Welcome to the May edition of Coaching Moments with
In this episode Ryan dives right in to set the stage for a professional and effective listing presentation. We discuss how to educate your client on why discussing national, state and local trends will help you with pricing the property to sell. This is a way to not only differentiate yourself from other brokers, but also to demonstrate your value. Sellers are looking for your expertise and Ryan explains how to communicate this with logic and reason vs. emotion.
Links discussed in this episode…
D.J. Paris 0:15
Hello and welcome to another episode of Keeping it real. The only podcast made by Chicago real estate brokers for Chicago real estate brokers and brokers all over the country, we’d get a lot of emails and social media mentions from people that are outside the Chicagoland area and finding benefit in listening to the interviews we do with top producers. This is one of our regular segments on the show, which is called coaching moments with Ryan de April. Now, let me tell you a little bit about Ryan if you’re unfamiliar with with him and his company, right April’s a broker owner of a progressive and progressive thought leader, he is focused on providing for his agents and staff. His strengths are his motivational skills, coaching style and dedication to training. He has partnered, Lindsay Miller is also CEO of April, to build a dynamic organization based on a foundation of culture, character, and community. And I say all of that, because Ryan has hundreds of agents, over a dozen offices here locally, and Ryan devotes almost 100% of his time traveling to those locations to train and coach. And he is doing that on our show as well. So we couldn’t be more honored and grateful, because he’s a busy man, he’s runs a big company. But he still spends time to come here once a month and teach our listeners his coaching methods. So welcome, Ryan.
Ryan D’Aprile 1:36
Oh, thanks, TJ downers mine, and it’s, it’s a real pleasure I really enjoy enjoy our monthly visits and getting to do this together.
D.J. Paris 1:43
Well, it’s, it’s we the feedback we get from our listeners is so impressive that they love having you on. So the pleasure is ours. And so what what do you want to talk about today?
Ryan D’Aprile 1:56
So, um, you know, the past few sessions we’ve had, we had some mindset. And we talked about lead generation and being in flow with your network. And so let’s shift to more technique here. Sure. And let’s talk about some market based pricing strategies to help our listeners when they are going on a listing presentation with a potential seller, or they have inventory, and they have to work with the sellers, and they have to try to help their sellers see where the market is, and where the markets going, and, and whatnot. And so I figured, let’s cover that today.
D.J. Paris 2:32
That’s great. And I want to actually start by asking you just a simple question, because there’s so many different viewpoints on this. And both really well there’s really major, I guess, two major viewpoints. And people who who do one of these two are very passionate, which is so it’s just a general question. We don’t have to get too specific. But I’m curious to hear your answer is, do you show up at a listing? And again, I know it depends if it’s your best friend, versus an internet lead, let’s say a zillo lead that you’ve purchased versus your best friend who may be looking to sell a property. But do you show up with a listing presentation? Or do you show up with a blank notebook? And what is your thoughts on that?
Ryan D’Aprile 3:10
Well, so the I hate answering questions with a question. I feel like I do that. Sure. Sure. But the question is, is define what a listing presentation is? Right? Right. So is like so for example, we have information we have literally thick, beautifully branded binders, and they cover, you know, community market analysis, why us? The marketing activities that we do with the technology, we have the tools and technology and the communities that our client or potential client is in. Plus they have bio books, so the agents themselves, right, so right, you know, that’s what I call listing presentation and sleeve. Yes, video for them to review. Then there’s the next thing which most people call a listing presentation, but they call it a CMA. Right? Right? And what CMA stands for
D.J. Paris 4:05
comparable market and narrative
Ryan D’Aprile 4:07
market analysis, right, right. And I try to tell our agents, you know, in, don’t call it the CMA call it
D.J. Paris 4:15
no one knows what CMA means, right?
Ryan D’Aprile 4:17
Or even comparative market analysis. And this is going to kind of segue to what we’re talking about right now, is we’re focusing more and more on a market based pricing strategy. And let’s look at our conversation that we’re going to have with the seller, and let’s make, quote unquote, comparable comparative market analysis, let’s make comparables, maybe 20% 30% of the conversation, and let’s have a much higher level conversation with our clients and let’s educate them on the market, you know, the National, the regional, the local, and then we’ll talk about comparative so it really depends, you know, on the stage where you are, because there’s an element of going over there and taking a look at the home and viewing the home. And I think that’s incredibly important so that you can do those comps. But it depends, you know, on where you are, what stage it is the client is and if you’ve been in the home if you sold the home to them before? Or is this a home that you’ve never walked into before, but I think there’s a lot of information you can go there with to add value and educate them. It might not be quote unquote, comparables, but you should walk out the door, and they should be wowed with the data and the value. And it seems analogy has to help them make a decision on what they want to do.
D.J. Paris 5:30
Yeah, I couldn’t, I couldn’t agree with that more. I think that if you’re walking in with a blank notebook, which is fine, and I think you should be a good listener and ask a lot of questions and take notes. But you should have what we used to call 20 years ago, a war book or something that that shows your value, like Ryan was describing what he offers his brokers, and then also the CMAS is even a different conversation. But to get in there and say, here’s what I do for everybody, here’s why people hire me. And here’s, here’s what you’re going to get as a result of working with me.
Ryan D’Aprile 6:01
Right. And I think it speaks, it speaks volumes, like, again, our listing books and our buying our by our purchase or buying books, that’s internal lingo for just to represent or represent a seller. You know, there’s a tremendous amount of thought and time that had been put into them. I mean, they cost us as a company, $30 a piece, wow. And but it’s, it’s, it’s, it’s, you know, it’s, you have to put your best foot forward. And first impressions mean a lot. And so not only do you have to dress the part and speak the part, right, you also have to have the collateral with you to give off that feeling of professionalism. But you have to, you know, like what we’re talking about here, these coaching moments, these monthly things we have to do, you have to continually go to school, you have to continually work on your craft, just as I spoke about, I don’t know, two, three times, two, three months ago, you know, dentists continually go to a continuing education school to prevent sort of doctors and attorneys. And so the real estate agents and loan officers have to, we have to understand the market is continually changing. And you have to always be working on your craft. A great. So let’s jump into a market based pricing strategy. Okay. Now, again, like I told you, I’m a big whiteboard person, right. And when I’m teaching, my hands are flailing all over the place, and I’m drawing pictures here, but this is a podcast, so I can’t do it. So I’m going to give you some pain, some mental pictures here for you. So we’re going to look into the presentation when you meet with a seller. And here’s the thing I want to also tell our listeners DJ, is that most agents wait to do this, like 30 days before their listings about to expire, you know if they even go at this level of sophistication, so you got to really pause and, and put this into how you do your business, right. But you really should be doing this at the listing presentation. And they should be continually doing this throughout your listing. And as market time builds, so the stress and so his motions, right? If you can articulate this to your seller, the less and less you’ll become the scapegoat, because we’ve all been the scapegoat, right? And there’s only so much you do have control over. If you’re gonna have a salad, it’s not going to listen to you. But the more you can educate them on the market as a whole, the better they’re going to be equipped to make a decision more in lines with where you want them to make the decision to get their home sold. So I’ll go into it. Let’s just look at a upside down triangle again, okay. Okay, so you have enough stuff guy down triangle. In your head, it’s on our whiteboard here. And at the top, we’re gonna write national, then we’re gonna write a line under that we’re gonna talk about regional, we’re gonna live under that we’re gonna talk about local, and then at the very bottom of the triangle with another line is I have a little triangle at the bottom of triangle. That’s where we’re talking about comparables, okay. And most real estate agents when they go into listing presentations, they start with comparables and it’s probably 90% of their conversation. You’re right. Okay, so we have to have, we have to paint in broader strokes here. So let’s just talk about some national I’m not gonna go too much into too much detail on this. But you know, give you a little information. Dig in team here, do you guys to look into research more, but are you familiar with the Case Shiller? Yes, hey, great. So it’s an indicee. Right. And it’s a good NC for national data. So let’s look at our Case Shiller report. Let’s print it out. And let’s just look at the trends. Now. There’s a couple that you could find online here, right. And I’m grabbing one right now. And it’s it’s it goes back to 1987. Okay, and it’s the 20 composite cities, right. And we have here I’m looking at this and Miss Your salary, it’s very easy to see that. I think it was April, May. Yeah, but may 2007, we’re at our peak, right. We all know what happened in May.
D.J. Paris 10:09
Yeah, I’m looking at that as well. So what Ryan’s referencing is the case, Shiller you can look it up. And what we’re really starting to do just to take one step back for a moment, as we’re going big, we’re going big to small, right. So we’re going to start nationally, and then we’re going to we’re going to narrow narrow, narrow, narrow. So by the time we communicate to our seller, you know, we’ve now basically given them context around the their own specific scenario in relation to the overall you know, national debt.
Ryan D’Aprile 10:40
Correct. Exactly. And if you look at the bottom, I think it was around April or May of 2012. The indices around 107. Okay, and here we are, seven years later. And it’s at 144. And so
D.J. Paris 10:56
it’s been climbing steadily ever since the the bottom of the 2000s. Absolutely.
Ryan D’Aprile 11:01
And it always returns to the median. And it’s one of those things that we want to have a conversation with our clients. And then we want to pose a question to them, where do you think it’s going to go? So one of the things that I like to talk about you have to I’m going to jump Okay, I’m going to jump to regional local for a second, but this is just a situation I try to help my agents with in this current market. If we just look at the Case Shiller we look at 2012. And we look at how much it’s climbed. For seven years we’ve had pretty hot real estate market. Unbelievable, right? Do you ever ride a roller coaster? Do you ever ride? You ever go to great America? I do. Remember that, that? I hate roller coasters, by the way, but as a kid, do you remember the Eagles?
D.J. Paris 11:44
Yeah, of course. American Eagle I think or was it Screaming Eagle? One of the
Ryan D’Aprile 11:49
American Eagle. Right? You remember when you get the top? Can you hear the click?
D.J. Paris 11:52
Click? Yep. And it was a it’s an old wooden roller coaster too. So you remember everything? Yeah.
Ryan D’Aprile 11:57
All right. So one of the things that I tell my clients is like, Look, if you are moving, and I love the response, I don’t need to move, you can’t put you want, right. And you’re making decisions based on emotion, not logic, because none of us need to, I do not need to live in the home that I live in right now. I want to write, and we have more money than we have time in the marketplaces that we live in just being in United States, our clients have more money than they have time. So let’s put that aside. And if you’re going to move in the next year or two, right, to me, it’s click, click click, this might be a pretty good time. It’s gonna be impossible to time the market. But we’re looking at seven years. And here you are, Mr. Client, Mr. Client, and I have my Case Shiller in front of you. And I just provided you a visual to see what’s going on in national level. And then there’s other things you could talk about builders inventory, you know, home housing starts and national trends. Does that make sense? Yes. Okay. So this is kind of a broad stroke, you’d like you said, big to small. And then there’s some other things you could look at. So such as, like, what’s going on in the coastal markets? And why is that important with us here in Chicago in the Midwest, and went to school, Kansas? It’s funny, my friends, and Ken said Chicago is not the Midwest, but here Chicago in the Midwest. You know, the coastal markets are the ones that tend to rise and fall first. In the Midwest. Oh, interesting. Yeah, the Midwest tends to trail sometimes 18 months to what’s going on there. So what’s going on in the coastal markets right now? Right. I don’t know the answer that right off the top my head. But these are things to look at and have the conversations and just how you said, Oh, interesting, right? I just added value. And I educated my client, because this is this. This is this is all true. All right. This is information that’s going to help them make a decision. So now we just looked at the Case Shiller right and the 20. What the 20 cities. Right. And and then we just seen seven years of continually rising. And gosh, we’re only 20 off of the peak. Right at what was it in? 171? Yeah, March. Oh, seven. And here we added 144.
D.J. Paris 14:06
Yeah, we’re getting there.
Ryan D’Aprile 14:08
Well, yeah, guess what? That is August of 2004. Numbers, right. Is August of 2004. Healthy, right? was put on six. not healthy, was it too high? Well, history is telling us Yeah, right. Right. But we’ll see. So anyways, um, so So the coastal markets tend to lead the Midwest, and sometimes up to 18 months. So there’s other things to be paying attention to paying attention to. Then let’s come down to regional and local Okay, so do you hear everybody has access to agent metrics, correct? Yes. Do you use a geometric Stein at market dynamics? We do. Alright, so this is a good thing for us use. So let’s look at by the way, pull up some examples for us. Okay, so let’s come and let’s look at all of the MLS Okay, excuse me. all of em read, right all the Chicagoland area. And we’re going to do two years. So April 17, through April 19. We’re gonna look at the median prices. And we’re looking at for sale under contract and sold. Okay? And here’s what the data is telling us. For sale has rose by 10%. Okay, so supply is up. Okay. under contract is up by 2.4% and sold is down by point 6%. So supply is up and demand is down. And I think in the first quarter in Chicago in 2019, Chicago land sales were down by 8%. And that seen the price I’m talking about the number of units went down. is right, it was around 8%. You
D.J. Paris 15:51
recall? Yeah, it was somewhere right. It might have even been a bit higher, but yeah, right.
Ryan D’Aprile 15:55
Maybe 9%. Right. So here we are. We’re having a national conversation. Now. We’re coming down. We’re talking regional talk in Chicago. And we’re saying okay, well, hey, look at inventory has gone up. For sale has gone up by 10%. The time to sell a home has gone up. And the number of soul souls have come down. So now, Mr. Seller, we’re looking at this. We’re looking at this Case Shiller right. We’re looking at the peak of the 2007 market, and we’re looking how we’ve climbed for the past seven years. And now we’re looking at the first quarter. And it’s the first quarter since 2012, where we’ve had sales go down and inventory bubble up, tick, tick, tick, he hit the roller coaster. And so these are the types of things you want. And I’m not here to be an alarmist. Okay, I’m being somewhat of a smartass. Because I tend to be facetious when I bring up the roller coaster. But these are things that you have to talk to your clients about to help them make an educated decision which will have a huge impact financially for them their family, which I’m going to tie this into towards the end. So let’s get let’s get local. Okay. So let’s get local. Now. I pulled up Park Ridge, we have an office in Park Ridge guy. I love our park. I love all our agents, but get a great office Park Ridge. And for any my Park Ridge agents, here you go. I have April, called up for Park Ridge. So here’s what’s
D.J. Paris 17:14
going on. Where are you pulling that up an agent metrics just
Ryan D’Aprile 17:17
out of curiosity, market dynamics. Yes, it’s kind of market dynamics. And so
D.J. Paris 17:21
for everyone listening, I’m sorry, just to pause for a second what Ryan’s referencing is a piece of software by a company called Tara data, and I’ll put a link to it. I use it for recruiting purposes, I use it a bit differently. Our brokers would use it in the way that Ryan’s referencing, it’s a great piece of software. And I’ll put a link to it as well, along with the Case Shiller stuff, too.
Ryan D’Aprile 17:40
Yes, thank you very much. So we’re gonna go on the Park Ridge. And let’s look at let’s look at the data that’s going here. Now you see, though, listeners, right, you don’t see I guess you’re listening here. But you hear what I’m saying is I’m not into comparable yet. I’m not, you know, looking at how many bedrooms you have next to this person’s bedroom and what this home sold for you we’re having a higher conversation. And we’re really informing the seller, our client of what’s going on, not just you know, locally, but nationally, and how it has an impact on the sales cycle of their home and all the homes in the marketplace. So Park Ridge, two years monthly. Here’s what we’re seeing. And this is through April 2019. For sales down 9.9%. Under contracts down 6.3% And solds are down 4.2%. So now Mr. Seller who thinks we’re in a rage, you know, we’re in a hot market and everything else. Now we’re coming down and we’re talking about local, we’re actually looking at the marketplace that we’re playing in. So our indicators are starting to paint more of a picture for us, right. And if we’re going to move we’re going to move. And here’s the good news. We’re coming off of the seven year cycle of values climbing and climbing and climbing and climbing. It’s our decision if we want to chase it down once it goes over that peak. And so this is kind of where we’re looking at a market based pricing strategy. And then we’re gonna talk about compelling or energy pricing. So let’s move now over to I’m not going into until entire listing presentation for you, right, I’m just just a quick 30 minute coaching session here on how to do this. But now let’s look into market dynamics. We are back to Parkridge. Okay, but now what we’re looking at we’re looking at your average sale price versus original sale price. And we do a comparison over the past two years. And here’s what I just find so fascinating. So Mr. Seller, I’m going to show you a home that has sold with no price adjustments. It’s sold 96 point 58% of the original price, but homes that sold Hold with one price adjustment or more are selling it 90%. So now you take into consideration the cost of living your home and carrying your home. Okay? And that differentiator, the 6% versus the 96%, of asking price, and 90% of asking price. And now we’re going to talk about how can we get in some compelling pricing and actually get you more for your money. As long as we price it
D.J. Paris 20:24
properly. Just to jump in here, what Ryan’s really doing is setting the scene to not have the seller say, hey, let’s try it at this first. And if it doesn’t work, we can always adjust it.
Ryan D’Aprile 20:35
Exactly. And understand like, we always don’t get it right the first time sellers and agents. So like all sudden, like, oh boy, shoot, I’ve has property on the market for six days. It’s not moving. I pressed it wrong. So what Don’t, don’t beat yourself up, roll up your sleeves and get in the data and go to Mr. Seller, Mississauga, let’s have a conversation. Because one thing we have to realize that most real estate agents forget is that you don’t create the market, you are not the market. And the market changes every single day. And so the markets changed in the past two months, and you can re address this. It’s like, it’s like taking off all over again. So I’ve had listing head for 60 days. Why don’t we try this approach while we try to national, regional, local comparable proach we could get him to come in you notice I’m not even talking about comparables, obviously in this conversation, because I painted a picture of telling my clients where the markets going from a national down to a local level. And now it’s the balls in their court. And then I end it with look, homes that are priced right or selling at 96% of original sale price versus home the head have one or more price adjustments are selling for 90%. Where would you rather be?
D.J. Paris 21:55
Yeah, and you’re getting this is what we’re doing is establishing context to be able to then ask the seller to make a decision that maybe without this context, they would be a lot less comfortable making, you know, when you’re pricing it to sell versus, well, let’s just try it at this high and see what happens. And you can say, well, we can do that. However, if we look at the data, here’s how that affects the overall bottom line.
Ryan D’Aprile 22:19
Correct. And you guys are so many tools out there besides you know Case Shiller or but that’s easy, accessible online. But the Tara data, the agent metrics, what’s the other one? Oh my gosh, I’m trying to blank it’s on the MLS.
D.J. Paris 22:32
I cloud CMA or not cloud CMA. It’s Oh, yeah. We use it. We use it to check market trends. I can’t remember the name
Ryan D’Aprile 22:40
of it, but Alright, son of a gun. It’s all in them, right? It’s all there. I pulled up just went on the MLS. And because I was having a hard time getting the agent metrics, you know, sometimes it’s slow. Check me out. So I was prepping for this. And I’m trying to find that damn link, sorry about that would put them that
D.J. Paris 23:01
I’m logging into trying to find it. Thanks. It’s
Ryan D’Aprile 23:05
driving me crazy. I found on the MLS that there’s an all of em read. There’s 60,000 homes for sale. And the average time is 85 days and climbing. So you could get all this information. You guys as real estate professionals, we have all this data. And you know, I was watching something I think it was in real trends you ever fall? Is it real trends? And and and Redfin came out, right, and they have this new technology, where a new disrupter where they’re going to take the buyer’s agent out, do you recall him saying, Did you see that I have seen that yes, article. Right. And I tell all our agents only person who could structure businesses you, not these guys, I mean, they they lost, I think $30 million in the first quarter of 2018, their losses increased $65 million in the first quarter of 2019. And well, and then these conversations that we’re having is, these are human conversations that you have to have. And you know, getting the home under contract is like 15% of the job gain the closing tails, 85%, you have to be able to articulate your value to the sellers and you want Well the truth is they actually value us. And it’s us that listen to this noise, I’m going to call it noise out there. It’s called me has been around for all these companies been around forever, and they’re not making money. They could make a lot of money if they actually value the real estate agent looked at it differently. But that’s another conversation to have. But all of this data is at your fingertips. It’s our job to open it up. And then give it context. Daniel Pink, wrote a great book is to sell is human. And he talks about it’s our job to give it context is when my daughters go to school, I almost want them to get a degree in art or history so they can give context and and deal with humans. You know, there’s all This technology is out there, but who’s going to bring it together and tell the story. That’s us the professional. And all these days, like I just did another one. So I’m right now in our Hinsdale office, and I was just doing a little research in Hinsdale, there’s 113 homes for sale above $1.5 million. It’s over 12 months of inventory. What is it, it’s a buyer’s market, a buyer’s market is six months of inventory. So if you’re a buyer in Hinsdale, you have the pick of the litter. If your seller, maybe we should get into some compelling pricing strategy strategies, and talk about what it is we need to do. Because we’ve had a seven year real estate ride, it might continue for a little bit longer, but it might not. And then you have to go through the cycle the next ride up to get back to where we are today.
D.J. Paris 25:48
That makes sense. Perfect sense.
Ryan D’Aprile 25:50
So I don’t know if that was too quick of a coaching session, but I figured I’d kind of go over that within sci fi. Any questions for me?
D.J. Paris 25:57
Yeah, well, I think we’re operating out of a few assumptions that we probably should should define, which is, one is that sellers tend to want to value their property at a specific price that may or may not be in alignment, they’re going to have that price largely in their head before meeting with you whether it’s accurate, or, and so your job in trying to convince them to get to the price that would be most appropriate is to do it through data, right? Otherwise, it’s two people arguing about without any real statistical significance. And I think that’s, that’s the really important part is you have to establish yourself with the knowledge as the knowledge source. And if you’re, you know, saying to the seller, by the way, you’re going to pay me five or 6%, or whatever you’re charging, you better be able to provide some value versus I think this is what it should be based on the comps. Well, anyone can run comps, even your client can run comps, what they probably aren’t going to do is be able to go big to small and say, Well, let’s look at the trends. And let’s actually figure out what the goals are here, what you what your thoughts are. And then let me show you some data to maybe support adjusting some of your assumptions based on what’s going on in the local market.
Ryan D’Aprile 27:09
Well, correct and to tie it back into where we are today. Right? So for the first time, in seven years, we have had a quarter where our our sales have gone down, and the time to sell a home has gone up for the first time. And I think seven years. Correct. So where do the news organizations go to to get that data?
D.J. Paris 27:31
Where do they go? Oh, gosh, I’m not even sure. Yeah, well,
Ryan D’Aprile 27:36
right, they come to us and look at our data, right? Where’s where does all this data coming from? It’s coming in from the National Association of REALTORS is coming from us, the boots on the ground, right. So now I can then educate my client, you know, in this market. So I’m having a very specific conversation right now, in this coaching moment, right? Because this is the kind of market that we’re in. If it was a buyers market, I’d be having a different coaching moment. But it’d be my clients, right. And a potential seller, either is an active listing I have, or a new listing presentation I’m going on is, hey, guys, it’s the end of May, we have six weeks of the second quarter left. And what causes recessions? A lot of it is caused by consumer confidence. It’s a herd mentality, or even us as real estate agents. We’re herd mentality, right? And the the general population is a herd mentality. So when consumer confidence is shaken? Well, that’s when the recession begins. Well, Mr. Seller, it’s we’re halfway through more than halfway through the second quarter. And I don’t think the data that’s coming out in July regarding the second quarter is gonna be much better than the data that came out in the first quarter. So it’s another reason if you’re going to act, get my act now we should have a compelling pricing strategy. And let’s do this, let’s do it the right way. Now, let me shift gears here. You do have sometimes those sellers that are very difficult, and they have like you said, DJ, that price in mind, you know, and I understand that I’ve been in real estate for agent forever. My wife is a real estate agent, I coach all these real estate agents, sometimes you they have to let them go on a test ride. Now there are some coaches out there that completely disagree with me, I understand that sometimes you might sit back and let them hire another agent and wait six months for it not work out, and then come back to you. But you could also say let’s give it a shot. But here’s all the data. But let’s monitor this and let’s stay in touch. And now you prep them for weekly conversations about the data, hey, there’s 120 homes for sale now versus 113. And now it’s it’s 16 months inventory versus 12 months, you know, what do you think we should be doing? So that’s how I look at I hope this this this helps today like questions you have DJ about this segment.
D.J. Paris 29:59
No, I think this is I think this is really good. And I suspect a fair number of our listeners don’t really go in with a big too small strategy and what what again, what we’re really doing is setting the table to be able to have the seller, listen to you more, more thoughtfully and carefully and actually take your advice. And we need to earn that. And I think this sort of strategy by bringing in these, you know, this, this data is, is going to enable that person to go, wow, there’s a lot I didn’t know or don’t realize, even locally, I didn’t realize Park Ridge was was down with respect to, you know, inventory, and
Ryan D’Aprile 30:36
it might not feel like it to them, right?
D.J. Paris 30:37
It will that will they won’t know, they likely aren’t going to know, correct,
Ryan D’Aprile 30:40
right? And they’re still comparing it to 2013 or 2014. Sure, it feels great. But let’s look at the data. And let’s be prepared for what’s going to happen next.
D.J. Paris 30:51
Yeah, the really easy part of the job, I think, and again, I shouldn’t say that, because I’m not out there producing. But we you know, between the two of us, I think altogether, we’ve got close to 1000 agents who work at the firms we’re at. But from what I understand, you know, really the easy part isn’t even the hard part isn’t even so much getting the listing, it’s setting yourself up as the knowledge source so that you know, the buyer, the sellers can actually listen, and what are they paying you for, they’re paying for your advice. And you first have to establish yourself as somebody who knows what they’re talking about. And then you know, then you can hopefully, you know, achieve their goals in a way that makes them feel good about.
Ryan D’Aprile 31:33
So I think our next session, let’s take a little time, and maybe our listeners will send us some questions from this podcast. And, you know, we could bring them out when you and I meet again next month and talk about our next topic that worked for you.
D.J. Paris 31:46
That that works great. And so I want to make a couple of points here real quickly. First, if anyone is interested in joining Ryan’s team, his company, again is D APR properties, that’s D apostrophe APR. Io, Li, you can visit his website, D APR properties, no apostrophe D APR properties.com. Ryan has hundreds of brokers and one of the his value add to his what separates him from a lot of the other firms, probably from just about every firm out there is that Ryan himself personally travels from office to office coaching, his biggest focus is coaching. So if you are we are
Ryan D’Aprile 32:22
Yeah, we are a coaching company. And that is our that’s our, that’s what we lead. And we tell everybody who’s at our companies that we’re a high performance coaching company. So if you come in these doors, you’re gonna be giving tools and technologies that we actually work with, and we focus on accountability. I travel office to office, but I also teach our managing brokers who are viewed as high performance coaches in the organization as well to sit down, and then we’re coupled by an incredible marketing team. And that actually will do your monthly marketing and whatnot for you. So sorry, DJ to interrupt you. But it is, since you brought it up, I thought I’d chime in there and tell everybody it’s like, if you are interested in doing something, just be aware is that walking through our doors you’re walking in to take your business to the next level. And it’s not, we’re not going to focus on the brand, or anything else that’s out there. Branding is incredibly important, but you’re the trend. And we’re going to focus on accountability. And coaching didn’t really take your business to the next level.
D.J. Paris 33:20
Yeah, so and I couldn’t agree more. And it’s one of those things that many firms claim to offer. I think maybe not all firms do offer it in a way that Ryan does. So if you’re interested in joining his company and learning more about what it is they offer, which I think is very impressive, you know, they have all of those tools. And Ryan built that locally, you know, really is very impressive to not have done at a national level, right? If you go into the big franchise firms, they’re going to have a lot of that information, too. Ryan has built that, really from the ground up and he’s local, and it’s a family owned business. So if you’re interested in wanting to learn more about his company, maybe even becoming a broker with him, go to D APR properties.com There’s a contact form. And then for everyone who’s listening, whether or not you join Ryan’s company, or are happy where you are, we want to help you so if any questions that you have for Ryan, about boy what would be really helpful to take your business to the next level. This is what Ryan does. So the easiest way to get that to us to submit your questions you can visit our website, which is keeping it real pod.com You can submit questions that way you can also submit questions to our Facebook page, please follow us on Facebook. So it’s facebook.com forward slash keeping it real pod. You’re just search for keeping it real podcast you can submit questions there as well. And also we post links to all of our episodes like this one, as well as a daily articles that we find. We have a one of our staff members here for the podcast every day sources a article to actually help you build your business and post a link to it. They’re on that Facebook page. So find us on Facebook or just email us you can do that right from our website to keeping it real pod.com So on behalf of Ryan and myself. Thank you so much for listening. We really appreciate you guys. It just keeps growing. So we’re so grateful. Also, please tell a friend, if there’s any other brokers whether they’re in your office or just people you know in the industry, no matter where they they’re practicing, please feel free to send them this podcast and on behalf of Ryan and myself, we say thank you and we will see you in a month.