Be the Solution with Maria Quattrone
Maria Quattrone, a leader in real estate with over 21 years of experience, is the driving force behind RE/MAX @ HOME - Maria Quattrone & Associates in Philadelphia. Her passion goes beyond selling homes; she’s dedicated to helping others succeed. Through her 'Rise in Real Estate' training program and the "Be the Solution" podcast, Maria shares her expertise, inspiring professionals and entrepreneurs to excel. With over 3,400 properties sold, Maria's success is evident, but her true mission is to empower others, build strong brands, and foster meaningful connections.
Be the Solution with Maria Quattrone
Precision in Communication: Transforming Real Estate Success with John Duffin
Ever wondered how a single word could transform your communication style? John Duffin, a seasoned pro from the radio industry, joins us to share his focus on "precision" as his guiding word for the year. Through his experiences, we uncover how impactful words and meticulous preparation can lead to success and authentic connections, both in personal and professional realms. John emphasizes the art of asking the right questions and listening actively to ensure every interaction concludes with a meaningful next step, urging us to respect past experiences while building genuine relationships.
Transitioning to the fast-paced world of real estate, we unpack the discipline needed to thrive in this competitive industry. Common misconceptions about freedom and discipline are dispelled, highlighting the importance of human connection and strategic planning in driving positive market influence. From staging to inspections, we explore why preparation is key to successful property transactions and how listening, negotiating, and educating clients can lead to collaborative success. An engaging anecdote shows how these practices can turn challenges into opportunities.
Finally, we dive into strategies for resilience and continuous improvement in real estate. Through personal stories and structured daily routines like success huddles, we illustrate how attention to detail can inspire a team towards excellence. Celebrating the joy of empowering others, we discuss the shared effort to spread impactful messages and optimize futures. This episode is a testament to the power of persistence, kindness, and understanding in cultivating lasting relationships and achieving collective success.
Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535
So I'm excited to connect with John Duffin today. John has been a friend of the Be the Solution podcast and somebody I've known for now several decades, because Mr John Duffin and I used to work in the radio industry together for many years. And John, welcome to the show.
Speaker 2:Marie, it's great to be back again. Thanks so much for having me. I'm honored, I'm excited.
Speaker 1:My pleasure, my pleasure. So we were just talking a little bit about our words for the year. My word is impact, and impact in all ways, both personally and professionally, and I asked you what your word was, and you told me so precision. That can mean so many things. What do you mean by that?
Speaker 2:Well, for me, specifically, it's the ability to be able to get right to the heart of a situation in a business or a personal realm, Point blank. Everybody is busy or being busy or creating busy and so it's really important to understand that when you get opportunities, you take them in a way that both parties, or all sides, feel like this is a good situation. So precision is get to it number one. Get to it in the right way so that it does create I'm stealing your word impact, which I love. And then, third, knowing when the right time is, or creating that right time. So those three things all matter. Don't meander around situations, get to it.
Speaker 1:Get to it. That's tough for a lot of people, don't you think?
Speaker 2:Well, you help. So one of the things and, by the way, I definitely want to know when you chose the word impact, why you chose the word impact. But I'll answer your question first, since you're nice enough to ask. It's hard for everybody client listing, opportunity, sales group, whoever podcast host or guest, they're at least as busy as you. At least They've probably dropped at least one ball over the last 24 hours because they're human, not because they're a good or bad person. So if you go in knowing that you help them which is understand why you are speaking with that person Make it easier for them.
Speaker 2:Do your homework, literally do your homework. It doesn't take hours or days or weeks. Google them, check out current news, check out their social media pages, what's relevant to them at this moment, because if you ask about that, chances are you'll get their attention at least in a way. That's not the standard. Tell me about your business and turned off, and then immediately they're thinking, oh God, I got to do this today, I got to do that. So do your homework, ask a couple of questions that are relevant and then listen Whatever they say, pay attention, and every follow-up has to do with their answer, not your script or I need to close this. Follow them, because they'll typically take you in a direction likely that you'll want to go, especially if you're prepared.
Speaker 1:Well, preparation definitely is the key.
Speaker 2:Yep.
Speaker 1:The more prepared you are, the luckier you get Meaning. If we do our homework in advance and we're ready to go, we show up with enthusiasm. You know I say you could have complete chaos going on. But, when you are in front of a client, the show must go on, and that's showing up professionally, mentally in the right place, emotionally engaged and treating people like people you know and how can we find the solution to whatever their situation is right and every single person there's a different situation, there's a different challenge.
Speaker 1:How do we get to it quicker? I always say don't leave that appointment without a next step. Say, don't leave that appointment without a next step. Oh so, always have that next step in a line, so you're at a listing appointment, for example, and it could be on the phone. I do a lot on the phone sure seminary work and scheduling that next call with them instead of leaving it?
Speaker 1:okay. Well, scheduling that next call with them instead of leaving it? Okay. Well, when do you think you might make a decision about what you want to do? Right?
Speaker 2:Or hope they get to it at some point, which they won't. So this is where I say help them. That's what I mean, which is, when you're asking questions that are relevant, meaning timely or relevant to their individual needs or business, what that does is free up a little bit more time. It always does. Somebody will respond favorably when you ring that bell, as opposed to the typical with listing agents. So tell me about your house. How long have you had the house? It's help them so that when you ask for that next step, they're looking at it as service, not some pushy realtor trying to shove something down their throat.
Speaker 2:And that's why I'm laughing, because it's amazing, you and me. You brought it up in the introduction. I think it's great, maria, and I'm always grateful for this. I honor where I grew up, I honor my family, I honor my past profession and I do more than 25 years. I've learned a ton. It would be foolish to waste that time and not utilize that expertise. When I'm speaking to people, whether I'm hosting or whether I'm guesting on a podcast I get to do that a lot or speaking or coaching an organization, that's a respect and an acknowledgement of where I've come from and I have to match that with a respect and acknowledgement as to the other person or the other group or the other organization.
Speaker 1:Absolutely. I mean that's the connecting part, that's the part that you know, I think is missing in a lot of cases. It's a connection you don't build. You build rapport with people by being an expert. You build rapport by asking questions. You build rapport. You don't build rapport by saying, oh, you like to eat.
Speaker 2:Maria, as soon as you said those words, I can still remember somebody who I respected a ton that was showing me their presentation. The second page and I mean the second page after the cover had to do with giving them Eagles tickets. So it's like your show is called Be the Solution. It's hard to solve anything if it's just coming from you, unless you know these people simply want to be bribed or are such rabbit eagles fans that that's all they want to talk about. So, as I said it's, if you really want to be the solution, well then you help somebody. The questions are not. When I say, ask good questions, it has become my mantra. It's how you more specifically navigate a conversation. Again, help them ask questions that are relevant to them, listen intently to their answers, and the follow-up questions from me and or you or whoever our audience today would simply be based on those answers and your preparation and expertise that you're bringing to the table, your ability to match those things in real time. To me, that's the solution.
Speaker 1:Yes, it is In real time. To me, that's the solution. Yes, it is in real time.
Speaker 2:There's something about time time kills all opportunities oh, my god, it's like not just you're so right, and not to mention it's as you get older, as you get busier, as you're all freaked out because I can't go on TikTok or whatever, right, that sense of fear, anxiety, pressure, so much is going on.
Speaker 2:Treat the other people, persons, as they are your equals. Yeah, you're the expert, you're the leader and all that stuff, but show the respect that you are their equal, because something is going on in your mind. The time factors you talked about is you're trying to earn in my mind, you're trying to earn the right to get more time. That's what you're seeking by the connection, by the solution, by the situation, is the ability for somebody to like literally drop their guard for five extra minutes, like, oh, okay, she's cool, or he's cool, okay, great, all right, ask me what you want to know, and that sense of freeing up a little bit of bandwidth. Really, that's the goal. That's what you want is to earn extra time. So your solution resonates and that's what I seek to do.
Speaker 1:Day in, day out. So you asked me a question about why my word is impact.
Speaker 2:Correct.
Speaker 1:I believe that the more people we can impact, the more we can help to change the world.
Speaker 2:I love that.
Speaker 1:So in my industry, being in real estate and mortgage business, being in the real estate industry for 21 years, hitting 21 years in the next month.
Speaker 1:Yeah fantastic 21 years. Fantastic 21 years. And I believe that there's a misconception about what the industry is and what the requirements are to be successful in this industry. And a lot of people get into the real estate world because they want freedom. Freedom is that it generally doesn't mean they're disciplined. Freedom is that it generally doesn't mean they're disciplined and this is, more than you know, a full-time career. This is a lifestyle and real estate is everywhere and because it involves people and some people need to live in houses, live in apartments, and if we can connect with more people and be more impactful in our work, then perhaps they won't be on the market and expire.
Speaker 1:You know, somebody sent me a message last night. I didn't know who it was because the way it came over, they sent it via text, but sent it to the email anyway. The message wasn't a really good message, okay, from this person. And I look back and I said well, why is this house not sold? This property, it's commercial property and it's not sold because the client does not listen. Will not the buyers determine the price? We bring the property to the market at a certain price, the buyers if they do not come and see it, they've rejected the price and if we tell you over and over again that there are no showings because they've rejected the price, can't help you.
Speaker 2:You try your best, and here's what I would. I love every bit of that. So the important skills, the listening skills for that individual, like for me, some problems are really tough to solve. One of the reasons I can so admire the, the reasons I can so admire and I'll use the word layers that you have to go through to get to that one individual. So when you talked about buyers and they're the ones that typically set or hold a price, well, you can't control them.
Speaker 2:That's not a case where you can go in and make a bunch of new friends. That's where I go in terms of the precision. So they're really tough. They're really tough. And sending sloppy text messages not you, the other individual, they're tough. And so the only thing I think about in the real estate field and Annie, is how do I earn the right to get more time from that ultimate decision maker? And then the precision part is ultimately, are they just going to sit and spin your wheels, Just do nothing more? Where there could be some cases where you can't solve the problem, they either.
Speaker 1:Don't listen. You can't make them. It takes two people, right. It takes whoever the decision maker is, and in this case, myself. Now here's another student on the flip side of this right last week or the week before, we had a property that went live to the market at a price that was going to bring multiple bids in, and so it went live for 375 and it's under contract for 415. Beautiful, because the buyers there were many of them they decide the price Exactly, it's up to them.
Speaker 2:It really is.
Speaker 1:I'm the deliverer of the messenger, of what the market says.
Speaker 2:So this is why.
Speaker 1:I'm not miracle workers.
Speaker 2:No, and you're not a surgeon, where you're going to go in and precisely put this piece next to you're not. One of the advantages that we had you and I had in regards to the other career is selling. Intangibles is tough, so one of the I really love the skillset because it taught you how to listen, position, negotiate, educate when you bring it into real estate where it is tangible here's the house.
Speaker 2:No, that one. Oh, okay, as you said, if I heard you correctly, again in the education and speaking to an individual In the education and speaking to an individual, reminding them, not just telling them demonstrating how the buyers ultimately set the price is something that I would talk about with any is not just telling somebody it's coming to an agreement. How can you come to an agreement on something that matters so much? The inexact and or intangible part demonstrates no one's hitting 100% Nobody. Your goal is to optimize the time, optimize the conversations so that you raise the percentage of those people that get.
Speaker 2:Tell me if I got it right with the numbers that, like X price 375 and wound up being sold for 415. If I heard you correctly, or close right, great conversation, I'm sure. At the point of reminding that person we're going to price it at X and here's why we're going to price it at X. And here's what typically happens. Here's a little bit of oof that this is historical and comps and or whatever right, and then it's like and then you come to an agreement and again.
Speaker 1:So it has to be somebody who you know this story that I just told you was was an, a person who handles the estate of this property, and they're a professional, so they're attorneys, and before people pass away, they hire this service to be the executor of the estate. So it's not being put on a relative. So that's a difference. You're dealing with somebody who wants strategy for the best possible outcome and when you have the right strategy, precision, the right strategy, everything's aligned. There was a lot of work and effort that went into that before it even hit the market.
Speaker 1:Getting the house prepared, the house had to be emptied out. Getting the house prepared, you know, the house had to be emptied out. Having a home inspection done on the property, since it was in a state sale All these things have to happen before it even hits the market. People don't really understand, I don't think, the amount of effort that goes into even just getting a property ready to sell and why we take that extra time. And then, when the property is virtually staged, it has a home warranty that comes with it. Oh, the devil's in the detail. Again, action.
Speaker 2:I had a former boss that threw that around all the time the devil's in the details, and the first time I heard it, it was brutal, the situation was brutal. But every other time heard it, it was brutal, the situation was brutal. But every other time I never forgot it. I never forgot that and I love that. How do you? This sounds like just more for the audience. I know you know this, but I'm just going to. How do you know that you have to do that much work in regards to you know? Typically, like I said, you knew that. It's not like you made it up or it was your first rodeo. How did you? How do you know those steps and how? And better yet, how do you convey that to somebody where they get it more so than you know? Do they believe it? They're like okay, I got it. How were you able to make that happen?
Speaker 1:They're like okay, I got it, how were you able to make that happen. Experience matters Yep, constant training, going to conferences, events. Here we are on a Sunday morning doing a podcast, putting in the time and effort to develop your craft and not just slap something on the market. To develop your craft and not just slap something on the market. I see properties that come off the market all the time that didn't sell, that should have sold.
Speaker 1:We specialize in expired listings. Why? Because generally none of the things that I deploy on every listing that I sell were deployed on these properties and the information is there, but because the barrier of entry for real estate agents is so low and people don't understand really what is required of it. And most agents are buyer's agents and not listing brokers, so there's not systems and processes. Or buyer's agents and not listing brokers, so there's not systems and processes. Now I have a whole team of people. I couldn't do this by myself. People would say why don't you just do real estate yourself? I said I would just not do it, I would quit, because I have two skill sets and in a transaction there's about seven. So how do the other ones get done? You need other humans, that's the position part.
Speaker 2:You know what I mean and and I would totally beg to differ, you've got way more than two. But I'm gonna say but in reality it's true, you often most anybody you don't have all of them. You don't have all of them. So why pretend or why hope it, why you wouldn't hope it doesn't come up? It's going to come up, one of those other skill sets. So you just said something where you were talking like, like, you specialize in outward facing communications to clients, to the audience, to potential clients and inward facing with team, with your colleagues. What have you, what would you say are your priorities in terms of educating your team this year? What do you think is important in regards to what they should know? This year.
Speaker 2:Current information.
Speaker 1:We talk about a lot of different things, but every single morning at 8.30, we have an MQA success huddle and we go over a theme. The last week's theme of the week was was dials.
Speaker 2:Because here's the thing, and let's get down to it.
Speaker 1:Okay, if you dial, somebody will eventually answer. So if they answer, you can have a conversation with them. Conversation leads to an appointment. An appointment leads to a contract. A contract leads to a closing. If you do not make the dials, these things do not happen. So the more dials that you make, the greater propensity. You have to succeed period, and I'll give you an example.
Speaker 2:Right.
Speaker 1:Towards the fourth quarter last year I did a challenge 100 dials a day, five days in a row, 500 dials for the week. John, I couldn't. First of all, it took a long time to do it.
Speaker 2:Number one Doing the math. It would take a long time.
Speaker 1:And that's with. Also, it's not like that's my only job is dialing the phone. Okay, I have other clients, I have a full book of business, I have an office, I have financials, I have marketing and other things going on. So I did have to move things around and cancel some things I was supposed to go to because I made this commitment. Now what happened was like the one day. It took me till 8.23 pm to finish.
Speaker 2:That's pretty precise, you know what I mean.
Speaker 1:8.23, right, it was 8 23 pm to finish that's pretty precise.
Speaker 2:Well, that's what it was.
Speaker 1:You know what I mean 8, 20, right, it was 8 23, I was still in the office by myself, sitting in the kitchen dialing the phone, dialing the well we use, I use my service, sure? Well, thank god, I'm just pushing, you know, putting the buttons, and I put notes in, so I was calling for my computer. So what happened, though, was that, from all of the conversations I had, I could not keep up with the work I had to do. There was too much work, like I didn't have capacity to do all the work and this is from the work works person the work works.
Speaker 1:So what does that mean? That means that it's all about the cadence of the dial. Now there's more involved in that. People say, well, if I did 100 dials and let's just say Joe Smith, who's been in the industry two years, did the same hundred dials, would we have the same outcome? Probably not. That person with less experience, less context, more that goes into it, right.
Speaker 2:Right.
Speaker 1:The other part of it is the videos. How many videos have I done? How many podcasts, how many marketing pieces go to the database? So do I have a greater propensity for a result than somebody else who doesn't do any of that? Sure, but if you work in our company, you have that. I bet you have an advantage you have. It's not just about oh. Maria has 52,000 people in her database. It's more than that. There's all those people who have been getting information. Since I've been using this CRM for five years, I just put under contract this property at 26th and Federal. The woman, our seller, our client. She was in the database for five years and I called her for five years, miss Bonnie.
Speaker 2:Did she ever say anything about you? Call her too much or leave her alone, or why do you keep calling me?
Speaker 1:No.
Speaker 2:In five years, never once Nope Elephant. See, that's important, I think, in terms of outward facing, information Gives you the green light to keep going.
Speaker 1:Well, if you're not harassing people and you're kind, you know how are you doing. Miss Bonnie, how's your family? You know what happened with your brother. Best to understand that people are human. They're people, they have problems, they have situations. Somebody's sick, somebody has cancer, somebody's dying. You know, somebody just got into an accident. You don't know until you ask.
Speaker 2:Right. That's where I go back to the right to ask. That's where I go back to earn the right to ask, earn the right, in Miss Bonnie's case, to continue the process. And that's the kindness part that you're asking nice kind questions that people would feel like I can answer that or she hears me or it's cool, she's great, I'll keep talking. I think that part's awesome. She's great, I'll keep talking.
Speaker 1:I think that part's awesome. I think that there's a lot more that goes into real estate than people really understand. That goes into it and you must be dedicated and you have to think about it, as this is a long game, because last night, when I got that text message right, I wrote this scathing. I screenshotted it. No, no, no, it's in drafts. I basically said it's not sold because you don't listen.
Speaker 2:That's the, that's the pretty much moral of that story, but premise of it.
Speaker 1:But the point is, you know, arguing doesn't get you anywhere.
Speaker 2:Yeah right.
Speaker 1:It gets you. You may win the argument, but you lost the war. But who cares?
Speaker 2:right, you know what I mean. It's like you learn that you play that goofy game on social not you, but it's like you have the opportunity to play that goofy game on social media all day, every day.
Speaker 1:So what Social media? So you bring that up, tiktok as of this morning people can't get on, it's closed.
Speaker 2:It's shut down.
Speaker 1:That's why you have to have different channels. Absolutely Don't put all your eggs in one basket, you know. Protect your intellectual property.
Speaker 2:Different platforms. I'm sorry.
Speaker 1:Yeah.
Speaker 2:Oh my gosh. Instagram, my top three. Now it's top four. Facebook, instagram, linkedin, youtube those happen to be my top four. And this is where, when I asked you in regards to the current information that you're sharing outward I love the dials, examples, great, you don't have to reinvent the wheel, but it's a reminder of somebody's things aren't going to happen if you don't do this, and that was beautifully put.
Speaker 2:And so to me, same the same results of social media, but, as you you said, it's a respect for multiple platforms. If all I'm doing is putting up dance videos on tiktok which, by the way, nobody would need to see me doing that but but the fact of the matter is, if that was my thing, so to speak, and now it's gone, then what? When we talk about precision and asking the right questions and the right opportunities, you go back to doing your homework, being prepared, understanding that things change, and to me, it's the biggest thing, the last thing I ever want to be as an advocate, as an educator, as a trainer, as whatever is. I don't want to be telling old war stories from 1990 X. You know what I mean. Who needs them To me? Stay relevant, stay current, acknowledge where you've come from, but for God's sake, as you're speaking with people, understand that things change and it's up to me to be ready to adapt to that change.
Speaker 1:We always have to be ready.
Speaker 2:Always.
Speaker 1:Always have to be ready and thinking about, you know, not reinventing the wheel.
Speaker 2:Right.
Speaker 1:Looking at the business you're in. Okay, here's the cadence of the business. See if we don't have the results that we want, it's because we didn't talk to enough people.
Speaker 1:So here's the cadence of, let's say, being a listing broker, looking at everything that we do. So this year, the impact internally is looking at everything we do. How can we make it better? Do we need to 86 that step? Do we need to add another step in? And it's the little things, as I said, the devil's in the detail, a little thing. I'll give you an example. Sometimes you go to properties and there's multiple boxes on the block, boxes on the property. It could be a condo building.
Speaker 1:And maybe there's lots of other condos. So I said you go there and there's eight effing boxes. How are you supposed to know which one? So I experienced this myself when I went to show this property to a client that just bought a condo that we closed on with them in December.
Speaker 1:Literally, they contacted us, I showed, showed them, we went under contract and we closed all in less than 30 days, the whole entire process the whole deal from the phone ringing until settlement was 30 days, so it's possible to have a deal in that time and close but what happened was I'm showing, and there was one property that had 10 boxes on it, so I had to try all of them and I was pissed.
Speaker 2:Different locks, different combos. Oh no, this is a key lock. Oh no, this is a combo. And by the way, they gave me the lock.
Speaker 1:The guy gave me the wrong code. So then, so I came back to the office I said make stickers. So I came back to the office and said make stickers. I said make a label and have our field service rep, angela, put a sticker on every box that's ours. So it has our name, mqa on it and then a phone number, so they know that's our box, our listing.
Speaker 1:So, the agents are coming and trying to figure out which box this is a devil in the detail item, and that's what it's about. It's the little things. Back to the precision, john.
Speaker 2:Right, the precision. Maria, you would describe just that specific situation, very briefly, I will say, because I've been in the field. So I'm sitting on a Saturday on some dirty floor in a condo building. I never forget it. First time that it occurred, nine hundred and I'm exaggerating Nine hundred dirty lock boxes to go with the dirty floor that I'm sitting on, and I can't figure it out. I almost lost it. I am calling the listing broker and I'm out of my mind and she is great.
Speaker 2:So it was like, also, you have to be a psychologist in the midst of all this too, for you to add to all the crazy calls that you're getting inward. But all I would say is that it's the reminders, the details, the long game, the knowing full well that you're not coming in for easy, quick money. You're not. You're not. It's impossible, and I think the of that, just the knowing that everything can be proofed, checked, as you were describing, I think, systems, I think know your systems. If you're lucky enough sorry, terrible choice of words when you're smart enough to have systems, know them, make them adapt to 2025. Speaking of questions, speaking of precisions, like you said, I could picture what you're describing and I think that would be awesome to see MQA Like. To me better than a billboard, you know, better than some big dumb billboard that nobody's going to pay attention to.
Speaker 1:You know that's some of those big dumb billboards Everybody has Because you figure, why not, Right?
Speaker 2:I know that's not a disrespect to the owner, For God's sake. They're making a resurgence in regards to popularity and efficiency. But if I'm trying to get into a home I'm paying really close attention to the detail of oh my God, this is great and easy. Question. How did you realize? You said they gave you the wrong code in the phone call? How quick was it from the realization to reaching out to that person and solving the problem, Knowing that you're a dialer, how did that go in terms of solving the problem?
Speaker 1:Oh, it got solved, but we didn't buy that oh wake up. So I'm always finding the solution Right. I'm like a lunatic out there.
Speaker 2:In a good way. You need somebody to solve the problem.
Speaker 1:In a good way, because I have a client to represent and got to do our. You don't give up. That's the thing. You don't give up. You know the industry is an industry where people give up pretty easily and it takes a long time to build a brand years and the number one thing is to do the right thing and be the solution.
Speaker 2:So when you're speaking with your team and this is inward facing part of the beauty of this is they literally see you dialing working the 8.30 am MQA success. You know, how are you finding it in terms of I don't I mean overall in terms of those weekly sessions? How do you feel that they resonate? Our prior field that was their deal was the weekly sales meeting. I'm always curious. Yours is daily and so but we have.
Speaker 1:We have. This is the cadence of our organization. Monday to Friday 8 30 AM success huddle it's on the phone, it's no longer than 15 minutes. We go over our wins. How yesterday was what happened, what we got on deck for today? Monday, 2 o'clock listing meeting we go over every single listing in the company that's listed, as well as what's coming online and what's in pipeline. We also go over after signatures. Friday 1 pm sales meeting we do sales training.
Speaker 2:Oh, nice, I don't really see sales.
Speaker 1:Monday, Wednesday, Friday, 9 00 am to 12 noon we fish and hunt and in the afternoon we eat I love the way you phrase that. It's great 9 to 12. Monday, wednesday, friday we go hunting. That means we're on the phone making the calls. So I would like to add tuesdays and thursdays in, but we're this is what we're on the phone making the calls. So I would like to add Tuesdays and Thursdays in, but this is what we're doing right now and we call together. It creates momentum, creates noise, energy.
Speaker 2:Energy absolutely.
Speaker 1:Team work, team energy. Yeah, we have a little bell you, lorraine, when you get an appointment.
Speaker 2:Folks, do you know what was important? I showed up for one of those and it was a long phone wall. I was there and exactly with our friend Jay Duran, the culture man, like I said, I was physically in the building making the phone calls that day, so I can guarantee you that Maria walks the walk and it was fun, it felt good to do.
Speaker 1:So question comes down to how bad do you want it?
Speaker 2:Oh critical. That's to me, knowing full well how I speak with anyone, which is this there are going to be serious roadblocks. Maria, you addressed it. You don't know what somebody's going through. There are going to be serious roadblocks. It would almost be better served as an individual, as a sales organization, as a real estate company, to know they're coming. The only thing you don't know is what exactly they are. So if you know they're coming, then maybe you hang out in the field a little longer, maybe you take a little more time knowing that you're going to get harpooned by something you just are.
Speaker 2:Everybody does Nothing to do with talent, ability, desire, heart. You're going to Something in the business, something in your family, something or multiple something. So if you know it's coming, you may not get as freaked out when it comes Treating those situations like some shock or you know, know it. So I really lean into how are you setting yourself up? You talked about the success calls. How are you setting yourself up, knowing that this is the case? Know it that some Saturday night you're going to get compromised because you know somebody's going to send you some terse.
Speaker 2:I used to have a client in my former field. I think their job was to wreck your weekend. I really believe that was their job. By 5 pm, you could count on some horrible email, phone call, text message, and it was. Their job was to wreck your weekend, it wrecked mine.
Speaker 2:So what do you learn? Know that something is coming. Be very prepared to understand that there are going to be hurdles, roadblocks, situations, and so when you've got the amount of training in your own organization Monday, wednesday, friday we all hunt, we all eat later, we are all on the phone weekdays at 830. Hunt, we all, eat later, we are all on the phone weekdays at 830. It feels more like team building and less like punishment. And so, therefore, you're ready. You're more ready to hang out a little bit longer and earn the right to get someone's time so that you can solve their problem. I'll ask you one thing, right, miss Bonnie, without giving out proprietary information don't need any of that but I'd be curious in regards to what do you think it was, in addition to five years of calling, where she became ready for you, not ready in general, ready for you?
Speaker 1:I think that just developing rapport, building a relationship on the phone, you know, this particular property that she was selling was occupied by a family member for many years, didn't pay rent, then the girlfriend stayed there. By the time I saw the property it looked like a mess.
Speaker 2:Right.
Speaker 1:And this is her retirement money, this is what she has for her retirement, and so we did have several offers on the property, but they weren't the asking price. Finally, it took five offers and I don't maybe 90 days on the market or so, but we have last week. We have a full price offer. It's the time, the energy, it's the commitment. It's the commitment to doing something that, even though you want the sale, you have to do what's best for the client. Right, that excites me.
Speaker 2:It for the client at the end of the day, yep, that excites me. Just, it does Like. Those are the sorts of stories that excite me, and I don't think you ever get there without earning the respect of the other person, so that when they feel like, oh, I don't want to tell her that you do, she will. You know what I mean. Because it's like, because you've earned the respect to ask better questions and show enough compassion, be prepared enough, and then you garner trust. You garner trust.
Speaker 2:All those steps that I love that you shared, from the dials to the appointments, to the situations, that precision all comes into play. And it also, I would imagine, reminds somebody that in a field that's difficult, oh, it's this, it's that, it's interest rates, whatever right, but they're just excuses. Well, exactly, and that's what I was going to say, you remind people that there is a very real reason to do this, because of how damn good it feels when you're able to make something happen for somebody. You know in that situation and you did, and I think, as an educator, which you also are, that's the beautiful part about you know what I mean. You're going to help other people realize that, not just you, you know absolutely so, john.
Speaker 1:Two questions for you oh cool.
Speaker 2:Yes, number one. What is your'm a big pop music fan, right? So I can literally give you the dance moves to APT by Rosie and Bruno Mars, which is some goopy pop song and stuff. So pop music with a hook, don't care who's singing it or dancing to it, 100% you will find that on my playlist right now. You just will. I think that's targeted toward an audience that is about 12 years old, but that is pop music with a hook.
Speaker 1:Oh my gosh. Okay, that's funny, oh my gosh.
Speaker 2:Okay, that's funny Now second question. Yes.
Speaker 1:What are you most excited about for your future?
Speaker 2:I believe in my heart that you can help other people carry a message that matters to everyone. I really do. You're explaining that in terms of the way that you're training. To me, the success part doesn't matter as much For me personal success If other people are not benefiting from it. You know, like I said, I work with a mantra this year and I'm a high energy communications leader who helps the world optimize their future. One conversation at a time is my current mantra. It matters, because it's not just me winning If I could train other people to be able to carry that message so that their futures are impacted. The clients that we interact with you know the companies that we interact with. It ain't just me, I don't want it to be just me. That excites me, and that's the message and the mantra that I'm looking to carry out this year.
Speaker 1:I love it. That's amazing. I love it. Well, thank you, john, for being on Be the Solution podcast. Well, thank you, john, for being on Be the Solution podcast. You have been a great guest and a fan of the show, so thank you, and thank you for your friendship.
Speaker 2:Oh, my God, that's special.
Speaker 1:I wish you a fantastic year.
Speaker 2:Thank you, maria. It was great and, as your friend, I'm so excited that you continue to take the steps and go outward facing with the message. It's too damn important. So thank you for doing the work. It really matters. Thanks for having me. Work works, damn right, work works.