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Speaker 3: All right, guys, welcome back and your Lisia atl edition.
Speaker 3: We got a very very uh special guest special episode.
Speaker 3: It's crazy because we've covered real estate a lot, but
Speaker 3: we covered it from wholesaling, from development, from investing, but
Speaker 3: we haven't covered it from a realtorst perspective. So we
Speaker 3: have Keanu Watson, who is one of the top relatives
Speaker 3: in Atlanta top five percent front top five, top five
Speaker 3: for sure, and she has her own firm too, can
Speaker 3: of Watchington Associates. And I thought that was really dope
Speaker 3: to highlight somebody that not only has performed that an
Speaker 3: extremely high level in the business, but as a business
Speaker 3: owner as well. So this is going to be a
Speaker 3: very interesting conversation because we're going to talk about it
Speaker 3: from the realtors perspective and also from a business owner's
Speaker 3: perspective and get it get a different spin on real
Speaker 3: estate than we've we've gotten in the past.
Speaker 2: We got the right person.
Speaker 4: I'm to talk about out my perspective and let you
Speaker 4: guys know what it's like to be a realtor in
Speaker 4: the metro Atlanta area and you know what it takes
Speaker 4: if you want to get in this industry and what
Speaker 4: it's going to take if you want to really start
Speaker 4: investing in building generational wealth through real estate.
Speaker 5: Yeah for sure.
Speaker 3: So all right, So I was saying off camera, like
Speaker 3: you know, we're from New York and starting out like
Speaker 3: in business for me, like years ago, I used to
Speaker 3: go to like these networking events and stuff like that,
Speaker 3: and everybody there was a realtor. Like, there was like
Speaker 3: so many realtors. And I realized that the reason why
Speaker 3: there's so many relators is because it's it's like a
Speaker 3: commission based job, but it's a high turnover.
Speaker 5: Right.
Speaker 3: But but if you are successful, like you can make
Speaker 3: a bunch of money. So it's like million dollar listings
Speaker 3: and stuff like that. And especially like you know those
Speaker 3: high end markets New York, LA, now Atlanta. So how
Speaker 3: did you what made you get into into the game,
Speaker 3: Like what made you want to be a realtor?
Speaker 4: I stumbled across a group of ladies. So let me
Speaker 4: rewind when I moved to Atlanta. I moved by myself
Speaker 4: O six and.
Speaker 2: I was North Carolina.
Speaker 4: Yeah from North Carolina, shout out to the shout out
Speaker 4: to the vill And I was working in this little marketing firm.
Speaker 4: You know, they call it a marketing job, but you
Speaker 4: really a taile a marketer.
Speaker 6: You're in a little cubicle and I'm like, all right,
Speaker 6: you know, I'm not really feeling this.
Speaker 4: So I went to this little bar, little club, and
Speaker 4: I saw all these fly chicks like all bossed up,
Speaker 4: like I'm like.
Speaker 6: What y'all do I need to know?
Speaker 4: And they were like, we're relatoris we do real estate.
Speaker 4: And at the time they were the girl I met,
Speaker 4: she actually was a part of like a small boutique,
Speaker 4: all lady, all female real estate firm.
Speaker 6: So I got my real estate license and I joined them.
Speaker 2: You got the real estate life license in North Carolina?
Speaker 4: No, I got my little state license here in two
Speaker 4: thousand and seven.
Speaker 3: And then so how does that transition unto we're gonna
Speaker 3: talk about like owning the business, but like, at what
Speaker 3: point do you say, Okay, it's cool, but I want
Speaker 3: to actually be on the other side and own my
Speaker 3: own firm.
Speaker 4: What happens is this when you are selling real estate
Speaker 4: and you're out here and you hustling and bustling, because
Speaker 4: if you are really going to make some money out here,
Speaker 4: you're gonna have to work for it. And it's not
Speaker 4: like you're gonna sit behind a desk either, Like you
Speaker 4: get up in the morning and you behind the wheel.
Speaker 4: You know, you go where your clients go, and you
Speaker 4: got to really hustle. So at some point you have
Speaker 4: to decide what you want to do, what type of
Speaker 4: quality of life do you want. You can take that
Speaker 4: knowledge and you can train a group of people to
Speaker 4: perform like you and they become you know, like your
Speaker 4: passive income. That's why you want to have a team.
Speaker 4: You know, you want to create your own and then
Speaker 4: on top of that, you can make sure that people
Speaker 4: are getting serviced the way that you would service them.
Speaker 4: Because there's like you said, it's everybody an agent, but
Speaker 4: everybody's not a performing agent.
Speaker 2: You know, there's a big difference. Is there a difference
Speaker 2: between being a realtor and a real estate agent.
Speaker 6: It's a difference.
Speaker 4: So when you're a real estate agent, you just got
Speaker 4: your real estate license, you're using the regular forms. You know,
Speaker 4: you don't have a cold essation, you're not part of
Speaker 4: a board. When you're a realtor, you're part of a
Speaker 4: board of realtors. So the good thing about that is
Speaker 4: we have special training. We also have different contracts that
Speaker 4: we use that protects the best interests of our clients
Speaker 4: and us. So you really want to be work with
Speaker 4: someone that's a realtor because they're held to a different standard.
Speaker 6: They have a code of ethics.
Speaker 4: But on top of that, just to add that we
Speaker 4: have training that we're a part of, and we're involved
Speaker 4: in the community and the growth of our communities.
Speaker 3: So let me ask you a question because I heard
Speaker 3: somebody in the life insurance business say one time, and
Speaker 3: it was like, life insurance agents, it's the hardest business
Speaker 3: to make fifty thousand.
Speaker 5: It's the easiest.
Speaker 3: Business to make five hundred thousand, Meaning like if you
Speaker 3: really if you get a niche market and you can
Speaker 3: really do a couple policies and make a lot of money,
Speaker 3: or you can be chasing people down for one hundred
Speaker 3: dollars and work twenty hours a day and make thirty
Speaker 3: thousand dollars a year. And I feel like, correct me
Speaker 3: if I'm wrong. Being a realtor is kind of similar,
Speaker 3: like you either hit it big or struggling.
Speaker 2: Up all night with it.
Speaker 6: That's the truth. That's the truth.
Speaker 4: That's why I've saying that it's going to be twenty
Speaker 4: percent of the agents do eighty percent of the business
Speaker 4: because it's easy.
Speaker 6: The barrier to entry to get your real estate license
Speaker 6: is so low.
Speaker 4: All you need is a high school diploma and no
Speaker 4: felonies past the test test is a week, take the
Speaker 4: class for a week past the test.
Speaker 6: Building, you have a real estate life?
Speaker 2: Is that true in every state?
Speaker 4: Every state? Pretty much everything is the same. You don't
Speaker 4: have to have a college degree.
Speaker 6: To be a realtory. You just have to have a
Speaker 6: ged and no felonies.
Speaker 5: So how do you separate yourself? All right?
Speaker 3: Being that is so competitive, there's so many people when
Speaker 3: it's a low bar entry, how do you separate yourself?
Speaker 3: How did you separate yourself as opposed to everybody else
Speaker 3: that may be not be successful.
Speaker 4: By being myself but also I'm I'm pretty I'm pretty smart.
Speaker 4: You know, I know my stuff, and that is my
Speaker 4: biggest selling point. A lot of people work with me
Speaker 4: because they're you're working with someone that knows what they're
Speaker 4: talking about.
Speaker 6: But I'm also relatable. You know, back in the day
Speaker 6: they had.
Speaker 4: To black suit everybody, but you know you got the tidy.
Speaker 6: Got the hair, and the bun in the back. We're
Speaker 6: not doing that anymore.
Speaker 4: I started to really use social media as a way
Speaker 4: to highlight I'm human, but I know what I'm talking
Speaker 4: about and I'm relatable. People love to work with people
Speaker 4: that they can relate to, and I've been able to
Speaker 4: grow my business by being knowledgeable and also relatable.
Speaker 2: Was there a specific deal or client that you had
Speaker 2: that made the shift for you, like, you know what,
Speaker 2: I got this deal and now it's brought me in
Speaker 2: so many more. Was there a specific moment?
Speaker 4: Oh, absolutely there was one person. So when I got back,
Speaker 4: so I had my real estate license, started managing multi
Speaker 4: family communities when the market crash, and I got back
Speaker 4: into real estate full time in twenty fifteen. So now
Speaker 4: I was coming back. My cousin had her coworker. She
Speaker 4: was like, she wanted to buy a house. I'm like,
Speaker 4: all right, let me work with her. Four houses later,
Speaker 4: two investment properties later. Plus I'm about to go help
Speaker 4: her sell a piece of land. And she's referred me
Speaker 4: to like six people. She was like a supervisor, like
Speaker 4: this big company. So that just changed the game for
Speaker 4: me because you got to keep in mind, when I
Speaker 4: came back, I was just like I'm posting, I'm talking,
Speaker 4: but I ain't selling nothing, you know. And she gave
Speaker 4: me an opportunity and it's just been uphill from there.
Speaker 4: And it changed my perspective about building long term relationships
Speaker 4: because sometimes I look at being in this business and
Speaker 4: I used to be so much like we did the business.
Speaker 6: That's it. Let me move on.
Speaker 4: Now I'm like, hey, what you doing. Let's go to
Speaker 4: lunch like on some GP. Not trying to sell you nothing,
Speaker 4: not trying to listen nothing. We don't even talk.
Speaker 6: About real estate. I'm talking about life.
Speaker 4: We rode our bikes through like Grant Party, like we're
Speaker 4: just doing things. And I figured, I understand that it's
Speaker 4: about building their relationship with people when they like you
Speaker 4: and they.
Speaker 6: Feel like you're just not there.
Speaker 2: To take Is that part of the success too?
Speaker 5: Right now?
Speaker 2: Absolutely, you're creating an experience. It's not just selling. Were
Speaker 2: creating experience.
Speaker 4: Creating experience, you know I have. But the good thing
Speaker 4: is because I get a lot of my clients from social.
Speaker 4: I really like my clients, like they people I can
Speaker 4: hang out with, we can go have dreams, we can
Speaker 4: hang out like we really cool and so it helps
Speaker 4: me so much.
Speaker 6: So I want to keep up with them.
Speaker 5: You know, let me ask you this, referrals. You have
Speaker 5: a referral system.
Speaker 4: I don't have a system in place. I just it's
Speaker 4: to the to the point where I literally I can
Speaker 4: I post a video on social like you know, not
Speaker 4: to brag, but I could get on here and talk
Speaker 4: a little bit about real estate.
Speaker 6: I get fifteen leads next day DMS.
Speaker 5: So social media is like you're driving driving force.
Speaker 4: And then on top of that, people refer me that
Speaker 4: just follow me, So they followed me.
Speaker 5: There.
Speaker 4: I got a girl, she was in Chicago. She referred
Speaker 4: me to her brother. Never worked with me, but she's like,
Speaker 4: I follow you. You gotta work with her. He bought
Speaker 4: his house with me.
Speaker 3: Do you network with like other like mortgage brokers or
Speaker 3: other professionals that may give you leads or absolutely?
Speaker 5: So.
Speaker 6: I mean this is my thing.
Speaker 4: If we're gonna do business together, you gotta give me
Speaker 4: some leads. You're gonna have to be some a sponsor,
Speaker 4: You're gonna have to be a part of whatever I
Speaker 4: got going on. The biggest part of it is working
Speaker 4: with other like mortgage brokers. Like one thing I can say,
Speaker 4: there are certain people like that, actually can't that that
Speaker 4: got a big enough audience.
Speaker 6: That can give you some leads. You know, can shout
Speaker 6: somebody out, Yeah so free, so free?
Speaker 2: Why not you know anybody like that? Matt Matt the
Speaker 2: mortgage guys.
Speaker 4: Yes, he definitely has given some leads because he has
Speaker 4: a big platform. Unfortunately, a lot of lenders that I know,
Speaker 4: they still in the old ages. They don't really have that.
Speaker 4: They don't have them that leads to give. They want
Speaker 4: to just take. And I don't like that. You ain't
Speaker 4: work with me if you're not giving me some No.
Speaker 3: I learned that early on in businesses, like you got
Speaker 3: to develop a team. So it's like, if you are
Speaker 3: in business and your clients need a lawyer, or your
Speaker 3: clients need an accountant, you should develop a relationship with
Speaker 3: an account and a lawyer because it could work vice
Speaker 3: versa because like the more business that you give them,
Speaker 3: now they're in a position where it's time for them
Speaker 3: to refer business to you.
Speaker 6: Exactly.
Speaker 3: And it's the same. It's almost every industry. There's somebody
Speaker 3: who you can network with.
Speaker 6: Absolutely there's always more to network with.
Speaker 4: I have found accountants, I work with lenders, appraisers. You
Speaker 4: want to be you want to be a one stop
Speaker 4: shop because your clients are going to call you and
Speaker 4: they want your opinion when it comes to home inspectors.
Speaker 4: All of these people you network with them, you build
Speaker 4: a relationship, and so it's like if you on my
Speaker 4: list you know, because I got a list of people.
Speaker 5: Then you you know you've made it. You made it.
Speaker 2: So I'm sure you get like you said, you get
Speaker 2: a lot of leads. How do you sort out the
Speaker 2: serious ones from like these people are not serious about
Speaker 2: actually quiet really so you know, I.
Speaker 4: Mean, you know, at some point you can't be the
Speaker 4: first point of contact.
Speaker 6: Anyway, you're running the business when you go when.
Speaker 4: You go to the doctor's off, you see the person
Speaker 4: at the front desk, you see the nurse, and you.
Speaker 6: See the doctor.
Speaker 4: All right, you got you got, you gotta you gotta,
Speaker 4: you gotta get through my selling assistant.
Speaker 6: You got to get through one more conversation then you
Speaker 6: get to me.
Speaker 4: By the time you get to me and you've been
Speaker 4: vetted enough and I know what you need. But I
Speaker 4: got a lot of emails. I already think templates, I
Speaker 4: got anything. Any question you asked, we got it for you.
Speaker 2: Perfect.
Speaker 5: No. I'm glad you said that because I learned that
Speaker 5: early on in business. Yeah No, I didn't.
Speaker 6: Have you ever seen that me?
Speaker 4: Was like sixteen heads you like the ad man, you,
Speaker 4: the person showing the house, you the person picking up
Speaker 4: the phone.
Speaker 3: Yeah, cause it's like because somebody. One time, somebody told
Speaker 3: me I was like eager to make a sell, and
Speaker 3: they told me, they was like, you gotta respect your time,
Speaker 3: and you can't. You can't let people know that you're
Speaker 3: this eager because it's like if you if you want
Speaker 3: to go to the dentist, the dentist, you can't call
Speaker 3: it into cell phone, right, you call a dentist, they
Speaker 3: have office hours, Yep, they'll say, okay, this is where,
Speaker 3: this is what time we can fit you in exactly.
Speaker 3: And people a lot of times in any form of sales, right,
Speaker 3: And that's why I talk people all the time. And
Speaker 3: sales in my opinion, if you are doing your service,
Speaker 3: your clients need you more than you need your clients exact.
Speaker 3: It's important to understand that because once you fully understand that,
Speaker 3: it changes your mindset because now you're not chasing and
Speaker 3: running after people. And it's like, now it changes how
Speaker 3: somebody looks at you.
Speaker 2: I just real quick, I just think, like that's the
Speaker 2: power of social media, right, It's like I follow you,
Speaker 2: so now I feel like I have direct content. So
Speaker 2: like we did that out. It's important, but.
Speaker 4: You also have a way like you they feel like
Speaker 4: they have direct contact with me, but they already know
Speaker 4: the moment. My everything is on my calendar, Like you
Speaker 4: call me, you contact me, all right, My assisters about
Speaker 4: to follow up with you and figure out what your
Speaker 4: needs are once are, and then she'll put you on
Speaker 4: the calendar. You're trying to move in a year, you
Speaker 4: don't need to talk to me tomorrow. You know you're
Speaker 4: trying to still your house today. I might have an
Speaker 4: opening at.
Speaker 5: Twelve thirty, you know.
Speaker 3: No, I'm glad you said that too, because that's something
Speaker 3: that people need to learn in business too, is that
Speaker 3: you have to prioritize absolutely. You have eight clients, B clients,
Speaker 3: C clients see a lot of times. This is why
Speaker 3: I love Earno Lisia, because it's like there's no mentorship.
Speaker 3: So we don't fully understand business as a community for
Speaker 3: the most part, and we make a lot of mistakes.
Speaker 5: But we don't. We don't.
Speaker 3: We don't know, like it's okay to segment people in
Speaker 3: different categories because something it's like once again, if you go.
Speaker 5: To the doctor, if you have a.
Speaker 3: Toothake, that's important, but it's not as important as if
Speaker 3: you just got shot, Like right, you need more urgent,
Speaker 3: you need more urgent attention, right, So they're not gonna
Speaker 3: treat They're gonna say, okay, we just got to wait
Speaker 3: a minute, and we're gonna bring the gunshot victim in first. Like,
Speaker 3: So it's the same thing with business like you have
Speaker 3: to be able to prioritize and say this is more
Speaker 3: important to my business exactly, and I can get to this.
Speaker 4: And if you don't do that, what you do is
Speaker 4: you do a disservice to your client. So the moment
Speaker 4: that you open the door to be easily accessible and
Speaker 4: you don't call somebody back or you don't text them
Speaker 4: back because you don't have systems in place and you're
Speaker 4: trying to talk to fifteen twenty people a day, you
Speaker 4: do a disservice because now your customer service is low.
Speaker 4: Now you're not following through with your systems. You have
Speaker 4: to set the right expectation for people they respect that
Speaker 4: like and people that don't respect you know, my schedule
Speaker 4: that you're not for me. You're definitely not a client.
Speaker 3: It's about matching and I tell people that all the time.
Speaker 3: It's like I might not be a good fit for
Speaker 3: you, you might not be a good fit for me. So
Speaker 3: let's not even because that takes the whole dynamic of
Speaker 3: how people look at you as well, right, because it's
Speaker 3: like you're not trying to work with everybody. No, it
Speaker 3: may be a good fit, it may not be a
Speaker 3: good fit. And then people it's like, well, how can
Speaker 3: I be your client? Now they ask you to be
Speaker 3: a client like Bernie made Off. See, we always got
Speaker 3: to learn from everything. The one thing that Bernie Madeoff
Speaker 3: did with that was genius is that he positioned himself
Speaker 3: where people were like, if you watch this movie, I
Speaker 3: think his minimum was like for fun was like ten
Speaker 3: million dollars, and then God came to him like I
Speaker 3: have five million dollars. He needed the money. Bernie needed
Speaker 3: the money. He's like, I have five million dollars. He
Speaker 3: was like, I can't help you. It's only ten. So
Speaker 3: the guy comes back like can we do seven point five?
Speaker 3: He's like, I can fit you in exactly.
Speaker 5: That's a fact, like what I'm saying.
Speaker 3: But the psychology on it is like if he would
Speaker 3: have said I can, yeah, let me give me your five,
Speaker 3: the guy gonna look at him like the fact he
Speaker 3: acting like he don't need the money.
Speaker 5: Even if he needed it, he still acting like he
Speaker 5: don't need.
Speaker 4: It on My favorite quote is you always be hungry,
Speaker 4: nemver thirsty. You know, you can't be out here being
Speaker 4: thirsty for any opportunity because you put yourself in a
Speaker 4: situation where people want to run over you because they think.
Speaker 2: That they need that you need him business, and then you're.
Speaker 4: Vulnerable, vulnerable, And I feel like being exclusive and putting
Speaker 4: yourself in a position like listen, I got a Monday
Speaker 4: and I got a Wednesday.
Speaker 6: It's one and two, one of eleven. If they want to.
Speaker 4: Work with you that bad, they gonna go. Nobody's You're
Speaker 4: not jumping to another. If you got a certain doctor
Speaker 4: you will to go to. And you know this doctor
Speaker 4: right here gonna do everything right. You're not gonna say,
Speaker 4: oh you're not available on Monday. Fine, I'm gonna go
Speaker 4: to someone else. If you want that person, you're gonna
Speaker 4: wait a month, a week.
Speaker 6: You know. That's that's how that's life.
Speaker 4: And I think people have to start respecting entrepreneurs the
Speaker 4: same way they respect other other industries and our and
Speaker 4: our industries, especially the realtors. They feel like any people
Speaker 4: like they can just take advantage of your time because
Speaker 4: they think that you have all this time, and if
Speaker 4: that means that they're running your business, you're not running
Speaker 4: your business.
Speaker 6: And you put in you you're not gonna be able
Speaker 6: to grow that way.
Speaker 2: You said that you obviously have sisters in place. Now
Speaker 2: I'm wondering at the start, is this something that you
Speaker 2: have to learn by making mistakes? Yes, in the beginning,
Speaker 2: in the beginning, when what did it look like prior
Speaker 2: to like, I have to make some changes before.
Speaker 4: Oh, in the beginning you talking. I'm up seven am,
Speaker 4: hitting the ground running. I'm showing houses by eight thirty.
Speaker 4: Soon as the lock box is open, I'm taking calls
Speaker 4: in the car. I'm pulling over to the side of
Speaker 4: the road, like I'm eating lunch, doing phone consultations, three
Speaker 4: or four phone consultations, and I'm going off to go
Speaker 4: show three more houses to another client. Then I'm at
Speaker 4: a Starbucks write in the contract and by the time
Speaker 4: I get home, it's ten thirty, eleven o'clock at night,
Speaker 4: and I still got ten things to do because I
Speaker 4: don't have anybody.
Speaker 6: I'm the person. I'm the business.
Speaker 4: And once I got I was like, okay, this ain't working.
Speaker 4: And one person I was supposed to meet her like
Speaker 4: I'm going. We had an in person meeting. It was
Speaker 4: on the calendar and everything. For some reason, I missed it.
Speaker 4: I just missed it, missed the whole appointment. She had
Speaker 4: the office waiting for me. I'm somewhere across town showing houses,
Speaker 4: and that even she did not work with me. She
Speaker 4: definitely decided to somebody else. But that was a learning experience.
Speaker 4: Learn to take a step back and slow down and
Speaker 4: get me some systems in place, because now I'm ruining
Speaker 4: my reputation and that right there, we're ruining your business.
Speaker 2: Yea, not even intentionally you're doing it. It's nah.
Speaker 3: One thing I learned from sports is that you got
Speaker 3: to slow down. Like all the great ones they slowed
Speaker 3: down like I remember my coaches. I used to play basketball,
Speaker 3: and my coach used to tell me, he was like,
Speaker 3: you moving too fast. You can't see the game like
Speaker 3: you just running. He's like, when you slow down, and
Speaker 3: when you think about it, it doesn't really make sense
Speaker 3: until you actually in it, because it's like most of
Speaker 3: the time you're thinking, I'm gonna go full speed, that's
Speaker 3: how I gonna be successful.
Speaker 5: But the slower you go, the.
Speaker 3: More time you can actually have to evaluate things, look
Speaker 3: at things. And that's true in business as well. It's
Speaker 3: like a lot of times entrepreneurs, this goes back to
Speaker 3: having help and having systems in place. Course you try
Speaker 3: to do everything yourself. You're running too fast, and it's
Speaker 3: only so fast you're gonna run, You're gonna just burn out.
Speaker 3: You slow down, you get help. Now you can see
Speaker 3: your vision improved, and now you can actually scale at
Speaker 3: a much larger pace. And if you're just trying to
Speaker 3: just go full see.
Speaker 2: That viewpoint changes, perspective changes, You get to see a
Speaker 2: lot of clearing.
Speaker 4: That's true, and that just and that comes a lot
Speaker 4: with just learning. You know, we have to learn how
Speaker 4: to be entrepreneurs. A lot of us don't know. And
Speaker 4: I came across this one realtory. He you know, he
Speaker 4: was dope. He got into the business. He just literally
Speaker 4: switched from working like a corporate position, got a small
Speaker 4: loan from the bank, and he literally just started hiring
Speaker 4: a team. He didn't have one sale. He hired a team,
Speaker 4: hired an assistant. He did all of that immediately before
Speaker 4: he had one sale. And his business is running like
Speaker 4: a will ort machine. But then I look at other
Speaker 4: races or sometimes us we just jump out here, get going,
Speaker 4: and now like, oh I need help. Then we then
Speaker 4: we hire one person. Oh you think the perse supposed
Speaker 4: to read your.
Speaker 6: My hold up?
Speaker 4: Oh I got to write down my systems. And I
Speaker 4: think that if we learn from the beginning, because the
Speaker 4: best time to really write down what your plan is
Speaker 4: is from the beginning, not when you're in it, because
Speaker 4: you will have to take a step back and you're
Speaker 4: gonna miss some money.
Speaker 5: It's like franchises.
Speaker 3: We did an episode on franchises, and it's like, you
Speaker 3: don't open the McDonald's just winging. McDonald's has a book
Speaker 3: that's six hundred pages. Everything from how you fold the
Speaker 3: napkins is already. All you got to do is just
Speaker 3: read the.
Speaker 5: Book and follow it exactly.
Speaker 3: The system is in place, systems in place, and like
Speaker 3: you said, a lot of times, we don't have systems,
Speaker 3: so your business is never going to be successful.
Speaker 5: We don't have a system.
Speaker 4: You're just winging it, exactly, winging it, and you won't
Speaker 4: scale and you will burn out because you're one person.
Speaker 5: That's a fact, Troy.
Speaker 2: No I was gonna say, I'm thinking at that time, right,
Speaker 2: you got your li in seven let's go back a
Speaker 2: little bit. And then twenty fifteen things changed. What was
Speaker 2: your mindset in those in between years, right like when
Speaker 2: you when it was like the market had crashed. What
Speaker 2: was the mindset? Then?
Speaker 4: I kept my license, you know, so I was still
Speaker 4: doing a deal here in their part time. But my
Speaker 4: mindset was, let me get myself ready and this time
Speaker 4: I'm not gonna think that nothing will never happen, and
Speaker 4: I'm gonna go you know, I'm gonna go hard. When
Speaker 4: I first got my license, I wanted to be like
Speaker 4: the people I saw, but I know mentally I wasn't
Speaker 4: really ready because there are people that actually made it
Speaker 4: through the market shift and they just did what they
Speaker 4: needed to do and didn't have to go it at
Speaker 4: nine to five. But mentally I wasn't prepared for that.
Speaker 4: I wasn't prepared to basically kill what I eat, and
Speaker 4: so I had so during the time that I was
Speaker 4: working in multifamily, I got so many gems because.
Speaker 6: I've seen a lot.
Speaker 4: I've seen I seen how they were taking advantage of people.
Speaker 4: I understood, like because in my position, my job, like
Speaker 4: people think the property manager job is just oh you
Speaker 4: just in the office. Our job is to bring in revenue.
Speaker 4: Our job is to rig that refrigerator so we can
Speaker 4: get our bonuses. And you are sitting there with we
Speaker 4: know is a objective refrigerator. That's that's our job, and
Speaker 4: we have in the property management position, that's the bottom
Speaker 4: bottom line.
Speaker 6: So I learned so much in that being there.
Speaker 2: You're still in the game.
Speaker 6: I'm still in the game.
Speaker 2: Yeah, still in the game, just some different positions and
Speaker 2: watching it.
Speaker 6: Exactly so it just geared me up.
Speaker 4: I was like, I need to run my business like
Speaker 4: a business, and I treat people how I will want
Speaker 4: to be treated, and really focused on building business generational wealth.
Speaker 4: It's so many people that I used to manage that
Speaker 4: could buy a house. They just mentally didn't understand that
Speaker 4: they could do it. Got the credit score because I'm
Speaker 4: looking at your credit I see your pay stubbs. But
Speaker 4: you rather stay here and continuously get this seven percent
Speaker 4: rent increase.
Speaker 6: And I was doing seven because I needed my bonus.
Speaker 2: That's pretty high.
Speaker 5: That's pretty high.
Speaker 2: Oh yeah, that's pretty hid.
Speaker 4: But they but they would go for it because I
Speaker 4: throw them in like I say, okay, well we'll give
Speaker 4: you one refrigerator. Refrigerator costs for ninety eight black refrigerator.
Speaker 4: I ordered a wholesale for my But the thing about
Speaker 4: it is they're be like, all right, cool.
Speaker 6: I'm gonna stay. They signed off on this.
Speaker 4: I'm getting my quarterly bot and say his life is good.
Speaker 4: But the thing about it eventually like this ain't right.
Speaker 4: You know?
Speaker 2: Does it have an ice maker?
Speaker 5: All right?
Speaker 3: Play damn damn plain Jane with plain Jane refrigerator.
Speaker 5: No, no, no special specialty. You know.
Speaker 4: I'm really back here to help people, like you know,
Speaker 4: do better, you know, do better, And let's really build something,
Speaker 4: build something.
Speaker 2: Yeah, that shows a lot of character in your point, right,
Speaker 2: like the perseverance of it. Like, yo, you saw a downfall,
Speaker 2: but you said, let me say in the game, man,
Speaker 2: that says a lot.
Speaker 3: You got to stay down till you come up. I
Speaker 3: say all the time, it's wins and losses in this game.
Speaker 3: But you got to be able to keep your composure.
Speaker 3: And that's that's another thing that in business, it's like
Speaker 3: you got to keep your composure. You can never get
Speaker 3: too high and never get too low. And the market
Speaker 3: crash two thousand and eight, a lot of people were
Speaker 3: not able to keep their composure, whether they were in
Speaker 3: stocks or real estate or just and you know it's
Speaker 3: it's unfortunate, but you were living proof that you made
Speaker 3: it through that and now you're thriving. So we covered
Speaker 3: we cover the business, but I want to give the
Speaker 3: people the gyms on real estates. On the next segment,
Speaker 3: we're going to talk about real estate and you know,
Speaker 3: different ways how people can improve their property listings and
Speaker 3: tips for agents and things of that nature. Yeah for sure,
Speaker 3: all right, So in this segment, I want to give
Speaker 3: some tips to people. So you're a realtor, So the
Speaker 3: first thing is like when you're showing people properties and
Speaker 3: things that nature. Right, we always say about like good neighborhoods,
Speaker 3: bad neighborhoods. Like what makes a neighborhood quote unquote a
Speaker 3: good neighborhood? Like for people that's looking to buy a home,
Speaker 3: they always say the school system, But like what else?
Speaker 4: Well, I'm looking at the numbers. So I'm a numbers person.
Speaker 4: So if you're interested in a certain area, I'm going
Speaker 4: to run the market stats. I'm looking into curved Atlanta.
Speaker 4: I'm looking at the developments that take place. So I
Speaker 4: have like a little spreadsheet. I start developing on zip
Speaker 4: codes and keeping up. So the appreciation values are going
Speaker 4: up year over year, that's a good thing. If they're
Speaker 4: going down her over year, there that's something I want
Speaker 4: to talk to you about.
Speaker 6: So that doesn't make.
Speaker 4: A great neighborhood if the appreciation values are on the
Speaker 4: negative and not in a positive So people start focusing
Speaker 4: on the schools where you need to be looking at
Speaker 4: the values or the values going up or down. That's
Speaker 4: number one that makes a great neighborhood. I feel like
Speaker 4: the second part what makes a great neighborhood is what's
Speaker 4: important to the client. There are some people that they
Speaker 4: want to be in a live work space. They want
Speaker 4: to have someplace so they can walk outside in happy
Speaker 4: hour and all that. Then we need to find out
Speaker 4: if that's a good.
Speaker 6: Neighborhood for you. And then you have other people.
Speaker 4: I want to walk nature trails, you know, I want
Speaker 4: to be in those types of areas. So it's not general,
Speaker 4: it's clients specific, but generally speaking, everybody should be worried
Speaker 4: about appreciation values and school systems because both of those
Speaker 4: go hand in hand. When it's time for you to
Speaker 4: sell your property, because every property is a profit that
Speaker 4: you should look at your house as a bank, you're
Speaker 4: trying to make money when you.
Speaker 6: Sell this out.
Speaker 5: So we say Curve Atlanta.
Speaker 4: Curved Atlanta, and so it's a basically it's an online
Speaker 4: magazine that you can use to look at different developments
Speaker 4: in different neighborhoods and what's up and coming. So I
Speaker 4: was just looking up a project for in College Park.
Speaker 4: My clients are looking to get a property and p
Speaker 4: College Park and they have this big six point five
Speaker 4: billion dollar project that's coming down there where they're making
Speaker 4: a mixed use space down in that area. And the
Speaker 4: reason for that, even though it's part of Fullton County,
Speaker 4: that area has been economically challenged for so long.
Speaker 6: Now they're going.
Speaker 4: To bring in because the average median income that a
Speaker 4: person was making down here is like twenty nine thousand
Speaker 4: a year, but the regular people up here in Atlanta
Speaker 4: on the north side of Fulton County and sixty five thousand.
Speaker 4: So they have an initiative to make that better than
Speaker 4: they're calling an airport city because it's literally by the airport.
Speaker 2: I just saw that y'all got a G League team
Speaker 2: coming to come.
Speaker 4: Oh yeah, exactly, So you got to keep up what's
Speaker 4: going on in our city. That's what I can tell
Speaker 4: you that if you were looking to invest, maybe you
Speaker 4: want to look over here because now the presses are low,
Speaker 4: but they won't stay low when the project comes up.
Speaker 2: Did that that website also shows the appreciation values?
Speaker 6: No, No, that's that's on the back end. That's what
Speaker 6: you gotta do some work for.
Speaker 2: That's that's an agent thing.
Speaker 6: You know, you're gonna have to log into your your
Speaker 6: MLS and you're gonna.
Speaker 4: Have to run some statsun a regular person can see that.
Speaker 2: No, gotcha? Gotcha?
Speaker 5: Is any way a regular person can see if appreciation.
Speaker 4: Values, you can see some because you know what, a
Speaker 4: lot of our stats now, even though they're a little skew.
Speaker 6: I hate, I hate, I hate Zelo.
Speaker 4: Let me say, I hate is worth thousand, right, you know,
Speaker 4: even his house was less than a house, his own
Speaker 4: house is worth But you can use site like sites
Speaker 4: like that to get a general idea of what's going
Speaker 4: on in the market, because it'll if you scroll down,
Speaker 4: it'll talk about values and recent souls.
Speaker 6: So that'll give you help.
Speaker 4: If you don't you necessarily want to jump out the
Speaker 4: window with the relator, you can at least see what's
Speaker 4: going on there.
Speaker 2: So when you're showing a house, right, staging a house,
Speaker 2: what's that process? Like, are you or are your company
Speaker 2: putting the items of furniture everything tocord into the house?
Speaker 2: Like how's that earth?
Speaker 4: Well, well, okay, I have what's called the friendly little
Speaker 4: a friendly little staging, So I have like a couple
Speaker 4: of items like keeping the storage room. You know, you
Speaker 4: ain't really got the budget. Or if we just need
Speaker 4: a smooth a few things like a pillow or something
Speaker 4: like that, a plant, you know, I go over there,
Speaker 4: I put that in. It's nothing because I'm a you know,
Speaker 4: when house sells, it makes it better. Other than that,
Speaker 4: if it's like a full staging project, it depends. We
Speaker 4: have so many ways we can do. We got virtual staging,
Speaker 4: got a company you can just basically virtually stage the
Speaker 4: whole house. I mean, person is gonna be empty, but
Speaker 4: those pictures you're gonna show up. You know. Then you
Speaker 4: also have companies that you can hire to come in
Speaker 4: and stage the properties for you, which.
Speaker 6: Is what I do for people.
Speaker 4: That's like, listen, you need to stage this property to
Speaker 4: sell it.
Speaker 3: So as far as like school system, because that's a
Speaker 3: big one.
Speaker 5: How do you know?
Speaker 3: It was like the schools like four stars. It's like ratings,
Speaker 3: like what like what do you look at like to see.
Speaker 6: The first You can see it everywhere. But I like
Speaker 6: to go to Great Schools dot org.
Speaker 4: School I like to site because it tells you a
Speaker 4: lot about the neighborhood in the area, because you know,
Speaker 4: do to fair House and we can't say certain things
Speaker 4: to our clients. But when you go to great Schools
Speaker 4: dot org, not only does it tell you the star
Speaker 4: of the school, but it also tells you the demographics
Speaker 4: of the students, and it tells you each category. So
Speaker 4: science they're growing, fail you know they're low, and maths
Speaker 4: so it's categorized. So if you look at demographics of
Speaker 4: the students, then you know demographics of.
Speaker 2: The parents, and then parents correct reviews and everything about
Speaker 2: the school, district.
Speaker 6: Reviews about the school. So it helps. I tell people
Speaker 6: to use great Schools dot org to find out.
Speaker 2: About once upon a time. There was a review of
Speaker 2: written about me once upon a time, Okaya, I am.
Speaker 6: Yeah, yeah, yeah, okay, so you know about that.
Speaker 2: I do. Yeah, yeah.
Speaker 3: He's definitely a teacher in more ways than one. So
Speaker 3: how important it comps? That's like the most important thing absolutely.
Speaker 4: You gotta have comps and you have to search for comps.
Speaker 4: So I was I'm so obsessed with comps. I took
Speaker 4: an appraisal class at the beginning this year, maybe it
Speaker 4: was the end of last year.
Speaker 6: I know, other thing's running together.
Speaker 4: I really I really wanted to know, like how are
Speaker 4: use appraisals coming up with these numbers? Because you're disputing
Speaker 4: me if I'm on the sell in side, It's like,
Speaker 4: wait a minute, I know this house is worth this,
Speaker 4: Like how you guys coming up with this? So comps
Speaker 4: are important because appraisals have to happen for people to
Speaker 4: get the houses finance and if it comes in below
Speaker 4: value to issue.
Speaker 2: I had a very very unfortunate situation when it came
Speaker 2: to appraisals where I didn't even know if there was
Speaker 2: a class. So where can somebody take the class? And
Speaker 2: are you noticing there's more people that look like us
Speaker 2: taking these classes because that is the part of the
Speaker 2: home buying process that can make or break things.
Speaker 4: The class I was in, it was just me and
Speaker 4: one it was three of us.
Speaker 6: It was on three of us. It was eight o'clock
Speaker 6: in the morning.
Speaker 4: You had to drive like an hour and a half
Speaker 4: outside the city to get there. It was only three
Speaker 4: of us there, but I took the class and it's
Speaker 4: a few things I learned about these appraisals. First of all,
Speaker 4: they just they can get their license the same way
Speaker 4: rule to get their license.
Speaker 6: It's low barriers to entry.
Speaker 4: They're human too, and so sometimes you got to walk them,
Speaker 4: you know, if they're not really an experience appraiser. I
Speaker 4: learned from my listenings. Go ahead and put my comps
Speaker 4: on the kitchen table. I'm trying to meet them at
Speaker 4: the house. I'm trying to explain to them at the
Speaker 4: moment what how I came up with my comps and
Speaker 4: why they should use mine, because by the time they
Speaker 4: write on the report is even though you can dispute it,
Speaker 4: they never.
Speaker 3: Get That's that's important because what he's referring to is
Speaker 3: I'm not sure if you're familiar, but the Bookings Agency
Speaker 3: Institute did a report last year and they said that
Speaker 3: black homes were undervalued by one hundred and fifty six
Speaker 3: billion dollars. That you know about that, Yeah, so, and
Speaker 3: we did it. We did a whole thing on the
Speaker 3: podcast about it, and Troy actually it happened to Troy.
Speaker 3: His house got like devalued, like sixty thousand dollars.
Speaker 2: It happens a lot, yes, one hundred thousands.
Speaker 5: Compared to his neighbors with like the same type of houses.
Speaker 2: It's crazy.
Speaker 4: It's called redlining. You know, it's not like it doesn't happen.
Speaker 4: But I'm honestly speaking. I tell my class to take
Speaker 4: all those personal pictures out the house. You don't know,
Speaker 4: you my class are ambiguous when you walk in there.
Speaker 4: You don't know who owns this house, what they look like.
Speaker 4: I did it on purpose. I tell him take him out, like,
Speaker 4: don't even hide them in the closet, Take him out
Speaker 4: the house, put in somebody else house, put him in
Speaker 4: the trunk.
Speaker 6: You don't because people.
Speaker 5: Are the true nature game.
Speaker 3: Even if it's subtle, it's like they could still have
Speaker 3: a hidden Yeah, you know, it's objective.
Speaker 2: But if there's more people on the side of you know,
Speaker 2: the people who are actually from our communities, actually doing
Speaker 2: these appraisals, then we may have a fair chance.
Speaker 4: We'll have a fair chance because we know what to
Speaker 4: fight for, you know, and we know what makes sense.
Speaker 4: You can fight. You could successfully fight an appraisal. It
Speaker 4: may delay your closing.
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Speaker 4: Can run down the numbers and you can show you
Speaker 4: can fight in a praisal. You just need someone to
Speaker 4: do it for you.
Speaker 6: You have them to look at that.
Speaker 5: How do you fight? How do you fight the appraisal?
Speaker 4: The number one thing is you're going to have like
Speaker 4: I've done a few titles, like a few appraisal fighting one.
Speaker 4: You need to make sure that you're compare apples to oranges.
Speaker 4: So you got to break down the comps. When it
Speaker 4: comes to the upgradsing house. That stuff counts. Looking at
Speaker 4: the square footage that counts, and sometimes they'll leave off
Speaker 4: a good chunk of your square footage. So maybe you
Speaker 4: want to hire your own company to come in and
Speaker 4: measure the square footage of your house. That's the number
Speaker 4: one mistake. Actually look over you I have one house
Speaker 4: they was missing a whole nine.
Speaker 6: Hundred square feet.
Speaker 2: Of course, that's exactly what happened. They said that. And
Speaker 2: you know for sure, like the lower level of my
Speaker 2: house they didn't count exactly.
Speaker 6: They do that off at all.
Speaker 2: And we have like a gym down there, a whole
Speaker 2: another like almost apartment. Yeah, a window bathroom.
Speaker 6: You how you as long as.
Speaker 4: You got a window door, action door, it's counted as
Speaker 4: a finished space. See they're still counting as an unfinished
Speaker 4: space because the tax records had it.
Speaker 6: Is unfinished probably before you finished out that bottom.
Speaker 4: And so this a lot of times, like I said,
Speaker 4: you gotta fight that, like no, this is my square footage.
Speaker 4: This is how I had a company come out and measure,
Speaker 4: and I'm going to pass this up.
Speaker 3: So you had you can just view that, thank you,
Speaker 3: thank you, And can you like complain about an appraiser
Speaker 3: likes it like.
Speaker 4: A absolutely because they all appraises works for work for
Speaker 4: a company. So when you look at the very bottom
Speaker 4: where they sign off, there's a company name there. Getting
Speaker 4: get in touch with the person that's the chart in charge.
Speaker 2: I still name written down.
Speaker 4: You can't just go by the person that comes out
Speaker 4: in the praise like they're working for a major company,
Speaker 4: but the company that they work for, then you need
Speaker 4: to send them your grievances and your evidence and go
Speaker 4: from there.
Speaker 3: It happened a dl hugely. Yeah, that was crazy, and
Speaker 3: it was like he got his house to pray and
Speaker 3: it was so low that the bank actually called him
Speaker 3: and thought that he had like damage done to it exactly.
Speaker 3: And so it was just such an egregious situation. And
Speaker 3: obviously he's famous, so I helped probably too. The bank
Speaker 3: actually reversed it and they apologize, but they was like
Speaker 3: he was like it was it was so low compared
Speaker 3: to his neighbors. They thought it was like damaged.
Speaker 6: But it still happens.
Speaker 4: And that's why I think that we have to be
Speaker 4: very careful when you're working with people and you know,
Speaker 4: know your stuff. If you're a homeowner, you need to
Speaker 4: know you need to have documentation of upgrades you've done
Speaker 4: in your house, keep up with that. You need to
Speaker 4: have documentation of your square footage, anything that you've done
Speaker 4: in your property. You need to keep up with that
Speaker 4: and keep it. We're so lacks to day's call until
Speaker 4: we need it. Then when you're in a position where
Speaker 4: you want to sell and you come in under value.
Speaker 4: You can't even keep finding the documents to prove it.
Speaker 4: One time I fought a lot appraisal by actually having
Speaker 4: every single receipt that my client used to upgrade their kitchen.
Speaker 4: I put all that in a big package. I rolled
Speaker 4: it out, I wrote out what this would be, how
Speaker 4: these compared comparing properties. So with these upgraded kitchens, and
Speaker 4: we got the house up ten thousand dollars and they
Speaker 4: were trying to and goes down like, we still didn't
Speaker 4: hit the number I wanted, but we still got ten
Speaker 4: thousand back credit.
Speaker 6: So you can fight this stuff. You just gotta know.
Speaker 5: So what makes a house more desirable?
Speaker 3: Because they always say, like the kitchen is like something
Speaker 3: that's like a big item. Like what, yeah, you, as
Speaker 3: a realtor, what would you suggest people that are looking
Speaker 3: to sell their home or even buy a home, Like,
Speaker 3: what what's the desirable things that people can do to
Speaker 3: add value to their homes?
Speaker 5: Well?
Speaker 6: I think general maintenance.
Speaker 4: I find a lot of times when people are ready
Speaker 4: to sell their house, they got in the house, house
Speaker 4: ain't been pressure washed. Washington is six. You know any
Speaker 4: pressure washing, you can tell it's the first maintenance on
Speaker 4: the property. So you need to get that stuff done
Speaker 4: if you want to sell for top dollar. If you
Speaker 4: have a kitchen, and we know how those kitchens look
Speaker 4: back in the day, but it was a little walnut
Speaker 4: colored cabin and and you walked in the house, it
Speaker 4: was like burgundy walls. Then the other room was yellow.
Speaker 4: I'm gonna need you to get agreeable grade.
Speaker 5: Here a sat my old grandfather.
Speaker 2: If your fridge is white.
Speaker 4: Still white, but your store is because you're replaced the
Speaker 4: sold with with refrigerator is still kicking.
Speaker 6: These certain things you're gonna need to do.
Speaker 4: So you need to be prepared to just have general
Speaker 4: maintenance unless you're trying to sell it below value. If
Speaker 4: you want to sell a top dollar you need to
Speaker 4: present a product like that.
Speaker 6: The kitchen counts.
Speaker 4: The general maintenance of the property is what is really
Speaker 4: important to.
Speaker 6: A lot of people.
Speaker 2: Yeah, one thing that they looked at and they took
Speaker 2: into account was the roof. Roof is important too.
Speaker 6: Oh yeah, I mean, if.
Speaker 4: You're a homeowner, you need to be calling your home
Speaker 4: You need to call your little insurance company.
Speaker 6: Anyway, was there some hell here? Better watch the news?
Speaker 3: But but but it's kind of tricky because it's like,
Speaker 3: if you're trying to sell a home, at what point
Speaker 3: do you do too much renovation and it's like not
Speaker 3: really worth it.
Speaker 6: Oh, that's when you start looking at the comps.
Speaker 4: So I tell people all the time, there is a
Speaker 4: certain cat in your neighborhood. So don't go put in
Speaker 4: marble floors and it's two hundred thousand dollars house. You're
Speaker 4: not gonna get your money back. You know, you have
Speaker 4: to be very careful about that. So when you're looking
Speaker 4: at comps, look at the photos of what recently sold too,
Speaker 4: look at and then get a good idea of your
Speaker 4: area and your demographic. If you got to half a
Speaker 4: million dollar house, don't use that sticker backslash that you
Speaker 4: can get from home depot to get some real towel back.
Speaker 4: If you selling one hundred and sixty thousand dollars house,
Speaker 4: you can throw the sticker up there.
Speaker 2: We even know we spoke about that or on the
Speaker 2: episode with Matt when we were talking about fifty cent he
Speaker 2: put this multi million dollar home renovations in it in
Speaker 2: the neighborhood that the average house is like three hundred thousand.
Speaker 6: It makes no sense.
Speaker 4: White elephant white and you're never gonna first of all,
Speaker 4: the prayers ain't gonna be able.
Speaker 6: They're not going to be able to combat. Like what
Speaker 6: why would you like? No, you got to stay in
Speaker 6: line with the neighborhood.
Speaker 5: So you want to stay a line, you want to
Speaker 5: stay alivee.
Speaker 4: You can do a little too much, but don't expect
Speaker 4: to get your money out of it if you take
Speaker 4: it too.
Speaker 5: Far, don't. That's that's some one people.
Speaker 3: Yeah, because a lot of times people want to just
Speaker 3: do crazy things and put the jakuzie and with the grotto.
Speaker 2: Whole movie.
Speaker 6: It might have cost you all this money, but you
Speaker 6: ain't getting it.
Speaker 5: Back stroll lights and he did pull fifty man.
Speaker 2: So so so when when somebody's selling a house, what
Speaker 2: are some of the fees? Right? Like, I think people
Speaker 2: don't really understand that. What are some of the fees
Speaker 2: that come along with selling a house?
Speaker 4: When you're selling your property, you're paying to sell your property.
Speaker 4: So there's a lot of fees that can come along
Speaker 4: with that. So you have the of course general maintenance
Speaker 4: getting the house ready to go on market. But you
Speaker 4: pay the agents, you pay us who who you think.
Speaker 6: Pays the buyers? You pay for them.
Speaker 4: You paid a buyer's agent and the selling agent, so
Speaker 4: you have those expenses, and then the only other expense
Speaker 4: that you have is like your pro rated taxes. And
Speaker 4: if you have a homeowner's association, you're going to have
Speaker 4: to get the clear HOA letter, so your your your
Speaker 4: fees are minimum. But the biggest fee you pay is.
Speaker 2: Your realtor what about is that the closing costs as well?
Speaker 2: Because I see it's like tricky. Sometimes a buyer has it,
Speaker 2: sometimes a seller does it.
Speaker 4: Well, this is this is the thing the buyer can
Speaker 4: negotiate closing costs. You look at the market, You look
Speaker 4: at the area you need to when you're pricing the property,
Speaker 4: you need to look at also, I personally, I'll look
Speaker 4: at what's being going on in the area, the recent
Speaker 4: sales and on average, what are the sellers contributing. Because
Speaker 4: my biggest thing is I don't want you to set
Speaker 4: the expectation that nobody's contributing anything, and you don't have
Speaker 4: to when the whole area, everybody's going contribute ten thousand
Speaker 4: dollars on the average.
Speaker 6: They don't have to contribute.
Speaker 4: If you're getting like an FAHA loan, they can contribute
Speaker 4: up to six percent. They can do three percent on
Speaker 4: the conventional loan, but they don't have to contribute anything
Speaker 4: because that's their profit. So if you get enough demand
Speaker 4: for the property, which is you know, my thing is
Speaker 4: getting multiple offers, create the bidding war, and like, hey,
Speaker 4: somebody not gonna need the money, or you need a
Speaker 4: thousand dollars boom, I'm taking that offer before I take
Speaker 4: somebody to need ten thousand.
Speaker 5: How do you negotiate?
Speaker 3: Like, okay, you can negotiate closing costs, but like, what's
Speaker 3: the lower the lower you.
Speaker 5: Can go on that zero.
Speaker 4: I have sold houses where my sellers have sold have
Speaker 4: contributed no dollars to the closing costs.
Speaker 5: Find your own money, really.
Speaker 4: Yes, I tell buyers that all the time, Like, you're
Speaker 4: not entitled to the profit from the seller. The seller
Speaker 4: has their own expenses. They're paying the realtor's fees sometimes
Speaker 4: seven percent realtor fees that they have to pay just
Speaker 4: to even get their property, so they don't necessarily have to.
Speaker 6: It depends on the area. The demand that you create by.
Speaker 4: Staging the property, getting the property prepared for marketing, pricing
Speaker 4: it correctly, and having an agent like me.
Speaker 5: You know.
Speaker 6: You may not have to.
Speaker 3: So has anybody tried to negotiate? Do you negotiate your fees?
Speaker 6: No?
Speaker 5: Not negotiable.
Speaker 2: I tell people the number. That is the number.
Speaker 6: My favorite.
Speaker 4: My favorite line is if you want me to negotiate
Speaker 4: my fees, can I negotiate my service?
Speaker 6: As long as long as you want me. As long
Speaker 6: as I can negotiate my service, we can do this.
Speaker 5: I like that.
Speaker 2: So, so that's the seller's fees down. The commissions fee.
Speaker 2: Is there a standard commissions fee for realtors.
Speaker 4: Yeah, and it's subjective seven percent six percent, seven percent,
Speaker 4: And so that's about the fee of the whole the
Speaker 4: total price of the property time seven percent.
Speaker 3: Yeah, because that's like these million y'alls listening that you
Speaker 3: watched that show, Oh police, that's because yeah, I think
Speaker 3: that's like what people really like.
Speaker 6: You want?
Speaker 4: Yeah, you want, I mean, and you still split the money.
Speaker 4: You know, you've got to sell and sign the buyer's
Speaker 4: side to wait for you to really come in. So
Speaker 4: you like, I list the property, so I get my
Speaker 4: six percent commission if I bring a buyer and I'm
Speaker 4: representing the seller, because then I've stayed. We can do
Speaker 4: dual agency, represent both but if you bring the buyer,
Speaker 4: then I got to give you half of that. So
Speaker 4: I get my three, you get three, so you can.
Speaker 5: It's not a conflict of interest to represent both depends.
Speaker 4: It can be a conflict of interest. One person becomes
Speaker 4: a client, the other person is a customer. It's the
Speaker 4: only way you're able to do it it. Really you
Speaker 4: have to walk a fine line because really generally speak
Speaker 4: and then you're just there as to consult and write paperwork.
Speaker 6: You really can't negotiate for either party.
Speaker 4: I've done a couple of dual agencies with like investors
Speaker 4: or people that really know what they want. It's real
Speaker 4: hard to do dual agency with the first time buyer.
Speaker 6: I'm gonna tell you that now.
Speaker 4: As a matter of fact, if I get a first
Speaker 4: time buyer, I'd rather refer them to like a person
Speaker 4: with my team before I before I try to negotiate,
Speaker 4: because I'm gonna I'm fighting hard for myself to keep
Speaker 4: their money. You a buyer, you fighting hard to get money.
Speaker 4: How were going to make this work? You know, especially
Speaker 4: a first time buyer and not an investor.
Speaker 6: They're different, they know what.
Speaker 2: They want, they're good, you know, So you deal with
Speaker 2: luxury homes. Right, and over the course of maybe a
Speaker 2: couple of years, you've seen the median home go from
Speaker 2: two hundred and seventy five thousand. Said yeah, so now
Speaker 2: three twenty five in Atlanta. What are some of the
Speaker 2: factors that have led to that and what have you
Speaker 2: noticed with the buyers? What demographic is doing the buyer?
Speaker 6: Well, predominantly my clients are all African Americans. OK, so
Speaker 6: it's us. We are making some moves here and what's
Speaker 6: the driving forces? Atlanta is growing now.
Speaker 4: People that say what they want about Mayer Cassine read
Speaker 4: and when he tore down all them churches and built
Speaker 4: that don't historical churches. But at the end of the day,
Speaker 4: when he made that move and they built the Mercedes,
Speaker 4: Mercedes being zoned and they kind of create a state
Speaker 4: farm arena and they redid that, it created more opportunity
Speaker 4: for us. Now we have more opportunities. We have soccer
Speaker 4: games here, We have so much just going.
Speaker 2: Champions, champions, championship, champions, all these things.
Speaker 4: So we start with sports and then we just now
Speaker 4: let's go out. Now, you got people like Tyler Perry
Speaker 4: telling people to come down here and build their own
Speaker 4: tables in Atlanta. You have the Rock that just bought
Speaker 4: a nine million dollar house here. You got Cardi Bate
Speaker 4: that just bought her house here. What is happening here
Speaker 4: is people are saying that there is wealth here. And
Speaker 4: the good thing is that's the driving that's how prices
Speaker 4: go up. We're creating our own black Mecca. We're becoming
Speaker 4: to black Hollywood that they said we were going to
Speaker 4: be when I first moved here. There he was talking
Speaker 4: about the belt line. When I first moved here, they
Speaker 4: were saying that we're going to be the next Black Hollywood.
Speaker 4: I see it actually happening now.
Speaker 3: And that was from six speaking of Atlanta, speaking of
Speaker 3: the belt line. And I saw a little baby on
Speaker 3: the breakfast club talking about I guess he's from the
Speaker 3: West side of Atlanta. Oh yeah, and he was saying
Speaker 3: that his neighborhood, the prices is going up because of
Speaker 3: the belt line.
Speaker 5: Can you talk about that?
Speaker 6: No, no, no, A big project.
Speaker 4: So the belt line is just basically a belt line
Speaker 4: connecting the entire city of Atlanta. People only think about
Speaker 4: the belt line being at the bottom, but it actually
Speaker 4: goes all the way around, and so what it does
Speaker 4: is really to help us one with traffic so you
Speaker 4: can get on and off the trolleys. But then on
Speaker 4: top of that you have like parks and all these
Speaker 4: things that are connected. So we're really trying to build
Speaker 4: our own communities within the community.
Speaker 6: So they do yoga in the park. You can now
Speaker 6: bite the belt line down in South Atlanta, So.
Speaker 4: They're creating these opportunities so we can be more like
Speaker 4: New York. You know, love what you guys have, so
Speaker 4: we're trying to create that. And there's restaurants and it's
Speaker 4: like live work spaces. So you're really trying to create
Speaker 4: that environment because now everybody is you know, no longer
Speaker 4: has the aspiration to get the big house in the suburbs.
Speaker 6: People now want to be close to the city.
Speaker 4: They're sacrificing space for that, and they want to enjoy
Speaker 4: them their lives.
Speaker 6: That's the millennials. They want it right now.
Speaker 4: They want to walk outside right now, they want to
Speaker 4: go on the trolley and get to where they need
Speaker 4: to go right now. So that's the big part of
Speaker 4: the belt line.
Speaker 3: So Atlanta specifically, since we're in Atlanta, like what's the
Speaker 3: hot area that because it's the West side. That's like
Speaker 3: when Statey's been steadings on the west side right, Yes,
Speaker 3: that's like the highest area in Atlanta right now for
Speaker 3: real estate.
Speaker 6: It's a lot of hot areas.
Speaker 4: If I had to choose one, like they had the
Speaker 4: most appreciation value. This based on the numbers I was
Speaker 4: running the other day, they're up twenty one percent. Is
Speaker 4: the city of Decatur. Yeah, the city of Decatur is
Speaker 4: up twenty one percent on appreciation value. So last time
Speaker 4: I checked on the west side, they're only up. They're
Speaker 4: up twelve percent, which is still good. East Atlanta is hot,
Speaker 4: but they're up eight percent because East Atlanta is actually
Speaker 4: taking a little while longer to get through the process
Speaker 4: and gentrify than other areas.
Speaker 5: What we in East Atlanta right now? Yes, you are okay.
Speaker 4: Atlanta three six three or three one six, This area
Speaker 4: is growing. If I could tell anybody about zip code
Speaker 4: three or three one six three zero zero three two
Speaker 4: that's the city of Decatur. And then three zero three
Speaker 4: one eight that's a hot area on the west side.
Speaker 2: So these areas are hot. When's the best is there
Speaker 2: best time? A more ideal time to get in into
Speaker 2: a deal.
Speaker 4: I tell people, if you're looking to buy, you on
Speaker 4: a really good deal shopping.
Speaker 5: And winter month winter.
Speaker 4: Why because if a person is stilling their houses around Christmas,
Speaker 4: they want to sell, they're desperate.
Speaker 6: You get a better deal I got.
Speaker 4: I literally, I on boarded so many clients around Christmas.
Speaker 4: That's why I didn't realize what year it was. But
Speaker 4: we all got crazy. They got crazy deals. The builders
Speaker 4: are throwing money at you because they don't want to
Speaker 4: start the year in the red. So you buying the property,
Speaker 4: buy it in the winter months. By the time you
Speaker 4: get to spring, two things happen.
Speaker 2: That's what I always heard. By spring spring.
Speaker 4: Sail and buy in spring because so because they wanted
Speaker 4: her to do this before they get out of school,
Speaker 4: the transition. You have a lot of competition. Everybody's shopping
Speaker 4: in the spring. Prices are up in the spring. So
Speaker 4: from a buyer standpoint, you don't want to be out
Speaker 4: here when it's like ten fifteen people to one house,
Speaker 4: multiple office situations.
Speaker 3: Now I love what you say you forgot what year
Speaker 3: it was, because that's like when you when you really
Speaker 3: start to get money, you lose track of things. I
Speaker 3: remember one time it was like a free it was
Speaker 3: the weather was freezing in New York and I noticed
Speaker 3: every single day I was checking the weather and then
Speaker 3: I this went. I'm like, I don't know what, I
Speaker 3: don't all the weathers.
Speaker 5: It doesn't matter, it does not matter.
Speaker 6: So literally I wake up. I just literally looked up
Speaker 6: my calend I clicked the.
Speaker 5: Button, and it really don't. It really don't.
Speaker 6: It doesn't matter.
Speaker 5: But when it's slow, you know everything. You know, you
Speaker 5: know the humidity, everything everything.
Speaker 6: When you're running, you just got you just focused.
Speaker 3: So let me ask you this as far as like
Speaker 3: being a relator, right, like how do you because everybody
Speaker 3: wants to multi million dollar listings in a but like
Speaker 3: how does that work? Like how do you get assigned
Speaker 3: to a house? Like how does how does that work?
Speaker 6: You don't get assigned to a house. You gotta go
Speaker 6: get it. You know, you you actually have the network.
Speaker 4: You got to talk to people, talk to somebody that
Speaker 4: want to buy a house, talk to someone that wants
Speaker 4: to sell their house, and you get that appointment.
Speaker 5: So like an agency, but don't like big agencies have
Speaker 5: like they like gift or every every You just got
Speaker 5: to get openseason.
Speaker 4: Let me tell you big agencies they definitely not just
Speaker 4: gonna be giving you out leads. You know, they get opportunities,
Speaker 4: they'll give you a couple of referrals. But if you
Speaker 4: are out here and you're selling and you want to
Speaker 4: get into these big deals, you build a relationship and
Speaker 4: you work hard and you keep going. That's how you
Speaker 4: get those listenings. Nobody's dropping it in your lab. No,
Speaker 4: no money's dropping in your lab.
Speaker 5: That's true.
Speaker 3: What if somebody has the point of view where they
Speaker 3: trying to like do everything themselves right, because like we
Speaker 3: had like NFL agent, a couple of NFL agents, and
Speaker 3: like a couple of NFL guys, they they're not hiring
Speaker 3: agents anymore because they feel like they can negotiate their
Speaker 3: own contract and save money. What would you what's your
Speaker 3: opinion if somebody wants to sell their home without a
Speaker 3: realtor to try to save money for the relators?
Speaker 5: Is that a good idea of bad idea?
Speaker 4: I see it happen all the time, and anytime someone
Speaker 4: is trying to sell their house without a relator, it's
Speaker 4: statistically proven that they sell their house for twenty two
Speaker 4: dollars twenty two percent less than they would have made
Speaker 4: if they had a realtor. And the reason for that
Speaker 4: is I've noticed, and I have sold a lot of
Speaker 4: people like for sell by owners, they'll pay for a
Speaker 4: buyer agent. You're gonna have to You're gonna have to
Speaker 4: pay somebody. They don't because they don't know the contracts.
Speaker 4: They don't know they don't understand the terms. And I
Speaker 4: have one person I'm like, I'm not representing you, I'm
Speaker 4: representing the buyer. If you got questions about this contract,
Speaker 4: you need to call your agent. Oh you don't have agent,
Speaker 4: call your attorney.
Speaker 6: You know I'm not doing both jobs.
Speaker 2: That brings me to another question. It was like, what
Speaker 2: are some things that can kill a deal?
Speaker 4: Oh, the biggest deal killers I see that happen is repairs,
Speaker 4: repair requests. You get an inspector in there and they
Speaker 4: make a big deal out of something. Seller doesn't want
Speaker 4: to fix anything, and buyer is overly emotional and not
Speaker 4: understanding that these are just normal wear and tear. This
Speaker 4: is just normal things that happen in the house that
Speaker 4: kills the deal quick.
Speaker 6: And then ego like I never I.
Speaker 4: Don't like my sellers and my buyers, like if I'm
Speaker 4: the median, if I get pushed back, like if I
Speaker 4: get attitude, I'm representing selling, and I can tell this
Speaker 4: agent is being a little little funny, you know, a
Speaker 4: little itchy. I'm not sharing that with my client because
Speaker 4: they are emotional. I'm not emotional about this. I got
Speaker 4: I got a job due.
Speaker 5: You know, a lot of gyms, a lot of information.
Speaker 3: So in the last segment, we're gonna close it out
Speaker 3: with some more tips from realtors, and we're gonna talk
Speaker 3: about your business and yeah, your scaling model, all right,
Speaker 3: all right, So in the and the we're gonna we're
Speaker 3: gonna talk about a few things. But before I wanted
Speaker 3: to talk about a serious topic, something that's been in
Speaker 3: the news. A young lady was actually murdered, I think
Speaker 3: in Detroit. She was a realtor. And what's the issue
Speaker 3: as far as especially like being a woman, how is
Speaker 3: that as far as like, are there like rules in place,
Speaker 3: laws in place? And are there any tips for female
Speaker 3: relators that you can recommend?
Speaker 6: Oh, definitely, I can tell you for sure. There's there's tips.
Speaker 6: There's safety classes.
Speaker 4: One thing about being a realtor, they they get they
Speaker 4: have a lot of safety classes that will take But
Speaker 4: I'll say this, you need to have systems in place,
Speaker 4: and you can't jump and just run and meet people
Speaker 4: and show them houses. I'm not doing that. Like the
Speaker 4: first thing I do, shout out to my husband. The
Speaker 4: first thing I do, He's on my calendar, So I
Speaker 4: have my calendar on his phone.
Speaker 6: He knows where I'm at.
Speaker 4: Everywhere I go, everything I do, it's on my calendar,
Speaker 4: so he knows where I'm at all time.
Speaker 6: Then you take it, take it to the next level.
Speaker 6: Get a buddy system.
Speaker 4: You know, if you're gonna meet a stranger to show
Speaker 4: a house, which I personally know everybody's a stranger to you,
Speaker 4: they're not right. So the first thing I do is
Speaker 4: like we do phone consultation, but until you get an
Speaker 4: approval letter, you don't see me. I'm not seeing you
Speaker 4: with that an approval letter. And I don't just take
Speaker 4: an approval letter. I want you one of my preferred
Speaker 4: linders because by the time I know they got all
Speaker 4: these stuff, they got your social they got your ID,
Speaker 4: the and range, your information, and by the time I
Speaker 4: get your approval letter, then I'm on a copy of
Speaker 4: your ID, and you meet me at my office or
Speaker 4: public area, Starbucks something like that. Then I get a
Speaker 4: feel for your vibe. You don't just go run see
Speaker 4: houses with me. You sign exclusive agreement and then if
Speaker 4: I feel comfortable moving forward, I do. I have turned
Speaker 4: down so many people because I am a female and
Speaker 4: I'm on social media, and I have gotten approached by
Speaker 4: some crazy enough.
Speaker 6: I'm like, nah, I'm good. I feel I don't feel
Speaker 6: I don't like this fine, you know.
Speaker 4: I feel I don't feel safe around you. Even though
Speaker 4: I got this approval letter and you maybe spend a
Speaker 4: good budget, I don't think you're a good fit for me.
Speaker 2: I mean a lot of people don't even think about that.
Speaker 2: Like you're actually going to maybe two or three hours
Speaker 2: a day with a complete strangers.
Speaker 4: They strangers till they're not, and keep in mind they
Speaker 4: can tell someone to meet them there. Look, you're trying
Speaker 4: to show a house. You're just trying to just get
Speaker 4: in and out, you know. And I always say when
Speaker 4: you go into a house, like I park on the
Speaker 4: side of the street because I want to be with
Speaker 4: if I got to run out, I got to jump in
Speaker 4: the car and go. I got a gun and a
Speaker 4: taser and I carry I mostly keep both and I
Speaker 4: keep I keep a fanny pack because I like to
Speaker 4: have my stuff, Like in a fanny pack or whatever.
Speaker 6: It's easier for you to have your hands free.
Speaker 4: You don't have these big like I like my little
Speaker 4: designer bags and all that too. I love that, but
Speaker 4: I'm not wearing that. To go show a house, you know,
Speaker 4: and just be aware of your surroundings.
Speaker 6: Let them walk in front of you. They know.
Speaker 4: You don't have to walk to the house and say, hey,
Speaker 4: here's the kitchen. They see, that's a kitchen. You know,
Speaker 4: here's the bathroom. You know, you can kind of do
Speaker 4: your tour, but if you feel uncomfortable, just don't go
Speaker 4: to that part of the house.
Speaker 6: I have actually been on. I had a client.
Speaker 4: He was a male client, and it was nothing to males,
Speaker 4: you know, he was a male client. And then he
Speaker 4: showed up with a male friend that I didn't know.
Speaker 4: He was bringing somebody else with a tour. I was uncomfortable,
Speaker 4: but he was already a client. So I opened the
Speaker 4: door and I stayed downstairs, like, y'all take the tour upstairs.
Speaker 6: You let me know what you think.
Speaker 4: When he came back downstairs without like making them feel uncomfortable,
Speaker 4: I was like, well, they said it was marble floors
Speaker 4: up there, you know, just kind of built conversation and
Speaker 4: you just always kind of moving that way.
Speaker 6: So I think you got a trust.
Speaker 4: Your discernment and don't tell everybody where you're at, especially
Speaker 4: on social media, like hey, I'm at this property here
Speaker 4: on two two two five eight eighth Street, and you're
Speaker 4: trying to get more clients, but you also become a
Speaker 4: target by letting people know your every move. So what
Speaker 4: I've started to do now with my social media, especially
Speaker 4: for people that are out here, video and all that
Speaker 4: video the house, save it and when you leave that
Speaker 4: location posted, Yeah.
Speaker 3: The Kashi six' nine, strategy say you're somewhere six hours
Speaker 3: after you got to think About, no, no it's it's
Speaker 3: a real, situation especially for. Minutes things like that we
Speaker 3: don't even think. About and it's like as a, woman
Speaker 3: it's like so many things like uber, drivers so many
Speaker 3: different areas where it's it's a crazy world that we
Speaker 3: live in and we gotta you gotta be.
Speaker 5: Safe so it's an article and.
Speaker 4: The first THING i thought about is someone called her
Speaker 4: to see a house and she showed.
Speaker 6: It that's exactly WHAT i.
Speaker 4: READ i saw all the other, pieces but so they called,
Speaker 4: you they wanted to see a, house and you ren what.
Speaker 4: Hapened the middle part didn't. Happen it's just missed a
Speaker 4: couple of. Pieces you know What i'm, saying because it
Speaker 4: helped save your.
Speaker 6: Life.
Speaker 2: Unfortunate.
Speaker 6: Ortunate.
Speaker 5: Yeah.
Speaker 3: Yeah so as far as your, business, like what's your
Speaker 3: scaling model moving? Forward what's your? Plan you want to
Speaker 3: how many agents do you have working for you?
Speaker 6: Now actually have two agents to.
Speaker 4: Assistance my scaling model is about REALLY i want to
Speaker 4: have about fifty agents. Eventually and by the Time i'm doing,
Speaker 4: That i'm not showing. Houses i'm not selling house throughout the,
Speaker 4: country throughout the country.
Speaker 6: Everywhere you.
Speaker 4: KNOW i definitely want to get my license In. California
Speaker 4: definitely want to get my license In New york And.
Speaker 4: MIAMI i want to have my license in those big
Speaker 4: cities because those, cities of, course the medium purchase price
Speaker 4: and sales price is so.
Speaker 6: High and the way that we.
Speaker 4: Work here In, atlanta you, know no shades. People but
Speaker 4: the truth of the matter is we work hard for
Speaker 4: we work, harder.
Speaker 6: And we still get.
Speaker 4: Less so we put this SAME i put the same
Speaker 4: type of, effort and the average sales prices is a.
Speaker 6: Million dollars per. House it's only.
Speaker 4: Up it's a game change change. Mind taking the time
Speaker 4: to learn the, market to get.
Speaker 2: You got to get you in, here you see WHAT i.
Speaker 6: Mean and then educating.
Speaker 4: CLIENTS i get people contact me from other cities all the,
Speaker 4: time so you do. That so that's WHAT i want to.
Speaker 4: SCALE i want to scale, up getting other, cities make
Speaker 4: my mark, there and eventually put myself on a platform
Speaker 4: Where i'm really training agents on how to do this
Speaker 4: the right way and have a long time, business not
Speaker 4: like a short time.
Speaker 2: Stint, yeah so you're education, clients but you also want
Speaker 2: to educate. Agents is there a system in place now
Speaker 2: that like if somebody calls you or like a sort
Speaker 2: of a mentorship piece that you provide.
Speaker 4: Now not yet as launching, though SO i will be
Speaker 4: about Agents tools For. Success it's the online. Site we're
Speaker 4: going to do, webinars ebooks and also coaching. Calls So
Speaker 4: i'm going To i'm launching that very, soon Like i'm
Speaker 4: wrapping up just a few small tweaks in, it BECAUSE
Speaker 4: i see that there's a need for people to get.
Speaker 4: Information by the TIME i get fifteen IF i do
Speaker 4: a live or do a video or, something AND i
Speaker 4: got fifteen emails from agents asking for, advice AND i
Speaker 4: got two.
Speaker 6: Leads all.
Speaker 4: Right so you, guys are you need some information and
Speaker 4: you want someone to help help you? Learn you know
Speaker 4: this industry all?
Speaker 3: Right so what are you looking to hire new? Like
Speaker 3: what's that process as far as bringing agents? On are
Speaker 3: you open to bringing new agents on now or?
Speaker 6: Not right? Now the same way we're talking about.
Speaker 4: SYSTEMS i got a couple of more SYSTEMS i want
Speaker 4: to put in place BEFORE i bring on more, agents
Speaker 4: and really writing, down writing down my expectations because you
Speaker 4: don't want. To people can leave when they want. To
Speaker 4: they take your knowledge and they go. Right SO i
Speaker 4: want to put people in a position where it's a
Speaker 4: value for me in. Them and when you do, come
Speaker 4: you need to come with a certain skill set already
Speaker 4: because you can't teach.
Speaker 6: Personality you. Can't you.
Speaker 4: CAN i can teach you the technical things, already but
Speaker 4: if you don't have the skills to have, personality if
Speaker 4: you don't have the, Drive i'm not trying to coach
Speaker 4: you to get out the bed. Now i'm not here for.
Speaker 4: That i'll coach you to do your job and get
Speaker 4: better at your. Craft understanding how to, sell understanding body,
Speaker 4: language understanding how to talk to, people how to adapt
Speaker 4: to certain. People i'm one, person But i'm a different
Speaker 4: person depending on each. Client you, Bubbly i'm, Bubbly you're,
Speaker 4: Cool i'm. Cool you, know whatever you need from, Me
Speaker 4: i'll be. That that's What that's How i'm selling you,
Speaker 4: Know i'm giving you the energy you give, me and
Speaker 4: it relaxes. People some people don't even know how to
Speaker 4: do that small simple. Skill so that's something That I'll
Speaker 4: i'll coach. On but if you need somebody to motivate
Speaker 4: you just to get, up don't come over.
Speaker 2: Here so somebody has extreme, drive you passion if they
Speaker 2: haven't had experience yet in the. Game, right is that a? Requirement?
Speaker 6: No ACTUALLY i prefer people with no.
Speaker 4: Experience that, way you don't have any bad. Habits you're
Speaker 4: not coming here with no bad.
Speaker 6: Habits you coming with no.
Speaker 4: Expectations no bad, habits and you're ready to absorb and
Speaker 4: you listen as long as you're driven and you have
Speaker 4: the basic fundamental skills you, know speak, intelligently be able
Speaker 4: to write an intellectual, email and be ready to go to.
Speaker 4: WORK i think people think this is too, cute especially
Speaker 4: for the lady. Ages y'all think it's just all about
Speaker 4: all about, findness.
Speaker 2: Then parts part of it.
Speaker 6: You better make time to do that flyness and get to.
Speaker 3: Work and that's that's one THING i really. Like when
Speaker 3: you're talking off, camera you were, saying like how you
Speaker 3: study like market updates and you educate your clients on
Speaker 3: like different mortgage rates and different mortgage. Opportunities it's like
Speaker 3: you're not just selling them the. Home you're educating them,
Speaker 3: on you, know different.
Speaker 4: Things you're more of an. Advisor they're relying on you
Speaker 4: to give them some solid. Information and if the only
Speaker 4: thing you know about in the area is the color
Speaker 4: of the floors and what type of applients is that
Speaker 4: you don't really know about the, area you don't care
Speaker 4: about the development of the, city you're in the wrong
Speaker 4: business because you need to care about the development of the,
Speaker 4: city because this is going to help you figure out
Speaker 4: what's going to happen ten years from, Now like WHAT
Speaker 4: i see happening from ten years from now In atlanta
Speaker 4: BECAUSE i studied this. Market, oh we're gonna be up
Speaker 4: six hundred thousand. Plus it's gonna be the new that's
Speaker 4: gonna be the new language. Here it's happening, already and
Speaker 4: SO i know where people need to. Go anything touch
Speaker 4: in the. City you need to be. There you need
Speaker 4: to invest.
Speaker 5: It you need to get a piece of get a.
Speaker 3: Place i'm gonna get a place In.
Speaker 2: Atlanta this is this is.
Speaker 5: No we Love atlanta and we was here.
Speaker 3: Yesterday it was DRIVING i was Telling troy And, Alex i'm,
Speaker 3: like we come here so. MUCH i don't feel Like i'm.
Speaker 3: VISITING i feel Like i'm coming. Home i'm like starting
Speaker 3: to learn the. Streets we were driving out the.
Speaker 2: Street i'm, Like, Yo we're going To mike's. House you're, like, oh,
Speaker 2: yeah we, yeah, YEAH i. Know it's how many cookies
Speaker 2: cookies are.
Speaker 6: At that home. Field you, know it's a different type
Speaker 6: of feeling when you Get, yeah.
Speaker 2: We love it. Here we love it so. Much love
Speaker 2: that's giving out so.
Speaker 3: Well, keanna thank you for joining. Us that was a
Speaker 3: lot of. Information thank you for rocking. Us you appreciate.
Speaker 3: It how can the people contact you like social media and.
Speaker 4: Website my name Is Keanu watson Q U I A
Speaker 4: N A W A T S O. N I'm Keanu
Speaker 4: watson On. INSTAGRAM i Am Keanu watson On. FACEBOOK i
Speaker 4: Got Keanu watson dot. COM i am the brand Ke.
Speaker 4: Watson you, know come check me.
Speaker 5: Out troy some housekeeping that.
Speaker 2: Shot everybody On patreon dot, com y'all know that's our
Speaker 2: proud to pay. Program we have obviously some tears on
Speaker 2: it where you get exclusive, content exclusive merch and obviously
Speaker 2: we're putting out some extra, episodes so be sure to
Speaker 2: log on The patreon dot, Com backslash And leisure to
Speaker 2: join us. There and everybody that's On Early Lesion, university
Speaker 2: you know that is our online. Webinar it's our online.
Speaker 2: School but we have webinars three times a week with, Myself,
Speaker 2: shotty our BOY, mg The Morris. God shout out to
Speaker 2: our boys all who does A wednesday guest. Webinars they
Speaker 2: are extremely educational and, informational so make sure y'all sign
Speaker 2: up for. That and everybody that's supporting theemercial Or leisure dot.
Speaker 2: Com it has been moving really, well so shout out
Speaker 2: to everybody that's been. Purchasing we appreciate it and we'd
Speaker 2: love to support.
Speaker 3: Man yeah for, sure and make sure you check us
Speaker 3: in a city near. You by the time you hear
Speaker 3: this Are, atlanta run to be over and we had
Speaker 3: a live podcast And ke was one of our guests
Speaker 3: and she did a, wonderful terrific. Job so next stop Is.
Speaker 3: Houston you saw by this time you already have seen
Speaker 3: the footage Of. Atlanta you know we did out.
Speaker 5: Here it was. Crazy, yeah so ah town pulling.
Speaker 3: Out make sure you come out and, yes the book
Speaker 3: tip of this week is The millionaire Real Estate, agent
Speaker 3: recommended by our. Guests so if anybody is interested in
Speaker 3: being a real estate, agent.
Speaker 5: That's probably a book that you should.
Speaker 3: Read and you should also check out Your your class
Speaker 3: will probably be up by this.
Speaker 6: Time oh, yeah my class is definitely.
Speaker 4: Agent agent swoos for success On, instagram agents shools for
Speaker 4: success On.
Speaker 6: Facebook im very strategic.
Speaker 4: Gain success is definitely going to help you get some
Speaker 4: gems about running your.
Speaker 2: Business oh, yes for, sure for.
Speaker 3: Sure so once, again thank you. Guys oh don't forget
Speaker 3: to subscribe to our, YouTube Apple spotify channels like subscribe leave a, comment,
Speaker 3: please thank you guys for rocking with.
Speaker 5: Us we'll see you next. Week pease, please.
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