No Broke Months For Salespeople - Building a Community by Creating Helpful Videos - Windy Goss

Episode Date: August 15, 2024

Windy Goss is a Digital Marketing Realtor and the Marketing Team Lead at Windy Goss Your Real Estate Boss. She has over 17 years of experience in the real estate industry, specializing in luxury and investor properties.   Windy is a highly esteemed luxury agent in Las Vegas and Henderson specializing in luxury homes.   Join us in this episode as Windy discusses how you can build a Community by Creating Helpful Videos.You can find Windy in these links below:YouTube: Windy Goss Your Real Estate BossWebsite: Windy Goss Your Real Estate BossInstagram: @windygossyourrealestatebossWindy's QR Code To find out more about Dan Rochon and the CPI Community, you can check these links:Website: No Broke MonthsPodcast: No Broke Months for Salespeople PodcastInstagram: @donrochonxFacebook: Dan RochonLinkedIn: Dan Rochon

Number one, get an amazing videographer. Number two, be in the video. Be in the video telling the story of the home, right? Number one, that helps with SEO. And number two, it helps with branding. So nobody likes to do it, but everybody should be doing it. So get in your video and tell the story about your listing. Nope, that's it.

So pretty much just put your money behind your marketing and get it out there to the world. And, you know, it will sell and you'll get more business. it. So pretty much just put your money behind your marketing and get it out there to the world and, and, you know, it will sell and you'll get more business. Welcome to the No Broke Months for Salespeople podcast, the ultimate destination for salespeople, business people, and entrepreneurs. As you immerse yourself in this show, you'll discover the secrets to unlocking consistent and predictable income. We reveal the new way to persuade human behavior by mastering the art of the teach-to-sell method.

Get ready to transform your approach and achieve unparalleled success. Wendy Goss is a digital marketing realtor and the marketing team lead at Wendy Goss, your real estate boss. She has over 17 years of experience in the real estate industry, specializing in luxury and investor properties. Wendy is a highly esteemed luxury agent in Las Vegas and Henderson specializing in luxury homes. Join us this episode as Wendy discusses how you can build a community by creating helpful videos. Hello, friends. My name is Dan Rochon. I'm the host of the No Broke Months for Salespeople podcast, where you learn how to teach to sell, which is the new way to persuade human behavior. And when you teach yourself yourself you're going to unlock consistent and predictable income you're going to strengthen relationships to achieve self-fulfillment and

you're going to avoid the number one sales mistake to never face rejection again and learn how to use normal realistic programming to influence and handle difficult people welcome to the show. Today, I'm joined with my friend, Wendy Goss. And Wendy and I are going to talk to you today about how you can break into luxury homes if that's something that you desire. And I think you should desire it. Wendy, welcome. Hi, thank you. How's it going? Fantastic. So Wendy, so I'm really grateful that you're here today. And I know that you've been a real estate agent for a while, you know, for 17, 18 years. And I know that you have a lot of, you know, a lot of experience and you've over the last year or so have broken into an election. We'll talk more about that. But before we do so talk to us about the uh about the windy goss journey you know bring us back 17 18 years what was that what was happening

okay yes so um as most people i bought a house and i saw how much money he made and i was like i'm gonna do that you know and i think i was shown two houses and I think I found them, you know, and he just showed them to me and I saw how much money. So that's where my journey started. And I was just like, OK, I could do this. So I was working in a chiropractor's office 60 hours a week. You know, I went through real estate school, showed houses like on my lunch hour after work, you know, on the weekend for a couple of years until I went full time, went full time for a couple of years and then decided to open up my own brokerage for 10 years and LV Sweet homes. It was awesome while it lasted, but then I, you know, learned about a better, a better way of, uh, running a brokerage, which is moving my team to EXP. So, uh, that's kind of where I've been. I moved over here two years ago. I love it. I feel like I gave them an upgrade and, uh, we're just crushing it over here gave exp an upgrade or gave your team an upgrade or both team well both okay we're gonna go with both but yeah i mean because as a broker owner

you know it's a lot of work you know you're the only person you're the only person doing the things motivating you know giving them the leads showing them how to do the things and being liable for all the stupid shit they do is just you 10 years it's interesting because I would say it's so I'm so interested in you Wendy because our our pathways on opposite ends of the country are really really parallel you know 10 years as a broker owner myself, and I think that was probably about five years too long for me. I think everything that I needed to learn and understand I learned in the first five years and the second things where I was like, oh, wait, I can get paid for the benefit of bringing people onto my team and into the brokers that I affiliate with. Yet, I don't have any liability. I don't have to review the contracts.

I've got an entire team of people to be able to help me motivate them and teach them and train them. It's like, oh, okay. So I think you and I went around the same pathways, just parallel to each other. Right. Yeah. I think a lot of brokerages are, are realizing that too and coming on over. I mean, and it's cool. Cause it is, it's like this whole team wrapping their arms around you and your team,

you know, and in my team just got bigger. So instead of building in Las Vegas, which I wasn't building very big, you know, I was selling 50 plus homes a year. I don't have time to build the brokerage up, you know, plus I didn't want to be responsible for even more people. But now we have people in 18 states. We have an agent in Dubai. So like the possibilities are just endless and I just love it.

So I'm just helping people sell houses, tapping into luxury last year, doing all kinds of fun stuff. All right. So let's walk into luxury. So last year you decided to do luxury. I know you've taken in eight months, eight luxury listings. And so how did you do that? Like before that, what was your average price?

You know, what were you doing? What do you do differently now? Talk us through that. Yeah. So, um, my average price point for the last almost 20 years has been like three to 500,000, you know, those are my people. I'm a Jeep girl. Right. And I help, I help Jeepers and their families and I absolutely love it. But, you know, I already have an amazing photographer and videographer. I know how to digitally market to the world, right? And so I'm already treating all of my sellers, even in the $300,000 to $500,000 range, like luxury. So, like, why wouldn't I hit that higher price point make a little bit more so so yeah we jumped in as soon as we heard about exp having a luxury division um my friend was like wendy we

need to be luxury and i'm like no i'm fine i'm fine with where i'm at you know that's my happy place and and she was like no like all they was you got to send this book out to all the expired luxuries over a million dollars. And I was like, OK. So I went into our MLS. I pulled up a million dollars or more expires. There was three hundred and fifty. Oh, my goodness. I'm in. I just need a couple of those. So, so we just started doing the things. We got the black book with a nice, you know, gold foil logo with, with a really cool presentation that eXp luxury provides us. You know, we just put this together, fed exit to their front door, which nobody is doing. Right. And we're getting our foot in the door and we're having a lot of conversations with sellers that love our marketing. So how many people are you doing that to? What's the cost of it? Walk us through that. Right. So I figured out the best pricing for everything. So ordering like the books, the logo with the bubble wrap, you know, so nice, fancy envelope, all the printing inside. We throw our metal business card in there and sometimes like a sports schedule.

If you have like a sports team in your area, you know, something of value. So all of that together with the FedEx postage is $25 a book. And we do 13, 13 a week. That is it. All right. So you're mailing 13 of these a week. Yeah. And it's 25 bucks a book. So as a, what's that like, maybe what's I got to do the math quickly. 300. It took, it took probably signing up withp Luxury and ordering all the supplies for the first like 100, you know. And it was about 5,000 to start. Okay. And so, you know, people right now are like, my goodness, that's a lot of money, right?

And I want to talk more. I want to dig a little bit more on that. But before I do so, eight listings in eight months from just that campaign. Right. And we had a lot more appointments than that. But it's tough. It's tough. It's a whole different little game out there.

You know, and here I have this mobile billboard Jeep. $10 million home sellers don't want a mobile billboard in their driveway you know so so there were a couple little changes now i just have a nice clean jeep you know luxury you know uh so i did have to change that they they don't like that i called a mobile she said behind my jeep for staging so they they like realagers. So I had to get to know someone like that to pull on my team, you know, so there was a lot of trial and error. I didn't have good materials when I went to the appointment. Now I do through EXP luxury, they have soft touch brochures. So like I put all of that in the notion page that I built out for my agents. But, but yeah, so having the materials,

being able to show the results, like I get over 100 to 500,000 views on my YouTube videos of my listings. So I'm pretty good at digital marketing. And when I could show them that their last agent had 1500 and it was for sale for a year, you could tell that they didn't put money behind their ad, you know, it's not that much money for the, for the, what's your, what's your YouTube channel? Wendy Goss, your real estate boss. Love it. And so, all right, so now let's go into what's your average sales or average list price for the, for the, for the eight that we're talking about here right so it's ranging anywhere from 850 to 12 million so and we just uh just this week um got another 3.8 4 billion and um

1.5 and a million just you're just you're just figuring it i mean like here's the thing here's what's windy and yeah i'm sure you realize this. But there's like a bit of you figuring this out. And you know, it's sort of like, I know when I used to wait tables, I waited tables for a long, long time when I was young. And I worked in like some of the best steak houses on the planet. And I would know exactly what to do to be able to sell a $350 bottle of Bordeaux, right? Because I trial and error so many times that I know what to do. But the first few times I did something, it may or may not work. And then you find something works, you keep it, you find something, you know what, the wrap around the Jeep, maybe I should, you know, maybe it's a ditch staff type thing, right?

And so you're just now getting into the stride of like, you figured out what works and now you're, it's starting to get into that, you know, the habits and, and I can't imagine, you know, what your next 12 months are going to be like. So that's, that's amazing. That's freaking, that's, that's great. I love it. I love it. We sold four out of the eight so far, so not too bad, but I'm waiting for that $12 million one. Like that's $360,000 commission. Like that is a game changer, right? That will literally change your life. That would pay off my mortgage, just saying. Sure, absolutely.

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NoBrokeMonths.com. And I look forward to helping you. God bless. All right. So now let's go into, so you're doing, you said 13 packages a week. There are $25 each besides the, and then, okay. So how many appointments, how many packages generates one appointment? Right. So if you figure we've, we're in our fifth batch of a hundred, so we're in the 500 batch and we have, and we have eight and i bombed my first five appointments okay that's fair so there's that but now we just picked up four so i mean i don't know i'm not i'm not into math

but i do know that we've already made a ton more money than what we've spent well let's uh let's figure it like let's just ballpark it if you sent out 10 packets, would you get one appointment or at least one inquiry or would it be more than 10? It's usually, yeah, usually we'll get a couple inquiries a month. Okay. So then you're looking at 1326, around 52 outreaches for one inquiry. Yep, about. Okay. All right. outreaches for one inquiry yep about okay all right i mean it's good to know the math is like i didn't even get any of the listings for like six months yeah so i did this for six months so those of you who are watching like know that it it's, it's, it's, it takes time and it takes learning.

I mean, I got appointments, but I didn't get listings. Right. So once I got, you know, all you need is that one person to give you a chance. Right. And then just market the shit out of it and make it look beautiful. And then all your next listing appointments are easy. All right. So how do you market the shit out of it?

Like, what do you do to be able to look for? Well, actually, let me retract that. I'm going to ask that here in a second. I want to go back. What were the mistakes you were making? Right. So the mistakes is what I already told you. I didn't have good materials. I didn't have materials when I went. So I already sent the book and then I sent my pre-listing guide. And then by the time I got to the appointment, I didn't really have things, you know? So what thing do you bring out? To feel things, you know? So, uh, I, I went into and I didn't have any luxury listings. So I went to my photographer and I said, I need to buy like 10 or 12 luxury home photos for my marketing because I'm going to be luxury. And he goes, okay, okay,

Wendy, here you go. So he gives them to me and I make these gorgeous brochures that EXP Luxury has made them soft touch. If you don't know what soft touch is, you've never felt amazing paper. It is so beautiful. And so I put it all together and I just said, one, two, three, your luxury home, Las Vegas, Nevada. I made a light version and a dark version. And I just said, one, two, three, your luxury home, Las Vegas, Nevada. I made a light version and a dark version, and then a couple of postcards that the nice postcards that they have. And so I took that with me. They also have a marketing plan that talks about our global exposure and everywhere we're going to market and a little bit about me. So I made those into soft touch books. Right. So then it's like, I have things. And then after I crushed the marketing on Snow White, which was my $12 million log cabin, that was my first one.

Right. So, you know, when I started snapshotting, you know, like this is what my YouTube views look like. This is what my Facebook views look like. And you take them to the listing appointment and you show them like, this is what I do. This is how I get more eyes on your property. This is how I'm going to tell the story of your home. Here's a QR code scan. You can watch the video, you know? So once you just get that one,

just go all in, go all in, because then your next listings, you can be like, yep, this is what I'm doing. This is what I do for my sellers. You know, these are the materials. I mean, I got another log cabin up there for 7 million and 5 million because I sent those soft touch brochures to 50 luxury log cabins in that area. Right. And they scanned my code and saw my video and they're like we want her so this is these were not expires these were these were so those two were from the expired log cabin yep got it okay yeah so how how many of these price points how

many of them expire and how many of them sell you know uh they're all expired but they haven't i mean like just in average right like let's say 103 million dollar properties were listed okay you spend way too much time analyzing things i do not i just see them expire and then I go after them. Okay. That's fine. That's why I'm just trying to, I'm like running it through, like in my, my business mind is like, okay, what's the cost of acquisition? How many appointments do I need to go on to be able to get hired? And then when I get hired, some of those are going to expire as well. Right. So then on average, of course, I know that with your marketing,

right, that's not the intention. Right. But, you know, just, I'm just intending to understand like, you know, the entire framework of this so that, you know, you can run it like a business, which you are, of course. Right. You're freaking brilliant. I love it. Yeah. I'm just trying to pull out a couple. We're selling, Dan. We're going to sell. I got you. I got you. All right. So I think you answered this.

So you said like your biggest learning opportunities up front were to get better marketing, right? To make sure that when you went on the appointment that you had assets that you could be able to provide to them. So when you say market the shit out of it, what does that mean? What do you do to do that? Yeah. So number one, get an amazing videographer. Number two, be in the video. Be in the video telling the story of the home. Number one, that helps with SEO.

And number two, it helps with branding. So nobody likes to do it, but everybody should be doing it. So get in your video and tell the story about your listing. And it's just if you have a good videographer, it will turn out amazing. And then and then you are going to tell the world about it. You're going to pop it in all your emails. You're going to send it out to your database. You're going to, we do a lot of target marketing to California, to LA, San Diego, San Francisco, Seattle, Chicago. We figured out who's moving here, right?

Based on that allied report, who's moving to this area. And that's where I run my ads, right? So we're pulling buyers from all different areas plus here, you know, but we also run 80 plus ads to over a hundred countries through eXp Luxury. So, which is huge because a lot of people in other countries really want to buy houses like this. So, so we get it out there to there.

And then we also run YouTube ads and we run YouTube ads to other countries as well. So what, go ahead. I'm sorry. Nope. That's it. So pretty much just put your money behind your marketing and get it out there to the world and, and, you know, it will sell and you'll get more business.

How long, how long are the videos typically when you're telling the story about the, about the property, about the home, how long are the videos typically when you're telling the story about the about the property about the home how long are those videos well the snow white video i think is like seven minutes um the the one i just got it was 17 000 square feet and it was michael jackson's old house so i think that was like five minutes, but anyway, it's, you know, they're not super long. They're not super long, but you know, I just tell a little bit about, you know, what they're going to see, you know, the videographer goes through and does the thing. And then I do some voiceover throughout the home. And then we do the outro usually in the amazing backyard. So, yeah, this is, let me see if this,

it seems like you may do videos very similar to the way I do it. Like I do more community videos than I do for the listings. And I'll do like some B-roll. I'll do an intro and an outro. And then with the B-roll and still photos, I'll record the voiceover right here, you know, and I've got a really good microphone and, and, you know, chat GPT and, and, and, you know, and I just do, you know, the voiceover and then we just sort of piece it all together. Does that seem about the same

way you do it? Yeah. I gotcha. I gotcha. All right. What do you anticipate over the next year to three to five years? Biggest changes in real estate industry and the real estate industry? Oh, starting today? Something like that. I know. I honestly think that we're going to be losing a lot of realtors out there. I can already tell they're giving up at this point because things get hard. The thing is, is we've been in the business 20 years. We have been riding a roller coaster for almost 20 years. We're pretty good at riding the roller coaster. So you got to know how to ride a roller coaster for almost 20 years. We're pretty good at riding the roller coaster. So you gotta know how to ride the roller coaster to make it through anything. So it, yeah, we have a couple extra forms that we need to do. You know, you got to treat buyers like a seller,

you know, it's just, you know, I, I kind of feel like, I feel like a lot of people are going to go straight to the listing agent because they think that's going to be the way to go. I believe everybody deserves representation. I don't think that's the way to go, but you know, it is what it is. And I'm just going to keep plugging away. Like I don't like to focus on anything negative. It's all positive. And, um, you know,

I just do my best to be the best agent out there and help as many people as I can businesses live and die by sales and if you really want to sell you have to understand it's not about you you have to think about the other person's experience so that you can teach them about what to expect about what's coming for them so you can earn their trust. And sales thrive on that trust. But how do you build trust? You do so through mastery. And that's where Teach to Sell comes in. So teaching someone shows them that you know what you're talking about. And that leads to sales. So if you're looking to boost your sales,

you should focus on teaching, which is why I wrote the book, Teach to Grow Rich, how to increase your influence, avoid the number one sales mistake and get what you want. I invite for you to get your copy of Teach to Grow Rich. And you can do so by visiting www.teachtosellnow.com. That's teachtosellnow.com so that you can have no broke months.

You know, I got my license in 2007 and, you know, you know, they, they said that that was probably a bad time to, to start in the industry, right? And I looked at that as an opportunity because when, you know, when my competitors were going out of business, I was getting into business and I had to just figure out a better way to do things. And I feel that today is that opportunity right now. So I really see, I see change as an opportunity. Um, but unfortunately, I think many people get scared and many people, um, let it sort of handicap themselves because they're not sure about, okay, well, things are changing. Like, what do I do? How do I approach this? And I don't have it all figured out right now. And candidly, we're doing this on the 7th of August.

So by the time, unless you're watching this live, by the time that somebody watches this, there's already been some changes in our industry. Oh, I know. By then I would have figured it out. But right now it's just like, I'm like, you know, I don't, there's things that I haven't even like, right. I don't have a plan.

I mean, I have a plan, but my plan is not set in stone. Right. My plan is flexible based off of, you know, the norms. Like there's going to be a new norm in the marketplace. I can't tell you what that new norm is going to be. I have some predictions on it, but I can't tell you exactly like, you know, do lenders come in with, you know, subsidies? I mean, there's so many different ways that this can go that I'm just going to remain nimble, remain flexible, and remain wide-eyed to pay attention and take action quickly when it's needed. Right. Another reason I tapped into luxury is because a lot of people in luxury, they don't care about the interest rate.

Right. They don't care about all this little stuff that's going on. And, you know, it was a little scary and I had stories in my head about these people because I was like, oh, these are not my people. This is going to be awkward, you know? But when I met with the people that live in Michael Jackson's old house, like I walked in there and they had little McDonald's coffee. And I was like, they drink coffee at McDonald's? No wonder they're rich. They don't spend money in Starbucks. Right. But, but I was like, Oh, they're wearing regular clothes. They're drinking McDonald's coffee. Like they're, they're just, they're just people. So. How do you, how have you related? How, what have you, have you had to be different or are you just realizing, Hey,

they're just people. I don't really have to be different or are you just realizing, Hey, they're just people. I don't really have to be different. I mean, like, tell us, talk us more through that. Right. So, um, so yeah, they're, they're definitely not, they're actually pretty cool. Yeah. So it was a pleasant surprise to be working with them. The, my first $12 million one, the guy that gave me, you know, a chance when he, when he texted me and said,

don't wear your high heels because he's in Mount Charleston. Right. And there was still snow on the ground. And I was like, oh my God, I already love this guy. Right. I am not a high heel girl. I am a boots and jean girl. Like I wore my boots, I wore my jeans and I drove my Jeep up in the snow. And when I saw his log cabin, I was just like, oh my gosh. I said, I grew up in a log cabin and my dad made me and my sister peel all the logs with log peelers. We had slivers all the way down our sides and we got paid like five cents a log or something stupid. Anyway. And when I told him this story, I said, thank God it wasn't this big. And, and he laughed a little bit. And I think because I was real and I was myself, I got the listing. He goes, well, I could see you appreciate

log homes more than probably anybody in Las Vegas. So I'm going to, you know, give this to you and you're going to do your thing and let's get this sold. So I think the lesson, the lesson I'm learning, Wendy, as I listened to you, and I hope that, um, that the, the, the listeners, you know, get this as well as you have figured out how you can approach the, uh approach these listings in a way that you can demonstrate to them that the marketing that you do is better, more effective, and will help the consumer, the sellers, more so than your competitors. And then you're approaching them being yourself by then demonstrating, hey, listen, I am, I am Wendy Goss. This is who I am. I'm Dan Rochon. This is who I am. And I'm going to relate to you as a human to a human. And I'm going to show you how I'm going to be able to, to, to really serve you and serve your interests. Does that seem about right? Yep. 100%. So after that, I was just like, okay, all right. I mean, yes, I threw some high heels

on once in a while, cause I kind of feel like I need to down here in Las Vegas. But, but, you know, I'm still me, you know, I'm still me in my video. And, and I feel like if I try to be someone else, it's not going to be genuine and, you know, being authentic works. You're amazing. Hey, if I'm an agent, I want to get into luxury. I know you've got some resources, some assets for that. How do I how do I get a copy of some of the things that you have? OK, so I know we're on we're on a podcast, so some may not be able to see this qr code but um i can share this qr code with you and then you can um you can uh scan it here or i will send you a link down that you can um put somewhere in the podcast okay does that sound good but yeah that sounds fantastic i will um i

so if you're listening to this on audio if if it's on Spotify or iTunes or wherever, go to the No Broke Months YouTube channel and the links to to our assets will be there. Tell us what is it that they'll get when they scan this code or they visit the or they visit the No Broke Months YouTube channel? Yeah. So when they scan this code, so it's basically going to go to this Notion page. So I have five agents all across the country on my team in eXp Luxury as well. So I built out this page for them because I want them to crush it in Luxury. So my whole step-by-step process of my templates, you know, um, all the materials I use, all the how-to videos that, um, you know, cause some people don't know how to run YouTube ads or Facebook ads. So I have how-to videos on all of that. Um, and then the whole follow-up process,

you'll see the email I send out, the text message I send out, the calls we make, you know, all of my different systems that I use, like Fellow, they reach out to them 24 times a year. They're amazing, you know, as far as keeping them updated on their home's value. So we use Street Text, Mojo, and Follow Up Boss to extract luxury neighborhoods into our systems and create audiences so that we can retarget them with video. All of my luxury home seller pain point videos are in there. And there's a really easy Chrome extension you can download and extract all the scripts from my videos.

Make your own. So there's a little bit of everything in there. You're going to love it. I love it, Wendy. So if you're watching this on the YouTube channel, just go ahead and scan that code. If you're listening to this on, we'll get it, hopefully we'll get it in the show notes. So maybe, you know, if you're on Spotify or something, you can find it in the notes there. But if you can't find it, just go to No Broke Months on YouTube and then search Wendy Goss and you'll be able to find it.

And it'll be in the show notes there. And so I definitely want to make sure that that's available to the people that are listening to this. Right. And I'm going to create a 50% off code NBM, No Broke Months. Right. So just put that in the coupon code. It'll get you 50% off. It's already 50% off this month. So now you're going to get another 50. So enjoy. And I can't wait to hear your success. All right. NBM. So Wendy, that's the code. Wendy, thank you so much for joining us today.

And I learned a lot today. Thank you for sharing with me. And I'm sure that the, yeah, I'm sure the audience learned a lot as well. So you are freaking amazing. And if you're an agent and you want to know, and you're not with the XP, you want to learn more about EXP, you know, check out Wendy, check out myself. There's many, many different people that can help you and who you're in business with definitely matters. So have a couple of different conversations. And I can endorse Wendy and I get no benefit from that. So check her out. Appreciate you.

Thank you. My pleasure. All right. Everybody have the best day of your lives. Be grateful. Make good choices. Go help somebody. And go ahead and visit the No Broke Months YouTube channel.

Like and subscribe and get Wendy's bling there. Get her swag. NBM is the discount code. God bless you. Thanks so much for listening to the show. And I want to tell you about Teach to Sell, the new way to persuade human behavior. Because I'd love to be able to meet you face to

face and because I want to be able to help you unlock consistent and predictable income I invite for you to join us for one of our free trainings upcoming and to be able to find out details go ahead and visit www.nobrokemonths.com that's nobrokemonths.com and find out how you can have no broke months. He breaks down his journey. He's somebody that struggled for the first six months, like so many real estate agents do, and then something clicked. He helped me tremendously, specifically with creating systems in place. It's very important to have a process in place that works, not just for you, but for also the client.