Julia Ray Shares How to Move Beyond the Alphabet Soup of Credentials

Transcript of Episode:

Tom Tezak  0:00  

CRS CL h m s EP our o g ri CDP CIA s rsps AVR holy crap. Let’s learn about the alphabet soup and Julia Ray on today’s show. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom’s he’s back at each week. My goal is to bring you a quick real estate tip along with an info pack interview with an industry rock shop. My mission is to bring you a cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we’re not selling real estate, Selling the Dream.

Hey, everybody, Tom t Zack. And today I have Julia Ray from South East Florida with us. She works in the Miami Beach Hollywood area. Julie, welcome to the show.

Unknown Speaker  0:53  

Thank you, Tom for having me.

Tom Tezak  0:55  

You bet. So, Julie, you’ve been in the real estate business for about 10 years now you say? And before that, what did you do?

Unknown Speaker  1:06  

I was actually managing a 200 unit condo and was a condo manager, got a license and manage the condo for a few years before obtaining a license. Never thought I was going to go into real estate. Just obtain a license to know how to deal with the contracts that I was getting from incompetent realtors in my area.

Tom Tezak  1:25  

Hey, hey, hey, now. A few of those. I’ll agree. So, so you work in the Florida market. And basically Miami Beach is the greater Miami Beach region and you’re focused on some small market areas in that in that location, which is where you do a lot of your listing and you’re releasing but then you’ll move your work all around the Miami. Miami Beach area, correct?

Unknown Speaker  1:50  

Yeah, yeah. Mainly beach side oceanfront condos. So anywhere from South Beach down to Fort Lauderdale beach. But my main area of concentration is Hollywood beach, Sunny Isles, inland aventura and Dania beach.

Tom Tezak  2:06  

So huge amount of second home, Snowbird, buyers and sellers in those markets. So that’s your perfect guest for our show. So I appreciate you spending some time on the on the show. And I want to talk to you about a few different things today on Selling the Dream. Which is the name of our podcast, by the way. Anyway, we’re live here to on Facebook right now. So Juliette, tell me about your brokerage, you’ve got a small boutique brokerage, you’ve chosen to stay small by design? And what do you find that you love about that part of your your business?

Unknown Speaker  2:41  

I’m a customer service, attention to detail, expertise, because being small, we can only take a small number of customers to service. And so we’re very thorough very hands on. And, and that’s what I love the most, you know, just providing that, you know, a to z service and going above and beyond.

Tom Tezak  3:02  

So what does that include? When you say what are you doing different that your competitors, the big brokerages? What are you doing different that they’re not doing that makes you stand above the rest of them.

Unknown Speaker  3:12  

Um, so we provide a whole array of services from property management services, obviously, the expertise in real estate, the absentee owners that we serve as Vacation Rentals that we do that a lot of realtors in our area do not. So once we take the client, we we also since I’m a still hold a license of the condominium management, I look very thoroughly through the condo documents because we mainly specialize in condos. A lot of our condos are older, especially in the area where where our office is and where main clientele is purchasing. And so they’re going through special assessments, and we can get more into it. But a lot of homes are older, and they have a whole line of issues with the bylaws, the condo documents, special assessments, and many other issues that we’re thoroughly looking at and advising our clients for the purchase.

Tom Tezak  4:12  

Are you telling clients don’t buy this property after I reviewed the client, the condo docks, this is not a good investment?

Unknown Speaker  4:18  

Not necessarily. We do look at the investment opportunities. And we ask them a lot of questions whether they are planning on renting the property, they’re planning on keeping it as a second home. But just giving them the information so they can make the right decision for themselves. You know, because everybody’s situation is absolutely different.

Tom Tezak  4:34  

Yes. And you know, and that’s that’s what I think is so important is it’s it’s not up to us to decide yes or no, it’s up to us to educate and let the consumer decide yes or no. But the shameful part is, is if you don’t let them know, and they make a blind decision, that’s the worst thing because that puts you in front of a judge in my opinion. Yeah. So what are you doing for your clients, so you’re selling the property and then you’re renting it for them. And so you’re full service. This is Like seamless, correct?

Unknown Speaker  5:01  

Yeah, absolutely. And some clients do prefer to rent them the properties out, we do a lot of short term rentals. So there are several buildings in our area that allow 12 times a year rentals or two buildings that allow daily rentals and weekly rentals, we didn’t do as much work there, but monthly rentals, especially 12 times per year, or three or four times a year, we service those clients, because most of the people that are buying homes as a second home, that would like to use the property for themselves. But they also want to basically cover the cost of carrying this property, you know, cover the maintenance, which in some cases is significantly high, you know, it can run anywhere from $600 to $1,000 to 1500 dollars a month, plus the taxes and so we can rent it out for them maybe for three, four months out of the year. If they’re absentee owners, and they prefer not to rent, we provide services to them, where we can check on the unit, once a week, twice a week, once a month, it just like every client is absolutely different. And what

Tom Tezak  6:04  

I love, I love that service. And you know, I, I offer to do that for my clients, but I don’t have it in a in a routine. So how do you, you know, and I’m always like, Oh, yeah, I’ll just take care of that for you. And and then I’m not very good at it, because it’s not a routine. So how do you do that? And then how do you charge for that? Because I think there’s a lot of agents in the second home markets that think, wow, I wish I could do that. But I’m afraid to offer that service. Because I don’t want to tell my clients. Yeah, I’ll check on the client condo for you. But I got to charge you. So how does that process work? And how do you explain it to the clients? And how does? How did they walk away thinking, Wow, this is great. And here? Where do I send the check?

Unknown Speaker  6:39  

Yeah, as a matter of fact, it is extremely easy to explain. And I think it comes from my experience being a property manager in my previous career. And so we never assume that it’s going to be free. Since they are paying the maintenance monthly maintenance to the condo, we’re basically tied up to that. And like I said, Every contract is completely different. We can, you know, if it’s once a month, which is disclosed information, we have a very short property management agreement, and we specify what kind of services they would like us to provide. Some clients only want the cleaning, arranged right before they come. So usually it’s on the hourly basis, we do specify emergency calls, because if they’re not here, and emergency happens, especially in the condo, somebody just flooded their unit. Right? So routine checkup is very, very important once normally, it’s bi bi, bi weekly, or bi monthly. So it’s just those types of sources. It depends on each client individually.

Tom Tezak  7:39  

When you say bi weekly, is that twice a week or every two weeks, every few weeks, every two weeks. All right. And so what do you charge for? What do you typically charge for that?

Unknown Speaker  7:49  

So I have a property manager who takes care of that. And it’s $50 an hour on the for the regular visits, and hundred dollars for emergency visits, if we get called after hours, you know, so so if they,

Tom Tezak  8:03  

you know, this are questions that I’ve had, and I’m, I’m so excited to have you on the show, because I’d love to create this because it creates an opportunity for you to provide better service. And I think I think all my clients are going to be insulted. But quite honestly, they love to have somebody who is they don’t mind there, they’ve got a very expensive asset. And they want to make sure it’s taken care of. And having that eyes on on it on a regular basis is great. So let’s say there’s an emergency call out at two o’clock in the afternoon on Tuesday. Is that $100? Or is that $50 $50? Because

Unknown Speaker  8:33  

it’s nine to five, Monday through Friday. And if anything, after five, you know, and we’re always very fair with clients, if we have to be there for an hour and 15 minutes, we’ll charge them for an hour, we don’t really roll it over to two hours. And that’s how we get repeat business of course.

Tom Tezak  8:48  

And are you sending them photos? Are you documenting it? Are you sending them a checklist? What do you do you know, so your property manager? What’s your property manager’s name?

Unknown Speaker  8:57  

My property Ralph

Tom Tezak  8:59  

Ralph. So Ralph goes into the property. I just want to respect Ralph here. Ralph goes into the property. And he does his cursory walkthrough, flushes the toilet, whatever he does. And then when he’s done, what does he do? Does he send a message? Does he email? Does he video the clients? Or does he do nothing?

Unknown Speaker  9:16  

Yeah, we report quarterly to the clients that we have done regular visits, unless there’s something extraordinary and we saw some stains on the on the ceiling, for example, where they totally did not flush or you know, the lock was broken or we feel that somebody else was in the unit because we can see evidence of that mean that has has emergency keys. And and so you know, anything can happen. So we just look for things that are out of the ordinary. And if it’s just a regular visit, we we just you know report to the client on a quarterly basis that within there, so we just document that on our end.

Tom Tezak  9:49  

So do you have an like an ala carte list for your clients? It’s like okay, I want you to flush the toilets I want you to and total flush toilets at eight cents and to or what Dollar or whatever it is, I mean, do you, I guess I want to understand how you set it up because I think it’s really a valuable opportunity.

Unknown Speaker  10:07  

So we don’t have an ala carte this service, we’re just like I said, it’s just such a custom agreement with every single client that you know, we we do in the condo, there are only a few things that you do when you come in, and you check that you check the toilets, you open up the water, you make sure that the you know, the windows are closed, that there’s no water in the unit from intrusion from above. And that’s about it. That’s that’s the normal scope of what we do on the regular visit. Now, some clients, we do pest control, because the building does not, you know, the client doesn’t want to leave the keys for, for the maintenance to come in. For some clients, they ask us to pay the monthly maintenance. Very few clients, we actually manage the property from you know, start to finish and we find a tenant who located that, and then we collect the payment, make the maintenance payments, and just look after the units, whatever may need to be done. So those are usually on a monthly basis, we charge them in addition to maintenance that they paid, we charge them a monthly fee, it can be percentage at seven to 8%, depending on the maintenance or hundred dollar fee per month, because we deal with a lot of less expensive condos in the price range of about 250 to 400. Right. And if they’re making is already up to 600. You know, we just have to be very conscious about their costs.

Tom Tezak  11:30  

Absolutely. So when Ralph goes into the condo, and he flushes the toilets, checks, you know, does this cursory inspection that takes Ralph 10 minutes, right? Are you billing? For 10 minutes time? Are you building us trip charge? Are you building a minimum of an hour? How do you do that?

Unknown Speaker  11:51  

Yeah, usually it’s on the if we come there once every two weeks, then it’s a monthly charge that we charge them. And again, we negotiate based on their maintenance and based on the agreement. So if it’s a regular visit that may, you know, it’s usually around $50, but it can be as low as 25. If we have several units in the same building, and sometimes we try to do that and pick up more units in the same building with just a regular routine visit, you know,

Tom Tezak  12:16  

Okay, fair enough. That’s it’s good to know, because I, you know, I think there’s a great opportunity for our listeners to be able to say, hey, and I don’t know that you’d really make money at it. But what you do is it’s a lead generation for Well, that’s what I was gonna say, it’s really not about making money, it’s about creating an ER trust factor with these folks. And then when the time does come to sell, or they know somebody who wants to buy, you are top of mind and you become their resource. And I think that’s a such an amazing opportunity. So if we look at it as how am I gonna make money? It’s not direct, but it’s, it’s that second step 100%. So how much business has this that service generated for you?

Unknown Speaker  12:59  

I would say that every, every month, we get at least two to five leads off of the property management side, I’m gonna repeat that three to five leads per month.

Tom Tezak  13:12  

That’s pretty amazing. And how many properties are your property managing

Unknown Speaker  13:16  

around 20 properties. So we have Wow, large do the math here.

Tom Tezak  13:21  

It’s pretty amazing 25% referral opportunities per month.

Unknown Speaker  13:27  

And then what I want to mention to be, again, because we’re in the condos, these are referral opportunities, not only from the clients of the units that we manage, but with the valet parking that we come in, you know, twice a month. It’s the opportunities with door men, it’s opportunities with service and maintenance people, management desks, if there’s front desk, so, you know, we interact with all of them in the regular basis. So they know us as the trust person in that building. And that’s,

Tom Tezak  13:55  

that’s so huge. I know that when I was heavily vested in a particular condominium, I would always drop off flyers and information at the front desk. And they were one of my greatest resources because they people would walk in and want to know about what’s for sale in the property and they pull out my business card and my flyer and they say here called him he’s he knows this property. And it was huge. How many times? And those are free referrals, right? I mean, that this is not like, Julie is referring a client to me, which I loved when that happens, and I pay her a referral fee. But these are free referrals. And all you need to do is be nice, polite. And I think what I’m also hearing, you’re not you didn’t say it, but you treat them with respect, and you’re nice to them and you take them donuts or whatever it is that that makes

Unknown Speaker  14:37  

sense. That’s what I do. I drop off lunches sometimes or, you know, I did a photo shoot in one of the properties and I run to get a cup of coffee. And I asked the valet guy if you wanted something just brought him I mean, that was such a long way every single person who walked through the door looking for a property to rent, he would just give me a call and say hey, you No, I have somebody looking to run and it just, you know, it’s endless free referrals for a cup of coffee, okay? Because it’s a treatment, that’s how you treat them. And and that you, you know, you feel them, right. So it’s, um, we can do soliciting in our buildings, you know, I, I can leave the flyers and some information was the management office, but it hardly ever gets to the hands of the residents. But, you know, it’s, it’s, my prospecting actually is done in the lobbies of those buildings while I’m waiting for my car and talking to the valet is while I’m, you know, in between checking on units and just sitting in the lobby and catching up on emails. And I get a chance in a lobby to meet new people. Because, again, absentee owners, they’re here, you know, for a week at a time, maybe every three months or so. Right. So I don’t get none of the regular basis. And I do a lot of my prospecting and the buildings were actually farm, just making the lobbyists my second home and then my second office,

Tom Tezak  16:02  

you know, I’m on and I think that’s important for you know, I think what it’s important for the agents to know is that treating the staff, the personnel, the people that work in the resorts, the condos, whatever it is, with dignity and respect, because they really are the front line so often. And and people will I’ve gotten a lot of leads from like you said valets from cleaners from just all these different people. And it’s you never know who somebody who’s excited. It’s they ask the first person they see sometimes, who, who’s a good agent here. And so it’s it’s a great, powerful way to look at it. So thank you for that. Julie. I think that’s great. Great advice. How to change something, I’m going to change it up a little. You have like, I don’t know, 1000 letters after your name. Yes. As you so called alphabet soup, alphabet soup and such a great amount of designations. So, what do you want? You know, do you find that helps you? Do you think that that what have you gained out of that? And? And would you say, Boy, if I did it all over again, I would definitely do this one and maybe not this one not to throw designations under the bus. But a lot of agents that are out there thinking, Oh, man, do I really need another, you know, set of initials after my name. So I see you have so many, I just love to get your take on the value in it.

Unknown Speaker  17:31  

So for me, education is huge value. You and I were both in a dump fairies ecosystem for many, many years. And it’s it’s just such an important part of my life, learning, growing and being around agents who do the same. So when I started in real estate, like I told you, I didn’t have any experience I started 10 years ago, being a property manager took a course. And the only thing that I could do at that time is differentiate myself by learning and by knowing more than others that because in our marketplace, I think Miami Association of Realtors is the largest in the United States or in the world, I think we have all thousand realtors, and most of them are part time realtors, most of them are just evening or weekend realtors or they got a license just because they wanted to sell their own home. And it is uniqueness of our market here. So I want to first of all, education is just important to me of who I am. And I think that I got my CRS designation within the first two years in the record time, and as you know, I think your CRS as well, right?

Tom Tezak  18:43  

I am not I have been one of the other guys who said I don’t have I have some designations, I have rsps and negotiating. But anyway, go ahead.

Unknown Speaker  18:54  

But you know CRS designation, which is I think it’s our see right now, it used to be certified residential specialist, in addition to the education and the number of credits, which at that time, I’m afraid to make a mistake, I think you needed to do 96 hours of real estate education to get the designation and sell at least 25 properties. Normally a realtor was a 10 year experience would be the one who would eventually get there, right? And I set a goal of getting there in in a record time, which I think it was either a year and a half or a year and nine months or something like that when I finally got it right, because I approached every single client of mine, I said, Look, I’m working on the CRS designation, it’s really important to me, and I would if you know anyone who’s looking to buy herself, you know, I’m your girl, and that was my way of breaking in. Okay,

Tom Tezak  19:50  

wow, what a great tool. You know. I love that.

Unknown Speaker  19:54  

Yeah. That was ecstatic one of my clients. She was very fundamental and And instrumental and for me to get that designation, I think she referred at that year, maybe five clients that that bought from me. So I’m forever forever grateful for her.

Tom Tezak  20:11  

So you got somebody else to buy in on your dream and you made it a dream and a vision. And because you and it was a vision to become the best agent you could be. So people have said, Hey, I want to help her. I love this, this energy that she’s got. So what do you know, a great point. And I will say, though, I just did take my first two CRS classes last week, and I got two more coming up next month. So excellent. I do think that that CRS is is probably one of the designations that has the most weight.

Unknown Speaker  20:38  

Yes, it does. And and I loved education, I still take the classes whenever I can, if there’s one of the perfect in the instructors, nsrs. organization are one of the best that I have met throughout the real estate career. So So

Tom Tezak  20:56  

Julie, I just, I love it. I just want to read down your different designations. And then we’re starting to because again, I want to I always like to bring things to the show that we haven’t talked about before. And this is one of those things that everybody sort of scratches their head, including me, it’s like, oh, do I really need this. So just for everybody know, you’ve got a CRS a CL h m s, n e pro g ri, a CDP a CI a s on rsps and ABR. So that’s a lot of designations. So CRS was first on your list, and I think that’s by design. Is that so of those? Sounds like CRS was your your one and I know that they I see them marketing their agents. And I think that there’s a big network of referrals that CRS agents tend to refer to CRS agents. It’s sort of the top of your list, just like we were in the Tom Ferry organization. I know I that to me, is it almost a designation in and of itself because of commitment to the job

Unknown Speaker  21:55  

exam, not by the level of expertise? Because we feel confident referring to another Tom Ferry agent, knowing that they’ll get the job done the same thing with the CRS? You know, I know that they’re invested in their education, their expertise.

Tom Tezak  22:07  

Yeah. So CL HMS, that’s the certified luxury home marketing specialist. I know I was I also had that I’ve let that lapse since because that’s a pay as you go. designation. What did you think about that? Do you recommend that?

Unknown Speaker  22:24  

I highly recommend it again, that was one of the designations that did require performance. And I needed to sell for properties over a million in order to break into that and actually get designated not as a member but as the

Tom Tezak  22:38  

million dollar

Unknown Speaker  22:39  

wild. Yeah. million dollar Guild. Exactly. And, and so I did both I did the luxury marketing specialist and the million dollar gilt, and I do pay, I think it’s a 225 per year fee. They provide tons of resources. And it’s very useful to me right now, because I am looking to increase my price points and break into the luxury market. But it’s it was one of those designations that I also approached everybody in my sphere, and did let them know that I’m working on this designation. And I need to sell four properties in order to get certified and that and and I got the referrals and I got the business.

Tom Tezak  23:18  

So love it. Okay, he pro certified internet professional, I think if anybody that’s in business anymore, is is sort of a pro as it is giver. I mean,

Unknown Speaker  23:28  

the very first 110 years ago, so I didn’t even

Tom Tezak  23:31  

write gra, which is another one graduate realtor Institute that’s up there with CRS but I don’t think it has as much

Unknown Speaker  23:39  

there is a series. Yeah, that is a very interesting nation. The only reason why I got that is it Jri one, two, and three, not only gave you the knowledge at the very beginning, but it also substituted that 45 hours postlicensing which a lot of agents do not know that. So I had amazing, amazing life instructors. And I took all of the GR one two and three life and it satisfied my 45 hours of post licensing, which is an absolutely requirement in our state. I don’t know how in Florida Yeah,

Tom Tezak  24:09  

there’s different in every state, but that’s good to know that that gave you that C class, I guess it would be.

Unknown Speaker  24:15  

Yeah, yeah. But it’s absolutely you know, I didn’t have to sit in school and just do you know, meaningless education. It actually goes into a lot of details, structural things then and it’s just very, you know, overall, um, useful class, but, you know, the reference materials is something that we use as we get further into the business, you know, the structure of the home, you know, the plumbing, you know, things like that, among others. It’s not that much of a marketing class. It’s just hands on very detail on Nino’s specific information for real.

Tom Tezak  24:51  

CDP is certified distressed property expert. So that one obviously is for distressed properties. We haven’t been seeing much of that lately, but it will be back in our world. When did you get that one was that 2000? Very, very beginning as well,

Unknown Speaker  25:03  

somebody recommended in the first year of real estate, we had tons and tons of foreclosures, I actually was one of the top agents who was winning foreclosure bids for buyers, because I very early understood the system of how foreclosures were operating here in our market. And I wouldn’t Lobel, the agents and I always submitted offers at the market price. And we want tons and tons of offers for my buyers. So that was tied up to that process. And Alex scharffen he was actually teaching that class, I believe, which he’s no longer in business doing that. So

Tom Tezak  25:42  

those way ci as certified investor agents, special aside, this is one I’m not familiar with. I’ve heard of all the other ones, but this one, what’s that one?

Unknown Speaker  25:51  

It was also provided by Alex scharffen, who did the CDP aim organization and mainly geared towards investments, some very useful worksheets for investment formulas that we went through, and basically analyzing the properties. You know, it was a two day course, again, just not for the designation for the education of it, because I was interested in how that was working. And since I do deal a lot with investors, I consider second home owners investors, right? Yeah. So for me, it’s important that I always talk to my clients about resale value, even if they don’t bring it up and they don’t want to talk about it. I always want to discuss it was them as part of my buyer’s consultation.

Tom Tezak  26:32  

I think that’s brilliant. I do as well, I think that you should have that conversation because it helps clients to understand that there’s this next step, and and you’re the person to help them with it. And that’s why you’re talking about it now. rsps is one of these designations we both share. And that’s one of the reasons why I created Second Home Agents, I don’t know the rsps is a great designation, many of the agents that are listening to the show, probably have that. I just think that our unfortunately our SPS organization doesn’t generate a lot of information doesn’t generate a lot of data doesn’t generate a lot of energy. And so that’s why we have Second Home agents.com and Selling the Dream podcast was sort of

Unknown Speaker  27:11  

pardon. Grateful for you.

Tom Tezak  27:13  

Yes, so we try to really get some involvement in that. ABR accredited buyer representation representing buyers, another designation that’s been around for a while. What did you find it in that designation that you liked?

Unknown Speaker  27:29  

for buyers agreements, which I’m still struggling Was that

Tom Tezak  27:34  

me buyer broker, manga signer,

Unknown Speaker  27:36  

you’re my client payments, buyer loyalty.

Unknown Speaker  27:40  

buyer education buyer consultations, I mainly took God at a time at the very beginning as well. I did have a buyer’s agent on my team at a time. And I took the course with her. And it was mainly for her and for the support because she was handling most of the buyers but it was it was very helpful. Just looking at the buyers and the complete different way.

Tom Tezak  28:03  

Yeah, you know, the one other one that

Unknown Speaker  28:06  

a lot of resources that their organization provides.

Tom Tezak  28:10  

The one other one that I do have that you saw on here, the CNE, which is certified negotiating expert. And that’s not real estate driven. That’s just for negotiating. And I found that was probably the best class that I ever took. So if you have an opportunity to find a class out there,

Unknown Speaker  28:23  

and my list that’s been on my list of

Tom Tezak  28:25  

was a great, it was a great class. So I you know, I know that might have been a little Monday, but I think that’s one of the conversations that we haven’t had. And you know, there’s a lot of agents thinking, what should I get? So that hope that helps for people to say, Okay, I should go get that one or I don’t need this one, or I don’t need that one. So thank you for that information. So, Julia, I can’t help but notice, you have an accent. So that means you immigrated here from somewhere, where are you from? And tell us a little bit about that story of how you you followed that American dream, and ended up here and then now you’re an amazing realtor and in Florida.

Unknown Speaker  29:05  

So I came to the United States 30 years ago, we came with my family. We didn’t have anybody here. And in the States, we actually were headed to Israel and made a turn and decided to come to United States. So where were you from? I was born in Russia in the Ural Mountains. And I grew up actually I was born there. But when I was six months old, I moved with my family where my father’s family lived in Ukraine. So it’s with Ukraine, very close to Poland and Romania.

Tom Tezak  29:38  

Okay, and so how old were you when you got I’m gonna date you here sorry, our age you here but how old were you when you got to the US? Almost 16 almost 16. So basically young adult at that point, so learned and saw a lot of things. And you brought yourself you got here. And then how long did you work for the whole were you when you started working for The condominium company, or their rental management,

Unknown Speaker  30:02  

oh, it was years years later, I actually lived in New York, like I said, and I moved here to Miami 26 years ago. And I operated for so I was in the hospitality industry. And I owned the wine and liquor, business, wholesale wine and liquor for both seven or eight years. And then I successfully sold it, took a year off, didn’t know what I was going to do, and just stumbled upon a secretary job in a condominium. But, you know, my father, unfortunately, got very sick. And my thumb went to the first year of kindergarten. So my timing was extremely limited. And the job was offered from 10am to 2pm. Perfect. So I got to interact with a lot of home owners. And that’s when I started gaining the experience of property management. It was a 200 unit condominium. So you’ve got the license.

Tom Tezak  30:58  

You’ve been selling real estate for 10 years now, do you love what you do is

Unknown Speaker  31:02  

this I love it. I never thought I was going to be a realtor, my notion of real estate has always been because like I told you before, Miami’s very competitive, Every family has two or three realtors in a family. My mother in law was a realtor. And so I didn’t like competitive professions. Even though I was a competitor, I didn’t want to be in the profession where I have to compete with somebody else until I understood one very important thing. And that’s after taking the classes and being in real estate for about two, three months. Like I said, I just took the classes to know what real estate was about because I thought it was going to help my property management profession. And I understood that the way I’m going to do real estate is going to be very different. I don’t I don’t treat real estate as a competition. I think more all colleagues, I think we’re all collaborating together. And and we’re all transaction brokers to buy and sell real estate and help our clients to the best of our ability. So that mindset has allowed me to succeed in my business and become different from many other competing real realtors in my marketplace.

Tom Tezak  32:06  

I love it. And I think that’s so healthy as you know, it’s it’s really comes down to the theory of abundance. There’s plenty out there, just do a good job, gain your clients trust, gain the resource, the service industry around us trust so that they keep you in mind. I think that’s a great path for for that out of all the your previous careers because so many realtors have a lot of previous careers. What was the what was the most? What was the best experience you had that you’ve brought into the real estate business that you said, Wow, I’m glad I did this, because it’s really helped me to be a successful realtor.

Unknown Speaker  32:41  

I think that in my liquor business, at the very beginning stages, I had to do a lot of cold calling, I had to build relationships with liquor stores that I service. So I was a wholesaler and I was selling only to liquor stores and restaurants. I got to interact with vendors whose lines who would carry whether it’s on dready wine, or crystal vodka or whatever else we had. And we have to introduce new new product to the market. And I work with some extremely well known companies and learn some marketing techniques from them, I attended some of the major liquor shows, and I could see how they market their product and how they bring it to life from nothing to a well known product. Right. So that has helped me a lot. And of course, building the relationships. The first use of CRM was in my, you know, in my business where I had to make notes in every single client and know everything about them and build those relationships because we’re in the relationship business.

Tom Tezak  33:35  

So are you sorry, assume that you’re actively using a CRM now?

Unknown Speaker  33:40  

Yes, of course.

Tom Tezak  33:41  

Well, you say yes, of course, I still can’t find the CRM that I like. So there’s a lot of agents out there that are struggling with that, what CRM do you use?

Unknown Speaker  33:49  

I actually use chime right now. But like Tom always tells us, it doesn’t matter what you use, just use one, whatever, you know. And I think that’s what that’s where we all struggle. I right now, I’m using chime, I’m looking at some other alternatives, because a lot of my colleagues have switching to something else. But it’s just using it on daily basis and making notes whether it’s your iPhone, or, you know, contextually whatever you have, it’s just being diligent with it. And into it,

Tom Tezak  34:17  

you know, and I think that’s it, I bought this CRM that was full blown and had all these bells and whistles and I found it was so involved that I didn’t, I haven’t used it well, and then it corrupted some of my technology. So I’m just working on bringing a new one in, that’s not as robust because what I’m realizing is that it doesn’t need to be robust. You just need to have the tools that you use, and there’s one that I’m working on right now that has the ability to have first home second home third home fourth home, which we don’t have in message of this CRM. So I’m excited about that. And hopefully we can get that figured out. So there was no CRM, pardon. Share. That was me when you do well, we’ll we’ll put it on the show. When I’m just working on with these guys. I’m working on some other technology with this company. To, to mail and do print marketing, both in US and Canada, which nobody else does that this is. So it’s a really it’s a breakthrough for real estate agents in resort markets that have clients, internationally clients in the US and Canada. And so it’s a pretty cool. So we’ve been working together on a higher level trying to develop something. So I’ll let everybody know. Lastly, I want to finish up with, I tried to go down the path of the disc test because I’ve been really fascinated with it. I’m just actually in the process of hiring an assistant and I made the assistants do a disc test, and do a video and I have to tell you what an enlightening process that has been, it has allowed me to just immediately know that person is me. And I don’t need another me. And because if I’m hiring a team member, so Julie, what’s your what’s your disc profile?

Unknown Speaker  35:56  

So I’m a very high D and a very high I mean, you. Yeah, most I think what I find is most broker owners or team leaders have that profile. And actually, as a matter of fact, it’s interesting. I’m in the process of hiring a full time assistant right now as well. And I used Weis hire, and this is the first thing that I look at, I do need sufficiency, because I need them to take some load off my plate. And I don’t want them to have a Lhotse. But I don’t need them to have a 70, above 70, or even 60. d because then they will just be looking to replace me, right. And I actually, as a matter of fact, went to my previous assistant who was one of the BAS that I had, and I asked her to take at this profile for my team. So I can see how others would compare it to her profile, because I was so happy it was there.

Tom Tezak  36:50  

Fascinating. So what was her profile? I’m curious. So she

Unknown Speaker  36:53  

had a high s, she had about 50 D and a 35%. On the eye. She You know, there’s Weiss hired. I know if you’re familiar with that, but

Tom Tezak  37:05  

I’ve heard of him, I haven’t used them. So

Unknown Speaker  37:07  

okay, yeah, that’s an amazing system. I actually have few positions open right now. And I test everybody. So there’s a natural this. And there’s an adaptive test, right. And that’s a very interesting concept. Because depending of where you are in your life, right now, your D, for example, for me, my z went down, because I wasn’t managing an assistant in the last six months. And my C went out while we’re in the same spot. Yeah, my C had to go up, because I’m managing some of the systems, you know. So it’s an interesting concept of the way you look at it, I would love to share my profile was, so you can see what I’m talking about. But

Tom Tezak  37:46  

ya know, a lot. And I was I’ve always been a high D, I always always when I worked for a company, as a agent, I was a high I, Heidi no src. I mean, like, almost done. And then when I became a broker owner, it shifted to a high D high, I still know src. And now as I’m interviewing a client, the people that work for me, I’ve got these high eyes that have applied, and it’s like, oh, no, I can’t, this is not going to work, I don’t need a high I need a I, you know, an S C, or an S ci and, and so for you guys that don’t know what we’re talking about. Go online, learn about the disk program. It’s really great. And it’ll be fascinating. And it’s really helping me to work through the process. So I’m excited about that. I it’s funny that both of us, I didn’t realize both of us are in the same spot, my assistant went on to do something else. So a while back, and with COVID, and everything else, I just haven’t really replaced her. And so now it’s like, I’m just and I’ve been what’s been great, though, for everybody out there. What I’ve learned is, I had an amazing assistant for five years. But we were doing everything the way we did it five years ago. And now having her be gone, I’m reevaluating, I’m re analyzing, and we’re I’m realizing it’s like I don’t need to do that anymore. Or we need to change the way we do this. So when I bring the new assistant in, and the conversation, the interviews I’ve had, like, hey, it’s gonna suck for a while, because we’re going to learn this together, or we’re going to do something different. But anyway, it’s, we are blessed to be able to have an assistant I guess, and and as they say, if you don’t have an assistant, you are the assistant. And that’s not efficient time and energy. So Juliet, what else can you share with us as we parked our ways? What advice would you give to that? That new agent that’s just looking to get into the real estate business at a resort or second home market, whether that new agent is an agent that’s moving from a traditional market into Miami, or into Mali, or that agent that was a valet that says, hey, I want to be a realtor or that was a property manager that says I’m going to be a realtor in in my resort community what what advice would you give them

Unknown Speaker  40:00  

I think that a lot of people underestimate the hard work that goes into real estate, the value of education and the value of relationships. And we all have a lot of relationships that we can build on that we can ask for referrals. And we can build our business successfully. Anybody can do that. Anyone, if you just open yourself up, and you understand that we live in the land of limitless opportunities, it’s just you know, it’s, it’s all out there for you. So don’t be afraid if you’re a new agent, do get some education, because it’s not only the education that you’re getting, but the connections that you’re building. And the wealth of knowledge will serve you a long, long way. And then reach out to everybody that you know, and ask for business and see how you can service them. Because, again, one of the points that I wanted to bring is, I never have an expectation when I communicate with volleys or managers that they’re going to send me business, I’m there to genuinely care for them, genuinely thank them genuinely connect with them. And I know the business will come, but I’m there I want to be their resource for whatever they may need. Whether it’s just, you know, a property management issue or a real estate question, or an advice that they want to ask me, you know, I’ve had security guards say, hey, I want to change my career. What can you recommend? Do you think real estate is good? I had one security guard asked me if, you know, do you think I should go to the mortgage brokerage field? Do you know Do you know anyone? Can you connect me with someone because that’s what I’m really interested in. I’m very analytical. And that advice goes a long way. Because you connect with them, and they see that you’re genuine, you’re there to care for them about them. And then, you know, business comes.

Tom Tezak  41:56  

I love it. Julia, thank you so much. I just want to say thanks for being part of Selling the Dream. And remember everybody, we are just not selling real estate, we are Selling the Dream. If you would be so kind, we just redid our website, selling Second Home agents.com. We just redid it like yesterday, it still has some bugs in it. It’s been an ongoing battle. If you’ve been listening to the show for a while. But it is updated. We’d love you to go there, sign up, become a member it’s free. And take advantage of some of the resources, all of the podcasts, go on to the Second Home Agents site, we would so much also appreciate it if you are liking what we’re doing. Go on to whatever platform you’re listening to the show on. And please review us. Give us whatever amount of stars Thumbs up, thumbs down whatever it is, we should appreciate it. And comment let us know what you like what you don’t like. And maybe if you know anybody who’d like to be part of the show, let us know that too. So for Selling the Dream, Tom Tezak Julio Ray, thanks so much, Julia. How do people get ahold of you if they want to find you.

Unknown Speaker  42:55  

So I am on Facebook, LinkedIn, Instagram, all under the same website all under the same name. That I think that you can link to into the podcast radiant, our e.com that’s raydicre.com. My cell phone is 954-881-3221. And before we finish, I want to thank you don, for everything that you do for us. You are uniting all the Second Home Agents. The wealth of knowledge and information that you bring to this organization is phenomenal. It’s always always a pleasure, pleasure. And thank you for the opportunity to be on your show.

Tom Tezak  43:30  

Thank you so much, Julia. Aloha from Maui. What do you guys say is goodbye in Florida. Goodbye.

Unknown Speaker  43:37  

Ideal.

Tom Tezak  43:40  

Perfect. Yeah. Perfect. All right. Thanks, everybody. hope you have an amazing day and go out and sell some real estate.

Unknown Speaker  43:47  

Thank you, Tom. Bye.