Clients For Life, Why Trusted Advisors Always Win | Episode 132

You've probably learned by now that Sean & Tim focus on "the long-term" when it comes to business: relationships, Marathoner's Mindset, trusted advisors, you name it. This ep specifically talks about why focusing on being a trusted advisor will help you win day-in and day-out no matter what new technology comes our way. In other words, it teaches you to leverage your humanity to build your business. We touch upon AI, transactional sales, and we even go in the wayback machine to talk about the dot com boom/bust. As long as you're standing at the deep end of the pool, please dive right in, Bricks & Riskers.

Big shout-out to our show's loyal and dedicated sponsor: Property Management Redefined. John Sacks and his property management squad love our show and continue to support our mission of helping people through podcasting!

Our goal with Bricks & Risk is that you walk away with 1 or 2 valuable nuggets that can help build your own business. Our audience grows through word of mouth, so if you would please take a moment of your time and give us a review on the platform you’re on, that would be fantastic!

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Until next week, keep learning and keep growing!

** Episode Shout-Outs **
→ La Salle University's Career Center: https://www.lasalle.edu/career-center/
→ Episode Sponsor, Property Management Redefined: https://gopmr.com/

📲 Contact Info 📲
→ Sean Mooney, Mooney Insurance Brokers: www.mooneybrokers.com/
→ Tim Garrity, The Tim Garrity Team: www.timgarrityteam.com/

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Transcript

SPEAKER_00 0:00

And I say, here's my recommendation. And then two days later, they call me. I can't pick up the call, but they leave a message. Hey Tim, it's Sally. I wanted to call and let you know thank you so much for your time. But we decided to go in a different direction. Doesn't matter what direction they went in. This is what they say. So if they left me a voicemail, you got two choices. You can listen to that voicemail and be pissed off and say, that's bullshit. And not call them back, not acknowledge it, not do anything. Or choice B is call them back. Even if they don't pick up, leave them a message. Wait until you connect with them. And then you call Sally. You say, Hey Sally, it's Tim. I got your message. I just wanted to touch base with you. I want you to know that I appreciate you giving me the opportunity to earn your business. I'm sorry it wasn't a good fit for this one, but if you or anyone else ever has a need in the future, just make me your first call. Join us as we take you along our own business building journeys with additional wisdom from our network of local and national experts. Welcome to Bricks and Risk.

SPEAKER_02 1:19

This episode is brought to you by Property Management Redefined. PMR is not just managing properties, we're creating partnerships that build long-term success for property owners. John and his team can be reached at manage at gopmr.com or by phone 267-753-6005. Tim.

SPEAKER_00 1:44

Yes, John.

SPEAKER_02 1:44

Who's a good client for PMR?

SPEAKER_00 1:46

Property management redefined is looking for property owners who value three things accountability, reliability, and a results-driven approach. I want to maximize returns, but still provide client and tenant satisfaction.

SPEAKER_02 2:01

There's a lot of property managers out there.

SPEAKER_00 2:04

What does PMR do really well? Biggest thing is they're seamless and they're worry-free. So with that approach in mind, it allows the property owner to put their trust in PMR and know that the results will be there. The other thing I think a property owner is really going to value because they do it so well is that they have a local expert team, boots on the ground, managing your properties and your tenants' expectations every day so that you feel good about your investments.

SPEAKER_02 2:31

We have millions of listeners out there. Tens of millions. If they want more information, how do they find PMR?

SPEAKER_00 2:38

Right here, guys. Reach out to John Stax and his team at property management redefine. We'll take good care of you. I'm Timmy G. And I'm Sean Mooney. Before we get into this, Sean, look at these bad boys. I said these aren't stickers, these are billies. Did they as in billboards? Did they send you the wrong thing? I was like, hey, uh, I I need some stickers that can act as pasties.

SPEAKER_02 3:16

Hey, no, I I wasn't doing that. Uh I was just trying to give the people the size.

SPEAKER_00 3:22

Now again, I've already mailed the normal dope show stickers right here. But these bad boys, you're committed. Like you're putting this on your garage fridge or your kid's water bottle, it's like boom. They're automatically the coolest kid in kindergarten. All right. What are we talking about today?

SPEAKER_02 3:45

Today's topic of interest is don't be a commoditized service, be the trusted advisor.

SPEAKER_00 3:54

Okay.

SPEAKER_02 3:55

And so, right off the bat, how do you feel about that?

SPEAKER_00 4:00

Not that we haven't beaten that one to death.

SPEAKER_02 4:02

Yeah, I think um, listen, in in the day and age that we're in, with two crucial elements in our business that are ongoing right now, rapidly, rapidly happening to our industries and a lot amongst other industries, is AI and MA. And these are two typhoons that are happening simultaneously to a lot of industries out there.

SPEAKER_00 4:36

So for the audience, what is MA?

SPEAKER_02 4:38

Mergers and acquisitions. And so everybody knows AI. Mergers and acquisitions is the force behind um consolidations and a lot of collapsing of smaller businesses and entities and getting swallowed up by large outfits, um, conglomerates, private equity, all of those different things that are taking over. And so in a day and age where all of these things are occurring, my recommendation, your recommendation is don't now, it's more crucial now to make the determination that you're not going to be a commodity, and you have to take on the role of trusted advisor because if you're a commodity, you're going to be off to the wayside. A commodity can just be overtaken, a commodity can be replaced. The trusted advisor based on your relationships, that is that is going to last long, and that will not be taken over by all these other forces.

SPEAKER_00 5:57

AI is such a great example to start with because I feel like this is what a lot of people are fearful of right now, is they're fearful of losing their job to AI. And some of the jobs that I feel like are most susceptible to being lost through AI are really kind of like let's call them the worker bee jobs, where you're just pushing paper, you're doing something with your hands that a robot could replace you with, you're pushing paper, it doesn't need to be paper anymore, you could do it digitally. You know, maybe you're picking up phone calls. AI can pick up phone calls.

SPEAKER_02 6:27

Entry-level, like you know, you get out of college, you have an entry-level job, a lot of those jobs are swept away because AI has the capability to deliver and do what they were doing, maybe even in some instances better than if you had a a new employee at your company.

SPEAKER_00 6:47

Yeah. No, AI is such a good example. Let's go back, let's go back to the dot com boom. I thought you were gonna say dot king. I mean, you're the dot king, but let's go back to the dot com dot com boom and bust. Yeah. Which I kind of think AI is gonna go that direction, but we don't need to go down that rabbit hole. Ooh. So let's talk about the dot-com boom and bust. So this was about mid to late 90s. We were in college, LaSalle University. Shout out. LSU go Explorers. So we're in college, and I remember this because I worked at the career planning office. So that was I actually had a work study. Yeah. I was working in the career planning off, people can be like, this is what I want to do. And I'm like, okay, just fill this out. Let me get you the proper advice. What? Oh, you just like No, I just it was like answering phones and like and like you know, sorting like data cards or whatever. Just to be clear. Yeah, it was nothing more than like administrative work.

SPEAKER_02 7:42

Okay. I was hoping you were gonna say, like, oh, I was giving, you know, but anyway.

SPEAKER_00 7:46

So working at the career planning office at LaSalle University and only being administrative, but I did have a front row seat to the career fairs, to the job opportunities, to people applying for things. Yeah. You know, the advisors, uh the advisor in the marketing department was helping the marketing student get placed for a job. Oh, you should talk to J and J, let's say. I got to see all that. So what was huge when I was probably like a junior, so this is like, let's call it, no, I'm gonna say um excuse me. This is when I was, this is before 2000. Okay. Because I think the dot com bubble was like 99, 2000, somewhere around there. Wait, what year did you graduate? I graduated 2001.

unknown 8:22

Okay.

SPEAKER_00 8:22

What year did you graduate? Later than that. Yes. Um, so working in the career planning office, there were a lot of these tech companies. Yeah. You know, remember there was like it was all about the the fight for the domains. Yeah. Pets.com and beer.com and tv.com and cellularphone.com. AmblerInsurance.com. Everyone was fighting for dot coms. So there was all this money out of people were paying all these hefty hundreds of thousands, if not millions of dollars for domain names, because they're like, I need to own that domain name to be successful online in e-commerce moving forward. That's what I need. And what happened? Everything got super inflated, too many dot coms, too much, too many empty promises, and everything came crashing down, meaning all those company, a lot of those companies went out of business, and all the people that were working for those companies out of our out of LaSalle University went to work for a dot-com or a big tech company, they lost their job. Yeah. Because it was all basically like commodities. It was, you know, let's just see what we can do. But let's stick to AI because that's where things are today. So you got a sense of what happened back then. AI now, same thing. Flooded, flooded market, flooded with investment dollars. They're building data centers everywhere. Uh, agentic AI, and this is gonna do this, and this form's gonna do that, and they're building robots, and the robots are gonna have intelligence, and they're gonna be able to, you know, make your breakfast for you if you're elderly and things like that. And that's all common.

SPEAKER_02 9:58

Oh, I didn't tell you my new um invention that I was going to create. Okay. Tell me about your new invention. My invention were going to create. That I'm going to I'm going. Gotcha. Yeah. It's an idea that I formulated over the last three months. Okay. What's your idea? I'm going to vibe code an AI program that blocks all communication and terms within my whole entire network of communication that blocks the word AI. Oh wow. Yeah.

SPEAKER_00 10:39

Because you just don't want to hear about it anymore.

SPEAKER_02 10:42

Like I you can you turn on the TV or phone or go on social media? Like, I need a break from AI. And I I know I'm Mr. Like AI. I love it. I'm not. I use it, but I'm not Mr. AI. My point in that is like it uh it's so much. So much. So much. It's overload. Yeah. And again. So wait, what do you think of my invention? Well, so like you'll you'll never get a text, you'll never on your TV will block it out where you won't even hear.

SPEAKER_00 11:18

You're basically like unsubscribing from AI. Yeah. You want unsubscribe from anything AI in your life. Unsubscribe mode. Okay. I think it's a great idea. Okay. Okay. I think it's got legs. So let's talk about, you know, things, things are going to go up and things are going to be scary, and then things are going to come back down to reality. This is why we're jumping into commoditized service versus trusted advisor. Commoditized services, whether AI is a big bust for a lot of it, doesn't matter. AI is here and the good AI is here to stay and it will take jobs away from people who are susceptible. Yep. If you're just a worker bee, let's call it, it's the possibility you're susceptible. Now, the trusted advisor, let's stick to sales because again, it's business podcasts, and a lot of what we talk about is like sales and marketing and building a business. If you're in sales, you could say, hey, it's a numbers game. Like I just make phone calls or I send enough emails or I do enough social media posts or I send enough postcards or I do enough billboards or I knock on enough doors. You do all this stuff and you're gonna get business out of it. Yep. But again, if that's all you're really focused on is just transactional, just another deal, another deal, another deal, and you're less focused on customer service, making sure the deal is well cared for, is advised properly. You're buying a piece of real estate and you don't know how to advise someone, you're in a lot of trouble because they're gonna find out at some point whether that's before the sale, during the sale, or after the sale, and they are never ever gonna work with you again, and they're gonna tell all their friends and family not to work with you either. So you wanna be careful about that. But if you have more of the trusted advisor hat on, you're going to be thinking more long term. You're gonna be thinking, AI can't touch me because AI doesn't have the empathy that I have, the skills I have, the uh temperature control that I have. When people's temperatures rise, I can bring them down because I'm very good at what I do. I know how to talk to people, I know how to ask the right questions, I know, I know my shit. So I know how to tell them this is a bad one to buy because A, B, and C, and this was a great one to buy because of A, B, and C.

SPEAKER_02 13:36

That would be a great opportunity to drop in that clip that I gave you. That I, if you remember. Yeah, which clip? The one I recorded between you and I. Oh, yes.

SPEAKER_00 13:46

Bringing the temperature down. Exactly. We should give that to Noah. You might uh might have to drop in a couple couple seconds of that.

SPEAKER_02 13:56

So Tim's referencing, you know, clients becoming emotional. Correct. And the trusted advisor is able to understand where they're coming from and try to bring that temperature and that emotional level down.

SPEAKER_00 14:16

And then for this particular example that Mr. Mooney's referring to, if I recall, there was a lot of screaming and cursing at a decibel level. I have never heard from this person before, and I know this person pretty well. And then how did I respond? I said, It's not, it's not what I would tell you to do, but if that's what you want to do, I'll go deliver the message. And then you were like, Tim's gonna go shit on this person for me. So again, like that is where you want to be with being a trusted advisor, thinking with that kind of hat on, not with like, let me knock on more doors, let me make more calls, let me talk to more people, let me have more conversations, let me do more deals. Because if you're doing that, guess what? Eventually, someone's gonna come up with an AI opportunity to do as many calls, to figure out how to get in front of those people, to get them into the funnel, so that a trusted advisor will be the one to close on the sale and get the commission, let's say, or get, you know, whatever's relationship, let's call it.

SPEAKER_02 15:16

Yeah.

SPEAKER_00 15:17

So we're talking relational and not transactional.

SPEAKER_02 15:22

Well, think about that. And we reference Ryan Sirhant when when he had the sale of that house, it was $200 million to the person or CEO that was the development of some AI technology. Yep. And that person was telling Ryan Sirhant, like AI will never be able to do this. It's there's a there's a there's a gap in what AI is capable of doing, that's the no-like trust that only a person in an advisory advisory role can provide a client. Right? So as much as you as much as you try to build out the technologies and everything else, it's if you spend more time becoming better at building relationships, networking, building your sphere, those are the things that you should be focusing on because the the more equipped you are to do that, the better off you're gonna be long term because technologies can't take that away, can't build a person to do that.

SPEAKER_00 16:41

Yeah, and you said SOI in there, which I think is a really good example. And we we just did an episode about talking about like sales techniques, and people are saying just get on the phone, just knock on doors, just do social media posts, just text five people you know a day. And we were talking about all the sales techniques that people have. And I think SOI is a really good example because even the ones who master those techniques, like let's say you're a master cold caller, you're just buying a list, you're calling people you don't know, you're calling expired listings or whatever it is, doesn't matter what you're doing. Let's say you're trying to be a master on the phone. Eventually, what happens is you help enough people, even if you give an average service, those people are gonna be pleased. They're gonna go tell five people they know, go work with Tim, go work with Sean, and then you're gonna get referrals. So even if you get really good on the phone, eventually you'll start to slow down or get away from the phone because you don't need to do it anymore. The bit you are attracting clients. You are attracting business, even if you're average. It's just the it's economies of scale, it's numbers. You do real estate, you do insurance, you do pizza sales long enough, you meet enough people, you sell enough pizzas, you're going to get enough repeat customers to just start ordering from you every week, and therefore you don't have to mail out the menus anymore because you got more business. You now you need a second location.

SPEAKER_02 18:04

Yeah.

SPEAKER_00 18:05

So that's where that goes. So even the ones who are a little bit more transactional, eventually, almost all of them will become relational just through the act of doing it long enough. And then what happens? Then they bring in the little minions beneath them, and they're like, Well, you do it transactional, and you do this and you do that. And then once you get to that point, then you can be my sales manager. And they're promising you're gonna move up. And again, all of that works, but I think from the start, if you're thinking a little bit differently, a little bit against the grain right now, thinking that AI maybe will not replace the trusted advisor, which we both believe will not, if you think that from the start, you're gonna think about your business differently from the start. You're gonna think more long term. What did you just call it on the last episode? Marathon Marathoners mindset. Marathoner's mindset, exactly. Explain that again.

SPEAKER_02 19:02

So if you go into uh a sales role, into a business role, um and you have the mindset that you're going to make a call and get a sale, that is not what you should be doing. Very short term, the the uh the wins you're gonna get out of that are gonna be full few and far between.

SPEAKER_00 19:29

Agreed.

SPEAKER_02 19:30

If you go in with the marathoners mindset that this is a long-term play, and that every call that you make is a contact, is a prospect, and you're capturing their information, contact information, whatever, and you build that into your pipeline. I reference this spider web. You're bringing them into this spider web. This spider web is gonna grow over time, and after two or three years, you're going to have this Rolodex of prospects that are aware of you and know you and have seen you before and know the deals you do and the neighborhood you work in. It's going to have a compound effect, and over time, over those couple of years, is going to get you wins in business and sales after that period of time.

SPEAKER_00 20:22

Hey everyone, this is Tim, your favorite bricks and risk co-host. But don't tell Sean. I hope you're enjoying this episode, and I'll get right back to it in a moment. Our audience grows through word of mouth, so if you would please take a moment of your time and give us a review on the platform you're on, that would be fantastic. Please also help spread the BR word by sharing your favorite episode with a friend. We greatly appreciate your time and trust. Now, back to the show. Yeah, here's a great example. So I had here a long-term care. So that marathoners mindset, just like you were talking about, but I also had diligence. So, like, think about diligence, like professionalism. So here's a great example. I'm gonna give a real estate example. Someone contacts me, and it's a friend of a friend, and they say, Hey, um, we want to sell our family's home. I was given your name through Billy or Sally. Okay. So we establish your referral. Then I talk to them, then I do a uh set an appointment to look at the house, then I do a listing presentation, and then I give them the price, and I say, Here's my recommendation, and then two days later, they call me. I can't pick up the call, but they leave a message, hey Tim, it's Sally. I wanted to call and let you know, thank you so much for your time, but we decided to go in a different direction. Doesn't matter what direction they went in, this is what they say. So if they left me a voicemail, you got two choices you can listen to that voicemail and be pissed off and say, That's bullshit. And not call them back, not acknowledge it, not do anything. Or choice B is call them back. Even if they don't pick up, leave them a message. Wait until you connect with them. And then you call Sally, you say, Hey Sally, it's Tim. I got your message. I just wanted to touch base with you. I want you to know that I appreciate you giving me the opportunity to earn your business. I'm sorry it wasn't a good fit for this one, but if you or anyone else ever has a need in the future, just make me your first call. I'm happy to always advise you on any real estate transaction you're working with, and anyone you know who needs help, you can give them my name and number. Oh, Tim, thank you so much. That was so polite and professional of you to even call me back and take the time to offer that.

SPEAKER_02 22:50

So that's where the You think that there's real estate agents that ghost people when Oh, a hundred percent. What? Uh scarcity versus abundance? Yeah, but it's it's a different mindset because it's what that tells me is that you actually don't value the client or the relationship.

SPEAKER_00 23:12

Correct. I didn't get the deal done. What's my next deal?

SPEAKER_02 23:15

Yeah. Moving on, folks. It's uh it's a lot like uh we we used to have people um with us for insurance, and they would be with our office for a few years, and they would leave or find you know a different uh carrier. And hey Sean, we got new coverage just letting you know. Thank you for letting me know. And and I would literally write a thank you note. Remember, I referenced this in the show before? Such a great idea. No one's doing that. No one because uh, and here's why when you talk about that, I bring it up now, is because I want them to know that uh I understand people leave and people, you know, every I'm not gonna have every client for as long as I live. Like that's not and you're not gonna win every sale, even if it's a referral, like I just mentioned. Right. So with them leaving, I at least want them to know that I I actually value, and that's what I say in my note is like, hey, you were with me for six and a half years. I appreciate and value you letting us handle it for that time period. Yep. And so it's just a different, just a different, you know, because a lot of the agents screw you, you I can't believe you let me, blah, blah, blah. Like, I don't know. It's to me, it's I understand that there might be different influences that, you know, and a lot of times those people come back to us, you know, after, hey, there's a there's a mutual client that you and I know, left, and then Sean, I screwed up. I'd do that. I I really made a big mistake, you know. Will you take me back? And I'm like, yeah, of course. Like, you know, I value you as a client. I want you to, you know, I want us to be able to service you, you know, and all that. So um valuing your customer and that relationship puts it on a different level.

SPEAKER_00 25:10

Well, the example that you just gave, and the example that I gave, so your insurance example, my real estate example, is what separates someone who's more commodity-minded, transactional, versus someone who wants to be looked at as a trusted advisor. They leave your insurance company and you're sending them a thank you. Let's say they were only there for six months, six weeks. Yeah, you'll still send the thank you note and say, Hey, appreciate you giving me a shot. Sorry it didn't work out. Let me know if I can ever help you in the future. That is a trusted advisor because they will get that, and whether they ever come back to you or not, they will believe that.

SPEAKER_02 25:49

I should pivot. I should take the thank you note as an opportunity to be like, hey, thank you for your business over the last two years. Um, I understand, like, you know, you made a decision to move. Um, but if you could, um, could you uh subscribe to Bricks and Risk on your way out? Make sure you're a subscriber.

SPEAKER_00 26:06

It takes less than three seconds, especially with today's high speed internet.

SPEAKER_02 26:09

I just roll that in to thank you. And QR code with the the auto subscribe, right? I might be on to something there.

SPEAKER_00 26:20

I might be on to something. But also goes back to my example too. Sally, hey Tim, sorry this one didn't work out. Appreciate your time. Went in a different direction. Yeah, let's say they want to do for sale by owner. Doesn't even matter what direction they went in. Whatever. And I just call them and say, hey, Sally, just want to let you know that I appreciate the opportunity to earn your business. I'm sorry it didn't work out. But if you ever change your mind or anyone else you you know needs advice, needs perspective, needs an opinion, needs another listing presentation, first-time homebuyer, investor, rental property, whatever, if they ever need anything, make me your first call, text, or email. That's that means more to me. And knowing that you feel good about what direction you're going in, and just know that I respect your opinion and the direction you're going in. That is the difference between a trusted advisor and a commoditized service.

SPEAKER_02 27:08

Well, it gets back to another episode where I talked about that a prospect comes in, they don't give us their insurance, they go somewhere else. Yep. But they refer people to us because they know that even though it wasn't a fit for them at that time, their cousin who's buying a house might want to give us a shot because they know like what kind of shop we are. Right. So that in itself, too, lends to the professional advisor role that you really want to put uh at the forefront of your focus of where you're trying to drive traffic and and build out your network.

SPEAKER_00 27:50

Well, it it even comes down to like let's say reviews. So you and I are both very serious about getting online reviews. You know, it doesn't matter if it's on like an insurance platform or Google reviews.

SPEAKER_02 28:02

Whatever.

SPEAKER_00 28:02

A lot of people say Google reviews are the best.

SPEAKER_02 28:04

It's feedback, it's you know, exactly good for online searching, SEO, all of that.

SPEAKER_00 28:11

But if you if you're more interested in being a trusted advisor, like if that's more your mindset, whether you're there yet or not, but that's the direction you want to go, reviews are going to be huge for your business because review is a testimonial from the client that says Sean was amazing to work with, he listened to everything I had to say, he gave me the right advice, I'm saving more money, the process was seamless, and now he is my insurance guy moving forward, and I'm gonna tell everyone I know to work with Sean. Yep. And same thing with real estate. So if you have more of this trusted advisor mindset and you know that's where things are going, especially with AI, the example you gave, I gave the dot-com bubble burst as an example. If that's where you believe things are going, which most people do, having the mindset of being a trusted advisor is going to get you one step closer to standing out in a crowded ocean of people who may not think that way. And they're thinking, no, I need to get as many many deals done as I can before the machines come. Right. I need to beat the machines.

SPEAKER_02 29:21

Yeah.

SPEAKER_00 29:22

Skynet. Skynet. Great movie. All right. So if you could give one actionable actionable step or one piece of advice, let's say someone's a little bit more commodity-minded right now, they have a commoditized mindset. What would you say to him or her to get them to think a little differently?

SPEAKER_02 29:42

Yeah, um, you have to differentiate yourself, right? And if you're if you become a commodity, then there's really no factors to differentiate yourself. So my advice would be find a way to differentiate yourself and find a way to strengthen your role as an advisor rather than a transactional commodity. Um, one actionable step, we talked about it, is reviews. I would really, if someone was out there trying to um lean into becoming more of the advisor, I would say uh reviews would be a really good first step in trying to um move in that direction.

SPEAKER_01 30:32

Yep.

SPEAKER_02 30:33

Because, like you explained and you laid out, is you really get to understand what when a person leaves a review, it's like I did business with this person, and it's proof positive of how they were able to help you. And a lot of those instances is the non-transactional stuff, right? Like we had a closing and they changed around the dates, and Sean was able to uh accommodate everything and everything that we needed, and his team did a great job. So you're kind of allowing your client to tell that story, and usually in a way that shines a light on how you were the advisor or or how you were able to do things differently to accommodate all of their needs. And when you're checking those boxes, you do move from the commodity role as more of a an advisor role.

SPEAKER_00 31:35

I think that's great. Um, I've said this before on many episodes, and it's a great way to understand how I look at this and where I think you want to go is lead with value. Go back to that example. Sally says, we're gonna go in a different direction. We're not gonna work with you. Sorry, Tim. Didn't work out. By me leading with value and saying, that's okay, I respect your decision. If anyone else or you ever needs anything else, please reach out, is letting them know you're here for the long term. You're here to give them value, to provide advice, to tell them what their home is worth, to tell them how to market it, to tell them why that listing price is too high, to tell them not to fix the kitchen because you're gonna spend $15,000 and no one's gonna give you that money back. To tell that person why this is in their best interest to complete the sale. That's that's what a trusted advisor does. So I would say lead with value. And like for you, you were saying, um, you know, you you want to stand out, like it's also too you don't want to leave a bad taste in their mouth.

SPEAKER_02 32:45

That's a great way, right? When you leave and you exit that relationship and they're done, right? So in your example, I didn't get the listing, right? You have option A to be kicking, screaming, or ghost them, or tell them why they're wrong and how they're idiots and they're fools for not choosing you, or B, uh hey, it didn't work out, I really appreciate this, but and be very pleasant and you know, let them know that right. Which one is is more likely to get business from that person because maybe they move, maybe they have a sister, maybe they maybe there's a need down the road. Who's more likely to get that business down the road? It's not even a question. No, it's not. So be professional, leave a good taste in your mouth, let them know that you're a pro. Let them know that you value their time, let them know that you value the opportunity, and that will lead to more business down the road.

SPEAKER_00 33:50

Love it.

SPEAKER_02 33:50

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SPEAKER_00 34:04

Bricks and Risk the movie.

SPEAKER_02 34:06

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SPEAKER_00 34:55

That's all we have for this one, folks. Thank you for tuning in again to another episode of Bricks and Risk. See you next week. Thank you for joining us on another episode of Bricks and Risk. Our goal is that you walk away with one or two valuable nuggets, and we greatly appreciate you sharing your time with us today. You can find all BR episodes on Spotify, Apple Music, YouTube, and anywhere else you get your podcast content. Until next time, keep learning and keep growing.