Scott Curcio

Scott Curcio • The Importance of Ethics

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This week we spoke with top 1% producer Scott Curcio who believes that professionalism is critical to a broker’s success. We discussed the importance of ethics, knowing the market, and fair housing considerations that brokers often miss. At Baird and Warner Scott is part of the Founder’s Club (Top 1%) has been the #1 producer in Avondale for many years.

Scott can be reached at 773.697.5585 and scott@scottcurcio.com.

Scott Curcio and Associates


D.J. Paris 0:14
Hello and welcome to another episode of Keeping it real podcast the only podcast made by real estate agents for real estate agents. My name is DJ Paris, I am your host, and we have a fantastic interview with top producer Scott Curzio. Coming in just a few wanted to first of all say thank you to everyone listening. So once again, we have over last month increased our listenership by almost 100%, which is just amazing, which means you must be out there telling friends about this. So thanks for doing that. And also, please continue to pass this podcast along to any other real estate professionals you think could benefit from listening. And also thank you for all the suggestions for people to interview. We are now completely slammed with interviews for the next month. So again, thank you for that. We’ve also been getting some questions, specifically around how do I make sure I don’t miss an episode. So a couple of ways to do that. Obviously, if you’re using a podcast app, you’ll be notified whenever we publish a new episode, but also you can get notified via Facebook. So if you go to Facebook and do a search for keeping it real pod, again keeping it real pod, you can like our page and then we post course every time we publish a new episode there. And also you can get notified via email on our website, which is keeping it real pod.com There’s a spot to subscribe to our email newsletter. We only email you when we have a new episode, so feel free to go ahead and subscribe both those places. And lastly, we are taking sponsorships for podcast episodes. So if you have a service that is related to real estate that you think could be benefited by listening to 1000s of Realtors in Chicago, let us know and we’ll tell you how it works to sponsor an episode. Okay, on to our interview with Scott tercio.

All right, today on the show we have Scott Curzio who Scott is among the top 1% of Realtors in Chicago. Scott is now with Baird and Warner real estate and is among the top ranks of his former brokerage, earning international president’s elite designation as the top 2% of brokers worldwide also has been recognized as among the top 500 brokers within NRT out of 47,000 agents. He leads a team of five and has been recognized as a top producer by the Chicago Association of Realtors since 2009. Scott has also been the number one agent for units and volume in Avondale last year and currently lives in Edgewater at Scott is a graduate of Northwestern University. We are thrilled to have him on the show today. Scott, thank you so much. Hey, thanks

Scott Curcio 3:04
so much. It’s exciting to be here and talk a little shop with you guys.

D.J. Paris 3:08
Great, well tell us a little bit about how you got started in real estate.

Scott Curcio 3:12
Ah, you know, I think my story is probably not not uncommon is for a lot of us that are in this business. It’s usually a second or third career. I started out my my professional life in events and marketing and was at kind of a crossroads where I was in a position that I was not having luck getting out of, and a friend of mine had gone, gotten her real estate license and encouraged me to do the same. I had been a homeowner for about two years at that point. And you know it to me it was it was kind of like well, okay, here’s something I can do that I can control some Destiny. But just as I was getting my license, I actually also did finally get out, got a new full time position in corporate marketing, Regional Marketing for Whole Foods. And so I actually wound up starting my careers kind of at the same time. So for me for a long time, it was it was my secondary career, and it was my fallback if I ever needed it and fast forward to you know, September 2008, and the housing crisis and a lot of layoffs, including Whole Foods and that was when I was kind of forced to to jump out of the plane and see if I could land without a parachute. And I didn’t know actually so so here we are.

D.J. Paris 4:21
Well what a time I mean it’s so interesting because you were it mean what a time to really get full time in the market is right when it crashed that is truly remarkable. I just interviewed someone who the episode that will be before you as the person came in at the exact same time and her thought was boy if I could survive and weather this storm, it’ll all be should be all uphill

Scott Curcio 4:45
going forward. I think every every broker should start there and to me it was I wasn’t starting my career but I was starting right full time and I was lucky enough that I had a good referral base from the start and I was able to you know I would do a couple million dollars in sales a year on the side. And that beat a lot of agents in my small office at the time, you know, absolutely. But I think starting in a downturn is one of the best ways to grow your business. Because if you have to be scrappy, and you have to be focused on doing the tasks that are going to help your clients and get home sold, and you really do become, you really do become I think, very in touch with the market. And for me, especially right now, you know, we are due sometime in the next probably one to three years for a market correction. And so I’m much more attuned to that, because of my experience in 2009 10 and 11. And looking for the signs that are going to show me when we’re when we’re fully into that. And I think that serves clients, both buyers and sellers. Well,

D.J. Paris 5:42
yeah, you do something that I think is so important. And so few brokers, I think consciously make this decision, which is to hyper focus in a particular neighborhood or a series of neighborhoods in particular, I know you are incredibly active in Avondale. Can you talk about sort of, did you did you consciously choose to work? You know, as Avondale being your true north? Or was it just sort of happen that way? I mean, obviously, I know you work other areas. Yeah,

Scott Curcio 6:12
I lived there at the time. And I lived there for 10 years, I owned my I owned property there up until last spring. What veterans eventually want to get back into owning, you know, some investments over there. But for me, it made a lot of sense. I was living there. And I and I was in and out of every property probably more than anybody else. And that’s a big reason of how I’ve, I’ve built my, my network over there. You know, a lot of people talk about farming. And and I think the challenge point, you know, I know we’re speaking mostly to a lot of real estate brokers today is, you know, farming has to be consistent has to be long term. And you have to be willing to spend a couple of years doing it before you see any, any results from it. I started my direct mail campaign in the neighborhood very haphazardly. And I distinctly remember going into my manor and one of my assistant manager at the time, who was very big on farming had done a lot of that in liquid Balmoral where he lived and been very successful at it. And I really wanted to do more in Avondale because they lived there. And I knew that I knew the inventory. I knew I knew it better than anybody else. But I wasn’t telling that story. And I went into him. And I had made a list of like, all these reasons why I wasn’t doing it. And the biggest concern for me at the time, because I remember this is 2009, right? It’s my first year full time as a broker. I am I am not making much money. I am very, I am living very lean, being very cautious with Every Dollar. And so I went and I said one of the main reason I wasn’t doing it was money. And so and he gave me one of the best pearls of wisdom, and I use it almost every day still today is he said, Well, if you do nothing, nothing will happen. If you do something, something might happen. And it’s God, it’s so easy, right? It’s such a very, like, Duh, you know, there’s such a little like eye opening moment. And so whenever I am questioning something, I kind of always go back to that where it’s like, well, if I’m going to sit back and wait for something to happen, then it’s not but if I take action, then something may may actually mean something may still not, you know, but for me I am so when I first started farming the neighborhood my list in my in my my geography was very, very small. It was right around Brandes park where I lived. And my my little monthly fliers were made at Kinkos. And caught on colored paper, and they were hand delivered. I paid somebody that’s awesome, like hand deliver them. And then a couple months in, we I started mailing them. And again, it was like uncolored, it was like on neon cardstock. But our marketing together, we cut them at Kinkos we put the stamp on them and out they went. And then you know, in a year I got I got fancy and we went to white cardstock where they were for color. And that was a big deal. Then I think another year or so later, we started to I started to do them as you know, express docs mailed out postcards, glossy and overtime. And when we started off, I think we started off at like 200 homes, maybe 150 200 homes, and we’re over 1000 homes now in the community. So it’s a build, and you have to you know, and for me, it’s I always tell agents, you have to start small like and start what you can manage. If you can manage one block, do one block, and then build it to two, and two, three, and four and five into 10 and 2030. Whatever. You have to build it in a way that’s manageable, because I see most realtors, they have an idea and then they can’t break it down. And so there’s I will, you know, here’s my end goal, I want to be the number one broker in this neighborhood. Okay, well, what can you do to start getting there? You know, you’re not going to get there overnight. It’s going to take 5678 years maybe?

D.J. Paris 9:38
Absolutely. And I think you know, in particular if you’re doing mailings and it’s in a small enough area where you can spend the time to hand deliver those in a sort of polite fashion, you know, that’s going to help as well. I think there’s a lot of people that just aren’t willing to physically get out there and and meet people as much They can in these neighborhoods in particular, like you’ve done, you have to make your presence really well known, and it is a long term commitment. For sure. That is, that’s an awesome story of, of how you know how anyone can grow. And you know, the other thing too is, I always think, you know, new brokers should spend, you know, they should choose an area, whether it’s a suburb or a neighborhood, choose one and spend 30 minutes to an hour a day studying the MLS look at every single listing, go to the open houses, if you can, but at least look on the MLS so that you know, every single property for sale, what’s the average home, you know, single family home? What’s the average condo, how many units are on the market, and over time, within a year or two, you become incredibly knowledgeable? Well, well, well above what most other brokers would probably be able to claim.

Scott Curcio 10:50
I agree, I think you have to really study and know the market and be and also pay attention to the changes, you know, is there a certain time of year when a certain type of property in a certain neighborhood is not going to sell as well, or actually will Buck other trends and sell okay, you know, and if you’re competing for listings, that is the market experience in the market knowledge that a seller really wants. And you know, I mean, as part of, of course, a lot of other components. But if you can come in and and say, well, somebody else told me this, I get that a lot. And I’ll come back a lot of times and say, I don’t agree with that. And here’s why. Because here’s been my experience with this sale with that sale with this property. This is what we’ve seen in or traditionally, this is how this tends to go, you know, don’t expect a lot of traffic on your property, Mr. Mrs. Seller, because for what you have, we don’t tend to see a lot of a lot of activity, but we see very serious buyers, so you’re not going to get 10 showings the first week, if we get one you’re lucky. And you that comes from, I think from studying the market also comes from working in the market, and being able to, to relay those stories. And I think you know, every client, you know, you should, you should, as your career builds, you should share stories, and in some ways, you know, educational tales, cautionary tales, with a client, you know, when when they’re making their moves, so that they can see how maybe somebody else’s same actions impacted them either, for better or for worse.

D.J. Paris 12:20
Well said, I know that professionalism, and you’re, you’re really speaking about professionalism, and also just experience knowledge. But professional in particular is a real passion of yours. And, and I know you, you know, we wanted to talk about some of the ways in which you think brokers could be more professional or, and so, you know, go ahead with with some of your thoughts about that, because I think it’s really important to have that conversation. Yeah,

Scott Curcio 12:45
you know, and by all means, we’re not my team. And we’re not perfect by any means. But we’re we always try and get back to people with feedback and good feedback. For whatever reason, this year has been an interesting one, and maybe it’s the rise that we have a lot more newer agents in the business. But feedback from agents has been very paltry this year. You know, if someone’s asking you for feedback, you know, I’m sometimes the worst, where it might take me two weeks to get back to you. But I always will get back to you on the on that feedback. And because I want to get back on something that’s usable, here’s what I thought, here’s what didn’t work, you know, there was a funky smell, or the buyer didn’t really like how this right out? Or it’s actually a better unit and person, then it shows online, I don’t think the photos do it justice. I mean, whatever it’s, you know, I think you have we have to pay it forward in our feedback, because you’re gonna want that sometime. I had an interesting experience recently, last week, where, you know, one of the questions we like to ask in follow up either after showing or or, you know, or after is, when we’re in when we’re representing a seller is, you know, what other communities, what other areas are your clients looking at? And, you know, are they living in the area already, and I got pushback for the first time in my career from an agent saying that I was asking for personal information, which was was a little, which was a little odd to me, because we were not asking for personal information. I don’t care what your clients name is, I don’t need to know that. But I would like to know where else they’re looking, and how we relate to other properties. And I would imagine that you when you’re the sellers, realtor would would like to know, the same. So I think sometimes it’s very easy for us as realtors to shoot something down. And it’s like, well, maybe we have to consider that we’re going to be on the other side of that down the line. And, you know, and, you know, and respond accordingly.

D.J. Paris 14:26
Well, and I always like to, to say it is called a cooperative commission, right? So the even if the client isn’t going to purchase or make an offer on the property, that feedback is still you know, is still incredibly valuable. And like you said, it’s a bit of a pay it forward. Because at some point you’re gonna want that information. Gosh, why is this why am I getting showings and not any? Any offers? Right? So of course, that’s that’s a very good point. I what percentage of the time do you actually enlisting? Do you actually get that feedback back?

Scott Curcio 14:56
Um, you know, we average we track everything through Lee He, for all of our showings and our feedback on our in our reports for our sellers, you know, our low point of the year was about 39%. But the back half of the year now we’re averaging for the year about 48 to 52%. But we have to work at that very Oh, we have to work, we have to trail after a lot of people. And there’s you know, emails and phone calls, and sometimes texts to get, you know, to get more information, you know, out of people. And, you know, to me, those are great. If you know, you don’t have time to reply back an email, call, call us when you’re in the car, you got 10 minutes, all you’re doing is listen to your music. You know, most Realtors I’ve seen are probably not on the phone in the car, they’re probably just tooling around. So you’ve got 10 minutes, pick up that phone and give somebody good feedback. Because one day, you’re gonna get that from them, and it’s gonna make the whole world a difference, you know?

D.J. Paris 15:46
Absolutely. That’s, that’s a great point. And let’s talk a little bit more about, you know, code of ethics, fair housing. Tell us a little bit more about, you know, what you’re seeing out there and some thoughts that you have,

Scott Curcio 16:00
um, you know, what’s really funny is, my favorite situation is always when, when I’m the listing agent, and a and a buyers, and buyers, they were their agent. And, and you know, and this happens more often than not, which tells me that agents are not having a fair housing conversation with their clients, upfront, which is a whole other, that’s a whole other discussion that we can have for various is when they ask a question of like, who lives in the building, and watching the buyers brokers faces? It is it always makes me chuckle inside a little bit. Because everybody looks like a deer in the headlights? Sure, I happily pick that up, because I can see they’re uncomfortable. You know, and I have kind of a standard response. It’s like, you know, I wish we could share that information. But you know, unfortunately, discussing any, any information that is a protected class is actually not allowed. So I can’t tell you, the average age of the building is this or this is the nationality of somebody that lives there. And I would say just about every time I’ve ever said that, they’re like, Oh, I didn’t know that. So which is interesting, as an industry, I think we have to get that out there more. And we have to talk through it. I mean, when we have a buyer’s consultation, every one that’s part of our initial sit down with buyers is to go over fair housing, and why we can’t talk about any of the protected classes what they are. And we also do the same with our sellers like this, these are things are non negotiables, we can’t talk about these things, and we won’t discuss them with you. And it could jeopardize our relationship, if you decide to do that, you know, and we’d have to walk away. And one of the ways I always see it is in listings, when and I don’t think brokers know they’re doing it, but I look at it as I tend to be very letter of the law with fair housing. And you know, if a master suite has two closets, I routinely see it saying his and hers. And as a general rule, we don’t say that we always say dual closets, you know, when somebody could say, well, that’s a minor detail, but I kind of see them, it might be the other way. Same thing. If you say, easy walk to somewhere, you know, disability is a protected class, and you’re assuming that someone can walk. So it’s, you know, we have to be careful with our words. And we have to be careful in what we say, as brokers, because we are held to some pretty high standards, and you wouldn’t want you know, you don’t know, you know, even taking out, you know, I hear a lot of agents be afraid that, oh, I think I got a tester, I mean, it shouldn’t be about the test, or it should be about wanting to live or a fair experience to everyone that comes through. You know, on that same topic was always funny, me too, is we do we do a lot of rentals. And we have some rentals in neighborhoods where we tend to see for whatever reason, you know, we tend to see more requests for Section eight. And when always makes me and we just had a request come in yesterday, you know, from a broker saying is the is the property? Is your owner open to Section eight?

D.J. Paris 18:47
That’s a great one.

Scott Curcio 18:49
My standard response is, Well, every real every owner has to be open to Section Eight, because that’s fair housing, and it’s the law. Now, we do have a credit and background check for every applicant, you know, so why don’t you scheduled to see the property and see if it’s a fit for your client? You know, and we’ll go from there. But and I, you know, and in that situation, we can tell someone, the owner is not had a section eight tenant, so it isn’t already approved. But obviously, we’re open to that, why don’t you bring them through? And, and a lot of a lot of the applicants themselves, when they call will say, Well, do you take section eight? And it’s like, well, that’s not the right question. Right, you know, but they’re the applicant, they don’t necessarily know, it’s, of course, we’re open to that, why don’t you come see, but we do have a credit and a background check. Just want you to be aware. And we schedule those types of appointments all the time, but it’s funny how many people don’t, you know, don’t know a lot about that. And I think it goes back to what we were saying before, of really, you know, learning the market and becoming a steward of the market and just being a sponge whether you’re not even so much when you’re new. I’m gonna see a lot of experience brokers that could probably do well to have, you know, some intense, some intense education and shall we say,

D.J. Paris 19:55
ya know, the section eight or you’re right, the section eight one is particularly a common I mean, we The we get random calls from renters in our office that asked that same question. Hey, do you does? Do you guys accept section eight? That’s usually the question, you know, whether we might be representing landlords or working with other listings? And if that’s how you know how misunderstood it is even to the tenant, that that that question is routinely asked. And the very first time that question from them should be asked anyone who has a real estate license, that should be just hey, this is just so you know, you never have to ask that question. But here’s what you can ask around, you know, the requirements for getting into that property or getting approved for that property. The section eight one is never, that should not question shouldn’t, you never have to ask that because you know, the law. But you’re right, everybody asks that that’s such a great point that in I guarantee, and many, many brokers are not correcting that, when, and you know, making sure they’re, even when they’re calling unnecessarily, they might not know what to say and what not to say. So let’s, let’s go back, because you talked, at the beginning, you talked a lot about what you did when you first started it, what advice would you have for somebody who’s newer in the business who’s, you know, going full time and isn’t quite sure where to start? What would you tell them to do?

Scott Curcio 21:18
I think the most important thing, or one of the most important things is to be in the office. As much as I would love to say that you can be productive at home. If you’re new, you don’t know how to be productive at home. Good point. And I have seen a lot of agents. I don’t know if I want to fail, no fails the right word. Sure, just because they’re not there. You I think when you’re new, you have to be just a sponge and learn from people find the top producers in your agent, take them to lunch, take them to coffee, ask them for 20 minutes of their time, you know, ask them the question of what are three things. You know, three things that that you did your first year in the business that were that made you the most successful. And I think also start putting together a plan. I mean, I did well, just doing the kind of the basics for years in terms of client outreach and staying in touch. And when my business really supercharged, and we got over that $30 million a year mark in sales, it really came from drilling down on the business and working with a coach and really focusing every activity based on, you know, a framework to know, you know that I know how many conversations I have to have to get every sale. So I know, you know, on a weekly and a daily basis where I’m standing and how much more I need to do. And I can hold myself accountable. Now, I didn’t know that when I was first starting out. And you know that level of of info might be a little that might probably be a little bit much when you’re when you’re new to the business. I also think most realtors have to understand that even if you’ve come from another industry, and you’ve had 20 years experience in whatever industry you came from, you’re starting from ground zero, and you don’t have any experience in real estate. And so don’t expect to be treated take out take get out of your head that you have all this experience. Because from where I sit, you have zero experience. And I’ve encountered that with agents that we’ve interviewed for the team, where they come in and say well I want to hire splitter I’ll then I’m like you’re you’re at Ground Zero, my friend. So this, this is how this program works. And it’s okay if it doesn’t work for you, this is what we’re looking for. And if it works great, let’s let’s let’s bring you on board. But if it’s not the right fit, we’re not going to do that. And I do think that a lot of people get really stuck on their resume. And they have to understand that your resume doesn’t, is worthless when you’re starting over. You know, and I hate to say that, you know, I mean there’s there’s value to what you’ve learned, but not when it comes to real estate. And I think a lot of people get stuck on that and you have to treat it like you’re 22 years old right out of college from the way I the way I see it when you’re brand new, and you should act like it and behave like it and you should ask everyone and start kind of okay getting you know, getting some good advice altogether, because you will hear from the most successful people, you will hear the same stuff. Absolutely. And I also think the best thing you can do is find the brokers that are producing and ask them their opinion. Don’t ask the person that sits in the office all day and sells five houses a year. Because they’re not going to teach you anything that’s that’s that’s right. I hate to say it that way but it’s true. Find the people that are successful. Those are the people you should be trying to mirror or meant or or seek mentorship from and and when you’re interviewing for, you know at different brokerages. It is not all about the split. You know when I started everybody when you were brand new, you were at a 5050 split. Sure that was the norm times have changed. It’s not like that as much. I mean, it’s different if you’re on a team because we start people there actually a little bit below there. But you know that you know, don’t go somewhere just for a split go somewhere where you’re going to live Are you know, I’ve been at brokerages where they’re where they’re big. And I’ve now gone to a smaller shop where you know Baird and Warner, our manager is completely engaged and will sit with anyone, no matter how big you are, how small you are in production, to help you formulate a plan and an intelligent plan to get you where you want to go. You know, I mean, everybody can tell you the basics all day long of like, oh, yeah, you know, you need to form a database, you need to mail to them, but you want to be somewhere where they’re going to say, Okay, let’s go through this. Let’s work with your database. Let’s timeout what your how many times you’re going to touch them, let’s map out your year. And that’s what you need to be looking for. You know, I mean, you could have 100%, split 100% A zero is still zero. So I think for newcomers interview around, and find where you’re comfortable. But, and I do think it’s hard when you’re a new broker, because you don’t know what you don’t know. And everybody’s trying to win you over and they’re telling you everything you want to hear and everybody’s a shiny penny. I think you’d be you’re wise to talk to some brokers that are in there, you know, do if you’ve, you know, uh, you you can find a lot through googling that, you know, find her to the top brokers are asking, What do you think, what do you like, what do you not like about this brokerage? You know, what do you like, what do you not like about the manager? And most brokers will probably be pretty honest with you, you know?

D.J. Paris 26:16
Yeah, I 100% agree. I’ve also I’ve always said to, and you can, you can figure this out through the MLS, just do some, some searching. But if you’re considering moving to a firm, you know, find some of their their higher producers or the people that you certainly want to emulate, and just call them randomly, you know, don’t always listen just to what the recruiter tells you that they offer. You know, recruiters say all sorts of, I’m a recruiter, and I think familia hopefully don’t have a reputation of doing that. But I know other recruiters certainly do. And I’ve always said, you know, don’t ask me for a list of people to call to ask how much they love it here. Because of course, I would give you people who love it here. But if you called, you know, some of our top producers randomly without me even knowing what you absolutely can do and say What’s it really like over that firm? You know, hey, DJ is telling me I’m going to get xy and z does that actually happen and, and how much you know, training and support, all of that is so important. And also, again, if you’re not thinking of moving, and you just want to get more information at your own firm, reach out to like Scott saying, reach out to the top producers, they are not bothered as much as you think by other brokers, they probably, you know, as much as we’d like to think all people must be bothering them all day, it’s generally not the case. And there is this whole podcast is based around us talking to top producers. I don’t I didn’t know Scott, prior to him coming on. He’s gracious enough. We’re thrilled he’s here. But we literally sent him an email request asking him because we wanted to speak to him. And he was nice enough to do this. So these people are very accessible. You know, and if you ask a few of them, you will get it. And the other thing too about this this podcast talking, of course to Scott, people like yourself is you’re right. It’s a lot of the same behaviors, a lot of the same habits. It’s so funny, you mentioned having a mentor, because almost everyone I’ve interviewed who’s these are all top producers like yourself, they all have mentors, almost everyone. It’s like,

Scott Curcio 28:09
of course, I mean, yes, not just gonna have one, you know, and I mean, some I could point to several, you know, people, some that have been on the show that our data, our mentors to me, that are my peers, you know, it doesn’t have to be, you know, it doesn’t have to be this big thing. You know, I mean, there could just be in your office that you kind of gravitate towards, you know, I think though I think the one thing to just be cognizant of it, I mean, so many people will always give of their time. It’s really remarkable and not just just here locally, I mean, like, you know, I mean, if you go to conferences and you meet people, the number of people that you see, you know, I’m going to call you next week, I want to pick your brain for 10 minutes. Most are very gracious, you know, sometimes depending on who they are and myself included, you know, you’re going to have him I’m having a hard time you know, just, you know, if somebody can’t talk to you, if you’re a newer broker, and you’ve reached out to somebody and they haven’t reached back out guess what, reach out again. It’s like a lead right? Like you don’t reach out to a lead once you need to reach them 12 to 18 times for them to get back to you. So if you’re going to quit after one phone call or one email, I mean I get 300 emails a day there’s a great if you’re busy. If you email me I missed it. I mean because I’m scanning for the things that are most important and maybe I saw me only I’ll get back to the person and maybe I forgot so reach out again you know call text you know don’t I hate when people text me because they tend to not identify themselves and then you’re like exactly but email call again or or and the best thing to do is when is there a good time for me to call you that’s a very that’s a lesson that I have learned and I’ve used a lot with with clients you know or someone that I’m that I’m interviewing with you know, when should I follow up with you next what time of day is good? Would you prefer I call you would you prefer I text you would you prefer I email you and people will be very specific about those you know, and If you make an appointment with someone, and they miss it, I had one guide six months ago, I’m not proud of it. But we had made some changes to my schedule. And I had an appointment with someone that was newer to the business that came to my office to meet with me. And I had completely forgotten to tell him that I had changed my day. And I needed to reschedule and I felt horrible. And I reached out a couple times. And he never and I never heard back from him. I was like, Well, you know what, I get it. I came across as the you know, what in that and it was sure honest mistake. But, you know, for when when you’re doing the volume of business that you know, myself and some of my colleagues do. And you know, there’s plenty of people that are way ahead of me in terms of sales volume. There are, you know, things things like that are going to happen. And it’s not a personal affront. So just stay on it. You know, if the person has agreed, they will give you some time, they will give you that time. But you have to work on their schedule a little bit. And for me, I, I like to do those kinds of meetings. I’m an early bird. So if somebody came to me and said, Can I speak with you at 730 on Thursday? I would say yes, because I don’t want to take time out of my prospecting windows, and I don’t want to take time out of the rest of my day, where I’m, I’m lead generating to have that conversation with you. So ask them that question and be willing to go out, you know, don’t say to somebody that’s too early for me. Okay, well, that’s the best time for me, and you ask the question. So I’m giving you the answer. If you don’t have the answer, then we don’t have to do and I just see this a lot. So it’s like if someone’s willing to give you that time, and I’m not saying way to I mean, I’ve had conversations with people that are on different coasts at different you know, I’ve been up at six in the morning to talk to somebody you know, on on another coast or another, another country, if I’m gonna if there’s something that I can learn from them, so I think just be willing to do that. And that’s where it starts.

D.J. Paris 31:45
Well, I think you have said it all and I mean, clearly, you know, your your success and has is really indicative of how well not only you treat other brokers which we were just talking about, but obviously what you’re doing with your clients. So we definitely if there are buyers or sellers out there that are interested in working with Scott, Scott, what is the best way they can reach you?

Scott Curcio 32:08
So a couple different ways our office line and I’ll repeat it twice is 773-697-5585. Again, that’s 773-697-5585. You can also reach me via email Scott at Scott Kersey oh.com And the last name is CURC I O. And again, it’s Scott at Scott crucio.com.

D.J. Paris 32:36
And also your website is Scott Kersey of course dot Scottsdale. seo.com not Scott Garcia of course.com. So visit Scott either website that Scott crucio of course that’s a that’s there’s your new slogan, of course. Well, Scott, thank you so much for your time. I know it’s valuable and I know you’re busy and I know our listeners are going to love this. This podcast episode so thank you so much and best of luck. I won’t say best of luck because you don’t need it. But we wish you continued success and thanks again.

Scott Curcio 33:09
Oh my gosh. Yeah, it was great chatting with you guys and hope to hear from some of you out there.

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