P025 – How to increase sales from sphere of influence with Genny Williams, top producer and coach

P025 – How to increase sales from sphere of influence with Genny Williams, top producer and coach

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P025

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[00:00:02] Ok. So welcome to another session of get sellers calling you podcast. And this is where we focus on helping realtors get more sales and get more sellers calling them and I’m excited to have a special guest a friend of mine for many years now and the real estate world. Genny Williams also known a.k.a. as the six figure coach. So Genny how are you doing.

[00:00:26] I’m doing great because I get to hang out with you today. So thanks for having me here Beatty. No I didn’t mean to talk over you but you know that’s already in the past couple of conversations that we’ve had. I use the word genius to describe you and calling you by name. So that’s exactly how I think of you and have throughout the years. Thanks for letting me be here.

[00:00:53] Well I appreciate that because I think that actually goes both ways because a lot of that stuff I’ve used and some of the stuff I’ve used in my teaching and and what we apply in helping our clients I actually stole from you.

[00:01:08] So you know that you know that this is what’s really interesting you know and in English when you steal from someone else. It’s called plagiarism but in marketing is called research. So I’ve done a lot of research with you.

[00:01:23] And anything that I have learned from being in the trenches or the mistakes I’ve made please use them. That’s if we can just have everybody short cards and learn from everyone else’s mistakes. My gosh we’d be so much better off right. Absolutely.

[00:01:41] Well let me do real quick.

[00:01:42] I’d love to have you a quick introduction of who you are a little bit about your real estate career and maybe you said also just how folks listening in or watching in can kind of get a perspective of who is this beautiful blonde haired bombshell that’s on the video.

[00:01:58] Who is this crazy lady. That’s right. The crazy lady. Yes I am completely passionate about what it is that I do mostly passionate about people but all things marketing in fact I am obsessed. And one of my sellers recently said that you are totally obsessed with this. Yes I am. So I’ve been selling for I’ve been in the real estate business for 22 years and for the past 10 years really 10 to 13 years I have been training coaching and mentoring agents and even providing marketing services for real estate agents that have huge businesses. So as much success as I had when I sold the first time around my clients hundreds of clients that I’ve had throughout the years have had far far greater success at sales and building teams than I even did. And so so much fun. I get to see all of the research that we’ve poured into their businesses and what works what doesn’t work. And recently I was invited to be a national trainer for a XP Realty and jumped in love the company so much and I’ve worked with all kinds of companies and all kinds of companies here in Birmingham and I live in Birmingham and work from home but I’m also across the country have worked with many different real estate companies.

[00:03:29] When I saw the power of this land I mean I jumped in full fully committed and laughed all along one to one clients to pursue this. So it is pretty much a big deal. Did that just really two months ago. So it’s new. I am selling again and I’m also I’ve put all of my whole years coaching into an eight week program that is group. We do at Facebook and a secret group and I love it.

[00:04:01] I’m loving life right now so that’s exciting to pull you out of coaching and back into real estate.

[00:04:08] That says a lot because I’ve been for you are I’ve been in sales I’ve been in training I’ve been creating systems and I’m often tempted to to jump back in so that that says a lot. That’s pretty exciting.

[00:04:22] It is exciting but I feel like I’ve got the best training to see what other agents made successful. I’m heading in to practice so I feel like a lot of those like we were saying no shortcuts. I have this time around and what when you introduce the podcast about how to get sellers you know calling you more. That’s the whole goal. That is it. That is the whole goal. And yesterday I mean I had a full day’s work in front bothersome and had a listing appointment late in the evening want Erin to the House eight thirty nine ish but my phone rang the entire time from the time I got out of the listing appointment until I got home with other sellers calling me and walked in and said I’m not sure if I can keep at this pace my husband said but this is the dream and really it’s it’s happened in only two months. So I definitely have found a couple things that surely work and I can’t wait to implement more. I’ve just been busy.

[00:05:29] Well you know so you’ve now created all this huge interest.

[00:05:33] What in the world are you doing that in to has got your phone ringing off the hook with sellers so. What’s that. What does a super super super secret. I’m taking notes right now.

[00:05:45] Well you’re going to laugh at me at first because through the years you know I’m a huge fan and you’ve heard me say this over and over the people that are going to help you the quickest reach your goals or the ones you already know love and trust and they know love and trust you.

[00:06:00] So I am a database database database person so I haven’t been in sales for quite some time through the years. If one of my clients said I have a buyer who’s looking for a house like this I would say Oh I sold a house you know to so and so and so and so you know seven years ago give them a call and see if they wouldn’t sell. So I had given out my sphere of influence and my past clients and my database to other people for all of these years I look good. And it’s time for me to have my own gate again to reach out and I have about 40 people and that was stretching it because my sphere of influence are real estate agents. That is where I have been and all my love and attention has been there for all of these years. And you can’t go back and be a jerk and say Hey remember when I gave you that client I need it back and relationships don’t work that way.

[00:07:00] So that’s funny. So you gave away your business. Now you’re trying to get back in so. So still. Well let me make one quick comment because I heard something a moment ago. So this is an Internet interview.

[00:07:12] So if there is some degradation of the video the audio I just know we’re doing it over the Internet. So you go. So you’ve only got a list of 40 people right now where have you expanded that. Probably interrupted you where you’re going oh no you’re totally fine.

[00:07:27] Again please just stop for a second. So yes I have about 40 people I have not expanded that match but what’s funny is that people who know love and trust me are the same that I’ve had in the coaching business and they are my referral partners they’re my lenders they are my stager they are the people that sponsor my events and because I’ve always made sure to give give give give give to them they have given to me. And when I have reached out there they are ready trust me. So I am working with a lot of their friends family clients relatives their sphere of influence. So the very first thing that I had to do was to get back in announcing that I’m in real estate. So one letter that SNL announcing I got two referrals off of it out of 40 people actually had an event where 12 people came was all and. But having a so I can only invite 20. And it was a very small intimate event for ladies that we build baths bombs together.

[00:08:41] And it was called You’re the bomb that bomb party. So. That was fun. But getting face time back with people again and letting them know that I’m here to help them in real estate. And it didn’t hurt that a very first listing that I took which was also a referral from someone that works with get a real estate line. He is not social media.

[00:09:05] Npr marketing person at his best friend needed to get his household. He was relocating to Seattle. And you know I had to interview with him. I had to interview with the guy who works with me right because he hasn’t seen me in this arena. He’s only seen me helping other agents and had interview with mom and with Dad. Once they they were comfortable I ended up selling that house in just a few hours. And so having the success from that I can take. And I had those conversations with other people.

[00:09:40] So. So tell me now so you’ve got some great relationships with.

[00:09:44] I’ll call him vendor type relationships in the industry. But if if I’m not a new agent but maybe a new agent but if I’m a typical agent I may not have quite the strong relationships there. You know what is. As a coach for the last 10 or ten years of abuse. Have you seen as you have seen these these large agents really start to grow. What are some of the things that you have found to be most effective in growing your business.

[00:10:17] As a brand new agent in fact I’m a mentor XP to brand new agents that have closed less than one that joined the company. So I am with them helping them get and production. We have to start with zero. We have to start with the first thing. So of course naturally the first thing I’m going to tell them to do is exactly what I just did. You have to get a list of people who know love and trust you. And that is the first step. The goal is to get to 150. So I’m working on getting to 150. I’ve had to be very intentional on going out and meeting new people in the community that are connectors. For instance I started a radio show specifically about the area that I live in and target and work. It’s called Life along 280 in Chelsea and because of that high reach it allows me to promote other small businesses that are also in that area from there and building great relationships. And I am working with connectors the mayor of Chelsea was one of my first guests and so he’s someone that I need to know that he needs to know me and the value that I bring. So I work with these brand new agents and tell them we’ve got to start there. We’ve got to start with the people who know love and trust you then we want to move into how do we meet the connectors that are going to make a difference. Quickly right. Has we. If we don’t have a quick start. People will get very very discouraged.

[00:11:54] You know you’re preaching my song because I love working with the personal list.

[00:12:02] So in terms of building that list any any inside secrets of things on how to make it easier because here’s something real interesting and you’ll probably you won’t get a kick out of it but you’ll I’m sure you will recognize this validity know as we work with other clients and really strong producing agents all. So how many people do you have in your past clients sphere of influence and other people you know list and they’ll go maybe 50 and something. Hold on you do 15 million a year and you only got 50 so what are some things that if if I want to build that list out. OK. So this actually a two to four question for why is it so important. And the easiest way to build it out.

[00:12:47] Ok. So if people and the list is so important because again these are the people that trust you. So they’re going to be more likely to refer you but you have to train these people to be your foot soldiers. They’re not just going to know what to do. They have to be taught and trained what services you bring to the table how you can help and how they will not be ashamed or embarrassed to refer you because my husband actually he’s a homebuilder and he has gotten to the point where he’s like I’m not gaming out any names because people do a great job for me and then they don’t show it for other people. It makes me look bad. So we don’t want that. We want to train people to feel confident that they are giving the right choice because people do worry about that. You know they want to make sure we all want to look like heroes. So we want to look like a hero when we give someone’s name. We want our guy to win because they’re the best guy. Right. So it’s so important because of that. When you teach them how to fight for passing your name along or getting people to actually work as a sales part of your team an unpaid sales part of your say.

[00:14:02] How do you do that. How do you how do you train them how do you get them over and overcoming that fear that being a shame. Sure. Like you’re your husband you know I’m not going to stop giving out referrals because they are you know they never go anywhere or or it comes back to me negative.

[00:14:19] So how do you do that.

[00:14:21] Well you have to keep the person who referred you completely updated at all times just had this conversation just want you to know I’ve gotten this this and this Don just want you know for instance I had someone that like a mentor relationship like you were singing send me a one of her really close friends if I’m hundred and or five hundred plus thousand our house to put on the market it goes love this week and it had been on the market previously with a different agent. That’s a fantastic agent an agent that I’ve worked with. That I led. And this is actually happening to me over and over and over and over again. And it’s I’m not I’m not sure if I’m handling it well but I’m doing that to try to make sure that I stay respectful. However she has been sending me updates. He said that you’ve done this and you’ve done that and you’ve done this. And let me just tell you it’s a breath of fresh air and he’s so happy he’s told everyone here and this and this and this and this. So it’s really keeping that person in the process and letting them know that you are working that you didn’t abandon it. That they you’re doing everything to make them look good.

[00:15:33] You know that that’s really interesting I was interviewing another agent recently he’s. I don’t know.

[00:15:39] Probably 20 million in volume. The cool thing is he he works maybe 30 40 hours a week or less. And one of the his big pet peeves is this whole communication channel. But you’re taking it to an interesting level because his focus is always stay in communication with the seller with your client. But you’re saying at the same time you’re stay in communication with your referring person at the same degree you would be doing it with one of your clients.

[00:16:07] Yes. Now you have to fill that out just like you do with any relationship. Some people are not going to want to hear it. They’re like Okay great yeah I know you’re mean. It’s rough. But especially to jumping back in. And I’ve been extremely nervous because I have been helping other people for so long. I know that everybody is just like waiting right waiting to say Oh yes. She thought she knew everything. And I feel the pressure of that of course. So that extra confidence is important to me and I am overdoing it right now. I’ll probably chill out a little bit later but I can tell you that it’s working. And it is constantly making her think of new people to send to me.

[00:16:56] So let me let me go back to a little bit. So these are the things that you’re doing right now.

[00:17:01] Once you’ve gotten the referral you mentioned about training people to be your foot soldiers and to not be ashamed of referring to is the not being ashamed or referring to is it does that only come once they refer you and then you make them shine or is there anything you can do ahead of time. So it’s like if I were an agent and I knew your husband and you weren’t in real estate OK. And anything I can do to kind of help him not be ashamed to referring me. I mean how do you how do you do it on the front end or is it always on the back in.

[00:17:35] Well I think you solidify on the back end for that next one but when someone’s nervous on the front end I mean you have to be able to provide your value you have to show why you’re different. You know what is it about you wash your hair are you going to better be very clear. So we have personal brochures that lists out you know 10 or 11 things. Let me just make it easy for you. Why hire extra living at XP Birmingham. That is our whole branding as selling. And I’ve got it listed out clearly. You don’t have to think about it. These are just the bullet points and this is why. And these are testimonials from vendors. These are testimonials from the client that was sold their house and you know a few hours. These are testimonials from people that I’ve sold houses for over and over and over again and it’s all in there because you have to have a confidence level if you are brand new. You can still have testimonials and you can have testimonials about your work ethic about who you are as a person about the unique things that really stand out. You still have 10 reasons 10 beautiful reasons that will be different from everyone else to hire you specifically.

[00:18:48] Ok cool. So the second question I want to understand because I run into this a lot.

[00:18:54] You know people say you know I’ve only got 40 or 50 people on my list and you want them to get to 150. How do you get there. You know do I really know that many people. What have you found any seekers to try to get to start going that list up yes.

[00:19:13] Actually I’ve got a great shortcut and that is and I’m happy to share it with anyone. And Betty if you want and you know people will contact you about this. I do have Michael Myers 7 all memory jogger and he is the author of seven levels of communication is just something that I use he gives me permission to use it as long as I mentioned his name. And it’s been a huge part of what I do since the day that I met him because it really prompts you do that and bank teller that always knows your name that you may not have stopped to learn their name. But think about how many people there in front of all day long. And I can tell you when I was in Mississippi selling the bank tellers helped me out so much because I went by every other day to see them and make my rounds around town. And I remember one bank teller telling me one day I came in to bring fliers of the newest listings so that they would know that I had for sale and this girl said to me I’d been waiting for you to get here all day. I spoke to this woman she’s ready to put her house on the market and I said she has to speak to you. And and that’s super important. I mean we want to target and make sure that we have people who cut hair. Think of how many people there in front of every day a week. Think of the PTA president. How would a leadership role that they are in and how many people that they speak to everyday. That small group leader at church. Do you know I have a client that you can trace back almost every bit of his business to church. Really. Yes. And that’s very powerful. So you know people always joke and say Gaza I’m doing the wrong one. And you probably didn’t. You’re probably just not being visible with your values.

[00:21:00] So when you talk about looking for people who are connectors These are the people you’re talking about those people who are at least this is what I’m interpreting right now.

[00:21:10] Now the teller the hairdresser the PTO president the small group leaders those people here and in groups of people as opposed to that person you think well I think this person can connect me to their own personal friends. You’re looking for those are in the marketplace with lots of people.

[00:21:28] Yes that’s exactly it. And sometimes to you have to prompt and. You can’t just hear a lot of people say as long as you live on people let them know you’re there they’ll send you business that is not true. You to ask for the business. Now you don’t have to ask for it and a rude aggressive way. Or assume that you’re going to get it through language.

[00:21:52] You will want to always say that you are happy to help. And you know making sure that you make the comment to refer. I can always handle it. And here’s the here’s the here’s the magic question that I like to use Here’s the script that I want people to use at least 10 times a day with new people they haven’t met yet. And you can set it up anywhere you want to and your style. But this is it works and and you are all about research so you’ll like the research behind this. And you’ve probably heard me say it before but set it up any way you want to and I’m going to set it up and then I’ll share it with you the piece of it. The magic. So they don’t know if you know what’s going on in the real estate market right now. It’s a crazy shortage. I’ve had buyers calling and calling and calling. There’s just nothing we’ve exhausted everything in MLS right now. And I just want really good people to be able to take advantage of this appreciating market and the seller shortage that we have. I’m desperate though to help these people. What three people do you know that need to sell a house in the next 60 days I like that line. That is what I mean. And I made it my style my natural style. I added in the sense of urgency I added in my passion for helping people. It’s not sales. It is I am desperate for your help.

[00:23:17] And that reminds me. I don’t know if you know I won’t mention his name just in case but he’s an agent here in town a friend of mine.

[00:23:25] His name is Rob and he was telling me of it’s really funny because you know sometimes the real travel hit on a goldmine and they don’t even know it. So he had a friend that wanted to buy a house in the certain area. He couldn’t find one. So Rob wrote a letter that says I have a client he’s working in this area. He can’t find a house if you’re interested in selling could you please call me and so you put it in these all these mailboxes. He said I picked up two or three listings. None of them were the ones that my my client wanted. And I said Rob did you do it again. You said right. Yeah I know.

[00:24:04] We actually have a letter that for our patient clients that is already written that has had success time and time and time again for reverse prospecting. That exact way. And yes I had one client pick up two listings in one neighborhood for that and actually sold it to the people that he was working with the buyer that he was working with. So that absolutely does work. And no because it works agents normally don’t do it again.

[00:24:32] They just kept.

[00:24:33] Hey I’ve got to come back to one of these things.

[00:24:36] So because the personal list is so valuable your group of 40 has been ringing your phone off the hook basically. Yes. Talk to me if you were just to list off the top of your head. Who are those connector type roles so that people on this call they can start to make a list of people that fit those roles. Who would they be.

[00:25:00] So a lot of times it’s going to be your lenders that have leadership roles they’re going to be in front of a lot of people. It’s going to be your PTA presidents it’s going to be your little league coaches and coaches even high school little league baseball football basketball have so much influence. And parents just want a piece of them. And those are really good people to have in your world. I know nothing about sports that would be ridiculously phony of make to add those people into my world. All right introductions are important. So using the triangle and trust and Michael also states that in his book is very important so if you are meeting with someone that you feel is a connector then you want to ask them. I’m out here really trying to get to know people in the community so that I can help people buy here sale here. Who do you recommend that and meet right away and that way you will get a couple of names and then you say would you mind calling them and introducing me so that I’m not calling colorfully and if you start getting into other people insurance salesman just think about how many people they know. And oftentimes we forget to market to them. It doesn’t matter if they already have a real estate agent you’re just wanting to go in and find a way you can help that person and they will figure out how to get you a referral. They may never use you. It doesn’t matter it doesn’t matter. Show your value and they will have people that aren’t connected to an agent come your way.

[00:26:54] I love that. So now we’ve got this list built. OK so I’ve got my list of 150 or 200 or more.

[00:27:02] What do I do next. How do I maximize driving consistent business from that list.

[00:27:09] And you got one you’ve got to communicate right. And then you have to do it often. You have to be so visible these days it’s not something that you’re going to send out once a month or once a quarter. And agents are terrible about will I send out one Christmas card every year you’re going to be lost in the shuffle and you’re never going to be heard of again because you’re not visible in their role and you want to make sure that people know that you care about them. If they only hear from you one time a year when it’s expected at Christmas. That’s not a whole lot of care and that’s not a whole lot of concern. And really it’s all about you. So a couple of things to you don’t want to get into the fallacy of well that didn’t work. I sent it out four times and nobody called me. When you have to have the right message and you have to be very very consistent I find that you better be sending you know at least 30 at least 30 touches to your clients and it doesn’t have to be money. But it’s much one on one personal attention as you can give is where you’re going to get the most value.

[00:28:20] So tell me. So we’ve got to communicate. First off I immediately think OK. Does that mean I’m texting them. Does that mean I’m sending them an e-mail calling them.

[00:28:31] What what do you find. And I’m sure it’s probably a mixture of all that but I also say yes.

[00:28:37] Yeah. OK. OK. So what do I say. What do I do. I’ve got this list too I just started dialing them and saying hey you know it’s good to talk to you and you know let me check it off and go to the next one or help.

[00:28:51] How can you guide me. What I say on that because I get this all the time with agents.

[00:28:56] You do. I absolutely do. And you have a great system in place for helping people do that as well. If for some reason you want to try to do this on your own. And if you’re very busy it is going to be overwhelming. So it’s great to have some personal resources to help out because you won’t be consistent. And then when you’re not consistent you’re going to have those peaks and valleys peaks and valleys peaks and valleys and you need something working behind you as you’re in appointments all day long because you can’t do it all. You can’t be personal to 500 people at one time. It’s very difficult to handle that because it snowballs. The reason we won’t 150 I want to make sure to give the science behind that as well is because one hundred and fifty people in your sphere of influence communicated with on a regular basis will produce it’s proven all the numbers have been done. All the statistics come in over and over and over again 30 sales for you per year at one hundred and fifty thousand average sales price will get you on your six figures. And that is truly the path to take it. So I like a combination of things. And some of the things that I’ll do is I’ll just sit there and text people and I don’t do it in a group. Some things are good for Gary and I use it for anything that I have for free. I’ll share it with you. I use an app called group text and it’s free. I think they may charge just a little bit to download it now but whenever they respond it’ll come just to you and it won’t come back to the group. Do not ever send a group message to everyone how embarrassing and unprofessional is that. Yes. And I had agents do that to me all the time. Somebody sent me the other day a great message because I’m a part of a condo complex and somebody responded I thought she was talking to me and I was like I’m so sorry you’re not on my contact list to worry.

[00:30:52] Oh my gosh this embarrassing.

[00:30:57] I will just sit down if I have free time and go Hey how’s it going. What’s going on in your world. You always want to make everything about them. It’s not about you it’s it’s it’s about them until you have an opportunity or it to be about you and asking back most of the time when you’re about other people they will ask you what they can do to help you. So I had one of my really good friends ask the other day if I would buy a sign for the ball field and baby my child was at that ball field from the time he was four years old up until the time he was 18 he played baseball all those years and he was on the high school team and her child was on the high school team and it was time to sell signs and I said Yes get me some referrals. I mean seriously I could say that right. And of course we have a connection and she laughed at me. She’s like You can’t think of anybody right now and I’m like No there’s somebody. That ball field right now because she was at a work day at the ball field that is thinking about meeting. Go ask him. She came back and she’s like oh my gosh so-and-so I was moving as soon as graduation happens they’re going to Florida blah blah blah. And then she was like This is their address. This is their contact number. And then a few minutes later she goes oh so I said they were. Right. And so she gave me two great leads just by doing that. You can’t get away with that with everyone.

[00:32:24] She’s one of my really good friends. But she asked me for five hundred dollars it would be right to ask back a percent then that could potentially pay me back for that in a nice and in a great way. So when you start with personalization like that the events are a great thing. I have lots of clients do you maybe and that’s where they’ll have three here. Seventy five people show up and I will watch the referrals or and from that because we have to prompt people to refer you to an event. You don’t want them just come in soaking up everything and leave and you do you want to have a great time but we have referral cards that we’ll put out in each one of the seats. With the magic question on it what three people do you know and we give you more lines than three and they’ll. They’ll bring them out. I’ll watch it pour out of the seats and turn those in. So anytime you can provide fun and value for people the other things of course are going to be a mixture of maybe some greeting cards some emails does not need to be listing after listing after listing if you do take a listing that you want to share you can email that to everyone in bed something about that house in that email. We use MailChimp it’s free and you can send that out and say in the subject line please please share this with someone who. And then describe who that person is that’s perfect for that neighborhood or for that house itself so that you can get some shares out of it.

[00:33:59] Because you’re asking for interaction you’re asking for help. It’s not Roma. Look at me I did this. Look at me I did that. You’re gonna put that in and you’re gonna sprinkle it in. Because you want your success stories there because you want that confidence to refer that that just gives you some sense some good ideas there and there are lots lots more and you can do newsletters are a great thing to do.

[00:34:21] You just need a mixture not don’t hammer people with emails costly they don’t have value you know this is interesting because what it sells like is and I know it is you’re taking a very deliberate approach to nurturing the list you’re in your free time you’re just taxing little personal messages you’re doing the maybe events you’re doing these events over here sending something to Melcher you’re just always there but it’s really deliberate. So it sounds overwhelming.

[00:34:51] How do you how do you systematized How do you how do you structure it so that it doesn’t fall through the cracks and you’re up and down and up and down like you were talking about earlier well the best way is to plan out everything that you’re going to do for the whole year and schedule it so then you can have a really good feel for when you need to have things ready. Now working with agents for many many years we did that with custom marketing plans. And it is very difficult to get their approval and okay. And then the time lapses so it can be a struggle but just sitting down and then reviewing it once a quarter we said we were going to do this winter our deadlines to have it ready. When do we need to approve it. When is it going out. It doesn’t have to be completely written some of your greeting cards can be and some of your events can be some of your calls and text messages can be planned but you can kind of like the e-mails you know find what your topics are going to be it’s got to be value. So it’s either what’s happening around town this week are here’s some money saving things you can do for this week you know ways that you can give back. So it’s not all real estate real estate middle estate and you can be flexible with the messages and those that are getting a good topic and those things will help you get it done. But you know what my real answer is is just call you and you can take care.

[00:36:17] Yes.

[00:36:18] Well we’ll put it in an unabashed plug at them at the end.

[00:36:25] I mean I know I’ve done this job for many years just get someone else to do it.

[00:36:29] It’s you know it’s what’s really funny. Not to plug guys but just to springboard off of that.

[00:36:37] When as we started working with a lot of agents across the country one of the thing the common theme people people said they did business with us is because they don’t know what they’re doing number one or number two they just need something that’s automated because they captured. They keep trying. And it falls flat and then they forget to do it and they just want something consistent and there’s a lot to be said on that. I want to shift topics a little bit and go off at an angle real quickly because before the call started you know we’re talking about your Christian faith. And talk to me in terms of how how does that influence what you do as a realtor and and how do you kind of apply it as a realtor then or does it make an impact at all.

[00:37:26] Yes actually it does today. It hasn’t always and I’ll be extremely honest about where I’ve been with all of this. I was raised in a household that I wasn’t allowed to go to church. My dad was Catholic and my mother was Southern Baptist. And they didn’t see the need for choosing and deciding and pitting us. There were certain path and I believe that my mother had a lot of scars from religion from the whole deal so it wasn’t talked about. It wasn’t. I just didn’t believe because there was nothing for me to believe. I wasn’t compelled by anything I’ve had different people reach out to me throughout the years though. I had one man that I was a bat girl for the baseball team when I was in high school and he was had some mental issues but he was so faithful he was so faithful. And for my 16th birthday he just prayed for me all the time he bought me saved his money bought me a Bible that had my name engraved on it and it I mean it was really so special. But I am stubborn that didn’t move me much. It moved me because he thought so much of me to do that. But now looking back I see where that came from. You know that was just trying to soften me up and listen and I did. I just kept doing my own thing.

[00:39:00] And it really is not until the past few years that I have recognized and realized and become a strong believer and dedicated my business to Christ and pray every day that his grace shines through me and his light shines through me for every person that I meet. Not for a gain but just that they see you know that I am a light of his. And now I think I’ve shared with you. I am actually on a core group for a church planet here in my town of Chelsea so we’ve come a long way with all this is a long way.

[00:39:43] So. So as a Christian you want to really just kind of live out your faith as a real estate agent. OK. Is there anything so you pray about it in the morning. OK. And pray for your business. How else do you use your faith. How else do you live it.

[00:40:03] When I say I had my long prayer book but it’s never there it usually sits right here and I write my prayers out every day and dedicate my business to Christ. And you know I am just now getting into learning more about tithing and what that means and the commitment of that and being faithful to that because I’ve always done offerings instead and found someone that I needed to help and poured my love my money and my energy into them. And I’m still doing that. I’m helping a friend right now doing everything she can to get her out of foreclosure so that she can stay in the house with her two special needs sons. That’s my number one mission right now. It’s so. And don’t get me wrong please baby. I am the biggest potty mouth. I am such a center. And it’s just amazing that we have that love and grace through Christ that we get redeemed every day. So I don’t take that lightly and it means a lot to me and I try to make all my decisions based on what is good for others.

[00:41:23] So let let me maybe moving off a business platform a little bit Anderson personally in terms of your relationship with Christ if you were just kind of sum it up put it means to you and and how it’s impacted you can you just kind of share some candid thoughts on that yes I can and I can articulate many things.

[00:41:50] This is harder to articulate I feel because it’s so powerful it is so much bigger than who we are what we do for a living. You know I strongly feel like we are here to make a difference and to show love through everything that is that we do. That doesn’t mean I don’t get frustrated that I don’t get angry that I’m not the biggest road rage there. But to step back from that and say hey my duty is to make sure that I show grace and love through everything that it is that I do. So I feel like that’s what it means to me. I found a way through a lady that worked for me for years who I adore found a Bible study and we were actually doing it in our office and inviting all the business partners to and coaching clients to come and take part in it. And it just completely blew me away and moved me that we we did part two as well and now she has a new book out and she lives here in town and it is she’s so smart and intelligent she knows all the Hebrew she knows Greek she knows every interpretation of every word and it made so much sense to me when I started learning through Tricia what Grace really means. And she had an encounter also with Christ. It’s just so touching and to me it’s completely changed my perspective my outlook it’s really changed how I feel and see the world and see you know my love for Christ.

[00:43:34] So the outlook that’s changed. OK so let’s talk about perspective.

[00:43:37] Let’s go backwards in time to that point before that bible study or before things really started to take off with just your faith and understanding this measure of grace and compare it here versus here where you are now. What’s the perspective that’s changed. And how does it change your life.

[00:44:00] Well for one I decided to just surrender and dark trying to control everything on my own because I am not good at that.

[00:44:15] I me I’m not and let myself you know do what I can to go down the path that has already been laid out for me instead of me trying to control every path and because last year was complete proof to me that I do not know do not make the best decisions and a really tough year last year. And nothing. Nothing bad but it’s not ideal. And just since I had done that this year based on those beliefs that I learned I learned logically on through Tricia’s teachings and really digging in to all the studies of grace. Honest just so powerful my perspective today is just let it go and let God let it go.

[00:45:13] Let it go and just amazing to me that opportunities come in everywhere. I said to Zach who works with me and I said to my husband they yesterday said God is telling me he wants to pay me from every single direction. If I just stay faithful that he’s got this Kiva because yesterday I had a stellar after stellar after stellar call I had a listing appointment I had new agents joining XP with me and I had a speaking engagements. And it just rang off the hook yesterday and it’s like what are you even worried about.

[00:45:52] Well that’s so true you know and you know the Lord really does take care of everything.

[00:45:57] I’m going to blow your mind on one part so you know it says in the Bible that he prepared beforehand all of the good works and so all of the things that we’re struggling with that we’re worrying about. The Lord has already made provision for them is just a matter of trusting him to deliver that provision. Does that make sense. Yeah absolutely it does. One of the things that I find in terms of receiving that I think it’s sore. I think it’s in mark the passage of because there are several passages in the Gospel where Peter is walking on the water and apologize my light just went out the above one of them is the passage it’s a little bit more in long gated and it says that he steps out of the boat and he starts walking on the water. And as soon as he takes his eyes off of Jesus and puts his eyes on the wind and on the natural he becomes afraid and he sings and Jesus reaches out and grab him and says you a little faith. Why did you doubt and here’s the thing that’s been so remarkable for me on that is we see the same situations where like a little laboratory Okay we have walking by the spirit walking by the flesh the identical situation but two completely different outcomes based entirely where you put your focus. And when we get in those tough times and we put our focus on ourself and on the situation it seems like we just keep dropping down further and further and getting tougher and tougher times. But once we put our eyes on the Lord and trust him and provision then it seems like everything starts to calm out and and work. Does that make sense.

[00:47:39] Absolutely I see it completely. See it in other people’s lives all the time and it’s always easier to see other people’s blessings or other people’s gaps more so than ours. That yesterday it was a perfect example of being showered with gifts and knowing that you actually are walking the right path.

[00:48:03] So for me it’s so true. We’re getting close to the time of wrapping up.

[00:48:09] Is there anything else that you would like to share anything that we’ve talked about. Anything from business from personal. Anything else before we start to wrap up.

[00:48:21] Yeah. Two things really. And when I did not mention one of the other things that I’ve had to do to build my sphere of influence and that call expired listings. And that’s been fun for me. When the very first phone call I made my hand was shaking like this.

[00:48:39] No I understand.

[00:48:40] Yep. I just haven’t done it in so long and so I had one of my clients who I adore and she’s at peace with me. She made her come to the house and sit in front of me and she made calls I made calls you make calls I made calls because I knew that I wouldn’t do it and I would find every excuse not to do it. If she wasn’t here making me and I was doing it I was making excuses while she was here. I need to research it. Now you don’t you just need to call him and I want to see what it looks like. No you just need a call. I said well if I say this and she goes you tell us what to say every day. I said You’re right. And I made the phone call and the heart was just pounding. He probably heard it on the voicemail. It went to voicemail and I left a message and said you know. I don’t know if that’s going to work but I’m gonna give it another push. So I went over to the house and I left. I wrote a letter about a recent real estate transaction that I was involved in and that was kind of similar to what I saw with with his house and a laugh on those big popcorn turns with the letter by his door and didn’t hear anything. And a few days later he called and he said we just had the best voice mail for me. We loved it. Your voicemail was the best. Your letter was the best and oh my God I wanted one of those popcorn tins for Christmas and didn’t buy one.

[00:50:10] I love it and it’s five dollars right. And he said you have to come over.

[00:50:16] You have to remember they loved everything I said until we got to the price. And I’m just gonna be honest with people I’m just not going to be one of those. I’m going to list you for this and try to get you down later because rarely does that work out. So I did crush their spirits but it was a house that had been on the market three different times and didn’t have one showing so I had to be completely honest. But it made me feel good because the very first then called going back and I got the appointment. And that’s what we need every single time we have to have appointments nuclear appointments or what feeds us. And I am super hyper focused on that listing appointment. The buyers will come they will show what they will come out of the woodwork. They will call on your signs. They will call from your Internet presence. They will call from your Facebook presence. Don’t worry about chasing the buyers. They will show up in your world find the listings that you can help. And so the second thing I wanted to say was is that one of my clients who came to me years and years and years ago he had he was worn out worn out and he had closed 60 transactions and he said I want to do more but I cannot work on that a minute.

[00:51:29] And that was because he was working all the buyers and I said we’ve got to shift you to a listing agent. And he asked What’s ideal what what would you want to. What’s the area you would want to own. And he gave me a city and he said never sold anything in that city. I said doesn’t matter. I don’t know about you yet. And that’s when I called you and I introduced you to him and put your plan for direct mail in place and it seriously was crickets crickets crickets crickets crickets crickets. Oh my gosh did we stop it. No I think you should hang in there than me go in. Oh my gosh I don’t know. Now he would say no let’s keep going. And it was almost overnight success after the 12th month because what we were saying about the research before it takes so many times to train foot soldiers these people don’t know you and to be visible. It takes that consistency over a length of time and nobody wakes up today and says oh my gosh baby I want to sell my house today.

[00:52:32] You know that’s so true. I want to go back to the first of the last comments you made.

[00:52:39] Cold calling because I think it’s so typical of what happens is we get scared to pick up the phone and it’s that fear this inside our brain has nothing to do with reality. OK right. Oh yeah. You know in fact I heard someone say that what you believed to be true becomes your reality. So yes we just get scared of it. But I love. I think there are three takeaways that I get out of that no one. You’re doing what you have to do. It’s uncomfortable but you’re going to pick up that phone and doing I love the fact that you got a friend and you say hold me accountable.

[00:53:15] Ok. Hi it’s me in the face right. That’s right. You’re my accountability partner.

[00:53:21] You know if I if my wife and I got off tangent but on tap on on target my wife and I will go play tennis and we’re just easy social tennis players. And I’m not out there very aggressively. But then we say OK let’s make a let’s make a deal on who wins and what’s going to happen. And then I don’t give up. So you know you sometimes you just have to make that happen. I’m sorry. I love that. The other thing I loved is that you didn’t stop at the voicemail but you took a handwritten note and a gift. And as soon as you mentioned that I thought back on one of my other clients that for every listening appointment he drops off some information about himself and a gift before his listing appointment. And frequently if he’s in a comfort competitive environment you’ll always get the listing. And almost every time that a homeowner will lean over and say something like you know the gift got to the deal. And so you can’t underestimate just that 10 a popcorn of whatever you do just as a nice gesture.

[00:54:25] You’re right. Well as it’s stands now it’s another thing to say your business means so much to me I went to this little bit of extra effort and that’s why I named the branding for selling extra living. Not only have extra but that we make an extra effort because so few people make extra efforts or effort at all. So I don’t want to say that I provide service. I want to show you. And that’s just a way to prove that you are providing value and you’re willing to do what it takes to help someone out.

[00:55:02] I love that. So I said earlier where we’re trying to close off and I think that was maybe 10 or 15 minutes ago. So I keep getting I kept getting sucked in because it’s so much fun talking with you.

[00:55:14] But we do have to close has to be sensitive to our listeners out there but now I don’t know are you. Yes I know so you’re training with the expert you’re doing your own production. If if if someone if someone wants your help. Is there a way I mean are you still doing anything in the coaching ranks. OK tell me a little bit about that and how people can engage with you can contact you learn more. What what’s that. How to do it. How did they do that.

[00:55:44] Sir we and very active on Facebook and we have a fairly large following on Facebook and get a real estate line. That’s the name of the coaching company that I have. Get a real estate life because we help people actually get a real estate line. And you can look it up on Facebook or you can go to get a real estate life dot com. I have baby what’s called six figure intensity and it is what it says. It’s six feet your intensity it is the path I’ve taken a whole year of one on one coaching and put it in 16 sessions that last for eight weeks. So it’s two sessions a week for eight weeks and we do it in a private group on Facebook and it is examples it’s materials it is heavy. How to use what to do every single day to fill your calendar at all based on mastic speed your day a point system that I created years ago to ensure that you aren’t fooling yourself and you’re actually being productive. I’ll give you my cell number. It’s 2 0 5 2 2 3 1 0 4 4 and text is normally the fastest way but I can tell you my phone’s been blowing I have about three hundred and nineteen text messages I have to answer today so it still is the fastest way for me to get back with you and I’d love to meet you if you just want to chat and let me just saw photo personal endorsement for Genny on that she really does a great job a lot of the top producers here in our city they’ve been coaching with her and that’s one of the reasons they are top producers so let me really strongly encourage you to do that.

[00:57:28] So we ought to wrap up but if you do like this podcast I guess Heller is calling you. Be sure to subscribe to it. Be sure to like it if you’re on iTunes or Stitcher or doing watching it on YouTube. And we’ve just been able to share some some great stuff with you. Genny thank you so much for your time and thank you for sharing your life.

[00:57:47] Thank you so much for allowing me to be here. Always on chat with you.

[00:57:52] I do too. I do too. We all have a great day.

[00:57:54] And thank and then let me start to record.

2019-03-16T15:42:27+00:00 By |

About the Author:

Beatty Carmichael
Beatty is a Christian businessman and consumer marketing expert. He started his marketing services business in 1997, helping over 11,700 sales agents dramatically increase sales. In 2012 he shifted his focus to work exclusively with real estate agents, helping them increase listings and sales quickly. He is CEO of Master Grabber. Learn more at MasterGrabber.com

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