KGCI: Real Estate on Air - Why Respect is Your Best Real Estate Strategy

Episode Date: January 15, 2026

Summary:This episode provides a tactical look at how showing respect and maintaining professionalism can be a powerful business strategy. It likely argues that a consistent, ethical approach to clients, colleagues, and the entire transaction process builds trust and a strong reputation. The host likely provides actionable advice on how clear communication, valuing others' time, and managing expectations are not just good manners but a foundational strategy for generating referrals and achieving long-term success.

Agent PowerHuddle is a daily jumpstart, giving you all the tools you need to create an amazing real estate career. Led by top experts in the field, you'll learn how to sell more houses in less time while creating the life you want. Welcome to the Agent Power Huddle. Well, that was a different intro that I was not expecting. Welcome, welcome, welcome, Welcome, everyone. So you are listening to or watching live the Keeping It Real Estate podcast. And I am going to talk about R-E-S-P-E-C-T. Find out what it means to meet today. So we're going to be talking about that not just in real estate, but in all avenues. So if you know me, you know when I do these. I try to get inspiration, gain inspiration for people like Leila Hermose, Alex Tomosie and Ed Milet and others. And I just wasn't, I don't know, like I've been trying, I've been thinking about this for a while because I haven't been on it. And it was a holiday and then I was on vacation. So it's been a little while. And so like I'm a little bit like,

what am I going to talk about? Right. And then I decided to use real life experience in this because I've lately been taking Zillow calls for one of my clients. And, and this is like a massive team. So there's a lot coming in and there's a lot going on. So I'm going to explain this because why I think it's important as agents that we don't get disillusioned and burnt out from the way that the industry is and the things that happened to us. I'm going to tell a story about how I worked for about an hour, maybe an hour and a half to try to get this referral to go through to set up a tour for this family that was driving through the state. And they were on this, you know, massive drive. And they were waiting for another agent for four or five hours.

hours already and they called, you know, they pulled up and called through Zill and they're like, hey, I want, I want a tour of this home. They had requested it for the next day because they were going to drive back, but they wanted to see it right then because they had already been waiting. And so I was like going out of my way to try to figure out how to set this up because it was about five hours away from, you know, like the central location that the team is in. And so reached out to the team. The team recommended an agent in that area. The agent wasn't actually in that area. The agent accepted this tour.

And then as soon as he got home and looked up the house, I think he felt like the price probably wasn't enough. And then decided, no, you know what? It's too far away for me to drive. So it was, I was like, oh, okay, well, that situation, we're going to have to just deal and we're going to have to move on and go find someone else. So then I found another one. So mind you, we're also typing up the referral agreement for this.

And there's like a whole bunch of people involved. So this was a whole thing where I'm going above and beyond getting 100% to try to help this buyer to go see this home. And I felt a lot of pressure even though that I'm not the agent that, you know, stood them up for five hours or anything like that. But it's just my character to go above and beyond and to give 100%. And I bring this up because it could be really easy when things like this happened, because that's not the only one that happened. Another very similar situation where an agent was trying to go to the. this appointment and then the buyer canceled like 15 minutes before and it was a drive. So I'm sure if you have been in real estate for any amount of time as a buyer's agent,

you know exactly what I'm talking about. So with that being said, I want to make sure that you understand that even though these things happen and you can start to build walls up and make it so you're like, well, I'm not going to go out of my way. I'm not going to do this or I'm not going to do that. That's not for your benefits. So that's why we're talking about respect today. And normally I have my affirmations.

So I am going to read something at the bottom of these affirmations first. And then I'll go through the affirmations because I really do think that this is helpful. And if you start to do this just a little bit, like just give this five minutes, just read affirmations like this and say things like this to yourself, then it really does put you in the right mindset for the day and for you to be able to give 100% and to respect others and to not get dissolution with, you know, the crappy things that happen to us as a age it. So, um, so the first thing I wanted to read is when you're honest and kind to people, they trust you more. When you're fair and own up to your mistakes, you get more respect.

And when you put someone else's needs before your own, you get to be part of their happiness as a result. So it's kind of a two-edged sword that problem, right? If, uh, if it does, if it does, doesn't work out like it didn't work out after two referral agreements that didn't work out, the buyer calls me and tells me that he found another agent himself to show him the home sooner than I, you know, we could. So I and he warned me and I appreciated that. So I believe in value honesty, always, you know, with respect and integrity. Okay. So now the affirmations are, 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, a great communicator as I mess up. And can convey my message effectively. My enthusiasm is contagious and it resonates with the people I'm talking to.

and I know that success comes from consistent effort. So if you don't have those affirmations, honestly, I just, I googled it, and then I'm one of those people that likes the change words. I love thesaurus. So I will make it sound more like me. And that's kind of what I did. But I also have it in my Facebook group,

which is called the future of follow-up. It is also a workplace group that you can join if you want to. All right. So with all that being said, I have the notes that are for this call today on my phone. So this is going to be a little different. Fair with me than normal. And then at the end, I will share a very short call, a very brief call that I had with someone, a cash offer.

And he pretty much told me no, but he wouldn't stop talking. And so then it ended up being something anyway. I'm still working him because his wife is nervous. But it's just a little three-minute call. And I just wanted to show you guys that sometimes, you know, people tell us no. But if they continue to talk, there is some level of interest there. But maybe there's some other powers that be like the wife that are, you know, not convinced yet. So we have to build rapport.

We have to nurture it at that point. So I'll share that in a little bit. Okay. So I have 12 of these. And it's going to count down from 12 because this is the way it was on the video. And I can't even tell you which video it was because like I said, I normally look up Lila Hermose and everything like that. Alex and Layla. But this time it was a random one. It was like an AI generated voice. So I don't know who it is, but I will try to send it for the YouTube reporting if you guys want to check it out.

It could be in my comments. Okay. So number 12, respect yourself first. Okay. So as RuPaul would say, if you can't respect yourself, then how's anyone else going to respect you? It actually doesn't go like that. But anyways, it's kind of like that. If you can't respect yourself, then how in that? hell as anyone else can respect you. I don't have that go. So I want you to think of somebody that you have a massive amount of respect for. And now I want you to think of what qualities that person has. Are they, you know, mild manner? Or they like, are they, are they quick tempered? Probably not. They're probably going to be able to control their emotions. They are probably, you know, someone that has a high level of integrity that follows through on the things that they say

they're going to do. And that is my reason for this is because even though I worked for an hour and a half to try to set up an appointment and it fell through, I don't want to then always look at things that are referrals that are five hours away and be disillusioned and be like, oh, this again, right? Because if we have that in our mind and we start, setting that as our frame of reference, then that will become our reality. So the way we think, and that's why I do the affirmations, actually sets us up for success or failure. So don't, one other thing I would say is like if you're making phone calls to, you know, prospective buyers and sellers, don't sit there and hope that they don't answer the phone and don't sit there and think

that they're going to yell at you. Because if you do, then that's probably what you're going to get. no, it's not exact science, but I do see this, your energy can affect it. So just throwing that out there. Okay. So number 11 is don't be too nice. So don't be a people pleaser. The difference between being a people pleaser and just doing something out of, you know, kindness, is that when you are a people pleaser, you see yes, even though you don't want to do it, right?

you say yes out of guilt or out of, you know, pressure or whatever the case may be. So don't be too nice. Don't over promise and under deliver. This is a big thing. I would recommend that you always under promise and over deliver because then you are going to be showing your character as someone that follows through and goes above and beyond. Don't ever put others' knees above your own. You need to balance your assertiveness versus,

having people walk over you, right? Like you want to have balance between those things. You don't want it to be like, you're either really aggressive or you're just like whatever, whatever, whatever, right? You have to have balance and you have to be honest and you have to, you know, well, number 10, set clear boundaries. So I would say set clear boundaries and set clear expectation. So I'm going to give an example of this. When I first started the inside sales agency, which is, you know, a boutique ISA company to call agents prospective buyers and sellers for them to follow up with them, we took, we took just any agent that wanted someone to make their calls for them. And a lot of ISA companies do that.

But we quickly learned that, well, I call it lazy agent syndrome, but like I quickly learned that there was this level of, I guess, laziness that some people had where, you know, we would put lots and lots of effort into, you know, building rapport with the prospective buyers and sellers. And then the agent would kind of just, me, blow it off or whatever. And so I learned over time to set clear expectations on communication so that we wouldn't be ignored. Because one of the worst things you can do if you hire a company to follow up for you is to ignore them or just like, oh, you know, whatever's going on over there, right? pretty much every couple days if I'm not in some kind of group chat with my clients or hearing from them or getting an email or something like that. If I don't hear from them in a couple days,

or if I'm not communicating with them about something that's happening, then I feel like something's wrong. Like it just doesn't feel right. So the relationship between an ISA and an agent is really important. And so what I mean by setting clear expectations and clear boundaries is that I began to tell the agents exactly what we would expect as far as communication. And if they did not get back to us within a certain amount of time that we would stop their calls. And this is something that, you know, we just have to put it out there. And as soon as you do, like it could be scary. But when you do, then you can fall back on it if things start to go a different way. So I think it's really important, especially with buyers and sell.

as agents when you're showing property or anything like that, don't be afraid to tell them the scary things. Don't be afraid to tell them that deals fall through and that, you know, you can make mistakes and things can be missed. Like, let them know the process. Let them know from your experience, especially agents that have been in the business you guys have seen it all, right? So make, I'm sure a lot of you probably already do this, but for the newer agents, like you'll learn things that you're doing and you're seeing and then you'll learn to bring that up next time. Okay, so next time we're going into, you know, the appraisal situation or the inspection or whatever, I'm going to let the buyer know X, Y, and Z, right? So that's my advice.

I feel like I'm talking too much, too fast, not too much, but too fast. I try to slow it. Okay. Number nine, I'm really fond of this one. I'm a talker. My husband is the opposite. My husband and I are like complete opposites, but all of our. values aligned. So, um, so we did not think alike at all the way if he's got together. Um, as a matter of fact, I've been with him since I was 16 and I'm 42 now. And so what's that like 26 years, right? So it's been a really long time and we've learned how to communicate with each other because we can communicate so differently. But number nine is speak up when you disagree. So I, I was listening to this Lula for Mosey thing. Um,

about the three types of leaders. There's like the Susan that doesn't, the silent Susan, I think is what she said. Silent Susan just basically doesn't talk. And Layla admitted that this was her in the beginning. Like she would just keep everything to herself and she wouldn't bring things up. And then it made her seem standoffish.

And then I think the other one, gosh, now I'm forgetting the other one. Oh, it was like the aggressive alley or something. I don't know. somebody that was like way too like way too strict and way too like they would just every it was the polar opposite basically so in the middle there's a balance and it was um it was something evy i'm trying to remember but basically she was just saying like you have to be able to listen and talk but you need to let people um you know have say their peace if you are speaking over people um then you're not listening right we all know that but um if you're not listening right we all know that but um if you were sitting there and you don't speak and you disagree with something, then it's just a lot of people are going to assume that you do agree. So just be honest. Like honesty is always the best false with with a level of professionalism, right? Like just, you know, you don't want to be honest and be

like your baby's ugly. Like, right? And you just want to do that. But those kinds of things you keep to yourself. But you guys know what I mean like within within the world of, you know, business and professionalism. So speak up when you disagree, not saying something as just as bad as agreeing with them. Okay. Number eight, don't over-apologize. Okay. So it's important that you try not to save face by giving an insincere apology. So, you know, like, I'm sorry that you felt that way. Like, that's an insincere apology. Or if you say it, but we know you don't mean it. So I know most of us have had that experience where somebody apologized for something, but you know they don't really mean it. Like when you have kids and you're like, oh,

apologize to your brother and they're like, sorry, right? Like, you know, you know, you can see. So people can tell when you mean it. And it'll make you seem weak and insecure if you're always apologizing for something. As a matter of fact, I've actually taken, I'm sorry. I'm trying to take it and pay attention to it when I think it in my head because I don't want to be sorry for things. So like, I try, I notice it is what I'm trying to say. So that phrase, I'm sorry, it should be reserved for, like, the times when you really need to use it and say you're sorry. And it shouldn't just be like, my bad. Like, you know what I mean?

Like, I guess I'm having a hard time trying to explain this. Like, if you just are, sorry, what, Kelsey? I have already been saying. Come on from you. Say it. Oh, okay. My team member, she's like, I, people didn't say, say it. Okay.

I've always been told that your apology must match your disrespect. So I always tell people when they're like apologizing that they, you know, if you're, yeah, I don't feel like you're disrespecting me. You really don't need to apologize. They're like, you can thank me for your patience or say thank you instead. Well, thank you. Thank you, Kelsey. I'm glad that you, um, you know, contributed to that.

And spoke up, say she's already learning. Look at that. Thank you. Yeah, Mauna, give her some props. That was awesome because I will say this too. that was actually really awesome because Kelsey is a little bit shy. She's awesome. Okay.

So the next one is number seven, which is display confident body language. Okay, I'm going to tell a story about Tony Robbins. This is a true story. Everybody knows who Tony Robbins is, I assume. I was at a real estate convention two years ago when I had first started my business and it was really booming. And basically one of my team members quit right before Tony Robbins was coming on stage. And we were in the front row of the back section.

And they were like, okay, get hype for Tony. And they're coming around with their cameras and everything. And right as they're coming around with the cameras, like, I'm looking at the text that this person quit. And their mother quit for them, just so, you know, which was also very odd. But anyways, and like my whole demeanor was just like, ah, like not happy and excited to see Tony Robb's. At the same time, Tony gets up there and he is like, do this, do, you know, like, hey, you know, high five, you're the person next to you. All right. Like, take a big smile and do this

and jump up and down. And he was like putting us through these motions that literally changed my energy. I went from pissed off, like, like frantic, you know, anxious about what are we going to do? is going to go down. What just happened? Can I salvage this? I was like going through all of that. And then all of a sudden, he's like, you know, high five, you know, like do all these things. And it forces you to change your energy. So with that being said, number, I think it's number seven, display confident body language is really, really important, especially in real estate. And even with being on Zoom or on calls, your body. language can come through on phone. Like sometimes, I know that sounds weird. But you probably

heard people say like you can hear someone smiling on the other end, that kind of thing. So yeah, I mean, when you're making follow-up calls, try to smile. Like, try to try to be there and be present. And if you have somebody quit unexpectedly, you know, maybe go watch a Tony Robbins thing to help you get and know what that confident fond of language is because it's like, you know, sitting up, most of us all know it, but just so you, you like, so it can be very clear. You know, sitting up straight, shoulders back, head up, you know, like, giving off that, like, I know what I'm doing. I know why I'm here.

That's really important because if you walk into like a listing and you're like, you know, like, oh my gosh, overwhelm. That's going to be obvious and we don't want that. Okay. I don't want that for you. All right. Number six. Okay.

So if I can't get through all of these, we will do the rest left next week. But I think we can. I'll try to go quicker. All right. Number six is give respect in return. Seems like a no-brainer right. But I have been in real estate for quite a while now. And it's one of the weirdest industries.

I'm not going to lie. Because agents, like, they're not as collaborative as they should be. I feel like we all know what we go through. This is not an easy industry. It is actually. extremely difficult. It is not for the faint of heart. It is for, you know, people that know how to self-regulate and just people that know what they're doing, I guess. Like, and a lot of people that don't know what they're doing, get into it. But we have to have respect and we have to help each other.

And I hate the competitiveness that comes along with like, oh, that's mine and this is, you know, don't look at this. There's enough for everyone, people. I know it doesn't feel like that sometimes. but you're going to attract your people if you're authentic and true to yourself. And the other agents are going to attract their people. And we're all different and that's fine. And that's actually a great thing because I wouldn't want to work with an agent that was exactly like all the other agents. Like I want somebody that thinks outside the box, somebody that's, you know, a marketing

guru. Like I want different things than somebody else might want. And I think that that's really important to convict. So and with that being said, respecting other agents. especially online. Can we stop with anonymous posts and lab quotes about like, I don't know, this, you know, like screenshoting some nasty conversation between you and another agent because they didn't get back to you in time where they didn't, you know,

put the right form in there or something. Like, let's have grace. Can we have grace for each other? This is a hard industry. We all know that. Let's not treat each other with contempt. Let's treat each other with respect. And that's what this is all about.

All right. Okay. Number five, keep your promises, okay? No excuses. People will respect those that are reliable and dependable. And this is just like common sense, right? But sometimes you need to hear it. Okay. That goes back to underpromising and over delivering or over promising and under delivering. Right. If you say you're going to do something, do it. Don't be one of those people that, you know, if you invite them like, Like, if you're invited to something, the people tell you two different times because they know you're always going to be late, right? Don't be one of those people. I will admit when I have been that person before. So, and sometimes it is necessary.

But if you say you're going to do something, do it. And if you say you're going to be on time, be on time. If you say you're going to call somebody at a certain time, do it. Right. So keep your promises. Don't make excuses. Do what you're going to do. I'll be honest.

Like, I was a racket in my brain trying to. to just come up with something for this and I've I've had plenty of time but I'm like oh my gosh how am I going to how am I going to think of something brilliant and insightful and and like deliver it in a way like it's been it's been a month for me since I've done this so but at the same time I committed I'm committed right and here we are and I hope it's helpful so and that brings us to number four which is add real value okay make things better not worse You need to focus on positive things and help improve the situation. So somebody that comes into a meeting and is only offering all the negative sides,

there is a place for like pointing out red flags, right? But we need to see things in a positive light because if we're always focusing on the negative, then that's all you're going to see. And I know this from being a team leader. If I let my mind go to all the bad things that have happened to me in the past with certain employees or certain situations, even with agents, and buyers and sellers and all that thing. That is the whole point of all of this.

It's like we cannot let that bleed into today and make us have less integrity or be less respectful or, or, you know, blow people off or commit to things that we couldn't actually do, which, you know, in the beginning of the story, I mentioned this agent that said he could take this showing to her appointment. And then after we typed up the whole referral agreement and everything like that, he changed his mind and he was like no so that happened but I'm not gonna hold it against him I'm just gonna talk about it on here so that everybody can't understand we need to be respectful

and I'm not naming him so nobody knows um okay let's see number three oh okay wait I wanted to say this though on number four add real value um it's not the same as being a people pleaser because it's not doing something you don't want to do okay I didn't mention that in the beginning but I thought that was really amazing like point so I wanted to bring it up again um number three be open minded all right you need to be willing to accept new ideas and viewpoints even if they're different from your own my example for this um and I I like to admit when I'm wrong it's embarrassing right but we're all wrong and I think that it makes me a better leader and if if Layla Vermosie can do it then I can do it and she admitted that she was one of those people that kept quiet

when, you know, she met with her team and everything like that. And she's turned into more of the EB type personality that actually gets things done and listens to both sets. So for me, I have a negative viewpoint. I just said, don't be negative. But okay, I had, I have a certain opinion about cold calling and falling expires in FISPOS. And it's just my experience and it doesn't really work with the way that my, my team and I follow up and things of that nature. So one of my favorite clients convinced me to call luxury expired sellers.

And I did this begrudgingly. Let's just say it that way. And I did it because I respected her. But normally I would tell people no. I've told a lot of people know. But the reason I also did it is because she was actually sending out a package to these people. And that was really, really important to me because it gave me a reason to call instead of just, are you looking to buy her soul home or whatever?

You know, oh, I saw your home expired. Are you ready to hire an agent? Like, ick, I don't want to be like every other agent, right? I want to be myself and I want to represent her as herself. And so she was sending out this beautiful luxury package and it worked and she proved me wrong. And I can be proven wrong. And I will admit that. I do have very strong opinions about certain things until.

prove it otherwise, but I'm open-minded. I feel in a lot of ways, not all, you know, I can admit like, I don't, I really hate. It's not my thing. Okay. So, number two, control your emotions. You have to control your emotional responses if you want respect. Okay, you have to stay calm and level-headed, even in the hardest circumstances, even when you, you know, even when your ex is like, going after you and trying to take the dog and, you know, trying to take the house. I don't know. Whatever the situation is, right? Like, I'm thinking of that because I was watching suits last night.

And they really pissed off one of the, one of the lawyers on there. And he ended up doing the exact thing he was told not to do because he just lost control of his emotions. He got so mad. And so he was like, did the opposite thing. And it was, you know, it was a lesson. So lesson learned. Don't let your emotions overcome. I think there is also this idea of like,

ask somebody that's two people removed from you about the situation. If you have some kind of like work situation, ask somebody two people remote. Sometimes the people closest to you won't tell you the truth. Or they have the same view as you. So try to ask somebody that's outside of the situation to take a look at it. If you are getting upset about something. Okay.

And number one, listen. more than you speak. I spoke this entire time, except for one, Kelsey, I was talking, but that's what we do here. But on calls, I really do try to listen to people. I try to, you know, help them out and see where they're coming from. And if you did not listen to my last, my last keeping at real estate where I did the follow foundations, I talked about the key to selling. Literally, the key to selling is conviction. And that was like one of my favorite ones that I've ever done. And it was like one of those like aha moments where I'm like, oh my goodness, that's why I am the way that I am and I could never explain it because I didn't understand why people couldn't just have a conversation. They were

always using these techniques to try to get people on the phone and try to do things. And I was like, if you just have a conversation. But it's because of the conviction that I have. The conviction that I have and what I'm saying and what I'm doing and what I believe in is what helps me to treat the buyer or the seller with respect and hear them out and listen to them and then help come up with the solution if there's a problem. So sometimes they don't always need to buy or sell. Sometimes they tell me they don't want to sell, but then they keep talking to me. And that is like this call with Richard, which I will share now. And then that will be that. Unless you guys have any questions or comments, you can feel free to let me know

and then you can find me on social like I said I have the the future of follow-up is my Facebook okay this is the right screen I hope I'm gonna

get all the end here and want to hear it here it goes Hi Richard Yeah Hi this is Sarah I've been trying to reach you you requested a cash offer for your home on a couple weeks ago uh we're just curious on the amount we're not really looking to sell okay um well did you want like uh maybe just a rough estimate or something like that or i guess you give me a rough estimate but i'm sure it's not going to be

what you're looking for yeah i mean go ahead well is there a certain price that you would you were hoping to get Well, we're figuring it probably somewhere around 380, 390. Okay. Have you made upgrades to it since you bought it? Oh, yeah, lots of them. Oh, okay. Yeah, so we're basically off of not seeing the home, and that's why I called. But if you're like, if you're not really wanting to sell, you know, because our process is like we come out, we take a look and then we go over it, but there's no pressure or anything.

So it's really if you wanted to do that. Yeah, yeah, we're really not looking at it. at doing that. We're just kind of curious to see what the what is, but you know, we put a new kitchen counterops. We added a big screen in porch. We did a

new, new bathroom with a walk-in shower that is oversized like the size of the Roman tub. Oh. So we've done a lot of upgrades to it. Yeah.

The air conditioning system and a lot of things. I mean, if you were able to get like $390, would you want to sell or is that not? I would have to discuss it with my wife. I mean, you know, we got such a low interest rate when we bought this on, I don't know.

Even if we got, you know, what we wanted, we're going to have to pay more for another house. Well, not necessarily because there is a suitable loan. So that is something that a lot of lenders are offering where you can assume the interest rate of the current owner when you buy a home. So like we have one on the market right now for 2.9, I think it is. 0.8. That is an assumption.

So there's options. But like I said, I don't want to like pressure you. But I do think that with the upgrades that you just mentioned, it is possible to get what you are wanting. Like I said, we just need to come out and see it. And that's totally, you know, up to you. Sure. Why don't you call me back in a week? Let me talk to my wife about it tonight. Okay. Okay. Well, absolutely. Sounds like a good plan. Well, good luck with everything. Okay. Thanks, Richard. How are you doing? You too. Bye-bye.

Okay. So, Richard, I like to share some that are really successful, obviously, and things like that. And that's what I've shared so far. This one was kind of like a, like a dam. like we were kind of going back and forth and I was trying to figure out his motivation. I feel like I might have sounded a little desperate. Not like seriously what I felt like maybe I pushed a little bit. But either way, it still worked out. I have been in contact with him and his wife was not ready to do anything. But that is the reality. And there you have it.

That's what real estate looks like. So hopefully this was helpful info. I'm glad you all listen. I am going to be on the icons of real estate podcasts pretty soon, so keep an eye out for that. We'll be posting this online. You can follow me, Sarah DeLansig. And that's it for me. Thanks so much.

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