March 18, 2025 • 27 mins
Production Coaching Call with Coach Randy Byrd 3/18/25
Watch the video ep on our YouTube here: https://youtu.be/3wt3eS7BCTo
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
A message. Good afternoon, everybody. It's Coach Randy Bird aka
Coach Bird, aka Birdman, whatever you want to call me.
I will be showing up. But I appreciate being here today.
And we're just fresh off Cabo. I got home at
one thirty in the morning yesterday before yesterday, and so
yesterday it was a long day. Got home at one
(00:20):
thirty and had zooms straight up first thing in the morning,
like normal, right, And we did it. We made it
through Monday, Saint Patti's Day to everybody, happy Saint Patty's Day.
And now today I feel like a normal human being. Right.
It took us a day to kind of get acclimated
after getting home that late in the morning. But what
a beautiful, beautiful trip. If you made it, good job, congratulations.
(00:43):
If you didn't, you missed probably one of the better ones.
But the good thing is Brent does record these events.
The content will be out soon. It's nothing life like
a live experience. Wow. Sitting walking through the resort seeing
ed my lette sitting there having a cigar and like
one of my agents sat down, had lunch with him
for forty five minutes, one on one. I think ed
(01:04):
myight let that would cost one hundred grand for coaching. Right,
just sat down, head lunch, had a cigar, talked to
ed my left for forty five minutes. Hopefully it changed
this young man's mind because he needed an adjustment in
my opinion. But what we're focusing on today is the
balance between business and personal development. And Jim Rohan is
(01:26):
one of my favorites and listening to him throughout the
upcoming of my career, he was definitely a pillar in
what I was focused on in my real estate career.
And so I have something I want to play play
for you today. It's a short, one minute thing and
I'm going to pull it up real quick. Saved, saved.
(01:47):
Here we go, So one minute. Do me a favor.
Pay attention to the words. Stop what you're doing, stop multitasking,
whatever you're doing one minute. Listen to it. Soak it in.
See if it affects you like it affected me when
I listened to it. All right, everything.
Speaker 2 (02:03):
Changed for me when I understood this philosophy. Learn to
work harder on yourself than you do on your job.
That's the simple philosophy that changed my life forever, starting
age twenty five, If.
Speaker 1 (02:17):
You work hard on your job.
Speaker 2 (02:18):
You can make a living, which is fine. If you
work hard on yourself, you can make a fortune, which
is super fine. I didn't mind working hard on my job,
but things didn't seem to change that much. Then I
started working hard on myself. So let me put it
in a philosophical phrase. Now, this is worth the price
of whatever it costs for you to be here today.
(02:40):
Here it is. Success is something you attract. Success is
not something you pursue. It's something you attract by becoming attractive.
And the whole scope of this we call now personal development.
You can have more than you've got because you can
become more than you are. If you can multiply your
(03:01):
value by three by five, you can easily multiply your
income by three by five by ten. But the key
to doing it is to work hard on your So
be responsible, be a growing, attractive, powerful, skillful, communicating human being,
and the world belongs to you. Everything you and I
understood this.
Speaker 1 (03:22):
So what did you get out of that number one?
You said the word attractive multiple times? Right? Attractive, attractive
character character. When you're attractive, you're attracting people to you.
You're not selling people into an opportunity, right, there's a
production call. It absolutely relates to what your value proposition
(03:43):
is to your clients. Right, Are you an attractive character
to your clients? Do they look up to you from
an attractive posture of knowledge, education, experience, energy, tenacity? What
is it? Right? So let's open it up a little bit.
(04:04):
Let's talk about this. This is a big deal to me. Right,
I do my morning routine and this showed up today
and I'm in the in the process and my coaching
program were rebranding and everything's community to me. I want
to create a community, a belonging, not a pay to
play a community, right, And there's entry points into communities.
(04:25):
That's okay. But think about this for a minute. What
he said becoming attractive, What does it mean to you?
By the way, it's coaching call. You could take your
mic off and it's.
Speaker 3 (04:37):
Interactive your values, your values.
Speaker 1 (04:43):
Yeah, so remember when you talked about what you put
into your businesss versus what you put into yourself your
personal development. Right. A lot of us attach our self worth,
our self esteem, our our success to our business. But
our business is just a byproduct. Invest in ourselves. Like
(05:08):
after I listened to that, I got another message that
was an opportunity to invest in myself, and I would
have normally said no, just because I got so many
things going on, like the last thing I need is
another one, and like a hole in my head, right,
But I said that would invest in me, that would
stretch me a little bit. That's an area that is
I've wanted to do it, but I'm not doing it.
And I just immediately paid for it, committed to it.
(05:30):
Three days next week, eight hours a day for three
days next week. I just got home from Cabo drunk monkey,
story after story after story, white, next week's bad. I
pull up my calendar. I'm like, yeah, next week's bad.
That's I wish it was another day. It's just got
to be another day. But it's next week, and I'm like,
there's no way. It starts on Tuesday, the twenty fifth,
(05:50):
that's my busiest day, my coaching day, Oh my gosh,
and then Wednesday and then Thursday, three days in the
middle of the week. I just got back from ten
days being in Cabo, started looking at all the things
on my calendar. I'm like, yeah, that's not really that important. Yes,
I'd have to reschedule a couple of things, but yeah,
I'm doing it. I'm doing it. I'm committing to it
(06:13):
for me. Now, there might be a couple things in
my business that I have to push off to Friday
or even another day that I might be off normally,
but I'm doing it. I'm doing it for me because
I know that's going to move me and to stretch
me in a personal development way. And I took action, right.
(06:33):
I told you my word for this year is initiative.
Taking initiative. When you think of that, when you think
about helping somebody, take the initiative to do it, when
you think about I really should be more committed to
my business taking the initiative to change. You're not a
freaking tree move.
Speaker 2 (06:54):
Right.
Speaker 1 (06:55):
And so again you don't have to open up on
this call, but this call is made for coaching. I
want to help you grow through that process.
Speaker 4 (07:06):
To me, it's about who you are being. Like sometimes
I get up said with my husband, right, and I
could react a certain way. And one of the things
that I've been working on is like, Okay, if I
would be in this moment, this person avatar model who
I want to be, how would this person react? So
(07:29):
it doesn't start with how should I react? It starts
with who do I want to be so I can
react a certain way. The order of the questions.
Speaker 1 (07:41):
Is that's so good, animory is so good? Me too? Guilty? Right?
Just in Cabo, Kirsty and I had not an argument,
but we were just not on the same page. We
were like this, trying to have this conversation, and I said,
hold on a second. You're attached to your story. I'm
attached to my story. And they're like this, what about
(08:03):
if our stories really look like that? Like, at the
end of the day, do you love me? Yes? Do
you want the best for me? Yes? Do you want
me to see your side of it? Yes? Of course
you do? And mine are all the same things, right
the differences. Am I attached to my story enough that
I'm willing to be here? I'm not. So I'm detaching
(08:24):
myself from the story. And I'm like, this is all
I care about. All I care about is I show
up like you want me to show up. All I
care about is I hear things like you want me
to hear them. Now, I'm a guy, You're a woman.
John Gray, beautiful doctor John Gray. Men are from Mars.
Women are from Venus. Right, we're from two different planets.
We communicate differently, we absorb the language differently, we have
(08:46):
different emotions, We have all these things. So there's biological
things going on. There's a background the way we're raised
going on. We're setting our ways in certain areas. So
when we get under stress, go back to what we know,
and we're willing to die on that hill. But that's
not the hill that I'm in love with her on. Right,
(09:09):
So this is not relationship one on one class today,
but when we talk about personal development, it is to me.
You coach what you're going through. You coach to what's
happening in your life, good, bad and different. So I
might speak to one of you, now, I might speak
to the tens of people that watch this later, right,
and hopefully it's more than that. But you get my point.
(09:34):
And so I love that when we look at that,
you know, put the oxygen mask on yourself. I say
that a lot in my coaching. Hey, I appreciate all
the things you have going on with your team and
everything else. You've got to put the auxygen mask on
yourself or you die while you're trying to help them. Right.
And so now when we look at our business and
my little eye on things going to go off in
(09:56):
a minute. So I'm going to drink and I'm making
ionized water. Gary Berekett, Tomian Kabba, Well that this is
like a major helpful thing. So I'm doing it because
somebody smarter than me told me to do it, and
I'm like, oh, I got one of those things at home.
I just haven't been using it, and so it just beep.
So now my water's fully ionized to see how cloudy
it is, and it so the body accepts it better.
(10:17):
So make down this thing. You guys, think about that
for a minute and come back with what's going on
for you in that language and that mental thought.
Speaker 5 (10:27):
Kind of along the same lines, Randy, I was just thinking,
I mean, tomorrow, I think is the five year anniversary
of the lockdowns here in California, and so everybody was
shutting down, going home from their jobs, uniting with their
kids and their spouses, and spending every week and day
in the same house, going on walks, starting their own
(10:48):
And what followed shortly after is I think everybody started
on this personal growth path while they were out is
where you saw people changing what they were doing for
a living, you know, losing weight going.
Speaker 1 (10:59):
So what's important?
Speaker 5 (11:02):
Whatever it is, But it's interesting because I you know,
I think Tony Robbins, in one of his early books,
had written about how trying to to gather that that
initiative that you gain when you really have something major
happen in your life to make change. You go through
a divorce, somebody dies, you get laid off, whatever, and
all of a sudden you have this spontaneous need to
(11:23):
make real change for yourself, and like, wouldn't it be
nice if we could all do that on a random
Tuesday in March. So if you can kind of gather
that that motivation and that desire to make changes, that
you can make massive change in a month or three months,
or you can, like you said, be a tree and
(11:44):
be exactly where you're at three months from now. And
it doesn't have to happen on January first. It doesn't
have to happen because of COVID lockdowns. It can just
happen because it needs to happen. And so that that's
what made me think when when you're saying those kind
of personal growth path.
Speaker 1 (12:00):
Totally, I love that. So COVID happened in December was
the first time, and then January became public knowledge. And
then March eleventh is the day that they officially announced
that we had a worldwide pandemic. And you're right, everything changed, right,
So many things changed, like, for instance, construction, everything was
open room concepts, and then all of a sudden, people go,
(12:21):
we're all together, I need my space. So we went
back and we changed the way that people were viewing
their living spaces. Outdoor patios became a necessity for remodeling.
All these things changed just in that space. Divorces went
whoop because all of a sudden, they're together, forced to
be together, and all of a sudden they realized they
don't like each other as much as they thought they did.
(12:42):
Because the environment changed. Babies went up through the roof, right,
people were making babies. They were home all day, and
we had a baby boom from it. So all the
things that happened from this otherwise, you know, tragic time
in our history. It changed a lot of us forever.
But I do I agree with you. I think self
(13:03):
development and personal development really changed. And alcohol use went rampant,
and then all of a sudden, the movement towards a
way from alcohol has begun right, there's actually a very
measurable movement happening for not drinking whatsoever. And we're seeing
(13:24):
a complete change in the mindset and mentality around alcohol specifically, right,
And I think that all comes from the same place.
So I love that's great takeaway. Great takeaway. The message
I hear is let's devote equal or more time into
our personal development than we do our business. Our business
(13:44):
will make us fine, but personal development development will make
us super fine. Right. I love that. So let's relate
that to transactional business because that's the ultimate goal is
helping our families through increased income and eventually increased income
and less hours. Right. We want to create a machine
(14:08):
that has some form of duplication in our real estate
business to buy back our time, and that's difficult for
most agents to do because they view the phone ring
and as a five or ten thousand dollars commission. Rightly,
So that is true. But a doctor has limited hours, right.
And if you call a doctor's office and say, yeah,
(14:30):
i'd love to get in today is two o'clock work,
They're going to laugh at you. They're out five weeks,
six weeks, four weeks, whatever the number is, right, That
is because boundaries of the business. Do you have those
boundaries in your business? I could tell you if you're
selling less than probably twelve homes a year, you don't
have the boundaries. They come with production value. Some do,
(14:52):
but it's occasional, right, It's rare of all the coaching
clients have ever coached. I talk to a guy that's
doing s one hundred transactions year. He goes home every
day at four thirty, not four thirty two, not three
thirty six. He goes home at four thirty. Right. He
has a schedule they're following to the t. You could
(15:13):
watch him drive by the coffee store in the morning
at the exact same time because he has a five
day schedule or a four day schedule in his real
estate business. He's doing seven hundred transactions year, and I
talk to an agent doing eighteen transactions. They can't even
get their hair done because they just don't have time.
I haven't got my nails done in five months. It's
so crazy, right now, that's so amazing. How many transactions
(15:35):
are you doing? I've done nine this year. Okay, I
can help that if you're coachable, if you're open, right,
And that's what this is about the awareness. So if
you have the awareness to do things that are uncomfortable
and change, but it's your progative. You're not a tree.
You can move, you can move geographically, you can move directions,
(15:57):
you can move mentality, all those things. Any of the
stuff ringing for you where you want to raise your
hand and talk to me, ask me a question. What
can we do to help move the needle for you specifically?
And by the way, I could stop the recording, So
it's just us. That's the type community. If you ever
want to ask something that you don't want recorded for
(16:18):
later and don't want to see it on YouTube someday,
just ask, I'll stop the recording. That's the benefit of
being on it. I have questions, yes, ma'am.
Speaker 3 (16:33):
What resources would be goods? Who work in a mountain
community where it's more it's a mix of people who
live there and investors that isn't as centric in people
buying homes to live in a mix. Who are good resources?
(16:53):
Who are good agents?
Speaker 1 (16:56):
From so I can barely hear you. I think it
might be your your head thon, but is that better?
That is better? Way better? Thank you? So? What is
what is a marketing way for mixed I missed a
little bit of that. I'm sorry.
Speaker 3 (17:08):
Yes, attracting. So we are in a community, a resort community.
So our clientele are both the investors who do not
live anywhere near us and some of whom are in absentees,
and the people who are buying homes. And what are
(17:30):
some good people who have this pined in their market?
We're not unique. There are other destination markets. Who would
you recommend we get inspiration from. Who are some people
who have this s dialed in who we can see
what they're doing that works in the market that we
can tweak in.
Speaker 1 (17:50):
I don't know people, because there's a whole bunch of variables.
What's the area, what kind of market? What is it
a VB VRBO market or is it a short term
long term rental market. There's a lot of different variables.
But I would say I would first start googling and
searching for people that are in those kind of markets
that you're talking about, transient markets or absentee buyer seller markets.
(18:13):
That's number one I would do. And then I'd look
for communities that service those kind of markets. There's a
lot of communities, both in Facebook and in the real
estate space that I would get into those communities to
learn more in that, and then I would also go
probably find a couple of those agents, and then I
would ask them if I can interview them to find
out what is a marketing strategy that they're using that's
(18:36):
winning and working. That's that's if that's your question, that's
what I would do.
Speaker 4 (18:42):
Thank you?
Speaker 1 (18:43):
Is that helpful?
Speaker 2 (18:44):
Yes? O?
Speaker 1 (18:45):
Great?
Speaker 5 (18:46):
Hey Randy. I don't know if it's something that would
appeal to you, Laurie, but the I know Ricky Caruth
has built his entire business and Goal Stores doing a
lot of absentee owners is in the condo market there
on the Gulf. Yeah, he's a lot of outbound calling
and building email USTs and stuff. So it's not everybody
(19:07):
wants to do that, but he's built quite a solo
business doing that, so that's somebody.
Speaker 1 (19:12):
Yeah, you're right, he does one hundred transactions years, so
that that might be a good start for you. I mean,
I know several agents like in Ponta Verde Beach that
work in that particular market. A lot of the Florida
communities have that opportunity, as well as some San Diego
and so on. Where are you located at Lori.
Speaker 3 (19:31):
Just outside of Yosemite.
Speaker 1 (19:33):
Yosemite, all right, So yeah, I don't know if you're
looking for beach communities or just some an avatar of
a person that's looking for that.
Speaker 3 (19:44):
Well, I'm figuring that anybody who has a destination market
they have some of the similar problems that I do,
which is our people are coming from, for us, the
Bay Area, La China.
Speaker 1 (19:59):
Yeah, you know, so where my brain goes on marketing
is where are those people looking? Like, Let's picture this avatar.
I use this a lot a lot. Right, Let's picture
the avatar of this person you're talking about, which is
absentee owner. They live in the Bay Area. They're looking
for destination places. Where they looking for these destination places?
(20:22):
I would think on and Zillo YouTube. YouTube would be
my number one place i'd go to because you could
become the expert in that particular area on YouTube. But
I would go to where they're looking and where they're
getting their information for these particular things. Could be magazines,
could be websites, could be community groups, could be real
(20:44):
estate groups. It could be Facebook ads targeting, right, it
could be geographical targeting. I would really kind of if
that's your niche and that's something that you're really leaning
into with passion, then I would go all on that,
all in on that, and become the expert in that
particular area. And then along the way, I.
Speaker 3 (21:03):
Think anyone, if anyone wants to refer people to us,
our mighty little team. We are. We are experts in
the short term vacation up here.
Speaker 1 (21:12):
Awesome we do. Yeah, beautiful, appreciate it, very cool. Thank you.
Anybody else, we had a couple of minutes left. Any
questions you want to ask or anything I can contribute to.
What's the biggest pain in your business right now? What's
the biggest pain.
Speaker 6 (21:30):
Point sellers thinking in their homes are worth more than
they are, even though we consult and advise them as
far as what they're worth, and they're being very, very
stubborn at the moment. I've got three of those right now,
almost exact same situation.
Speaker 5 (21:51):
Yeah, I just had one expired yesterday.
Speaker 1 (21:55):
Yeah, So definitely it's a it's a timing of the market.
Thing right now. Might suggest on this is you stop
telling them what has to happen and let the data
lead the way. So you have to have the data
lead the way or else. They just think you're a
greedy agent. They you know, a lot of sellers already
think that it's just all self self on you. And
(22:16):
if you keep going in there saying, hey, I don't
agree with this, right, you know, this is just the data,
but this is what's going on. They cannot argue the data,
but they can argue with you until the cows come home.
So I find too many agents just go you have
to trust me. I've been in business twenty years and
this and that, and they're not really laying out the
data in a big, big way. The data is your superpower.
(22:40):
And so from the day it's listed, Hey, I honestly
think that eight hundred thousand sounds right. It feels right.
I can support it through compass. I could do all
these things. But the bottom line is the buyer is
going to determine the market's determining the price, not you
and I. Is that fair statement? Yes? Get them to nod.
I said, I'm going to provide you with weekly statistics
and stats and market analysis so you can watch the market.
(23:03):
We're watching it together. What I don't want to do
as an agent is I don't want to come in
and say, oh, my god, we've been on the market
seven days. We need to lower it fifty thousand dollars.
That is that is not the way to run our business, right.
We want to look at the data. If the data
is supporting this, then that's a real conversation we need
to have all right now, if you overlist it, that's
(23:23):
a little different conversation. You can pre warn them that, hey,
I'll listed at this for thirty days. Then we got
to go to to why. We'll start a X, We'll
go to why something like that. But having these conversations,
you should get to the point where you don't have
to ask for the price reductions. They're going to say it, Hey,
you know, thank you for this. It's been three or
four weeks. We're talking about the same things. The market's
getting tighter. Rates have not come down like we proposed
(23:45):
that they thought we thought they would, and they're going
to say, what do you think we should do? That's
your cue. That's when you can say, yeah, I appreciate that. Together,
we've been watching this and here's my opinion. I'd love
to hear yours because we're in this together. That is
a way that you can get them to absorb the data.
Because the data is indisputable. You are disputable. Doesn't matter
(24:09):
how long you've been in business and how many sales
you've had. You're just trying to whittle me down because
you want to sell. It's hard to get away from
that unless you are the data expert in this area.
All right, And when I'm talking data, i'm talking about
really spending the time getting to know your market in
your data. We talk about it a lot, but I'm
not talking about like, yeah, the average sales price is
(24:32):
only selling for ninety three percent of the sales price. Well,
why'd you listed it the number you did. I'm talking about, Hey,
we've been on the market seven days, and in those
seven days, there's been thirteen home sales, three of them
in your price point. So three brides and you're the
bride's maid. Okay, So I'm just I'm not asking for anything.
I'm just giving you information. This is what's going on.
(24:55):
By the way, we had thirteen price reductions in your
price range over the last seven days. I'm not asking
for anything, I'm just giving you information. And then the
next week, okay, we've had another eleven price reductions. We're
seeing a trend of price reductions. Rates are holding steady.
The Feds changed it, didn't change it. Whatever's going on.
And then, by the way, I've pulled up your five
(25:17):
competitive properties that we're going to review. It's been two weeks.
Here's the five. Three of them were on our original CMA.
These two ones are new ones. Where do you think
you stand out with these? Do you see yourself being
the bride and these five competitive properties? And I might
take them to see the five properties if we're really struggling, Hey,
(25:37):
let's set up a day. We're going to go to
the five competitive properties. We're going to set up showings
and all of them. You're going to go in as
my buyer. We're going to look at these properties from
an objective eye, because it's important in this market with
less buyers, that you are the bride and not the bride'smaid.
The worst thing we can do is be the bridesmaid
three or four five times in our ninety one hundred
and eighty day engagement together. You see, I've removed my
(26:03):
necessity for a commission out of that conversation. I've moved
moved to the data. The data is indisputable. Okay, that's
that's your best arrow in your quiver in my opinion.
All Right, you guys, listen, thank you for being here.
My apologies for messing up the time. The time change
got me, but we are eleven thirty am Pacific time
(26:26):
every single week. Appreciate you being here, Thank you for supporting.
All right, this is a free call, it's a free
coaching call. But there is a price to everything in life.
Invite a guest, Invite a friend, exp cole banker, remax,
it doesn't matter. Invite somebody that could use some production advice,
production help, and then we'll do the best to move
(26:48):
the needle in that business. Okay, remember, move the free line, move,
move the mindset into personal development for yourself, and you
will become a tractive You'll attract to other agents, to
your operation, to your organization, to your business, to your
team by helping others. Okay, I appreciate you. Have a
great day. See you guys, see you soon. Bye for now.
A message. Good afternoon, everybody. It's Coach Randy Bird aka
Coach Bird, aka Birdman, whatever you want to call me.
I will be showing up. But I appreciate being here today.
And we're just fresh off Cabo. I got home at
one thirty in the morning yesterday before yesterday, and so
yesterday it was a long day. Got home at one
(00:20):
thirty and had zooms straight up first thing in the morning,
like normal, right, And we did it. We made it
through Monday, Saint Patti's Day to everybody, happy Saint Patty's Day.
And now today I feel like a normal human being. Right.
It took us a day to kind of get acclimated
after getting home that late in the morning. But what
a beautiful, beautiful trip. If you made it, good job, congratulations.
(00:43):
If you didn't, you missed probably one of the better ones.
But the good thing is Brent does record these events.
The content will be out soon. It's nothing life like
a live experience. Wow. Sitting walking through the resort seeing
ed my lette sitting there having a cigar and like
one of my agents sat down, had lunch with him
for forty five minutes, one on one. I think ed
(01:04):
myight let that would cost one hundred grand for coaching. Right,
just sat down, head lunch, had a cigar, talked to
ed my left for forty five minutes. Hopefully it changed
this young man's mind because he needed an adjustment in
my opinion. But what we're focusing on today is the
balance between business and personal development. And Jim Rohan is
(01:26):
one of my favorites and listening to him throughout the
upcoming of my career, he was definitely a pillar in
what I was focused on in my real estate career.
And so I have something I want to play play
for you today. It's a short, one minute thing and
I'm going to pull it up real quick. Saved, saved.
(01:47):
Here we go, So one minute. Do me a favor.
Pay attention to the words. Stop what you're doing, stop multitasking,
whatever you're doing one minute. Listen to it. Soak it in.
See if it affects you like it affected me when
I listened to it. All right, everything.
Speaker 2 (02:03):
Changed for me when I understood this philosophy. Learn to
work harder on yourself than you do on your job.
That's the simple philosophy that changed my life forever, starting
age twenty five, If.
Speaker 1 (02:17):
You work hard on your job.
Speaker 2 (02:18):
You can make a living, which is fine. If you
work hard on yourself, you can make a fortune, which
is super fine. I didn't mind working hard on my job,
but things didn't seem to change that much. Then I
started working hard on myself. So let me put it
in a philosophical phrase. Now, this is worth the price
of whatever it costs for you to be here today.
(02:40):
Here it is. Success is something you attract. Success is
not something you pursue. It's something you attract by becoming attractive.
And the whole scope of this we call now personal development.
You can have more than you've got because you can
become more than you are. If you can multiply your
(03:01):
value by three by five, you can easily multiply your
income by three by five by ten. But the key
to doing it is to work hard on your So
be responsible, be a growing, attractive, powerful, skillful, communicating human being,
and the world belongs to you. Everything you and I
understood this.
Speaker 1 (03:22):
So what did you get out of that number one?
You said the word attractive multiple times? Right? Attractive, attractive
character character. When you're attractive, you're attracting people to you.
You're not selling people into an opportunity, right, there's a
production call. It absolutely relates to what your value proposition
(03:43):
is to your clients. Right, Are you an attractive character
to your clients? Do they look up to you from
an attractive posture of knowledge, education, experience, energy, tenacity? What
is it? Right? So let's open it up a little bit.
(04:04):
Let's talk about this. This is a big deal to me. Right,
I do my morning routine and this showed up today
and I'm in the in the process and my coaching
program were rebranding and everything's community to me. I want
to create a community, a belonging, not a pay to
play a community, right, And there's entry points into communities.
(04:25):
That's okay. But think about this for a minute. What
he said becoming attractive, What does it mean to you?
By the way, it's coaching call. You could take your
mic off and it's.
Speaker 3 (04:37):
Interactive your values, your values.
Speaker 1 (04:43):
Yeah, so remember when you talked about what you put
into your businesss versus what you put into yourself your
personal development. Right. A lot of us attach our self worth,
our self esteem, our our success to our business. But
our business is just a byproduct. Invest in ourselves. Like
(05:08):
after I listened to that, I got another message that
was an opportunity to invest in myself, and I would
have normally said no, just because I got so many
things going on, like the last thing I need is
another one, and like a hole in my head, right,
But I said that would invest in me, that would
stretch me a little bit. That's an area that is
I've wanted to do it, but I'm not doing it.
And I just immediately paid for it, committed to it.
(05:30):
Three days next week, eight hours a day for three
days next week. I just got home from Cabo drunk monkey,
story after story after story, white, next week's bad. I
pull up my calendar. I'm like, yeah, next week's bad.
That's I wish it was another day. It's just got
to be another day. But it's next week, and I'm like,
there's no way. It starts on Tuesday, the twenty fifth,
(05:50):
that's my busiest day, my coaching day, Oh my gosh,
and then Wednesday and then Thursday, three days in the
middle of the week. I just got back from ten
days being in Cabo, started looking at all the things
on my calendar. I'm like, yeah, that's not really that important. Yes,
I'd have to reschedule a couple of things, but yeah,
I'm doing it. I'm doing it. I'm committing to it
(06:13):
for me. Now, there might be a couple things in
my business that I have to push off to Friday
or even another day that I might be off normally,
but I'm doing it. I'm doing it for me because
I know that's going to move me and to stretch
me in a personal development way. And I took action, right.
(06:33):
I told you my word for this year is initiative.
Taking initiative. When you think of that, when you think
about helping somebody, take the initiative to do it, when
you think about I really should be more committed to
my business taking the initiative to change. You're not a
freaking tree move.
Speaker 2 (06:54):
Right.
Speaker 1 (06:55):
And so again you don't have to open up on
this call, but this call is made for coaching. I
want to help you grow through that process.
Speaker 4 (07:06):
To me, it's about who you are being. Like sometimes
I get up said with my husband, right, and I
could react a certain way. And one of the things
that I've been working on is like, Okay, if I
would be in this moment, this person avatar model who
I want to be, how would this person react? So
(07:29):
it doesn't start with how should I react? It starts
with who do I want to be so I can
react a certain way. The order of the questions.
Speaker 1 (07:41):
Is that's so good, animory is so good? Me too? Guilty? Right?
Just in Cabo, Kirsty and I had not an argument,
but we were just not on the same page. We
were like this, trying to have this conversation, and I said,
hold on a second. You're attached to your story. I'm
attached to my story. And they're like this, what about
(08:03):
if our stories really look like that? Like, at the
end of the day, do you love me? Yes? Do
you want the best for me? Yes? Do you want
me to see your side of it? Yes? Of course
you do? And mine are all the same things, right
the differences. Am I attached to my story enough that
I'm willing to be here? I'm not. So I'm detaching
(08:24):
myself from the story. And I'm like, this is all
I care about. All I care about is I show
up like you want me to show up. All I
care about is I hear things like you want me
to hear them. Now, I'm a guy, You're a woman.
John Gray, beautiful doctor John Gray. Men are from Mars.
Women are from Venus. Right, we're from two different planets.
We communicate differently, we absorb the language differently, we have
(08:46):
different emotions, We have all these things. So there's biological
things going on. There's a background the way we're raised
going on. We're setting our ways in certain areas. So
when we get under stress, go back to what we know,
and we're willing to die on that hill. But that's
not the hill that I'm in love with her on. Right,
(09:09):
So this is not relationship one on one class today,
but when we talk about personal development, it is to me.
You coach what you're going through. You coach to what's
happening in your life, good, bad and different. So I
might speak to one of you, now, I might speak
to the tens of people that watch this later, right,
and hopefully it's more than that. But you get my point.
(09:34):
And so I love that when we look at that,
you know, put the oxygen mask on yourself. I say
that a lot in my coaching. Hey, I appreciate all
the things you have going on with your team and
everything else. You've got to put the auxygen mask on
yourself or you die while you're trying to help them. Right.
And so now when we look at our business and
my little eye on things going to go off in
(09:56):
a minute. So I'm going to drink and I'm making
ionized water. Gary Berekett, Tomian Kabba, Well that this is
like a major helpful thing. So I'm doing it because
somebody smarter than me told me to do it, and
I'm like, oh, I got one of those things at home.
I just haven't been using it, and so it just beep.
So now my water's fully ionized to see how cloudy
it is, and it so the body accepts it better.
(10:17):
So make down this thing. You guys, think about that
for a minute and come back with what's going on
for you in that language and that mental thought.
Speaker 5 (10:27):
Kind of along the same lines, Randy, I was just thinking,
I mean, tomorrow, I think is the five year anniversary
of the lockdowns here in California, and so everybody was
shutting down, going home from their jobs, uniting with their
kids and their spouses, and spending every week and day
in the same house, going on walks, starting their own
(10:48):
And what followed shortly after is I think everybody started
on this personal growth path while they were out is
where you saw people changing what they were doing for
a living, you know, losing weight going.
Speaker 1 (10:59):
So what's important?
Speaker 5 (11:02):
Whatever it is, But it's interesting because I you know,
I think Tony Robbins, in one of his early books,
had written about how trying to to gather that that
initiative that you gain when you really have something major
happen in your life to make change. You go through
a divorce, somebody dies, you get laid off, whatever, and
all of a sudden you have this spontaneous need to
(11:23):
make real change for yourself, and like, wouldn't it be
nice if we could all do that on a random
Tuesday in March. So if you can kind of gather
that that motivation and that desire to make changes, that
you can make massive change in a month or three months,
or you can, like you said, be a tree and
(11:44):
be exactly where you're at three months from now. And
it doesn't have to happen on January first. It doesn't
have to happen because of COVID lockdowns. It can just
happen because it needs to happen. And so that that's
what made me think when when you're saying those kind
of personal growth path.
Speaker 1 (12:00):
Totally, I love that. So COVID happened in December was
the first time, and then January became public knowledge. And
then March eleventh is the day that they officially announced
that we had a worldwide pandemic. And you're right, everything changed, right,
So many things changed, like, for instance, construction, everything was
open room concepts, and then all of a sudden, people go,
(12:21):
we're all together, I need my space. So we went
back and we changed the way that people were viewing
their living spaces. Outdoor patios became a necessity for remodeling.
All these things changed just in that space. Divorces went
whoop because all of a sudden, they're together, forced to
be together, and all of a sudden they realized they
don't like each other as much as they thought they did.
(12:42):
Because the environment changed. Babies went up through the roof, right,
people were making babies. They were home all day, and
we had a baby boom from it. So all the
things that happened from this otherwise, you know, tragic time
in our history. It changed a lot of us forever.
But I do I agree with you. I think self
(13:03):
development and personal development really changed. And alcohol use went rampant,
and then all of a sudden, the movement towards a
way from alcohol has begun right, there's actually a very
measurable movement happening for not drinking whatsoever. And we're seeing
(13:24):
a complete change in the mindset and mentality around alcohol specifically, right,
And I think that all comes from the same place.
So I love that's great takeaway. Great takeaway. The message
I hear is let's devote equal or more time into
our personal development than we do our business. Our business
(13:44):
will make us fine, but personal development development will make
us super fine. Right. I love that. So let's relate
that to transactional business because that's the ultimate goal is
helping our families through increased income and eventually increased income
and less hours. Right. We want to create a machine
(14:08):
that has some form of duplication in our real estate
business to buy back our time, and that's difficult for
most agents to do because they view the phone ring
and as a five or ten thousand dollars commission. Rightly,
So that is true. But a doctor has limited hours, right.
And if you call a doctor's office and say, yeah,
(14:30):
i'd love to get in today is two o'clock work,
They're going to laugh at you. They're out five weeks,
six weeks, four weeks, whatever the number is, right, That
is because boundaries of the business. Do you have those
boundaries in your business? I could tell you if you're
selling less than probably twelve homes a year, you don't
have the boundaries. They come with production value. Some do,
(14:52):
but it's occasional, right, It's rare of all the coaching
clients have ever coached. I talk to a guy that's
doing s one hundred transactions year. He goes home every
day at four thirty, not four thirty two, not three
thirty six. He goes home at four thirty. Right. He
has a schedule they're following to the t. You could
(15:13):
watch him drive by the coffee store in the morning
at the exact same time because he has a five
day schedule or a four day schedule in his real
estate business. He's doing seven hundred transactions year, and I
talk to an agent doing eighteen transactions. They can't even
get their hair done because they just don't have time.
I haven't got my nails done in five months. It's
so crazy, right now, that's so amazing. How many transactions
(15:35):
are you doing? I've done nine this year. Okay, I
can help that if you're coachable, if you're open, right,
And that's what this is about the awareness. So if
you have the awareness to do things that are uncomfortable
and change, but it's your progative. You're not a tree.
You can move, you can move geographically, you can move directions,
(15:57):
you can move mentality, all those things. Any of the
stuff ringing for you where you want to raise your
hand and talk to me, ask me a question. What
can we do to help move the needle for you specifically?
And by the way, I could stop the recording, So
it's just us. That's the type community. If you ever
want to ask something that you don't want recorded for
(16:18):
later and don't want to see it on YouTube someday,
just ask, I'll stop the recording. That's the benefit of
being on it. I have questions, yes, ma'am.
Speaker 3 (16:33):
What resources would be goods? Who work in a mountain
community where it's more it's a mix of people who
live there and investors that isn't as centric in people
buying homes to live in a mix. Who are good resources?
(16:53):
Who are good agents?
Speaker 1 (16:56):
From so I can barely hear you. I think it
might be your your head thon, but is that better?
That is better? Way better? Thank you? So? What is
what is a marketing way for mixed I missed a
little bit of that. I'm sorry.
Speaker 3 (17:08):
Yes, attracting. So we are in a community, a resort community.
So our clientele are both the investors who do not
live anywhere near us and some of whom are in absentees,
and the people who are buying homes. And what are
(17:30):
some good people who have this pined in their market?
We're not unique. There are other destination markets. Who would
you recommend we get inspiration from. Who are some people
who have this s dialed in who we can see
what they're doing that works in the market that we
can tweak in.
Speaker 1 (17:50):
I don't know people, because there's a whole bunch of variables.
What's the area, what kind of market? What is it
a VB VRBO market or is it a short term
long term rental market. There's a lot of different variables.
But I would say I would first start googling and
searching for people that are in those kind of markets
that you're talking about, transient markets or absentee buyer seller markets.
(18:13):
That's number one I would do. And then I'd look
for communities that service those kind of markets. There's a
lot of communities, both in Facebook and in the real
estate space that I would get into those communities to
learn more in that, and then I would also go
probably find a couple of those agents, and then I
would ask them if I can interview them to find
out what is a marketing strategy that they're using that's
(18:36):
winning and working. That's that's if that's your question, that's
what I would do.
Speaker 4 (18:42):
Thank you?
Speaker 1 (18:43):
Is that helpful?
Speaker 2 (18:44):
Yes? O?
Speaker 1 (18:45):
Great?
Speaker 5 (18:46):
Hey Randy. I don't know if it's something that would
appeal to you, Laurie, but the I know Ricky Caruth
has built his entire business and Goal Stores doing a
lot of absentee owners is in the condo market there
on the Gulf. Yeah, he's a lot of outbound calling
and building email USTs and stuff. So it's not everybody
(19:07):
wants to do that, but he's built quite a solo
business doing that, so that's somebody.
Speaker 1 (19:12):
Yeah, you're right, he does one hundred transactions years, so
that that might be a good start for you. I mean,
I know several agents like in Ponta Verde Beach that
work in that particular market. A lot of the Florida
communities have that opportunity, as well as some San Diego
and so on. Where are you located at Lori.
Speaker 3 (19:31):
Just outside of Yosemite.
Speaker 1 (19:33):
Yosemite, all right, So yeah, I don't know if you're
looking for beach communities or just some an avatar of
a person that's looking for that.
Speaker 3 (19:44):
Well, I'm figuring that anybody who has a destination market
they have some of the similar problems that I do,
which is our people are coming from, for us, the
Bay Area, La China.
Speaker 1 (19:59):
Yeah, you know, so where my brain goes on marketing
is where are those people looking? Like, Let's picture this avatar.
I use this a lot a lot. Right, Let's picture
the avatar of this person you're talking about, which is
absentee owner. They live in the Bay Area. They're looking
for destination places. Where they looking for these destination places?
(20:22):
I would think on and Zillo YouTube. YouTube would be
my number one place i'd go to because you could
become the expert in that particular area on YouTube. But
I would go to where they're looking and where they're
getting their information for these particular things. Could be magazines,
could be websites, could be community groups, could be real
(20:44):
estate groups. It could be Facebook ads targeting, right, it
could be geographical targeting. I would really kind of if
that's your niche and that's something that you're really leaning
into with passion, then I would go all on that,
all in on that, and become the expert in that
particular area. And then along the way, I.
Speaker 3 (21:03):
Think anyone, if anyone wants to refer people to us,
our mighty little team. We are. We are experts in
the short term vacation up here.
Speaker 1 (21:12):
Awesome we do. Yeah, beautiful, appreciate it, very cool. Thank you.
Anybody else, we had a couple of minutes left. Any
questions you want to ask or anything I can contribute to.
What's the biggest pain in your business right now? What's
the biggest pain.
Speaker 6 (21:30):
Point sellers thinking in their homes are worth more than
they are, even though we consult and advise them as
far as what they're worth, and they're being very, very
stubborn at the moment. I've got three of those right now,
almost exact same situation.
Speaker 5 (21:51):
Yeah, I just had one expired yesterday.
Speaker 1 (21:55):
Yeah, So definitely it's a it's a timing of the market.
Thing right now. Might suggest on this is you stop
telling them what has to happen and let the data
lead the way. So you have to have the data
lead the way or else. They just think you're a
greedy agent. They you know, a lot of sellers already
think that it's just all self self on you. And
(22:16):
if you keep going in there saying, hey, I don't
agree with this, right, you know, this is just the data,
but this is what's going on. They cannot argue the data,
but they can argue with you until the cows come home.
So I find too many agents just go you have
to trust me. I've been in business twenty years and
this and that, and they're not really laying out the
data in a big, big way. The data is your superpower.
(22:40):
And so from the day it's listed, Hey, I honestly
think that eight hundred thousand sounds right. It feels right.
I can support it through compass. I could do all
these things. But the bottom line is the buyer is
going to determine the market's determining the price, not you
and I. Is that fair statement? Yes? Get them to nod.
I said, I'm going to provide you with weekly statistics
and stats and market analysis so you can watch the market.
(23:03):
We're watching it together. What I don't want to do
as an agent is I don't want to come in
and say, oh, my god, we've been on the market
seven days. We need to lower it fifty thousand dollars.
That is that is not the way to run our business, right.
We want to look at the data. If the data
is supporting this, then that's a real conversation we need
to have all right now, if you overlist it, that's
(23:23):
a little different conversation. You can pre warn them that, hey,
I'll listed at this for thirty days. Then we got
to go to to why. We'll start a X, We'll
go to why something like that. But having these conversations,
you should get to the point where you don't have
to ask for the price reductions. They're going to say it, Hey,
you know, thank you for this. It's been three or
four weeks. We're talking about the same things. The market's
getting tighter. Rates have not come down like we proposed
(23:45):
that they thought we thought they would, and they're going
to say, what do you think we should do? That's
your cue. That's when you can say, yeah, I appreciate that. Together,
we've been watching this and here's my opinion. I'd love
to hear yours because we're in this together. That is
a way that you can get them to absorb the data.
Because the data is indisputable. You are disputable. Doesn't matter
(24:09):
how long you've been in business and how many sales
you've had. You're just trying to whittle me down because
you want to sell. It's hard to get away from
that unless you are the data expert in this area.
All right, And when I'm talking data, i'm talking about
really spending the time getting to know your market in
your data. We talk about it a lot, but I'm
not talking about like, yeah, the average sales price is
(24:32):
only selling for ninety three percent of the sales price. Well,
why'd you listed it the number you did. I'm talking about, Hey,
we've been on the market seven days, and in those
seven days, there's been thirteen home sales, three of them
in your price point. So three brides and you're the
bride's maid. Okay, So I'm just I'm not asking for anything.
I'm just giving you information. This is what's going on.
(24:55):
By the way, we had thirteen price reductions in your
price range over the last seven days. I'm not asking
for anything, I'm just giving you information. And then the
next week, okay, we've had another eleven price reductions. We're
seeing a trend of price reductions. Rates are holding steady.
The Feds changed it, didn't change it. Whatever's going on.
And then, by the way, I've pulled up your five
(25:17):
competitive properties that we're going to review. It's been two weeks.
Here's the five. Three of them were on our original CMA.
These two ones are new ones. Where do you think
you stand out with these? Do you see yourself being
the bride and these five competitive properties? And I might
take them to see the five properties if we're really struggling, Hey,
(25:37):
let's set up a day. We're going to go to
the five competitive properties. We're going to set up showings
and all of them. You're going to go in as
my buyer. We're going to look at these properties from
an objective eye, because it's important in this market with
less buyers, that you are the bride and not the bride'smaid.
The worst thing we can do is be the bridesmaid
three or four five times in our ninety one hundred
and eighty day engagement together. You see, I've removed my
(26:03):
necessity for a commission out of that conversation. I've moved
moved to the data. The data is indisputable. Okay, that's
that's your best arrow in your quiver in my opinion.
All Right, you guys, listen, thank you for being here.
My apologies for messing up the time. The time change
got me, but we are eleven thirty am Pacific time
(26:26):
every single week. Appreciate you being here, Thank you for supporting.
All right, this is a free call, it's a free
coaching call. But there is a price to everything in life.
Invite a guest, Invite a friend, exp cole banker, remax,
it doesn't matter. Invite somebody that could use some production advice,
production help, and then we'll do the best to move
(26:48):
the needle in that business. Okay, remember, move the free line, move,
move the mindset into personal development for yourself, and you
will become a tractive You'll attract to other agents, to
your operation, to your organization, to your business, to your
team by helping others. Okay, I appreciate you. Have a
great day. See you guys, see you soon. Bye for now.
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