No Broke Months For Salespeople - Marketing That Moves People

Episode Date: November 30, 2023

Shelley Zavitz is a successful real estate agent working in Portland, Oregon. She's the Author of Your First 365 Days in Real Estate and Marketing That Moves People.With an award-winning background in commercial copywriting and brand building (including working for Virgin Radio), Shelley started relatively late in real estate. But by applying her extensive branding experience and learning the ropes the hard way, she has become a dramatic success story.Shelley will tell more about her book--Marketing That Moves People, for this week's Top Industry Leader Mastermind. --To find out more about Dan Rochon and the CPI Community, you can check this link:www.NoBrokeMonths.com --Do you want to win a FREE 45-minute complimentary coaching session with Dan Rochon and a FREE copy of the book "Real Estate Evolution," a comprehensive 10-step guide to achieving Consistent and Predictable Income?❗❗JOIN THE NO BROKE MONTHS FOR REAL ESTATE AGENTS MONTHLY RAFFLE HERE ❗❗--Stop 🛑 wasting your time ⏳ or spending too much money 💸not getting the results you want in sales; I would love you to join me for the upcoming 5-Day Listing Challenge.You will learn how to find YOUR Way to having closings every month.www.5daylistingchallenge.com--Get your free copy of the Real Estate Evolution here:bit.ly/RealEstateEvolution_GetYourBookThis book shows you the step by step on how to:Step 1: Believe in your unknown potentialStep 2: Deconstruct persuasion techniquesStep 3: Find a business and get hired consistentlyStep 4: Be proactive in the relationship with your clients.Step 5: Learn and implement the exact steps to hire, train, lead, and train virtual assistants so that they can build, support, and guide a winning team to scale.And if you’d like to have a consistent and predictable income, like this page, and don’t forget to join the Facebook group to network with the top agents:https://www.facebook.com/groups/newbieagents/ 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

When you're thinking of your business, what is the thing that's going to stop your target market and say, okay, wait, I need to listen to this because it's going to benefit to me. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months. Shelly Zivitz is a successful real estate agent working in Portland, Oregon.

She's the author of Your First 365 Days in Real Estate and Marketing That Moves People. With an award-winning background in commercial copywriting and brand building, including working for Virgin Radio, Shelley started relatively late in real estate. But by applying her extensive branding experience and learning the ropes the hard way, she has become a dramatic success story. Shelly will tell more about her book marketing that moves people for this week's Top Industry Leader Mastermind. My name is Dan Roshan.

I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Welcome, everybody. I am so freaking pleased. Shelly Zavik, who's become a friend of mine over, I don't know, the last couple months, but I've had the opportunity to get to know Shelly pretty well. She is in Oregon, Portland, Oregon, and she really has an award-winning

background in commercial copywriting and building brands. She's worked for Virgin Radio, and she started relatively late in real estate, but she realized what happened with her branding career, how that can apply to real estate career. And so today we're going to talk about how to make, how to move people through marketing. Shelly, welcome. How are you? I'm good. How are you doing? So Shelly, marketing that moves people. Tell me more about that. Okay. So just some background, like you said, I was in radio broadcasting for a really long time. And my first job was actually at this radio station

that was for 55 plus folks. So I was like 20 years old and I was writing like cemetery advertising. And like what happened in that moment though, is what I learned is that as the person that's creating a message for someone else to view, absorb, whatever, you have to embrace who you're talking to first. So I was thinking today we could go through a couple of the rules of marketing if anybody's down for that. And if you have questions or you're like,

this does not apply to me, I don't know what you're saying, please stop me because the whole point of being here is to help you attract more people to your business. So big marketing applies to all of us, whether we realize it or not. And with the age of social media, Shelly grew up in radio, and we all have a radio channel at our disposal. We all have a broadcasting company at our disposal. You know, the politicians today that are running for president are probably more prominent on X or Twitter. So, Shelly, before you jump into this, take out a piece of paper to pen everybody because she's going to drop some nuggets on you that I'm going to really encourage for you to pay attention to.

So, all right, I see you got your pens and paper. All right, Shelly, so see you got your pens and paper. All right, Shelly, so tell us, what are the rules? So the first thing that happened whenever I helped with like a Jeep dealership or somebody who wanted to come on the radio station is that I would meet with them first. And we'd always talk about the whole point of marketing. And it was always really confusing because whenever I talked to the Jeep guy, he was like, I want you to make a commercial that sells Jeeps. And I was like, oh, I don't sell Jeeps. Actually you do what my job is to make sure that I drive traffic to the lot. So the first thing

that you have to think about in your own marketing right now is how do I drive people to me? And the whole point is, is so that we don't have to buy leads. We don't have to prospect in ways that aren't money-making, right? The best thing is a referral. So how do we do that? How do we attract people to our car lot? Let's just call it that.

So when you're creating the message to have someone say, oh, I'm interested in the thing that is happening here. You have to remember that the average person is going through information overload. It's just, you know, even 25 years ago, when I first started in radio, it was like just everybody, it's billboards, it's people on the radio, it's television, it's folks at our offices guiding us. And it's just information, information, information. And the thing that you have to remember is that most people need something that's in

it for them, for them to stop and listen. Okay. We're all selfish beings. We all have needs and wants that we're trying. That's we're working through the world, trying to satisfy that. So when you're thinking of your business, and when I was talking to the Jeep dealership, what is the thing that's going to stop your target market, which is one of the first rules, it's thou shalt truly know thy target market, what's going to stop him or her and say, okay, wait, I need to listen to this because it's going to benefit to me, right? And when it comes to real estate, to be quite frank, we all offer, we have the same thing. We have the same inventory to sell if we're a buyer's agent. We have the same sellers

that are looking for a real estate agent. So we're not that different from a car lot, right? Because there's several different people that sell Jeeps. How do I make sure that they come to my lot? And it really comes down to knowing the wants and feelings and passions and pains of the person that you're trying to serve. And you've probably heard a million times, you know, you got to pick a niche and you

got to do these things and people sing song all around it. And the most important thing to know about the niche is you need to know why they want you and then sell that. And then the next rule is to have a point. So you've done all that work to stop that person to say, okay, I know what you want. I know what you need. And I am the person that can serve that to you. And then the problem with a lot of the messages that are out there is that they don't have a point. You know, great. You're a real estate agent. Great. You know how to list a property,

but everybody else says that too. Great. So you can help somebody buy a house, but everybody else says that too. So the question then becomes, what's your point? What's the reason why I should use you outside of anybody else? And if you're not clear on that before you start your marketing message for any advertiser. You're just wasting your time and money. Okay. So we've stopped them and then we give them the point. Here is the point. My point to you is that I used to flip properties on my own. When I take somebody through a house as a buyer's agent, I'm a Debbie Downer. That's the truth. When we walk through a property, the first thing that I'm going to tell you when you ask my opinion is the things that are going to cost you money. And you

can trust me to do that. Who else is saying that, right? So, and maybe that's not you. It should really be something that like embodies the things that you care about. For me, I score very high on protection. My clients know that I push that through my marketing. And the next is thou shalt understand thy product life cycle. If you were at a supermarket, right? And, and you saw gum, gum has a different and shorter product life cycle than people who are ready to sell or buy a house, right? We know that the product life cycle for the person, the next time that they're going to be ready to buy or sell is between five to seven years, according to NAR, right? So why on earth would we care about

the person that we just sold to, because they're not going to do anything again for another five to seven years. Well, if you intend to be in business for any period of time, but for a long time, and you want to make this a career, you have to be thinking about the right nows and the laters. Okay. I served you today because I know in five to seven years, you're going to call me back. So when you're in a house with somebody, your next referral, the next time you get to work for them and with them, it start that clock starts right then. So knowing, okay, five to seven years, you're probably going to buy or sell again. I also want anybody who tells you like anybody in that person's world that says, do you know anybody that knows about real estate? Cause I'm thinking of buying. I want them to be telling like, Oh, Shelly's brand promises this bam, bam, bam, bam. And they know it because I it's in my marketing message. Okay. So we can't

be short-sighted with marketing. It takes a long time to build, especially a referral business. Right now I run a hundred percent referred business. I'm super proud of that. It took a lot of work. It took about four years to get there. And I would say that the only reason why my business is profitable, like six figures profitable after expenses taxes, like is because of the referrals that I get, but I earned it in every second that I was with my clients. Next rule, there can only be two. So going back to, actually, Dan, let me ask you, name the top brands of soda.

Coca-Cola, Pepsi, Mountain Dew. So if you were just looking at the colas, you said Pepsi and Coca-Cola, right? Who's the third one? Who cares? Who cares? You said it. I didn't even set them up for that. So let's say that you're looking at somebody else in your region, right?

And you say, okay, this person is extremely successful in this area, this area, this area, and I'm going to emulate them. You also have to see who else is in this space, because if there's more than two, that's not your niche. Because it's really important that you become one of the two choices. If you're in the third or fourth, you're not going to make any money. I just promise you that that's, it's like this weird rule in advertising. And as much as I'd like to change it, it just, it's just true. So anytime that I've been in a space where I, you know, maybe when I first launched my real estate business and I was really focused on first-time homebuyers, Well, if I just work on first-time homebuyers, there is a sea of agents that do that, right? So then it's like, okay,

I work first-time homebuyers and they are in the medical field. Okay, well, now there's eight agents that I know of in my marketplace that do that. Okay, well, I do first-time home buyers in the medical field that specialize in anesthesia. Now I have a niche. That's what you want to get to. You want to get to the spot where someone in anesthesia says it's got to be Shelly because she knows everything about our financing and I started to build my brand around their needs and wants, right? Okay, so duality. The next is thou shalt effectively communicate the burning why. Okay, so I've talked about my anesthesia folks, right? And I need to be able to tell them when I sit with them at dinner, when they see my Instagram, when they see Facebook messages, videos that I put out, direct marketing that I make, it has to emulate the reason why I'm doing it because

people don't work with people who are shallow. I mean, I don't. Maybe others do, but for the majority, what's that saying? No, like trust, right? We don't want shallow promises as humans. We don't buy into things like that. And we shouldn't because we want somebody who cares as much as we do about the thing that we're doing, whether we're going to buy a Jeep that's going to take our child to soccer and that needs to be safe, or we need to buy the most expensive thing we're going to buy in our lifetime we need to trust that person so when it comes to your marketing your burning why has to be the reason why you're doing it if it's because you're you're going to make a ton of money and you know buy the car that doesn't live in a marketing

message right we see it we see people like next to their Mercedes showing people how amazing they are at selling homes, but really that's not going to make somebody want to use you. It's just the opposite, right? It's the opposite. It's the opposite. The only thing that that might do is show evidence of success. Oh, well, you know, Dan has the car, he can afford it. So he must be doing pretty good. People must trust him, they might make that arc in their minds. But for the most part, back to what I need, what I want as your consumer, how can you help me at a high level in the burning why? So for instance, like I said, I score pretty high on protection, right? And I am a bit of a type A naturally. I like things kind of, you know, it's a bit of a, you know what, I'm in therapy

for it. It'll work out for us. But when I was choosing to work with healthcare professionals, I really care. I actually can't work with somebody who doesn't care as much as I do. For instance, like if I was to give somebody advice in a house and they dismissed it or didn't take it, it bothers me a lot because I know that they're in trouble. Like something bad is going to happen. Even if I close that sale, that bad thing is going to happen and I'm not going to sleep anymore because that's just innately and I'm not going to sleep anymore. Because that's just innately, I'm genuine in that way.

So my burning why when I help folks is that I think that healthcare professionals really do a lot to help the average person in my community. And wouldn't it be so great if I could show up for them and show them that I care as much as they do? And that is genuine. And that's the burning why. It's why I get up in the morning. It's why I serve the way I serve. Because, and if you read the reviews of my service,

it's like, she has our back. We trust her. She will not let you down. And that is all by design design that's all part of my marketing strategy but also it's it's who I am too excuse me for interrupting my own show you are freaking amazing and because you're amazing I'm gonna ask for a quick favor it'll just take you 30 seconds for you to leave a favorable five-star rating or review on your favorite platform. Then what I'll do is I'll enter you into a raffle where we can meet 45 minutes for a free coaching

session. And I'll also give you a copy of the book, Real Estate Evolution, which is the 10-step guide to CPI consistent and predictable income. Oh, by the way, I'm the author of that book. So if you'd like for me to coach you, give you some nuggets, and help you in your business, go ahead and leave a review, and you can enter into the monthly raffle to win. When you're creating your marketing plan, you really have to do some soul searching about who you want to be. For instance, the Jeep folks, when they came in, I said, you know, we serve Virgin radio served

25 to 54 females. That was our skew. And, and, you know, a lot of the advertising that they had been doing was very, very like cheap, you know? And I was like, well, actually, I think the female, what she really needs is safety for her child. So how are we going to, how are we going to make it so that you have a brand promise that tells that female that when she gets onto the lot, she's going to get a good car at a good price and she can trust you to take care of her and her child. And so when you, when you're making your message, the last thing that I really want to make sure that you understand about the burning why is if you make a promise, you have to deliver, you have to do what you say. That's, that is the,

the, the nugget of anything that is a brand trust. It's Shelly says she does this and then she does it. And that what's, that's what closed the loops. That's where all the referrals come from because they know that I'm going to show up. So there's a, you could probably think of at least 10 companies out there that make these brand promises. And then you go and look at their reviews and it's like, actually this shirt was a poor quality or whatever. And then you don't buy, right? Cause you're like, oh, look at that. They said it was this, but it's actually garbage. Your brand has to deliver on the brand promise. Thou shalt serve the underserved. We kind of covered that already. When you're choosing your niche in the rule of duality, if there's somebody out there that's,

like I said, like I went to anesthesia because one of the things with anesthesia, the nurse anesthetists do not qualify for the loans the same way a physician does. So what I did is I went out and I tried to find lending and good solutions for them so that when they came to me and said, hey, look at this big monster check I have, but then look at all this debt and I should be able to afford a house here. And then it ruined their image of home buying and then they didn't buy. So how do I equal it for them in their minds? So I'm serving the underserved. Nobody cared about them. And they're like, there's no solutions for me. I'm going to rent for the rest of my life. No, let's find the answer. So if there is somewhere

in your niche right now where you're like, actually, there's an opportunity here. I don't know how to do it just yet, but if I can solve that problem, your pipeline is going to be crazy full. Promise. From experience. Let me share with you what I just heard you say. And then I want to ask you a couple of questions, but also if you have a question for Shelly, because you're not going to have an opportunity to really speak with somebody specifically about marketing. That is like one of the top in the country about marketing and Shelly is

that. And so I want to make sure that you guys use this opportunity, you know, because we're all business owners and business owners have to find business. We do that through prospecting and marketing and prospecting. You know, it's a lot of time and effort marketing. We can leverage that through some free, you know, platforms, you know, that are available, you know, as I mentioned before. But here's what I heard you share, Shelly, know your market, make sure that there's something in it for them, understand their wants, feelings, and passions, have a point, understand the product life cycle, the duality of you're only going to be one or two, if, if, if one and two already taken, then, you know, you may have to maybe you could

look at like the the the strength of number two and maybe they can be taken over but maybe just find a different uh a different market know the burning why and then here's my favorite you ready don't be garbage that's what i heard you say did i did i that what translated there you know deliver on your deliver on your promise i'm sorry that's that's still there you go yeah i meant to say did i understand you correctly yes i think you did i have a i have a question um uh you said um taking a snapshot or a picture of you standing by a car by Mercedes Benz might show some sort of success, but that's not where you would want to go with it. So would you want to stand by a house? I mean, what would be the...

What are ways to do evidence of success? Right. Okay. Other than that. That's a good question. So think of the times that you have seen other evidence of success from like other brands or people where you've been like, where you feel included. For instance, I post a lot around the reviews that I get because in my view, it is validating my brand promise. So someone

looks at that and they're like, oh, wow, someone took the time to even write something for her. And there's a system in my business where as soon as we close, the link goes out, I tell them that it's coming. Hey, you know, if you enjoy this experience, or there's something that you would want to tell my future client, I'm so grateful for it. So that's number one. Number two is why do we watch HGTV? Why does it not real estate agents? Why does a consumer watch HGTV? Why do we like it so much? We love to watch somebody walk through a house and give their opinion on whatever, right? So as you show people that you do the job, they just assume you're good at it. So how I did that was I started to do stories in Facebook and mostly, most of my people are at Instagram. So I spent a lot of time on

Instagram and I would put, I I'm on tour with five houses, right? I'm going to quickly when my client is not around quickly, take shots of the kitchens. And then I'll put up a poll and say, which one do you like? As soon as they answer that and they love it, like the responses that they do is, and it doesn't matter to me, whatever kitchen you like is great. So, but what it does is it starts a conversation. So remember the purpose of marketing is about conversation. So I'm showing them one, I'm busy because I'm showing houses. Two, I'm involving them. I want their opinion. And three, I've started a conversation because as soon as they choose kitchen B, it will show them,

okay, 3% of people agree with you. And then I, because of the relationship that I have with my clients and how I am, cause I joke around a lot, I'd be like, wow, poor choice, you know? And I would start mocking them a little bit. Cause that's, they're used to that from me. I tell dad jokes. That's all part of my brand and persona. He mocks me all the time. I love it. It's just my favorite thing. So, but, and then they come back and they talk to me and then all of a sudden I'm in a conversation about real estate, whether they're ready to do anything or talk to me about anything in that moment, it doesn't matter. All I'm doing is consistently and constantly reaffirming that I'm a real estate agent, that I'm really good at my job and I'm available to you. And that's really what people want and that I care. Right. So reviews, polls, and like showing,

you know, and then the other thing that I've found kind of works and gets a lot of weird traction, like I said. So part of my brand is fun. So my home inspector and I spend a lot of time together. If I'm at a home inspection, does that mean probably that one of my clients is under contract? Yes. If I'm taking a video of my home inspector in that house telling a dad joke, am I basically peripherally telling my audience that I have sold a house? Yeah. So you don't have to like two by four, hey, pending, hey, sold. You don't have to do that you just have to you know find fun ways to tell them hey hey i'm working and we're having fun doing it and this could be you too you could also be at your home inspection listening to a dad joke and it will be remarkably bad usually that's just seth is really good my jokes are the worst so sort of like things in sort of the background. So

you're not, you know, you're not in the foreground and the blatant like, Hey, look, I just sold this home more in the background of, you know, the things that you're doing to sell the home that the consumer is the reason why they watch HGTV because they're interested in that. They're not interested in you. They're interested in what you do. Yes. Yeah. Yes. And the other thing too, is that you have to remember,

again, how will the consumer person you're trying to reach feel about what you're saying? So remember back in the times when COVID, we were putting a house on the market, a hundred grand over, gone in two days, right? And a lot of people, most people actually, were going onto their social medias and saying pending in two days. What a lot of people heard, because the Fibbo's went up huge around that time, they heard, I don't need an agent. All I have to do is put a sign in the yard and I can do this myself because the market, the seller's market is so

strong. That's all they heard. So we were actually marketing against ourselves in those times. So remember, like when you're, I got this great idea. I'm going to do this marketing thing. It's going to be great. I want you to go to the chair where that person is sitting and think, okay, how are they going to feel when they see it? And if it's not about me in that chair and how I should use you and what it's going to do for me, you're just wasting your time. I promise. Let's say you're in Orlando and you sell a lot of new construction stuff, let's say. And the first question that I would ask myself is, who is the likely person to buy this development? Right? Is it more families? Or is it luxury? Is it going to be more of like affluent high end, you know? And then once I had that, I would be like, okay, where are they right

now? Well, if they're affluent, they're probably I'm guessing probably not on TikTok, they're going to be like in a different spot. I'll say that kindly. And then if they're if it's more of like a new family type build, I'm going to need to be family friendly because there's going to be a child around. So I can't like be too harsh or tongue in cheek in the way that I'm going to sell that. Okay. That's number one. Number two is back to HGTV. What do they need to see or hear that inspires them to want to go and see this new development?

Right. here that inspires them to want to go and see this new development, right? What benefits me to say, you know what, I actually do want to know about this. Can you just tell me quickly? And then you start to set appointments. So again, it's about driving traffic. Not every single person is going to want to take the appointment, but if they're engaged and interested enough to want to be interested for themselves, they're're engaged and interested enough to want to be interested for themselves, they're more likely to buy. Like the worst thing in advertising is to get a whole bunch of leads that don't care or don't want what you sell. Then you're just, I mean, you're just wasting time, you know? You already know 87% of all real estate agents fail in this business.

And you also know it doesn't have to be that way. If you're a real estate agent and you're looking for consistent and predictable income, I invite for you to get your free copy of Real Estate Evolution, The 10-Step Guide to CPI, Consistent and Predictable Income for Real Estate Agents. And you can do so when you visit www.therealestateevolution.com. I'll share with you your book that I authored to show you the way. Thanks. Shelley, what media? So you talked about understanding where is my target market? So first identifying your target market, and then where do they hang out, right? So people my age, it's going to be much more likely Facebook than somebody half my age. They're going to probably

be TikTok or Snapchat or whatever, right? I don'tiktok or snapchat or whatever right i don't even know how to market on snapchat i don't know um i don't know it disappears i i know it disappears like how's that work but i don't know um that's for my house and the sunglasses drop down you know i love it yeah we'll have to figure i don't know we'll have to figure that one out. So what are like the methods if, you know, like going through, like knowing the target market and, you know, then getting, you know, uh, something and make sure there's something in it for them. What would you do specifically if you're day one as a real estate agent besides you know like identifying your niche besides identifying your target market and and what is like uh their deep why

what would you do if you're an agent starting today day one i mean that happened to me so i i moved to portland and i knew four people i had no sphere and i was like okay um of knew four people. I had no sphere. And I was like, okay, of the four people that are here, two are medical professionals. So I serve medical people. 50% of my friends. Okay. So that's number one. And then, and then the next thing was, okay, I need to know how they feel and what they want. And so I need to be with them. How do I do that? So what I started to do was people want to be around like-minded people. And a lot of us are really busy and don't have time to plan those things. So I started to, what I do know about some doctors and nurses is that they like alcohol.

So, and beer is a big thing here in Portland. So the first thing I did was I'm going to, I'm organizing a pub crawl, come, come and hang out. And I I'll pick up the tab on the first two beers or whatever. And so when they arrived, it wasn't about me. It was, it was about, okay, my view is I'm building a community of people who I want to serve and to, and the mindset was not, I do this and then they buy a house. It was never that it was like, how many conversations can I have with like-minded people? So that, that was number one. I built it to 150 people. And remember that your sphere doesn't have to be that large for you to be really successful. What you do need to have is five to 10 people who believe in you that live in that sphere

who want to see you succeed and believe in your brand promise. But again, you need to know it. So immediately I knew like, I'm a nurturer. I care. I'm going to connect those things. And then also I believe that I'm fun and I score high on protection. So I'm good at guidance. I'm going to tell you the truth. And if my doctor is too busy to, like if they're working or in surgery until 9 p.m. at night, I need to understand that I need to serve them when they're around.

And I am in sleep at 9 p.m. because I'm 5,000 years old. So I develop processes in my business that help them get information when they're ready to have it. Okay. So, so like I said, first I'm building the database. The next thing is I'm building processes that serve them. Not everyone. It serves them. There's some people that do not want a video of me explaining what an appraisal is and then never watch it. My doctors do because

that they want, they want information, you know, information. So now I'm building a process around what they care about. And then the next thing is, okay, how am I going to execute the brand promise? I have one client who is selling or wants to buy one house. I am going to make that experience for them so amazing that they're going to go to work and talk about it. And that was the goal. Even if they never buy a house, when they leave on the weekend after we've toured, it was so great that they talked about it near the water cooler, because that's when the momentum starts to happen um does that answer your question so sphere uh processes and brand promise is how it would start how did you market to that specific brand how did you get the word out okay so um it started first belly to belly

so they needed to see me they needed needed to, I can't be just like this enigma somewhere, right? When you go to a Jeep, you touch it and you're like, oh yeah, like this. And this is where the cup holder goes. At least that's what I do. I care about color. I don't know anything about cars. I don't know about engines or anything. So if, if they see me and eventually they'll be like, you know, she was pretty cool. And my goal would be, Hey, do you want to hang out again? And, and it would go from, I'm in a master for people to now I've had a, maybe I've scheduled a dinner with three couples down to one couple so that they feel like they can ask me questions about the market. And then the other thing too, is you got to know your numbers and you got to be able to say them quick elevator pitch. Shelly, how's the market? Things are pretty good. Some houses are in

multiple offers. Some are not. Our median's around 550, but interest rates are up around seven. So I think it's really important that people check to make sure they can afford a house before they do anything. Do you have any other questions? I don't kill them. I have a lot more to say about that, but I only want to show them. I can on a whim tell you what's happening in the market right now, because what buyers and sellers really need from you is to understand that you have a thumb on the pulse. You wake up in the market right now, because what buyers and sellers really need from you is to understand that you have a thumb on the pulse. You wake up in the morning and you know this better than anybody else. And there are some agents out there that do not know their numbers. So then they're like,

it's all sales pitch and scripts and people don't trust things that feel shallow, right? And I said that already. So it's really important that when I have done all this work to be belly to belly with these guys, I've made phone calls and invited them to places where I am at in things that interest them. That's where I built my business. And then it was just slow and steady. It was just constant.

So newsletters, I set up a marketing program where it was like, what am I going to do every day? I'm going to make 10 calls every day. What am I going to do every week? I'm going to set up, I think originally it was a lot. It was like eight belly to bellies in the weekday. And I'm going to do two open houses for either my listings or someone else. And it was, I was just like, just, and sometimes it was just, there was nothing. It just felt like I was out in the lake by myself. And it was really easy to want to go, okay, I need to change my plan. This just isn't working, but it takes eight times for somebody to act minimum. Sometimes it's 20 times that they need to be able to see you

to trust you to be able to embark on this really big journey with you. So if you have chosen a plan, if you have an idea and it's like, you're out in the lake on your own, it doesn't mean it's not working. You might just have to do more activities. So I do quarterly parties. I do newsletters. You see me on social media. I mean, if you went to my social media stuff, it's it, you rarely see my face ever because I'm marketing to them. I want them to see and emulate back what they expect to see from me. Right. And then the other thing too, when it comes to marketing is that they need to, people work with who they know. So they got to get to know you. Like, what is your value system?

What do you care about? I would suggest you stay away from politics. Not ever. Some people do market on politics. I don't. I don't. You know, we're already divisive. You know, I just kind of leave that alone.

I try to look for ways that we are inclusive. How long did it take you Shelly to, um, so it takes, you know, it takes a while where you're out on that pound by yourself. How long does it take before you catch some fish? I would say the, my first steady referrals didn't come until three and a half years. Okay. But it doesn't mean I wasn't, listen, I was at open houses and I was like, do you want to hear a joke? I was willing to work with, because you're building this big, long vision, but you got to eat today, right? So you're building the vision and you got to be where buyers and sellers are who aren't represented, who might not fit in the niche, you know, and that's okay.

But especially at the beginning, you know, I was, I was grinding. I would take anything. I worked open houses for free. I did showings for agents for free. And it was all to build the language of real estate for myself. So like I would be in a house with a buyer and I'd be like, I don't know the answer. And then, you know, that's preparation for my business. If I am saying I'm a really good buyer's agent, but I don't have a clue about a chimney, I got work to do. That's on me, right? So I started to take a lot of onus around the education of what I was going to represent as a real estate agent. And when I work with elite people and they get elite service, period. Love it. Love it. Shelly, I know that you have an education platform website.

Are you available to talk about that? So my experience in real estate and the education and the coaches around things like luckily, you're all here with Dan. But I really struggled to find education around just like, how do you show a house? Like, what should I be saying? You know, what should I be doing? Especially in like first year to third year. Like, do I tell them everything? You know, like I really struggled with, and it was a little bit different. I was in Vancouver, BC. I came down to Portland and, you know, water, soil issues, lots of stuff that mold was different down here than it was up in Canada.

Right. So I was like, I have a lot to learn just on that. And then when I got down into, okay, well, my business finances, I know that I'm supposed to have two accounts, but I don't really know the flow of money. And, and there wasn't a lot of options. So from there, I just thought, wouldn't it be nice if you could just go to a spot where you're like, I have a question about how to show a house and you could type it in somewhere and you could get an answer that's not like an upsell or you could just get the answer. So I built OnTrack Agent. There's a whole bunch of different coaches, ideas. It's a thinking platform.

It's for people who actually like want to be educated as an agent. Dan's on it. You can find me on there. I was just going to ask, who's your favorite coach on that platform? Oh, it's for sure. I think it's Dan.

Yeah. If you want to check it out, the way it works is that you only pay for the thing you actually want to hear about. So if you wanted to buy a series um the way it works is that uh you only pay for the thing you actually want to hear about so if you wanted to buy a series or a course from somebody um you would just pay them to do that it's not and the average uh series is probably anywhere between 20 and what's yours but i did i'm not sure which one you have there. I think I have two. There's somewhere between like as low as 20,

as high as like 150, depends on what you want them to do. And then you can also get like one-on-one coaching with folks or buy books. Yeah, there's some pretty amazing coaches that have provided contribution and content on that website so ontrackagent.com check it out we actually sorry one thing we just released an economic update by tammy witron it's a it's a global and national review of what is happening in the marketplace she nailed it it's so good it's worth watching it's totally free to stream so you can go on there

and she's she's pretty good at it she's been doing it for like 10 years now i've gone to every single one she blows my mind so anyway where's been to my five-day listing challenge if anybody is it is it worthwhile for somebody to attend that absolutely absolutely if you're interested to a free five-day listing challenge, I'm starting it on Monday, visit www.fivedaylistingchallenge.com. That's the number five daylistingchallenge.com. I will show you how my students are taking three or four listings every single month. I'll show you how Teddy took his first listing. I'll show you how I took 79 listings in the last 12 months in this crappy market. And I'll show you every single tactic and strategy that you can employ in your business today. www.5daylistingchallenge.com.

And it is free and it will be an intense class that will give you the step-by-step instructions. Shelly, thank you. Audience, thank you. Have the best day of your life. Be grateful, make good choices, and go help somebody. Thanks for having me. You're welcome. Now go find a listing. I'll see you guys.

Thanks so much for listening to the No Broke Months podcast today. Until the next show, I invite for you to be grateful, make good choices, help someone, have the best day of your life, and go find a listing.

Dan, you are such a fascinating man. I mean, he has this purpose in life to help people achieve their dreams, their greatness. And he doesn't just say it. He actually has steps and mythologies in order for them to follow. Our very special guest in Featured Shining Your Day, I cannot even sit in my chair. I'm so excited. Dan Rochon, all the way from beautiful Virginia. Dan, it's an honor to have you on the show.

Thank you so much for taking the time. And what I'm encouraging for you is to focus on who you're being because that's your foundation. And when you focus on that, you're gonna find that you do activities that are gonna lead to the outcome of having whatever it is in this life that you're looking for.