
So if you've been in your marketfor a number of years, you're building up
(28:21):
a reputation of, of, trustworthiness,
of, delivering good product, good service.
And even if you have not hada breakthrough with a client
or a prospective client that you've beentrying to get and trying to win,
I think the longer you're in the marketand people are familiar
with you, eventuallythey're going to look at you again.
(28:44):
So example this morning, Pam sharedduring during our staff
meeting that a certain brokeragethat she has talked
with, we've talked withfor how many years now, Todd is about,
probably eight, eight years, literallyeight years of the conversation started.
Yeah, right.
That we've done some work here
(29:04):
and there for them,but never had that big breakthrough.
Well, that that happened.
What, just this, this past week.
Yes. Where all of a sudden a door opened
because we've been faithfully serving themin the limited way that we have.
But we've built a reputation of being ableto be trusted with the work,
(29:24):
the little bit of workthat they did give us, and suddenly a need
presented itself to them, and they knewwe would be able to help them with that.
Eight years.
Maybe you have some more commentary on that.
Well, yeah.
They started off as off limits.
They were the companythat had the in the house
(29:46):
free photos, dun dun dun and
- I'm- I can't compete with that.
Yeah. I'm never going to work for them.
They've got it in-house programand but they and let me just set this up.
So these were,these are the big dogs in this city.
So they're they're tied for the marketshare leader.
(30:07):
They have 15 to 18% market
share around maybe 15 to 17.
But that's a lot for a major city.
That's that's a huge amount
to have in a major cityas a as a single real estate company.
And we just kept the relationship up.
Now a lot of you ask, like,how often do I go back for follow ups?
(30:31):
So if they're off limits,we're not going back in three months.
It might be an email to a managerif we have something new.
We're always looking for new ways and newand different ways we could serve them.
But probably
five years ago, it came upthat this company was expanding
and they purchased some other offices,and it was outside
(30:53):
of their serviceable areafor their in-house company.
And because we had kept upwith this relationship,
we found out that informationwhich allowed us
to get that businessthan the far outlying business.
And we covered those areas
because we cover both citiesthat they had expanded into.
(31:14):
And so we began doing business, andwe were just there consistently for them.
We continueto meet more people in their company.
And honestly, Craig, we ran that forabout for four and a half years.
Pam just started thismaybe six, eight months ago.
This conversation,she so during that time, that time
of working for these outlying offices, we
(31:38):
one I met with the owner.
I had the ability I had I hadthe opportunity to sit with the owner.
Shannon, actually, Spirodid some coaching for their recruitment
director and connected meand so I met with the owner.
I didn't get business right after that,
you know?
You think, oh, it's the owner.
Like, no, it's justit was just me connecting with him
(32:00):
just on a human to human level. And,
I kept up with him.
Then Pam kept up, and then we found out.
Well,one thing I forgot to mention. One thing.
With their in-house,we realized that one of their in-house
photographers was just not,
happy in the position that she was in.
(32:21):
And we, in fact,hired her with their blessing.
It's not like we poached her.
We hired her with their blessing.
And she's a phenomenalphotographer for us.
You know,
we found out what her pain points were,and that's a whole nother podcast.
But wewe got a great photographer from them,
and we understood what she needed,and we adapted to that.
She fit our model better
(32:42):
then a couple of years from there again,just continuing
to build relationships,continuing to work hard.
And we groom clients.
It came up earlier in this year, Craig,
that they were doing awaywith the in-house team.
and I fill them in.
And so when I sat with the owner,
he anticipated that down the road,when such and such was
(33:04):
when such and such was ready to retire,
they would probably close thein-house company down.
Interesting.
So I knew it was a timeline of.
Until we could get the business.
And so,
because we knew thatthere could be a good possibility
that that business could be availableto us, we kept up with them.
(33:29):
And Pam worked really hard,
and we secured a brokerpay deal with one office.
And they anticipate that it'sgoing to spread to all the offices.
And they agreedactually to an amount to pay
for their agentshigher than what our ASP is right now.
Our AOP is right now.
So that is super exciting.
(33:50):
And I think just a good pointthat just like the old bag for my son,
this account became the old baglike it was eight years.
And think of how much moneyand opportunity was in that bag.
And if I would have forgotten about itand said, oh, give me the new bag,
then wewould have let this opportunity go away.
(34:13):
And this might be our biggest deal.
It's easily our second or thirdbiggest deal that we've ever signed.
So that's super exciting.
You know what it is when you have to waitfor things as humans, at least for me,
it's difficult,like think eight years to get a deal.
And of course, we pursued other dealsand we did our client acquisition
(34:36):
and we continued to build relationships,but we didn't forget about people
that said, no, they didn't really say no.
They said no, not right now.
That's that's all we know is is just no,
not right now.
So I want to go over a few tools here
with with following upand some things that we do.
(34:58):
I don't know if any of you have heard of,doing the database to.
So this is a technique as to where, howthat strategy for contacting your clients.
But it's a 13 week cycle.
And, you contact the clients
that have the last namein week one, beginning with A and W.
(35:20):
So this is
ten, about 10.5% of of the population.
And then week two is B and Ethat's 9.46% of the population.
So this is a strategy of youthat you can work, that you make sure
you contact all of your clients.
We do things we make sure we contactall of our clients at Wow.
(35:41):
We do it a little bitdifferently than the database, too.
That will get you all of your clients.
And I think right now, if you have,
a smaller database of clientsthat will work really well for you.
So search the database too,
or just find some wayto make sure that you get to your clients,
you know, once every 13 weeks
what we do is and, at Wow.
(36:02):
And we all have about the same clients.
You have really small, mediumand large clients.
Our large we call VIP's,and we look at those clients
and we have thingsthat take care of our VIPs.
So you don't want to.
You don't want to lose a VIP. Those.
Those people bring in a their typically20% of your and size of your business.
(36:22):
So usually the top 20% of your businessdo 80% of your revenue.
So you need to keep your VIPhappy VIPs happy.
We have a VIP program.
We have a contact procedure, a cadencethat we do
where our salespeople, Steve,
maybe our sales director, our,director of sales and marketing.
(36:44):
He contacts them.
I even contact them about once a year.
So we have a way that we keep upwith those individuals
to make sure that they knowthat they're very important.
We put them in a program,we give them awards,
we give them discounts,we give them a special newsletter,
and we make sure that our VIPs are takencare of.
They get thingsthat other clients don't get.
And then
(37:04):
from there you have youryour small and medium clients.
And the goal is,is that they feel as though
you are taking good care of them, right?
That's the goal. And follow up.
So for those we have in our CRM,we have a cadence of how quickly
and and how often we talk to them,a tool that we use that we've learned.
(37:26):
And this is this is all Steve at Wow.
But when you have a contact with someone,so when you contact them
a call or text, an email or a meeting,you need to log that.
Okay. So you need to log that in CRM.
So something that's keepingtrack of that for you.
And when you logthat you want to put in some information,
(37:48):
some notes about what it was.
And also from thatyou need to log your next task.
So when do you need to follow upwith that person.
It might be by Monday.
It might be a month from nowor it might be next year.
We take those cadences with our clientsand, you know, maybe
(38:08):
clients that are just starting out, agentsthat have just gotten their license.
We might contact them a couple times
at the beginningto make sure they have a few touch points.
We can build a relationship,
but then it might be six monthsbefore we contact them again and check in.
You know,they might take a year to get a listing.
You know, we want to remain top of linebut top of mind.
(38:29):
But calling that new agent
once a weekis just simply going to exhaust them.
And they'd be like,why are you calling me?
It's going to be a little weird.
So putting that follow up and say,you talk to a medium sized client,
you know, this is a client that you mightwant to talk to once a quarter.
So three months from now,you might put down
(38:49):
that you need to followback up with the client.
And againthis is pending that you've given
the client everything that they need.So that's the first thing.
Is there anything actionable.
Do they need something from you.
Get it to them but also then put them backin your calendar.
Add an appropriate date,you know, three months from now
for a medium sized clientso that they feel enough touch points.
(39:10):
And then our VIP clients,they hear from us monthly
and those are all in the CRM,all in the calendar.
And if you're like, Todd,what CRM do you use?
What is a CRM?
Just to let you know,we use Pipedrive right now
we're looking at switchingoutside of Pipedrive.
A good friend of the podcast,Pete Stegall,
he has a CRM, pixelCRM,and I know many of you are using that.
(39:34):
A CRM could be as simple
as just keeping a spreadsheet.
So inside of Spiro, you can exportall of your clients, export them,
and then just keep an an Excel spreadsheetor a Google doc.
The last time you've called them,
and then put in anotherthe next column, next contact date.
And then you could sortby that descending.
And then you can call those clients.
(39:55):
You can put notes in a fourth column,whatever you want to do.
But please just keep it simple.
When we over complicate things,
that'swhen we are focused on the wrong thing.
I, I have a little bit of a confessionhere.
I, I can't tell you how many hours
that I've spent looking for CRMs,
(40:16):
literally, like I've searched them all.
I've done demos, I've done demosmultiple times, I've taken trial accounts.
I've loaded thingsin, I've researched beyond research,
and it's like all that timeI spent just pick one and use it.
Just something simple, like a spreadsheet.
So don't get caught in the details there.
(40:36):
I know I can get caught in the details.
I love all the features and the benefits,and I love the grids and the comparisons
and all.
And I love the read reviews.
Anyone else love to do that?
Are you all sometimes on Amazonlike reading reviews for eight days?
You're like, wow, likethis is a spatula for my kitchen.
Why am I reading so many reviews?
(40:58):
Like I and worst case,I'm just going to send the spatula back.
Like, Todd, you've run,you've read 42 reviews.
Just decide if you want the spatula
to flip your pancakes or not.
Goodness.
So progress over perfection.
Something to keep focused on there.
One more thing if you're a little bit,if you're still saying, hey,
(41:23):
I don't know when I need to contacta client, worst case, just ask them.
I'll do that a lot.
And sometimes I, I don't necessarilyI haven't won the client.
I mean they haven't committed to using us.
But they might be a big clientor even a client that I want to get.
And I'll just ask them like, hey,how can I help you?
When would it be bestto follow back up with you?
(41:47):
If you ask those questions?
The cool thing is, is you can't lose their
they're going to tell you like,hey, I'm I've got a busy couple of weeks
coming up, but
can you call me back in two weeks or hey,I don't have time for this right now.
I'll call you back.
Or can you call me back in a month
or at the end of a busy season,whatever it may be, or one year from now?
(42:08):
The great thing is, isyou have an opportunity now
to show themthat you are good on your word.
So when I always ask that question,you know, when would what would be best?
How can I best help youwith this decision?
What can I get you and when would it bebest to contact you again about this?
And I do what they say.
(42:29):
And if they say, hey, call me backnext Wednesday,
I put in my calendar on Wednesday,
to do, an appointment, to do item.
And I put it for a date and time.
If they didn't tell me a time
I do it earlier rather than later,I don't want to call them back at 5:00.
Then they feel like, well, great.
I got them on Wednesday,but I got them at the very end of the day.
(42:52):
I call them earlierrather than later or email them,
and I make sure that that gets done.
I know that when it goes on my calendar,it's going to get done.
And again, back to the CRM question.
That is a form of a CRM.
So I know there's so much technology outthere.
And I was talking to, we had dinnerat a friend's house last night.
(43:13):
I was talking to their oldest son,who's a, a junior in high school,
and he loves all of the newAI items with Google.
And then, you know, he'swe were talking about Google
and the gems and Obsidian and Notebookalum, and he was going on and on.
He had tried a morning, tried art.
This new browser,
and I was like, wow, he just really knows,like, that's really cool.
(43:34):
I was like, man,maybe I need to look at those.
It's like, no, I have aI have a process for these.
I have a very simple systemthat works for me,
and my system's not broken right now.
So, Todd, don't focus on something that'snot broken and focus where you have gaps.
Again, shiny object syndrome.
For us owners, it'svery easy to get into that.
(43:57):
You know, you're looking like, well,
what's that next new thing like,oh I don't need that.
Like I feel good about the wayI manage my calendar in my time.
So I'm going to focus on other itemsthat I feel like I'm not so great at.
And I need to improve on.
So be careful of those those timebandits there,
because there's so much out thereto take our attention.
But yeah, just put that calendar event
(44:19):
and a date and time and if it's nextWednesday, put it in at 10 a.m.
and call that individualand even if you don't get that individual,
like say,they kind of just brushed you off
and they didn'twant to tell, you know, in person.
And they said,I'll call me back in a couple weeks
when you call them back in a couple weeks,you might get their voicemail.
But I would just say, hey,just following back up.
(44:41):
Wanted to make sure I was goodon my promise.
You asked me
to call you back in two weeks, and,I just want to follow back up with you.
I really enjoyed our lunch together.
I'm hoping that we can,you know, do X, Y, and Z for you.
I'm hoping that we can earn your business.
I'll put you back on my calendarfor next week if you need me.
In the meantime, call me or text me,whatever the follow up is.
(45:04):
And then once you're done with that phonecall, go.
One week from today.
Whatever you told that individualon the phone and put it on your calendar.
So and I know many of you are saying,hey Todd,
why do you even type anythingon a calendar anymore?
Because you can just ask AI to do that.
And that is awesome.
That's what the junior in high school did.
And he just says, hey,go to the calendar again.
(45:26):
It works for him. Like,oh, that's kind of cool.
I might just start talking to Geminior asking ChatGPT to do it,
but there's always going to be waysto become more efficient.
But just make sure you have a systemthat works for you
and do what you say you're going to do.
So that is going to do it for us today.
Hey thank you everybody. We lost Craig.
We had a little technical difficulty here.
But he is with us in spirit.
(45:47):
So sorry about the glitch here,but we appreciate all of you.
If you need to contact us.
hello@spiro.media
or click down in the little pinkchat bubble.
If this is,this is the 14th of March right now.
If you my team is all on if you need me,I am taking a
quick vacationfor the next week and a half.
(46:08):
So if you need me immediatereach out to my team.
If it's for meand you say, hey, send this to Todd,
just know I'm going to get youin a couple of weeks from the day.
So if it's not urgent,if it's urgent, ask for the team.
If it's not urgent, you need me.Just give me a couple of weeks.
go on vacation. I'll be back to you.
So. Thanks, everybody.
Hey, please make time to take a breath.
Thanks and have a great day.
(46:29):
Thank you for joining usfor the Spiro Podcast,
managing your real estate, photographyand videography business.
This is a production of Spiroand Wow video Tours.
You can find out more about Spirois Real Estate Media Business management
software at our website, Spiro.media.
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