#5: Carl Quested From Agent Mail – Interview With Lisa B From The Real Estate Hotline

Carl: Hello everyone, Carl Quested here, thanks for tuning in for another episode of The Real Agent Podcast. This week’s episode I’m joined by Lisa B., Lisa has been around the real estate industry for let’s just say many years – and has a lot of experience –  from being an agent through to a principal, and now she’s a coach and mentor. Her current business is The Real Estate Hotline where she provides ad hoc and I guess emergency advice and assistance for Agents, Principals and everyone involved in the real estate industry. A really great episode here. I love Lisa’s approach to business and life so I hope you get as much out this episode as I have. As always please leave us some feedback. And enjoy the episode.

Carl: Lisa thanks for joining us.

Lisa: Yay! Hi! Thanks Carl, thanks for having me.

Carl: That’s okay. Now we were chatting a bit before the start. So we’ve got to try and pick up on some of the gold we talked about, because there was some fantastic, fantastic information shared in there.

Lisa: Sure.

Carl: So Lisa tell me when did your real estate journey begin?

Lisa: Oh God. Well I’m 49 now Carl, so it’s a long long time ago, when I was in my early 20’s. So when I started, I did the licensing course full time for one year – that was before I went into real estate.  That was when I said,  I’m burning all my bridges, I’m going into real estate and I have to make it work.  This is going to happen!

I door knocked lots of real estate offices to try to get a job and I ended up working for an office where I said look “Just pay me part time and I’ll work full time” just so I could prove myself. And I ended up doing that.  On the first day in the office I sold a house and it started from there.. Then I went full time. That’s how I started in a real estate office, and then after about 18 months the guy who owned the business, his wife passed away suddenly, she had a brain aneurism.  Very sad..

Carl: Oh wow.

Lisa: And because she passed away,  he came in and asked me did I want to buy the office. And I’d only been in real estate 18 months.  I didn’t really know what I was doing as far as owning an office – I was only in my early 20’s,  –  23 or 24, and I was like….  ‘Yeah sure, why not, Yeah, what could go wrong?’. And I bought the business and that’s where I started my journey. I just love it. Once I think real estate is in your blood it’s very hard to do anything else. It is just something, that I’m so passionate about, I absolutely love it.

Carl: And so at the age of 23, 24, taking over a real estate business, I mean, it’s very different I think today because obviously taking over a real estate business can literally just be taking over database right? You can literally pick up a computer and you can run it from home. I know there are different models and stuff like that. But back then, you had to have an office, right? You had to have a retail presence, you had to have windows displays and everything like that, so it must have been a pretty big undertaking.

Lisa: Oh it was. And yes the things that can go wrong, went wrong. We had a property manager who was taking money. I’d had all the books checked. I’d gone through everything with the solicitor. And one day the property manager had a day off and then she had the next day off… and then it was just all these phone calls about money going missing and all that sort of thing. And I just didn’t know what to do. And I called a real estate agent that was close by,  I rang him and said  ‘ What do I do?’ Oh God, he helped me out so much. Gerard Payne. Oh my God he helped me out so much. And I was like ‘What the hell have I done?’.  But it was scary back then. You had the physical office that you had to pay rent, had to do all these things. The over heads were so big, newspaper advertising and it was hard – but it was easy.

Carl: Yes.

Lisa: Back then everybody did the same thing, It was like you had newspaper advertising, your for sale signs, letter box drops, door knocks – that was really it.   That was the focus of your business.  So it was hard work getting out there,  but it was easy because everybody was doing the same thing and there were no distractions. Where as now, I kind of feel sorry for the agents that are starting out, because there are so many shiny objects to chase. Social media, and this and that, and this and that. Door knocking. What the hell do I do first? It is a lot more complicated and I think a lot of the agents have to get back to the basics. To start with the basics, of door knocking, building your database, getting your brand known and all those sort of things. Just start with that and don’t chase every shiny object that comes along.

Carl: I think, Yeah. It is very interesting, isn’t it? Because whilst the game has changed, the rules have essentially stayed the same right? Because people buy from people. So the ways in which you make those connections might be more intricate, because now you’ve got social media, you’ve got video marketing,  but if you can get in front of people, like door knocking….. if you can get in touch with people over the phone…….

Lisa: Yes.

Carl: You are making that connection  —  so as long as that connection is being made.

Lisa: Yes.

Carl: Use the ones that you’re most familiar with, use the ones that work for you that kind of get traction straight away.

Lisa: Yes. That’s right, we now live in a world where people can like, know and trust you even before they meet you – which is crazy.  People can look at you online and look at your website or follow you on Facebook and go ‘hey you know what –  they follow South Sydney, you know the best football team’ that sort of thing. They can like you for who you follow or they like you because they relate to you in some way, and it can make life a lot easier because of that as well, but I think if you’re new in real estate and you don’t have a database, you haven’t got warm calls to make  – you’ve got to start with the cold calls.

Carl: Yes definitely. And I think you’re absolutely right. We still see so many agents getting their profile picture with their arms folded across their chest and yet their profile talks about honesty, integrity and trust.  They’re all the same things that every other agent is talking about.  When what someone is looking for is exactly what you say, you know, what footy teams they follow? What charitable organisations do they support? What are they about as a person, because you know in today’s society that’s what we’re looking for, we’re looking for that sort of, I guess a matching personality that says……

Lisa: The commonality.

Carl:  Yes. This is someone that I gel with, yes, they’re good at their job but I also like them as a person. And that is very different to how I think, maybe things in the past have been.

Lisa: I know your personality Carl! You know what I mean?  It’s like, you get to know someone’s personality from being on Facebook, you get to know their sense of humour and all that sort of thing. And you think..  I really like this person and that’s what’s happening out there now.   Which I didn’t have that when I started in real estate, so in lots of ways…. it’s become easier as long as you focus on the right things.   Building your profile, your online profile, your brand and doing some video marketing and building up your online resume…  and that’s what I think a lot of people think… they think they don’t need to focus that much time on it..   It’s like if you don’t get on page one of Google, well you know who is?,,, All of those are on page one, and if you’re not, they are intercepting your client, I call them the interceptors now. They’re intercepting your clients before they get to you.  Because a person goes to sell a house or buy a house, and they will type in houses for sale in a suburb and guess who comes up? All those interceptors, they’re taking away real estate agents potential clients –   so agents need to be on page one of Google.  You need to work on your online profile so that they’re not intercepting your clients.

Carl: Yeah totally. I think, you know those websites that you mentioned, I mean real estate agents  are the middlemen in the process of selling property, where now what’s happening is REA and those other groups  are becoming middle men in the process of an agent meeting a client.

Lisa: Yes.

Carl: You know. It’s adding more friction to a process that should have less friction in it. It’s interesting to see how the web space is changing I think and moulding. It’s good to see more and more agents becoming aware of how to use the tools but I think there’s still quite a long way to go.

Lisa: Yes, there’s still a long way to go. I mean I started with video marketing back in, Oh God, 7 or 8 years ago, it was new back then.   It was… nobody did it. So it’s like it’s starting to become a lot more of the norm but…… it’s something…… video marketing changes your life, like it really does.   When you do it correctly, it’s something that people can really feel that commonality with you straight away. You don’t even have to be in front of the camera, and it might just be video testimonials as well. So there are so many, so many tools there, that people can use, that can really just help them so much, in so many ways.  Whether it’s to get them on to page one of Google or building their brand and building their profile and getting that ‘like, know and trust’ factor from people.

Carl: So in terms of your business right now, so you’ve evolved from being the agent, being principal and now you are sort of a more coaching and mentoring capacity.

Lisa: Yes.

Carl: So talk to us about Real Estate Hotline and what that does for agents?

Lisa: Yes, sure. I mean I’ve owned lots of different offices. I’ve owned an independent under my own name, I’ve owned franchises and I’ve owned my own brand name.   Over my long time in real estate. I’ve done lots of different things.   So I’ve got a lots of different perspectives. I was a Jenman Approved Office, don’t hold that against me. Lol  So I’ve done a lot of things.   When  I get into something like real estate,  I want to know all facets of it. I’ve done auctions, I’ve done open houses, I’ve done vendor paid advertising, I’ve done the exact opposite of all of that.

I’ve done all sort of different things, so I can get perspectives. And so that’s what I can offer people with The Real Estate Hotline,…. years and years of perspective. Different things that  people ring up about on the hotline….. And some people prefer to email, Facebook messenger or they call…. Whatever they like..  so it’s not just strictly calls.   You know some of my clients are principals that just feel alone.  They just need somebody to talk to, their spouse says not to talk about work when they’re at home,.  They can’t talk about things to staff members – ( some of that is about confidentiality within their office, and some because they don’t want to feel they don’t know what they are talking about as well.)

Carl: Of course.

Lisa: It’s kind of a lifeline for real estate, a helpline, whatever. A hotline that you can talk about anything, so people will talk about staff problems, talk about the competition with different things that the competition are doing. Or whether it’s just getting a sale or listing together (I don’t mean ‘JUST’ getting a listing or sale together  – that’s everything in a real estate business) but whether it’s holding hands through a situation.

Some I have had say..  ‘I can’t do this anymore, I just can’t do real estate anymore!’ It’s like wait, stop. Take a breath kind of thing.

I cheer them on when they get results. Cheer them on from the sidelines.  We might look at ads and copy, newsletters. Or it might be just grammar checks or things like that. With my clients I follow them on social media and it might just be that I see they spelt something wrong. So I would quickly message them and say.. change this or change that, just to make sure their brands are protected as well. It might be about planning meetings, It might be just how to be happy in real estate, about the balance. I’ve done a lot of Tony Robbins in my life as well since 1994.

I’ve done everyone of his programs, I don’t know how many times, a gazillion times. And I have really live by his philosophies. And I’m an Accredited Life Coach, and an Accredited NLP Master Practitioner, so I’ve been doing coaching a long time – since 2003. And it’s all the same stuff that I use on myself.

At date with destiny, with Tony Robbins, he gets you do something which is called your primary question. So it’s a question that you ask yourself everyday and before you make decisions. You ask this primary question, and sometimes they are really destructive questions. It might be ‘Is that my fault?’  or things like that  – so it’s all things that I go through with my coaching clients as well.  To sort of know how your mind works, and why you’re thinking the way you’re thinking. So in my diary, I‘ve got my primary question that I want to ask myself at the front of my diary. I’ve got my values and my rules. So what’s important to me?   What’s my values, to make sure that I don’t drift off. That I’m congruent with who I am and what I want to do. And my identity because sometimes your identity can become a bit jaded with certain things in life.   If I’m a top salesperson and then I have a few bad months, then I don’t feel like I’m the top sales person anymore. So all these different tools and techniques – I absolutely live by and if ever I start to feel off –  I know exactly where I need to go. It’s like being a mechanic and knowing exactly which screw to turn, or whatever…  you know what I mean? That’s what the hotline does as well, people are going through different things and I can kind of tune in and see, see what’s really going on. As well as just as a practical real estate advice. So I just love it Carl, It’s something that… everyday it’s so different. It’s different but the same as I said to you – people will say things like ‘Oh this and this and this just happened’ and in my head I think..   ‘Yeah that happened to me 25 years ago’.

Carl: (laughing).

Lisa: There’s nothing really knew that I see, it’s all the same but it’s new to them. It’s just understanding where people are coming from. And I guess because of my long career in real estate, I can really understand how people feel too. Like discount agents, things like that…. you know, they’ve been around since the day dot..

It is just about getting better. It’s making sure that you’re prepared, it’s just doing all the right things. Yeah, everything that you can to win that listing.

Carl: I think it’s such a valuable service because people underestimate I think, how lonely a real estate role can be, because….. there’s the Facebook persona I like to call it, where you know, you can only really post, I mean….. it’s the same with the kids,  anyone who’s got kids, very rarely do you post a picture of your kid screaming.

Lisa: (laughing).

Carl: Right? You post the one where they’re all smiling and happy. You know, sitting down looking angelic.

Lisa: True.

Carl: But the reality is very different to that. And I think real estate is pretty much the same. I saw a guy a few weeks back, he posted in one of the real estate groups that he was having a rough time, wasn’t sure if he wanted to continue his career in real estate.

Lisa: Yes.

Carl: And he got flogged for it. You know, for sort of for being open and trying to share that.

Lisa: (hmmm)

Carl: Yeah, and you know it was a case of everyone sort of came back, and sort of you know said you’ve got to do this, you’ve got to fix that. And you know, you’re not trying hard enough and all this kind of stuff.

Lisa: Wow. If that’s same guy, I actually gave him my online course. I’ve got an online course that real estate agents buy, it’s a 10 week online course. If that’s the same guy I ended up giving him my course. I private messaged him and gave him the course. I just felt sorry for him. I understood exactly the way he felt and you’re right, people don’t understand!  People go.., ‘oh you do this, do that, do this’. Yes, it’s sad when you are trying to reach out and you’re getting slammed for it.

Carl: Yeah and it’s exactly that, that you know the isolating feeling of, if you’re not posting a new listing everyday and you’re not posting pictures of form 6’s, you’re not posting happy update videos all the time like other real estate agents. You start to sort of feel more and more isolated because you’re going, I’ve only got 2 new listing this month or I’ve got that property that’s been hanging around for ages, and everyone else seems to be selling them in 4 days.

Lisa: Yes.

Carl: You know. I think the need for an outlet, sort of an impartial person is so important – because like you say, you can’t talk to your staff necessarily and say, you know. ‘I’m feeling really low right now’, and you don’t want to take that home and burden your partner with it. You want to be able to chat with somebody independently and I guess that’s exactly what a coach or mentor is there to do –  to listen and provide constructive direction to help you to course correct.

Lisa: Exactly. And it’s not everybody wants to be top producer. Some people just want to make a living. Some people really just want that balance, they just want to be able to sell 3 or 4 homes a month and have time off with their kids.. and that’s really important to them. So it’s working through to get that balance, it might be you know, Tony Robbins has got a life wheel – the life wheel –  it helps you to work out where you are spending most of your time and just improving a little bit, improving on 1 or 2 areas.. Only improving 5% everyday on certain things that you need to do – but it is lonely being a business owner – it is lonely and you can’t say to your friends or to your staff ‘oh God, I made no money this month’ or whatever. Whereas with me they can say ‘I really, need to make some money and I need to do this, I need to get some listings and some sales. Okay let’s focus, what are we going to do first, where are you now exactly’. So it is, it’s a lonely thing being a business owner, it’s a lonely time. And being in sales,  I know when I started in real estate I used to ring a guy Win Abel his name was,  he worked at Bevans in Wollongong and I’d ring him and say I’ve got a buyer on a house,  what do I now? (this was when I first started)  He’d say… ‘Oh okay, well get them to make an offer or do this.. Or do that.  I had no clue.

Carl: Yes.

Lisa: When I first started, my first week in real estate, I thought what do I do?  Because…. you don’t want to feel silly either asking your principal or asking someone else, .. or if you are a thousand dollars apart or something on a deal. What else can you do to get this sale together?  If you feel that you’ve tried everything…. well maybe you haven’t tried everything.   Maybe there’s a few other things that we can do.

So yes, I just like being there for people. It’s what I love to do. Help people and as I’ve said  –  I’ve got a lot of different perspectives and I’ve written books etc. So if people want to write a book or people want to set up podcast, we do that or anything that help build a profile.  We might look at their online profile. Most times people say..  ‘I just don’t know what to do now’. So okay I do a report on their online profile. And say okay well…. this is what you’ve got to do and you’ve got to include this and take that photo away and just help them with their branding as well. Because a lot of agents are great salespeople, they’re great belly to belly – but as far as working on their business, they are not good.

They don’t want to do it either.. it’s like ‘oh I don’t want to do it, I just want somebody else to do that’. So it’s just helping them to be able to work not only in their business, as well as on their business.

Carl: Yes, absolutely. I think it’s very hard as well because I think a lot of agents probably look at the coaching industry and I sort of use that term loosely.. The coach, the wider coaching industry  and you know they’ve got people wanting to charge you know $5,000 a month, $10,000 a month for their you know, for their coaching, one on one coaching and things like that and I think it sort of naturally turns them off. I don’t know if you’re happy to talk about the pricing you charge on the podcast but….

Lisa: Yes sure.   My coaching is just $99/week, $400/month and that’s access whenever they need it. A lot of it is just a 5 minute phone call or a 5 minute email or something like that. For $100 a week, you’re getting my experience, my knowledge and accountability too.  

Some people use the hotline for accountability.  So it’s sending in your results once a month to go,  this is what I’m committed to doing and this is what I’ve actually done.

Carl: Yes.

Lisa: It’s like when you’re sending it to somebody, it’s like ‘Oh God! I’ve got to do this’. You know what I mean?

Carl: Yes.

Lisa: A girlfriend and I are going to lose 4 kilos in the next month or so right? So we’re sending photos of our scales every morning. Just accountability.

Carl: Yes.

Lisa: To send it to somebody else, I’m thinking. Grrrrr it’s the same as it was yesterday. I better do something. And that’s the same with the accountability of the sales person to say…. if they have only door knocked 5 houses and made no phone calls, they’ve done no flyers, they’ve done absolutely nothing for the week…. then it’s not surprising that they’ve got no listings and no sales. And so you’ve got to do the actions – so it’s really looking at the accountability of the actions first and to be able to get a numbers…. so the accountability is a big thing as well.

Carl: And so Lisa in terms of who you work best with. Like, do you sort of find, is there a sort of a type of agent that you are able to assist the best in terms of where they are in their career or income wise or anything like that.

Lisa: No. Just people that are open to it. Some people are just so much in their own world, they’re not open to coaching so people that just want to learn.

Carl: Yes.

Lisa: I mean I’ve got people who have just started out in sales. I’ve got people that are principals. I’ve got people that are making really good incomes and selling a lot. And I’ve people that are just wanting to get their results up – so it’s so different, but it’s got to be people whereby we gel together well too.

There’s some people that obviously wouldn’t suit me. And I wouldn’t suit them. As long as people are open to learning and open to discussion – because I’m not here to say ‘Oh I think you should do this, I think you should do that, or you’ve got to do this’. It’s talking through what they are comfortable with.

Some people are not comfortable phone prospecting, and some people hate it. So then, let’s find a way to get somebody else do it  –  like your services Carl or whatever. Or it might be they’ve got to build a database a different way. It’s working out what those people, what their strengths are – what they like to do – if they don’t like it they’re not going to do it.

Carl: I think that’s really key isn’t it..  there is certainly a lot of practitioners and coaches and mentors out there. Which, they really sort of do push one specific angle and say this is how you have to do it. And I think the problem with that is, it’s kind of like trying to make everyone the same. Like you say, work in different ways. We have clients that hate doing telemarketing like you said so they use us to do it.

We have others that say ‘You know what? Telemarketing – I’m not doing it full stop’.  And they find other ways to generate business, we have people that you know that are purely online. They don’t do any print media. They don’t do any of that kind of stuff. Just purely online so it’s refreshing I think that you don’t come in and say this is the way that you have to do it. You’re more to sort of guide them on their chosen path.

Lisa: Yes, I mean. People, if they don’t believe in it,  then they’re not going do it. I always like to say.. you know how some people say that trainers and coaches just train and coach because they can’t do. And it’s like, I’ve done so much in my career and I’m still doing it. So I kind of like it when people ask me or say that statement to me..  because from having so many different perspectives and all that sort of thing… I remember the first time I went out door knocking – I was so scared, I was so scared. And I was like, you know what –  I’m just going to do one, if I’m still alive – I can say that I’ve done it, so I did one. Then the next day I did two, then the next day I did three. And I got to actually like it. It’s just really kind of getting people to just…. sometimes they have to get out of their comfort zone and have to do things that they hate to do-  things that they don’t like to do, but it’s kind of working with the people on what they are prepared to do.

Carl: Goes back to what you said, what was it you said, the principle question?

Lisa: The primary question.

Carl: The primary question.

Lisa: Yes. Yes. Okay.

Carl: Understanding, that yes, you’ve got to do this. It’s not very comfortable but if it aligns with your primary question, or what your ultimate why is, then obviously it’s going to help you get the result you need to achieve.

Lisa: That’s right. It’s your purpose, your outcomes and all those sort of things. Why you’re doing this.

I just love real estate Carl. It’s just such an amazing profession. And it’s something that the sky’s the limit on income. The flexibility, the things that you learn. Growth. It is quite addictive. It’s kind of you can fill all of your needs and I guess I just like to help people through those tough times as well. Whether it’s just holding their hand or cheering them on. That’s my role now and I just love it.

Carl: So let’s dig a bit deeper if we can, let’s say we’ve got somebody listening to the podcast right now – who is like that person I mentioned on Facebook –  they are feeling isolated and a bit broken and considering throwing in the towel. What would be some of the initial steps –  that you’ll get them to review – either about themselves or their career?  That you know, do from this podcast and actually maybe take stock, what would be the first step you’d get them to evaluate?

Lisa: Well they’ve got to look at whether they like where they are working. That can be a big thing as well, people that are working in offices that hate the environment.   Say… they don’t like their principal. So……  Are they happy where they are?  That’s a big thing and I think when you’re looking at joining a real estate office it’s got to be a fit. There’s got to be a team fit with the principal in the office and I guess the way they do things as well. If you don’t believe in a certain way of operating you know, make sure your environments right first. I think that’s a huge thing.

Getting your own mind right, something that I always suggest is certain rituals in the morning. So it might be get up at the certain time and you go on the treadmill, or you go for a run or you go for a walk, you listen to good things. You listen to Tony Robbins or you listen to any of the sales trainers or Wayne Dyer or somebody like that – whatever your thing is to listen to, have the good stuff going in.

There’s too many horrible things in the news and we hear all these horrible things, get your mind right early in the morning.

Write out your goals. I had my goals on my phone for a while and it’s just not the same as writing them down – goals – typing it in rather than writing it in your journal you just don’t get the same feeling. When you write them down, there’s just something about it, it just makes different pathways with your brain and your hand doing it. That you actually feel it and you get excited and I don’t feel you get excited writing it down to an app.

I have an app which I still use sometimes it’s called “wonderlist”. I still make lists on there, but it’s not the same emotion that I get from actually writing down my goals and when I started in Real Estate I used to write down every day –  I make so much money in Real Estate. I bring in $30000/month from real estate  That was just after I started in Real Estate, (1994 – when our average selling fee was $5000).

It was something that I would write out 50 times every single day –  just to get that embedded in my brain. That you start to believe it – you can do it. Because you’ve got to have the belief in yourself. If you don’t believe that your going do it, if you’ve got money blocks or you’ve got something like that – you need to work on it. And that’s something writing things out or affirmations and listening to good things, you know…. Listening to Tony Robbins or whoever as I’ve said you choose…., that’s a big thing.

And I think the next thing is to have a farm area that you’re going to make your home. Think everybody’s going to know me in this area. Get one listing and then everyone around you knows you from that one listing. You’ll do ‘just listed’ everywhere, doorknocking, and open house everywhere and then a ‘just sold’ everywhere. And then you list another one and then up the road, and it’s like all around there. So you’re just all over your farm area – that people can’t help but know you. And have that goal that I’m going to take over this area. This is my patch, and nobody’s getting in here. And get upset when another agent lists one in there. Get angry because that should have been yours.

Carl: Yes.

Lisa: And I mean, it’s okay to get angry with yourself. Just don’t do it all the time. Learn from it. That’s the thing I think, really just make sure where you’re working, that you’re happy. Get your mind right in the morning. And make sure that you know your outcomes and your goals and that sort of thing. And then get out there, have your area and do it.

Carl: And I think a few fall for that trap – the old trap of thinking that you’ve got a bad farm area. So you see a lot of agents do this.  They work an area for the best part of three weeks and go, it’s just a terrible farm area and try move on to next one and the next one. They don’t build up any consistency. A big part of being a real estate agent is showing your consistency. Again, there’s so many different ways of getting listings. But you look at someone like Chris Gilmore who letterbox drops 50 weeks every year,  to every homeowner – whether they want to see his flyers or not, that’s consistency, you know.

Lisa: Yes.

Carl: You know what to expect from Chris.  50 weeks every year, you’re going to get a flyer in your letterbox, you start to appreciate that consistency and if Chris was one that was  like ‘I don’t like this suburb anymore, I’m going to try a different suburb’, and kept on moving around. People wouldn’t list with him because he wouldn’t have the consistency.

Lisa: No. They’ve got to know you. They’ve got to hear from you and it’s a like a letterbox drop,  a phone call, and a door knock and a whatever. And also I’ve got to say with the farm area,  make sure that there are enough sales in there that turn over, that it’s not like a small patch that you pick and there’s one house a year. (Laughing).

Carl: Yes.

Lisa: So, it’s got to be enough properties with enough sales. And you know, people say it’s different in my area and really it’s not. Some areas are different in rural or something like that. Where it’s a bit harder to door knock because it’s an acre in between properties or something. You know, that is different. But your normal residential areas are pretty much the same.  These people are living in those houses are either landlords or they are potential sellers. And I think too, one thing that I always focused on, with everything that was going on, with other offices making listings and sales outside of my office. It was like I only have to win the person that I’m with now. I’ve got a listing presentation today – that’s all I need to focus on. So I need to win that person. I would make a listing appointment for tomorrow  – I only need to win that person. You get one a day or you get one every couple of days, you’re laughing and try for one result a day, Whether it’s a listing, a sale or a house that’s too dear that needs a price adjustment.  Get the price adjustment .  Be honest with the sellers, that if they need to….they’ve got to be told, don’t step around the hard conversation.

Carl: Yes.

Lisa: You know, aim for result a day. It’s loving the one that you’re with and conquering the one that you’re with.  Conquering the one you’re with as in win them over.

Carl: Not sort of focusing on the next, 3-6 months or whatever, you know. Give that person. I mean, we always talk about presence, about being present for that meeting, it’s about being switched on, and listening to that person and understanding what their goals are for the property. Not focusing on what you know is going to be happening pre the listing meeting, because I think a lot of people, start to spend it before they have made it.

Lisa: Yes.

Carl: A lot of them start thinking they have won the business before they have even signed it up.  They’re already thinking about what they’re going to do with income before they have won the listing.

Lisa: Yes. For sure, actually there’s a lady Lois Buckett, she owns a real estate office at Lennox Head. And I did an interview with her the other day. And she said that vendors can smell commission breath a mile away.

Carl:  (Laughing).

Lisa: Right? And I thought what a great line. I haven’t heard that before. But, you know, if you’re going to listing presentations and you’re not winning them. Check in on your energy because if you’re coming across as desperate, you’re not going to get the listing. You’ve got to actually be the opposite. If you go in there desperate, you want that sale, you want that listing. They’re going to smell it a mile away.  They smell desperation a mile away. You’ve got to act the opposite. That you’re there. You’re present. You want their business BUT… You don’t need it, BUT..  you want it, you know what I mean. And that’s the difference between a lot of people I think really, winning the listing or repelling.

Carl: Energy is very important. I think you know, I can’t recall if it’s Tony Robbins or Tim Ferriss that said, ‘If you can’t spare 15 minutes for meditation, then really you need at least 3 hours’.

Lisa: Yes. Exactly.

Carl: I think it’s so true, that salespeople will go into those listing presentation, they’re frazzled. They’re rushed. Maybe they’re running late, they’re thinking what they are going to do next. And you’re absolutely right – the person can sense that, they are not their priority number one in that time frame.

Lisa: No, or the boss is saying, you better list three by the end of the month or you haven’t got your job anymore. That’s the other thing.

Carl: Yes. And the pressure is too much.

Lisa:  Yes. The pressure of results and that’s when you’ve got to come back and go, I just need to not have that commission breath, that desperation – and it’s really going in with helping the person. You’re there to help them sell and these are the things that you can do….

To get them sold for the best price with the least amount of time.  Which is what the sellers ultimately want.

Carl: Well, Lisa I really appreciate your time in coming on the show. I think, what you’re offering as I said offline,  is a fantastic service and I think at the price point where if a lot of people are too scared to employ a coach or get someone on their side. Every person so far that I’ve interviewed, that has been successful also said the same thing.   To get a coach, have a mentor. To have somebody, to have a sounding board. The fact that they can have somebody with your depth of experience for you know. much much less than it would be for a ‘normal’ coach. I think it is a fantastic service to offer.

Lisa: Yes, exactly. I wish I would have had it when I started in real estate. I really do. Just everything, from sales, the procedure to everything. So yes.

Carl: Where can we find out more, do you do a discovery call that people who want to sign up can have.. or what’s the process?

Lisa: No, not normally.. They just go to my website. and then when they join up – (But… I’m happy to do a call if anybody wants to ring me up anytime if they’re considering joining – that’s fine). But if they know they want to join, then they just join.

There’s a form that they fill in, it’s like a discovery form for me – and it tells me everything, where they are now –  where they want to get to –  all that sort of thing  – then we just go from there –  after I receive their form back, then I ring them and see exactly where they are, where we go from now kind of thing. So yes, if anybody wants to ring me, they can ring me anytime.

Carl: Perfect. Now you’re very active on Facebook. ‘Let’s talk about Real Estate’ has been growing, and has a great active user base as well. I spend a lot of time in there myself. And so, If you’re not part of that  or just look it up on your phone.

I will include links to Lisa’s website and to the facebook group as well.

So Lisa thanks once again for coming on, I really appreciate it.

Lisa: Thanks, Carl. I appreciate it too.

Carl can be contact here

Lisa B. is your coach on demand
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