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[00:00:00] Hey there, I’m Beatty Carmichael, and welcome to the Get Sellers calling you podcast, as always, and I’m excited today with my interview with another client of mine and just a really strong producer or top producer named Ed Finland out of northwestern Washington. So, Ed, say hello. Hey, Beatty, how’s it going today? Well, I am doing great. And it’s so great to you know what’s funny with these interviews, especially if you’re watching on the the YouTube on the video part is I actually get to meet some my clients for the first time in person. Okay, guys, normally all I have is a professional photo of an ad. I can say you don’t look anything like the professional photos to them.

[00:00:44] Do my Grizzly Adams impersonation.

[00:00:46] I love it. But you look great. So I probably don’t look anything like my professional photo either.

[00:00:54] I would I would have recognized you in a grocery store. Let’s put it that way.

[00:00:57] Okay. Well, I would have recognized you, too. We both have kind of the same haircut up top. So for those of you who’ve never seen me or Ed, we’re both hairless on the top. So anyway, this hour, edge been, as I mentioned, a real top producer. He’s been real aggressive with his business and I wanted to have him share some of the things he’s doing because it’s been as you build your real estate business. You want to look for multiple channels of income that, you know, you’ll have maybe your personal business, a niche business and other channels. Because in the totality, you can drive a lot of business. An ad has really mastered several. So I wanted to share that with you. Also, just a real quick reminder. This is an Internet call, so please pardon any type of interruption. So, Ed, let me turn the call real quickly over to you. I’d love it if you could just share with us a little bit about yourself and your career and kind of, you know, who you who are you?

[00:02:00] Who is at Finland?

[00:02:03] Sure. So I grew up in western Washington here in a little town called Arlington. And then I was a police officer for not quite 20 years as a canine officer and did appraisal for a couple of years. My dad and brother and I were builders as well during that time. So I kind of had a experience that brought me into real estate. I’ve been doing now doing real estate for almost 20 years. And just. Having a good time doing that. I have a small team here. We work the four northern counties in the. Not on the peninsula side of Washington. So from the Canadian border down. Just not. I try not to go into Seattle, but on occasion. So I do that. I’m married, have two of my own and two stepchildren and have a couple three grandkids, actually.

[00:02:59] Wow. So you’ve got a houseful and and you do somewhere. Generally speaking, 75 to 100 transactions a year, is that right?

[00:03:08] Yeah. That’s a fair assessment, right? I’ve done more and I’ve done less. But that’s kind of what I’ve been average the last several years. OK.

[00:03:16] So I want to find out because a lot of agents never get to that level. And in a lot of those who do get to that level, they spend a lot of money in advertising.

[00:03:28] And, you know, pushing out just a whole lot of money. Try and drive in leads, but you’re taking a little bit a different approach. Can you talk to us a little bit about that?

[00:03:37] Sure. So I’ll be honest, one of my weakest links is working my sphere, which are working with Beatty, that I’m trying to remedy that. But so. But I have worked a lot of with expires and for sale by owners and. Farming areas, that kind of thing, but so that’s that’s what I was taught was to have a stool if you just had one leg on your stool. It’s a very unsteady stool. You only have two. That’s still pretty unsteady. So you ship three ways, at least a business coming in. So that stool isn’t going to fall over. And the more late you have, the more steady it is.

[00:04:18] And those legs are that those different income streams have. I was talking about and I think that’s a perfect exam. We can’t have at least three.

[00:04:26] I want to focus in because in our conversation before this call, you’re mentioning that a lot of your focus has been on expounds and physios. And while I know there’s a lot of farm, a lot of stuff out there on experience and physios, it’s really been fun talking with you.

[00:04:42] And he’s actually kind of what you do. So I’d like to peel back the onion a little bit.

[00:04:46] Can you tell us this little bit, you know, maybe pick, you know, whether it’s expired or phased out or if they if you do them separate differently and talk about what is it that you have found that really works for you to try this instead, because it’s been very consistent for you over the years?

[00:05:05] Well, the main thing is to not give up. You can’t just call them one time and they say no and then give up. They don’t know. They’re not rejecting you. They don’t know that they need your help yet. They’re rejecting what you’re saying right this second. They may not reject it tomorrow morning. So you just need to keep going and don’t think of it as what’s in it for you. Think of what’s in it. That how you can help them. Just help people and God will help you. OK. So you’re going to just take care of the people, take care of them in whatever way. And. The universe, God, however you want to look at it, is gonna take care of you. So that’s my mate. It’s just don’t give up. I call them if I can have their email, I email them. I send them letters. If I can find them on social media, I tried to interact. I don’t just friend them right away. I try and interact with them and then maybe eventually friend them. But it’s it’s just a long way of adding to your spheres what it is.

[00:06:09] So so let me let me ask. So let’s say let’s say I’m an expired. Okay. Talk to me in terms of what have you found to be the price has. I’m because I’m sure you while you do a lot.

[00:06:19] There’s probably a sequence that you go through where you initially initiate and then and you probably have some sort of a tickler system that prompts you went to re contact. Can you kind of outline what your system is?

[00:06:32] And the appraiser. So there’s numerous different systems and dealers I happen to use when called Vulcan Seven. It’s got a dialer and it’s a little CRM management as well. I can send emails out of it and I’m not saying it’s good. I don’t get a penny for, you know, there’s other ones. Mojo is fine, too. But the key is, is to follow up consistently and do it in every way that you can. So if it’s, you know, pretty close, you might even bring them your packet. Or if you’re a booker or whatever that you’re going to use as an item of value and leave and drop that off with them, because very few other people are doing that. You’re going to you’re not going to call them list with me, list with me. You’re gonna. So it’s not fair to judge people on, you know, their religion or their skin tone or or, you know, where they’re from or that guy. But I’m perfectly fine judging people on their motivation. Okay. I’m going to separate them based on where I think they are in the process. So why did they why were they trying to sell to begin with? Where were they going when they sold? And we’ve got to focus back on that as opposed to I’m not doing this anymore.

[00:07:53] So so now this is assuming. Right. So when you’re reaching out to them, are you actually able to engage in conversation with them or are they picking up the phone and answering and then you’re having this conversation?

[00:08:03] Well, I mean, not every single one, but I would guess I’m trying. The number is about 1 in 8, one in 10. Okay. And then I just, you know, on my voicemails, I don’t get into this big thing. I just. Hi. My name is Ed. I have a interesting question about your house on Maple Street. Hi. My name is Ed. Could you give me a call back? I have an odd question about your place on Maple. I just changed. Odd, interesting, weird, that kind of thing to entice and to call me back.

[00:08:32] I love it. So you’re not saying, hi, this is AD. I’m a real estate agent. I want to sell your house. You’re saying? Not at all.

[00:08:38] I love it. OK. So you say you use. We call it a curiosity approach. Okay. Oh, by the way, here’s another one that works really well. Hey, this is our ad. I was calling about your home. My number is such and such and such and such. And. Hey, I had this real question.

[00:08:57] And you hang up on it right there and we call it the hang of approach and always gets phone calls back.

[00:09:02] Yeah. And so they’re calling you back and they all watch your weird question and it’s. Well, if I had a buyer and met all your needs, including the price, would you still sell your home? It is, you know. And if they say no. Then their motivation is low. And I’m going to put them down on the C or D list. I’m not going to give up on them, but I’m going to spend way more time on the A’s and B’s.

[00:09:28] I love it. So now you’re clarifying. So that’s the motivation working first clarify. Are they really interested in selling right now? OK. So then if they say yes. What’s kind of the next step at that point?

[00:09:40] Ok. So refresh my memory. Especially because a lot of times are calling you back and you’re not for any computer. I just tell them, look, I apologize. I’m not from my computer. Remind me. You know what? What’s the address again? So I can kind of, you know, maybe ring some bells for me. And what is it you want? What price were you hoping to get? Where were you moved? Where are you moving to? Do you need any help with that? You know, that kind of. And and ask him if my memory if I’m looking at your place, it looks like a great place. Why didn’t his cell and it’s always going to be one of three things. One, the agent’s fault. 2 It wasn’t marketed properly. It’s still the agent’s fault. Well, actually, it’s one of five things. So it’s that market which they’ll blame, which right now you don’t get to blame the market location. They acknowledge they’re not in the best location. Third would be marketing or the lack thereof. And I will say it that way. So do you think it is the marketing or the lack thereof? Or how the home shows? Or you could. Were you happy with the photos? I didn’t I couldn’t find any videos on your home. You didn’t do a video in your home? I he couldn’t find any drone photography on your home. You don’t do drone photography. I couldn’t find a 3D walkthrough on your home anywhere online. You didn’t do a 3D walkthrough.

[00:11:03] So you’re selling what you do. Creating doubt and question in their mind that maybe that’s the problem. I love it.

[00:11:11] And then sometimes they’ll say the price. I don’t think. Well, let me ask you. Who. Who chose the price? You or your agent? Now, they’re always said the agent, but who knows? And sometimes it’s combination. But, you know, so I don’t care which one of those five, they say. Then that’s what they think. So that I’m going to go down that road and explain how I’m going to do it differently and better.

[00:11:36] I love it. So I say you mentioned being persistent. Okay. So you make this first phone call. You’ve engaged with them. They called you back.

[00:11:44] You’ve been able to talk with them a little bit. And then in a typical format, what happens? What happens next? How do you keep that ball moving and how do you eventually get that listening?

[00:11:58] So, Betty, I understand that you’re not interested in selling your home right away now, but we’re getting into the middle of April. And you told me that you were hoping to be in Arizona, you know, by summer. So in your mind, how long do you think it’s going to take to sell your home?

[00:12:13] Gosh, I really don’t know. And, you know, it was on the market for about four or five months earlier. I really have no idea.

[00:12:21] Well, statistically. In your price point, the average stays to sold is forty two days forty two.

[00:12:29] Yeah, I was on the market for what, five months? One hundred and fifty days.

[00:12:33] Well, we can explore more into that, but I want to focus on you getting to where you want to go in Arizona. So if it takes forty one days and then we’re gonna have what, another 30 to 45 days in the closing process and escrow, we’re approaching 90 days. Well if you’re gonna be there by June. We kind of need to get going now. So I’m just doing the math for them. You know, they don’t you don’t put your house on the market June 1st and move to wherever you’re moving, even if it’s across town the next day. So they don’t necessarily think of it that way. So I put it in that. And then depending on, you know, and you told me you’re not ready. So what I’ll do is I’m going to give you a call next week and kind of see if you still because I know you’ve gotten a bunch of calls today from other agents. And so I’m going to call you next week right towards the end of the week and kind of see where things are at. See if things have cooled down. I’m going to send you some information or an email you some information and then what’s your e-mail? And they almost always give it to you. And if they don’t, you know, they’re a C or D. OK, interest. And then you’re gonna send them information by email as well. And then I don’t. But my staff will go and stock them online and see if we can find them on different social media and then trying to interact with them. Their.

[00:13:59] Very cool. So between the so so you’re calling them pretty much at the point that they’ve just gone off the market, is that correct?

[00:14:06] Correct. I mean, so every morning we pull up expires and new fears both for that matter, too, and we’re calling them right away. OK. And then depending on if they’re at ABC or D, I may call them the next day or I might call them two days or a month or sometimes. I didn’t get a hold of them when I called them at 9 am. I call them at three thirty or four that same day.

[00:14:29] I love it.

[00:14:29] You know, when I used to teach telephone selling many years back and I tell them I would teach my people, you know, you call in all four time zones, morning, early morning, mid morning, afternoon, evening, because at some point you’re going to catch him. So I will keep going. Yeah, I love it. So you say you engage with him, you get him on the phone, you start asking these questions and it and the questions are kind of preloaded to to create the doubt. Like, did you not used did you use drone photography or do you did did you do a walkthrough video? You didn’t do that. So you’re kind of creating that doubt that lets them know you’re flabbergasted. They didn’t do the things that you do, right?

[00:15:16] Well, true. I mean, the key to real estate. And here’s the big secret is knowing what to say. So practicing your scripts and dialogue, saying it enough times and having enough people to say it to. Yes, that’s it. Now you know the secret. So.

[00:15:34] So. So now I’m curious. So you say in this role play we just heard, you’re gonna call me in a week.

[00:15:40] What happens between now and a week? What are you doing?

[00:15:44] They’re probably going to get a letter that start, you know, start. I have with expired six letters, a six letter process fizzles. It’s seven or eight. I forget now that I don’t have a do with that. My people send those out and they’re on a but when I call them first time I put that they’re in A, B, C or D and A’s get letters sent every third day, B’s get every fifth, C’s get it once a week and D get every two weeks. So. So they get these letters and then they get put on an email or a email. So the message is pretty much the same from the letter to the email, because who knows if they opened either one point. You don’t have to be worry about all new information and they see you in an email. Okay, that makes sense. And then they see it in a letter to go, oh, well, now this is really starting to make sense. So you don’t have to worry about having 400 letters or emails or.

[00:16:42] So now are all the letters, each letter is different?

[00:16:47] Or are there there’s a series of them. And so they talk about, you know, are I guarantee you will sell it in 39 days or sell it for free. We have our easy exit listing agreement. You don’t like you wake up in a bad mood on Tuesday and you want to cancel. That’s fine. You just go through what separates us from different people.

[00:17:08] I love it. And then if let’s say that nothing happens, they have not gone back on the market and is now 30 or 40 or 60 days later.

[00:17:19] What are you doing with those at that point?

[00:17:22] I mean, I don’t keep sending the letters and e-mails those. I have a series of e-mails. I can go on for months and almost a year and I’m still calling them. And the key is to not give up. OK. See, I used to have a thing that says so many percentage of sales are made on the first contact and so many are made on the second. And the vast majority of them are made unlike the seventh to the tenth contact. Really? Yeah. And so not only remember to email that to. But anyway, it’s right. You know, I don’t like clean white office space now, but I used to have it sitting right in front of me, had to look at it every day. But. So my philosophy is, is I’m going to stop calling when I find out they’re dead or they get a restraining order. I don’t I’m in it and I’m going to hopefully set up some sort of a relationship. So even if they sold that house and bought another one without me, I’m going to stop. I’m going to keep contact with them so that maybe next time I get the call.

[00:18:26] That’s brilliant. That’s brilliant, and that’s been so really it’s. This isn’t rocket science. What you’re doing. I mean, it’s it’s structured, OK?

[00:18:34] You’ve got scripts that you use that you stayed true to your script. You have a process just to keep touching them. But really, it’s just not giving up. And if you don’t give up, you eventually win. It is that gamble.

[00:18:51] You may fall, but as long as you keep getting up and keep going, nobody can stop you.

[00:18:57] Let me ask you. So picking up the phone and calling people is often nerve racking for a lot of folks.

[00:19:03] And people say, I’ll never do that. Were you ever that way yourself?

[00:19:08] I still am. I don’t I don’t I can’t say I enjoy it, but it’s just part of the job. And so it gets easier the more you do it and the more you internalize your scripts and you know them. And it gets easier. And then when you have a successor to then you get motivated to keep doing it. But I can’t honestly say that when I came in come in here, I teach a class or but after that I start make my calls and I’m like, woo, I get to make call. I mean, I tell myself that I I I approach it that way. But if I’m honest, I don’t like it.

[00:19:40] Do you still ever get butterflies in your stomach when you pick out the phone?

[00:19:44] Yes, I get butterflies, it’s kind of like the first piano recital you have or the first play and the first soccer game you play or whatever, you’re more nervous. And the more you do it, the less nervous you are. Yeah.

[00:20:00] Well, you know, I just wanted people to hear that you’re not some superstar, that you just eat it up all the time.

[00:20:07] But even now, after all these years, you know, there’s still that hesitancy getting on the phone. I’m because I did the same thing when I had to get on the phone. There’s that hesitancy in the low butterfly start, you know, flapping their wings and stuff.

[00:20:21] No, it’s way easier to just goof around on the MLS or go on Facebook or or do any number of other things than do what you’re supposed to do. But, you know, let me do. Would you be hesitant in calling your sister? Of course not. Well, how about your friend? No. Okay. What about a past client?

[00:20:43] No, not at all. If there’s a good relationship, right?

[00:20:47] Of course. So all you’re doing is you’re just starting from scratch. You’re just not opening the Yellow Pages. You’re you’re actually calling people that raise their hand and said, I have a real estate need.

[00:20:58] That’s a great way to look at it, you know. You know, that’s really brilliant because if I’m a realtor and I have someone just raise their hands, say, hey, I have a real estate need, I’m interested in selling my house.

[00:21:10] Why would I not be willing to just pick up the phone, call that person? Because that’s all you’re doing.

[00:21:16] And maybe I end up well, and this happened a couple weeks ago and this was sort of at a one point three million dollar listing, which around here is a pretty big listing. And by the end of it, I’d convinced them that they don’t they should sell. They really should. They’re older and don’t need this huge house. But they were going get us the similar size house, but just with a smaller lot. Mm hmm. So because he was getting to the age where he couldn’t do the landscaping, that kind of stuff, and they owned this house outright and she didn’t want to clean upstairs. And I said, well, as to the math, if we had a landscaper come, you know, every two weeks and a maid come once a month because you never go up there, it’s just dust and that kind of stuff. And maybe she even does stuff down here. What is that going to cost? Well, what if you’re gonna have a payment on this house and what you’re paying every month and interest just getting a landscaper and a maid? There’s that we figured out they’re going to save 350 dollars a month. I love it. I love it. They didn’t sell the house, but they’ve referred two people to me.

[00:22:25] Sensor that is fan. Fantastic. That sound, you know, that’s putting the client person.

[00:22:31] I well it most people in anything in life, not just. This is like six inches in front of their face instead of six miles out. Yeah. You look six miles out. You still see what, six inches in front. But most people get keyed in on what’s happening right now instead of looking out there.

[00:22:49] And that’s one of the things I’ve really appreciated about you.

[00:22:52] And it’s because we’ve been you’ve been a client of mine for many, many years on this and and you’ve always had that long term vision. So I really appreciate that. Let me shift topics just a little bit. You mentioned your family and grandkids and adopted kids and things that sort. How do you balance? Because you’ve got a big business. It’s all it takes a lot of time. How do you balance your real estate business with your family needs?

[00:23:22] Well, I’m pretty fortunate and blessed. I mean, I’ve been doing this long enough now that I’m not doing open houses. I mean, I do it when I’m training people or stuff like that. I’m not out showing houses on weekends out much. And that kind of stuff. So I’m kind of work you in cut backs. I usually am here by 8:00 in the morning and then I’m. I know half the time I leave by 2:00, 3:00 o’clock. I can’t remember the last time I actually worked 40 hours. Wow. But I’ve got a team that, you know, that is hungry and they get paid when they produce. You know, they you know, they take a lot of that. And so the key is to. Even if you think you can be a solo agent the rest of your life is you still need to build a team around you of people. You need to have somebody else in your office and other office that you trust enough. So when you go on vacation, you’re on vacation. You’re not ready to hire an assistant, you know, and have a salaried or a W2 employee. Then, you know, you’re going to contract things out. Because the reality is, I know what my hourly wages. Figure out what I got got on my ten ninety nine. Divide that by how many hours I worked. And that’s what you make an hour and a half when you make one hundred plus thousand a year. It’s amazing what your hourly rep rate is. So are you going to pay. And I’ll just use one hundred ok. You’re gonna pay someone who you’re paying a hundred dollars an hour.

[00:24:55] To enter stuff into the MLS. Ever resolutely not OK, but if you don’t have someone doing it, then you are. Good point. I know your hourly wage.

[00:25:10] That’s really brilliant, that that’s a wise way to look at it. And that gives you all kinds of extra time to focus on business and focus on family. Right. Talk to me. So. So you recently went through recently somewhere in the recent past, we’re talking about this some really kind of difficult times with your daughter and and and we’re talking about your relationship with the Lord. Can you kind of talk to us just a little bit about that and what this relationship with the Lord has really helped you through with?

[00:25:47] So my stepdaughter, who I raised from the time she was seven, had a Beatty and then she died. And so we ended up adopting my grandson. So now he’s technically my son. I get confused there. Way to go. But anyway. And so that was a it was a tough time. And. I honestly believe that God knows when you really need him and then he is there more so than on a day to day, just like, you know, when your children need you more, you’re there more than you would be necessarily day to day. And so I’m not sure how to put that into words of how, but I just felt him more during those hardest times. And if you’ve never lost a child, you can’t fathom what kind of agony and pain that is, especially when then there’s another child. So. But, you know, I’ve been in a quasi religious I was a altar boy when I was growing up in the Catholic Church. And I consider myself Catholic and consider myself Christian. But so I’ve been, you know, around organized religion my whole life. It’s just I think of it as I’m going up the path of this mountain and everyone on the planet. Muslims, Jews or whatever else is just on a different path to God. And I’m on my path and sometimes it’s pretty obvious the path goes to the left and I’ve chosen to go to the right and the Lord stayed on the correct path. And then my path entered back into his and he never judged me or question me on why I didn’t follow him. He acknowledged that I’m a fairly smart person and figured it out myself, but he just took me in his hand again and took me in his arms, and we just continued on the path. And and then especially times like when Bianca died. You know, it actually carried me. He gave me a piggyback ride.

[00:28:02] So, you know, I’ve often wondered how people go through really tough struggles without a relationship with the Lord. Can you imagine what I’m not? You know, if you did not have the Lord helping you through that time frame, do you think you would come out all like different?

[00:28:25] Well, you’re going to turn to something, and that may be alcohol or drugs or you’re just giving up on your job or gambling or any, and some of them won’t necessarily be all that, you know, maybe golf. I mean, not you, but you’re going to lean on something. Maybe it’s friends and family. But. I don’t know that that would have worked for me. It’s hard to say, but I’m very I’m just very happy and blessed that I do have him.

[00:29:02] Yeah, that’s good. Well, on a brighter note, I didn’t mean you take the conversation in that direction, but talk to me as we start to just kind of wrap up in terms of form your relationship with the Lord, maybe how it impacts life as a whole.

[00:29:20] Is there anything. And there’s no right or wrong answer in there may not be any answer here, but just trying to get an idea of what is your relationship with the Lord means to you?

[00:29:30] Well, I a try and approach life in that is I just try and help other people and then God to take care of me. If I tell this to the people that I help train and mentor and people on my team is is just treat everyone like you would your own children or your best friend or your mom or whoever. And don’t worry about the money. And it was a little light bulb came on for me to help. My my mom came from a huge family. And so I have 50 some cousins and I shouldn’t have a favorite. But my favorite cousin and her husband bought a house. And I know I still got paid and everything, but that wasn’t my focus. My focus was to make sure that she had it. Monica had a great experience and that this wasn’t stressful and this was not a horrible thing to happen. And they didn’t talk about, oh, my gosh, you know, buying a house is blob, you know?

[00:30:30] And she did have that. And. At that moment, I went, oh, I don’t know, I just treat everyone like that. Not only my clients, but just everyone to everyone in my life. I don’t mean to treat everyone like that. And I’ve tried to do that since then.

[00:30:48] But, you know, that’s the David mandate. I don’t do a great job, you know? Love your neighbor as yourself and really try to treat them that way. So there’s no. As anyone I know, the law is made. I’ve gone through a lot of struggles, but nothing like what you’ve gone through. Thank the Lord. And and just the little things I’ve gone through, the struggles and the high times, I can’t imagine doing it without him. Is there anything else you’d like to share? Before we close out the call?

[00:31:19] I just would want people to not focus on these little niches like expires and physios and and any circle prospect. Those are all cool tools and you should probably do them. But that shouldn’t be your biggest focus. Your biggest focus should be the people, you know, your sphere of influence. I mean, statistically, all I forget what the number is, 70, 75 percent of all sales come from either past clients or referrals from friends, family, neighbors, people who go to church with them. Why wouldn’t you say? Focus on that instead of the 3 5 percent that expires, are the 2 percent that Fizz Bazaar or I mean, I’m not saying don’t do them. But, you know. Focus on what the biggest picture is, and I’ll be honest. I know I’m the worst, worst, worst, worst, worst at this. In fact, I’m put my money where my mouth is with you right now, getting on board, doing what you’re doing. So because I’ve fought it for almost 20 years and now I finally went, OK. This is how you do it.

[00:32:25] So I this is let me penetrate into this little bit more so that folks don’t know this story. So you just mentioned it briefly. You’ve been fighting, not going, you know, not targeting your past clients and sphere of influence for a number of years. And then something happened recently and now you’re all on board with it. What changed and what do you see that’s really driving you to go that direction in focusing toward your personal contacts?

[00:32:57] Well, I mean, Gary Keller. Keller Williams Realty talked at Family Reunion, a big convention we have recently about where buyers come from and where sellers come from. And those are those stats. I’m kind of paraphrasing a little bit on because I don’t know the exact numbers, but that I recently. Competed against someone who their niece was the other agent I was competing. Well, how do you compete against that? OK. And then something else that I’m drawing a blank. Maybe you’ll remember that you can refresh my memory, but there’s sure there were just three three things that kind of came up and I went, OK, I get it now.

[00:33:34] Yeah, I think I was telling you a story. I’ll share it here.

[00:33:38] Another one of our clients is a client guy named Ken, and he’s a one of the owners of the brokerage office down in Florida. And he’s always been focused in geographic area and just community. And it took a while for him to get focused on his personal contacts. But the turning point, he he’s coached, OK, and he’s a top producer, still does coaching. And the coach got all got him and all of his other clients together on the call. And they went around and said in the last year, where did most of yourselves come from?

[00:34:14] And every single person on that call, except for Ken, personal, less personal, less personal, less personal, as in Ken following God.

[00:34:22] Is that OK? If these guys are driving the bulk of their business from past clients and sphere of influence, I need to get on the board on the on the boat as well. So.

[00:34:32] Well, that to me that you think about your sphere is the cake and all these other things as the frosting. Because you if you just go fizz physios expires and maybe, you know, gif graphic farming in that case. When the market shifts and it’s going to shift, when it shifts, those things are going to fall out. Then they’ll come back and then. But but what’s never going to fall out is your sphere.

[00:35:04] That is so true. So. Well, I think it’s cool that you pursue these other legs of the stool.

[00:35:12] I’m not going to pursue the spear and and add that extra income stream. So and I like to encourage those who are listening, as you mentioned. If you’re not focused on your personal contacts, you really need to. This is actually not putting a plug about Agent Dominator, but this is the main one. The primary focus is with what we do because what are the stats? So there are three data points. I don’t know if you know this ad, but there was a study that was done. One of my competitor studies and one of my clients. And they all point to the same thing. That is that person that, you know, who knows you is eight to 10 times more likely to do business with you or refer you than that person you’ve never met. And it all points back to that sphere and those past clients. Yeah. Oh, great. Great way to end the call. So, Ed, thank you so much for being on the call with me today and for sharing. Well, thank you for having me. I’ve really enjoyed it. And for those who are listening, if you do like this podcast, please subscribe to it on YouTube or I tunes. Please like it as well. And please be sure to like our get sellers calling you Facebook page. And again, if you want to learn more about us or get more content on how to grow your business, just visit our Web site at Get Sellers calling Newcomb. Thanks for listening in. Thanks for watching. And Ed, thank you again for your time. Thank you. You’ll have a blessed day.