No Broke Months For Salespeople - Maximize Your Reach in Social Media as a Real Estate Agent - Rachel Kilmer

Episode Date: November 14, 2024

Rachel Kilmer is a licensed Realtor in both Missouri and Kansas. She was formerly a local sports reporter and transitioned to real estate in 2020. Since then, she has gained a following on TikTok and has helped over 100 people buy or sell a home. Rachel has been featured on HGTV's House Hunters and was named 2023's Best Real Estate Agent in Kansas City by The Pitch Magazine. Join us this episode as Rachel discusses how you can Unleash the Power of Social Media to Make Killer Deals as a Real Estate Agent! Here's where you can find Rachel!  https://stan.store/rachtherealtorkc  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

I think you need to pick a platform that makes sense for your personality and that you like. I have a lot of agents that come to me are like, I know I should be making short form content, but I just don't want to. And I'm like, well, then don't if you don't want to. I don't want to do open houses. So I don't do a lot of open houses, you know, like do the things that make sense for you and your personality, because the truth is we're not going to consistently show up and do things that we don't like. So we're lucky enough to be in a business where you can build your marketing strategy around something that suits you and your personality that you actually enjoy doing. So do that. 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. Rachel Kilmer is a licensed realtor in both Missouri and Kansas. She was formerly a local sports reporter and transitioned to real estate in 2020. Since then, she has gained a following on TikTok and has helped over 100 people buy or sell a home. Rachel has been featured on HGTV's

House Hunters and was named 2023's Best Real Estate Agent in Kansas City by The Pitch Magazine. Join us this episode as Rachel discusses how you can unleash the power of social media to make killer deals as a real estate agent. 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, 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 linguistic programming to influence and handle difficult people. Welcome to the show. Today, I am joined with Rachel Kilmer, and we're going to talk about how to maximize your reach in social media as a real estate agent. Rachel, welcome. How are you?

Hey, good. How are you? Thanks for having me. Good. Glad that you're here today. Rachel, what else should we know about you? Yeah, I'm a newer agent. So I like talking to newer agents that feel like, you know, we all have the stats of the dropout rate in the first five years and how tough it is the first couple of years. So I like to, you know, chat with other new agents and give hope that you can get there. I get about 40% of my business from social media organically. Those are internet randos, as I lovingly call them. And then the rest of my business is definitely impacted by my social media as well. It's just people that I know in real life that I stay in front of every day because of my social media. So it's a huge part of my business. And here in year four, it's nice that I'm also seeing a lot of repeats and referrals that I wasn't getting the first

few years. So now it's really rolling now that I've really put those two pieces together. So if you're looking to get internet randos, Rachel's your girl to show you how. How do I get internet randos? So my internet randos mostly come from TikTok and YouTube. And TikTok is dicey right now, obviously, with the news around the TikTok ban. Potentially, they may sell it to a US-based owner. But so we're not for sure if it's going to go away fully or not. But it's potential to lose it. So I don't know if you don't have a TikTok presence. I don't know if I'm investing all my eggs in that basket right now, if you're not already on it, just because

even if it stays around, if it sells to someone else, the algorithm's going to change, it's going to change. So we'll have to relearn it at that point. YouTube is a little bit easier not to crack. They're pretty open about what they want from you. It's pretty easy to change. So we'll have to relearn it. Um, at that point, YouTube is a little bit easier not to crack. Uh, they're pretty open about what they want from you. It's pretty easy to understand it. Basically YouTube is not social media. It's a search engine. And if you make videos that people are searching for, they will, and you're, you know, have good video, good audio, and you're a likable personality, they will find you. So if I was starting from scratch, I would probably focus more on YouTube at this point, but TikTok has been just as productive for me personally.

So when you talk YouTube, are we talking shorts or reels or are we talking longer format? Or tell me more about that. I do longer format. I find that people on YouTube mostly, at least my people, are using it as a search engine.

They're researching. So they're not on there just mindlessly scrolling and entertaining themselves, which least my people, are using it as a search engine. They're researching. So they're not on there just mindlessly scrolling and entertaining themselves, which is what the shorts are for. They're on there intentionally trying to find information. And so I try to create videos that could be of service to them, that provides them the information that they're looking for. My YouTube channel is tailored for people that are moving to Kansas City from out of town. And I don't really share the URL with friends and family and local people. I don't post it on my Facebook page, all that, because I want it to know that that's who my target audience is, is people that are researching moving to Kansas City, not people that already live here.

I do have a podcast and that is for people that are local. And so that has a separate YouTube channel. And on that YouTube channel, I do put short form content because my short form content is meant for locals. So I really try to keep the algorithm separate as to which audience I'm targeting. Okay. And so what's the name of your YouTube page? Reach the Realtor KC.

All my social media is named that. My local one is called Connecting Kansas City because that's the name of my podcast everything else is reach the realtor casey reach the realtor casey all right and so then you were so tell us more about like what type of content what types of things are people searching for that you're doing videos on yeah i mean just the exercise i do with myself is if I'm picking up and moving to a different city, what do I need to know? What, what information do I need? What would I be searching for? So I'd be searching things like best neighborhoods to live in. What's the traffic like? What's the cost of living? What do I need to know about taxes? What's the weather like?

What are some cultural expectations that I need to have? those kinds of topics are the ones that I cover things that do well often are like things that look kind of like a hot take like the five worst reasons to move to Kansas City or whatever those things tend to do well because people are like oh my gosh I was thinking about moving there there's bad things you know so then they click in like okay well they're bad they're negatives but like probably not a deal breaker on my move but good information to know so those are the kinds of topics i focus on on youtube all right so talk to me in general like what do i need to know about you know maximize my reach in social media as a real estate agent what do i need to know specifically i think you need to pick a platform that makes sense for your personality um and that you like i think i i have a lot of agents that come to me are like,

I know I should be making short form content, but I just don't want to. And I'm like, well, then don't, if you don't want to, I don't want to do open houses. So I don't do a lot of open houses, you know, like do the things that make sense for you and your personality, because the truth is we're not going to consistently show up and do things that we don't like. So let's, we're lucky enough to be in a business where you can build your marketing strategy around something that suits you and your personality that you actually enjoy doing. So do that. So for me, it's TikTok. Some people do great on Instagram. Some people are awesome on Facebook. Some people, YouTube, you know, whatever LinkedIn is even one that you could really focus on whatever your Twitter. I don't see a lot of people really

thriving on Twitter X, but whatever your platform is, I think pick one, focus on it, learn it, make it your baby. And then that is what you create your content for. And then just repurpose your content to all the other platforms where great, you're getting some views. It's not your focus though. And I actually use a tool called repurpose.io. It's a website. I think it costs 250 bucks a year or something like that.

And you can teach it to repost all of your content to everything else. So every time I post a TikTok, it automatically gets distributed out to all of the other social platforms where it doesn't get that great of a reach, but at least it's something. And so that's where people that I already know are seeing it. And I can stay in front of them without having to be like, Hey, do you know anyone wanting to buy and sell a house lately? I get people all the time. I'm like, Oh my gosh, your videos are so funny. And I have no idea they're even watching the one of the concepts that we teach in the cpi community because it's a predictable income community and then now that you find out like your way your superpower and now that's your job description you know that's what you do on a day-to-day basis how often are you posting videos every day almost every day i mean my ideal is two to four a day on weekdays i don't usually post on the weekends

of short form videos that then get pushed out to everything. Long form YouTube videos, I'm doing one a week, ideally. And with the short form, it is a creative avenue. So there are days that I just don't have it. I'm not feeling creative. I don't have anything to post. And those days I try to find a trend that I can do that as low effort. Like sometimes it'll be a trend where you just post one picture of yourself and you put

a certain caption on it or whatever. Um, and then I also try to like save stuff to my drafts on the days I'm in a really good creative flow. I make stuff and save it to post them later when I have a day where I'm like, I got nothing. So, but overall the goal is two to four videos a day. So, I mean, it's, it's a big part of my day. It is something I commit to doing every single day. It's my version of prospecting really. So it's kind of a, something I'd have to do or else my business, you know, reduces changes. So for the consistency and income, I have to be consistent in content creation. Okay. And so you're doing this every day, two to four times a day. And you mentioned, you know, you're doing content that people are searching and then you're,

you're looking outside of your area specifically for people relocating. So what are the, what are the results? Like how often does somebody contact you? How do they contact you? What does that look like? So my TikTok people are locals. And my content on TikTok, on short form video, is for me, it's humor mostly. It's jokes about living in Kansas City, the rivalry between the Kansas side and the Missouri side, the local spots that we all know are horrible for traffic, those kinds of things. So it helps me really connect with people that we have a shared experience. So those people usually comment or just DM me and are like, Hey, um, like I had a lady last week that was like, Oh my gosh, I love your content. Like we have the same sense of humor. I have the house that is sitting empty and I need to sell it. And she just DM me and I went and saw

the house and now like we're off and rolling. So that's usually how TikTok goes. TikTok normally it's buyers, but every once in a while it's a seller like that. YouTube, like I said, they're a lot more in research mode. TikTok's more passive. And so TikTok, you just want to stay in front of them. And then when they're ready to buy or sell, then, oh, there she is. I forgot. I really love that girl. And then they reach out. Whereas YouTube, they're more seeking you out. So on YouTube, they're more likely to submit an inquiry on my website or just even pick up the phone and call me. I'll get random calls from YouTube. So if I see an area code that's not local on my phone, I answer it because you never know when it's going

to be someone moving here from a different state. I get those calls once a week or so. And then I'd say you get one from each TikTok and YouTube each week, one or two. And sometimes they're a year away. Sometimes they're two months away. It really depends. But so they come in all different ways. But the awesome part is they come to me. I don't have to chase anyone. You know, it's people that are ready and they're looking for an agent. And for whatever reason, our personalities have clicked and it usually works out really nicely. hey excuse me for interrupting my own show i just want to break in just for a moment and let you know i would love to meet you every single month online i host a free training session on zoom where i'm going to invite you to come in and learn the new way to persuade human behavior i want to demonstrate to you how you can unlock consistent and predictable income and strength of relationships to achieve self-fulfillment, to be able to avoid the number one sales mistake and never face rejection again, and how to use non-linguistic programming

to be able to influence and handle difficult people. So visit www.nobrokemonths.com, that's nobrokemonths.com, so that you can save your seat for one of our upcoming classes and that I can be able to help you to learn how to teach to sell. Again, that's www.nobrokemonths.com. See you online. So what causes you to transition from a local sports reporter to a real estate agent? So I had a job in between that. So when I was a local sports reporter, for those that don't know, it is a grind.

They are, those reporters are hustling hard. When you, if you turn on the local news and you see someone out there, just like round of applause, they are working so hard for so little pay and it's out of the love of it. I absolutely loved it. Great job to have through my 20s. But my station basically closed down as cable television changed. And I, in TV, you sign two year contracts and you basically move around the country. It's almost like military. You move every two years to a different TV market. At that point, I was already in Kansas City and I was in my late 20s.

And I was like, I think I'm good on this. So got connected with a sales job and went and worked in inside sales at a local senior living community, sold independent living units. And I absolutely loved it and learned sales skills and learned that I was good at it. And so when COVID hit in 2020 and all of our lives blew up, that was when I made the change into real estate because, you know, why not leave a steady, awesome job that you love in the middle of a pandemic with a new, I had a baby in March of 2020, newborn baby, just casual life decisions. But that's how I landed in real estate. I got into the flexibility, which is so funny now because I work 24 seven, but at least I'm in charge of working 24 seven.

So no, but I love it. And it's the perfect kind of combination of my previous work experience in terms of media knowledge, video editing, marketing skills, and then like sales skills and learning to work with people and like hear out what they want and need and figure out a way to help them achieve those goals. What's been the biggest thing that you've learned as a real estate agent that you didn't know in your previous careers? You're running a business. You are running a business. I knew that in theory that you know you're a self-employed and you're an entrepreneur, but I did not know I would need a profit and loss statement. I would need an LLC. I would need an S corp. I would need to figure out how to invest in retirement without access to a regular 401k, like health insurance, you know, all that stuff.

So that's been the biggest learning curve for me, but it's kind of surprised me. It's one of my very favorite things now in year four, now that I finally like figured it out and hit my groove with everything. I love it. And I know with your community, that's the whole thing is no broke months and consistency. And now here in year four, I feel like I finally figured it out how to set myself up to have consistency and production income and, you know, my routine and my schedule. What do you do? So you mentioned about TikTok, you know, the potential changes. So I had one of my Facebook pages, one of my first personal pages

I had for years and years and years. And then one day Facebook shuts it down. I mean, somebody actually hacked me and stole my identity and all that type of stuff. And then boom, here's this thing that I've been working on for 10 years, just gone in a day.

What do you do to protect yourself against that i mean besides like building multiple channels but you know what are your thoughts on that yeah it is a risk of it um i try to diversify myself as much as i can because i have not only tiktok but also youtube and my other pages as well but the bulk of of my followers are on TikTok. So I've been trying to get them like, Hey, come with me to Instagram. Hey, sign up for my email list. Hey, come listen to my podcast and try to like connect with people on other platforms in case that one goes away. But that is a risk and that is a thing. And that's the tricky part is it's hard to, I think it's hard to get people to move from one platform to another because of people's just like the way they use social media.

Like it's like a different part of your brain when you're on a different app almost. So it's like for me, even like, I know there's content creators that I follow on TikTok. And then I, if I follow them on Instagram, I don't necessarily engage. And like, it's just a different content I'm looking for. So I haven't figured that one out yet. And like I said, luckily I'm far enough into this that i'm getting business from lots of other avenues so if tiktok goes away it's not going to like crumble my business model it's not ideal but we'll i'll be able to overcome it maybe i think you mentioned about you know getting

them onto your email list that's probably because now you own the now you own the data that's probably the most uh foolproof way to be able to protect it. Not that you're going to then be able to really get a lot of business from like emailing them, but at least you've got something so that you maintain the connection there. Yeah. I, my, I said, I only send one email a month, which I've heard a lot of agents that send one a week or even one a day. So I've thought about increasing the frequency of that, but so far my open rate is between 50 and 60%. So I have a really good open rate because my audience is really engaged and they're following because they're interested in what I'm posting online. And so then when I send an email, it's almost like a behind the scenes look at like, Hey, what's going on in my life? is we had a Taylor Swift pop-up event last year. When the Arrows Tour came to Kansas City, I partnered with a local distillery. When I first went and met with them,

I was like, hey, I want to have a Taylor Swift party on your patio. They were like, okay, here's two tables over here. And I was like, I don't think you guys understand how big of a deal this is. And lo and behold, they were overrun. We had over a thousand people come. We had a line around the building. People couldn't get in.

And I raffled off a neon sign that said in my Kansas city era that I had in the photo booth. So everyone took a picture with it and then scanned a QR code to sign in to raffle it off. And I captured over 400 leads from that. So I have a specific Taylor Swift tag and my follow up and my database and have marketing specifically for them. I send them specific mailers. I send them specific email. And I've had one closing and I have one that's about active buyer that is from Taylor Swift marketing. So, you know, who would have thought, but like, those are the creative ways that you can capture, you know, emails in a way that they're excited about too. Like they love Taylor Swift. They'll, they are not mad about getting anything Taylor Swift related, even if it's kind of tied into

real estate. So it works for everyone. It's crazy. Good job with that. So Rachel, you mentioned that, you know, that you, you've been doing this, you know, for a long enough time that you're, you know, you're getting some traction outside, you know, the, the avenues that we're talking about, how else do you get business? Um, I get, so yeah, about 40% comes from social media. Those are raw organic leads. Now I'm getting probably my other 40% is sphere based. So people I know, or referrals from people I know, or repeat clients. So that's 80% of my business is either social media or, you know, people I know. And my people, I know I have a really consistent marketing plan with that too. We do four to five events per year. We send out six-ish postcards per year. We send an email every month. We do

two pop buys per year. And we have a VIP event at the end of the year. So that is consistent. They know what to expect. And again, it allows me to stay in contact with people without having to be cringy and salesy. My next event in June, we're doing a tourist in your hometown event. We rented out a 50-person charter bus, hired a tour guide, and we're just going to cruise around the city, hop on, hop off at the tourist spots, and then have barbecue when we get back to the office. So it's a fun way for me to reconnect with my clients, past clients, meet their friends, invite people that may be future clients and stay in touch with them. So that's the bulk of my business is that and then social media. And then beyond that, I have, you know, the random investor, the random sign call, the random open house lead, but that's really where most of my business comes from. And you gave a good example of the types of events that you do. Can you give us a couple

more examples of types of things that you've done in the past for client appreciation? Yes, for sure. We just did, oh, every fall we do a trivia night. Trivia is one of our biggest, most popular ones. We have it at my office. My office is located in like a really walkable bar and restaurant district. So it's super fun. We have trivia, we have an open bar, we have pizza, it gets really competitive between the teams. And then we go bar crawl after. And that's really fun because my clients get to meet each other. I work with a lot of like first time home buyers or move up buyers between like 25 and 40, my demographic basically. And so it's really fun to see them get to meet each other and like connect over that like hey I'm also a 26 year old single dude that bought a house what are you struggling

with um so that's really fun we have done all kinds of different events I think trivia is the most successful really excited about tourists in your hometown that's the first one our um VIP event at the end of the year has been really good. That is, we do like a really heavy happy hour at a fine dining restaurant. It's kind of a more upscale feel. We send like hard, like card stock invitations, not just postcards, make it feel really fancy. And the people that get invited

are people that have closed to deal with us or referred us business in the previous year. So the idea is that they know if they stay engaged with us, then they get to come enjoy this really nice happy hour at the end of the year. So those are just some examples of, you know, we've done goat yoga. We've done a game night, like a game show battle room, all kinds of stuff. My name is Dan Roshan and I have coached thousands of business owners with

the teach yourself method and this method, it works. As a real estate agent, my team and I, we have been consistent top producers in our marketplace. And one of my proudest accomplishments is my track record of having no broke months since 2008. And all along the way, I've been paying attention. Which is why I have written down the step-by-step path for you to follow

in the book Teach to Grow Rich. Increase your influence, avoid the number one sales mistake, and get what you want. And I invite for you to claim your copy of Teach to Grow Rich when you visit the website, www.teachtosellnow.com. That's teachtosellnow.com and get your copy.

The trivia, you said that's one of your favorite ones and that's one that you do consistently yeah yep people love it and it's really easy to pull off and repeat where do you walk me through that like if i wanted to do a trivia night like what would i do so we hire a bartender from a local bar he comes and sets up a mobile bar we buy the the alcohol from Costco so we can return what we don't use. We literally just order pizza, boxes of pizza. We hire a trivia host. I've heard of agents doing it themselves, but I think the best part about it is a host that's really great and knows what they're doing and writes good questions. So hire that out. We send out postcards. We send out an email. We send out a text. We make a Facebook event for every single event. And we, I think last time we ended up with like 70 people or something like that. We were pretty much maxed

out at capacity. And it's basically just a couple of hours. They come, we usually start it at seven, say come in at 630, grab a drink, mingle, form your teams, start at seven. He goes for like an hour and then we take like a 20 minute break and then he goes for another hour and then that's the end of it. And it's really, really fun. Where do you host that? Like what type of venue? I'm really lucky that our office is phenomenal. We have our main office and then we have an office that's kind of an event space, a flex event space. So it's like really cool and modern and free for our agents to use my office.

So that's a huge benefit of being with my brokerage. Awesome. How'd you get on HUT House Hunters? I applied. I just filled out the application. I think they're constantly looking for people. It's just really hard to find a buyer that is, well, as an agent, you have to have the right personality. And then you also have to have buyers that have the right personality and the scheduling flexibility to take the time off work to shoot and stuff. So that's the challenging part. But yeah, I just followed the application. They called me almost instantly. So I don't know if they always do

or if maybe my like TV background piqued their interest. I'm not really sure, but that was really fun. And I definitely hope to do it again once I find the right buyer that will be a good fit for it. Well, Rachel, you definitely know how to market. So walk me through, I'm a real estate agent and we're marketers, many of us are, and some of us are prospectors and that's fine too. But one way or another, you're going to find business, right? So what are the keys to success

as a marketer? What comes to your mind? My biggest strategy is I love free exposure. So anytime I can get on the news or get interviewed for any publication, I'm like, sign me up. I'll be there. Where do you want me to meet you? I'll drive two hours, you know, like not quite that extreme, but like anytime I can get my name in an article like that is huge. I think, um, I think it's just like constantly creating buzz, but not pushing it too far. So like I when I won best real estate agent of Kansas City last year, that was a big push from July to November. Really, we were pushing for nomination round and then final round. And so I feel like I used up a lot of my like social capital of people's attention and like willingness to vote.

So I was like, okay, we won. Great. I'm going to sit back and not do that again for several years. So I think it's a balance of like staying in front of mind for people without going too far to be like overly salesy and pushy. So for me, it's just like creating buzz, creating fun things for people, creating entertaining content and just being yourself and being fun things for people, creating entertaining content, and just being yourself and being a friend to people, both in person and online. It feels really natural to me. Like I don't really push it that way. But yeah, that's that's kind of my marketing strategy is just stay front of mind in ways that are really true to who I am. It seems like you take the approach of just having fun. Is that accurate? Absolutely. Yeah, yeah, it is. I don't take myself too seriously. And the great part is when my clients come to me, they're coming to me for that. where you're systematic. I mean, you're posting

two to four times a day on TikTok, for example. I mean, it's not, you're not just out there, hey, let's go party and, you know, something's going to fall into your lap. It's, let me have fun and do so where I'm publishing it so I gain visibility and do so in a way that's consistent and predictable. And that's the key there that I think that really makes you special. Yeah. I mean, I think it's just posting what's front of mind for me means it's front of mind for my peers too. Like today in the headlines, the Chiefs kicker Harrison Butker gave this like aspenine graduation

speech this weekend, telling women that they should be homemakers and at a graduation where they just earned a degree of higher education. So, and the internet is buzzing with that. So I was like, you know, it's been on my mind all day. I know it's on my people's minds. So let's make something funny about it. Let's like get on there and talk about it. Let's create a conversation. And I just do that as much as I can and try to just post about things that are relevant to me, which means they're relevant to my peers too. What, what are you doing today that our listeners can do that will instantly increase their business? Get in front of the camera if you want to.

If you, you know, if don't do it, like I said earlier, I think the biggest mistake we make as agents is feeling like shamed or forced to do things we don't want to do because that's the beauty of this business is there's a million different ways to go about it. So do it a way that's true to your personality. But if you've been wanting to get, create video content, like the time is now, it doesn't have to be perfect. Literally pick up your phone and shoot a video. That's all it takes. And you mentioned about the mistakes that agents make. What's the biggest mistake you've made specifically? That is a good question. Not listening to my gut, not listening to my instincts. And that's true of listing price.

That's true of some clients I should have not taken on. And I knew that in my gut from the beginning. That's true of betting on myself when I know I can push my business a step further and I'm scared to. I think that gut intuition goes so much further than we give it credit for. When was the time that you did that? You knew you could bet on yourself, but you scaled back. Tell us about what happened there. Yeah. I drug my feet for quite a while on several stages. When I first started, I was on a team where I was under team leads and they were incredible mentors. I give them all the credit in the world. But it got to a point where I was like,

okay, I feel like we're peers now and less a mentor mentoree. And so it took a while for me to work up the nerve to go to them and be like, hey, can we restructure this? What's this going to look like? And then again, a couple of years later when it kind of reached a new point where it was like, okay, I don't think that I'm doing this team any justice. And I don't think this is benefiting any of us anymore and adore my mentors to the ends of the earth. And I never want to do anything that would cause them to feel like I didn't. And as soon as I approached them about it, they were like, of course, like, that makes perfect sense. And actually, that makes sense for me, too. And here's these reasons. And so that one ever since it's like we've had so many affirming things happen.

So I think it's just like listening and acting when you know in your gut, it's true and not like kicking and fighting with yourself for months and stressing over it and just like doing it. Once you know that you need to do whatever it may be. It's sort of like when you know, when you know, it's time to make a decision, make it rather than sort of struggling with it. Yeah. Don't waste time and energy. And yeah, I'm saying that as advice, as if I'm doing that, I still haven't gotten there, but like, that's one thing that I've learned is like, maybe next time I'll fight myself a little bit less and get to the cut

to the chase a little bit sooner. Got it. Got it. Rachel, you are so beautiful for sharing with us today. I really appreciate you. How can a real estate agent share a referral with you? Thank you so much. Get in touch with me. I'm Rach the Realtor KC on all the social media platforms. You can find me anywhere, RachTheRealtorKC.com. I love working with people relocating to Kansas City. It's like one of my favorite things.

I have a whole suite of PDFs and email things I've sent to them, a whole process to work with them. Everyone's moving to KC. Taylor came. So if Taylor Swift can do it, anyone can do it. Come on out and be excited to work with your people. You're amazing. Thank you so much. Listeners and viewers, thank you for tuning in today. Until next time, have the best day of your

life. Make good choices. Be grateful. Go help somebody and go do something today to be able to promote yourself on social media or video or something that will serve you. God bless you. Thanks for listening to the show today. I am truly passionate about watching great business owners like you and salespeople to grow. And nothing excites me more than hearing your incredible success stories. And I invite for you. In fact, I dare you to reach out to me on social, Dan Roshan, and ask me any question, whether you're struggling or just want to share one of those great success

stories. And I promise you, I'll reach back to you. So until the next time, have the best day of your life. Be grateful, make good choices, go help somebody and let's connect on social. as a real estate agent. Dan is a leader of vision, focus, and passion. His enthusiasm is truly infectious. He just came out with a book for real estate agents to kind of help people pivot. We went through and talked about how to succeed in adversity, some of his big traits out there.