GET REAL: Less Ego. More Escrow! (S3:E4)

Welcome to Get Real with Jack and Cindy.

Where the stories are polished and the advices are trending. We talk houses, markets, and the life that happens in

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between. The wisdom screw up and everything unseen.

Hello everyone. It's time for another episode of Get Real with Jack and Cindy.

I'm Cindy Morrison.

>> And I'm Jack Wallace. Welcome. We've had

a busy busy couple of days. My gosh.

>> Yes, we have. But good, very good. Yeah,

it's funny. We uh did the uh power summit. Easy for me to say.

summit. Easy for me to say.

>> Mini conference.

>> Mini conference with our company which is basically you have what 10, 11, 12 tables depending. And there's people

tables depending. And there's people from our company or lenders or different things. And then our agents can go and

things. And then our agents can go and travel table and do 15 to 20 minutes with each table and really kind of get like a mini class. And it could be

everything from social media to selling acreage and farms to holding open houses.

>> Yeah. And it's so great and you're learning from other people within your company typically. So somebody who does

company typically. So somebody who does one thing really well that everyone wants to know what's their secret sauce.

>> And I I think it's the nature of our company. It's kind of cool too because

company. It's kind of cool too because so many people are willing to share those things. You know, other companies

those things. You know, other companies or other cultures of companies that's a little bit more guarded. So

>> yeah, you see that all the time. People

think information is power and so they they hold on to it and we so much at Chennowith and Cohen and especially you and I are all about share the information, share the wealth, there's enough success for everyone.

>> And you know it is interesting because we are in an interesting field where you are in an office with a lot of people that are your competition

>> but at the same time they're your collaboration.

So, and then you know even when you go outside of a company and you go into a a MLS and you're working with other realtors on projects like if somebody has the listing and we bring the buyer

then we're working together on the deal or the transaction. Um but at the same time once that's over I'm going for the same listings you're going for. I'm

going for the same buyers. So, it's an interesting kind of back and forth where it's competitive, but at the same time, it's collaborative.

>> Agreed.

>> A very thin line a lot of the time and people can go >> a little too far both ways, honestly.

Yeah.

>> But I think you and I that's that's kind of our core. When I worked in TV news, I mean, I was always helping the young Cub reporters, the reporters who wanted to become anchors, you know, helping them

get on the set. And people are like, you know, why are you training your replacement? And my answer was, I love

replacement? And my answer was, I love TV news. I think, you know, there's

TV news. I think, you know, there's there's such a magic behind letting everyone know what's happening in their community. And I can't do this forever.

community. And I can't do this forever.

There are going to be people coming behind me and I love the industry enough to make a difference in it. And I think you're the same. You're

>> Broadway boot camp.

>> Yeah. But even beyond that, I just I think of all the people that I have had the pleasure and the good fortune to

work under who have always been so generous with their time and always willing to share and try to help me to, you know, better myself, better my

career, you know, parents that were that way. So, I just think it's just it's

way. So, I just think it's just it's just natural for me, you know. I don't

think, you know, I don't think I had that um that tiger instinct that a lot of people had that if I don't get it, it's going to, you know, I believe in infinite

resources, not finite resources.

>> Agreed.

>> You know, and so I think that's where and and I think it's really a hard way to live if you don't. Um but I know a lot of people that's how they do. But it

was funny because today actually I was at uh believe it or not, I was at a basketball game with >> Look at you.

>> Yeah. with fourth and fifth graders. And

I found it really interesting because, you know, I grew up kind of doing more theater.

>> Mh.

>> And so in theater, we're all kind of cheering for everybody. So like when I go see something or I'm in the middle of I'm cheering for that person to do a great job in the chorus or to do a great

job with their solo or whatever, right?

It's an interesting phenomenon to be watching fourth and fifth graders and hoping that one of them doesn't get the shot or hoping they don't like almost cheering

against this kid on the other team, you know, and like and that's so interesting to me because you do want your team to win, but it's a little hard for me sometimes because I'm like, but I want

them to win too, you know? It's like

>> trophies for everyone.

>> But I was struck because I was thinking, but that is how you learn the game. how

you do have to learn to be competitive.

Life is competitive.

>> It's not all lollipop and sunshines. You

do have to have a competitive nature to be in this business because >> you will get run over, you know. So,

it's like it's that thin line between the two. So, this was a great couple of

the two. So, this was a great couple of days to see everybody really come together >> and say, "What can we do to help each other and to learn?" And and just everyone was so great. It was really

great. But I think it was even better

great. But I think it was even better for you and I because we really kind of I think it encapsulated we by talking for so much and talking about so like

from the first session to the last session I think you and I figured a lot of things out right I mean I think >> definitely >> what were some of your takeaways for what we ended up finding out during the

process >> uh one of the things I think when when we said you know as a real estate agent you are the brand but it's not about you. It's about educating the public.

you. It's about educating the public.

And I saw a lot of light bulbs go off with agents that they were like, "Oh, wait. I get it. My name and my picture

wait. I get it. My name and my picture on there, but it's not about me walking through a house. It's about educating the public out there about roofs or

buyers or sellers or whatever it may be.

And they have all of this information because we are licensed. We do take continuing education and we know all of these things up here that the majority of the public doesn't know that we have an opportunity to share through

marketing.

>> So, let me break that down. So,

basically what you're saying is Kleenex is the name, >> the brand you identify, but tissue >> is really what you're selling.

>> Yes, I would agree. So, we are Kleenex as agents, but what we're selling is real estate services, which would be the same as selling tissue.

>> Exactly.

>> Yeah.

>> I like that analogy.

>> Yeah. Because it's like, you know, and the other thing, too, if you think about it from that standpoint, here's how important brand is. You want to be the verb.

>> Like, I'm going to grab an Uber.

>> Uhhuh.

>> You Uber is such a known for what it is that that verb. And so, Uber to the concert.

>> So, I'm going to use Jack and Cindy or I'm going to use Jack is, you know, to do that's what you want to get to where people whenever it comes to real estate, I'm going to use so and so. And so, you become the verb. Yeah.

>> Oh, I like that. Yeah,

>> that's great. Okay.

>> So, what about you?

>> Um, you know, I think it's sort of interesting because I I really, you know, how things just come to you and I was just thinking about um Ompic and how

the food noise like >> So, walk that walk them through. By the

way, we our our table talk was about um putting on a podcast, putting on videos, really, you know, being more visual and conversational with uh your community,

>> right? And how that impacts your

>> right? And how that impacts your business. Um, no, but I was I was really

business. Um, no, but I was I was really thinking about the fact that it's astounding to me that all these years and my whole life and I had a grandmother who was always struggled

with weight and a family uncles who had you know the beriatric surgeries and I mean it's very prevalent in one side of my family the the weight issue and all the I mean to go to the extremes of the

surgeries that they would have and then gain the weight back even you know after that. But it was so interesting because

that. But it was so interesting because I started thinking about how Ompic sort of proved that really what makes you lose weight is to reduce your calories. Now I know there's other

calories. Now I know there's other people that have other things and I'm not saying that that it's always 100, but really a large percentage a large percentage of the population it is just calories.

>> So So instead of I'm just going to eat meat and protein or I'm just going to eat salads or I'm going to do this or that. It really is the calories you take

that. It really is the calories you take in.

>> Calories in, calories out. But we can't do that if our brain is constantly telling us we need to eat. We need to eat.

>> It's also interesting that the same thing a lot of times we'll take people's desire for alcohol, take away their risky behaviors of gambling. I mean it's

it's changing our our bodies by changing a lot of things in our gut that that signals our brain to not desire those things to not desire to eat so much and

to do interesting very interesting so then I was thinking so what would it be if it was real estate what would it be that we would want that shot or that pill to do to get our

business to be the best it can be that if it was the one thing and it's talking >> so what is the ampic or the mangjaro of real estate.

>> Yeah. And it and or or what is the effect we want it to do? And the effect we want it to do is to get us to start talking again. We can be behind our

talking again. We can be behind our computer and make beautiful ads. We can

make incredible flyers and we can send but really what makes deals come together, what makes it is talking.

>> When someone comes to an open house, if I say, "Hey, welcome."

That's not doing anything, >> right?

>> And you can say, "I've done open houses and open houses and open houses and I'm not getting any business." Well, did you talk to people? Right?

>> Did you ask them what they're trying to accomplish? Did you just ask them how

accomplish? Did you just ask them how their day is going? Just start a conversation. Shake some hands. Talk to

conversation. Shake some hands. Talk to

people. They've walked into those doors of your house. They're asking you to ask them something, right? And sometimes

it's, I'm out today, you know, I'm just looking. We live in the neighborhood.

looking. We live in the neighborhood.

Great. Do you have any friends you want as your neighbor? Like

>> the talking is what makes our business work.

>> And we've gotten kind of away from that.

I mean, we've almost gotten behind the computer and we've gotten away from it.

And it's almost like we want to set it and forget it >> and let that do the job. And I think some people >> text messaging.

>> Yes.

>> No conversations.

>> Well, even agent to agent.

>> Yeah.

>> Like >> I'm sometimes I'm like, "Pick up the phone. This is not a text. We have to

phone. This is not a text. We have to discuss this." Right. You know, if

discuss this." Right. You know, if you're another agent and and you're starting to have a conversation and the other agent, I can call them and call them and call them. They won't answer, but they'll immediately do my text back and I'm like, we should be talking

because this is there are things that will not work here in writing, >> right?

>> We have to have the conversation and they just don't want to do it, >> right?

>> And so, I really think that is what we need to get back to. And so, I think what video and what we're doing right now is we're talking with the public.

We're talking with you. And that is what we're really I think learning about this form of communication in our business.

It's it's a a way to to reach a lot of people, >> but to do it in a very personal way where people then go, "Oh, wow. I really

like you or I relate to you >> and I'd like to have a conversation further with you that's more personal to me." So, we're starting very general

me." So, we're starting very general conversations and allowing people then to come and bring them and make them personal and how that can serve them.

>> Absolutely.

>> That was a very long- winded version of that, but you know what I mean. It's

it's like how do we get back to that basic thing which is talking?

>> Well, it's so funny. Somebody asked us like, you know, do you plan out the entire year of what you're going to talk about every week? And you and I you and I kind of giggled and and my mind um really doesn't work in an outline. My

mind works more if you know about mind mapping. You know, you start with a

mapping. You know, you start with a center and then you draw, oh yeah, I want to add this and oh yeah, I want to add this.

>> So I can line it out, but my mind still isn't going to think that way. So you

and I kind of do think, okay, we're going to talk about these things, but the world changes so fast and there's so much happening in real estate that a lot of times we've even planned to talk

about something and we sit down and we're like, "Oh, did you hear about and there we go down the rabbit hole."

>> That always makes me think of um Florence Birdwell, the the Florence >> famous bird famous voice teacher, Cindy's voice teacher, but Kristen Chennow was a voice teacher, Kelly O'Hara's voice teacher, and a dear

friend. And I used to go with John a lot

friend. And I used to go with John a lot and we'd watch her master classes and one of her favorite thing was to stop the singer and say, "You are listening to yourself. Stop listening to

to yourself. Stop listening to yourself." And I think that's what we

yourself." And I think that's what we have to do sometimes. We have to not get so in love with what we think everybody needs to know and be really in touch with what is the public, what is the

world telling us they need to know right now.

>> And it's very basic stuff most of the time that we all just want. What's that?

>> He reminded me there is a u news room saying we always said and it's called with them. What's in it for me? And you

with them. What's in it for me? And you

brought that up. You said yeah that that news thing that you would always talk about. But when you when you think about

about. But when you when you think about whatever business you're in, whether you're a real estate agent or someone else, if you think about with them, >> not what's in it for me as the agent, but what's in it for the person who's

listening to this. And we did that in the news because we knew anybody who was sitting down who luckily would sit down and watch the news. It used to be an appointment to sit down at 5:00, but um

you know what's in it for them. That's

all they want to know. They want to know how to dress their kids for the bus stop. They want to know what crime has

stop. They want to know what crime has happened in their neighborhood. So if

you begin to think about your marketing as with them for the person who's watching it, it really does change your perspective. Again, you're the brand,

perspective. Again, you're the brand, but it's not about you. It's about what the people out there want and need.

>> And I think that even when it comes down to what we do for marketing our properties is so important.

>> What is it, you know, you're you're trying to figure out your demographic buyer, right? You you're trying to

buyer, right? You you're trying to figure out your demographic person that's going to really love this house and want to live in it. Cuz if everybody loved every house, we'd have a real problem.

>> Yes. Yes, we would.

>> But somebody's going to love that house.

I mean, and there's a lot of houses.

There's times where I'm like, ain't nobody going to love this house. And

somebody comes along and it's their favorite house they've ever seen and they can't wait to make it their own.

So, how do you find those people and how do you put that together? So, you have to look at that house and figure out how to market what would be in it for the person who buys it. In fact, I've learned this with my buyers, and this

did actually come up at a couple of the different tables. You know, as a agent,

different tables. You know, as a agent, when you walk into a house, you want to go, "Well, there's this and there's that, and I don't like that." You know, you have to take a step back.

>> Who cares what you like.

>> Exactly. It doesn't matter what Cindy or Jack like. It's what your client likes.

Jack like. It's what your client likes.

And And a couple of times I've walked into a house and I'm like, "Oh, dear."

>> And they loved it. And it turned out to be a great house. They knew in their mind what they wanted that they couldn't actually articulate. And that was it.

actually articulate. And that was it.

>> Oh, let me tell you, John Sawyer, for those of you who didn't know John Sawyer, he was very opinionated and very funny, >> just just a little.

>> And sometimes he would say things and I would just be like, "Oh my god." And we had one where he said something really awful about a house we walked into and about 10 minutes later the woman looks

and goes, "I'm sorry, but I love this house. I want to make an offer."

house. I want to make an offer."

That was a really good lesson for John though because then whenever we went back years later she said, "Well, do you still think it looks like >> and did she have a vision? Did she

totally change that?

>> It looked just like the other people that she loves that." And so that was, you know, that's the thing like I And I think that's one thing too you just learn with age hopefully is that I like

what I like, but you know what? I like

what you like too. I just don't want to live with it necessarily, you know?

Okay. And again, it it gets to where every house does feel exactly the same.

And I think we've really lived through that a lot lately. And everyone gets kind of caught up in that. And and then all of a sudden, and then all of a sudden people go, I don't want my house to look like everybody else's. And then

you're like, all the builders are building it that way. All of that. I

mean, that's what happens to our industry a lot.

>> So being true to yourself really does pay off in the long run, I think.

>> I mean, look, we've been modern, contemporary, and clean. And now we're going back to, you know, flowery wallpaper. The 90s are back.

wallpaper. The 90s are back.

>> Old money look. Exactly.

>> Yeah. Whatever that means. But

>> antique furniture.

Yep. Ralph Lauren. Um, you know, more like that. So, you know, and my mother

like that. So, you know, and my mother always told me when when I was younger, she was like, you know, I know you said you don't like that, but just wait.

>> You know, you may come back to a circle cycle where that is popular again.

You're like, oh, I do like that. But

that's even like you know through the years I mean my favorite place to go to eat in the world is Polo Bar in New York City and it is just great you know oldw world polo

>> and I've loved it through the whole thing but you know my house is very minimalist kind of California contemporary and I've loved that. I

think it's not so much about that it like you trend and then you're using you're doing whatever is in vogue. It's

like the world should be, you know, vanilla, chocolate chip, rocky road, like there should be many flavors. I

mean, if we all just kind of live in the same world.

>> And and I want to ask you this as as a former designer. Well, I mean, you're

former designer. Well, I mean, you're still a designer, but you know, formerly doing that as your main career.

>> Um, >> you know, now it seems like the trends come in and stay >> 10, 12, 15 years and then they cycle around again. I wonder if this is

around again. I wonder if this is because of social media and the TV shows because it used to seem like well I mean maybe it was a I mean I think of you know the 80s

and the florals into the 90s >> shag carpet orange shack carpet I mean they kind of lasted a little bit like probably about the same amount probably probably about the same amount of time I think when you go back further I mean I

think that started probably in the 60s7s when we went >> that was kind of maybe the first like real burst into like >> yes >> sunflowers and you know it went really crazy and then kind of

>> that was kind of the 50s and 60s kind of into the 50s was pink and green and I mean I I think it's been sort of that way >> it seemed like it was more like 20 years now it seems like everybody's changing everything

>> well that's probably true yeah everything is sped up the other thing too that you have to realize like think about accents I mean obviously we are from where we are and people can hear it

in our accent from other places and >> we're from But if this were 20 years ago when you and I were from Oklahoma and we were talking, we would be we'd have much more of a twang than we actually do. And

people from New York would be much more New Yorker and you know it's Boston would be much more Boston. I mean

>> the whole world is sort of watching everything in real time. And so like you're you're learning everything from TV and from I mean it's just we become

much more homogenized. We're not so much about just and I think it's the same thing with interiors and with all that I think >> and fast food. I mean we want our TV shows in 30 minutes or an hour. We want

our food in five minutes. Yeah.

>> And it just but it just seems like the design trends. It seems like to me, and

design trends. It seems like to me, and maybe this is cuz I'm getting older, that the Charles Fadre look >> didn't go out that long ago, country

French, but now all of a sudden we're kind of coming around to sort of like full circle kind of a country.

>> You're not going to like my answer to this.

>> Okay.

>> But I think the reality is that as we're getting older, time is speeding up.

>> And I think you're right. So Marlo,

we're planning her wedding. Yeah. And I

sent her a thing the other actually just today and I was like you know hey she's probably gonna kill me for saying this now she fixed this but I I was like you

know cranberry and you know cranberry and the greens you know are coming back in >> and I said you know my wedding my bridesmaids wore cranberry and she's like oh I love cranberry and I thought

wait what we we agree on something because you know we just kind of have had two different tastes but now that she's out in the real world coming over to my way of thinking.

>> Well, I I mean, I grew up my parents house I I talk about all the time, but I grew up in a you know, my my room was shaped like a grand piano. I mean, I and I have people go over there and go, "Oh my god, you weren't kidding. Your room

really is shaped like a grand piano.

Like, I can show you where the keyboard is and where I mean, it wasn't curved.

It was straight." But I always said, "When I grow up, all I want are 90 degree angles. I just want to live, you

degree angles. I just want to live, you know, like and and I do live in a ranch 90 degree angle, but like even I have an offset window on my master and I had them boarded up and and put over because

I was like I don't want an offset window my master. I mean like

my master. I mean like >> it's funny. So I have a lot of my if I love all the Asian things I grew up with. I love I mean I've always kind of

with. I love I mean I've always kind of had very similar >> aesthetic to my parents in that way, but like that was just not my thing. I mean,

after growing up, so I think it's like you take it and make it your own and then you get exposed to the world and what you like. But I do think it's funny.

>> I will say I do think it's funny when they think they're inventing something.

>> Oh, yeah.

>> Which we did the same thing.

>> But >> surely not. Surely we didn't do that.

>> And I And I love that the Ralph Lauren look is back. I mean, I think it's >> to me it never went out.

>> Yeah. Me either. And I think it's a very ever, you know, >> it's timeless.

>> Yeah. And I I think it just it speaks to dignity and grace. You know what I love about We go on so many tangents, I know, but have you seen the documentary about Ralph Lauren?

>> No.

>> Oh, it's so good. It is so good. But one

of the things I love was he and and this is true. I've I've heard this from multiple sources. He was at the time like Holston, Calvin Klein, all

of and they were out clubbing and being crazy and doing all that.

He went to the Hamptons and they had a small home, you know, small to us. Yeah.

>> Small home in the H small to him, small home in the Hamptons that they literally didn't go to parties in the Hamptons and do all they just went and spent family time.

>> Huh.

>> And like every Friday through Monday they would be at their little and everyone was like, "You've got to do these things for your business." And

he's I don't want to do those. I'm not

doing that. And he built that without but he stayed so classic and stayed so you know the brand never suffered because of his behavior or

>> or even just doing something wild and crazy that didn't match his core beliefs.

>> Well, even I love his most famous handbag is the Ricky which is his wife's name. I mean like I just think it's

name. I mean like I just think it's really >> a classy thing. I mean I've also heard he's not necessarily the nicest person.

I mean you like you know you hear all kinds of stories but I do think that's a real tribute to you can be a family person and have a life that's you know

dignified and quiet and still be successful. I think that's been really

successful. I think that's been really helpful even to me with what we do because I think you can get really caught up in >> the same thing and it's like you know there's something to be said for people

seeming steady and and decent and ethical that's really important. You

mentioned that when we were at our mini conference, one of our agents who you and I both adore were in the luxury group with and you even said like you love that you know she has her

husband and her family on there and kind of shows you know her lifestyle and it just it's it's >> it's not a lot. It's enough and it's just a taste >> and it's

>> and it's obvious you know >> very wholesome. I will say this, if you don't have a loving relationship, don't try to pretend like you do online. I

think that, you know, like I think it's a very obvious that this is a a fun, happy place that they live in and that they had this life together and I think

that it is it's staying on brand with other people because she that is her market and and it's very successful that she gets people to go, you know, what I

want to you know what I want to either be, aspire to, or I am. And it's just it's great. Yeah. Yes. And I think we

it's great. Yeah. Yes. And I think we should also I think it's really cool whenever we would point those things out to the people of this class that we're watching their stuff and we see that. I

mean >> I think so much of the time we're just throwing stuff out there and you just wonder is anybody is anybody watching?

Is anybody so I think it was really and we do and we all do >> of course >> and I think also there's like this kind of pretend like you don't because you don't want to give them you like it's like no tell people.

>> Yeah. And I've also told people, "No, don't do that. You need to stop doing that." I mean, like, because I think

that." I mean, like, because I think sometimes people don't, you know, it comes across to them one way and it's like, in my opinion, >> I wouldn't do that anymore.

>> And a lot of times that comes down to that I'm the brand and I'm going to make it about me. It also comes down to I'm glad I'm glad that that video and all this wasn't around when I was younger

because I would have been doing a lot of things that somebody should have said, "Jack, don't do that." And put it on video and put it out there. You know

what I mean? Like I'm not It's not even >> We had a lot more grace growing.

>> It's not a judgment really as much as it is like you know it's uh you know people in my life that are small call me jackpaw. So, like, you know, it's kind

jackpaw. So, like, you know, it's kind of a jackpot thing. Like, you know what?

I just don't think that's good to do that. I think you'll regret that, you

that. I think you'll regret that, you know, and it's and it's forever.

>> Mhm.

>> It's forever. Like, even,

>> you know, if you want to do job interviews now, they go and look on your social media before they ever talk to you. Like, it is a calling card. And so,

you. Like, it is a calling card. And so,

the public is doing the same thing. If

they want to list with you or use you as a buyer agent, that's where they're going to find out about you. And how

much do you want to tell them? Well, we

had a lot of people ask, you know, do I have to have a business account and then my personal account and it is confusing.

And I'm not talking about, you know, Facebook having your business and your profile. I'm talking about like even on

profile. I'm talking about like even on Instagram, you know, you have your business Instagram and you have your personal and then on Facebook you post political things or whatever on your

profile. like having two distinct

profile. like having two distinct personalities >> and it it's just so I don't know if homogeneous is the word now but anybody

can see your stuff. So I always look at it as and growing up in love, Texas, if I did not want it on the front of the avalanche journal

for my minister to see that was wow love avalanche journal. Um if I didn't want

avalanche journal. Um if I didn't want my minister to see it, if I didn't want my parents to see it, if I didn't want them to clip it and send it to my grandparents,

>> I wasn't gonna do. So same thing with your social media. I mean, if if you want to sing about politics, God bless you. But

just remember, there are consequences to your actions, >> good and bad. I mean, you we always talk about people being >> who they truly are because that's who

you're going to attract. So I think if somebody is a real strong advocate one way or the other and they do that it's risky

on multiple levels because in some ways we don't live in a safe world let's be honest and you can become a target.

That's one issue >> and not always a kind world.

>> Yeah. But the other side of it is you also would be, you know, there's certain things that I don't try to cover up that some people might want to cover up because I don't want people to be

surprised when they meet me and know who I am. Sure.

I am. Sure.

>> But I'm very selective because I have a lot of friends on both sides of the aisle. I have a lot of friends who are,

aisle. I have a lot of friends who are, you know, different than I am who I respect and love and so I try to be careful with that.

>> Me, too. Um but but yeah, I think it's a really interesting I think also sometimes I don't I have very strong opinions, but sometimes I I don't know

how to express them where it doesn't come across in an angry way or in a way that and and so it's like I think sometimes it's like people use social

media like a journal. This I think is the way I think of it.

>> They use it as a journal. If you're in business, do you really want someone reading your journal? And I and I think that's

journal? And I and I think that's >> the answer is hell to the no.

>> Yeah. Yeah. So, it's really it's hard, but I mean I do think we live in a world where, you know, sometimes you have to stand up. I totally believe that. And

stand up. I totally believe that. And

and I think that, you know, whatever you believe, you sometimes have to stand up for it. So, it's not about telling

for it. So, it's not about telling people to deny that, >> right? I agree. But it is like if that's

>> right? I agree. But it is like if that's your business and like we talked about I talked with the group, you know, if I am representing 10 homes at one time. I'm

representing 10 families or 10 owners and I'm putting their stuff out on my social media to promote their home. So,

I have a due diligence to them >> to make sure that I'm not doing something that makes people not want to look at my posts about their home

because of my opinion on something that has nothing to do with them or could be the opposite of what they believe.

>> Right?

>> So, that's what it comes down to. For

me, we do choose to use our social media more as promotion >> than we do as a journal. Some people

that have a job that they don't have, that's what they choose to do and use like a journal and some and I've gotten some incredible things from those people. It's just with what we do and if

people. It's just with what we do and if you're in sales and I think it's something you have to give a tremendous amount of thought to and you can come across

>> thinking you're saying one thing and it being perceived as something completely different and then you're categorized as something you're not >> for the rest of your life.

>> You're canceled.

>> Yeah. So I mean that's it's it's so blurry now.

>> Well and that's you know I I >> it's always been but it seems more so now. I'm super thankful for my TV news

now. I'm super thankful for my TV news background, not like it is today, but particularly in local news, you know, we didn't express an opinion. We didn't say

we were on this side of the aisle or that or, you know, we really tried to um report the news, not tell you what we

thought about the news. And so I kind of grew up in my career and then as social media came along of just not talking

about certain things because that might give somebody a clue I was on one side or the other and then that could affect the station. It could affect my career.

the station. It could affect my career.

I just tried to stay neutral. That's

really not my job to tell you how to think. What's interesting about that as

think. What's interesting about that as you're sitting there saying that I'm having sort of an aha because if you think about it that has happened because news became 247 and became entertainment.

>> Oh yeah. Infotainment is what I like to call it.

>> And so we have to be careful in our business because we can get really caught up in that.

>> Mhm.

>> And we are selling houses.

>> It's not about us. We're the brand but it's not about us.

>> We are selling houses. So that whole thing about being really careful to not I mean to be cute and a little funny now and then is fine. That's great. But it's

like at the end of the day if what you're really trying to do is sell houses, you got to be informational >> and and stick to the point.

>> And I'll do fun little videos. I had

somebody who made fun of me for wearing my sunglasses in a video. And it was just a fun different way to to say that the house had sold. And but I don't do

those every day, you know. I just do fun viral things every once in a while just to do something different. I'm a

creative journalist.

>> And some people's personality, they're always funny and I like it, but it's I think that's rare. I mean, I think there are some people that can do that.

>> It's pretty rare.

>> Agreed. So, any other aha moments you had from the mini conference or things that we talked about?

>> You know, this is kind of a little bit off subject, but it's not.

>> No, us really. Yeah. Yeah. I had when the the person who said that they like it when we go off subject.

>> Oh yeah.

>> Because it's when it gets really like passionate and that it that's when she's like we lean in because and I I don't think I'd really thought about that. I

mean I think you and I are always like oh god we just went off topic again. But

it really is because we're passionate about it and then it's like we're going to go to that. So I thought that was really I I loved hearing that. That was

sort of a nice thing to know that we're not just, you know, again, making it about us.

>> Yes.

>> Cuz I mean that's the thing too, like how do you, >> you know, it's kind of like reading a script or talking, you know, you and I both, that's one reason why we don't map a lot of things out too is because

>> if you if you script it, it sounds scripted.

>> Yeah. Let me talk about this today. You

know, that's just not us.

>> But at the same time, how do you keep it on point? Mhm.

on point? Mhm.

>> And that's what I think you and I help each other get back on point sometimes.

Yeah. So, that was good. So, that was really good. I like that a lot. Um,

really good. I like that a lot. Um,

>> yeah, I think that was probably for my personal takeaway. That was probably it.

personal takeaway. That was probably it.

But, what about you?

>> Um, it was interesting. It at the end of the Oklahoma City conference. So, we did one in Oklahoma City on Thursday and then >> which by the way, you guys are great.

That was really my first time to spend a lot of time with the agents in Oklahoma City and what great people.

>> You need to go down there with me when I'm teaching my Yeah. social media

class.

>> Once a month we'll be there for closing crew if anybody wants to do closing crew.

>> So yeah, let's so so pause on I can't remember what I was going to say but um the closing crew is our mentoring group.

We've been doing it here in Tulsa for a year and now Oklahoma City has asked us to come there. just for Chinith and Cohen agents.

>> In the last year, we've done it sort of very informally, but we're about we're going to get more formalized and and really work on um looking at people where they are, >> where their production is, where they

want their production to be, what their brand is, what they're wanting their brand to be. They may not know what they want their brand to be. They may not know, and that's okay. That's really so it'll be for a lot of new agents, but

also for agents who have maybe been at it a while and haven't been able to get traction or have been at it for a really long time and have lost all traction and just want to help get back on on pace

>> and we've seen all of the above or people who stepped away to raise a baby now back.

>> It isn't like you failed. You you know sometimes the best thing you can ever do is step out but it is funny when you step out and step back in. It's hard to get back in. So,

>> so if you are with Chennith and Cohen, our local family owned >> Chinwith and Cohen.

>> Yes. Here in

>> So, if you're not and you want to do this, you have to come over to North Co.

>> Come join us. Um, but yes, so we're going to be doing this now in Tulsa and Oklahoma City. And like I said, it

Oklahoma City. And like I said, it started as a passion project and it's really grown. Chennith and Cohen is

really grown. Chennith and Cohen is getting into it and so we're we're very excited. But what I was going to tell

excited. But what I was going to tell you is that that Oklahoma City crew is is awesome. the energy there. There are

is awesome. the energy there. There are

120 agents. We're or 20 or 30 agents.

120 or 30. Um we're

685 or something like that. What's funny

is when I started it was around 200, a little under 200. And so it's kind of like going there almost feels kind of like going back in time in a good way.

>> Everybody knows everybody.

>> Yeah. Yeah. That was interesting.

>> Yeah. Um shoot, I forgot what I was going to say about uh >> just about the energy of the office and Yes. or offices.

Yes. or offices.

>> They're they're they're great. So, yes.

So, we did it both places and yeah, I don't know. I got

don't know. I got >> So, what was your takeaway? What was

what was your one of your biggest >> Oh, that's what it was. Thank you. See,

we get each other back on track. Um the

the question that they asked in Oklahoma City to me was, you know, what is the one thing you do every single day that you think makes the biggest difference

in your business? And my answer was creating initi um intentional conversations. So whether that be, you

conversations. So whether that be, you know, getting up in the morning and reading my direct messages and answering back, looking back and answering comments on my post, um having a

follow-up phone call or a text with somebody who mentioned something on social media, thinking about people throughout the day that I need to reach out to. actually giving my business card

out to. actually giving my business card to the waiter or waitress or the GM when I eat at a restaurant that I frequent a lot.

>> Just, you know, these intentional conversations.

>> You're wearing your name tag, which I'm terrible at doing, but you should be wearing your name tag because it really is.

>> Yeah.

>> So, you know, social media gets you visible and can create those conversations, but if you don't make those intentional conversations, it's not going to lead to listings. So, that

was mine. What would you say is the one thing you do in your business?

>> Yeah, I think it's I again I talk to people.

>> I mean, and I'm an introvert. I'm not a big extroverted person. People think I am, but I'm not. And so for me, talking to people is something, you know, that I I have to do. But it is sort of funny

because, you know, it's even like I keep having people at my gym say, "How do I I know you from somewhere." It's funny how like, you know, after all these years and being out there and doing that and

that started happening with John and I when we first were like really advertising all the time with Swear Wallace because we were at the in the grocery store, we were on the bus stop stuff. I mean, we were all, you know,

stuff. I mean, we were all, you know, everywhere and people would be like, I know you from somewhere. In fact, we were >> we used to do the our the television show. We would do a lot of the

show. We would do a lot of the vignettes, you know, we would talk >> and we were at the airport and we were getting we were late getting to the on the plane and the woman goes, "I'm holding it for you. I know your TV show.

I love your TV show. That was like the first time we were like, "Oh my gosh."

And and then we got on the bus coming um the dollar thrifty or whatever. No, the

fine parking uh bus to go back to our car and the driver goes, >> "You're the TV people. I love your show." And we're like, "It's not our

show." And we're like, "It's not our show, but we'll take that." So, it's like, you know, it's kind of when you start doing it and you realize it's working. So like recently I was sort of

working. So like recently I was sort of at the gym like I think >> you know getting back on doing some of the video and doing all that stuff and how people do that. So it's like and it's taking the time when they do to

explain who you are >> and you know just planting those seeds and then it's it's interesting. So I

think it's very similar but again what does that boil down to talking >> yes >> conversation >> communicating >> that's the goal. The goal is not so you

sit at a closing table. That's the

result.

>> The goal and the result are two different things.

>> The the goal is to get the communication, to get the information, to be able to help them then get you to what? The closing table.

You know, it doesn't happen from doing a video and then you're sitting at a table. There's a lot that goes into it.

table. There's a lot that goes into it.

180 steps between deciding they're going to write a contract and the final closing.

>> And it's also interesting because sometimes I think our lack of communication kicks us in the butt because people go, "You didn't do anything." Because we didn't communicate

anything." Because we didn't communicate to them all the things that had to happen that we were doing. Not not that you have to do that, but a lot of times

I will say just so you know, this is what happened this week. It's taken care of, but I need you to be in the loop so that there's no surprises that you find out, but this is what happened. We fixed

it. It's all good, but this is what happened.

>> Because I love to make that phone call, everything's fine. Just want to let you

everything's fine. Just want to let you know it's already been handled. And

that's not necessarily even just bragging on yourself, which in a way you should because if they don't know you're working for them, they don't know you're working for them. But the other side of it, people do deserve to know

>> what's happening in their transaction.

>> Yep. Agreed.

>> And sometimes you make the decision and you can say, "Is that okay that I I mean, this is what I I'm planning on doing.

>> Just need you to say okay."

>> Because sometimes you can assume that's what they want to happen and they don't.

So, I think communication is is the key.

>> That's awesome. Well, we we had a great time um in Oklahoma City and in Tulsa.

It was always so fun to to hang out with you and I want to give a big thank you to this guy. I just put a post on social media, but Jack is such a giving soul and I come to you with hairbrain ideas

all the time and you accept the challenge, you know, whether it whether it be this podcast, whether it be getting AI certified, starting the mentoring group. I mean,

you just you you just are such a great partner in business and a great friend, and I really appreciate you.

>> Well, I I really that was so caught me off guard. It was very incredible and

off guard. It was very incredible and very sweet and I really I really appreciate you saying that and I want to thank you for continuing to push me over

these last six years to keep reaching out because like I said, you know, in um Oklahoma City, I I've had to reinvent

myself and that is not easy going from being a well-known partnership >> to uh yourself in business or in life.

And um and there were many times I don't think I would have made those decisions if you hadn't pushed me. So it's I'm I'm very very grateful. And and the other thing too is how fun.

>> Yeah.

>> You know, that's the thing. I think that it's important that you have fun. And if

some and for some people they can do that by themselves with no problem. But

>> I love being a team player.

>> I like having a Yeah. And we're not a team. We are individual. But we are a

team. We are individual. But we are a team in many ways. and and and I think that's really amazing. So, yeah.

>> And I really encourage you to find somebody find your Jack out there >> or your Cindy.

>> Somebody that, you know, is happy for your successes. Somebody who pushes you

your successes. Somebody who pushes you to be better. Somebody who, you know, I I love to say I have no fear. I have

lots of fears, but I try to be strategic when I have no fear. And I I I think we're really good. So, I encourage you to have that accountability partner. Um,

you know, if you don't have it within your household, I think it's really important to have that outside the household as well. And, you know, just the world can be hard. And I think having someone on your team and on your

side is a true game changer.

>> And I think also having someone that you collaborate with that's not necessarily going to just mirror you.

>> Yes. you know, and I think that's a really because, you know, my other big collaboration is the camp with Kristen.

And one of the things is I'm like the den mom, like, you know, I'm the one who starts with gratitude every day. I make

sure the kids are doing good. I'm making

sure they're getting to their classes and doing all that. And she's like the overall like this is how we're going to get them trained in voice and we're going to get them, you know, she's >> the ying. Yeah. So I mean like we're

it's a real complimentary but at the end of the day our goal is exactly the same that those kids have something incredible

that they can always say I did that.

>> Yes.

>> And I think that's where you know again it's like I think that's that's probably even the talking is a big takeaway but maybe that's a real thing too like that the the goal is the or the the end

result is the closing table but the goal is talking. I mean like it is

is talking. I mean like it is collaboration.

>> So not just talking with your clients or what you're saying on social media.

>> Collaborate with them. Yeah. Because I

can't tell you what house you want to buy. I can't make the decision for you

buy. I can't make the decision for you to take a price if somebody offers you something. At the end of the day, we're

something. At the end of the day, we're collaborating with them, but they're making the those decisions.

>> Yeah.

>> Yeah.

>> All right. Well, Jack, I love you.

>> I love you.

>> All right. Well, we will I missed I missed a hugging opportunity. There we

go. Um, we will be back again next week.

Who knows talking about what, but this is always fun for us. So, we hope it's fun for you, too.

>> We'll see you next week.

>> Welcome to Get Real with Jack and Cindy, where the stories are the advices.

We talk houses, markets, and the life that happens in between. The way is the screw up and everything unseen.