Transcription*
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Joey Gartin
I've adopted AI completely. The last year has been implement AI, AI, AI. Good morning, David.
David Van Noy
Wow. Hi, Joe. Hey, how you doing, sir?
Feeling good today. What are we working on?
Joey Gartin
Looking good. You told me a story. We don't have to bring it up, but you told me a story before this is just this, my admiration for you got even higher.
I just love how you take care of your people. Do you want to talk about it? If you want to, I think it's a great story.
David Van Noy
I got nothing to hide. I hide nothing. I'm happy to share it all.
I'm exactly who I am everywhere I go. So yeah.
Joey Gartin
I like it.
David Van Noy
You're talking about the story where the guy cussed a female on my team, right?
Joey Gartin
Yes, that's exactly what I'm talking about. You want to lay the ground for that, please? Let us know what happened.
David Van Noy
Yeah. I have an ISA, lovely female named Stephanie. She was making phone calls, which is her job, caught a guy in what appeared to be a pretty bad moment.
He mother effed her for the purposes of this podcast, told her to take it off the list and a bunch of unsightly things, and then continued to text it and said something pretty distasteful as well. I saw her because she had to take a break. She kind of stepped away from it.
And she's like, I just don't understand why somebody would act like that. So I intervened and I said, what's going on? And normally we would just, if it's just like, hey, don't call me, fine.
But he went too far, right? So I used a little tool we have, pulled up his phone number, pulled up his address. And it took me about 10 seconds in the world we live in to realize that he was a deputy sheriff with Johnson County, where we are.
And he's also a teacher at a local college. He was. So I sent him a nice little text message that said, here's your personal information.
You're a deputy. You're a teacher. Here's your address and your name.
How dare you act like that towards a woman on my, just for receiving a phone call when all you have to do is hang up or block or whatever. So he said, well, fine, call me then. So I called him and I said, the first thing I said when I called was explain your behavior to me.
And he said, well, I was having a bad day. I shouldn't have done that. You're right.
You're right. You're right. You're right.
You're right. And I said, what you're going to do is you're going to apologize to Stephanie and we're going to give you another opportunity to act differently in the future. And we had that phone call.
He apologized and he sent a text message after that, just completely eating his own fist, which is exactly what he needed to do.
Joey Gartin
You know, there's a bunch of points that I love about that story. And I get inundated with sales calls. I do.
Cause I mean, yeah, we all do. And I'm a Google ads manager, meaning like I manage 50 accounts. So what that means is I have 50 different Google ads, sales reps, their sales reps.
They say that they're, you know, oh, I'm a consultant, but they're sales reps for Google. I've, I've, I've been on a hundred of these calls and their solution for everything is, have you thought about spending more money? You know what I mean?
David Van Noy
And so I know exactly how much for spending.
Joey Gartin
Exactly. So, but they still inundate me with calls and I have never, all I've ever said is, hey man, I super appreciate you, but look, I got 50 accounts. I can't meet with 50 of you.
I would never actually be able to work for my clients. So could you do me a favor? Could you please just make a note that, you know, I'm, I'm already being handled.
Cause I actually meet with two of them. Cause I was like, guys, I can't meet with 50, but you know what? I appreciate you.
Even though 95% of what that is, there is some 5% nuggets in there where they're like, hey, did you know Google's trying this new thing? Oh, cool. Okay.
You know, I'm an AB test guy. Hey, you try things, right? And the data tells you the story.
It worked. It didn't most time doesn't work. It's just memory.
But anyway, and I'm, I'm cool with them and I'm, please just remove me off the list. I replied to the emails cause I get, they're really awesome. You know, on a side note, Google's got the whole ISA thing down.
Now, you know what I mean? Like they, they do their three, two ones. Let's just put it that way, but I'm always respect.
I don't know if I've ever, I don't feel like I've ever been even mildly rude, just a hundred percent honest though. Like, Hey man, I just don't have the bandwidth. I appreciate you.
Uh, you're doing a great job. And I do talk like that because I've been on the other side of the phone and for somebody to say, Hey, look, I appreciate you, but please do me a favor. Take me off your call list.
I'm just not interested in your service. You have a wonderful day and you'll keep dialing that. I can handle that.
I get to, okay, cool. And you know, do not call this guys at a note would prefer. Now that said, they also rotate ISAs every 60 days.
And so it all starts back up again, but it's cool. Point is just being, just being kind to people. And I get it.
You know, a guy, guy might've been having a really bad day, but that doesn't excuse the behavior. And I love that you addressed it and that you stood up for your, what kind of a, what's the right way to put it? Just think about how your ISA thinks about you now and about how you're going to go to bat for her.
David Van Noy
Well, that's why I did it. I didn't think that I would change him or teach him a lesson that the world hasn't taught him already. The point was to empower her.
And what I said to her is nobody gets to talk to you like that on my, on my watch. That's, that's how I wanted it. That's the only thing that was important to me is that she felt empowered by me that, Hey, I'm asking you to call a bunch of people.
And this is the job that we do. And there are some dangers involved like this. We deal with difficult people.
You don't have to endure this though. I'm going to stand up for you on that.
Joey Gartin
Yeah. That's awesome. You know, to keep, keep our flow, I just got out of my jujitsu class.
And so we talked about flow a lot. I just keep rolling. Right.
I think about the services that I offer and I work with less clients. I turn more clients down than I take on. And the reason is, is that, and this is a segue into the ISA is that, Hey man, this digital leads is not for everybody.
It just isn't it. You have to have number one, really good funnels, the things that I do. But what you really have to have is you have to have people that are willing to make phone calls.
That's just, you have to have people that are willing to communicate. And not everybody is good at that. Not everybody is a door knocker.
I think people that can go door to door, that's a fantastic skillset and it's not easy, but some people, they love it. They want to, they want to knock on the door. They want to look in the face.
They want to walk. They want to do all that stuff and absolutely do it. And not everybody wants to sit down and make their calls.
And so when you find people that are willing to do that, like man, empowering them with the right tools and just the support that you gave, that's crucial, crucial. You've, you've had your brokerage, you've been on your own. You were with another brokerage and you jumped out on your own.
What's it been about two years now?
David Van Noy
Yeah, it's been, yeah, just, just over two years.
Joey Gartin
And you've got your entire team. And like when you transitioned from, you had a team at the other brokerage though, right? I mean, even though you're under a broker, you were kind of already in management.
David Van Noy
Yeah, I was trying to grow the team a little bit when I was there. I operated for a lot of years as an individual agent with one buyer agent and two assistants. That was kind of my, that was the makeup of the structure.
And I was, I started to drive leads working with you on the process at that company. And so then it was drive leads, add agents, drive leads, add agents. And through that process, there's a lot of challenges, figuring out how to convert leads, figuring out how to train agents, recruit agents, not spend too much time on agents, spend more time on deals.
In that process, it kind of just flushed out that having our own company made more sense. And over the last two years, we've been able to really dial in the sources that you drive for us, along with how to properly work each source differently, and then how to convert those over time. And so you've got some that are a little more short run that we would call bottom of funnel.
And then we've got some that are a little bit closer to the top of the funnel. And then the staging and everything we use in between has just become really important. And it's only getting better all the time.
Joey Gartin
What are like some of the biggest challenges? Like if you could be specific as you were transitioning to this, your own team, multiple lead sources, because I just generate a few lead sources for you, but you've got a lot of leads. So as I think everybody should, I think everybody should treat this like an orchard.
You know what I mean? Where it's like, I speak, I like to talk in analogies. I don't know why, but anyway.
David Van Noy
Yeah. Yeah. Apple orchard.
Joey Gartin
Yeah. Like having an orchard. And my wife's uncle had an apple orchard and he, he passed away, but the apple orchards over in, um, on the coast.
And what he has is he has all these different apples and they start harvesting in August and they finish in December. And so they're all different. The whole point of having different apples is he they're like, if the, if they were all one kind, we couldn't process them fast enough.
So he has the trees staggered out so that, Oh, well these, these bloom in August. These are September. These are October.
These November, these are December. And so he, that that's his funnel. He's got his funnel, right.
And he's nurturing. And so there's having different lead sources and you touched upon it, like some of them need immediate action. Others are like, Hey, there are ways out.
But even though they're nine months out, they're still going to buy or sell a house in nine months. And if I'm waiting until eight and a half months out to talk to them, they've probably already made a decision and a commitment to who they're going to work with. Right.
And I think that's probably what I meet. Some of the clients I've had, especially the ones that are coming from lead sources where they're purely bottom of funnel, meaning I'm not even, I'm not even going to say some brands, but there's lead generation companies out there that their whole business model is they own the funnel and they, they own the spigot and you sit at the bottom of the spigot at the bottom of the funnel and they go, okay, here you go.
Here's a lead that we think is ready to rock and roll. And you know, they oftentimes charge some crazy premiums for that. And so you went to, you own your entire funnel.
So can you like maybe touch upon some of the challenges like that? Yeah. You, you own the whole funnel.
That's so you're going to get people that are like the real estate sales cycle. I've never seen anything like it. I worked with a number of different industries.
I don't know any other sales cycle that can be measured in even years. Like, well, I know, you know, we came in your funnel. We were thinking about this.
Why? Well, our son graduates high school next year and he's going to go off to college. And my wife and I are thinking we need downsize.
So we're going to sell in a year. And you're just like traditional real estate's like, well, I'll call you back in 11 and a half months. And it's like, not in the world we live in, they're going to have made their decision way before that.
David Van Noy
It's interesting though. I had never considered it in the way that you're making me think about it right now. Here's what's interesting about it.
The reason that it's difficult for agents like myself or companies to determine what is a lead and the definition of a lead is because we can sell our product to literally anyone. And every single person at some point touches our product or know someone that does. So I was shopping today for a sauna and it's very specific, right?
And he knows based on my motivation, if I'm in the market for a sauna or not, his definite definition of a lead is probably really simple. Are you in the market for a sauna? And do you have enough money to buy one?
If you decide to, that's his prequel. We have an obligation as real estate agents to communicate with people for years, even if we don't consider them a lead. If I anticipate getting business in my community, I have to communicate with people every quarter for years without them transacting makes it confusing sometimes.
Joey Gartin
Well, yeah. And I think that touches upon everybody should be working their sphere of influence in their past database. Like that's, well, yeah, but I sold that guy a house two years ago.
You think he'll never him and his wife, she, he will never want to sell that house. We'll never want to buy another house. We'll never want to help their kid buy a house.
Their brother-in-law will never want to buy a house. And so they'll like, that's it's very short sighted.
David Van Noy
It's the hardest thing as a coach for me to get people to do. It's the number one hardest thing for me to get people to do is call people that they know. They just won't.
And I have to harp on them and harp on them. And once I break people on that, their businesses explode. And I think I have some ideas about why it's so hard for them to do it, but it's different in every case.
Yeah. Well, here's what I think it is. Most of the time is this, I think it's ego related.
Typically, if someone's not willing to communicate with people, they know. It's usually related to the idea of like, well, I don't want them to think that I need the business. So that's a ridiculous thought, right?
For a salesperson to say, I don't want people to think that I need business. Really? You don't want people.
I'm like, listen, I lead with it. I got four kids in Catholic school. I need the business.
I got no problems with that. But I can understand their ego gets involved. And here's what happens.
I make a call. Hi, Joe, this is David with Fanoi Real Estate. Why are you calling me?
I just wanted to give you an update on the market. I'm not in the market. Sorry, hedge.
And I know Joe. And now I got to see Joey when I get my haircut and he's looking at me going, oh, like, so I don't, there's something personal about it that engages them at a level. I don't know.
Joey Gartin
How do you train for that? Is it role-playing? Is it scripts and role-playing and just like a consistent...
David Van Noy
Here's what I say about it. Here's how I get people to break through on it if they ever do. What I'll tell them is this, because the next thing they go to Joe is exactly what you just said.
They say, well, what do I say? And what I would say is first this, if you realize how important it is in your business to make the call, once you finally accept how important it is that you make the call, you'll be less concerned about what you say. Because I know personally that if I call and say, I just called a guy by the way, right before this call, right before we jumped on here, a guy that's never bought or sold anything with me and is not in the market to buy or sell a house.
He's a multimillionaire and maybe even more rich than that as far as I know. And I reached out to him and said, I haven't talked to you in a while. I'm curious about what's going on with your business.
I'm curious about what you're working on. That was what I led with. Now, that's not a great, I can't, if I gave that to someone as a script, they're going to say, well, that's not enough.
Then what? Well, I can't say that. Well, I just did to a multimillionaire.
We had a great conversation about a vineyard in Argentina that he's trying to sell. True. And I'm going to try to find someone that's going to buy this deal in Argentina, right?
This is the conversation I'm in. The point was I was going to call him and say anything. And I know how important it is to call and connect with him.
So I don't really care what I say. I'm going to find something to say. And if I were to call and say, let me give you an update on the real estate market.
I'm not in the real estate market. Have a nice day. Goodbye.
That's not enough. So I have to do something personal to engage with them. And I've got to put myself at risk that maybe it's uncomfortable, or I don't know exactly what to say.
That doesn't bother me. I'm going to fight through that.
Joey Gartin
How do you teach somebody that though? I don't know if you always had this skill, right? As long as I've known you, you have.
So, I mean, I don't know. I didn't know little David, but how do you take some... Do you teach somebody that?
Or do you meet someone and you go, hey, this person has it in them. I just have to help foster it, come out. You know what I mean?
Or there's some people you're like, look, man, this person's never done that.
David Van Noy
It's kind of like alcoholism, right? You could have a propensity towards it. Or you may just have it, like you just may have it, or you may have to work at it.
So some people, like they have to train themselves with alcohol for years until they get to the point where they're an alcoholic. Some people, they taste it the first time at 15 and they pound a Goldschlager and shit their pants, right? So inversely on the positive side of things with the database, I worked the restaurant with my dad when I was a kid.
And people would come to the front desk and they'd check in, right? And we'd have fun with those people. So I would meet strangers all day long.
And even as a bus boy at 13 years old, I was talking to tables and I was interacting with people. So it doesn't bother me to have a conversation with a stranger. And so I don't know if maybe that's part of it.
Maybe that helped. I'm a fairly extroverted person. I think when it comes to sales, it doesn't bother me.
I know some people do struggle with that. Work at Panera Bread. I don't know.
Do whatever it takes. Is that a thing in California? Is that a thing?
You guys have Panera Bread?
Joey Gartin
Oh, yeah. We've totally... Are you kidding me?
Of course we have Panera Bread. I don't go there. We have it.
I'm sorry. I'm sorry. No, hey, man.
Okay. Well, yeah, because I know I took the 16 personalities test, which is like a variation of the Myers-Briggs. And I'm ENTPJ slash T or whatever, but I'm an extrovert.
But I've gone through periods of my life where I'm an introvert and thought I was an introvert, but it's just you kind of ebb and flow. And it's also kind of like a spectrum just because somebody's an extrovert because there's somebody else that's way more extroverted. So I don't know.
I know that I took the test. I had my team take the test and it helped me a lot in how to communicate with people because the people that were a little cheat here. So I have everybody take the test.
They give me what they are. And then I go into Google Gemini and say, hey, this is me. This is my team.
What are some suggestions on communication? And I've adopted AI completely. We have been...
The last year has been implement AI, AI, AI. I'm going down a little path here. Back on track.
But it talked about like, hey, with these people, don't talk about these things. Talk about these things. And so it's like personality types are real.
They are real. And so I wonder if I was in a sales manager position or a broker's position where I'm going to train people if there's... Because I've worked with a number of really successful brokers and they have churn.
They have people that come in and just, hey, man, it's not going to work.
David Van Noy
Let me offer you a point on this though. Please. I think this is an important point if people listen to this about personality styles.
There's a mistake being made here in my opinion on personality styles. So I will get people that will say, what do you think my personality style is? And other people will engage in that and say, well, I think you're analytical.
Like, yeah, yeah, I do too. I think I'm analytical too. Here's what I'm going to encourage people.
Anybody that might listen to this and you, Joe, never use a personality style or a test to understand yourself. Only use personality testing and personality profiling to understand your prospect. And the reason...
I've never heard that point, by the way, anywhere else. I've only offered that to some people when this has come up in a coaching environment. It does not make sense to me that someone would use four different possibilities to understand something as complex as me.
It's not possible, right? But when I'm talking to someone briefly on the phone and they say, well, here's my mode of operation as I try to buy something, it's important for me to just kind of put them in a certain sector so that I don't offend them and that I give them an opportunity to buy. That makes sense.
Joey Gartin
Yeah. No, that's what, that's kind of what I was saying. Cause I was asking, okay, if this is me, I know me, I know what I like to hear.
I know what I like to say, but I want to know how they need to be communicated to that. That's what I was shooting for was, and it opened my eyes a lot on Hey, look, they don't really want to hear the big picture, which you told me this too. They don't want to hear the big picture.
They don't like it. You love it. You love living in this whiteboard, you know, everything's abstract.
David Van Noy
They don't want to know how the sausage is made.
Joey Gartin
No.
David Van Noy
Just want to taste it.
Joey Gartin
Exactly. So they just want, Hey, can you give me my action items for today? And like, yes, I can.
Here you go. If you need anything, I'm here for you. I know that I have come a long way.
You've been coaching me for quite some time. And even though I'm not, because you are a real estate coach as well. And, uh, the things that you've taught me, you know, transcend real estate.
It's, it's really about you. There's a lot of components of it, but a big piece of it is human communication. Just learning how to communicate with other people, shifting to what I do when we bring on clients and we try to get them to create a lot of these assets that their message, we call them assets, right?
Like little videos, text messages, postcards, what have you. All of those are forms of communication. And when we're wiring up a funnel, the idea is that when someone's in the funnel, we've got to do a couple of things.
Number one, we've got to acknowledge that they're in the funnel or not in the funnel anymore. We've got to stage them. Where are they in the funnel?
If you can imagine that two leads come in on a Monday, one of them has to sell their house right now because they have to move. And the other one's thinking about selling their house in a year when their child graduates high school, you're going to communicate with those two people very differently, right? It's not the same.
You're still going to try to communicate. There's going to be a different frequency and there's going to be a slightly different message. Okay.
Add on top of that, that the reason we have these assets and we built, we'll build out these funnels across multiple platforms, Google, YouTube, Facebook, Instagram, postcards. We're playing around with Tik TOK right now. The point is we don't know where the person is.
I don't know if David's really into x.com or he's on Facebook or he's got YouTube or he's a texter. So what we're trying to do is we're trying to get the, our client to say, what is your message? What are your USPs?
Your unique selling propositions, right? Like why you, and whatever you would say, if somebody walked in your office, whatever you'd say to them, to their face, we try to take that, turn that into multi-channel assets, and then wire it up in such a way that if that person's in your funnel, and you've said they're a year out, or you said they're a month out, we're putting the right message across everything, not knowing. We don't ask them like, Hey, do you like Facebook?
Are you on Facebook a lot? Can you share with me how much YouTube you want? We don't know.
So we wire it up and say, okay, I don't know where they are. I need to get the message to them. So whether that's a video or a postcard or a text message or an email, we've got to get the message to them, meet them where they are.
Don't tell them to meet you where you are, right? I mean, when you go on listing appointments, you go to their home, right? And you look at the home and you do it there.
You don't go come into my office and tell me about your house. That's, I mean, maybe somebody does that, but I would think that would be very, not, that wouldn't be ideal to me. So it's that, it's very similar in that we're trying to figure out where you are, where you are, where are you in the funnel?
What stage are you at? And then just try to communicate with you why you'd want to work with the Vanaway Group, right? And it's, it's both that simple.
It's like a simple, but not easy. I guess that's what it is, right? Like, because there's a lot of, I'm glazing over a lot of the stuff.
It's kind of like, I get asked the same questions over and over. Like, what should my, what should my videos be about? And I'm like, what would you say if I came in your office?
What if I walked in your office and said, hey man, I got a $1.6 million home. I'm thinking about selling it. I just want to talk to a couple of realtors.
I just want to find the one that, you know, is going to work best for me and my family. You know, what would you say, right? Well, whatever that is, that's the assets we got to create.
Cause that's, cause they're going to be sitting somewhere either on their phone, watching TV or checking the mail where they're there, you know what I mean? And that's what you're going to convey to them. And you're going to have to convey it probably multiple times.
And you don't know what will stick. So, you know, let's say David has five USPs for sellers, five reasons why he'd work with Vanaway Group. I'm just making that up.
I don't know, seven, nine, five. You don't know which one of those will resonate with them either. One person has a much different motivation than the other.
And so that's another thing that's a benefit of how do we wire this up is when someone engages a certain message, the tools register that. That's why when you go look at a black leather jacket on Amazon, suddenly that black leather jacket follows you everywhere, not a brown leather jacket or blue cowboy boots. And if you engage it more, the frequency will go up until you buy it.
Because basically that's what the algorithm is trying to figure out. It's like, well, David seems interested in this. So I guess I'll show it to him again.
And, you know, he sells and bought it. So I'll show it to him some more. I don't know if that's just my brain, you know, to a hammer, everything's a nail.
And so I live in this digital space. So everything's on the hammer, it's the nail, but that's what I try to convey to my clients on the effectiveness of generating and nurturing digital leads.
David Van Noy
I think there's an important distinction on this though. So when we talk about marketing, there's a very big difference between a product and a service or a product and a person. So I click on a black leather jacket because I'm interested in black leather jackets.
They follow me around until I buy a black leather jacket. That makes sense. Somebody clicks on an ad about David Vanoy and David Vanoy follows them around until they transact in real estate, I suppose is the objective.
It's a different activity and a different sales cycle. There's a lot of differences. Here's what I think I'm trying to achieve.
And I don't think we've ever talked about it this way. So I'll be interested to see what you think about this. What I'm trying to accomplish from a marketing standpoint is I want to show that person exactly who I am.
That's exact. I want to convey authenticity. I want to convey exactly what I'm trying to do and exactly what I'm doing for other people.
No more, no less. I'm not trying to make it sound like it's more impressive than it is. I'm not trying to use some type of special language to sound like a better person than I am.
And I think a lot of people do that kind of stuff in marketing and maybe even even works for them. My objective is get who I am in front of people. Is that the right objective?
And is that the right way to think about it?
Joey Gartin
A hundred percent. One of the big words that you used in there that matters is authenticity. And we hear that all the time.
If you were to do anything in the realm of, if you took any classes or anything on social media management or anything like that, you go down a crazy rabbit hole, but you will see the word authentic a lot, especially when it's a service like a human being. So instead of the leather jacket, it's, you know, a service using David Van Noy. What I like about what you said is you want to connect with people that want your service and want to work with you.
So you're not trying to be fake. You're not pretending to be a Toronto Blue Jays fan because you know, the guy's a Toronto Blue Jays fan. You're, you know, you're not trying to be something you're not because it's going to come off as disingenuous, inauthentic.
And I also like, you know, I started with USPs, but a lot of the, the clients we work with were like, Hey, just create content around real estate. Just talk. Oh, but you know, my hair, my shoes, it's got to go viral.
No, you're not. First off, you're not going to go viral. You're not trying to become an influencer.
David Van Noy
You really have to disconnect.
Joey Gartin
Yeah. You're not, you're not. But what you are trying to do is let someone know who you are and what you do and let them decide if, you know what?
Yeah, I want to work with him. Why? I like his personality.
I like what he had to say. I like his USPs. It's, it's a combination thing.
So I would say you nailed it in that. Don't fake, don't fake it till you make it. No, don't do that.
And don't be salesy. Are you going to buy or what? You know, like be authentic, be yourself, convey your message, convey who you are, convey what your team does.
And you're going to have to, you're going to have to probably convey it many times.
David Van Noy
I had a billboard, a couple of them here in Kent city for probably a year. I had these billboards and we're coming up with like, ah, which we put on the billboard and came up with a couple of different cute things and good branding opportunity for the company. And a couple of people are like, yeah, I saw your billboard.
No deals came out of the billboard. Uh, even though we were trying to put a USP or something that would get people like calling in and going, looks great to me. Let's work with David.
Didn't work that way. Adversely. I did a video around the time of the commission laws were changing.
And I sat right here just like this with my camera. And I just said, here's, what's kind of bullshit about what's going on. Here's what I agree with.
Here's what I don't. If I was a consumer, here's what I'd want to know. And this is what I would do.
And it wasn't an ad. It was literally me talking to the camera for probably 20 minutes. And I know I can point to the deals that I got from that video where people said, I want to work with that guy who's willing to be honest with me about my commission.
I had a guy call me up and say, my agent has never talked to me about commission. And I sold that guy's house this year for over $2 million. He fired his agent and hired me the true story based on that video.
So that also helped push me in that direction where I'm doing everything I can to just try to get what I really think about this business out to people.
Joey Gartin
No, I a hundred percent agree. A lot of our clients have a real aversion to video. And I tell them that it's just a superior medium.
It's just an absolutely superior medium.
David Van Noy
Why do you think people struggle so much with video?
Joey Gartin
I think everyone judges themselves way too harshly. I mean, they'll send me these videos that are really good and they'll like, what about my hair? And what about my shoes?
Yeah. Oh man. I have a story that years ago, I was working with a realtor many years ago, and this like we're talking 2017.
And I said, yeah, let's, let's do, you're going to start making these videos. And he, and I said, brother, they're going to work. And his videos were awful.
And he sent them to me. He goes, what do you think? I said, fantastic.
Let's run them. Oh. And he got so much business from those, but more importantly, he got comfortable.
We had to get him over that hump, right? We had to get him in the gym. Of course, you're going to be sore the first day.
Ernest Hemingway, the first draft of anything is shit. It's I'm sorry, but that's how it's going to be. Perfect is the enemy of good, right?
There's only one other person in this town really doing these videos. And I use her as a case study all the time, not trying to be mean, but if you saw her, she's not pleasant to look at. And she has a really bad voice.
And what I mean is it's a scratchy it's it's nails on a chalkboard voice, but I watched her commit to video. And you see this rise, you see her videos getting better. You see her going from listing these like, you know, mobile homes in the middle of nowhere to listing million dollar homes over the course of a few years, she starts her own production studio and fast forward a few years.
She's in the top five, both listing agents and buyers agents in the area. And I said, that is a testimony to the power of the medium. That's not her.
She's not the rock. She's not Kim Kardashian. It's a testimony.
I'm not trying to be mean. It's a testimony to how powerful the medium is. And so just getting people to go, let's get past that point.
Fast forward a little bit. Year later, he's pumping out videos left and right. His videos are fantastic.
He's super comfortable on camera and he's tracking business and he's he's going places and people are walking up to him and say, you know, he doesn't know at Costco saying, Hey, you know, you're so-and-so. Hey, I got a question. What do you think about real estate?
Blah, blah, blah. Right. And so that's, we have to get past that hump and everybody starts off with the exception of a couple of guys.
Everybody starts off. The videos are not good, but I can't say like, oh, this video is horrible because now we're done. They're shutting down.
You have to get them going. And then we circle back and go, Hey, remember that video you made, you know, five months ago about interview more than one agent. Let's reshoot that.
Could you reshoot that? And now they're like, of course, you know, and they're just, they're comfortable. You have to get past it.
It's probably the same way with ISAs and training them to make calls, right? You've got to get past that hump. You've got to put in the hours.
You've got to put in the reps. How are you? You know what I mean?
Yeah. That's it. There's no way around that.
David, I know you, I know you got a meeting. I was late to our meeting this morning because I was doing MMA training.
David Van Noy
Do you need this for the thumbnail though?
Joey Gartin
Absolutely. I need that for those. Brilliant.
That will be the thumbnail. That's the thumbnail, right? Yes.
That's the thumbnail right there. I love it. Thank you.
Is there any way you could do it with that guitar that's behind you? No, we're good. Next time have the guitar and, and, and when we do the podcast, you can be like, look, and we go, oh, I didn't see you there.
David Van Noy
I feel like I need the whammy bar if I'm going to do it. So little Joe wall stuff. Oh, I love it.
Okay.
Joey Gartin
I got to go. Hey, thank you so much for your time, man. Go crush the day.
See you, Joe.