Transcription (was completed by automated process. Please ignore any speech-to-text errors)
Beatty: [00:00:01.35] Hey, guys, this is Beatty Carmichael with Get Sellers Calling You and I wanted to make two quick introductions. Hopefully will be quick. I want to introduce what Stuart Sutton now I’m about to bring on and just give you a little bit background on this because I think it’s important, right? So Stuart was our very first client on the real estate side of things back when we were called Listing Grabber. He was because he was our first client, who’s also our first client to earn $100,000 in commissions through our product in this first year. He’s also the first client I’ve ever met to. Blew me away because at the time I met him, he was doing 120 transactions a year personal production with one part time assistant. And I asked him, how many hours a week do you work? Stuart He says typically about 30 to 35 hours. He said, I work Monday through Thursday. I don’t try. I try not to work in the evenings and I take Friday, Saturday, Sunday off. And he’s doing 120 transactions a year, all personal production, earning a lot of money. His average JCI is between half a million and $1,000,000 each year. He’s the first real estate agent that I’ve ever met that has really understood marketing, and that’s why he has this amazing business with very few hours. And he’s the first real estate agent that I’ve ever met that going into market shifts, he’s always earns more money than before it. And coming out of this shift, he’s always killed it like two or three times as much money coming out of this shift. And all of this is because he understands marketing and he understands real estate.
Beatty: [00:01:47.88] And you’re going to love this interview. So listen up. The other person I want to introduce is another good friend of mine from years back. He was also one of our early clients. And just I’ve loved him to death. Death. His name is Ed. He’s from Washington State. And this is an interview that just an off the cuff interview. We’re at another event that’s you’ll hear if you’re listening to this strictly as a podcast, not a video, you won’t say that. He came up to our booth and were now interviewing him at our booth. He also was one of those who earned over $100,000 or plus or -100,000 in his first year. With us with listing grabber and listing grabber, just as a perspective we do on our postcards that we do with Agent Dominator, we have a QR code and it’s a way to identify sellers listing grabber is that part of what we do today? So what we do today is the listing grabber, plus a lot more. But the core of what we do identifying sellers is the old listing grabber approach and platform. And so because we’re bringing listing grabber postcards back out as just a standalone card, you can just send it out to whatever list you want. And they consistently work well as long as you have the right ingredients in place. Okay, then I thought I’d wanted to share one of these old testimonies of how well it works first for Ed at the time that we were doing this. So listen up, you’ll enjoy Ed’s message. And then as we move into that, I’ll introduce to it have a very blessed day and enjoy.
Stuart: [00:03:25.68] Hi, I’m with Keller Wims, Western Realty up north to Seattle, about an hour north of Little Tiny County. 5000 I’ve had listing grabber, I don’t know, four or five months, I guess. I’ve probably listed almost one house a month with them starting from the first month. The first one was a $680,000 house. I closed one on Friday and listed one on Thursday. I’ll actually do photos for it Friday when I come back. So much going on. I am tickled pink.
Beatty: [00:03:58.92] So have you done other marketing before? And if so, how does listing grabber compare?
Stuart: [00:04:03.67] Yeah, I’ve done numerous other marketing’s with listings and listings are going to be tougher than buyers. And to me, this this is a no brainer. So yeah, I mean, this is the one if you’re going to do one, this is the one I would do.
Beatty: [00:04:19.73] Hey everyone, this is Beatty Carmichael again with get sellers calling you. And this is actually a video. I have a good friend of mine that you’ve heard before, if you’ve heard any of my podcast, and that’s Stuart Sutton from just outside of Austin, Texas. And Stuart, thank you for joining us again.
Stuart: [00:04:37.13] Thank you. I’m honored to be here. Of course.
Beatty: [00:04:38.93] Well, we’re honored that you are here. And while this is a video, you can watch this on our website that get sellers calling you. I don’t think we’re going to be showing much visually. And so you should probably pick up everything that you need to audibly. But just be aware if I pull up something or maybe Stuart and it starts pointing out and saying, hey, this is this is how you do it this way, then just know that there’s a visual that goes there. Well, Stuart, we I wanted so by the way, Stuart and I just recently did a podcast on niche marketing and I wanted to bring Stuart back because the market is shifting and we did a really cool podcast a couple of years ago. Stuart Do you remember on When the Market Shifts? This is right at the beginning of the pandemic. And and I wanted to ask you what you’ve seen through all these market shifts. Do you remember doing that podcast with me?
Stuart: [00:05:31.49] I do. As a matter of fact, I think you have a much better memory than I do about things like that. But yeah, I specifically do remember that.
Beatty: [00:05:37.52] Well, the things I remember, the things that blow my mind and it takes a lot to blow my mind these days to some degree, maybe just a little bit like a little micro firecracker. So but just for our benefit with our audience, I want to give the background of how that podcast came out and that will kind of give you a clue into why I’ve asked Stuart to be here. So Stuart has been around the block for a while. He doesn’t look like it, but over 40 years selling real estate, if I recall. Is that right, Stuart? Over 40.
Stuart: [00:06:10.40] You got it. Just broke.
Beatty: [00:06:11.18] 40. Just broke 40. Okay, great. Good. I thought I was getting my information correct. I’m over here turning beet red when I do that. So and what was interesting is at the beginning of the pandemic and and everything was getting locked down and realtors were unable to show houses sometimes and everything was changing fast. And I was talking to Stuart just by the by phone, and he was sharing that in every single market shift that he’s ever gone in and the now 40 years of his real estate career, he’s always entered that shift, earning more money than before the shift. And he exited the shift, earning a lot more money on the exit than he did going on the way in. So I was so impressed. He shared a little bit about it. We did a podcast, you can search our channel if you want to hear that, but I thought we’d kind of do a repeat of that because while Stuart may not remember exactly what he said, here’s one thing I have learned about Stuart. Stuart is 100% consistent. He does the same thing. It’s boring. There’s nothing exciting about what he does. There are no shiny objects that he gets attracted to. It’s what works, consistently works, and he just is consistent. And so I thought, you know, sort of like telling the truth. Stuart You’d never have to worry about what you said as long as you tell the truth. Right.
Stuart: [00:07:31.22] So I’m I’ve got to tell you, I’m very flattered at how boring you described me, but it is actually true the real estate business can be very exciting if you approach it from a consistent and yes, it’s not real sexy and exciting, but it’s a it’s a very practical and very workable process. And most agents do get distracted by all kinds of different things. And what we’re going to talk about today is some basics that quite sincerely a lot of people aren’t aware of. Now, how could people not be aware of basics? Well, I think you’ll find out as we progress, because it’s pretty amazing.
Beatty: [00:08:07.52] I think so, too. And to also put some meat behind the boring versus non boring. I remember you telling me that you had a friend a few years ago. He runs a team. He did like three or three and a half million GCI that year, all excited and working these 60, 70 hour weeks possibly. And you’re telling me this story and you’re saying, you know, I only worked maybe 30, 35 hours a week and I took home more than he did. And I’m thinking that exciting part of real estate is not the production of real estate and how many hours you put in. The exciting part of real estate is the life that you can generate from it if you do it right. And that’s the thing that I’ve always been impressed with. You start you have a life outside of real estate as opposed to real estate becoming your life, and I think that will probably come out in today’s call.
Stuart: [00:08:57.65] Well, you couldn’t have said it better. I mean, the exciting part is really the the life that it affords you if you manage your real estate business properly. There’s no doubt about that.
Beatty: [00:09:07.10] Yeah. So for those who may not know much about you besides what I’ve already shared, how about let’s start with just a little bit. Who is Stuart Sutton?
Stuart: [00:09:19.56] Well, I’ve got two grown sons who we thoroughly enjoy spending time with. One of them is married and they’re both just incredible young men. I’ve got a wife who we just hit 35 years. We dated for two years. So I pretty much continue with till people have been together 37 years and she says we’ve been married 35 and that’s what counts. So I’ll just stick with the 35 at her request.
Beatty: [00:09:47.49] So the question is how many happily married?
Stuart: [00:09:49.55] Really? Where? 35.
Beatty: [00:09:52.38] Okay, good.
Stuart: [00:09:53.93] I if we’re going to talk about unhappy as a part of that, that would probably be a matter of a few days here and there, because I can’t guarantee that she was happy all 35 years, but it wouldn’t be more than a few days, I don’t think. But that is really the crux of it for me, was discovering how to manage my business so that it was absolutely a priority to make sure that my family was absolutely the front and foremost thought as far as how I spent my time each week.
Beatty: [00:10:25.85] Hey, let me ask you on something with that. Not to interrupt. Not to interrupt, but actually purposely to interrupt. Sure. There are a lot of people, I’m sure, listening to this that would love to have a 35 year marriage that has been happily married the entire time. I know about you because I’m at 29 this year and my wife.
Stuart: [00:10:48.60] Congratulations.
Beatty: [00:10:49.35] Thank you. My wife and I have never had a fight. And it’s been I always tease people. She’s my we’ve been happily married 17 years. She always kind of slaps me. But we’ve actually been incredibly, madly in love for all 29 years. And. What’s your secret if you were to kind of boil it down?
Stuart: [00:11:09.93] What? Well, I can I can tell you it’s probably the same as yours. And you know, what’s interesting is a lot of people find this part of marriage. We don’t ever fight either. I mean, we just don’t. We never have because. Well, I can tell you, that is a woman who is committed to and devoted to devotional time and prayer time every day. I found out very young that I was not the one on the pedestal for her, that her faith, her 100% faith, was in our Lord. And as her husband, I was not I’m not going to belittle the relationship that God gave us. But she didn’t have 100% faith in me. She does. But what I’m trying to say is she had 100% faith and does in our father and in my following him alongside her is is why our marriage has been happy. We’ve been through a lot together and we’ve prayed our way through it. And we’ve. Who struggles with joy and struggles, thank goodness. But that’s the secret to our 35 year marriage. Because we don’t look to each other to improve or make each other happy. You do that.
Beatty: [00:12:26.89] That’s exactly what’s going on with us. You know, it’s I remember it. In fact, I want to share. I remember years back, someone shared the secret to having a successful, happy marriage is if you think about a triangle and the top of the triangle is the Lord and the two sides. Are you and your spouse? Yeah. As each of you pursue the Lord, you grow closer together.
Stuart: [00:12:53.20] Of that triangle.
Beatty: [00:12:54.34] And the key is, as you go up that triangle, getting closer to the Lord, it brings the two of you together as well.
Stuart: [00:13:00.49] And that’s a very cool analogy.
Beatty: [00:13:03.28] It is. And one of the things I started to do, I’m always inquiring as a marketer, I’m always asking questions, I’m always looking for data. And I’ve run across a number of pastors who do a lot of marriage counseling, and I’ve always asked them the same question. I said, Have you ever encountered a marriage in a marriage counseling situation where the marriage is on the rocks, where both partners, both spouses, were truly pursuing the Lord? And he said no. He said he’s never had that ever happen when they’re truly pursuing the Lord, both of them, he said. They’ve never they never come through his door for counseling. So I just thought that was really interesting.
Stuart: [00:13:42.47] Yeah, I understand completely.
Beatty: [00:13:45.29] So.
Stuart: [00:13:46.17] You know, it’s hard for for sometimes a man, a male, not to really grasp that his wife has all of her faith in him. But if all her faith is in the Lord, then it’s going to do nothing but strengthen me.
Beatty: [00:14:04.04] That is so true. And that’s the way it is with us. And you know, the whole idea of God, first family, second, you know, everything else comes after that and that’s really true. So I’m just encouraged maybe for those who are going through tough times to lean on the Lord and as you lean on him, he’ll give you the desires of your heart, he says. And it’s a but it’s a commitment, a committed pursuit. And you’ll find that, in fact, one of the things I’ve started doing on my my other podcast, the radical faith side, is the Lord is showing me some really cool things about just over just under a year ago, I think I started thanks for so blessed with what we do in life that when people say, How are you doing? I’m blessed. You know, even my email signature starts to say, Hey, be blessed. And it’s like, I can’t describe it any other way. But what happens is, as you as you seek the Lord and are wholly devoted to him, it seems like everything in your life just kind of calms down and the picture I get is stored. Like, if you think about the story of Jonah, he’s in the ship, he’s running away from the Lord, and the ship is in this tumultuous storm, and they were fearing for their lives. And Jonah finally said, Hey, I’m the problem. The Lord is doing this because of me. So they throw Jonah over the overboard and instantly everything calms down, just kind of becomes totally calm. And I think that’s kind of the picture of our lives when we try to do it all on our own and we try to work on our own to fix the problems in our lives and we don’t really pursue the Lord. It’s tumultuous, but once you say, I’m going to pursue the Lord and I’m going to follow him first, everything just kind of calms down.
Stuart: [00:15:53.63] Again, a very good analogy. You’re really good at painting these pictures. That’s why these podcasts are so good that podcasts are so good because from a verbal perspective, you’re painting pictures.
Beatty: [00:16:03.32] Yeah, so. But anyway, that wasn’t the reason we’re here. Well, maybe that was. I’m not sure for anyone who has questions on either one of that. Feel free to reach out to me or Stuart. We’d love to talk with you more on just walking with the Lord, but let’s back up to where I interrupted you. You. You’re talking about. Both having a solid marriage and work in your business to protect your marriage, protecting the way you work your business and protecting your family. Continue on with that, I think. I don’t know if that makes sense for you or, you know.
Stuart: [00:16:40.00] We were pretty much there. The bottom line is that I worked my business around my ability to spend time with my wife and my kids. It’s just as simple as that. And I’ve never missed a thing. Well, I take that back on. I was late to the Tarzan, the first Tarzan movie, the animated one, when my son was five years old. And they’ve never let me forget that. So other than that, I think I have a pretty clean record as far as being present when I when I needed to be present, but my business never suffered from it. I probably told you this, but I’ll share this again. When my first son was born, I started taking all day Thursdays off. So I was not working Thursdays and I was not working weekends and.
Beatty: [00:17:27.22] I was working Monday through Wednesday and taking Thursday, Friday, Saturday, Sunday off.
Stuart: [00:17:32.68] No, I was working Friday.
Beatty: [00:17:34.00] Okay.
Stuart: [00:17:34.45] So Monday, Tuesday, Wednesday and Friday was my work week. And I would leave a voicemail on Thursday morning that said, Hi, this is day with my family. If you need me, feel free to get hold of my assistant and she’d be happy to track me down if it’s urgent. If not, I’ll talk to you more. And I would get voicemails, baby. They would say, Don’t you dare call me back today. We’ll talk to you tomorrow. And it never cost me business. As a matter of fact, I think I was blessed with more business as a result because that’s the value that most people would love to be able to implement within their lives.
Beatty: [00:18:06.04] You know, I was doing an interview with another agent. I think he’s out in Colorado. And his his one of his priorities is keeping the Sabbath holy and the Sabbath for him, as for most Christians is Sunday. And so when he would engage with the new client, he would always tell them, I’m available any day of the week except Sunday, and you won’t catch me Sunday because I take the time off and honor the Lord with it. And people in His office can’t believe you actually tell them that you might lose business. And he says, I don’t care. Losing the business when they get offended, then I’m going to honor my Lord first. And he said, That has been one of the keys to what he is saying, how the Lord has blessed Him. Because the Bible says, if you honor the Lord, He will honor you. And He had honored the Lord every Sunday. That was a day of rest, time of family, and the Lord just blessed his business. Amazing.
Stuart: [00:19:02.35] He was blessed with people who appreciated what he was doing and understood what it was doing rather than working people who didn’t get it. And that I mean, I see exactly what you’re saying. Again, just very powerful.
Beatty: [00:19:15.67] Yeah. So talk to me briefly. There is a time in your life where you worked many hours and you actually worked your business phone calling, prospecting, and then something changed and your whole business turned around. The whole business completely changed for you. Talk to us because I know that leads into where we’re going on. How do you handle market shifts here? Catch us up to date. What happened at that?
Stuart: [00:19:42.97] Sure. I’ve pretty well done it all in my my career. Most of it has been residential sales. I have been an appraiser for a while. I ran a website company that provided services to agents and brokers for a while, and I ran a large real estate office for a while. But the bulk, the majority of the years I’ve been real estate business have been in residential sales, and I’ve done just about everything you can do. As a matter of fact, on a slide, when I when I teach a class, for example, for, for my company, I’ll go down a short list of things that I’ve done and I’ll say, No, that wasn’t for me. Run that big office, that one for me, having a big team and having huge numbers of production and cold calling 2 to 4 hours a day, that just went for me and I had to really go through and find out what was for me and what I found out what was for me. That was kind of like your your friend in Colorado. Other agents said, well, no, you can’t do that. Well, he does it. He takes Sundays off. Other agents don’t think you can take somebody off. They don’t think you can not work evenings. You cannot work weekends. They don’t think you can manage your time. I’ve had several appointments listing appointments this week already and they’re all here at 1115 or 115. Everyone thinks they always have to do their listing appointments in the evening. So the myths and real estate, you just basically have to forge ahead and break those myths. I was doing the traditional thing. I was co calling headset on, co calling 100 plus people a day, 2 to 4 hours a day every single day.
Stuart: [00:21:14.23] And let me tell you, it works, but it’s not a real fun way to do business. If someone says, Oh, I love doing co call, that’s a very tiny percentage. They’re either not being completely honest or they’re one of a very tiny. Percentage of people who enjoyed that type of of work because it’s very challenging. It can be very stressful. It can be very frustrating. So once I discovered something called marketing. Within six months after hiring a coach who taught me specifically how to market and market properly. Now, I say this all the time, and I don’t mean to beat a dead horse, but and I don’t mean to offend anybody but most real estate company marketing companies that provide all this different things, website companies, mailing companies, all these different services. I mean, you could spend all your entire commission every single month. They don’t really know marketing names. I mean, pretty, pretty graphics and clever things. Is it marketing? Once I discovered what marketing was all about and started to implement it in my business, it took about six months to transition into a complete inbound business. And what I mean by that is completely people calling me, not me calling them. It took about six months and I never looked back. I literally have never made a cold call or knocked on the door since I was a door knock or two. I knocked on doors like you would not believe. I haven’t done it since I discovered marketing. I’m not going to cold call or knock on the door and I’ve. Had shorter workweeks, made more money. And it’s it’s a result of understanding and implementing marketing methods, which is what your career is all about.
Beatty: [00:22:56.84] Very fascinating. So let’s talk about that and let’s talk about the best practices that we were talking about before we got on the call recording. So we’re in a market shift time. Interest rates for to kind of date this podcast now interest rates have soared they’ve gone up over double what I think my interest rate is half of what the current 30 year fixed rate is today. And I just refinance maybe a year or year and a half ago. So that’s how quickly it’s happened. Right. And and the seller’s market is possibly slowing a little bit, but not the the price, maybe the velocity, the number of buyers are still trying to get get in or still there. But they’re having a harder time because they can’t qualify for as much house know. When money is more expensive, you have fewer buyers. That doesn’t mean the demand goes away completely. So talk to me just briefly. You’ve been through lots of market shifts. You see the markets possibly starting to shift now. In fact, let’s talk first about what you see in this market, but what type of shifts where you think it’s going? Just from at least from Austin, if you don’t have a national perspective. And then I would love to hear what you think in terms of how do you manage this shift compared to how do you manage previous shifts?
Stuart: [00:24:19.02] I’m going to really address that in a in a way that. Most people aren’t going to really want me to.
Beatty: [00:24:28.82] There’s the truth. And it’s going to hurt you, right?
Stuart: [00:24:31.80] I’ve been I’ve been teaching and coaching real estate agents since the mid-nineties. And I get a question more often than any other question, maybe more than all the other questions. Come on. And that question is, what do you do when someone asks you to reduce your commission? And my response is just a total shock to them. I say, I don’t know. They say, Well, how could you not know? I say, Because nobody ever asks me, so how would I know what to say if no one ever asked me? So wow. The moral to that story is that if you prepare properly, position yourself properly, market and brand yourself properly by the time you sit in front of someone. There is no inclination in their mind whatsoever to ask you to reduce your commission. And again, I don’t care what your commission is, you may already have a decent commission. You may charge more than what the average agent charges, if your position is, show properly. So let me take that to your question.
Beatty: [00:25:32.34] You’re going to be before you do, I want to clarify it out of the last 100 listing appointments you’ve gone on. Are you saying that none of them asked you to reduce your commission?
Stuart: [00:25:44.64] Correct. So we go back a lot farther than that.
Beatty: [00:25:48.11] Out of the last 1000. Yeah. Wow.
Stuart: [00:25:51.47] I just don’t. I just don’t get asked it.
Beatty: [00:25:53.21] That’s it. So that is the power of marketing.
Stuart: [00:25:56.00] That’s the power of marketing. Exactly right. Into to really bring that in line with the question you were going to ask. And my response is, be some magic pill. Bottom line is that in a market shift, I just keep doing what I do and I do put out marketing even now that says I’ve been three, three through three booms and three busts and I know how to manage those. And there are some very particular strategies that you need to adapt to in different kinds of markets. For example, I negotiate for myself very differently in a blistering hot market than I do in a regular market or a down market. It’s it’s very different. You have to understand, and I see that a lot of agents actually try to negotiate the same way. And it’s really a disservice to the people that represent because they’re leaving money on the table when they do that. So from that perspective, there’s some changes I have to make. But from a market shift perspective and a how do I go about marketing, I don’t change anything. What I have to do is understand that the market is going to provide me a higher inventory when I and I still remember this baby, when I when I think I first met you, I was I have a part time assistant. She’s phenomenal. I’ll certainly admit that up front. But my entire income comes from my efforts, in my assistance efforts, and it’s pretty substantial as far as that goes. But. The reason that we can do what we do is because we’re very productive and we’re focused on the marketing and the service. And a lot of people can say that. A lot of people give that lip service, but the implementation is the key. So when I met you, I think my as part time assistant, now we’re handling about 50 listings, I think it was 51, if I remember right. And today I.
Beatty: [00:27:54.09] Can handle an inventory of 51.
Stuart: [00:27:56.41] Listings at inventory, 51 listings. Okay. Right. Me and my part time assistant. And today I handle 1/10 of that. But the income is about the same. So as a matter of fact, this drives brokers that I work for crazy. I’ve been making about the same amount of money since 1995. And what we do is simply the turnover and inventory in the market. We adapt our service to it and our marketing to it. So with marketing you can turn the faucet up or you can turn it down. Guess what I do when I go on vacation? I was just got back from two weeks. I just turned my marketing down. And then when I get back, I just turn it back up a little. And the clients that hire us do so for very specific reasons that they learn from in the number of clients that hire us in a low market is going to be much higher than it will in a very brisk market because there are fewer listings in the market today. But we know exactly what the turnover is and exactly what sales we need to make and exactly what income that will bring us. So we can literally back that out from in 2012. I needed to carry 50 listings to earn the income I needed because of what the turnover was in the market. The number of listings that go in the market, they end up going to closing today. I know exactly how many listings I need to take and it’s a fraction of what it was back then. But we know what the conversion is going to be and how many are going to go to closing and what income that’s going to bring us. So it’s not an all these different weird things regarding strategies and methods and blah blah blah. It’s simply an adaptation of what works. And that’s a very effective marketing message to a targeted consumer. Does that make.
Beatty: [00:29:41.21] Sense? That makes a lot of sense. And the other thing that hits me with all of this is, you know, sometimes I’ll ask a client or a potential client. So how many sales did you do last year? He said, I’m not sure. How many listings did you do in the last 12 months? I don’t know. And it’s like they they’re in business, but they don’t have any metrics. But yet you’re talking about very specific metrics, which tells me that you’re not running your business haphazardly. You know what your business is doing. You probably have some sort of metric gauges that you look at on a consistent basis and you know where you are and you know where you need to be and you’re managing it that way. Is that.
Stuart: [00:30:22.92] Correct? Okay. So on track. And I don’t mean on track from from a loose perspective. There used to be a trainer that would say, how many cells do you want to make this year in? The responder would say, I want to make 100. But how many have you made so far? Three. Well, let’s just say you’re on track to 100. So we’re not talking about on track like that. I just looked at my data and I am from my goal for 2022. I’m literally spot on within a few dollars of where I need to be at this time. And the reason for that it’s not an accident is because we know from a marketing perspective what kind of response we’re going to get and we know what needs to go out the door in order to result in the responses that we need to get. And, you know, as a marketer, exactly what I’m talking about, it’s matter of fact, you’re more definitive than I am with your split tests and things like that. But we’ve gained a perspective over the years of understanding what our consumer wants and needs and how to make it easy for them to get it. And that’s the oldest rule in marketing. Find out what they want and need to make it easy for them to get it. And we’ve got a grasp on that in our little world. We don’t have the kind of world that Nike has or Coca-Cola has, or even a huge real estate company. But in our little world, we have a very good grasp of what our consumers want.
Beatty: [00:31:43.52] That is fascinating. So tell me, where do you where do you see the market going? What type of ship? And then let’s talk about how do you protect against that? How do you keep your business up and grow your business when the market shifts? Because most of the agents out there probably listening to this, their business has as dramatic a shift as the market does. And it’s. But how do you stay steady in that? So where is it going and how do you stay steady?
Stuart: [00:32:12.38] That’s a good question. And I’m going to answer that with a very trite answer and then delve into a little bit and this goes maybe very sincerely, I don’t care. I don’t care where the market’s going. We’re going to follow it. We can’t leave the market.
Beatty: [00:32:26.69] Interesting.
Stuart: [00:32:27.23] I’m going to follow the market in adapt as as as the market shifts. My beliefs about what the market is going to do aren’t any better than anybody else’s. I’m a little more experienced and someone who’s been in the business three years may not have as good an idea of where the market is going, but guess what? They may have a better idea. I guess my personal my personal opinion on this is that with interest rates rising, it does decrease buying ability. In my market, it hasn’t increased. It hasn’t decreased dramatically. We’re starting to see the shift in April of 22 compared to April 21, which I’m sorry, maybe dated the podcast, but that’s fine.
Beatty: [00:33:08.06] That’s coming out.
Stuart: [00:33:09.32] We saw fewer sales. For the first time in a month over month and even a year over year, we saw inventory decrease. And that’s the reason for the fewer sales. You can’t sell houses that aren’t in the market. So the result in the fewer sales, the fewer sales literally resulted from there being fewer homes to buy. Now. In my market. I’m not like North Central and south central and central Austin, where you put a house on the market and you have 30, 40, 50, 100 offers. That doesn’t happen where I am, but we’ll typically get 5 to 8 offers. My biggest one ever was 20, but it’s been 18 months, 18 months and nearly 19 months. Every home I put on the market has sold the first weekend with multiple offers over asking price. So it’s okay with me if I’ve only got four offers instead of 20. That’s that’s fine with me. Our asking is actually well above the average because of the way we negotiate. And again, that negotiation strategy does change based on the market. But I do know that there are fewer buyers because we have fewer showings. So in a given weekend, three months ago, we would have 15 people look at a house and we get.
Stuart: [00:34:28.56] I have six offers today. We’ll have half that. We’ll have eight people look at a house and we’ll get 3 to 4 offers. So we’re seeing a very gradual and maybe a few months is a gradual. But I don’t I don’t see us falling off the cliff. It may happen, but we’re kind of in that very subtle down downshift from 100 miles an hour to 90 miles an hour. But it’s still moving along because the demand in my market is still quite high. Even with higher interest rates, the the down payments that we’re seeing are not minimal down payments, they’re substantial down payments. And I don’t think that the kind of buyers that we’re seeing with substantial down payments are going to be that affected by three or four or $500, even a month of payments. When you’re talking about somebody putting down three or four or 500,000 on $1,000,000 house, guess what? They don’t want that higher payment. They just put down 100 grand less or put down 100 grand more. And I’m saying.
Beatty: [00:35:27.36] That makes.
Stuart: [00:35:27.63] Sense. So in the entry level market, I think you’re certainly going to see some impact. There’s no doubt about that.
Beatty: [00:35:37.24] So then as we move into shifting markets, you’ve been through three booms, three busts. What have you learned and what are you expecting to do for whatever this I love what you said. I don’t care what the market’s going to do. I’m simply going to adapt. I got it. So. Talk to.
Stuart: [00:35:57.11] Us. What it’s when you’re in a blistering hot market. And here’s what just here’s what really just. Surprised me again and again where agents continue to act as if it weren’t a blistering hot market with their marketing. So if I get a card in the mail that said, Hey, we sold the house around the corner from me in four days, it was incredible. Can you believe it? For days we sold it over asking price. You know what my thought is? As a homeowner, that’s what they all do, right? What did you do? No one has to do anything special to sell a home in four days with multiple offers over our asking price. So my marketing says at the top, I’ll just send out a card that literally said the answers. Sold this home in three days, way over, asking with multiple offers. So what everyone does. But the headline was This is the best selling experience we’ve ever had, said Bill and Debbie earns her one acre plus homeowners. Why would they say that? Well, I then explained, Hey, everyone does that. I mean, I’m not special because I sold their home and a few days over asking with multiple offers. I’m not special at all. It’s a matter of fact, if I didn’t, there’s probably a problem. So then I explain, despite the fact that all the homes are selling over, asking with multiple offers in a few days, they said this was their best experience ever. Why would they say that? Well, here are the reasons. And so we basically say, Hey, yeah, we’re selling homes fast, but who cares? That’s not what it’s all about. Here’s what it’s all about. So we try to point the consumer to, you know what, you need a good agent, even in a blistering hot market. Does that make sense?
Beatty: [00:37:43.90] That makes a lot of sense. That’s brilliant, actually, but that makes a lot of sense.
Stuart: [00:37:49.20] So in a slow market, guess what we’re going to do? Workers say the average marking time is 78 days. Our average is 17. And there’s a reason for that. And here’s what the reason is. So we’re going to go back to pointing to the reason for the success on a compared to basis. The only comparison basis I have right now is my list to cell ratio. So if somebody lists their house with me and it’s in my market in the product that I work, I will get them dramatically. It’s tens of thousands of dollars. I can give you exact numbers based on different markets. But one market I work at $23,661 on the average, even in a blistering hot market. If they list with me, they’ll make an extra 23 grand. And there’s another market that I work. This is going to sound crazy, but I get a $66,100 more on the average. That’s a lot of money in your pocket. And I’ve got statistics and mathematics to show exactly what happens and why. When someone lists with me, they literally pocket an extra 66,000. So that’s really the only difference. I Everyone sells the three or four days. Everybody sells with multiple offers. It’s not the agent that’s doing that. It’s the market that’s doing that. That makes sense.
Beatty: [00:39:09.54] That makes a lot of sense. And what I love that you’re sharing is you’re educating them. What makes you different? Post not only your stats, but what is it that you do that drives the ultimate stat there?
Stuart: [00:39:25.65] Yeah. And I’ve got to give you a lot of credit for that. I wasn’t as good at doing that until you started helping me with my marketing. And then we started looking at different parameters and I’ve never been. As a matter of fact, my my first marketing coach taught me. He said, hey, if you ever say your number one, you’re you’re going down the wrong path. So my marketing never says I’m number one. It’s never says I’m the best but never says I’m the greatest. And it doesn’t go into that. But it’s okay to say, Hey, here’s a proven process and the proof behind it. There’s got to be something. You can’t just say it. The proof behind it is here. And so with with the different approaches to that, you’ve kind of ingrained that into some of the marketing.
Beatty: [00:40:13.37] Very good. I love it. Talk to me just briefly the the last few market shifts. What happened with your income and and how because on a last few markets just most people’s income goes drop all the way down and they try to rebuild and. And I remember you sharing from our last call on this topic. So what happened to your income does.
Stuart: [00:40:40.84] Yeah. And you’ve I’ve said this many times, you’ve got an amazing memory but in a market shift. So I’m going to go back and give you some very specifics. So when I said that I was carrying 51 listings when you met me and the market shifted. Guess what happened when the market. So here’s what happened. The crash, of course, of oh eight, and it continued down. When there’s a crash, it will continue down and then it will start back up. Well, when does it start back up? Well, we have to go find that out. We can’t just guess. We can’t just say, well, it feels like it. Well, I can’t. Anyway, I have to go find out. So 12. What’s the first stable year in my market? In 13, it actually started back up. So guess what? When it started back up, I’m carrying 51 listings. Guess what happened to them?
Beatty: [00:41:30.13] Wow. They all say, oh.
Stuart: [00:41:32.77] I mean, they just got started getting snapped up. I mean, we were actually going nuts for a few months and slowly and steadily my listing inventory kept decreasing until we got to the point where we are now. Or I literally well, this week I’m going to put two listings in the market. They’ll both be under contract by Monday. Last week I put two listing on the market. They were both under contract by Monday, so my listing inventory is very different than it was then. What I really pay close attention to now is my coming soon inventory. What do I have in the pipeline? And if I don’t have stuff in the pipeline, I need to turn that marketing false it up to get stuff in the pipeline. Does that make sense?
Beatty: [00:42:13.66] That is brilliantly simple. Yeah.
Stuart: [00:42:18.22] So the other side is when when the market goes from up to down. So if I’m marketing effectively and I’m turning my faucet, my marketing faucet up a little. When people need my services. And from a niche perspective, if you’re an expert in a particular area, a particular type of property, if you’re perceived as an expert and we’ve talked about this many times, family doctor, you love them, you trust them. But if you have a heart problem, you need a cardiologist. There’s no way around it. You’re going to go to a cardiologist. You need that regular doctor. Great, wonderful. You love them. You trust them. Lifelong relationship. If you get glaucoma, you’re going to a glaucoma specialist. You need that. So what happens when the market shifts down and starts to slow? People need specialists more than ever. So because I’m an expert in a certain type of property, those people also look up into what the minute the market is. Well, it’s starting to get a little concerning. We better call that guy who knows our property type instead of just a regular typical real estate agent. Now they have a need and that need is more pronounced as the market goes down. So guess what happens to my listing entries? The market goes down, it starts going up and it naturally adapts to the market in the turnover ratio. I still have the listings continue to sell, even though I might have to carry 20 or 30 or 40 to get them sold. My listing inventory goes up while everybody else is sitting over here going, Well, what do I do? It’s just a natural consistency from from marketing for listings. Does that makes sense?
Beatty: [00:43:57.96] That makes sense. The niche side of it makes great sense. I never thought about that where if I’m in a certain type property, everything selling, I can choose anyone. It’s going to sell. So the specialist doesn’t become quite as big of an issue. But then. When the going gets rough. And it’s you know, I love what FedEx, you know, when it absolutely, positively has to be there overnight. Choose FedEx. So when they absolutely, positively has to get sold and this is a difficult market call.
Stuart: [00:44:33.57] Stuart Yeah, we’ve actually used that. By the way, don’t tell FedEx.
Beatty: [00:44:37.26] Thank you, by the way. No note. Do you know how they came up with that slogan?
Stuart: [00:44:44.10] No.
Beatty: [00:44:45.03] So I was in a group called Vestige for many years. It’s a business mastermind group. One of the speakers we had was employee number three with FedEx, and he shared the story on that. They would they’re these focus groups and they would just bring in people who use FedEx just into a room and just kind of hear them, whatever they’re saying. And there was this one big old column above, a type of guy. He worked in a warehouse and and he said he made the comment, well, you know, when it just absolutely, positively has to be there overnight, I know I’m going to call FedEx. And so it being, you know, just taken from the ground and turned it into the marketing monster that it is.
Stuart: [00:45:27.18] So you probably knew this, but to me, it’s fascinating. Fedex, when they started, they actually launched twice the first time they had their planes, they had their personnel, they had the rafts, everything was in place. And you’re talking about a huge investment. Six packages, the first nine. Wow. It didn’t get much better. They stepped back, made some corrections, and they could have just shut it down saying, Hey, we thought this was a good idea when they retooled. They adapted and move forward. And obviously the rest is history.
Beatty: [00:46:01.40] And do you know what happened in making that only six packages the first night and then they retool?
Stuart: [00:46:06.89] You know what? I read the detail, but I don’t know. I don’t remember. No.
Beatty: [00:46:11.96] I recall the details correctly, and I may be wrong. So the fact checker is out there. Don’t get too upset if I miss it. But Federal FedEx was Federal Express and their business model was to transport checks across the country so they could get deposited a day earlier when you wrote a check in in Georgia and it’s from a California bank. And so that’s the name FedEx. And as they were launching, I think they just started the electronic check transfer thing where it all happening electronically. So their market instantly disappeared.
Stuart: [00:46:43.85] It just went away. Oh, that’s the. I didn’t remember that.
Beatty: [00:46:47.45] Yeah. And then they retooled and relaunched as a package too, because they had the infrastructure in place. I think that’s what’s going on.
Stuart: [00:46:55.08] Interesting. That is fascinating. You know, I mentioned earlier that I was an appraiser for a while and that really sounds similar to my experience as an appraiser. I, I joined an appraisal office. Every single appraiser in that office had made more money than me the year before, and I became pretty good in real estate sales. And I said, Hey, this appraisal thing doesn’t look too bad. Well, state laws changed. Federal laws changed the next year. One year later, literally every appraiser in that office made less money than I had in sales. It changed really fast, so I’ve been there.
Beatty: [00:47:32.84] So market shifts can make a dramatic impact on your pocketbook as you’re not.
Stuart: [00:47:40.19] You shouldn’t be scared of market shifts. And I know that’s easy to say, but if you are plugging in. Your effective, your branded, your marketing is in place and consistent. You shouldn’t be scared of market shifts. Matter of fact, you should basically be proactive in market shifts and go after them.
Beatty: [00:48:00.97] What if that’s not you? What if you’re not established? Not branded? Don’t have a good marketing platform and you’ve been blowing with the breeze wherever it blows. And that’s how your business is grown. Then how do you manage it?
Stuart: [00:48:14.23] Then you need to do like Fred Smith did and retool. You need to get branded and learn marketing and get processes in place. The thing about it is, I tell people all the time, it’s not something I made up by any means. I can’t even remember the quote now. If I went back and looked at the beginning of our workbook, I would remember who said it. But. It’s very sometimes getting a process into place is a lot of work, but once it’s in place, it’s smooth sailing and that’s kind of what it didn’t. I didn’t work 30 to 35 hours a week to get my processes in place. I worked 30 to 35 hours a week after my processes were in place. And it’s it can take some some really nose to the grindstone days and weeks and months to get your processes in place. But once they’re there and once they’re effective, it’s really easy to manage. And if it’s not, then you’re not doing it right now.
Beatty: [00:49:13.55] That’s I remember when we work with agents and like they want to do a geographic farm, we always recommend Start with your personal contacts, let your past client sphere of influence. In fact, how many how many pillars of income do you market list? Do you market to four? Four and out of those four of which is your most profitable?
Stuart: [00:49:32.87] Well, it quite sincerely it’s either my niche or my sphere of influence. And those can interchange year to year.
Beatty: [00:49:39.80] Interesting. So but I know that your niche typically stays stays at the top of most of them. As I’ve spoken with you. You know.
Stuart: [00:49:49.73] There’s there’s no doubt that sphere of influence should be number one for just about everybody. The reason that the niche has gained that kind of momentum in its atmosphere is because that niche includes sphere from the niche.
Beatty: [00:50:03.53] Oh, okay. That makes perfect sense. Yeah, because that’s where you’ve been focused.
Stuart: [00:50:07.31] Very cool. So I have two spheres. I have a sphere for Real Estate by Stuart and I have a sphere for my niche.
Beatty: [00:50:12.80] Okay. So the one of the things that we see with our clients is they get started with us and then they kind of crumple down. They go, Oh, this is going to take a lot of work. You mean I need to put together a list of my past clients and my friends and family? I haven’t done that. How do you know? And then now it’s a lot of labor, you know, they just want the baby. They don’t want to go through childbirth. And, you know, or if they’re doing geographic farming, they’ll say, you may not have to research. And and it’s funny because you made that comment that you put a lot more time getting the process in place versus maintaining it once it’s in place. And that’s what we’ve seen with with our clients and even just internally how we do things.
Stuart: [00:50:55.31] Right. You know, I still remember one time my wife and I work for the same real estate company before we had kids. She quit when we had our first son. But I still remember this baby, the broker. It was a very successful local real estate brokerage firm. The broker was out playing golf and he did that on a regular basis. And a couple of agents were sort of kind of commenting about that call it gossip, if you will. That seems to play a lot of golf. I still remember this. My wife said, you know what, I think he has earned that. Right. You can imagine the man hours in the sacrifices he made to get this company where it is today. And now it’s running pretty smoothly and he deserves to go out and play some golf. That’s why he did what he did.
Beatty: [00:51:40.64] I remember those 20 hour days I used, 18 hour days I used to put in. It takes a lot to get it going. Once it goes, it’s good. So you mentioned niche so we’re as we shift so the last call that you and I did so for those listening to this if you go back to marketing calls was when Stuart and I talked about niche marketing. If you’re interested in how to market, how to get a marketing campaign started, go back to the previous marketing podcast on this channel. And if you listen to the audio, scrap the audio, just go to the website, get sellers call calling you. It’s called So Guess Sellers Calling EW.com, but the podcast you’re looking for is called The Three Keys to getting eight out of ten listings out of any list that you market to. And it’s a lot better on video because I’m actually walking you through a PowerPoint and showing you the structure of what are these three keys, three things that you do. But I wanted to bring Focus Stuart to the niche. You’ve got a book out on niche marketing and you’ve been teaching niches for years. In fact, when I met you, it was all about niches still. So give us a little primer for those who may not have listened to our other podcasts or they’ve listened to it, but like most realtors, they probably were in the car, didn’t get catch it all, and it’s best to repeat and be remiss. So give us a little thumbnail sketch on niche marketing. How effective what you do and how they can get information to do niche marketing.
Stuart: [00:53:11.09] Well, I appreciate that for you to do that because, you know, I’m pretty passionate about it. I just don’t think the real estate industry has embraced niche marketing like most industries do. And I’ve already given a couple of examples. The family doctor versus a cardiologist, cardiologist, higher level of skill, education and experience and a higher income glaucoma surgeon. Higher level of skill education and higher income. Now. And you can go to every industry. I mean, you can go to the lawn maintenance industry. And we’ve had to find people who could do our landscaping with deer resistant plants who knew exactly what to do. Cost more money, but they had that knowledge. So when you develop an expertize, when you increase your skill set to where it’s above and recognizably above your competition, then people tend to call you and they tend to do business on your terms because they need what you do want versus need. So niche marketing and I really consider becoming an expert or a specialist. The power socially and psychologically behind an expertize is incredible. I’ve listed homes instead of my client’s sister, instead of my client’s brother in law, instead of my client’s long time friend, instead of. It’s. It’s really the argument they have for not listing with their sister in law or their barber son or whoever the case is.
Stuart: [00:54:44.14] Right. It’s well, I normally would use you, but we’re going to list with this expert. So it’s kind of like, well, you know, I love you and I really would like to try that treatment, but I’m going to use this cardiologist, you know, so it’s it’s kind of the same, hey, I have a need. And that need is has to be fulfilled in a certain way. So when you have an expertize above your competition, people will respond to that. And I think I shared this with you and we’ve talked about the blocks of ten, and I think you use 100 often because again, it’s easy to understand. But I tell people the last ten listing appointments I was on, I was the only agent that talked to nine out of the ten. So here’s the thought process behind an expert, and this is true in most industries. So if you have a heart issue, you may go to a cardiologist and if you don’t like them, then you may go get a second opinion, but if you like them, you go ahead and hire them. And that’s the thought process behind the listing appointments. I go on and here’s why. I know from a marketing perspective, we ask, we ask lots of questions and we continue to ask questions. And the answers that I got led me to understand that when someone called me out as an expert in the topic of property they own, their thought was, Well, let’s call this so called expert dude, and if we like him, we’ll just go in hiring.
Stuart: [00:56:04.48] If we don’t like what he has to say, then we’ll just hire a typical agent. Well, fortunately, most of them like what I have to say. So it’s really nice when you get called out to a listing appointment and you are the only one. It’s really a nice situation to be in. So there’s tremendous benefits to becoming an expert social and psychologically. But income wise, there’s a really nice benefit to that too, because it’s a very small world and you have an expertize in it that other agents don’t have. And if you position yourself properly, sellers will call you. You turn that faucet up as much as you want. I mean, you literally can make all the money you want. I’ve I’ve taught agents to make 100,000 in their niche. I’ve taught just to make a million plus in their niche. It really has to do with what your personal desires and goals are, but it’s more manageable and controllable than a regular real estate practitioner, if that makes sense, I hope I didn’t ramble too much.
Beatty: [00:57:02.89] No, you didn’t. I found it fascinating that. Simply because you’re because you’re the niche expert that they don’t inquire with someone else unless they just don’t like you. You know that that for some reason that just really struck me. I never thought about that. But you’re absolutely right. If you’re if you’re the expert, they start with you first. And on our last call, the other thing that dumbfounded me, I was asking you, what if I were to do the same amount of marketing effort in a generic real estate business versus a niche business? What type of impact you said minimum was three times. I was dumbfounded, he said. The average is five or six times greater results for the same amount of effort. And now this starts to make more sense. If you are the expert, they call you first and they choose you unless you lose the sale.
Stuart: [00:57:52.66] Exactly. I mean, when my when my obstetrician said, hey, Stuart, our test shows you might have glaucoma, let me refer you to the person. So I went to him. He was all right. I like him. He explained things well. He seemed to be professional, seemed to be knowledgeable. So I stuck with it. If there had been any doubt in my mind, I would have gotten a second opinion. But I didn’t need to get a second opinion because he was professional and capable. So if you’re professional and capable, they’re not going to go get a second opinion.
Beatty: [00:58:23.51] Yeah.
Stuart: [00:58:24.38] It’s kind of a natural process.
Beatty: [00:58:25.91] It is. And I love your comment that in the niche they use you over there, brother or sister, wife, cousin, because I hear that a lot. Well, you know, they always have a brother, sister, wife, and we’re just doing a set of cards. So we focus a lot on niches with what we do. Right. So you’ve got second home and this one client is on on the river. And it was just hitting me that, you know, he lives on the river. That’s his niche. Any other agent coming in that doesn’t live and sell on the river, he’s got a huge step up and they would be more willing to sell with him because he understands the dynamics of that niche versus the general, the generalist real estate agent.
Stuart: [00:59:06.45] Exactly. And I refer to the general as the typical agent.
Beatty: [00:59:09.55] Yeah, exactly.
Stuart: [00:59:11.18] It’s not derogatory. It’s not offensive. But typical agent does typical things. And when a homeowner owns a home that they consider to be unique or special, they want someone who understands the uniqueness and specialness and what needs to be done to find a buyer who wants that particular type of home. It’s so there’s a lot of psychology behind it. It’s really kind of a social norm, and there are a lot of social rules out there. We can ignore them or we can embrace them. And if we embrace them, it’s simply a benefit to us. But one thing you mentioned, which I found, because I tend to be a little bit frugal by spending less money to make more money, that’s really pretty hard. That’s pretty hard to beat.
Beatty: [00:59:53.66] It is. And that’s hard to beat. So is your lifestyle of working? Let’s see. When I met you, you had the 51 listings, apparently, and you said you worked an average of 35 hours, usually a week. You you did not work weekends and you rarely worked in the evenings. And I’m thinking that’s a guy who knows how to control his life and that’s amazing. So, so this niche getting into the niches oh we’ve so I’ll spill the beans just because we got to wrap this up you mentioned on our previous pandemic call that going into every market shift you earn more money and coming out of every market shift, you even earn more and you actually list it. You all kind of just go back in and pull that up. It’s a couple of years ago, you’ll see it probably March, April of 2020, I think. But you even had your records in front of you, which didn’t surprise me at all. And you said I made this month. You know, you just kind of walked me through how much going into the shift and coming out. And your business was just completely steady. It was amazing.
Stuart: [01:01:00.47] Well, you know, what’s amazing about it is that your level of experience doesn’t matter. I’ve got a group right now going through my niche marketing blueprint course and the first agent who was ready. It’s a step by step and in each week builds in the next step. The first agent who is ready and got her first marketing piece out. Got it out. And. It’s just phenomenal when you have that feeling and you know that all the pieces are in place. So she sends her second mailing out boom listening appointment. And I’ve always said this that the old myth in real estate is that when you start a firm, it’s going to take a year or two and you both know that’s not true. If you position yourself effectively and market effectively, you can start getting results really fast. And which she got a listing appointment on her second marketing piece. She was just this stuff works and everybody else is going, Oh, we got to get our marketing pieces out. Yeah. So it really is amazing because what the consumer is looking at is not how long have you been in the business? It’s How well do you understand me and my type of real estate?
Beatty: [01:02:11.09] That is so true where we need to wrap up. Okay. You wrote a book on niche marketing. You have, of course, the focus of this call wasn’t to promote the book or the horse, but I think there’s a lot of value. And I mean, I’ve got the book over here and it’s just fantastic. Tell us the name of the book and where they can go to get it if they want.
Stuart: [01:02:31.02] The book is it’s very easy. It’s niche marketing blueprint and it really is. It’s a step by step guide, I mean, literally step by step. First chapter is the psychology behind it. Then it goes into choosing and creating a niche branding, marketing, gaining product. In other words, if you’re going to be an expert, how do you get to be an expert? It tells you step by step how you do that. And it’s basically just a reflection of what I did with mine.
Beatty: [01:02:59.81] Perfect. And you can get that at Amazon.
Stuart: [01:03:01.85] Get it on Amazon. I’ll have my own. It was premature. I’ve got my own site up and all that ready for the book to sell, but the shipping has lagged a little bit. That’ll be in place in the next few weeks, but right now you can go get it on on Amazon.
Beatty: [01:03:14.99] Okay. And for those so this will come out in probably about three weeks, three weeks or maybe four. Well, you have your site up by then. Do you want to give your site?
Stuart: [01:03:22.04] Yeah. If the shipping is ready, it’s niche marketing blueprint dot com.
Beatty: [01:03:26.90] Oh, well, that’s easy. That’s marketing blueprint.
Stuart: [01:03:30.05] That’s it.
Beatty: [01:03:31.22] And then obviously if you guys are out there listening, want to do a farm, focus on your spirit. If you’re not doing marketing to your list, any list, you’re going to have a tough time going through market shifts, but feel free to reach out to us at Agent Dominator dot com. You’ll see we do a lot of niches and if you have a niche that you already focus on, we’re happy to really create some custom things around that. Stuart, thank you so much for your time. This has been just really as always amazing and taking notes and I was thinking as we got on this, the best was at the last. I think the biggest things that you can pull out of this is the last part of the call. So thank you very much for that.
Stuart: [01:04:09.05] I hope it’s helpful.
Beatty: [01:04:09.83] Thank you. Yeah. And you guys have a very blessed day. You are listening in and come back for the next podcast. Whatever it will be, you’ll be blessed.
Stuart: [01:04:19.25] All right.
Beatty: [01:04:21.53] If you’ve enjoyed this podcast, be sure to subscribe to it so you never miss another episode. And please like our guest sellers calling you Facebook page. Also, if you want to increase sales from past clients and sphere of influence, dominate a geographic farm or convert home valuation leads, check out our Agent Dominator program. We create custom content that differentiates you from other realtors, then use it to keep you top of mind with your prospects, with postcards, targeted Facebook ads, email campaigns, video interviews and more. And the best part is we guarantee your sales or give all your money back. Learn more at Get sellers, call in EW.com and select Agent Dominator in the menu. Thanks for listening to the Get Sellers Calling You podcast. Have a great day.