- 2 months ago
- #33
This week on Power House, Zeb Lowe sits down with Amy Stockberger, the broker, owner, and team leader of Amy Stockberger Real Estate. Amy has built a powerhouse operation that dominates 10% of her local market share in Sioux Falls, South Dakota, earning RealTrends' #33 national ranking by sides. Her secret weapon? A revolutionary "lifetime home support model" that transforms clients into walking, talking billboards through authentic human-to-human connection.
Amy shares how she identified a critical gap in her business: clients weren't returning for repeat business or referrals despite excellent transaction service. This led her to develop a comprehensive support system that extends far beyond the closing table, creating genuine lifetime value for clients while helping her agents build referable, scalable, and sellable businesses.
She also dives into the massive opportunity ahead with the "silver tsunami" and how smart agents can capitalize on mini mergers and acquisitions to acquire profitable market share through relationship-based leads.
Here’s what you’ll learn:
How Amy's lifetime home support model helped her team achieve 10% market share and 7+ year agent tenure
Why the future belongs to agents who embrace "H2H" (human-to-human) connection over pure tech solutions
The four pillars of future-proofing your business: systemized, automated, delegated, or deleted
How to turn exiting agents' books of business into profitable market share with 80-90% capture rates
The strategic framework for evaluating lender partnerships in an advisory-focused market
How relational tech and AI can unlock hidden monetization opportunities in existing databases
Related to this episode:
The Amy Stockberger Team | RealTrends Verified
https://www.realtrends.com/team-profile/theamystockbergerteam-southdakota-amystockbergerrealestate/
Amy Stockberger Real Estate
https://www.amystockberger.com/
Amy Stockberger Real Estate | LinkedIn
https://www.linkedin.com/in/amystockberger
HousingWire | YouTube
https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q
The Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire president Diego Sanchez every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
Amy shares how she identified a critical gap in her business: clients weren't returning for repeat business or referrals despite excellent transaction service. This led her to develop a comprehensive support system that extends far beyond the closing table, creating genuine lifetime value for clients while helping her agents build referable, scalable, and sellable businesses.
She also dives into the massive opportunity ahead with the "silver tsunami" and how smart agents can capitalize on mini mergers and acquisitions to acquire profitable market share through relationship-based leads.
Here’s what you’ll learn:
How Amy's lifetime home support model helped her team achieve 10% market share and 7+ year agent tenure
Why the future belongs to agents who embrace "H2H" (human-to-human) connection over pure tech solutions
The four pillars of future-proofing your business: systemized, automated, delegated, or deleted
How to turn exiting agents' books of business into profitable market share with 80-90% capture rates
The strategic framework for evaluating lender partnerships in an advisory-focused market
How relational tech and AI can unlock hidden monetization opportunities in existing databases
Related to this episode:
The Amy Stockberger Team | RealTrends Verified
https://www.realtrends.com/team-profile/theamystockbergerteam-southdakota-amystockbergerrealestate/
Amy Stockberger Real Estate
https://www.amystockberger.com/
Amy Stockberger Real Estate | LinkedIn
https://www.linkedin.com/in/amystockberger
HousingWire | YouTube
https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q
The Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire president Diego Sanchez every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
Category
🗞
NewsTranscript
00:00Hello, and welcome to Powerhouse. My name is Zeblo, filling in for Diego Sanchez.
00:04Today, I'm speaking with Amy Stockberter, the broker, owner, and team leader of Amy Stockberter Real Estate.
00:11Today, we talk about the evolving role of the modern real estate agent in the many arising opportunities waiting for those willing to take their next big step.
00:27All right, Amy, thank you for joining me.
00:28Yes, thanks for having me, Zeb. I feel like we're old friends already.
00:33I know, I know. We had a good conversation leading up to the actual recording.
00:37I got to say, I mentioned that I wanted to talk a little bit about the gathering, but I have to say, I was very much looking forward to your session at the gathering, specifically this year.
00:48And I, unfortunately, I didn't get to watch it.
00:51They had me locked up in the back overseeing incident impact videos and the podcast studios.
00:58But I heard really, really great things about your session.
01:02And I listened to your kind of your recap interview with Sarah.
01:07I had listened to you before on the Real Training Podcast with Tracy.
01:14So I just am very much looking forward to this conversation with you.
01:18Oh, I can't wait to share with you and spend time with you as well.
01:23So I know that you, like I said, you spoke with Sarah Wheeler on Housing Wire Daily.
01:27Pretty much, I think she pretty much just grabbed you off the stage.
01:31She did. It was awesome.
01:32Like Ms. Wheeler, of course I will.
01:35Right, of course.
01:36Yeah, you can't, you can't, you can't turn that to Sarah.
01:38You can't say no to Sarah.
01:39No.
01:39So can you give me and the Powerhouse audience maybe a 10,000 foot view of your, or recap of your talk?
01:47Yeah, so at the, at the gathering, I was on a panel just talking about the ways that brokers could really double down on providing immense levels of service to their real estate agents.
02:02To keep their agents sticky to them.
02:04And, and I went into our model that we created that creates lifetime value for our clients, which keeps our clients sticky to us, allowing our agents to be a value through all the stages of not only home ownership, but of their clients' human existence in a way that makes their clients walking, talking billboards for them.
02:26And we really got to that level because I found a major hole in my business.
02:31I'd been in the business for like 10 years and we were killing the before and during part of the transaction.
02:36And we were getting to afterwards and clients were not giving us the repeat and referral business I thought we should get.
02:41And it blew my mind.
02:43I'm like, I don't get it.
02:43We did so good.
02:44What am I missing?
02:45And so knowing that it costs more to acquire a new client than to keep an existing one, I was running these billboard campaigns, like $35,000 a year for the one campaign goal of reminding people who knew, like, and trusted us to use this again.
02:59Well, it wasn't authentically serving them.
03:00So guess what?
03:01It didn't work.
03:02So I had to go to the drawing board and build something that was a lot more, it was easier to scale and easier just to increase that lifetime value in an authentic way that was allowing, I call it H2H, human-to-human connection through all stages.
03:18And we call it our lifetime home support model.
03:20It's helped our team of about 20 agents dominate 10% of our local market share.
03:24We've been number one in our market since we've created it.
03:27Real Trends ranks as number 33 in the nation.
03:29We're in Sioux Falls, South Dakota, Zeb.
03:31We're the fifth least populated state.
03:33We're a tiny little market.
03:34And it's allowed us to have an agent tenure of over seven and a half years because we're helping our agents build referable, scalable, and sellable businesses ultimately.
03:45And so we just went through the process of how I feel, especially in a world where tech and AI is moving so quick,
03:53that the agents and teams and brokerages who adopt a business model of really leaning into an H2H, a human-to-human strategy at the core of their business are going to win the client experience and the agent experience,
04:07which will then help them build a business that they can, too, exit from.
04:11Yeah, I think in a lot of the conversations that I'm having, both on the real estate side and the mortgage side,
04:19that that's kind of the predominant narrative for most forward-thinking, not just LOs or individual agents, but companies as well.
04:29It's like, how do we evolve from a more traditionally transaction-based service to this advisory role, kind of across the board?
04:38Because that's where your real value has always laid in the first place.
04:46It's just now with automation and tech, all the other stuff is going to be kind of stripped bare from you.
04:51And that's where you lean into, is the advisory role and the human experience and the human connection.
05:00Right, because the way our brains, the way God made us, we crave human connection.
05:05That's just innately built into us.
05:08And so it's great.
05:09Yes, agents, brokers, teams, you need to be, I call it making your business sad.
05:13You have to be future-proofing your business by making it sad.
05:16Systemize, automate it, delegate it, or delete it.
05:19Because sometimes as entrepreneurs are really good at making things complex that don't need to be complex.
05:23But if you're not, again, laying into how do you elevate beyond the closing table the actual experience of their human journey,
05:31again, you're not going to create those walking, talking billboards.
05:33And every business, that should be one of your core goals, is that you want as many people as possible talking about your brand
05:41in front of as many other people as possible, as often as possible, in the best way as possible.
05:45You want walking, talking billboards, because humans will trust a referral from a friend and family member 92% more than any other marketing or advertising campaign.
05:56And I'm not a math doctor, but 92 is pretty damn close to 100.
06:02Right, right.
06:03So it's been, when was the gathering?
06:08That was back in, was it early June?
06:10So it's been a couple months removed, yeah.
06:12Yeah.
06:12What sort of feedback did you receive or have you received since you gave that talk?
06:19Oh, great feedback.
06:20And, you know, one of the things that I talked about with Sarah, too, is that this human-to-human strategy, this system and strategy that you need for clients,
06:31also needs to be extended for agents.
06:32Because what I found, too, in my business, just recently, knowing that we're rolling into a silver tsunami where over,
06:40NAR says 44% of real estate agents are above the age of 60.
06:44And they estimate that they run 45% to 50% of the transactions.
06:49That makes, you know, the landscape for mergers and acquisitions pretty ripe, right?
06:53And a lot of people think that the mergers and acquisition play is really a play just for big guys.
06:57And it's not.
06:58Real estate agents have this amazing opportunity to solve a giant problem in running a mini M&A, is what I call it,
07:04by acquiring another agent's book of business for 0% down, solving the solution for them,
07:10giving them legacy, monetization for decades of relationship building,
07:14as well as solving a problem for their clients who are soon to be orphaned and likely going to be portal leads.
07:20And then the acquiring agent is then building in profitable market share through relationships,
07:27which relationship-based leads convert eight times higher than any cold lead ever will.
07:32And so I really feel that that's where the play on top of having that system and strategy for every step of the home buying and selling processes
07:38is the next level because we didn't have that.
07:41We had a blueprint for big, juicy legacies for our agents.
07:45Since then, we have now built in a unique value proposition to position us as the brokerage to go to when agents have to exit.
07:53Because even when the silver tsunami is over, agents will leave, right?
07:57Agents will always exit.
07:58They'll leave because their spouse took a job in a new city.
08:01They'll leave because the opportunity is different in another industry or it's just not a fit.
08:05Or they'll leave for what I call the hybrid agent, the agent who wants to retire eventually,
08:10but is still having fun on the stuff they like to do, the people they want to work with.
08:13They just don't want to work with all their database.
08:15All of those situations have relationships that need to be taken care of.
08:18All of those are equal, profitable market share through the highest converting type of lead, right?
08:25Through relationship leads.
08:26And so I feel like that's where the massive opportunity lies in our industry in not only just the wave of tech and AI
08:34and knowing that we need to really double down on that H2H strategy as well as provide a solution for exiting agents.
08:42Right. That's really smart.
08:43There's online, there are, I think her name is Cody Sanchez.
08:47She's the most famous one.
08:50And her kind of her moniker is Main Street Millionaire, I believe.
08:55And that she has built a huge following talking about these mom and pop businesses that are profitable and they just can't sell them.
09:07And this is everything from like laundromats to, you know, just local cobbler stores, you know, you name it.
09:16And I never, I didn't make the connection to, to local real estate shops, but that totally makes sense.
09:23So how are you, how are you integrating that into your, into your, you know, business?
09:30Do you have a, you know, a six weeks vetting or six month vetting process?
09:36How are you, how are you integrating this to scale?
09:39Yeah. So we built out a framework for it.
09:41We call it our legacy agent acquisition system.
09:43And it's just a system and strategy that is a whole blueprint that we, when we bring on a book of business and, and here's like a, um, the industry average.
09:51And there isn't like a lot of data on this, but what I can find industry average, when an agent acquires another agent's book of business, it's typically about a 40% capture rate.
10:0040% meaning that of that database will, will transact with the new agent.
10:05What we're estimating as we're bringing books of business into our business, we're going to have an 80 to 90% capture rate.
10:10Because when we bring them in, we're giving them access to all of our lifetime home support pillars.
10:15So in my lifetime home support program, we have our clients when they buy or sell with us one time, they get access to all of these for free for life.
10:22So we have moving trucks, you know, we moving supplies.
10:25We have party supplies, cotton candy, snow cone, popcorn machines, tables and chairs, a margarita machine, all branded to us.
10:31We have tools, anything they can think of every vendor they can think of.
10:34And we monetized our vendor program to a high level too, but because we're super connectors as real estate agents, right?
10:39So we have over a hundred vendors in our market who are the best to give our clients legendary care like us, preferential treatment, sometimes preferential pricing.
10:47Like we have one furniture store that gives our clients 50% off and appliances, things like that.
10:52But they pay me to be a part of the program over $3,500 a year to be a part of the program.
10:56So before we even serve a client, we're profitable, but we're using that, we're giving all of these access to all of this stuff to the exiting agents, clients right away, providing real value, real stickiness to stay in front of them.
11:13And then one of the sexiest parts, we created a new category in our industry called relational tech, and it's AI powered technology that goes in and it systematically finds more opportunities to transfer their database over at a higher monetization.
11:29It goes in through all the data points and finds opportunities that exiting agent didn't even know exists.
11:35And I have not met an agent yet who doesn't want to make more money.
11:38It doesn't exist.
11:39They wanted that.
11:40And oftentimes, because again, our industry hasn't done a great job of showing agents how to build a sellable business, like we're not taught like financial advisors are, when they start their business, they're pretty much taught at the same time, like this is how you build assets under management so that you can eventually sell it, right?
11:54And so this is allowing agents with this tech to come in and offer even a higher level of monetization for that exiting agent, giving yet another solution for agents who are taking my blueprint and putting it in and making them
12:09the go to go to the go to the go to the go to the go to the go to the go to the go to the go to broker team agent in their market, because any agent at any stage can run the M&A play.
12:17They just can.
12:18There's opportunities everywhere.
12:19And we have we even trained out exit strategists to help agents who are running these plays to buy those to help them find books of business they can buy, because the more they optimize, you know, the more their book is worth when they decide to eventually exit.
12:32And again, profitable market share and our jobs are hard.
12:37They just are.
12:38And so working with a cold lead compared to working with a warm lead night and day difference.
12:43It makes your job more fun.
12:44It just does.
12:46And so building a business that's also fun, that's the way to do it, too, because that was my my other part of what even with my agents is.
12:51I wanted to build out a way for them to have a beautiful business and a beautiful life while they're enjoying doing it, because it's a great industry.
13:01It's so fun.
13:02We get to help people in the really, really good parts of their life and really, really sad parts.
13:06We get to be that bridge that solves those problems.
13:08But if we're doing it in a way where we're just grinding all the time, it just drains you and they hit that line of pain where they just burn out and then they just don't become a good server.
13:18I call it servipreneur.
13:19Like we're not entrepreneurs.
13:20We're servipreneurs.
13:21You know, we're here to elevate that client experience.
13:24And so so when when we're bringing in exiting books of business, they get this like one book of business I'm bringing in right now isn't a niche I've never been able to own in our market.
13:36I'm so excited because we have now this opportunity and have the whole playbook on how will how it's being rolled out to continue to keep them sticky on top of my lifetime home support model.
13:46And then how this AI tech is coming in and finding even more opportunities to make that agent even more money to monetize their legacy, their decades of relationship building and keeping their clients from becoming portal leads.
14:00So, yeah, I come from the talking about the silver tsunami.
14:05I associate that with coming.
14:08I've spent some time, quite a bit of time in the reverse mortgage space, and they've been talking about the silver tsunami for the past, I don't know, eight, nine years.
14:17And for a long time, for a while, it was forecasting it.
14:20And now we're actually we're we're in the midst of it.
14:22And it's tied to, you know, big pictures that it's the largest transfer of wealth from one generation to ever in the history of the world.
14:33A hundred trillion, they're saying.
14:35A hundred trillion.
14:36Yeah.
14:36Right.
14:36Because there's how I forget now.
14:39I used to remember the exact number of their X thousands of people that are retiring and or turning 62, a combination of those factors.
14:47And what's I think it's also that's what I that's that's I think you're right.
14:53I think it's 10,000 a day.
14:54Yep.
14:54Yep.
14:55And with that, though, there is a there is a time frame attached to that.
15:00Right.
15:01Because that's this is not this is I mean, it's not like it's going to end in five years, but there is a limited run from a from an opportunity standpoint.
15:10Right.
15:11For for to get in on those opportunities and to assist those looking to exit the looking to exit the market.
15:20Right.
15:20And and a good entrepreneur solves problems.
15:22Right.
15:23That's what they do.
15:24And this is what they're doing.
15:25It's it's coming from a place of truly serving and giving them, again, legacy for a business that they've built for a long time and an opportunity that they like a lot of times they didn't know they had.
15:39And and the and the ones who because, again, historic shift of wealth happening like it's historic.
15:45Like you said, and most agents aren't even talking about it and the majority of them aren't taking advantage of it.
15:51And there is just a massive opportunity with what lies ahead.
15:54And even if we're going to see a shifting market, say interest, you know, with the interest rates that we're seeing, you know, that how that shift is going, keep you're going to be able to monetize that.
16:03I mean, those people, we have so many people for how many years now that are sitting on the fence.
16:07They've had life changes.
16:08Life changes are what constitute a home move.
16:10Right.
16:10Well, life changes didn't stop happening.
16:12People didn't stop getting divorced.
16:13They didn't stop getting married.
16:14They didn't stop having babies.
16:14They didn't stop doing all the things that a life, you know, a life event happens to make them do that next house change.
16:20What's going to happen is all they're going to go.
16:21There's just once that strike rate hits, it's going to happen.
16:25Why not set your business up to be the forever agent?
16:29Growth insurance is what I call it.
16:31The forever agent that has a system of strategy for an exiting agent, because that is where there's going to be massive opportunities that are ahead of us.
16:40Even if the interest rates don't shift, but what they do, oh, my gosh, think how much money you can monetize or you can allow that exiting agent to add to their legacy.
16:48Whenever I'm a part of these conversations, I can't help but approach it or lean into my lender LO lens, because that's the background, the world that I come from.
17:04And as we move forward into this kind of brave new world of an advisory role on both the real estate side and the mortgage side, what are you looking for in your partnerships?
17:21What are your expectations for loan originators and lenders moving forward?
17:27I mean, I would assume that there is some sort of shift in your expectations.
17:33Right.
17:34So our biggest thing, again, that aligns with our vision is we are in strategic partnerships with lenders who align with that and providing big, juicy legacies for our clients.
17:47You know, through lifetime home support, through lifetime advisory, somebody who is going to be there not only for the transaction, but offering massive levels of support beyond it and supporting what we've built, knowing that that our product is very different.
18:02Our model is is is is the only one that exists in my market by design.
18:06Right.
18:07And that we're able to provide them, then the lenders, even more opportunities.
18:11You know, like I said, my vendor program, maybe over 100 vendors, these vendors pay me thirty five hundred dollars a year to be a part of the program.
18:18My vendors are and my lenders are in those, too, because they get massive value because we're bringing in so many repeat and referral business, you know, extending the lifetime value, helping them grow their business.
18:29So strategic partnerships in alignment with with knowing that we're we serve first and that's what we do.
18:36We serve first to make sure that we are making sure their goals are exceeded.
18:39If someone if a lender were to approach you and they wanted to be a partner, they wanted to partner with you and they wanted to do business or they wanted to get your business, what would be at a at a little more granular level?
18:54And what would you be looking for?
18:55What kind of questions would you ask them or hope that they're able to answer for you?
19:00Yeah, I have a whole framework actually on it.
19:02First, first going through, like, tell me, like, who is your your your ideal client profile?
19:07Tell me a little bit about your your service levels and expectations I can get.
19:11I would be expecting.
19:13Tell me about your communication style and your team set up.
19:16You know, tell me where what happens if Sunday at five o'clock we have a deal that's going through.
19:22What are what are my expectations on being able to get a hold of you in a multiple offer situation?
19:26Are you going to be able to we have our lenders, you know, back on multiple offers where we're the biggest thing.
19:32They're not as much in my market anymore.
19:34But part of our relationship with them is that they're calling the other agent and let them know that, hey, we have them through underwriting.
19:41We're good to go.
19:42And just being, again, partners and reciprocal partners in that, too, reciprocal in that I know that I want the opportunity.
19:51One part of my program, which is why it's such a big lead generation system for us, for our vendors to be a part of the program.
19:58They have to allow us access to their their their employees, to their team, a minimum like three times a year where we get to go in and tell them face to face how we do things very differently with our lifetime home support model.
20:09Where we get to go in and we do the thing that most agents forget to do, like we work with the people who work with us.
20:15We work with people who refer us and who are who have our best interest in there is because we both want nothing but success.
20:21And so that's something I'm very upfront with agents about.
20:24I had years and years and years ago, I had a lender who called me up and said, Amy, guess what?
20:30You were the biggest lead referral for me last year, like the biggest.
20:35And I looked at my source codes and I said, you didn't give me any.
20:40I said, I think we're done being in business together.
20:44It was like a silly thing for her to say anyway.
20:46But but it was and I say to my agents, too, like you have you have to be in partnership with somebody who wants good things for both of you.
20:52And how how can you partner to exceed that?
20:55Because if you do your jobs right, that LTV, that lifetime value of repeat and referral just come sales come.
21:03So if you're in partnership with somebody who is serving first, you're both able to grow.
21:07You're both able to accomplish.
21:09And I really feel like that's my whole program keeps feeding itself.
21:14It just keeps feeding because it because my my whole lifetime home support model takes care of my clients.
21:19But it also takes care of my agents, letting them have lifetime value to keep agents, clients, sticky to them.
21:25And then it takes care of our community, our vendors, you know, growing their business, which they take care of my clients, which they then take care of my agents.
21:32So it just keeps going.
21:32Sorry, it keeps going back and around and around where everybody's winning.
21:36And when you set up a model where everybody wins, then it's fun.
21:40And then there's it just it's it's hard to have major losses in that.
21:44And and I also say, too, with the serve, serve, serve, sell framework, which is, you know, what we tell everybody, like, here's our our here's our core values and our vision.
21:53And and we live our culture lives and breathes that.
21:56And if they're not in alignment with that, then it's not alignment with us.
21:58Same with clients that don't align with that.
22:00You know, I tell agents, too, I'm like, if you have an agent or client who is just completely draining you, you need to help them go find another agent because it's not worth your time.
22:09Same with a partner.
22:10If we have a partner who's not in alignment with what our core values are, it's just not going to work.
22:16One of the things that you really stuck out to, because I believe this to be very, very true and very important that I don't I don't see a lot of people having these conversations up front.
22:25But you were talking about your framework and what questions you would ask.
22:29And one of those was what your communication style is.
22:31And I think that is an incredibly, incredibly important question or discussion conversation to have early on in the in the relationship, because I mean, your relationship, the foundation of your relationship is communication.
22:43And if you you don't necessarily have to have the same communication style to have a good relationship with someone, but you need to know what that is going into it and know if that's something that you can tolerate or be copacetic with what what just out of curiosity, what would you say your communication style is?
23:01Well, our our one of our core values is communication cubed communication, communication, communication, communication, because while location, location, location is important.
23:09I think communication cubed is more because if we're not over explaining the process to these these clients who are doing it two, three times in their life, we're losing if we're not adjusting their expectations for the process, we're losing we're causing undue stress.
23:22So we have the communication cubed over communication is always the standard I have it on as my staff has a tape to their computer.
23:30But the other part of it is too, is that we have like seasons of the contract videos.
23:34And so we explain this to the lenders that at every major part of the contract, of course, my agents are going to over explain it to their client, make sure that they're understanding how it goes.
23:42But what happens after that, they automatically get a video from me, the broker owner that explains that season of the that part of the contract, too, because humans take things in differently.
23:53They just do. And not all not all humans, a D, a high D isn't going to watch that video.
23:57That's fine. But if I have a maybe a C and an I even that want they'll watch that and then they can go back to it.
24:04But at least I'm over communicating that part of it so they know what to expect.
24:08And and and the same thing, like we train our agents on, like you need to be adjusting clients expectations on every part.
24:16Here's what possibly could happen. I'm going to tell you now. So you're not surprised.
24:20This is what could happen. It might not. It probably won't. But just expect this.
24:24Like we have a an example, like a before going live checklist and we go through all the things that are going to happen.
24:29People are going to look at your house. Agents aren't going to get back to us to give you feedback.
24:33When they give us feedback, they're going to say really ignorant things like, geez, I really wanted a two story standing in your driveway.
24:37They can tell it's a ranch. That's going to happen. Adjust your expectations.
24:42They're going to say, I want a white kitchen on the pictures on MLS. You have oak cabinets.
24:46They're going to say that. Adjust your expectations. This is there.
24:49It's just take it with a grain of salt. No, the only reason I need feedback is to know if they bought a house or not and what I can do to get inked to paper.
24:56So having those conversations and then there's a video or me saying the same thing so that they're completely prepared and don't have an opportunity to have stress come in.
25:05Because, again, clients are doing this in really, really happy times or really, really sad times.
25:10Both parts. Sometimes they're not acting at the best part of them as a human.
25:13You know, when there's when humans are stressed, they don't act the way they sometimes should.
25:17And they don't think the way they sometimes should.
25:20But over communication and adjusting expectations can level that playing field like that.
25:26Right. Right. Yeah. Because, I mean, most of the time when someone is buying a house, you're you that's that really you're a lot of the time.
25:33I feel like maybe the majority of the time your job is trying to level them out because they are either either at a say this respectfully as possible at a manic high or a manic low because it's that that is the home buying process.
25:44It's very much, you know, kind of regardless of who you are or what stage you are in your life.
25:49Totally. So that totally makes sense.
25:52And I would say humans are the my line for my agents is you're working with humans.
25:56They are one of the riskiest creatures on the earth besides polar bears.
26:01I've heard polar bears are pretty risky, but they are they're the next one.
26:05So just like keep that in mind.
26:06This is who your your clients are.
26:09They're humans. So we need to understand that, which, again, all comes back to, again, tech and A.I. going so fast.
26:15It's so beautiful. We live in a delicious time.
26:18It's a delicious time to be alive.
26:19It just truly is. But because of that, the way our brains are made, because we're humans, we innately crave human connection.
26:27There's a gazillion studies on this.
26:30So, again, it's not what's new.
26:32It's what's true.
26:33So do what's true.
26:34Follow the success. Add in H2H, a human to human strategy everywhere you can, and you will see your business model become stickier and you bring in and extending the lifetime value of your clients, which reduces your cost to acquire a client at the end of the day.
26:52Right. Amy, thank you so much for for joining me today.
26:55I've got I have three or four other things that I would really like to go into a deep dive with you over.
27:01But we're we're actually already over our time.
27:04So I'll have to get you back on and get you on soon.
27:08Thank you so much. Thank you for your time.
27:09I really appreciate it.
27:10Of course. Thanks for having me.
Be the first to comment