Embed Size (px)
Citation preview
Featuring Rachel Rose Danzi
May 2018
TM
Page
19
• Page 4
Table of Contents
Table of Contents ........................................................................................ 2
A Letter from Darryl Davis ....................................................................... 3
Interview with Rachel Rose Danzi ...................................................4-22
Wanted: Power Agents ......................................................................23-24
Schedule .......................................................................................................25
www.ThePowerProgram.com
3
Dear Real Estate Advantage Members,
Welcome to this month's Power Program Inner Circle ...giving you the best advantage in today's market!
Keep this information handy! To find out when the next Power Hour Team Coaching call will be, or to listen to past recordings, please visit us online at: www.ThePowerProgram.com
To call Darryl Davis Seminars: 1-800-395-3905.To fax Darryl Davis Seminars: 1-631-929-1865.To e-mail Darryl Davis Seminars: [email protected] cancel your subscription, email your request to: [email protected]
Our Mailing Address: Attention: The Power Program Inner Circle,4 Ring Neck Court, Wading River, NY 11792
As a reminder, if at any point you want to cancel your membership, please contact us at one of the methods above. But, for only $27 a month, you just can't lose with this program • LIVE coaching calls with Tayloreach month, • In-depth interviews with top agents, • Bonuses and special promotional offers!
If you have any ideas or suggestions for the The Power Program or would like to contribute an article or news piece, please do not hesitate to contact my office. We always welcome the thoughts of our members.
Until next month, I wish you all the best and nothing but success in all of your real estate endeavours.
Powerfully Yours,Darryl Davis
4
Rachel Rose DanziCENTURY 21 TriPower Realty Inc.
2001 Estero BoulevardFort Myers Beach, FL 33931
Phone: 239.463.3400Mobile: 239.910.3379Email: [email protected]
Website: www.rachelroserealestate.com
AWARDS
2017 - CENTURION2017 - Quality Service Producer2016 - Masters Diamond2015 - Masters Diamond2015 - Quality Service Producer
A note from Rachel:
“Having the right real estate agent means having an agent who is committed to helping you buy or sell your home with the highest level of expertise in your local market. This means also to help you in understanding each step of the buying or selling process. This commitment level has helped me build a remarkable track record of delivering results.
Nothing is more exciting to me than the gratifying feeling I get from helping people meet their real estate needs. You can count on me to always do what’s in your best interest. I pride myself on being honest, trustworthy, and knowledgeable in the real estate market. I know how important it is to find your dream home or get the best offer for your property. Therefore I will make it my responsibility to help you achieve those goals. Whether you are an experienced investor or a first time buyer, I can help you in finding the property of your dreams. Please feel free to browse my website or let me guide you every step of the way by calling or e-mailing me to set up an appointment today.”
5
Darryl: Well, hey, Power Agents. Welcome to another interview with a very special person that we have this month by the name of Rachel Rose-Danzi – am I saying that right, Rachel?
Rachel: Yes. Danzi.
Darryl: Danzi. Okay. (Laughing) I put a little accent on it. All right, Danzi, yeah. All right.
Rachel: Like the boat.
Darryl: Like the boat. Okay. There you go. Danzi, which is appropriate. She’s with CENTURY 21 TriPower Realty, a great company in Fort Myers Beach. And Rachel, we’ve got her while she’s driving to a convention. So really excited to have you, Rachel.
Now you’ve done really well. Two thousand and fifteen, you’re a Masters Diamond. Two thousand and sixteen, 2017. Why don’t you tell everybody, Rachel, your contact information in case someone sends you referrals or has questions for you.
Rachel: Okay. So I’m located in southwest Florida. So stretches from Cape Coral, Fort Myers, Naples, Marco Island, Sanibel. Primarily, I specialize on Fort Myers Beach, and my contact information is phone number, area code 239-910-3379… 239-910-3379. And my e-mail address is [email protected]. [email protected].
Darryl: Very good. All right. Super, Rachel. Now, Rachel, how long have you been in real estate?
Rachel: Five years now.
Darryl: All right. So it’s not a long time. Now I just rolled off some of your accomplishments. For people that aren’t familiar with CENTURY 21 and what those levels mean, if you can translate that, you know, as far as production level.
Rachel: So the Diamond award, I believe, is you’re doing over… back in 2015, over $120,000 in average growth commission. And then the CENTURION, which was for last year, was doing over, I believe it was, $300,000 in average growth commission.
~ an interview with ~ Rachel Rose Danzi
Mobile: 239.910.3379 • Email: [email protected]
6
Darryl: Wow. And last year, was that your fifth year or your fourth year?
Rachel: Last year was my fourth year.
Darryl: Okay. So fourth year in the business, doing over $300,000 in commissions is pretty awesome. It’s extraordinary. And so let’s get a little background here. So why did you get into real estate? What did you do before real estate?
Rachel: So prior to real estate, I was a cosmetologist. I did hair. And, you know, I love to travel. I love to help people. I love, you know, the feeling of flexibility and creating my own schedule. So when I was doing hair, of course, I rented my own station. So I was my own boss there. And then, similarly, you have the same option in real estate. Even though it’s a 24/8 job, you get to, you know, be flexible.
So, anyways, I realized, as I was traveling, when I travel, I make no money. And as many colors and cuts as I do, you know, I could make a couple hundred thousand, but then that’s it and it’s done. And now I’m on my feet all day, and da, da, da, da, da. And long story short, I just knew that there was more out there.
I have family that’s in real estate. My mom has been in it for years, and my uncle is also a top producer in Cape Coral. And, you know, he’s doing amazing.
So I’ve seen the lifestyle that accompanies real estate and also the ability to help people’s dreams, turn them into reality, you know, first and foremost really. You know, you take care of the people, and the people take care of you.
So being in the relationship business with the hair, and people just pouring their heart out, I figured, hey, you know, why don’t I just kind of switch this a little bit, put my efforts over to something that can continue to help people. But also, you know, once I get the deal together, if I need to go here or there, I’m still coming home to a paycheck versus coming home to, “How am I going to pay this bill?”
Darryl: Mmm. Mmm. Yeah. You know, one of the strengths that you have is (inaudible at 0:04:54), and correct me if I’m wrong, is connecting with people you actually enjoy, participating with people, engaging with people. Like you’re a people person.
Rachel: Absolutely. Yes. I love people.
Darryl: (Laughing) And that’s really important in the business that we’re in which is the people business. So that’s great. So you had your mom, your uncle. You saw what was possible in real estate, so you got into it. What was your first year like? You know, were their challenges? Do you remember like some of the challenges; how you dealt with it?
Rachel: First year, I couldn’t keep a deal together to save my life. I had probably six
interview with Rachel Rose Danzi (continued) ....
7
million dollars on paper between offers, and some even… mainly on the offer end. And so I had the connections; I had the people. I just didn’t have the skill. And so I learned a lot on what to do to make a deal happen.
And so first thing is, got to have a motivated buyer or seller. You can’t just have someone that’s shooting lowball offers, not motivated, not caring about your time because while you’re wasting time with somebody that is not motivated, there’s someone else that needs service.
And so putting an end to basically the things that I know are going to go nowhere and focusing on talking to as many people… and there’s got to be somebody that needs that service and wants to make a move today.
Darryl: Very good. Very good. So in other words, it sounds like you realize that you just can’t help everybody – only the people that want to be helped.
Rachel: Absolutely. Yes. In a nutshell.
Darryl: Yeah, because I can see for you because you are a people person, that was probably a hard thing… or an important thing for you to learn because you probably wanted to help everybody. And so you would work with these non-motivated, non-committed buyers because you wanted to help people. And then you realized, “Okay. I’ve got to draw the line somewhere because I can’t help the people that really want help if I’m messing around with people who don’t”.
Rachel: Exactly.
Darryl: Yeah, very good. Let me see, you said something about your connections. So when you came into it, you had a lot of connections. Can you explain that?
Rachel: Well, actually, I didn’t really have connections. What I had is that I was a lifelong resident, so I knew the areas. So that was a nice thing to have. But not necessary, really. With Google Maps, it doesn’t matter if you relocate or not.
But anyways, my favorite customers and my whole database is really built on total strangers. Once again, going back to the first year. The first year, I was kind of going to this sphere and going to the people that I knew.
And what I found is sometimes, your friends and family almost want you to work for free. Or if it’s a family member, friend, that you’ve known growing up, they always look at you as somebody’s niece, you know, not as a professional realtor that’s the expert.
And so basically, I shifted from going to the people that I knew that wanted me to work for free or the people that thought of me as someone’s niece to going out and saying, “This is what I do for a living. I eat, sleep and breathe it. And I know what I’m talking about, and I’m here to help if you want the help”.
8
Darryl: Very great. Very great. How many hours did you put in, would you say, a week now or early on in your career, how it might have changed?
Rachel: You know, right now, as you know, Darryl, I’m working on shifting the business so that instead of working in the business all the time, I’m working on my business so basically can, you know, start delegating, you know, a lot of these things out that are really time-consuming.
I mean let’s face it, realtors, when you first get in the business, you’re expected to be, you know, eight things at one time – the receptionist, the secretary, the admin, the runner. All these things. And everyone only has 24 hours in a day. So you have to hustle and make it happen.
And then once you’ve, you know, gotten to a point where, “Okay, look. I saved this money. Now I want to work a little smarter, and I want to work on my business versus in it so that, you know, it’s duplicatable, it’s saleable and it doesn’t need me in the middle of everything to run like a champion”.
Darryl: Yeah. So in other words, especially early on, building a business, you may have to, you know, put in a tremendous number of hours, a tremendous amount of work. So that way, you don’t have to work so hard later, you know.
Rachel: Right. So at the beginning… back to your question, “How many hours was I putting in a week?”, I mean I was easily putting in probably 80 or 90 because I would be up at 7:00, and I’d be working till sometimes 8:00 at night, 9:00 at night, whatever it took to get the deals done and start to build the business.
Darryl: Now, do you have a family?
Rachel: I do have a family, yes.
Darryl: And how is the make-up?
Rachel: Well, the make-up is my husband – my amazing, wonderful husband – who also has a very demanding job. He owns a restaurant and is also a chef. So it’s very time-consuming. So it works out well because nobody ever feels deprived of time. (Laughter) Our motto is “We work hard and we play hard”.
So, you know, during season, it’s nonstop. We see each other maybe an hour at night and, you know, that’s it. But then in the summertime, you know, we go away and travel and enjoy the fruits of our labor. So it makes up for the other times. And so that’s my wonderful husband.
interview with Rachel Rose Danzi (continued) ....
9
And then I inherited three awesome kids from him. Actually, one, I got him his real estate license for his birthday, so he is the newest member to the team. (Laughter)
Darryl: Oh, you didn’t tell me about that one. Okay.
Rachel: Yes. I had to have some surprise for you.
Darryl: Okay. Well, there you go. You’ve surprised me. All right. So the three children. And so how old are they? What are their ages?
Rachel: Well, the youngest is 14, so they’re not so demanding-type kids. The other one is 19. That’s Thomas, who’s part of the team now. And then the oldest is 22, and he is at the restaurant with his dad… the sous chef there. So (inaudible at 0:12:20).
Darryl: For people that don’t know, being a chef at a restaurant, it’s actually, I think, harder than real estate as far as hours and work. So you’ve got two demanding careers going here.
Now when you guys got (inaudible at 0:12:39)… I’m asking for a reason because a lot of Power Agents… that’s true about just the industry. You know, there’s always that question, like how do you juggle, you know, your life, your personal life because, like you just said, you know, especially in the beginning, you know, you’re going in 7:00 and work till 8:00 or 9:00 at night. So when did you guys get married because I’m trying to time it with your real estate career?
Rachel: Well, the nice thing is we got married right before my real estate career took off. So we actually met at the restaurant, and, of course, you’re networking, networking and passing out as many cards, talking to as many people as possible. “If you have any real estate needs, I’m happy to help”. And, of course, smile. That always helps. And so, you know, you can talk to ten people and get one that’s says, “Actually, I’m looking to sell my house.
So my husband was actually wanting to put his house on the market when I met him and take me off the market. So that’s what happened.
Darryl: (Laughter) He wanted to take you off the market. That’s funny.
Rachel: So he put the house on, and he took me off. So that was, I believe, four years this year. (Laughter)
Darryl: Boy, (inaudible at 0:13:54) just to get a listing, huh. Unfortunately, that technique only works once.
Rachel: That’s right. One and done. (Laughter) And I couldn’t have asked for a better… you know, they say it happens when you’re least expecting it. And I was working so hard. And actually even the first time he, you know, said, “Let’s go out”, I’m like, “Look, I’m just focused on my business, focused on my business”.
10
And then finally, you realize, “All right. You know what? If it’s meant to be, it’s meant to be, and you have to take chances in life”. So you can’t be so into your business that you miss out on the opportunities in life. Sometimes it’s right front of you, and if you’re so busy being busy with things that aren’t even going anywhere anyways, you know, you just… you know, you don’t want to miss opportunities in life. You want to enjoy the journey.
Darryl: Great. Great message, Rachel. Now that brings me to the last question as far as family is concerned. So that’s part of why I asked, “When did you guys get married?”, because a 14-year-old, that means they would have been around 9 or 10, depending on the actual (inaudible at 0:15:04). Is that a he or she, the youngest?
Rachel: She. The youngest one is Mia. And then Thomas. And then the oldest is Alex (sp?).
Darryl: So Mia would have… it would have been the hardest as far as Dad in the kitchen, Mom, you know, working real estate. Or was it? I mean, was there a challenge, and how did you deal with that?
Rachel: No. Actually, what we did since it was… you know, they do have their mom. I am their inherited mom. So they’re with their mom most of the time, but the door’s always open where we’re at. But, you know, she was actually with me pretty much every weekend.
So guess what that meant? She came to the office with me. So she came to the office. We brought her snacks. She has her computer. And basically everything that she would do at home, she just did from the office. And she enjoyed it, and I think it instilled work ethic to kind of see that like you have to… you make it happen.
And now, actually, she’s hosting at the restaurant which is really exciting. And she also is a makeup artist. So back to my cosmetology. I ended up (inaudible at 0:16:22) in a salon, and she’s learning good work ethic. We’ll just leave it at that.
Darryl: So there’s something else, too. The highlight is that sometimes we may feel like when we’re working really hard… and this obviously doesn’t apply to you from what you just said, so it’s for everybody listening that sometimes when we’re working really hard, we might feel guilty on, you know, “Am I being a good parent?”
And the truth is, depending on how you communicate with the kids and when you do spend time with them, but you are teaching them also good work ethic and teaching them responsibility and commitment and follow-through.
And truly, I think a lot of agents, they can teach their kids something that maybe somebody that has a nine-to-five doesn’t teach because you’re all running your own business. So it takes a higher level of responsibility to be successful. And so that will transmit to the kids as long as, you know, you’re highlighting that at the same time.
interview with Rachel Rose Danzi (continued) ....
11
So, okay, great, great stuff Rachel. Now let’s talk about your business. Now you’ve got a team that you’ve started to build. So when did you start bringing people on to work. And I know you’re still working through the whole team thing. So you’re still early on in that. But just give us a sense of what that looks like. When did you start bringing on people?
Rachel: Okay. Well, back to the situation of when my husband came, I wasn’t expecting it. Same with this opportunity. So two of my past clients that are wonderful, wonderful ladies had relocated down to south of Florida and needed work. And so I had referred them over to several different places, and at the time nobody, you know, was bringing anyone on board.
So finally I’m like, “Okay. Well, what am I doing? Like these are two people that I can trust that are hard workers and, you know, what better resource than a past client to be part of the team? Somebody that kind of already knows you, knows what you expect”. And so, you know, I was at the point where, okay, well, I have to choose. Well, I couldn’t choose so I brought them both on.
And, you know, we’re finding what each one’s strengths are. And, you know, I want them to love coming to work every day. I don’t want them to feel like it’s work. As a matter of fact, right now, one was at an open house on the Gulf of Mexico. And, you know, we do the Facebook posts and everything, and, you know, it’s like people would love to be able to do an open house at a beachfront, million, 2-million-dollar property.
So, you know, we’re starting to accomplish that goal where they come, they know what their role is and they love what they’re doing because they’re good at it.
Darryl: Now when did you bring them on?
Rachel: That was in December. December is when they both came on.
Darryl: All right. So we’re recording this… I don’t know when we’re going to air –
Rachel: So four months.
Darryl: Yeah. Four months. So it’s still early on in the game. So you’re learning a lot of things on running a team. And plus, it’s not just these two people. You also have your mom, too, yeah?
Rachel: Yeah. My incredible mom who has just been my right hand. She is going to be the CEO of the company. And then my inherited son, Thomas, who is also a rock star and just doesn’t know it yet, fully, in the real estate business. But he has no idea what’s coming from him. If he just duplicates and repeats and, as always, takes care of the people, and they’ll always take care of you.
Darryl: Now you just said something interesting I want to highlight. You said your mom’s going to be the CEO of your company.
12
Rachel: Yes. So I’m working on my business versus in it. So growing it to, you know, be a multimillion dollar company every year, obviously, I’m one person. I can do so many transactions and then that’s that. Same with being a hairdresser behind the chair. I can only do so many heads of hair.
So with that being said, why not duplicate what I’m doing to people that I know have the potential, that I know have the hustle and that I know are going to take care of the people, so we can basically capture and service as many people as possible versus just narrowing it down to… it’s all on me.
Darryl: Very good. Now so you see your business not just… like you’re looking at it as a company, you know.
Rachel: Oh, yeah. We’re going to definitely have a company, and we have a lot of big goals ahead of us, and we’re going to tackle them all one by one. My mom tells me, “How do you eat an elephant?” And it’s one bite at a time. And it is so true. Day by day, just knock something off the list, and, you know, you’re one step closer.
Darryl: Now I’m going to ask you a question that I know is going to help people, and that is how confident are you that you’re going to have this multimillion-dollar real estate business? And why do you have that confidence?
Rachel: Well, because… yes, I know that it’s going to happen. It’s not an “if ”. And the reason that I know it’s going to happen is because, you know, right now, I’m putting the time and effort, and I can’t stress how important that educating yourself is. If you want to grow a business, it’s important to learn how to grow the business. Why try to reinvent the wheel? So hiring coaches, such as Darryl, and anyone else that can help you get to where you want to be, is, you know, critical to your success. And it helps you get there a lot faster.
So, you know, we spoke a little bit earlier, Darryl, about some things that we’re implementing as we’re getting the system in place to where, you know, if we have all the right people on the team, you know, we could go global easily. I mean if CENTURY 21 did it and RE/MAX did it, why can’t we do it?
Darryl: Okay. Yeah, it’s really a great attitude. Now let me go back for a second to your husband. He’s a chef. Did you say that he owns the restaurant?
Rachel: Yes, the best restaurant… so if you’re ever in southwest Florida, come visit us. The worst thing on the menu is (inaudible at 0:23:37). It’s called Cristof ’s On McGregor. And you’re in for a treat.
Darryl: (Laughter) There you go. There you go, gang. Always prospecting. (Laughter)
interview with Rachel Rose Danzi (continued) ....
13
Rachel: ABC. Always Be Closing.
Darryl: That’s right. Well, the reason why I asked you that question is because, you know, I think that that’s probably helpful or useful. You know, my mother used to tell me, “Show me your friends, you show me who you are”.
It’s the people that we hang around with, the people that are close to us in our life, especially our spouse, that I’m sure that you already came into the relationship, obviously, very committed, very clear, about your business and what you were doing and you’re working hard.
And I’m sure having your partner, your spouse, who knows about running a business, committed to its success, that’s got to support you, too, because you’re both in this domain of building and creating businesses. Yeah?
Rachel: Absolutely. I mean it’s nice when you’re married to your best friend, and you both have the same goals. And, you know, challenges come up in any relationship, but you never forget the goals. And so you keep moving onward and forward and… yes, so you hang around (inaudible at 0:25:05), you know.
Darryl: So some Power Agents, they need to get a new spouse. All right (laughter)… I’m just kidding, guys. All right.
So let me ask you a question that… we’re going to do an opposite question. Instead of asking you like what’s working about your team, what have you noticed because it’s… you know, in the beginning of trying something new and growing, like you are, you’re going to see more challenges sometimes than successes. But you learn from the challenges. It makes you stronger.
So what have you learned in the past three, four months of bringing on team members, like maybe some of the mistakes that have made you better now?
Rachel: Well, I would say, you know, it’s always nice to have a description of what someone’s supposed to be doing before you bring them onboard. But as you know, that just wasn’t the case. They came, I wasn’t expecting it and I’ve been in a spot where, you know, they’ve been doing open houses. I figure out something to keep them busy.
Is open house a long-term goal? Absolutely not. But does it keep them onboard and get them their income and help my sellers and generate leads? Yeah, it does. So, you know, that’s what we’re doing for now. So I think finding the time to train has been my most challenging thing. And so it’s nothing that, hey, if you’re thrown into something and you don’t know how to do it 100 percent, you need to be shown.
And so making the time to show them what needs to be done, and how it needs to be done and, you know, find their strengths to where I can make sure that they’re in the right spots has been probably the biggest challenge so far.
Darryl: Okay, good. Yeah. All right. Very good. And, you know, it makes sense because
14
of your style and the way you brought them on, I mean that’s a good thing that you saw talent, and you weren’t sure but you wanted to tap into it. So you grabbed them and you’re figuring it out after the fact. So it’s not the worst way to do it. And so it’s great. All right. Great, great, great advice for people.
All right. Now the open houses, though, you do a lot of these, yes?
Rachel: Yes. So, you know, while we’re figuring out, you know, what the actual position, if you will, or what the actual job description is, the open houses… I mean we’re in season. We have million-dollar properties that are right on the beach. Why not bring in those million-dollar buyers because even if that’s not the right one, we have access to all the inventory, and we can still help them find the one that they want.
Meanwhile, if the right one comes in that this is the right house for, now I just pay for, you know, both their salaries for the year by them being at this open house. (inaudible at 0:28:22)
Darryl: So let’s look at that. So right now, how many active listings do you have on the market?
Rachel: Right now, 14.
Darryl: Okay. And the lowest price and the highest price?
Rachel: Lowest price is actually my own property. That’s 120… 139,000. And highest price, 2.8.
Darryl: When you say your “own property”, what do you mean?
Rachel: I own it. So we bought it, we’ve fixed it up and we’re flipping it.
Darryl: Okay. So we’ll talk about that in a second. Okay, so you’ve got these listings. How often are you doing open houses?
Rachel: Seven days a week.
Darryl: Seven days a week. Now is that unusual or is that usual in your marketplace?
Rachel: It’s very unusual. It’s very unusual but it’s working. So sometimes, going against what’s normal sometimes can be your greatest idea.
Darryl: Exactly. Exactly. (Laughter) All right. She says with a laugh. (Laughter) All right. All right. So you’re doing open houses seven days a week. What’s the timeframe when you’re doing these?
interview with Rachel Rose Danzi (continued) ....
15
Rachel: So we’re doing them from 9:00 to 4:00. One’s doing from 9:00 to 4:00. The other one’s 11:00 to 3:00.
Darryl: Okay. So you’re doing seven days a week and, in some cases, a full day.
Rachel: Yeah. Seven days a week, two open houses a day. So basically, we’re doing 14 open houses a week.
Darryl: Yeah, and how’s the turnout? What happens Monday through Friday versus what happens Saturday and Sunday?
Rachel: Well, on Saturday and Sunday, obviously, there’re more people that come through. But if anybody’s looking on a Monday through Friday, there, what I’m finding, are the more motivated ones – the ones that are actively looking to make the move, not just the nosy neighbor coming in to just sniff around.
So, you know, if they’re coming in on a Monday through Friday, even if we only had a few people that came in the door, if there are a few motivated people, that’s what we want.
Darryl: I totally agree. Now did you do these open houses seven days a week before you brought on –
Rachel: No way.
Darryl: Okay. So you did this, basically, to find work for these two people that you brought in, right?
Rachel: Exactly. That was what I thought it was for. But it’s actually turning out pretty good, so I might keep it going for…
Darryl: How are you promoting your business?
Rachel: So we’re doing… Janet, she gets it out on Facebook, craigslist, (inaudible at 0:31:39) or e-mails, MLS. So we blast it all over social media, any avenue that we can. And so that has been… oh, newspaper as well because, believe it or not, some people still do read the newspaper, and you don’t want to miss them, you know.
Darryl: Mm-hm. Okay, so you’re just running constantly these ads for these open houses seven days a week. Yeah.
Rachel: Yes. And another thing that… a lady that actually came to one of the open houses when I happened to be there visiting had mentioned that Facebook Live is like what Facebook feeds off of. So now Janet does a Facebook Live video at every open house that she does, just to (inaudible at 0:32:32) Facebook likes. So that’s what we want to give Facebook.
16
interview with Rachel Rose Danzi (continued) ....
Darryl: Yep. Okay, good. Wow. That’s so fascinating. And I’m actually writing down some of the stuff that I wanted to discuss with you at another time about the open houses. All right. So before you brought on these two folks… so you didn’t do the open houses because you didn’t have them helping you.
So what did you do… because this is one of the questions I’d like you to look at because you had a tremendous growth this year over last year as far as quarters are concerned. So you’re on track to doing this year… what did we say?
Rachel: Thirty-three.
Darryl: Okay. So 33 million in production. And I’m curious as to how much these open houses have contributed to this first quarter revenue that you had. But that’s another conversation. But it’s good for people… so we’ll do that when we do our one-on-one coaching. But I wanted people to hear that because, you know, it’s real useful. Part of working on your business is getting a handle on where the business is coming from.
So if you’re doing something like you’re doing seven days a week and when you really look closely at the numbers, if you’re getting so much money from it – yes, keep the model going. And the opposite is true, too. If it’s not generating enough to warrant, then you pull back on it.
All right. So let’s go back to my question. Before you brought them on, how were you generating your buyers and the sales because I know listings has not been the biggest part of what you’ve been doing. So how did you find buyers and make sales happen without these open houses?
Rachel: The same thing that I’m doing now which is the most productive. And that’s hustling. Everywhere I go, I’m always handing out cards. You know, if I overhear someone talking about real estate, even at dinners, before I leave, I say, “I can’t help but overhear. Here’s my card, if I can help”.
And the Internet has been great. Zillow actually has been very good. You know, it’s nice to be able to have the reviews from past clients which I think you can get on there for free and just have past clients review. I mean think about it. If you have people that are coming from thousands of miles away and they see a realtor that has, you know, five-star reviews with detailed reviews versus somebody that isn’t even on there, you know, you’ve eliminated yourself from a big part of the market because that’s the first place that people look is the Internet.
So Zillow has definitely been very good, realtor.com – the big sites. And then at the beginning, floor time was very helpful because we are on an island.
Darryl: Okay. So even floor time… I just want to highlight that because some people would say, “Well, it doesn’t work”, but that’s what you did in the beginning. So Zillow, are you paying for the leads to come from Zillow?
17
Rachel: I do pay for Zillow, yeah.
Darryl: Okay, because people have mixed reviews about that, also. Some people love it. They get a lot. Some people, not so much. Roughly, what are you investing in Zillow a month?
Rachel: Right now, I just upped it, and I think it’s around nine a month. Nine hundred.
Darryl: Okay. So obviously, it’s working for you. And I actually did have that as a question. I was looking at your Web site… and by the way, gang, if you were to just Google to find Rachel’s Web site… although I’m sure she’ll give you a dedicated one.
But if you Google “Rachel” – R-A-C-H-E-L – “Rose-Danzi, CENTURY 21”, if you just Google that, you’d find her, and there’re several hits that show up. And you’re the first hit when you do the search. When I went to your CENTURY 21 profile page, you have 53 reviews, and they were all like wonderful stars and stuff like that.
So how did you… that was one of my questions because that’s a lot of reviews – 53 people reviewing you. Is that through the CENTURY 21, or that’s through Zillow that’s linked onto this page?
Rachel: I have two sources through Zillow… is where a big bulk came because we didn’t have this other system which we do now. It’s called RealSatisfied – R-E-A-LSatisfied. And that’s actually integrated with CENTURY 21.
So like, for instance, the CENTURION award, it wasn’t just on production. It was also you had to have 80 percent of your clients fill out these survey review forms and have at least a 90 percent. So it’s not just about the numbers. It’s also about the service. So… yeah, that’s that.
Darryl: All right. So very cool. And now the Zillow comments that people do, where does that get posted? How do you work with that?
Rachel: Well, it’s on Zillow.
Darryl: It’s on Zillow. Okay. Got it. So the ones that I just saw on the CENTURY 21 is through the company that CENTURION works with. They send out stuff to your field, and then they comment on it. And the other one is on Zillow. So those are different.
Now your Web site… and I see it now. So Zillow… I see the reviews. So your Web site is rachelroserealestate.com. So you’ve got your Facebook feed there. And… yeah, very good. And I see CENTURY… okay. Good.
Now here’s what’s interesting, too. So you’ve been in real estate for five years, and the majority of your listings are coming from past buyers that you sold property to. Is that correct?
Rachel: Yes. Half clients and referrals.
Darryl: So is there a turnover with your clients? It’s five years. So you’ve been doing it five
18
interview with Rachel Rose Danzi (continued) ....
years. So you’ve sold a bunch of people Year One, Year Two. And now they’re moving again so quickly, or it’s more so on the referrals?
Rachel: Yeah, it’s more so on the referrals, but I also have, you know, some investors that I work with where, you know, they’ll buy it, fix it up, flip it. And so, you know, that’s one source. Another one is, you know, someone’s health and then they had to sell. But it’s more so referrals. And then there’re some past clients that, like I said, have invested and just want to cash out.
Darryl: All right. So let’s go to that investment thing. So how much of that are you doing yourself because one of the listings that you’re selling now is one of your own personal pieces? So how much of your business is that?
Rachel: Well, that’s like a totally separate business. But, you know, we like to do (laughter) –
Darryl: Now that’s really good that you said that, and it really is. It should be a separate business for you. Yeah. So go ahead.
Rachel: Yeah. So, obviously, I always put my clients first and then, you know, delegate things out to people to get done at the condo. I’m not there doing work on the condos that we buy. But we like to, you know, buy… if we can do three or four a year. One a quarter is nice.
Darryl: And I think that’s really important, too, is that agents realize that we’re in the business of real estate. And so we’re seeing a lot of opportunities before even buyers would see it. So it’s good, you know, to invest in your own product if you believe in it, you know.
Rachel: Well, yeah. It’s actually very helpful, too, because when I’m going out and working with other investors or even just working with, you know, a buyer that wants this as a second home, you know, because of doing this and actively knowing what the numbers are, I can easily, confidently, give them a number, “This is what it’s going to cost to get it to what you’re telling me you want it”.
And like you said, when you believe in the product and you’re doing it, it’s a lot easier to sell than it is, you know, “Well, how many properties do you have?”, to an investor. “I don’t have any”, you know. And it’s like, well, he’s leaning on you to help him out, you know.
Darryl: That’s a really great point. When did you start investing in flipping… yeah? Buying and flipping properties. What year when you got into real estate?
Rachel: So my second year, once I had a very productive year, I think I had done 90 that year. And I was itching to have my first piece of real estate because, like we just talked about, I didn’t want to be selling something that I haven’t even closed on my first property.
So that’s when I went ahead, and I wanted to buy something that I felt comfortable with. And at this time, residential just wasn’t there, so I’d seen commercial. And at the time, I was also
19
getting my broker ’s license. So I just didn’t know what the possibility was.
So I ended up (inaudible at 0:42:46). And my first piece of property was a commercial piece of property. And we actually ended up gutting it, remodeling it and turning it into a beautiful salon.
Darryl: Wow. Very cool. So did you keep the salon?
Rachel: I have the salon. The salon is for sale. I no longer am in the salon.
Darryl: Oh, man. All right. So you’re really working all ends over here, Rachel, which is great. But what’s great about it, too, is that, you know, one of the things that, you know, for agents to be successful is they have to move from thinking of this business as a sales business and looking at it as just pure business.
And, yeah, when you think of yourself owning a business as opposed to being a real estate salesperson, you just look at things differently. You manage things differently. You make investments differently. And you’ve been investing in yourself which is what you said at the top of this call.
And I know, I mean I met you at a seminar, you were in our coaching, you’re doing other conventions, other speakers. So you just keep filling your brain with a lot of knowledge which is great. Most top producers, that’s what they have in common. They’re always reinvesting back in themselves and their knowledge. So that’s great.
Okay. Well, listen, we’re coming to the end of the call here. You’ve been really generous with your time. Is there anything before we wrap this up that you’d like to share if somebody was coming up to you, brand new in the business, and they said, “Well, you’ve succeeded so quickly”. You know, what’re one or two good pieces of advice that you would give somebody just coming into the business?
Rachel: The first one, it’s interesting. I was at a seminar, and this guy comes up to me in his 20s and asked me the same thing. He’s like, “I want to work with million-dollar properties”. And I said, “How long have you been in the business?” He said, “I just got my license”.
And somebody told me something at the beginning, and it’s always stuck with me is, “You have to wait your turn in the buffet line”, as in you take the business, any business that you can get, you hustle… even though that might not be the goal, long term.
I was doing $40,000 and $50,000 properties, and a ton of them. And they’re a ton of paperwork, and they’re a pain in the butt compared to a $500,000 property. But you don’t start with the $500,000 properties. You build the business.
And once you you’ve earned the trust of somebody buying a $500,000 property, because you’ve done enough $50,000 properties, then you’ve kind of built the experience that it’s going to take to work with the bigger dollar amount.
20
interview with Rachel Rose Danzi (continued) ....
So I would say the first thing would be to, you know, find the motivation and work with whoever gives you the opportunity to, as long as they treat you with respect. You know, that’s the biggest thing. Even from the beginning, I learned that I’m choosing my business.
If somebody doesn’t respect me and somebody is not treating me kind, I don’t want to do business with them. I want to work with the people that are grateful, that trust me, that, you know, basically helped me love my job, not make me feel like I don’t know what I’m doing.
So I think that, you know, even if you’re at the beginning stages, it’s nice to be able to see the people that are going to trust you and let you do what you’re supposed to do. And then, obviously, you just can’t let them down. If you let them down, now you’ve lost all respect. So, you know, always take care of anyone who is giving you the opportunity and is motivated.
Darryl: You know, I love that expression that you just said about you’ve got to wait your line… say it again. You’ve got to wait –
Rachel: You have to wait your turn in the buffet line.
Darryl: I love that. And you know what? I’ll tell you something. I like that. I mean that was so great. I mean, Rachel, I’ve been doing this a long time. I’ve never heard anybody say it that way. And you just connected for me. Like that’s actually true with speakers, comedians… there’s a concept in show business if you’re doing standup or for speaking, it’s the expression that, “You’ve got to get stage time”.
And it doesn’t matter if it’s for free, or you do the Knights of Columbus or the whatever, whatever. Like you do the grungiest places because you’re working through the material, you’re learning the material, you’re learning the audience, you’re learning reaction.
And it’s the same concept in real estate. You’ve got to get your stage time that even on the $40,000 deal, that’s making you stronger because you’re learning all the nuances of real estate. The more you do it, the better you get at it.
Rachel: Yes. Absolutely.
Darryl: Is there any last piece of advice you want to say, although that was pretty brilliant?
Rachel: I would say the last thing is just, you know, don’t ever give up. You know, if you give up, then this just isn’t the business for you. And, you know, a nine-to-five job is definitely consistent, and you know what you’re getting paid, and you know your hours. But then again, the opportunity isn’t there. And, you know, 10 years, 20 years, 30 years down the road, it’ll be the same situation.
Where this, if you just keep on hustling and just have faith and have hope and, you know, you have that optimistic attitude that, you know… what I did, Darryl, is I wrote a dream board… a vision board. Not a dream board because it’s not a dream. It was a vision. “This is where I
21
want my business next year.” And guess where my business was next year, because that was in front of my face every day.
So I couldn’t not live up to it. Like I wanted to be #1 in the office and make this much money and, you know, do these many transactions. So basically a business plan but on a goal vision board to where, you know, it’s more fun with the different shapes and whatever.
Also, you know, like you want to travel here. You know, I wanted to get my pilot’s license. You know, so I wrote down my goals on this board. And it really has helped me to stay on track, and it gives you something to wake up for.
You know, when you’re on the phone with the association and they’re just being a total pain in the butt, it’s like, “Okay. Well, that’s all right. I just need to work through it, and, you know, we’ll get to my goal. We’re going to get there”.
Darryl: And I’m going to highlight what you just said because in listening to you speak and having you share – which, by the way, was just great stuff – is just incredible. Just make that small correction about not a goal board, a vision board.
And I think a lot of people get stuck where they say, “All right. I’m going to set my goals. And this is what I want”. And so they create this board, or this business plan, about what they want. And sometimes what they want is so pie in the sky, it’s like bigger than who they are or they believe who they are. So they can’t get excited about it because it’s like, you know, I want to win the lottery. Am I going to? Well, chances are probably not. But, boy, wouldn’t that be great?
And that’s not what you do, that’s not who you are. For you, there is no doubt that you’re going to accomplish these very things that you say that you’re set out to do. It’s almost as if your future already exists there. It just hasn’t happened yet in the present.
Rachel: Exactly. You still (inaudible at 0:51:18).
Darryl: Exactly. That’s powerful. That’s a powerful show. Gang, thanks listening to that, you know, when you think about what you are committed to having your business look like, don’t set it too high where you don’t even believe you can accomplish it.
Set it to something that you know that will alter and improve the quality of your life and you believe that it is… that you can do it. That’s the most important thing is having that belief.
Rachel: Yeah. And I think even a lot of times, like people limit themselves. They think they can only do this. So whatever ’s on the goal board – or not the goal board – on the vision board. I would say, you know, at least increase it by 30 per cent because I think so many people haven’t even tapped into what potential they really have.
We’re so used to this… you know, we work to pay the bills. And, you know, that’s not what life is all about. I mean we’re working and we’re helping people. And then we’re traveling the world. I mean wealth is something to help us enjoy the experiences of life.
22
interview with Rachel Rose Danzi (continued) ....
And, you know, so, like I said, even during that… you know, we have very demanding careers, my husband and I, but in the summer, you know, we take the kids away for a month, you know, to wherever they want to go. So, you know, we make up for it. But if we didn’t put the time in during the season, then we wouldn’t be able to do that with them in the summer.
Darryl: Yeah. Awesome. Very great. Great show. Let’s give everybody your contact information again, so they can reach out to you. And then I’m going to say goodbye, but you stay on the line for a second. Contact info.
Rachel: So, once again, it’s Rachel Rose-Danzi is my name. Web site is rachelroserealestate.com. Phone number, 239-910-3379. E-mail address, [email protected].
Darryl: Awesome. Well, gang, there you go. There’s a lot to digest on this call. Thanks for listening in. And, like I said, if you just implement one or two things, listen to this over and over again, Rachel has so many great nuggets. It was awesome.
And don’t forget, we don’t just help people buy real estate. We actually help them get to their next level in their life. So the more people you help, the more lives you’re touching, and the money is merely a gauge as to how many lives you have changed.
Thank you, gang. Look forward to talking to you. And don’t forget to keep smiling. [0:53:54]
Thank you, Rachel!
23
24
2017
25
Check Online For Upcoming Calls
To check on our Power Hour Team Coaching calls, or to listen to past recordings,
please visit us online at: ThePowerProgram.com
To be a part of or just listen in on THE POWER HOUR
live, with Darryl 11:00 AM (eastern standard time)
Future Power Calls
Dial-in Number : (712) 451-0200 Access code : 824094 # During the call, you can unmute yourself by hitting *6
To Watch Darryl's computer: https://join.freeconferencecall.com/darryldavis
Online Meeting ID: darryldavis
with Darryl Davis
Mark Your Calendars Power Hour Group Coaching Call
www.ThePowerProgram.com
