Hey Team!
My favorite question to ask people I meet? “What part of town do you live in?”
It’s simple. It’s conversational. And most importantly, it gives me a window into what matters to them. Because real estate isn’t just about market trends—it’s about their neighborhood, their situation, their concerns.
Earlier this week, I used this question three times, almost as a test, and every time, it led straight to what people really care about: minimizing risk.
1️⃣ The Front Desk Assistant
At my chiropractor’s office, the new assistant recognized my last name and mentioned she gets our emails. I joked with her about being caught in our web, then asked:
"What part of town do you live in?"
She’s renting in Goodyear and immediately opened up about affordability. Is buying even possible right now? What if I overpay? What if I get stuck with a bad loan? She wasn’t looking for hype—she wanted someone to help her navigate the risk.
2️⃣ The Soccer Dad
Later that day, I was at my son’s practice when one of the dads asked, “So… how’s the market?”
Instead of launching into a market update, I turned it around:
"What neighborhood are you in?"
That shifted the conversation. He owns his home but is worried about what’s next. If I sell, will I regret it? If I buy again, will I be overpaying? He wanted a clear, honest take on his specific situation, not a generic “now’s a great time to buy” answer.
3️⃣ The Gym Acquaintance
That evening at the gym, I ran into someone I’ve seen around but never really talked to. Somehow, the conversation turned to real estate, and once again, I asked:
"Where do you live?"
She’s been considering moving closer to work but keeps hearing conflicting takes on whether it’s smart to buy now or wait. What she really needed was someone to help her weigh the risks—not just another opinion.
What This Taught Me (Again)
People aren’t just asking, “Should I buy or sell?” They’re asking, “How do I make the right decision without screwing this up?”
And the best way to build trust? Ask questions. Listen. Be clear.
That’s how you turn a quick chat into a real conversation. And how you go from being another agent to being their go-to advisor.
The Last 30 Days
Fathom Realty
Last month, I shared that Billy and I would be digging into key discussions with MHG/Fathom regarding our fee structures and collaboration opportunities. After several conversations, we’ve received assurances that our current fee structures will remain unchanged for the long term. Additionally, we’ve identified promising areas for collaboration, and we’re excited to move forward with clarity and confidence now that this has been put to rest.
Guest Speaker - Ethan Beute
Last month we had Ethan Beute, Chief Evangelist for FUB present to the team on integrating video into your business. If you missed it here are the 5 opportunities to use video to build trust and connection with your clients:
New Opportunity
Before and After an Appointment
Thank You
Unsolicited CMA
Price Reductions and Listing Extensions
The Next 30 Days
Database Hygiene… Ugh!
It’s one of the toughest tasks for real estate agents to stay on top of, yet it’s also one of the highest-impact activities you can do. That’s why we’re on a mission to help you keep your database clean with the right mix of technology and human support.
Starting this month, you’ll receive a weekly email update on your appointments set. The goal isn’t to just bombard you with more emails…The goal is to remind you that your AI assistant, Nora, can help with appointment disposition—one of the most commonly missed database updates.
One key distinction that often gets overlooked? Separating your “met” from your “have not met” contacts. The marketing message and call-to-action for these two groups are completely different, and keeping them categorized correctly is crucial for effective follow-up.
Use these updates as a reminder to leverage Nora after every appointment. Simply call her, share what happened, and she’ll update Follow Up Boss (FUB) with the necessary notes and tags—keeping your database organized and working for you.
Here’s a sample of the email:
What I’m reading:
Despite what the title may suggest, this isn’t a playbook on how to make a few billion dollars. It discusses the mindset it takes to run a business. How can you turn a healthy fear of failure to your advantage?
The Data
I’ve been diving into appreciation data for 2024 and seeing some interesting trends. I plan to share these findings with you at our All Team meeting next week!
Must Watch
Whenever things feel extra stressed or chaotic in this business, I always try to reconnect back to my “why”. I’m driven by the desire to create generational change—emotionally, financially and spiritually. I want to leave a legacy that empowers not just my sons but the entire team and community to grow and thrive.
Live with purpose, make a difference and create an amazing life. It’s in your hands!
GL
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