KGCI: Real Estate on Air - Keeping it REAL Estate with Sara

Episode Date: June 5, 2025

Good morning. Good afternoon. Good evening, wherever you are. My name is Sarah DeLancig. Welcome. This is Cheaping at Real Estate. That's what I'm calling this session, this biweekly session for now. And the things that we're going to do on this half hour session, we're going to start, you know, with gratitude, affirmations, maybe some visualization if I get up for it. Oh my gosh, my phone is usually on mute, but it's on me today. Now I'll put it on you. Um, and then we're going to kind of go into like, I want to spend just a little bit of time on that stuff. Um, and then go into the news of like things that are going on in the real estate industry.

Um, and then something that I'm like, usually like books that I'm checking out, other podcasts, other, um, you know, know, YouTube channels that I'm learning from or audiobooks or stuff like that, that I think can be helpful. Usually, I'm helping agents with their follow-up techniques and how to, you know, get over their fears of follow-up. So today we're going to talk about a really interesting book that actually my husband sent me, my husband sent me a video in the middle of the night last night and it was like a short a YouTube short and I just like it was about I'm a psychology major so it was about the blue dot effect and and so I started watching it and then it like I felt like the video didn't finish so I tried to go watch the whole thing and I've found another video that

I really liked it so we're going to talk about five life changing levels of not giving a duck that's what I'm going to say instead of the word that it actually is. Just in case, just case. Okay, so the first thing I want to do is say, I am so grateful for this platform and this opportunity. And I think it's amazing what we get to do in the real estate industry. It's a very unique industry with so much upside. There is a lot about real estate that can be scary.

trust me i've seen all kinds of things and i'm sure you have too and i know we're all in kind of a strange market right now that um can be challenging but can also be very rewarding um when you persevere and go through the journey so um so i am just really grateful for this opportunity for my team, my family and everything like that, and my tribe in real estate, because I think it's really important that you have people that you can lean on and talk to about all the crazy stuff

that's going on in this industry, right? So I'm super, super grateful for all of that. One of the things I like to do is I actually posted two videos on TikTok recently, and they got a lot of, on it because they were about affirmations. So I'd have some affirmations that I'm going to pull up, that I'm going to read, and feel free to read along and, you know, make them your own. I think this is really helpful and I'll tell a short story about it right after we do it.

Okay. So this is just something I put together to make sure that I was like putting my best put forward and having the right mindset. And I'm sorry about the lighting. These screens are really bright. So it can make me look very washed out, even though I put on self-tanner today. You can't tell. But, okay, so I am successful regardless of what is happening in the current market. Each call is an opportunity to build a positive connection and provide value. I am well prepared and knowledgeable about my market and the services I offer. I am persistent and resilient. I will keep going despite any challenges. I focus on solutions and benefits, not just making a sale. Every call brings me one step closer to achieving my goals. I'm a great communicator and can convey my message

effectively. My enthusiasm is contagious and it resonates with the people I'm talking to. I know that success comes from consistent effort. So that's the short version. If you know me, there is a longer version that I also have. But I like this one. It's pretty simple. I have it right in front of me and try to read it and say it every time before I'm about to make calls. So hopefully you can try and do it too and see if it helps you. But one of the coolest things is when I first started doing this,

I was creating these affirmations for a course and I was hearing about how, you know, I was studying about mindset and how it really, really helps people. And so I was like, okay, you know, this was in the middle of September when the interest rates had just gone up. And I was not like very happy about that. And I felt a little discouraged. And I put these affirmations together to try, you know, to see if I could get myself out of the funk. And the first day that I did it, I ended up with a $1.2 million buyer. And then the second day that I did it, I got a $2 million cash buyer. and seller. So, um, so it works and I've been trying to do it ever since. Um, and I think it helps to really just get you like, I'm not going to focus on a sale. I'm not going to focus on that. So later on, I'm going to share a really cool, um, live call that I had. And it's, it's a little long, but you'll get the sense where, and I did edit out, um, certain private details. So like normally when I call someone,

I say, hey, this is Sarah with a whatever team. So like, for, example, hi, this is Sarah with the local real estate team in Seattle. I saw you click on blah, blah, blah. So I just want to let you know when you listen to the call, there's certain parts added it out. So it might sound a little bit weird in the beginning, but I do say the name of the agents I'm calling for and things like that. And then at the end of the call, it's cut off. But I did ask him for his permission to use the recording of the call and all that. And he said I could have have it for whatever I wanted to share it all over the place. So I'm going to do it. Okay. So So we've done our affirmations.

So one of the things that I came across as I was getting ready for this, I was looking up some real estate news and something I found was really interesting, which is more than 18 million occupied rental units are exposed to climate related risks. According to Harvard, a study at Harvard's Joint Center for Housing Studies. So this could strain rental stock supply, boost prices, and cause a jump in eviction. This is a study that just came out. And it's kind of terrifying. Like 18 million, 18.2 million occupied rental units are at risk of like hurricanes, wildfires, floods, earthquakes, and similar hazards. So, I mean, it could be like, I don't want to look at it as bad news. or anything like that.

But I do think that it's interesting and I think that we're in an interesting time right now where we need to think positively and hopefully this will push some more focus on helping people get into houses and get away from rentals and things like that because well, that's what we're trying to do is sell real estate here, right?

So I thought that was really interesting. I also thought it was interesting. Well, I mean, the interest rates are above 7% is according to another study too. So, so this time in real estate is like one that can get very difficult. You could feel like your real estate career is on life support right now. And I hear it a lot from agents that have been in the business for years and years of years and are just finding no rhythm right now. You know what I'm saying? So I'm trying to just help be a lifeline, throw out the, you know, the life best. And hopefully we can all support each other,

by the way through this. And so some of the things that I hope will help do that is by encouraging you and sharing the call that I have that became an in-person listing appointment and things of that nature. I'm going to share my call numbers. I'm going to share whatever I can because a lot of people are very curious about what it looks like to make 100 calls a day. And I'm not saying real estate agents need to do that. That's literally my my bread and butter, right? Like I own a boutique ISA company. And so we're very, very small. And actually I will talk about how, well, there's this part on the thing that I'm going to, we might as well just get into it now. So on that five, five life changing levels of not giving a duck, then the guy and it's the name

the channel is Mark Manson. One of the things he said is that relationships are either performance based or they're authentic. So when you meet somebody, if you're performing, you're not putting on, you're not being yourself. You're not being authentic. Because like if somebody, have you ever met one of those people that's like, oh, you know what? You're like talking about your favorite thing. And they're like, oh, I love that too. I love it. Oh my gosh. It's my favorite. And you know that they're just agreeing with you, but they don't really know anything about it. Have you ever seen what I? I was like, that is when I, and I know they just want to be liked and they just want to like sit in. But they're not being, they're not being liked for who they really are because they're just saying they like something.

And they don't really, because if you press them, then all of a sudden you realize they probably never even seen whatever movie or show you're talking about or whatever it might be. Right. So, um, so being authentic is a really crucial part of being successful. I personally. and not just being successful, but being happy and comfortable in your own skin. Because if you are trying to please everyone else or trying to put on a front or trying to be a salesman or trying to be something you're not, then you're not going to be fulfilling parts of you that need to be fulfilled. And people also are going to be more likely to see through it too.

So right now in this industry, you have to be fully authentic to find the people that want to work with. you and that you want to work with. So the reason I'm telling this story is because as as a small boutique ISA company and just for anybody that doesn't know what that is, it's inside sales. The inside sales agency is the name of my company. And what we do is we call, you know, warm internet leads or like warm leads for agents. We call buyers and sellers, prospective buyers and sellers for them because, you know, a lot of agents don't have the time. And they like, that but we are very selective so on this on this thing that I was watching today it was so interesting and I was just like share a really quick screenshot of

this because there is a there's a work but these are the this is the channel and these are the levels that you go through and if you guys can find this video which I will send to auto to put at the bottom when we when the recording comes out if you can sorry about this word up here. But if you can, try to watch this because it's very interesting. They actually put this guy who's very shy through these stages. So we're going to go through embarrassment, rejection, criticism, failure, and level five, where you're finally just like, okay, I just, you know what, I just, I'm going to be who I am because you're only ever going to be the worst at something

the very first time you try it. Like, you don't think that I just like hopped on the phone, first time calling a potential seller, never done it before, and I'm just like comfortable, right? That's, that's not the way it works usually. So, I mean, you got to get comfortable. And in this video, they put one of their friends who's very shy and things like that, they put him through all these obstacles. And one of them said to him, like, you know, you were choosing them as much as they're choosing you. And when they told him that, like, they put him on a date and they made him ask all these very embarrassing private questions. And once he realized, hey, yeah, I'm choosing them too. So they, I don't need to perform, right? Like, I need to just

be myself. And if we click, we click. And I bring that up because coming back to my ISA company, it's like, we're very selective. And we only work with a small amount of agents that actually want to work with us. I turn a lot of business away because we're looking for a very specific type of client that is going to maximize everything we do. And that might sound odd because if you go to an I say company, you're just like, I want to sign up and they take your money and that's that. But that's not the way that we work. And so I bring that all up to say like, as an agent, be authentic and make sure that you understand that just as much as you want a buyer or a seller, they, you need to choose them. Like, have you ever, I'm sure.

you've had clients that you've had like I know a lot of people have had a client and they have to cut off the relationship whether they're crossing boundaries or whether they're volatile or whatever the case maybe or just like making you uncomfortable or it's not respecting your time there's so many things that I've seen happen like and the longer you're in this industry the longer you see it so so I bring all that up because um when you start following up with perspective to fires and sellers. When you put yourself out there, you are going to go through these levels. You're going to go through embarrassment. Like it feels awkward. You might say the wrong thing. You might, you know, you might accidentally throw a quote out there that's wrong. You might, send a text that doesn't, you know, have the appropriate grammar or something with that. And it may embarrass you. So, like, but own it. Like, that's part of being human. Nobody's perfect, right? And then level two is you're afraid of being rejected, right?

Well, everybody's afraid of being rejected. But if you're rejected for who you really are, then I don't feel like you should be that upset because it's not only you rejecting or like you being rejected. You are also maybe you're being back along with that person anyway. So don't always be upset when somebody is not a good fit. Like we get hung up on myself and my team. We get hung up on.

we get we get some like we've had people say some really mean things um as a matter of fact like some really really mean things and we know it's not about us like they're not they're not putting it like they don't even know us right they can tell us really mean things but um really just a reflection of their character so so rejection is not not a bad thing um criticism obviously and we all get criticized for all different kinds of things i i criticize myself um every time I watched the recording of these and then I'm like, oh, that's not merely, I did way better than I thought I did or something like that, you know? So criticism is all part of it. It's all part of the journey and failure. You're going to fail. You have to fail. You have to fail in order

to succeed. Like I love this. There's something going around the internet that's like Abraham Lincoln ran for office like so many times and didn't win and all these things. And like, he wasn't you know he didn't give up he kept trying he kept trying i think it was something like 40 something times that he was rejected you know and he kept going and now he's one of the most famous president's ever right and then when you finally get to level five you are just like okay this is who i am and this is who i'm going to be so with all of that said now i'm going to play this call and you guys can find where i may have been embarrassed rejected, criticized, and felt like I might have failed it at something.

And then you can also see where it gets to a point where I, you know, I make it all happen and it works out. So it's a pretty interesting call. And afterwards, if you guys have questions, we can talk about that. But one other thing I want to share is just the call numbers for our week, which is myself and another ISA, Kelsey, sitting right next to me. we had 1,2010 calls this week from Monday through. Oh, you know what?

Hold on, hold on. Which one was that? I don't know. Okay, sorry. Nope, I was looking at the wrong week. I was looking at January. Take it back. Okay, we had 1096 calls and 27 wins.

And we call wins like if a potential buyer or seller actually connected with a real estate agent. So like had an appointment with them. We count wins as if they sign a listing agreement, which happened this week. If they go pending, which happened. We also count like if they request the CMA, if they request property alerts or market updates.

So those are the things that we count as wins. And a lot of them mostly are like connecting with the real estate agent, but a lot of them can be property alerts too. But we had a thousand 96 calls, total calls last week. And then 27 wins. So, okay. So now we're going to play this call. And luckily there is, thanks to my assistant, Danielle, who's amazing for putting this together, so that we can actually read it while we watch it. Some of the words she might not have known or it was private information, so she might have taken it out. But hopefully you guys can be hearing this and here we go. Hello?

Hey, is this, Faso? Who's this? Yeah, my name is Sarah. I am not trying to say something. but the other day on Facebook, you requested a list of off-market homeless for sale in Oakland County. Does that sound familiar? I just one of those.

What I clicked on it? I didn't know I requested it, be honest with you. I've seen the email. I didn't know. I requested it, you know, on those Facebook marketplace.

I think I seen a house or something. Yeah. I mean, I am in, but I'm not in. I'm looking, but not looking. It's one of those. You know what I'm saying? Yeah.

I live in Commerce Town. I have a house too much for me, but I love where I live, so. Oh. But there, yeah. Well, okay. What about this? No pressure, first of all. But you said you have a house that is a little bit too much house for you in

Commerce Township. So would you like to know how much it might be worth by any chance? I already know if it's in the mid-500. Oh, okay, okay. All right. Well, what about this? You gave us your email. Could we set up like a search for you?

so that way, if something came on the market, that was like the universe you're working for? If I like that a move, be honest with you, I'm looking for no more than a ranch. I'd like to have a swimming pool in it. I want to live in commerce. Somewhere this side of the world, when I say this side, it's like when am I at?

Toward Hagerty area, you know what I'm saying? Yeah, yeah. Yeah, I'm looking for a house, swimming pool, in-ground swimming pool. If I find what I like, there's no commitment yet. I'm not really... But I always said if I move, it's going to be arranged, and it's going to have a swimming pool with a walk-out basement, all that good stuff.

With a walk-in basement. Okay. Do you know how much you would want to spend on that home? You know what? I have not decided that, depending on what I see. Right now, I'll be honest, but everything is so overpriced. So even if I made money on my current house, I'm going to spend it or something else to upgrade. I know how the market is. You know, see. Yeah.

You know, you're getting... Have you made any increased to your home by the issue? No. No. Okay. Okay. And I'm afraid to. Well, why is that?

It's like, it's like I cut it out very nice. I kept it out very well. It's only me on my wife. And I'm no kids. You know, if they wouldn't have a kid. Little, beautiful homes. It could use some touches. It should use some upgrades.

Maybe the kitchen, maybe the bathroom. You know what I'm saying? Yeah. I wouldn't line about it. that. But sometimes, like, if you're thinking about moving, do you know, do upgrade, maybe the new one who wants to do their own thing. You know what I'm saying? Instead of me spending $50,000 or something, they might like, like,

I don't mind selling for $50,000 less. Yeah. I'm a very realist guy. Like, why should I spend my money and hope to get it back? Right, right. Okay, well, okay, so. And at my house, my house, my house, I've got $20,000. 75 square feet. I have two bedrooms. Main bedroom suite for me is downstairs. I have a bigger bedroom suite upstairs that was for my daughter. Oh my God. You know, in the bathroom and her own

walking closet and all that good stuff. And I have a John and Jill with two bedrooms. So that's a full. My basement is completely finished. It's humongous. I'm not. Tire foot high feelings. I mean, walk out through walkout, right? Where friends. Exactly. What about just putting it in ground pool in that space? Is there not enough room in the backyard? You know what?

I thought about it. Uh-huh. Right? I thought about it. My backyard is kind of weird. The water table is kind of high. So I didn't know if they could do it or not. Okay.

You know? Plus, the house, the honesty is just me and my wife. Oh man, that's a massive house for just you in your way. And you see what I'm saying? I mean, I go upstairs to flush the toilet once in a month. Oh, my gosh, that's a little. Well, okay, look. I go in the basement three times a year, maybe I'll have the family over.

And I have a huge basement completely finished. I have it. It's 52 by 25 and then 25 by 50, like an added shape, right? Yeah. One pole in the whole. on the basement. Oh my goodness. That's crazy. I have a full kitchen. I have a bathroom. I have

a storage room. I have a gym. Yeah. Yeah. Okay. So if we were able to find this home with a pool for you an in-ground pool and is there anything with

a basement, a walking basement rent style, is there in the area that you like which might be difficult. Are you thinking It might be in this area Yeah Are you thinking to stay around that 500

K range or Like I said It depends on the house The age of the house and how it works I don't want to dump a lot for money I like no I've never lived Listen

I've never lived in a used house Wow That's nice I lived in two homes I lived in two homes I owned two homes This I've been made it since 1985.

I got married. I got married. I got married longer than that. I got married in 1980. Oh, yeah. Okay. So you need a new instruction then is what I'm saying. Yeah.

I mean, you know, and you're new. With fresher, you know what I'm saying? The fresher. I mean, I owned one in Farmington Health from 86 to 99. Paid that off, moved into this house in 99. And, oh, you've been there since 99? Yeah. Oh, my gosh.

And you keep it. in good shape. Well, that's good. Are you sure you don't want to just give me an address and we can just send you kind of a generic, like, keep you in a little bit. Go ahead. Blaine. My home is that it's a family with kids' dream. Because the street is a dead-in street.

There's one way in the house. And it's a bunch of little kids. Now they're moving in. Family is a kid. About four or five families with little kids. See, why are you telling me in the house? now I want to help you sell, like, I want to help you get this out

and get you into one with the ground pool. Like, you're playing with me here. I'm not playing with you. You want to come and take a look? Come and take a look. I don't care. But I'm not the agent, so I can't actually help you. But I could have a time for them to come take a look,

but I don't want to pressure you, like I said. No, I'm like that. I don't. I'm a very simple yes or no. I mean, I procrastinated. us and again me and my wife talk about it like yes and no no and yet we love and be honest with you being married 45 years you accumulate a lot of jump and every time I want to move and I start looking around and I'm like what am I going to go with all there and I keep

telling her you every time she says she wants to move I'd say make a garage sale in the summertime tell some of the stuff Oh, yeah. Well, look, an agent can help you with that because they have contacts to all the right places to help you get out of that stuff. So, you know what? They have some availability this weekend. Would Saturday work? Yeah. Listen, no pressure. No pressure. No pressure. Yeah, no pressure. What time do you, like they could do it in the penny? I'm in the gym. How about like one between, after one a clock? How about two? How about two?

So, that was good. 2 o'clock on Saturday. Okay, they're going to meet you on your house. Yeah. Plain. And then, you know, just, then they can set up whatever they need, and hopefully this goes out.

And I can't wait for you to meet that. I don't know what it is about you, but usually I hang up. No sex. I don't need nothing. I'm good. I'm good. I'm good.

I'm good. I just love talking to you. It was a pleasure. Thanks so much. And I hope you have a good weekend, and they'll see you on Saturday. Okay. Thank you.

I thought by. All right. So as you guys can see, well, it was, he kind of sold himself, but in the beginning, he was like, no, you know, I just clicked on it. And I thought it was going to be more like what he said at the end. And he's like, normally I'm like, I'm good, I'm good. Or don't even answer the phone, right? Which we hear a lot.

So as I talk to him, I just empathize with him. And the first thing I did, like, and I don't always do this, but sometimes, I do. It just depends on the area and like kind of the attitude that I'm getting with the calls. Some markets are different than others. So that day I decided to say, hey, you know, I'm not trying to sell you anything because sometimes when they answer the phone, you can tell they're a little guarded. I just want to make sure you got this list of homes that you requested or this estimate that you requested or whatever it might be because we call warm internet leads that usually click on like Facebook posts and stuff like that. So, so. So, so. yeah, I was just like doing my thing and I decided to say that and it kind of, I think it lowered his guard. And then he was like, oh yeah, you know, I just clicked on it. You know, I'm not serious or whatever. But he, he provided little tidbits and I would catch those and I'd be like, oh, and he's like, yeah, I have too much of the hole. And then I'm like, so he wants to downsize, right? Like, and you can see as I go through it like my enthusiasm, like he's selling the house to me and I'm finally, I'm

like, hey, man, you know, he's the one that offered for us to come take a look at it. I had already offered him to, you know, set a generic CMA without seeing the home earlier in the call and things like that. And then by the end of it, you know, I think in this situation, to be honest, I think he really wants to sell. I think it's a huge home and they have a lot of stuff. And I don't think his, I don't think the spouse wants to get rid of the stuff. That's, well, that's my impression out. So, so anyways, like that's a pretty common type of call but also uncommon in the fact that like he started opening up and telling us more and telling us more and telling us more. So it just depends on when you get them. There are people we have that we talk to them and we make a note, oh,

they were so nice. And then like this just happened to Kelsey yesterday. And then you call them again the next day and they're like, what are you talking about? Like I don't want anything to do with you. And they're like not the same person. So you never know what is going on in people's lives. So you always have to go in and just like not have any judgment, take back seat and know that it has nothing to do with you, whether they're in a good mood or a bad mood. And just try to see if you can help with whatever they're looking for and be a sounding board if they need it. If he wants to talk about his home and how amazing it is, fine, let's do it. You know, I didn't really think I was going to get the address. I didn't really

think I was going to be able to set that appointment. The agents have since talked to them and, you know, We'll see where it goes. Fingers crossed. So it's still in the works. But that was good. So that is all the time we have. Unless anybody has any questions. If you do, feel free to come up mute.

If you don't. Or you can type it in the chat. I'll wait a second. I'll take a step of this. See if anybody has a question. I guess we're good. Well, you guys know where to find me. My name is Sarah DeLanzig.

I'm on social. I go by at Sarah B.S.A. on a lot of stuff. And hopefully you guys find me and you'll be here again in two weeks where I have another call. I think we're going to share Kelsey's call that she had. I think we're going to do it next week. Or not next week, but the next time. So hopefully see you down.

Thanks so much. Bye.