What to learn how to buy International properties? Or sell…Iain Stewart,

International Property Professional shares with us today how to purchase or sell properties all over the  world. If you are a real estate agent or broker join a network of agents working with this platform and gain valuable information doing business a different way. Iain has earned the Certified International Property  Specialist (CIPS) designation, placing him among 2500 elite real estate professionals worldwide. This designation is awarded by the National Association of Realtors for completing rigorous coursework devoted to learning International real estate practices and demonstrating proficiency in International business. He mentors students on how to do what he does, is a property blogger with blogs appearing on major real estate sites such as Rightmove, host a British radio show about property hotspots and published an ebook called “How Anyone Can Succeed in Property.”   International Property Professional shares with us today how to purchase or sell properties all over the  world. If you are a real estate agent or broker join a network of agents working with this platform and gain valuable information doing business a different way. Iain has earned the Certified International Property  Specialist (CIPS) designation, placing him among 2500 elite real estate professionals worldwide. This designation is awarded by the National Association of Realtors for completing rigorous coursework devoted to learning International real estate practices and demonstrating proficiency in International business. He mentors students on how to do what he does, is a property blogger with blogs appearing on major real estate sites such as Rightmove, host a British radio show about property hotspots and published an ebook called “How Anyone Can Succeed in Property.”  

Thinking of selling your home by yourself? New agent in the business

What to look out for. Nathalie brings over 30 years into the business involved in thousands of sales. We are constantly getting the same questions over and over so we have decided to dedicate today’s show to answering your questions. Dot yo ur i’s and cross your t’s. Call in and have your question answered live or email radio@realtyuniversal.com   What to look out for. Nathalie brings over 30 years into the business involved in thousands of sales. We are constantly getting the same questions over and over so we have decided to dedicate today’s show to answering your questions. Dot yo ur i’s and cross your t’s. Call in and have your question answered live or email radio@realtyuniversal.com  

Reverse Mortgages, reverse purchase- nearing 62 years old-Steven Sless- co-

founder, managing partner Bayshore Mortgage Funding Reverse Mortgage Division takes us through the steps of a reverse mortgage and reverse purchase without having to make mortgage payments. Mr. Sless is actively involved in the business as well as public speaking to educate homeowners 62 and above about reverse mortgages. His knowledge spans over 12 years in the industry starting out working in the traditional mortgage business as a loan officer, then managing loan officers, then branching out into reverse mortgages as he saw a need to help people make their money work for them. Now more than ever with pensions going away and many gone, Steven  says “this is a life altering event, taking away the daily stress.”  founder, managing partner Bayshore Mortgage Funding Reverse Mortgage Division takes us through the steps of a reverse mortgage and reverse purchase without having to make mortgage payments. Mr. Sless is actively involved in the business as well as public speaking to educate homeowners 62 and above about reverse mortgages. His knowledge spans over 12 years in the industry starting out working in the traditional mortgage business as a loan officer, then managing loan officers, then branching out into reverse mortgages as he saw a need to help people make their money work for them. Now more than ever with pensions going away and many gone, Steven  says “this is a life altering event, taking away the daily stress.” 

USDA 100% loans, Conventional, loan changes and guidelines-Steven Gran with

Guild Mortgage Company fills us in, answers your questions in real time. If you have had a short sale, bankruptcy, foreclosure or just want to take advantage of low, no down loans and fantastic rates listen in….Steven Gran is also the founder of Gran Ventures, LLC. which specializes in vacation rentals and speculative investments. His years of  experience in the real estate industry make him a natural at getting the deals done in this ever changing, fast paced mortgage and real estate world that we find ourselves in. Guild Mortgage Company fills us in, answers your questions in real time. If you have had a short sale, bankruptcy, foreclosure or just want to take advantage of low, no down loans and fantastic rates listen in….Steven Gran is also the founder of Gran Ventures, LLC. which specializes in vacation rentals and speculative investments. His years of  experience in the real estate industry make him a natural at getting the deals done in this ever changing, fast paced mortgage and real estate world that we find ourselves in.

Thinking of moving to the Carolina’s- Sheryl Love has in depth knowledge…

Sheryl Love is our guest today. Join us for in depth information on living and buying a home in  the Carolina’s. Our focus is going to be on the Charlotte Metro and outside area, but will also  cover first-hand information on North and South Carolina. Sheryl Love is a real estate agent with Wilkinson ERA. Born and raised in Union County, just outside of Charlotte city limits, attended University of North Carolina majoring in Computer Science. After working in the IT field and owning a website development and marketing firm, she decided in 1999 to follow her dreams and get into real estate sales. She has been affiliated in the past with ReMax and Keller  Williams. She resides on beautiful Lake Wylie and is a member of New River Church. She also  gives back through supporting Children’s Miracle Network, Special Olympics and St. Judes Children’s Research Hospital. Sheryl Love is our guest today. Join us for in depth information on living and buying a home in  the Carolina’s. Our focus is going to be on the Charlotte Metro and outside area, but will also  cover first-hand information on North and South Carolina. Sheryl Love is a real estate agent with Wilkinson ERA. Born and raised in Union County, just outside of Charlotte city limits, attended University of North Carolina majoring in Computer Science. After working in the IT field and owning a website development and marketing firm, she decided in 1999 to follow her dreams and get into real estate sales. She has been affiliated in the past with ReMax and Keller  Williams. She resides on beautiful Lake Wylie and is a member of New River Church. She also  gives back through supporting Children’s Miracle Network, Special Olympics and St. Judes Children’s Research Hospital.

Path to Profits- Real Estate Investing- Gary Wilson, Speaker, Investor, Broker

Gary Wilson is widely considered the leading authority on teaching Real Estate Investors and Agents alike how to leverage what they’re already doing and create massive new wealth and income. Gary has been investing in Real Estate for nearly 30 years building a rental portfolio worth millions of dollars, flipping other properties and even wholesaling. He has been a licensed Real Estate agent for more than a dozen years and Broker for more than half of that time, creating the fastest growing Real Estate brokerage company in Pennsylvania during the Great Recession, while others were shrinking by 50%. Gary also went onto create an Appraisal business, a Title Closing business and a Property Management business that grew from 40 units to nearly 500 in less than 3 years with virtually no marketing costs. Gary has grown into a sought after speaker, writer, teacher and coach to investors and agents across the world. Fortunes have been made by those who follow Gary and implement his systems of creating massive wealth and income by using their Real License as an income producing asset to serve the Real estate investment community Gary spends his personal time participating in high adventure activities, visiting friends and family far and wide and promoting his greatest accomplishment –  The Healing House Foundation. A portion of all proceeds from Gary’s business ventures goes towards the support of the the Healing House Foundation – a Non-Profit venture that serves families who are healing and rebuilding their loving relationships after suffering from the wounds caused by the illness of addiction of a loved one.  Gary Wilson is widely considered the leading authority on teaching Real Estate Investors and Agents alike how to leverage what they’re already doing and create massive new wealth and income. Gary has been investing in Real Estate for nearly 30 years building a rental portfolio worth millions of dollars, flipping other properties and even wholesaling. He has been a licensed Real Estate agent for more than a dozen years and Broker for more than half of that time, creating the fastest growing Real Estate brokerage company in Pennsylvania during the Great Recession, while others were shrinking by 50%. Gary also went onto create an Appraisal business, a Title Closing business and a Property Management business that grew from 40 units to nearly 500 in less than 3 years with virtually no marketing costs. Gary has grown into a sought after speaker, writer, teacher and coach to investors and agents across the world. Fortunes have been made by those who follow Gary and implement his systems of creating massive wealth and income by using their Real License as an income producing asset to serve the Real estate investment community Gary spends his personal time participating in high adventure activities, visiting friends and family far and wide and promoting his greatest accomplishment –  The Healing House Foundation. A portion of all proceeds from Gary’s business ventures goes towards the support of the the Healing House Foundation – a Non-Profit venture that serves families who are healing and rebuilding their loving relationships after suffering from the wounds caused by the illness of addiction of a loved one. 

Mary Blake- Home is Where the Heart Is- Journey through life brings us to…

Mary Blake- Author of Journals of a Healer, 2nd edition in production leads us  through periods in life that take us through our journey in discovering who we really are and how our home truly is within and why we must live on purpose and with true authenticy to really be at home and find  peace. Mary Blake- Author of Journals of a Healer, 2nd edition in production leads us  through periods in life that take us through our journey in discovering who we really are and how our home truly is within and why we must live on purpose and with true authenticy to really be at home and find  peace.

Internet Marketing with Tom Antion

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Randy: What’s up world? And welcome to REALTY UNIVERSAL, Inc. Radio! The fastest hour in radio, no doubt about it. I’m Randy Zachary and this is a show about real estate, about God, about life, about giving back, about being the change in the world that you’d like to see.

A privilege to bring to you Nathalie Mullinix and REALTY UNIVERSAL, Inc., a company dedicated to excellence. REALTY UNIVERSAL, Inc. is a revolution founded on a very simple principle. We believe sellers and buyers should have choices. We have been a pioneer in the menu programs system, more on that of course a little later. Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc., averaged over 80 million dollars a year in sales prior to stepping back to focus more on building REALTY UNIVERSAL, Inc. Membership Network. She’s an accomplished speaker, writer, consultant, trainer, and oh, by the way, mother. She travels worldwide literally, spreading the Gospel if you will, of REALTY UNIVERSAL, Inc.. And now, Natalie Mullinix!

Nathalie: Hey everybody! I’m so happy to be here this week. And we have such a wonderful and interesting show today. For those of you who are new to REALTY UNIVERSAL, Inc. Radio, the first half hour of our show is typically about real estate, agents brokers, buyers and sellers and second half is spiritual, self-help, motivational and community issues. This week we’re gonna do something a little bit different cause we have a wonderful guest who’s gonna stay on through the show cause there’s so much to go through and we’re gonna do the first half and the second on real estate internet marketing and how it applies to any business. So Tom Antion, who I’ve had the privilege of knowing since 1997, he’s here to talk to us today about selling our products and services on the internet. He’s not giving us a book report, he’s the read deal! He’s been doing this for years and years. Tom is an international acclaimed expert in international marketing in small businesses. He’s a fulltime professional speaker as well and he’s been featured on many news shows worldwide, including The Canadian and Australian Broadcast Network, Associated Press and hundreds of radio station and print outlets across the United States. He’s also been involved with National Association of Speakers for years with president of the capital association. He’s consistently making large sums of money on the internet. Literally. He’s got students in his mentor program, many of which are making up to $20,000 a month. He’s – I can go on and on. He’s got the largest internet magazine in over 100,000 subscribers in 80 countries. When we go through it, you’ll be more and more interested to hear more about it. Cause Tom actually trained his students, he has an internet marketing retreat center where you live and work with Tom for four days, learning the ins and outs of working and making the big bucks on the internet. He’s also – and this is wonderful, the founder of the biggest [inaudible] called the Internet Marketing Center, in Virginia Beach and it’s an independent and licensed Internet Marketing School. It’s one of the only ones in the country. You’re getting the real deal cause it’s certified by the state – so as you can tell I’m really excited to have Tom on so without any more ado I’m gonna welcome Tom Antion.

Tom Antion: Hey, Nathalie! How are you?

Nathalie: I’m wonderful! I’m just so thrilled, Tom. You’re always so swamped and to get you for an hour is a total nugget. We gotta have you on.

Tom Antion: I tell you what. You people need to get your pencils out cause I’m gonna lay it on your for an hour. But I wanted to ask you “How’s the weather?”

Nathalie: Oh my God! I’m in Hawaii right now and it’s muggy. And you’re in Virginia Beach now?

Tom Antion: Yeah, so we got a good line between us, we’ve got a really long string connecting us and I’m talking into this tin can.

Nathalie: Hey, what do you think about the hand radios? Those are the new thing now. The reason they’re the new thing is cause they’ve been around forever and I’ve just found out last week that if all our cellphones go out and we have a terrorist attack, we can still communicate through hand radios.

Tom Antion: In fact October 4th was National CB day, so 10/4 buddy!

Nathalie: Are you serious? Is it really?

Tom Antion: Yeah.

Nathalie: Oh my Gosh, Tom! That’s really too funny. When you said about having the wire connecting us got me thinking about it and I wonder if they can do that with CB’s like hand radios. I don’t know, but it’s amazing. In high school they were tricking me with the CB one day and telling me to say that my handle was something I didn’t have any idea. Everybody kept calling and calling –

Tom Antion: What was it?

Nathalie: It was terrible. They said to say eager beaver. I was only in 8th grade, I didn’t think it was stupid and I should have but I didn’t. I’m so embarrassed! But anyhow! So you are –

Tom Antion: I’ll tell you what, if anybody is listening to this show and you’re a grandparent or a parent and you want your kids to have a better chance to succeed in life, I mean there isn’t much security anymore, you gotta listen to this stuff. I’m gonna tell them all kinds of different ways that you can really legitimately can make money on the Internet. And I emphasize the word legitimate, because it is also a field that is just full of scammers and they all help each other out and they make up stuff and sales figure and they outline that lie and have no scruples. Yeah, that will give you a sour taste in your mouth.

Nathalie: You know when you mentioned that topic, [inaudible] produced a documentary about your life called American Entrepreneur, which congratulations by the way! That’s awesome!

Tom Antion: Thank you! I thought you have to be dead before they did that but I guess not.

Nathalie: Yeah, usually you don’t get – congratulations! When you say that, [inaudible] with the internet marketing and the parents and children and you see kids and teenagers going out and making lots of money so it can be done at any age. What are some things that they should look for with these scammers, because scammers don’t always look like scammers, they look like people.

Tom Antion: Yeah. Well one of the things is outrageous claims. I mean anybody that tells you that you can make an extreme amount of money in a very short period of time with no work it should be obvious but people get caught up. And I tell you one of the things that these scammers are good at is copywriting. They’re really good at writing videos that make you think that a piece of dog poop is the best in the world and you gotta have that and it’s really what it is. And so you gotta watch out for outrageous claims. I became a multi-millionaire for years after doing this. However, I worked my butt of those four years, I studied, I got training from people, I worked day and night, I was a fanatic and it didn’t happen overnight. It can but it’s not – it’s just like any other business, it takes enormous time. So that is the first thing.

Second thing is income claims. There’s two ways that people can lie about their income. One is just photoshopping fake results of their bank statements –

Nathalie: I’ve seen that before where they show you their checks.

Tom Antion: Yeah, that’s one way but the other way is more insidious. They might show you real sales figures, they might say “We’ve sold $200,000 in a week of this new super duper product” and they did. What they failed to tell you is that they spend a quarter of a million dollars in advertising. “I actually lost $50,000 but I’m gonna make it up from you because you don’t know any better when you saw this bill of goods.” So you gotta be very careful with income claims and outrageous statements. And as you’re more knowledgeable, you start seeing the patterns of the people that are just selling the same stuff over and over again with the different names and – but in the beginning it’s tough because you don’t know.

Nathalie: Yeah, because you don’t want people to shut down and go “Forget it! I’m never gonna do internet marketing” because that happens too, you know? When people, it’s a toughie. Yeah well anyone listening now – we have a lot of people that are archive listeners too. So if you wanna call in, the call in number is 347 945 5428. If you’re listening later, which most of you will do, Tom Antion will give his contact information several times through this show. Tom has – he’s not here trying to sell you. We’re giving you information, but we literally have the tools so that people can signup and learn how to do this. You can learn on a small scale or a large scale, you can do it online with bits and pieces. The amount of content you have – and you’re a pro speaker too. I’ve seen Tom speak at events and all of a sudden he’s a [inaudible] and everybody was following him. And somebody said that about you by the way and I agreed with them – this was like years ago I heard you and you’re so good and you’re the real deal. And so I’m just saying and putting that out there cause you really have a lot of information too so if somebody is a little afraid and wants to get their toes in the water but not jump in, you have everything from getting and reading and learning the information for what to look all the way up to an internet marketing school, where people can physically come in and do classroom training. So I wanted to mention that.

Tom Antion: That’s the reason why I started this school, it’s because there’s no scrutiny in this industry. I mean other than the FTT who can barely see past their nose when every day 5,000 supposed rich marketers appear on the scene. So I started the school because I knew that I would be under scrutiny. Financially I had to be very well to get the license to the school, I had to put a big amount of money for student refunds. So none of these scammers are gonna go through this scrutiny and every year I have to recertify and they can come in and any mistake I make it’s $1,000 per mistake.

Nathalie: Really? I had no idea!

Tom Antion: So that is what I did – cause no matter how good you are, you’re surrounded by these rip-off’s. So you just have to be very careful who you’re dealing with – and you can hardly look at reviews, because many people generate a false number of positives about themselves.

Nathalie: In other – ok.

Tom Antion: Yeah, they get testimonials and they get and pay other people to do testimonials. It’s just crazy. But so anyway, the warning has been put forth but that doesn’t mean that if you learn how to make money using these legitimate means ether promoting your own product or service or – and it’s not necessarily or. It can be and – promote a lot of things that you might not care about just for the cash flow. For instance I have golf sites – what’s that?

Nathalie: No, I mean as long as you believe in it.

Tom Antion: Yeah I’ll promote everything that’s ethical and moral if there’s a demand for it. I mean I don’t have to like it and my example if golf. I have golf sites and I hate golf. I wouldn’t play golf is the sweetest bikini team is holding my laptop. But people are crazy about it so why shouldn’t I take the money if I can build the site? There’s no reason. And another cool reason, Nathalie, is I’ve been really excellent at making my hobby tax deductible. Because a lot of people have money and it costs them a fortune but they get to tax write off for it. For instance I’m a tennis nut, you know what. And I thought “This racket costs $200 and you gotta have a PHD to pick up the strings at $30 and I got a ball machine and lessons.” And I started this, and I’m a pretty big guy, I have the distinction of being the largest person ever to produce and star in a tennis video. I started psychotennis.com and it’s all for big people that love tennis that learn how to beat leaner, and in better shape people by using the geometry of the court and making shots that they hate and all this stuff. So that makes my tennis stuff legitimately tax deductible because I got a website selling a video. And I’m not giving accounting or legal advice, but [inaudible] absolutely, you’ve got a business based on tennis there.

Nathalie: You make it so easy, I mean even for real estate agents and brokers, when they’re doing their internet marketing, you have to be able to get prospects in and get them into a funnel and have a way of following up and touch base. If you don’t have that connection – and that goes for any business on the internet, you’re gonna lost a lot of people, a lot of prospects. So where does somebody? How did you get into it? Cause I know you were in the speaking industry but how did you actually just slide into that with years of other training?

Tom Antion: I am celebrating my 20th year selling on the internet. I started just when the commercial internet started in 1994 and prior to that, I was selling products and services but it was hard enough in those days to sell them across the street let alone around the world. So when I saw the internet come along I thought “You mean I can sell stuff from my desktop in another country or state?” The answer was yes and I was like “I’m gonna learn this stuff!” So I just studied day and night, anything I could get my hands on and I actually made my fortune selling public speaking videos. And most people, they’re not like us, Nathalie. We’re weirdos and like public speaking but most people hate it and that’s where I made my fortune, with selling public speaking videos. I was selling them before but you had to be face to face.

Nathalie: I think that for the majority of people, you were even doing teleseminars before people were doing any of that.

Tom Antion: Oh yeah! I was doing everything around 1994. I had the longest running public speaking blog. The blog started in 2004, I have the longest public speaking speaker shop so I have a lot of firsts because I was there, doing it during all this time. But anyway I was selling some stuff that was hard to sell cause people were haring it. A lot of people selling stuff today on internet marketing, that’s all they’re selling “How to get rich on the internet!” And they’re driving broken down Pinto’s and pay their rents. But I got rich selling public speaking videos and I had good teachers. Cory was my first teacher.

Nathalie: I remember him.

Tom Antion: Yeah, he died in a tragic [inaudible] accident but he was like the 29 year old grandfather of the internet marketing. Brilliant guy and he was a good teacher and as soon as I got good training I started making money cause first two years, Nathalie, I didn’t make a nickel. I was studying and trying everything under the sun then I started my training with Cory and started making money immediately. But it was $50 a week, then it was 100, then it was 500, then 1,000 and then we regularly had 30,000 months and sometimes 60,000 months. Excuse me, weeks. So this is the real thing, but for the real-estate people you need to understand how to bring in leads. Now if real-estate is mostly local, however I want to make people think just like follow your lead that if you can think globally, do your business locally, you’ll make more money. That’s what matters, thinking globally. Cause you can sell only so many houses that are right around you, but you can sell information and knowledge all around the world, anybody that speaks English and translate to Spanish and there’s more you can sell.

Nathalie: Exactly! And with the internet, it’s so easy bringing the people together.

Tom Antion: Exactly! So all the people listening, yeah. I want you to learn local marketing and that means what we call putting on geographic qualifiers on everything you do. So Nathalie isn’t just a realtor in Hawaii, you would have pages on your site with the different cities and neighborhoods in Hawaii that cut out the rest of the realtors in the world, other than the geographic location.

Nathalie: So you’re saying make it local! So we’re in Maryland and Hawaii and we have affiliates in 50 states, you would actually tell somebody to just keep their information local, right? For their community.

Tom Antion: I would go further than just using the word Maryland. I would – there’s all the major areas in there that you service. I would have different sections on the site. Yes it’s a lot of work but I did this work 10 years ago and it’s still working for me today.

Nathalie: So you’re calling them geographic qualifiers.

Tom Antion: Yes.

Nathalie: Are the [inaudible] links? They’re seeing the links and picking them up and now it’s down more, because people usually type in a different city?

Tom Antion: Exactly! If someone is searching for [inaudible] Maryland Realtor and the search engine sees that, they’re not gonna give them a realtor in Toledo, Ohio. They’re gonna cut out all the other people on Earth except those in Maryland. So I mean it’s a little more complicated than that, but not much.

Nathalie: I have a question. For agents and brokers that [inaudible] which is internet data exchange, they can actually –

Tom Antion: I don’t know what that is. What is it?

Nathalie: It’s like the multiple service. So say we’re in Hawaii and we belong here [inaudible] but internet data exchange means that my brokerage and other brokerages will share information. So if you’re a buyer and you’re looking at our site, you can look for the portion with the IDX and see all the listings with the other brokers, etc. So that’s done through a feed and the local [inaudible], but I don’t think that’s gonna do what you’re talking about with geographic qualifying so I’m wondering if it would make sense to have like the IDX form on the site, but then with what you’re saying it sounds like you need to have a little link, actual hyperlinks?

Tom Antion: You would have pages in your site. See people don’t always come into your homepage. They’re gonna google and the other search engines will display the page that best fits what that person was searching for. So if you had a page on your site about land in Maryland, if that person is searching for realtor and land in Maryland, they’re gonna – google and the other search engines are gonna take him directly to that section of your site and he’s gonna bypass the homepage.

Nathalie: And that makes so much sense and the IDX wouldn’t do it, it’s not gonna help you in that situation.

Tom Antion: This is a total different concept from what I understand. See, I want you to get the lead on the site that you control. Then that’s gonna be the most money for you. If you go splities with people than good for you, I want you to be in control of the lead.

Nathalie: But that should actually be a text link? Is there a type of link that –

Tom Antion: These are pages on your site.

Nathalie: I understand that. So here’s the page and then you’re gonna talk about land of Maryland and you’re gonna have a random city but you’re gonna have that, but when you look at that page and you’re a consumer, what’s it gonna look like? Is it gonna be just text –

Tom Antion: It’s gonna be information about land of Maryland, about Nathalie Mullinix –

Nathalie: Years ago they would say that text and words are better if you have like a graphic or something.

Tom Antion: You’re gonna embed land of Maryland in graphics. If you have just some pitiful looking text planks, you’re not gonna compete in the marketplace just by looking old and pitiful. So you can have a graphically oriented site with nothing overboard, with these key words. What we’re talking about is that “land of Maryland” is a key phrase. And it’s embedded in your title tags and graphics and in the text of the site and they’re gonna read about you and the area, maybe some area demographics and then call to action. How to get a hold of you? That’s what we want, a direct do not pass go, do not go to anybody else but Nathalie. That’s what we want.

Nathalie: I see what you’re doing cause that’s really good. So you’re narrowing it down much more globally.

Tom Antion: Well the global part is different.

Nathalie: Is what?

Tom Antion: Well the global part of what I said is different. That is what I said what I want you to do locally. But to bring in cash flow – I know a lot of people who want to sell real-estate love to sell real-estate. Great! But they also like money coming in and it’s been tough for a lot of the people, except the cream of the crop, to make it in real-estate. So I want people in whatever field they’re in to be able to bring money in from other avenues, either related or unrelated. Once you bother to learn the internet stuff, you can sell your knowledge of selling real-estate by having a real-estate course that you sell around the world like an online course and make $200 every time someone buys it.

Nathalie: Exactly!

Tom Antion: Clean profit cause you’re selling online.

Nathalie: Yeah, we do that with products. Some of you who are listening right now – you’ve always bragged “I’m not really technical.”

Tom Antion: That’s true!

Nathalie: So someone is not technical. I remember in the late 90’s people are using Frontpage and Dreamkeeper and things like that but now WordPress has gotten so much publicity. What do you think about it?

Tom Antion: If you remember back when VHS and beta tapes were coming to the market – you’re not old enough to remember.

Nathalie: I am unfortunately, yeah!

Tom Antion: Well most people said that beta was actually a higher quality for taping, but VHS won the war, they won the marketing war so beta disappeared. It’s the same way with WordPress. There’s other things out there and other kinds of systems, but WordPress won the war. There were like hundreds of thousands and there’s – there’s probably a couple hundred million WordPress installations.

Nathalie: Probably good to go. If somebody doesn’t know what to use, would you recommend WordPress?

Tom Antion: [inaudible] love it and there’s plugins. Plugins are like accessories on a car. So you can get a plugin that makes your search optimization a lot easier, you just fill in a few things and that takes care of that. You still have to get incoming links and stuff like that but for running and operating a website with virtually no money – in fact if you want to see something that will make most people out there sick, my school site, IMTCVA.ORG, I have less than $100 in it and it rivals the University of Phoenix. It’s a universal website

Nathalie: You’re kidding! That’s amazing! So let me explain for people who have no idea about this at all. Would that be WordPress.org or .com?

Tom Antion: Well neither really. So you don’t wanna go to WordPress.com, where you can start a blog in 2 seconds because they don’t allow anything commercial. It can only be for family stuff.

Nathalie: That’s good to know.

Tom Antion: So every hosting service for websites in the world will give you a copy of WordPress for free.

Nathalie: Is it a .org or it’s just a copy?

Tom Antion: It’s not a .org. You go to hostgator and you use WordPress software on their service. They give it to you, install it for nothing. And then you pick a theme. A theme is like when WordPress was the engine to your car, a theme is the paintjob/

Nathalie: You pay for a theme or just pick a free one?

Tom Antion: There’s free and paid themes. The reason we like paid themes is because they’re supported and when WordPress updates, free themes frequently aren’t supported and they’ll go bad on you and there’s nobody to help you. But we’re only talking 60 to 100 dollars. That’s where the cost was in my site, picking a theme. The rest of it in probably a half hour tutoring session I can have anyone putting their own pictures on the site, their own content and all of that.

Nathalie: Even learn how to embed the graphics like the title?

Tom Antion: Yep! Because you put the plugin in and just fill in three lines of text and that’s it. It’s automated all this stuff and so regular mortals can operate their websites for nothing. And this is one of the things that I attribute my success, Nathalie. I probably have 2 million dollars in the websites, but I have less than $1,000 in 20 years in website creation.

Nathalie: That’s like impossible!

Tom Antion: It’s impossible because the web people want to keep you in the dark because the same thing – that site that I told you that I have less than $100 in, would be 15,000 to 20,000 if you went to a professional firm –

Nathalie: We did programming in the Philippines and paid a lot – I mean cheaper than if we had full time programming over here but the programs still were added up and now we have to redo everything because it’s archaic programming.

Tom Antion: Yeah and we don’t even use archaic programming anymore. I mean we never did, because there’s so much off the shelf stuff that you just put a plugin in and it does what you wanna do. Put a calendar on.

Nathalie: If people want to contact you and find everything, should they go, I see greatinternetmarketing.com/retreatcenter.

Tom Antion: No, just go to greatmarketinginternettraining.com and that’s my mentor program and that will get you into contact with me. And I have so many resources – I mean like this WordPress, I have this $97 course that teaches you everything you need to know and it saves you thousands of hours on web design. You know what’s worse than web design, Nathalie? Is waiting for these rotten people –

Nathalie: We still do it, cause I don’t have time to do it and I delegate it out and we got ripped off for like $10,000 because the company was doing it and two months later we had to do it again. But even now when we have other people doing things, we’re paying because when you’re running businesses you can’t run everything and [inaudible] also antion.com is another one of your site. I just wanna put that out there because it’s easier for someone to remember antion.com.

Tom Antion: Yeah and put /blog up there cause we just opened a new blog section and there’s an article right there, with the top 15 mistakes people make on their websites. So it would be the perfect place for them to start. And also it would be a great marketing technique on the page that they will lean and tomorrow I’m gonna reveal how I did it. So it’s a good place to start.

Nathalie: And there can they signup on your newsletter too?

Tom Antion: Yeah they can get on the list. I won’t spam you or anything. My policy is I won’t send you an email unless I have something to say. So many people send them three times a day and just with drivel. So I don’t have time for that nor a reputation.

Nathalie: No, you’re fantastic! So we’ve got this person listening in and they’re gonna do – would you. Ok so to back it up a bit. We use Vario for hosting private servers for years and because of what we’re doing we always need the bigger and larger priced options.

Tom Antion: I have a website there, yeah.

Nathalie: We flipped to another company and because some of the people were here before and then we also have hostgator. For example on hostgator – or when you go to signup for domain names, because I’ve been doing in a different way with the business all these years which we’ve spent fortunes really but it is what it is. And – but when people say they go and get another domain on godaddy or one of those sites and they offer you that capability, you’re saying you recommend that?

Tom Antion: Which capability?

Nathalie: The capability to have a website right away.

Tom Antion: No don’t take that! That’s for dummies. That’s just for clueless people and they’re just trying to suck you into and get you to host there. They have WordPress and every place has WordPress.

Nathalie: So don’t do that $5 website!

Tom Antion: No. Right at there you contact support and say “Listen, I wanna install WordPress blog” and they’ll say ok.

Nathalie: Ok, so you’re asking for a WordPress blog, cause I’ve heard just for the [inaudible], there’s .org and .com.

Tom Antion: You don’t have to deal with either of them, you’re gonna go to a hosting service and they’re gonna give you the software and probably install it for you.

Nathalie: Ok so you don’t want to just do it that way. You have to make sure you’re doing that step. And then what about fantastico?

Tom Antion: That’s something really easy to install. But like I said, at godaddy chances are they’ll do it for you and just give it to you. You probably don’t have to fool with that.

Nathalie: So automatically with WordPress you’re gonna be covering SEO and people need to learn how to do that.

Tom Antion: You get a plugin called the all in one SEO pack and then there’s another one called YEOST. But anyone of them is fine and it makes it easy for you to do this SEO on your site.

Nathalie: That’s fantastic! And then they also have a content management system.

Tom Antion: That’s what WordPress is. Yeah so it’s already that. Now it’s not gonna be something like [inaudible] that’s gonna keep track of who you’re gonna call and that kind of stuff. It’s not for that, this is just a website version. It isn’t something where you take notes from the people you call yourself.

Nathalie: It really sounds wonderful though because they’re actually able to get a – when I say contact management system I mean add pages and things that before we would have a web programmer do that. I’m gonna stop for a second, I think we have a caller with a question. I just want to go ahead and – Hi you’re on the air! Would you like to ask us a question? Just tell us your name. I think they just hung up. Oops, I didn’t want to embarrass them! Come back on, we won’t do that to you! So yeah. Some people just wanna listen. So they’re gonna go in and – it saves all the steps and money and that’s one of the things that WordPress has done for people out there, is covered so much.

Tom Antion: Like I said, WordPress won the marketing war so the developers are developing plugins like crazy, like thousands a day to make the site do all kinds of stuff with either free or very cheap plugins. For instance you can have a membership site for like $97. And so now you got $200 in the website where you couldn’t even talk to a web designer without 500 and get anything for thousands.

Nathalie: They all charge you so much money! And I mean it’s just like – so if somebody says “I’m gonna pay somebody $1,000 for a site” they’re telling me it’s gonna be PHP or HTML open source or whatever.

Tom Antion: Absolutely not! No, because what they’re doing is they’re trying to make it too difficult for you to actually operate it so that you have to come back and pay them for a monthly maintenance. I just consulted with a place that spent $42,000 on their website and $1,500 a month for absolutely nothing. The site was nothing more than a WordPress site with a couple plugins and I guarantee they didn’t have more than $100 in the site, the actual developers and then $1,500 a month for what?

Nathalie: What if you don’t have the time to do it and you say to the guys “I can do this site for $1,000” and you’ll say “But it’s not WordPress.” I want it in WordPress. What would you charge me to do all the pages in there? The labor part.

Tom Antion: Here’s the flaw in that thinking. I am as busy as anybody on this earth. Two TV shows, documentaries –

Nathalie: I appreciate having you today.

Tom Antion: And everybody claims they’re too busy. Well here’s the flaw in that thinking. By the time you find a [inaudible] firm, pay them a fortune, explain to them what you want, when they don’t do it right, go through revision after revision you could have spent an afternoon learning how to do it, get a bit of tutoring and be done for 100 less money. So don’t tell me you’re too busy to do this!

Nathalie: I agree with you totally! I’m gonna take it to a new level, just the questions cause a lot of people – I wish that called would – I feel badly when someone wants to hang up but whatever. Some people don’t want to talk on the phone. Say you need database programming. Now that would be something that you would need to hire someone to do some other coding.

Tom Antion: That’s right. You would have that added on for the site and you’d still operate the rest of your site and then you would demand that that database program had a shell that you could operate yourself.

Nathalie: So you tell them “We need a content management system that we can operate ourselves so that when we hired you -” and you have them sign a work for hire agreement so they don’t come back and say otherwise. And then when they say – so it’s kind of like accessories. You’re going in and buying your clothes, your suites and outfit and you’re getting accessories. So you’re looking like you’re having the WordPress with either site, you can do the database separately and still make sure you have full control over it. You recommend that they actually do the work so they can see it online instead of working locally on their computer?

Tom Antion: Yes, you always want to review what you’re doing but let me ask you what kind of database are you talking about? Cause if it’s just email.

Nathalie: Well for us it would be real estate databases, because for example they have the [inaudible] feed and populating different searches so it’s definitely when you would need database programming.

Tom Antion: Let me tell you the warning on doing that, Nathalie! I had something very similar to that. I think it might have been real estate but it’s been a few years and I can’t remember. Came to me, they charged her $4,500, they dragged her out for six months, my people here duplicated what they did in 15 minutes for nothing, for free. Because what they did is they went to a webmaster script site. There’s places like tucow and they took an off the shelf script, they probably played video games for 6 months, holding off of this lady’s money, finished it off, gave it to us. It still needed a little tweaking but we still replicated it in less than a half an hour. For free!

Nathalie: No, it’s really scary! There’s different – people have to – that’s something I think WordPress cause I got into this in the 90’s as well and it’s just an amazing amount of money that we ended up spending for years, cause you didn’t have the plugins and software in a box type of thing. So – we’ve got about 20 minutes left and I wanna ask you, you also have a fantastic shopping cart you use called kickstartcart.com. Now can that cart work seamlessly with WordPress or is it something else?

Tom Antion: The answer is yes, it will work with anything because of the nature of the cart. See the cart runs on it’s own server so you don’t have to install it on any one of your websites. It links from your products back to the website or to the cart and it has forms where someone can put their email address in and it will go to the cart and store it for you so you can broadcast to those people or have auto responders so automatically if they signup for a freebie or buy something they get a series of emails automatically. So it’s a separate system. I probably have 70 different websites going through only one cart and if you’re on this website, you have no idea I have all these other websites.

Nathalie: I’ve heard, cause I’ve been checking into – we’re changing a lot of stuff to WordPress and I could never get back to the thousands of dollars and I’m from the old school and still paying a lot for the servers, but we have people monitoring and I like that, 24/7 support and it’s free. But I’m looking at WordPress and I’m wondering, some of these guys say “No, you need to have a plugin.” There’s this thing called [inaudible] and I was looking it up and it’s not very good and it’s taken a lot –

Tom Antion: Yeah that would be ridiculous for you to –

Nathalie: Well I think it’s taken off like you said a half an hour ago.

Tom Antion: People don’t know any better.

Nathalie: Exactly! Well look at zillo, and I don’t wanna get sued but for the real estate agents and brokers who are listening to this call, everyone is thinking “I gotta be on zillo!” The statistics are messed, they are not valid statistics, the things are skewed but they had plenty of money to throw out to the market.

Tom Antion: Yeah we see this a lot and people do a public offering, they get a bunch of cash infusion and they market to people that don’t know any better. That’s why you gotta have someone who knows what they’re doing and it’s not gonna be a geek. Let me tell you that. If the geek was so good at making money, why would they be working for you? So when a geek tells you “We gotta use Droople cause it does this and that.” Well I bet you they’d trade bank accounts with me. They need money but they’re geeks, technical nerds and they never made any money. You have to deal with people that know how to make money but I’m still telling you keep your cost low! And that’s what I specialize in, low cost, high returns.

Nathalie: Now do you recommend on the websites people using AdSense and putting those ads on there? Do they receive money that way or is that a thing of the past?

Tom Antion: Well that doesn’t make sense for most people trying to make their main income because you’re gonna be sending people to your competitors when you get 20 cents and they get a big contract. I do it on sites that I don’t care about, like the golf sites. So any money that comes in, I don’t wanna talk golf with anybody, they just click on the link, I get a commission. But on your own sites it doesn’t make sense, because you’re clicking out for 10 or 20 cents and sending somebody –

Nathalie: You’re right cause I guess the way for people who are not familiar with how AdSense works, is say you’re in real estate, if you put it on your real estate site, it’s gonna put ads that are related to real estate. So what Tom is saying is you’re gonna be throwing them to your competitors and it doesn’t make sense for a small piece of the pie when you want to have that customer. Gosh, you have so much information! I knew this time would fly by and – you know, I wanna also ask a couple more things. I want to give your site antion.com. I’d do a google. So the antion.com and the IMTCBA.org and then – yeah. And greatinternetmarketingtraining.com. And if I put great internet marketing.com at least –

Tom Antion: Yeah I have that too, but that was my old training site where great internet marketing they can watch a video about my joint venture program, they can download a learning brochure that has examples of lots of sites and revenue streams. Like we have 9 different revenue streams we pull in so it gives you examples of all of them.

Nathalie: I just want them to find you so they can get on your list and get all your information.

Tom Antion: Go to antion.com/blog.

Nathalie: Cause you’re amazing! What you’re doing is amazing. No, really. Cause I’ve known you for years and years and it’s just nice. I’m gonna give the number too in Virginia for the retreat center which is 757 431 1366. We only have about 10 more minutes left and I wanted to ask you. You have a method of creating a one page sales letters that are very lucrative because that’s another thing out there where you can google one page letters and you have to have – and you’re gonna get so many websites and programs. “Buy this program for $2,000!” So there’s different sites with memberships that they offer it. So elaborate on what you recommend on this.

Tom Antion: Well first of all a one page site is never gonna get traffic from google. You’re always gonna have to drive traffic to it. Basically it’s just a sales letter and google hates one page websites because they don’t look substantial and google wants substantial sites. So you’re gonna have to drive traffic either by a radio show like yours, or by paying advertising on Facebook or google AdWords or you might have a TV show or a newsletter. So it’s basically a sales letter which brings me to my number 2 thing – actually they’re concurrently important. But what I claim that has made my fortune is what we call copywriting. This is not like protecting your work with the Library of Congress, it’s about writing words that make people give you money. I have a site called copyriting901.com that teaches me how to do this and this has made me over $20 million and this is high profit stuff. In real estate if you did $80 million sales – yeah but this is 90% profit. So copywriting – so basically you’re making a simple page that doesn’t have navigation on it, with a headline and testimonials and all the things in a sales letter and you drive traffic to it.

Nathalie: So how do you make the page – if you’re a novice, how do you make the first page?

Tom Antion: Well when you’re in WordPress, first of all it does not have to be the homepage. The page that made me the most money in my career in just a page within a site that nobody knows about unless I tell you. So all you do is you go into WordPress and you go to pages, add new. And you’ll add a new page and if you don’t tell anybody it’s there, nobody will know about it. And it always has an address on the top so when you send it to people, you send them directly to the sales page. They don’t even know the rest of the site, they’re just going directly to the sales page. So you can do it that way or start an entire site by yourself but basically, if you just did that, you’d install WordPress, add a page and then make that page the homepage. I mean it’s that easy.

Nathalie: So you actually have to install WordPress for that one page – ok.

Tom Antion: If you were gonna do it on a site by yourself. But many times I’m just doing it on another page within a site somewhere.

Nathalie: Ok. Wow! This is just so much information! I mean you have a simple three prong attack of internet marketing and you basically are saying you just care to teach people where to click to make money and to teach your students the exact techniques you used to pull 75,000 or 20,000 in a month from your home office. This is amazing! So you really take the nuggets, you know it like the back of your hand –

Tom Antion: People get confused cause there’s so much stuff. With the three prongs, there’s only three things you’re doing. You’re working on your websites or putting ecommerce or a shopping cart on it. Prong two is a database of emails to people and prong three is product development. So no matter what you do, it’s in one of those three. For instance, everyone is going crazy for years now on social media. Well guys like me, here’s what we think about social media. Big, enormous waste of time! Unless you get people off of social media to a site that you control and get them on the email list. Because people just burn an enormous amount of time fooling with the social media and never making money of it. Look at what Facebook did to us. Facebook played the whole world by getting you to kill yourself to get fans and likes and now if you don’t pay, nobody sees anything you put up there. So less than 5% of people see it unless you pay. So you wanna get people off social media and somewhere you can control because Facebook can change the rules anytime they want and you’re screwed! So get them off of there and on to an email list. But that’s in prong 2 with the database. So everything you do falls in one of those three prongs.

Nathalie: Wow, it’s really hard to know who to trust! It really is because it’s so easy to see it [inaudible] because you’re working on the site and doing product development and it takes time.

Tom Antion: My bottom line is if you don’t get in a hurry and you take time to learn things correctly it will be worth it more than anything you ever did in your business life. Because you can reach around the world from your desktop at a very low cost and sell your products. But if you want to get rich quick, God help you! You’ll go down like everybody that refuses to learn.

Nathalie: Wow! So with your techniques you really have them focused around their main business because that’s what brings the money in first and then they give it to everyone else. Yet you actually tie in affiliate programs so people learn how to network and what other people but it can bring them money back and forth.

Tom Antion: That’s right! That’s called joint-venturing and affiliate stuff. So it’s ok if you already have somebody in your database and you recommend some non-competitive product that they’re gonna buy and get a commission. In fact this is how I legitimately say – and this gonna sound like hocus pocus, but you’ve been around me and you know you’re not. I couldn’t stop the money coming into my checking account if I tried. Couldn’t stop it! And the reason is I recommend other services and I get paid as long as you stay in that service. So if I recommend a service to you once and you keep buying it every month, I keep getting paid every month and I only recommended it to you once. So if I just quite everything today, fire everybody and just sit and watch tennis all day I would probably bring $300-400.000 a year in just doing nothing, because of these things. So they are real.

Nathalie: We’ve got to jump through a couple of things that you – so in addition to someone doing their own business, I know you have wedding and eulogy sites.

Tom Antion: Yeah, once you learn how to use these techniques for your own business, there’s no reason that you couldn’t sell this and that. Like I have eulogy books that bring in 40,000 a year, wedding books at 70,000 a year.

Nathalie: Wow!

Tom Antion: These are eBooks. The money goes into the checking account automatically, they download it and I just sit here getting an email saying you just made money. And it sounds hocus pocus, but it’s basic eBook, it’s a digital product. eBooks are going crazy now, I was selling them even when it wasn’t cool, back in 2001. But this is all doable. Everybody has knowledge in their head, if they get it into a sellable format, people will buy it! They will give you money for what you know but you have to go through these steps to make it easy for them to do it.

Nathalie: And you teach all of it, what to charge – it’s like you take the learning curve away and make it so easy. And I think it’s just like you mentioned before with people having a fear of speaking and they won’t do it but once they get over it they go like “Wow! That wasn’t that bad.” And that’s what I think you do with the internet marketing. Is get people to see this is easy, it’s not so [inaudible].

Tom Antion: It’s easy when somebody holds your hand. If you go and try to figure it out on your own, yes, you will get buried. And I can’t do it all by myself. That’s why I keep young people around, because if I want something done on my smartphone, I can’t figure it out. I give it to the girl and it comes back and it’s done. You can’t do it by yourself but you can do it. That’s the bottom line.

Nathalie: Wow, you’re amazing! So these sites can be just so [inaudible] I’m just so shocked.

Tom Antion: Well WordPress is free and a theme is no more than $100 and also I forgot to tell them about Fiveer. Do you know about Fiveer?

Nathalie: Yeah, go ahead!

Tom Antion: Yeah it’s a place – It’s Fiverr.com. It’s a place where thousands of people are telling you what you’re willing to do for $5. And you can get custom graphics. I got world class voice over work with 25 year old radio veterans for $5.

Nathalie: Was that like Elance?

Tom Antion: I don’t hardly bother with them anymore but it’s great. There’s some funny stuff in there but there’s people that will fix your blog for you, they’ll install it, put custom graphics –

Nathalie: Well it has been wonderful! Thank you so much for taking so much of your time.

Tom Antion: I’m just getting warmed up, Nathalie!

Nathalie: I know! We’d love to get you back when you’re in between your schedule or something. I wanna see you when I’m on the East Coast.

Tom Antion: I’m heading to California for two speaking engagements and working on my TV show for a couple weeks so I’m gonna be closer to you.

Nathalie: I’m gonna be in Irvine in the first week of November but I think you’re going at the end of October.

Tom Antion: I’ll be home by that time yeah.

Nathalie: Well tell us one last point and we’ll get off here. We’ve got about 40 seconds.

Tom Antion: This skill is probably the best thing you can do for your business or if you get your children involved – we’ve had kids at 8 year olds writing books and selling them.

Nathalie: It’s amazing!

Tom Antion: If you wanna give your kids a heads up on something that they make their own way, this would be it.

Nathalie: Tom, thank you so much! And I hope to see you sometime soon. I wish you peace!

Randy: Thank you for joining us on REALTY UNIVERSAL, Inc. Radio! Our hope is that you were enlightened, encouraged and mobilized to be an agent of change. REALTY UNIVERSAL, Inc. is on Facebook, join us there. Follow us also on Twitter@REALTY UNIVERSAL, Inc.. And for more information, you can go to RealtyUniversal.com. Make it a great day!

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Randy: What’s up world? And welcome to REALTY UNIVERSAL, Inc. Radio! The fastest hour in radio, no doubt about it. I’m Randy Zachary and this is a show about real estate, about God, about life, about giving back, about being the change in the world that you’d like to see.

A privilege to bring to you Nathalie Mullinix and REALTY UNIVERSAL, Inc., a company dedicated to excellence. REALTY UNIVERSAL, Inc. is a revolution founded on a very simple principle. We believe sellers and buyers should have choices. We have been a pioneer in the menu programs system, more on that of course a little later. Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc., averaged over 80 million dollars a year in sales prior to stepping back to focus more on building REALTY UNIVERSAL, Inc. Membership Network. She’s an accomplished speaker, writer, consultant, trainer, and oh, by the way, mother. She travels worldwide literally, spreading the Gospel if you will, of REALTY UNIVERSAL, Inc.. And now, Natalie Mullinix!

Nathalie: Hey, everybody! I’m so happy to be here. I’m actually gonna be on today from Hawaii and we’re just so looking forward for this. Today’s show is gonna be so exciting. We’re gonna be bringing on Jim Gillespie in a minute and typically on the first half we talk about real estate and on the second, self-help and motivational, etc. But we’re gonna get Jim for a little longer today and I think it’s gonna be a lot of fun. So wherever you are listening in the world – and we have so many callers and people who listen to our archive, this is REALTY UNIVERSAL, Inc. Radio. If you’d like to call in, the number is 347 945 5428. Really interesting stuff to go through today so I’m gonna go over and get ready and introduce Jim. Jim has over 35 years of experience in commercial real estate. He’s been a successful agent and manager and has been president of three different commercial real estate companies [inaudible] in Southern California. We are so blessed today because he has worn so many hats and the information that he’s gonna give today is bar none the best. In addition to his past in commercial real estate, he’s a master practitioner and trainer in the fields of hypnotherapy and neuro linguistic programming. I’m stumbling here. And he holds a PHD in the field of clinical hypnotherapy. Jim has been published, interviewed and written by in The New York Times, Los Angeles Times, Time Magazine, Broker Agent News and he’s been recognized as being their editorial contributor of the year. So for you brokers out there this is wonderful. The California Real Estate Journal, First for Women Magazine, Commercial Investment Magazine and the SIOR professional report. So Jim’s been in the industry for years and years and since 1998 he started focusing full time on training, commercial and real estate agents and brokers. He’s written more than 400 articles that have been read in our industry and read by tens of thousands of commercial brokers. So we’re welcoming Jim Gillespie! How are you doing?

Jim Gillespie: Hey, Nathalie! Good! Thanks for having me on the show.

Nathalie: It’s my pleasure. So you have worn many hats, you know this like the back of your hand. You’ve been at it for 35 years and I’m gonna pick your brain if that’s ok.

Jim Gillespie: Yeah just leave me some brain cells at the end.

Nathalie: Ok. Hey, and you’re calling from California I think, right?

Jim Gillespie: Yeah.

Nathalie: What’s the weather there? We’re getting into that time of the year where everything is starting to change.

Jim Gillespie: Well I’m about an hour inland of San Diego in an area called [inaudible] we have like wineries and stuff like that and about an hour and a half from downtown LA. So it can get hot here during the summertime, but we had 5 days in a row with 100 and now it’s a cool 80 but starting tomorrow it’s supposed to be [inaudible] and summer’s given us a last nudge, saying “I’m not gone yet!” But hopefully in the next week or two we’ll be down to normal weather.

Nathalie: You’re getting like [inaudible], like Vegas, right?

Jim Gillespie: Exactly! And – I mean a weak or two ago, I went to the coastal cities in Newport Beach, right at the ocean and it was too hot to be outside. We went into a building to talk [inaudible] because it wasn’t comfortable to go out and talk. “Let’s go to the building where there’s air conditioning and we won’t be sweating while we have that conversarion.”

Nathalie: It’s funny! In Hawaii we’re getting humidity and hardly [inaudible] over the last two months. You know, the temperatures are usually in the higher 70’s and 80’s but the humidity’s been horrendous. But it makes a big difference, yeah. I’ve got my girlfriends who are in their 50’s and calling each other saying “Are you hot today? Is this the heat or something else?” Oh my God, that’s a silly question. Because here it’s weird to have this high humidity but I think we see the changes come all over.

Jim Gillespie: But it’s why the place looks like paradise, so at least you got that going on.

Nathalie: Yeah, you just kind of – but the air conditioning isn’t pretty common so it’s something that needs to be added. So tell me, you’ve been doing this for so long and it’s a pleasure that I get to pick your brain because you wear so many hats and were in the business selling – how long did you do that?

Jim Gillespie: It was basically 20 years. I was an industrial agent in downtown LA so I would lease buildings to company like clothes manufacturers, importers, people who would import electronics and basically have a warehouse so they can ship out of. It’s very interesting though that with the garment industry, it would be interesting to see how segmented that is. I mean you’ve got a company who’s got the finished product and then all over town you’ll have independent businesses that have the fabric itself and then another place that will cut the fabric on these really long cables and a lot of places that will do the sowing of the fabric. And then you’ll have one company that does nothing except specifically putting zippers on the product. So it’s very segmented and you don’t realize when you’re in the retail store, just buying the thing.

Nathalie: I would have thought that manufactory does it all.

Jim Gillespie: It’s very segmented. Small independent businesses are doing each step along the way to give you the final completed garment that you’ll be wearing.

Nathalie: That’s amazing! Unless it comes from China.

Jim Gillespie: Yes, unless you’re importing completed but it’s probably done the same way over there too and you’re just buying the finished product over here.

Nathalie: Wow! So you’re doing a lot of leasing of the warehouses and buildings –

Jim Gillespie: And the manufacturing buildings so the manufacturers will have the highest ceiling and stack the product up high, the manufacturing buildings don’t need the high ceilings but they need great power distributed all along the building so they can have sowing machines all across it doing manufacturing and the sowing part.

Nathalie: So you were in it, in the commercial side, and actually take it from the ground up? Do they own it? Do they typically like that type of situation?

Jim Gillespie: For example, where I was, the garment people wanted to be around certain areas in downtown LA. So a lot of the times their business decision was driven by “We need to be close to the hub of the garment industry” so they would either lease or buy. Ideally, everybody would like to own, but it’s a matter “Should I buy this right now? Is it a good decision or should I lease it right now and look to buy something after we’re comfortable with how the business is doing somewhere down the road?”

Nathalie: With the budgeting that makes sense.

Jim Gillespie: Yeah, in downtown LA you get a lot of old buildings and stuff so you’ll get old brick buildings and sometimes multi store. A lot of the times the company is trying to do with the type of building that presents itself at the right price, but they wanted it in this area because they want to drive around to all of this different businesses that are manufacturing their garments from them so they don’t have to drive large distances to each one.

Nathalie: So you being in commercial brokerage there, do you not actually want to be a knowledgeable about the rate of return and renting versus owning, you have to know the type of business that these people are getting into?

Jim Gillespie: Yeah that would be helpful because when you’re working with people like this, whether they’re leasing or buying a building you’re talking about making probably the most important financial decision they’ve ever made in their life at this moment in time, outside maybe of their own home. So anything that you can do to understand their business and talk to them from their point of view is very helpful as opposed to just being the person who’s trying to lease them a building and doesn’t understand their business from the position of the shoes that they’re standing in the middle of it, yes.

Nathalie: That makes a lot of sense. You have to talk their language. How did you get into – how did you decide, when you became licensed and I’m assuming that you were already in California and decided you wanted a real-estate license. How did you decide you want commercial versus residential?

Jim Gillespie: I have my cousin to blame for his so – when I was in college, I was going the first two years in UCLA and I was an economics major. Now something interested about it is that you cannot get an undergraduate degree from UCLA, you can only get a masters or PhD in business because they have the different majors across the systems. So UC Berkley, is very focused on business so you can get a bachelor in business there. So the closest I could do at UCLA was that I could be an economics major and I’m thinking “What am I gonna do that? Who is looking to hire economics major?” I was stuck with going to graduate school but I don’t think I wanna do that, I wanna get in the business world. I was hearing about this thing called CPA accounting that’s a hot and booming industry and that’s what I wanted to do and I transferred universities to Hellstate University Northridge, which has put together a great business school. I was getting my accounting degree and a guy in the upper classes I was like “Man, is this the kind of stuff I really wanna be focused on for the rest of my life?”

Nathalie: Kind of boring right?

Jim Gillespie: It had the hardest class in my life because it had nothing to do with accepted accounting series, it was all about legislation passed by congress, it had nothing to do with accounting and it could change in any given year and you just had to know the regulations in each and every year. And my cousin was working at the time for a commercial and now it’s known as [inaudible] even though there’s a company with the same name today. But he was a year older than me, was working in sales and worked in this job that was designed for people who are in college to get their feet wet, as far as learning about commercial state brokerage as a career so he was able to get me into that spot, in their Beverly Hills office. I was getting on the phone with companies, trying to find leads for the sales people tracking how much square footage the [inaudible] space had and where their lease has expired and stuff like that. And so this was the late 1970’s and commercial brokers were making money hand over fist at that moment, that was a huge boom on the market and it seemed so easy and so much more fun that accounting so that’s what I’ll do! And when I graduated, I graduated right when the market was taking and [inaudible] commercial brokerage full time in 1980 and everything had change. The prime rate went to 22%, inflation was rampant and it was just nuts! And I got in this business and asked myself “How does anybody make a living off this?” So it took about maybe 5 years for the market to loosen up after that recession, then things got better and I became a full real-estate broker in downtown Los Angeles.

Nathalie: Amazing! I think we had you in real-estate!

Jim Gillespie: In commercial real estate brokerage, you’re dealing with seasoned principles who are experts. They’re owning their own businesses. Especially if you’re working with entrepreneurial people as opposed to the major corporations, but I mean, they are harsh negotiators, they agree to a commission rate and when you get close to a deal, they say “I thought you were gonna give me more than this, you need to cut your commission! I don’t want to pay that commission.” And it’s just like when they deliver they all of a sudden turn on you and say “I don’t wanna pay you but we agreed to” and they try to play hardball and it’s just – you gotta be able to sense when somebody is bluffing and just try to get money out of you but they want to do the deal anyway versus they’re serious and they’ll walk in from the transaction if you don’t increase their commission.

Nathalie: I’ve heard about it many times, that it takes longer to get paid and these things happen at the end. Even though you have the contracts and the commission covered and your buyer broker cover? It didn’t matter?

Jim Gillespie: Here’s the thing! You’re dealing with people who sometimes have the attitude I know according to the contract I’m supposed to pay you, but go ahead and sue me! I don’t care! I will pay my attorney just because I don’t wanna pay you! And then they hope to reach a settlement for less money just because you don’t want to pay your attorney anymore, you don’t wanna go through the agony. And even though they’ve spent more money on this thing with the reduced commission and their attorney they feel like they’ve won and that’s the most important thing.

Nathalie: And the winning is everything! For some reason with ego’s and independence and all that other stuff. I’ve been on the residential side – not to get into the stories cause I wanna keep our focus on what you’ve done and what you’re doing but I’ve had it like when it would be so stupid at the end of the table, because people have to win. I mean the dumbest things, that are so small and you’re like “This isn’t worth it, just take it.” Of course I wouldn’t wanna do that over thousands. And it wasn’t – but just because somebody had to win. But you’re right, that’s kind of scary.

Jim Gillespie: It’s like what happens is oftentimes when you’re negotiating let’s say a purchase of a building, whether or not you’re successful at arriving at an agreeable price oftentimes has less to do with whether it’s a fair price and more to do with each principle acting like bulls circling trying to get a pound of flesh out of the other person in the transaction and the feeling of whether or not they’ve been able to do that against the other person again, as opposed to whether it’s a fair price for the property.

Nathalie: What a game! That’s where your NLP came in handy, I’ll tell you! All the psychologist degrees.

Jim Gillespie: Yeah, well I’ll tell you, it’s been much better for me because I really studying the NLP more as I was getting towards the end tail of my broker career and I got into coaching, helped me tremenduously with the coaching because of the level of detail that I got into it because I have coaching clients call me up and say “Look, I got these principles to go in this transaction. What do you recommend I do?” And I tell them – look, you go into this person’s –

Nathalie: If they’re in a group, you help them?

Jim Gillespie: Yeah, absolutely! And this is what you say in this situation, these are the questions that you ask and I’ve created prescripts for commercial brokers to use this NLP technology and sometimes, I’ll have a coaching with a client and say “Look, here is what I want you to do.” I want you to write down every single objection that you’re getting thrown at by the people in your brokerage business and we’ll take one session on the phone and you feed those objections to me one by one and I will show you linguistically how to overcome and move beyond them and I’ll have the person record the call so they can listen to all of this and learn how to deliver these responses on auto pilot whenever they come up again in their career.

Nathalie: That’s fantastic! How do people reach you?

Jim Gillespie: How do they reach me? If they got pretty long arms, they can reach to the phone right now. My website is commercialrealestatecoach.com. That’s the best place to go to. If you look, I’ve got a lot of blog posts over there and I’ve got a good number of two minute videos that are educational on the things you need to know to be successful in commercial real estate brokerage, like what to say when you’re talking on the phone, what to say to the receptionist, to move beyond her, what type of voice mail message to leave that will compel the decision maker to be that much more interested in picking up the phone and calling you back and I just released one on an approach you can utilize to close people in a realistic situation. So basically get them to want to move forward and sign the listing agreement. Persuasion is another subject [inaudible] these two minute tips that you can look at that brokers went like “This is really cool! I can use it all in my business.”

Nathalie: And start learning and make it defusing. I know, after being in the business for 30 years, people come to me for advice and they don’t take my advice. Like why did you come to me? I think – “How do you do it and not get jaded for not taking the advice?” Or do you find that people come and take them.

Jim Gillespie: I mean it really depends on the coaching client. I mean my dream coaching client is somebody who is hugely motivated to become successful and take their business to the next level and they’re willing to be coachable and make it happen because a lot of the times brokers are in a position of “I’d really like to make more money” but when it involves changing what they do, then they give up.

Nathalie: What are some of the biggest challenges that brokers are facing in expanding their business? Is it just that or they’re blocked?

Jim Gillespie: Well it can be, depending on the situation but talking about the activities that they do, I would say one of the biggest challenges that they face is once they’ve done the business development and they’re developing leads that they’re working on, and showing properties and negotiating and closing transactions, that they often drop out that [inaudible] and they’re working on the transactions that are on their plate and then they get a hole in their pipeline after they close their transactions because they hadn’t continued doing that business development part and they don’t have the leads to work on in the immediate months that they [inaudible] that they were working on.

Nathalie: They forget prospecting, they just don’t make it.

Jim Gillespie: Yeah, they don’t have business going on so they start prospecting getting business then they get leads that are generated and they drop out the prospecting because they figure “What I need it for?” I’m in the middle of all these great activities I’m gonna make great money from and they don’t realize that from the moment you start prospecting again, there’s gonna be months before you close those transactions and there’s gonna be a hole in the pipeline when they get back to the prospecting again but they’ve got no transactions closing.

Nathalie: It’s like with the snowball effect in this industry, right? You have to keep doing it and if you stop doing it – I’m not trying to flip this to residential cause this is strictly commercial but a lot of our listeners will be both. After everything you’ve done and been through if you’d ever go back, would you consider getting into residential or is it like “No, I’m a commercial kind of guy”?

Jim Gillespie: It’s interesting and quite funny that you asked this cause I think about this, but there are different things of the residential that I like looking at from the outside. For example, you don’t have to deal with environmental issues in the residential. With industrial, you get businesses polluting the property before anybody buys it or moves in has to be addressed. With residential, generally speaking, they’re gonna make sure financing is available more than commercial. [inaudible] residential are guaranteed by federal agencies and the government which doesn’t happen in commercial unless you have business association loans. So when you try and get loans in commercial banks, where the loans aren’t guaranteed by the bank. So if you stop making the payments, the banks are off the hook on the loan whereas with residential, where the loans are made by [inaudible] the original lender has already got their money so if it goes south on the loan, it doesn’t matter since they’ve been paid.

Nathalie: And you don’t have as much time.

Jim Gillespie: Yeah but residential is different [inaudible] because there’s so much of an esthetic aspect to it and I laugh and go “If I was selling a home and somebody said “I love it, but the shade above the fireplace is off by a fifth of a shade, I’d go nuts!””

Nathalie: I know what you’re saying, I’ve been there. [inaudible] there’s things in it that are very – and it elementary and with the Internet, everybody thinks they know everything, especially with the real-estate shows right now. The shows are staged and not really the real world and people think they are. That’s one that I hear constant.

Jim Gillespie: This just happened to me with a coaching client who is in the process of selling a property, the prices have been agreed to between the buyer and seller and they did some boilings in the soil found out that there’s contamination that needs to be cleaned up to the version of $50.000. So the price has been agreed to and what does the seller say? “I want the buyer to pay for that!” And I just laugh and go “Why should the buyer pay $150.000 over market to clean up the mess that you made because you were in the building?” This doesn’t happen. The seller’s attitude is “I know we made the mess but we want him to pay for it.” And that’s the kind of thing that goes on.

Nathalie: Wow! That’s like take it or leave it – too bad. Whatever, we’ll have another buyer.

Jim Gillespie: Right. The seller doesn’t need the money, it’s a $3 million property so when he doesn’t need the money he can take his ball his home. Since The buyer won’t give him an extra [inaudible].

Nathalie: You know, it’s funny cause it makes them feel better than the dollar mount sometimes.

Jim Gillespie: Yeah it’s scary. It’s whether they can get the other persons to agree to their terms.

Nathalie: That’s amazing! [inaudible] the buyers already spent a lot of money doing their due diligence paying for the inspections and the reports and yeah. It’s about disclosure. The disclosure laws in commercial I don’t know – I mean in residential they’re very specific and have to disclose if anything that’s wrong. On the commercial I’m not sure how we ask. Like I’m in the middle of a deal now, they have to disclose and have the environmental report or whatever they will. But I don’t know – I guess there’s not as much liability as there is on the commercial side than the residential.

Jim Gillespie: Well it just depends on what’s changed after the money’s changed.

Nathalie: I wonder if there’s a statute of limitations on – I’m not sure what it is for the [inaudible] that we’re all stationed. You know when they remove the tanks and then they have to put the tanks back in? It’s amazing! So what are some of the biggest mistakes brokers make? You did talk about prospecting but do you see other mistakes that they’re making?

Jim Gillespie: Well I’ll tell you one thing that generally speaking, commercial brokers don’t embrace. And I use the term broker interchangeable with agent on the commercial side, because we use that term and whether or not someone has a [inaudible] it’s just a generic term and it’s basically, there are some commercial brokers. And I know in residential, they’re more distinctive than you’re an agent if you’ve got an agent license and you’re a broker if you’ve got a broker’s license.

Nathalie: Ok, so commercial brokers are just brokers anyway?

Jim Gillespie: Yeah, I think maybe they borrow the term [inaudible] selling in commercial real estate. One of the biggest mistakes is that commercial brokers are oblivious to the idea of marketing themselves outside of doing prospecting. Residential agents, the top agents in the business are much better than this and they send post cards to their people or they’ve got their own website going on, they capture peoples’ email addresses and put them in a campaign and not a responder or something like that. Commercial brokers, if they would mail once or twice to their people with great tips on what’s going on in the market or things that someone needs to know about their next commercial real-estate transaction, they would brand themselves in peoples’ minds like my clients are and they’re following my direction to do this, but most commercial brokers, they don’t want to spend any money on marketing, they look around the office and they don’t see anybody send out this kind of stuff so they figure “It must not work because if it did, the other people in my office would be mailing.” But when you do this and you mail twice a month to people, you’re branding yourself in their minds 24 times a year on top of making a couple prospecting calls to them twice a year and you are in their mind and they sometimes take these tips cards and they put them in their property file so when they go there, there’s your card with your information and phone number and they’ll call you. And it’s just branding, just like watching automobile commercials on TV where most of the time we’re not looking to buy a car but when we are, we start looking at the commercials more closely and we know the test drive and it’s the same thing. Different transactions.

Nathalie: Yeah, they remember the name and it’s kind of familiar and it’s psychologically and they go “Wait a minute! Let me touch base with them!” And you would say to do post cards, not just emails. Have something that’s in the mail and they can hold in their hand.

Jim Gillespie: Sometimes they’ll stick it on their desk and think “I have to call this person” and it makes it there for days. And I mean people were just inundated with spam and everybody is advertising and not everybody gets the same kind of attention so the good thing to do. But still, I mean there’s something about the touchy feeling in the mail that brands you in their minds and they go “We’ve been getting your emails and I think I should call you cause we’re thinking of selling right now.”

Nathalie: That’s fantastic! And with email, the spam blockers, a lot of them aren’t getting through at all. So that’s interesting, post cards for commercial brokers. What are some of the other arenas that you think they should pay attention to? Is it networking or other things? I mean should they join SAOR or have them do it automatically?

Jim Gillespie: Well SAOR is the highest earning agents in the business. Their requirements to become a member, you have to show a certain amount of transaction volume over time which has tended to be historically the highest requirements income-wise in order to get into the organization. So it’s an international organization [inaudible] in the United States on high level brokers involved. So I would say it’s a great place to go [inaudible] and going to conventions and stuff like that, that you may meet people you generate referrals from and having an obsession with them. And then there’s another organization called CCIN which for people who are members of both say you go to CCIN for the education and SAOR for the networking. CCIN has the most extensive education program for people to learn the trade of the brokerage and specifics like that. And if you play your cards right and talk to both in advance, I am told that you can setup your CCIN education requirements to get that designation and also have those education requirements already qualifying you for the membership.

Nathalie: Ok, that’s good to know!

Jim Gillespie: So that’s good.

Nathalie: Kind of killing two birds with one stone.

Jim Gillespie: Yeah, but in terms of other things that brokers can be doing, it’s really important to make sure they have a great database because if the people you want to do business are in there, you can’t contact them but your competitors can so you’ve shut yourself out if you’ve got holes in the database without the addresses, names and phone numbers of the people you want to do business with.

Nathalie: And it’s so easy getting databases nowadays. All you need is a good program. There’s so many programs out there that it’s always difficult to decide.

Jim Gillespie: Presentation skills also. It’s one thing to generate the lead, but do you have the presentation skills that people like you that the broker they want to represent them? Build a long-term relationship! So many brokers get in the habit of prospecting only people they’ve never done business with and they drop out any kind of people they’ve ever done transactions with. They don’t mail to them! So your competition is mailing them and you’re thinking “They won’t need anything for 5 years so why should I call them?” And when you do, they’re in a better relationship with the person who’s been calling them for five years. And I really recommend that with your past clients you give them gifts throughout the year, coming from the heart. Basically creating the impression that even though they may not be close to doing their next transaction, there’s still a relationship in place and you are still their commercial real estate broker which helps solidify the bond that you’re gonna be working together on their next transaction.

Nathalie: That’s amazing! Keep that going, relationships are huge! Because when someone gets into commercial, like nowadays with the internet, you can do business anywhere, but with commercial you have to go to the sites, right? So you have to be involved in one location.

Jim Gillespie: As long as you’re working in a specific territory, for the most part yes. If you’re there and showing space to the people that are gonna move in there, it’s easier to not have to travel as much and do things long distance, if you’re selling investments where the buyer is not physically going to move into the building, cause they don’t need to look at it and go “Can we put this machine here or there?” Or apartment buildings or something like that, but to do your due diligence, you definitely still want to get out there and inspect the thing and make sure that the people are going through the inspections and the phase one environmental stuff. But it’s easier to do investments from further away and just make sure you get out there and do your inspections before everyone moves forward with the transaction, to cover your butt in case of a liability.

Nathalie: Can you delegate some of that? How effective are commercial brokers – have you seen them delegate stuff to others?

Jim Gillespie: They’re horrible! Brokers tend to think “I gotta do all by myself! I don’t wanna spend a dime out of my pocket to delegate to because nobody in my office does” and they’re of the thinking that unless the office is paying for it, they don’t want to spend the money themselves.

Nathalie: If they make such great money, why wouldn’t they say “I’m making x amount of dollars, I can delegate this out for 10-15-20 an hour, why would I do it myself?”

Jim Gillespie: Under ideal circumstances they would see it that way, but they tend to focus more on “No! That’s $20 coming out of my pocket so let me do it instead!” And there’s a guy, a very successful member of ASOR and CCIN who I’ve interviewed several times and I coached him too. He has a short and simple expression. He said “If you don’t have an assistant, then you are an assistant.”

Nathalie: That’s exactly true. I can’t imagine –

Jim Gillespie: [inaudible] and prospecting in your time, generally speaking it can easily worth hundreds dollars an hour, anybody you can pay 15 to 50 an hour to hand out administrative follow up to free up the time to generate those hundreds of dollars, that’s an amazing trade off of your time, but brokers have not come from owning their businesses, they’re sales people and this is the only entrepreneurial job they’ve had and they’re just not trained in this idea of delegating to make more money. And it limits the ceiling on how much money can they make because they have all this administrative stuff they won’t look for somebody they can hand it off to.

Nathalie: That was on my mind, I started hiring people in 1987 and the first time I did a million a month in residential back in 86. And always had a system since and I can’t imagine it. Just not the negotiating part but maybe the admin papers. That’s just wow! So in commercial business- cause residential if you have a small brokerage the value if you want to sell isn’t there. I’m not saying it totally isn’t there, cause every business has a price, but overall you don’t see a lot of companies buying many brokerages. You do see merging and some money coming in, but not always a lot. Is that different in commercial brokerage, if someone builds a good commercial practice that’s pretty scalable?

Jim Gillespie: It’s not normally at the local one office level kind of thing, but with the companies that have a presence in all these different cities. It’s happened with some companies in recent years. But here’s the thing! In commercial brokerage and I’m sure I’ve seen a lot of this in residential too, usually when somebody opens up their brokerage company, they’ve got their name on it. So it’s Jensen Commercial Real Estate and Bob is buying it, he’s got mister Jensen’s name on the door, ok?

Nathalie: So they can think ahead of time and make it a more generic name if they’re thinking long term.

Jim Gillespie: Yeah but usually they don’t get the idea of somewhere down the road I wanna sell this to someone else. Then there’s the ego factor “I want everybody to see my name on all this boards across town.”

Nathalie: That ego gets in the way.

Jim Gillespie: There was a guy, Nathalie, I remember – and this is going back 25 years ago. This guy I was in a meeting with for a real estate association that I was president of, the ARR Commercial Real Estate in LA and I’m sitting in the meeting and trying to do some stuff on behalf of the organization. So I’m meeting this guy who is volunteering for the first time and he’s a broker on the West Side of Los Angeles which is a very well to do area of LA. And he’s got this billboard like right across the 505 freeway which is right at Wilshire and Santa Monica BLVD which is like a major location. This is 25 years ago and the guy mentioned that he was paying 10,000 a month for that billboard. And that’s a tremendous ego thing whereas if you got a mailing list of all the people that you wanna do business with and send them an email twice a month, that will be far more effective than that thing because you’re paying so much for people who are not doing commercial real estate transactions looking at the billboard. And I just thought that was like an ego play where I want everyone to see my face.

Nathalie: Very expensive! With the internet and some other types of marketing, sometimes you can really get exponentially much better returns so that’s funny.

Jim Gillespie: 30,000 today would do the same thing.

Nathalie: We see those types of egos at the conventions and when we’re dealing with other brokers. “I’ve gotta handle this more with kid gloves cause the ego is huge.” And I don’t understand where the ego comes from.

Jim Gillespie: Let me mention this when you talked about egos at conventions and stuff. I see it a lot with people who are trainers and I got into doing what I’m doing because I wanted to help commercial real estate brokers and I can tell that there are other people in my industry who very much seem like they got into this because they want to be the guru on the stage, admired by everyone. Yeah and it’s obvious by their business practices and what they do and I just laugh. And to me, that doesn’t mean anything. I wanna know if I’m making a difference in your life, if getting on stage and talking is doing that, great! But I don’t need to be somebody in the front of the stage. I don’t care about that but it’s obvious to me when I see people looking at what I’m doing that that seems to be an important part in why they’re doing it. And to me, it’s just not that important.

Nathalie: No, I totally – I know after years of doing brokerage and lots of sales – I don’t think I have an ego, I don’t know what people would say “If you’re doing huge numbers, then you must have an ego.” But I love the teaching and training and for me, I like the fact that you are able to reach many people at the same time rather than the one on one. One on one in our industry after years and years gets to be trying because you’re just doing the same thing over and over again.

Jim Gillespie: I’ll tell you one thing that I generally love about the brokers who are attendees at commercial real estate conferences is that these are people that have chosen to spend money to fly to a location to sit in a room and learn about their business whereas the majority of people are going “I don’t feel I need to learn anything else, I’m not gonna go! I’m just gonna stay here and work.” So oftentimes, that makes a good statement about brokers, that there’s someone willing to take time out of their business and spend money and fly to a certain city for a couple days to learn more to help them grow more in their business and I love being in the room with those kinds of individuals.

Nathalie: Oh yeah, they’re hungry for learning.

Jim Gillespie: In commercial brokerage, this is a business where people can make a lot of money being hugely inefficient at what they’re doing. And despite – I finally realized that at any moment in time, I think 10 to 15% of commercial brokers feel that training would be worthwhile to them. They just think “No, I gotta do what I’m doing and somehow the market will change and start dumping more deals on my lap.” And normally, they don’t wanna learn and take the time.

Nathalie: Cause a lot of liability seems to be put on broker agents? Or are the lawyers taking care of that stuff in commercial deals?

Jim Gillespie: It depends on the size of the transaction and who you’re dealing with. On the smaller transactions, people might not have attorneys, on the midsize to large transactions they probably do, but always, no matter what happens in the transaction, it would he shocking if the broker’s company did not get sued, especially since the attorney likes to name anybody who might possibly have any liability. Then they get in the court and learn some things they didn’t know before and that person was named in the lawsuit. I remember an attorney told me once of the empty chair. If you get in the court room and find that the person responsible is not named in it, you can’t hold them liable.

Nathalie: So they name everybody! That’s really – well not it’s October 1st 2014, we went through the 2008-2010 dip. Do you think commercial is coming around and the lenders are back or do you think there’s still a lot of caution out there?

Jim Gillespie: There’s definitely better lending available now than there was several years ago. No argument about that! I mean things really dried up and it was tough to get anything going, but the lending has loosened up. Generally speaking, some areas are doing phenomenally. I mean I’ll tell you this. The areas that are doing the best tend to revolve around industries like technology and energy production. San Francisco, there’s a guy up there that’s got so much activity going on – this is mind boggling for me to come to terms with. In the city of San Francisco right now there are 7 million square feet of office leases that have been signed where the buildings haven’t even been built yet. Unbelievably huge! You’re looking at places like Dallas where they’re going nuts because of the demand for energy and higher energy prices and then South Dakota that normally would not be on peoples’ radar screens for capital income or energy production would channel fracking and stuff like that. They’ve got this formation there called the Bakkhen formation, which has been huge for fracking. [inaudible] South Dakota, in the last several years, has gone from 39th in the country for capita income to 6th in the country.

Nathalie: That’s amazing!

Jim Gillespie: So with energy and technology, they’re booming right now. In other areas it just depends on what’s going on with the local economy and how the businesses and services that they’re relying on doing.

Nathalie: That makes a lot of sense. Do you see anything about – I mean right now with the way things are going, how about internationally? Or is it just strictly here in the US?

Jim Gillespie: Well I’ll tell you what’s interesting, because when things were going really bad here like 2007, between 2007 and 2009 in the US, the total volume of commercial sales transactions went down by 93%. 2007 and 2009.

Nathalie: Did it really? Oh my god!

Jim Gillespie: I remember when I was going through the recession as a broker, somebody sent over a cartoon with a guy looking like a homeless guy standing on the freeway with a sign that said “Will lease your building for food.” It’s like you gotta laugh because of how difficult things can feel but what’s happening is things were worse around the world than here but we were thinking it was so bad. And international investors are going “Wow! Investing in my own country looks horrible right now because of how bad economically things are. But that United States they look to have a much more stable economy” so a lot of foreign investors started coming over here and buying money while our domestic investors are going “Wow! Things are really bad here, I’ll take my chips off the table!” The foreign investors go “Looks much better over here than in my own country so we’re gonan buy like crazy right now” and they have.

Nathalie: Florida’s been a state that a lot of people come to out of the country and of course you’ve got LA and New York.

Jim Gillespie: Chinese people have been buying hug in LA.

Nathalie: Yeah – I actually went Friday morning to something and there were Chinese investors. They’re buying in LA, New York, Hawaii – it’s amazing the amount of money that’s getting pumped in.

Jim Gillespie: There’s a woman that I know who when everything went south, she did something that most commercial brokers would not even think of and she just converted into making a ton of money. She began going to foreign countries and arranging audiences with investors and speaking to them about the opportunities of the United States and her marker, which was specifically Arizona. And she did this in Canada and at the end, people were giving her cards and filling up forms and she would follow up with them and arrange for trips to come down to her territory and she was selling property left and right where most of the local investors go “We’re not looking to buy right now so you don’t need to call us.” She capitalized on that sentiment that for the foreign investors, the US looks like the best place in the world.

Nathalie: Brilliant! That’s a great way to make money. If we think outside the box and don’t get pigeonholed into something.

Jim Gillespie: We’re so wrapped up in “Things look horribly here” but we looked great here compared to other places around the world.

Nathalie: Do you ever feel like “I’m gonna go back in it!” Or do you love what you’re doing now?

Jim Gillespie: The thing is this, I enjoy helping people much more and it’s just – I remember – I’ve been doing this like 16 years right now but I remember maybe about 20 years ago just going through the grind with these people. There was one year where I had three transactions in a row that I had to sue people on because they just decided to stiff me and not pay me my commission. And I was sitting next to a guy in my office and I said “You know something? I gotta find a way to do something else, otherwise I just think that this business is gonna kill me!” You have to have a stomach for it. There are big mood swings with ups and downs with weeks where three of your transactions fall apart and then a month later you come back and you’ve got two more on the horizon. Up and down wild mood swings when you’re counting on a check and it just doesn’t happen and you just go “Oh my god! How do I put one foot in front of the other and walk out the door this morning?” It’s a tough business.

Nathalie: I agree. I’ve been in it since 1985, you’ve been in it since the late 70’s and sometimes I go “Now I see why most people retire in most businesses after 20 years.” You start getting a little burned out and jaded and so I wonder. Cause with me, I love the membership association and I still do the brokerage and sometimes I get like “I don’t wanna do this part anymore!” It’s all burned out and for me to be an entrepreneur it’s my money going in to run the business and I think “Wait a minute! I’m bringing it in just to put it back out!”

Jim Gillespie: The majority of the people that I coach are amazing people because they’re people who wanna make changes in their life, they’re willing to step up money and submit to a program to do it. But every once in a while, I have to deal with somebody who is not fun, who comes forward like they wanna do this, then they postpone their calls with me and start dragging it out. And it’s just, this is not fun when they’re making excuses, they’re cancelling calls that’s causing them to not produce the results in their own mind. They’re committed, it’s just that there’s all this stuff that they have to do that negates coaching.

Nathalie: So can you cancel them out? I see that a lot – I really am an expert in my field. I’m not putting out my ego, I’m just saying true facts. Thousands of deals, 30 years. We can call ourselves an expert, we have the right to. And then there’s times where people are like “I can’t do it anymore.” They don’t wanna listen, they watched the TV shows and think they know what they’re doing “But they want me to put this time and time and I don’t wanna do it anymore.” You know that feeling? But maybe that’s where you were with those transactions where you had to sue [inaudible]. Maybe it’s part of ourselves listening to our spirit going “It’s time!” I just figure it needs permission like “Yes! Move on to the other thing!” It’s really hard to do both but I think – lots of times I question myself because of my years of experience. You know how like when you’re young and you don’t know and you’re ready to take on the world and thank god you do, because you’re not afraid. It’s like a child, you don’t have that fear factor. And after you’ve been kicked around a little bit, years later you go “Wait a minute! I don’t wanna do that part anymore!” I do think that this industry, whether it’s residential or commercial, it takes a certain mindset of a person to be able to deal well with people. Cause I’ve seen it years ago that the commercial has so much more business, you’re not getting the emotions! But I’ve seen a lot of the emotion side in commercial just because you’re still dealing with humans and with big money, depending on the deal. So it’s an interesting take but I think that the younger ones may still have that desire that we may not have after years. And sometimes I think “Let me give my gift to the younger ones so they’re loving this.”

Jim Gillespie: One of my best friends who I met right after I got into commercial brokerage back in 1979 he said to me “In my opinion, commission sales is a young person’s game.” When you see people trying to get into it for the first time in their 40’s and beyond sometimes it’s just too overwhelming whereas when you’re young you’ve got the whole future and you’re willing to put up with stuff but if you start in your 40’s it’s hard to find people who get into commission sales at that age who really make it happen because usually it’s such a shock to the system with the abuse that you have to put up with and no guarantee –

Nathalie: I can’t take it anymore the same way! No, I just totally relate! It’s just like – it’s pretty amazing sometimes. We used to have a saying years ago when I got in the business [inaudible]. It’s just so different. And with technology now – we have about 5 minutes left of this show right now so it goes by pretty fast. With technology, I love the internet side of it, where you can travel and still negotiate and take your expertize through that. Video in commercial – in residential it definitely sticks. Is using video in commercial helpful to real estate brokers?

Jim Gillespie: Hugely! And again, this speak to the trying to find that commercial broker who just says “I wanna do this and embrace the opportunity here” because people want to see short videos and when they’re watching you, the expert, giving them tips, it’s like you’re in front of their office, having face to face with them in their home. You’re branding yourself in their face over and over again. And here’s something really important that most people don’t realize right now, ok? Google now owns YouTube. So what happens now is when you have a video on a particular subject – let’s say you’re working in LA. Let’s say that’s a keyword search term. When you record your instructional videos and you set them up with those keywords, google is really giving assistance in ranking up these videos in the ranking because they would rather have people click on that and send them to their own site that they own than a third party commercial brokerage website. So now you can really get assistance –

Nathalie: I wanna ask you something but we don’t have much time! So when I’m saying video I’m thinking like the properties that they can see them. You’re saying marketing videos, they need to make the small videos too, not just “We’re marketing the property and ourselves.”

Jim Gillespie: Again, branding themselves into peoples’ minds so that when they’re ready to do something, they go “That guy, I’ve watched 20 of his videos, he knows what he’s talking about. We’re going with him!”

Nathalie: Ok. I love it! We gotta have you back! What’s the difference between the top producing brokers and the others? Is it that they follow the system, they take your coaching for example, they learn what to do? They prospect – is that the difference, that they’re running it like a business? I’m asking the questions and I’m giving the answers but I want your expert opinion on that.

Jim Gillespie: Ok, the top commercial brokers are hungry and they want it more than everybody else does, ok? They’re willing to do whatever it takes. Some people might not take it well when they get rejected, top commercial broker knocks it aside, picks up the phone, calls somebody else and they don’t let anything stand in their way or bring them down. They’re determined that they’re gonna make things happen in a big way and nothing is gonna stand in their way.

Nathalie: I remember years ago when no means yes! They don’t let rejection stop it.

Jim Gillespie: They say that one in 10 prospecting calls can possibly lead to something. You gotta be able to let the other nine rejections bounce right off you, knowing that you’re this diamond in the rough and you will convert into great business for yourself.

Nathalie: Oh I love it! You know what? Can we hear your website too? Cause it’s commercialrealestatecoach.com?

Jim Gillespie: You got it!

Nathalie: Ok this is Jim Gillespie, America’s premier commercial real estate coach. Over 35 years of experience. Jim, you make this part sound fun and maybe that’s the key, to have everybody be in the parts that they can expand the most. And so we’ve got about 45 seconds left, I hope we can get you back on the show. What’s your parting words? Anything you wanna say to somebody if they’re looking to get into commercial real estate and need training?

Jim Gillespie: Yeah, basically this. Whether you’re new or an experienced person in the business, if you know you’re capable to the next level, you can feel it but you’re not getting there and you’re struggling up against it, if you work with a coach, this person will help you break through those barriers to get to that next level of productivity that you can’t see right now. So embrace the accountability! Plus it will be great! You’ll love having that big brother or sister on your shoulders helping you out and guiding you through the tough spots.

Nathalie: Amen! I definitely think that’s so needed. So it was so great having you on! I hope you’ll come back! And we’re getting ready to sign off. You’ll come back, right? You didn’t say anything. You just sat there.

Jim Gillespie: Yeah!

Nathalie: I’m just kidding.

Jim Gillespie: I knew you were tight on time and I didn’t want to interrupt.

Nathalie: I’m teasing you! But thank you, Jim! And we look forward to it again. And to everybody out there, I wish you peace!

Randy: Thank you for joining us on REALTY UNIVERSAL, Inc. Radio! Our hope is that you were enlightened, encouraged and mobilized to be an agent of change. REALTY UNIVERSAL, Inc. is on Facebook, join us there. Follow us also on Twitter@REALTY UNIVERSAL, Inc.. And for more information, you can go to RealtyUniversal.com. Make it a great day!

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Randy: What’s up world? And welcome to REALTY UNIVERSAL, Inc. Radio! The fastest hour in radio, no doubt about it. I’m Randy Zachary and this is a show about real estate, about God, about life, about giving back, about being the change in the world that you’d like to see.

A privilege to bring to you Nathalie Mullinix and REALTY UNIVERSAL, Inc., a company dedicated to excellence. REALTY UNIVERSAL, Inc. is a revolution founded on a very simple principle. We believe sellers and buyers should have choices. We have been a pioneer in the menu programs system, more on that of course a little later. Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc., averages over 80 million dollars a year in sales. Nathalie has been in the country top 1% for over 25 years and number one in Hawaii for two years prior to stepping back to building REALTY UNIVERSAL, Inc. Membership Network. She’s an accomplished speaker, writer, consultant, trainer, and oh, by the way, mother. She travels worldwide literally, spreading the Gospel if you will, of REALTY UNIVERSAL, Inc.. And she joins us now. Hey, Nathalie!

Nathalie: Hey, Randy! How are you doing?

Randy: Doing good. In California got the low 90’s going on here so we’re enjoying a little bit of respite from the weather.

Nathalie: Oh, God! It’s so awesome! Well you don’t have a really cold winter there. It’s not too cold where you are.

Randy: No. It’s pretty mild, lots of rain and cloudy stuff but you gotta go up in the foothills or the Sierra Foothills. You get up there and you get a little more snow and stuff but yeah, we’re enjoying it and looking forward to today’s show. Again, we’re gonna revisit a very cool thing, and it’s the Buyer Rebate Program. And we’ll be talking about that in just a moment. And in the second half, the return of Dave Ferguson, askcoachdave.com –

Nathalie: Oh my gosh, it’s great! It seems like ages that we’ve talked to him. Awesome!

Randy: He’s on quite the role and we want him to talk about what John Maxwell calls the Big Low. The law of momentum and when you get momentum goes over the years, everything is easy, you’re in that groove or zone. Everything you touch – and he’s in one of those amazing zones right now, but it’s a product of years of preparation and hard work and now opportunity. So he’s gonna talk about how dreams really come true, but only after years of hard work. Most people don’t like that second part.

Nathalie: But you gotta visualize and stick with it because it really does come true, if you have that vision and have it through. It’s not like we can just dream about it and sit there and go “Make it happen!” That’s so cool! I’m looking forward to that. It’s really awesome! So I’m excited about the first half because, especially with the economy and the way things are, some people are making lots of money and it’s the old adage “If you have the money you can make the money.” And some people are still struggling and are certain there’s a lot of fear going on which we try to say fears are false evidence appearing real. We know, we have our ups and downs in life and we really do believe in helping people. I see it all the time, of course the company experts are gonna say “Bottom line, make money!” And if it goes public that the company isn’t making money for the shareholders, everybody gets aggravated. I still, to this day, am of the firm belief that if you give, it comes back. We’re here to serve and it’s wonderful if you can help everybody. Of course, you need to be smart and be able to pay the bills and overhead etc., but I still believe when it’s all said and done, if we can help our fellow human beings and help, that it’s gonna come back. It’s not that we do it just to get back, we’re doing it cause we care. So I’m excited. You know how I say to you “Gosh, Randy! The first half seems horrible to me because it’s real estate and I’ve done it for so long that it just gets, to me it gets boring.” You’ve done radio for 25 years and I don’t think it’s boring for you. You’re so good at it and you have the natural comedian side of you so you’re funny, but you still feel like – cause I think it’s true about everything after a while but I’m really excited now! Because we’re gonna talk about the buyer rebate program and how it works and this is in 50 states. We actually networked with brokers around the world and a couple different networks, there’s more than one we’re working with, but and we can on a case by case basis work out pretty well in 50 states and as we go through explaining it, we’ll see how if you’re an agent, broker or buyer listening to the show – because most buyers are sellers and most sellers are buyers, right? You’ll see how this works and what it’s covered a lot of the pros and cons when you’re offering programs like this, because somebody out there doesn’t like somebody making money or digging into your money. But I’m excited because think about it! If you were buying a property and there’s a way for you to earn more money and make money to use for your purchase, wouldn’t you wanna do it?

Randy: Yeah. Absolutely! I love to do that math!

Nathalie: Yeah and it’s not a lot of work, but there’s some work involved. Because just like you just mentioned, a good point about putting that work together and have that vision and it still comes through. So it’s like “Hey, did somebody give me something for nothing?” Not really. Should somebody give you something for nothing? Not really. I mean we’re getting into the philosophy side of it, but yeah. There is some work involved, cause it wouldn’t be fair for agents and brokers is there was no work involved. And as we go through this show, which goes by pretty fast, you’ll see why this process works and why we’re able to do what we’re able to do. And that’s exciting to me, because it does make a difference, it helps you as a buyer and it helps agents and brokers and it makes it a win-win situation all around. That’s what keeps that exciting, cause there’s a bigger picture there and it’s pretty neat!

So we’re gonna get started in a couple minutes and I wanted to say our parent company is REALTY UNIVERSAL, Inc., that’s not the company that’s gonna give you the buyer rebate if you’re the buyer. It actually comes through the transaction that you’re in through a local broker or real estate agent. So yes, in order to get a rebate, you’re actually gonna have to follow licensing laws, so you’re actually going to have to work through local brokers and real estate agents. So it’s not like writing something and getting the check to you, because it goes through the transaction, it goes through in the closing statement, it’s in your contract so there’s full disclosure. And yeah, it’s pretty neat! There’s actually some states that will say “Wait! You can’t give your buyers a rebate.” Like we have a brokerage in Hawaii or Maryland and those states allow buyer rebates. Some states say “Hey, we’re not allowing a rebate” but we’re still able to do this because you’re getting credit through the transaction.

So when we’re going through this today, you’ll see that the program’s called a buyer rebate program and yes, you’re getting money through the transaction, but it’s not like – some states don’t allow rebates. The program works, there’s many different – sometimes mortgage companies give them out. So if we just wanna go through the steps – and if you wanna take a look, there’s two sides that I’m gonna give you that are tied into our brokerages. There’s many sites that are tied into many other brokers that are offering the buyer rebate but one is MarylandBuyerrebate.com and mdbuyerrebate.com and for Hawaii we have hawaiibuyers.com. And that gives you more information too if you want to read up on the program. As always you can always go to RealtyUniversal.com and go to Contact Us. If you go to Contact Us and you want to sign up through a local broker in your area, you’ll want to fill out the form, country and address to this can be specified to you. So yeah –

Randy: So we’re gonna break this down here in the next few minutes. Really just scratching the surface and people can get more information at realtyuniversal.com. Is it ok if I ask a question?

Nathalie: Sure!

Randy: Because this is very fundamental. I told you before I got into radio cause the massing never really worked out for me. So here is my question. What is the difference between a rebate and just a discount? So in other words “Hey, I’m gonna go with this company cause this is a very cool rebate I’m getting.” What is the difference? In my mind I’m just trying to –

Nathalie: That’s a good question! If you’re getting the rebate when you’re buying the property, where the money is coming from is the seller is paying a commission to the company and the selling company is agreeing to take less commission from the seller and then the seller can give the credit to the buyer. That’s how it works if it’s an estate – they say “We can’t just cut you a check and give you a rebate. We have licensing laws for brokers and can’t just pay a commission to an unlicensed person.” So when you ask the difference, if you’re a buyer you ca get a rebate up to 2% of the purchase price and that comes out of the commission and what it is, the broker again reduces his commission and then has the seller pay it towards closing. A discount would be if you’re a seller and would say “Hey, I want you to list my house. What’s your commission? We’re not supposed to go into commissions by law.” But say they’re saying at 6% and you give me a discount and they ask 5%. So it’s a good question but you couldn’t really give a discount on the buyer rebate, there would be differences on how much you can get and receive up to 2%. So it’s a good question, you’re not paying them money so yeah. That’s pretty neat!

Randy: I understand now! That’s cool.

Nathalie: I think we have some email questions too. We might as well because we’re addressing them the questions and on this segment we have only 30 minutes to go through this, right? So and then we can dig in. What is it? It says “When do we receive the rebate?” Ok, you actually receive the rebate at closing, after buying the property and the contracts are written and you’re the buyer and there’s a seller and the contract is written and everybody’s agreed to the price. You can get it in a loan or pay in cash. Everything’s put through and an escrow title company and attorney and then you’re going to go to have a settlement at closing. That’s when you actually get the rebate. You’re gonna get it at the time, because that’s when for example the brokers are getting paid. If they don’t have a settlement at closing, you wouldn’t get the rebate, you need to be at the table and the moneys are being transferred from the lender to the seller company. So that’s when you get the rebate.

Randy: Ok, very cool! And how much? I mean what’s the percentage? You’re saying up to 2% of the sales price.

Nathalie: That’s a good question. Up to 2% is because when a selling commission, like if a property’s listed and the seller’s offering a courtesy co-op that’s the amount that they’re offering the title company that brings the buyer. So they’re offering 2-3% or less, but say they’re offering 3, the minimum that the brokers that we work with on this program will take is 1% to them and you get everything above. So it’s a 3% commission you could receive up to 2% and the minimum they’ll take is 1%. That’s based on the program that you do because you have to make a commitment and you do sign up and there’s a contract signed. So then you have an exclusive agreement, because there’s a commitment that you’re gonna work only with the broker. The company is going to put you on auto-prospecting and then give you listings and you also search within the listings online today it’s so easy to find properties on the internet, you go to open houses, you do drive-by’s and actually piggy back on some appointments. So there’s little details that get involved that the local broker explained to you and how you still do your side of the work to be able to get this rebate. And so up to 2% on a 500,000 house, that’s $10,000 which is quite a lot of money.

Randy: Yeah, in real estate you always think “1 or 2% That’s too low! When it’s that of a big number.”

Nathalie: A lot of the times, a company will go to 0,5% but can offer up to 2%, why would we do that? When I say we, I mean the brokers and agents that actually signup for the program. We do it because it’s based on a level of work and if you’re able to do this, and it works well, than we give you the maximum. We still want to make sure that you’re protected, that there’s something that you can handle right in the contract, using certified board contracts. Not board like in a legal term but contracts that are through border associations in the local area that you work in. Somebody to assist in the financing and coordinating. So you’re able to do the program but still not be alone and save or earn a lot of money sort of speak. You’re not actually earning as an employee or anything, you’re getting a credit in your transaction. But some other companies might only offer a tiny bit, and we’re able to do more. We have programs that are in between there’s situations where buyers say “I need full service. I need you to do all the showings and the looking up. I don’t have time to do anything. I just wanna pack.” But in this day and age, so many people when they are buying a property they’re excited and they look and find the property even before the agents find it, because the agents will be working with more than one client and you as you’re buying your own property, you’re focused only on that. So there are situations where the broker will get 1,5 or 2% and you’ll only get 1% because you need them to do more work. So that’s all explained and it really works out beautifully [inaudible] because we believe in it, in the programs. They’re leveraged and it’s a very wonderful situation that we’re able to o and we’re not greedy.

Randy: I’ve heard that buyer rebates might not be allowed in some states. Is that true?

Nathalie: Yeah! An actual rebate – we’re calling it our Buyer Rebate Program and it gets spelled out and you get the credit. And we have it setup when we do our trainings that we teach the brokers and agents how to do that so you’re covered no matter what state you’re in. They’re just talking about the rebate laws, if you could get money from this or that. What we do so that you are still able to do it in states that don’t allow rebate is that the actual broker in that area reduces their commission. So say the seller is paying 3% to the broker. The local broker would say “Ok, instead of getting 3% we’re only gonna take 1% and we’re gonna ask you to contribute 2% towards the buyers closing costs.” So that’s how they get the rebate, regardless of how the rules are in different scenarios. So the rebate covers a lot of industries so that’s how you can still get it. Which is pretty cool! And – but I’ll tell you. It’s a wonderful program and people love it! We do ask for a commitment through the local brokers, because there is work involved on both sides.

Randy: That’s the thing about real estate business or a lot of sales situations where you’re working with people, you’re building relationship. So – but I’ve heard of some realtors who actually have a before they really begin to build a relationship. There’s a term for it, but basically it’s a commitment that you make for them. “Hey! You’re gonna be my agent.” And obviously, I think people can break them as well and I think sometimes making that commitment and often times on paper helps reinforce to people that they’re making a commitment here and that’s important, isn’t it?

Nathalie: Yeah, so on both sides. If one side is not doing what it’s supposed to, the other side should have clauses to cover that. But it is important because many people, agents and brokers love this industry. It’s not a hobby, right? So they have to run it like a business as well. And when you make a commitment, you know you’re committing to that person and in return, they’re gonna give back to you. So it’s a win-win situation. It stems back to – and it’s really good cause you can week out clients that you wouldn’t need as an agent or broker. If someone is adamant – that might just be the perfect plan to say “I think we’re just not a good fit. You should find another broker to work with.” It really is! It’s kinda, it really makes life so much easier, because not everyone is going to be cut out to work with everybody so – another point I wanna bring up is the lenders like depending on the loan that you’re getting, if you’re a buyer and you’re getting [inaudible] loan, your closing cost might be tied in and you’re asking the client to pay it and depending on the price of the property – say you’re closing and you’re in Hawaii and it’s a $600,000 then your closing costs come out to 7,000 total. And on a 600,000, if you’d be getting 2%, you’d be getting 12,000 to use towards your rebate but all your closing costs are only 7,000. Then you’d have 5,000 extra that you couldn’t use through the deal in that rebate because everything needs to be disclosed and on the paperwork and that’s when you need trained agents and brokers that know how to handle that so you are covered from the beginning and you can modify rates without extra money. There’s other ways to do it all legal. It can’t be under the table or on the side. So it’s really important that you have trained professionals helping you with this. Go ahead, I’m sorry!

Randy: So here’s again – it’s me, mister not math guy. In your example, you said $12,000 rebate, but the closing costs are only 7,000 so you have 5,000. So the rebate must go toward some expense in the deal. The rebate doesn’t include just cash back to you.

Nathalie: Well that’s a wonderful question, because it can just include cash back to you. So that’s a great question. It’s explained in the beginning that it has to be, its different facets have to be covered without the agent or broker is gonna know what to look out for. So it can be given back to you if it’s allowed. In Hawaii you can do a buyer rebate so if a person comes in and says that they’re doing a cash offer you could just cut a check and they get that at closing. That’s it! It’s totally given back. Where the situation arises is lenders allow – like for example typically if you’re putting down – well the 5% are non-existing. They were before, but I’m gonna give you an example. Say you’re putting 5% and the lender allows 3% to be paid upon closing. You’ve got in a 500,000 house, up to 15,000 you can use. Say they’re putting down 20% and the lender allows up to 9% which definitely covers that 2% you’re gonna offer back. But if it’s a VA loan, depending on the states, usually you’ve got plenty of closing costs that it’s gonna get covered in that amount. So you’ll get your money and it’s worked out! They just have to know how to do it. So – if it’s a VA loan, they won’t say “Let me just cut you the full check and we’ll see if there’s anything left over.” So you have to work it out through the contract. So it’s just I’m getting a little bit in detail and technical than we would have the time to explain it all here on the show, but it’s very important though and it’s an excellent question. You definitely are getting it! It’s just – that’s why you need to work with somebody that knows what they’re doing because if someone says “Hey! I’ll give you up to 2%” and you go in and alone, when your closing costs are only 7 [inaudible], you would lose it, you wouldn’t get it at closing. They would be “Nobody figured it out in the beginning of how to structure it properly so that the lender, figured out the closing costs and that you’re getting the credits and how the credits can be applied.” Because then you could lose it if you don’t do something how to structure it and it’s not so much – we train agents and brokers, they have to know the questions to ask so they need to know to call the lender “By the way, we’re gonna do a credit! What’s the maximum we can get here?” So it’s an excellent question so yeah and you can see why people really need to deal with people that know their stuff.

Randy: Absolutely! That has been – in the last 20 minutes over and over again the need for somebody just as you have kind of explained this, makes me realize why would anybody in this day of Google, everyone thinks that they can be the expert in an hour of study, but there’s no replacing decades or work and service and knowledge that many brokers have. We’re almost out of time, but another couple of questions come to mind for me. And one is how do you guys, how can you pay more than most companies? I mean REALTY UNIVERSAL, Inc..

Nathalie: You know, I think maybe the agreement is different. I don’t mean to sound like that, because maybe to someone that’s not paying it seems like it’s silly to give away so much but that’s what it is. It’s basically having the systems setup and have it structured in a way that is a win-win situation. We have companies out there, we believe in real estate menu systems so we’re teaching them how to apply menu systems into their business. But many people, when they see our programs think “You’re just a discount brokerage” but we’re truly not! We offer a true menu where people can go all the way from the minimum for sale by owner program to full service and we’re training people how to offer that and do it in a fair way. So when it’s done properly, everybody’s happy because your local broker or agent is doing it in such a way that it’s working cause it’s fair. And I think sometimes you see the companies doing full discount or giving it all away on all of the programs and they’re not having enough money to finance the rest of them. That’s what I think. And we don’t try to take a big piece of the pie. We really do believe in – lots of people come back and love the program. And it’s not only a way to do business, but it goes right back to – it’s gotta be a win-win for both sides and it’s gonna be the people that say “I want everything! I don’t care about win-win. I’m the customer! I don’t care about you!” “You know what? I think maybe we’re not a great fit and you might want to go to another broker or agent that might be.”

Randy: Sometimes you just have to because you have to ask yourself. And I found that to be true across the board in human interaction where at the outset there is a more than normal amount of friction, problems that’s often a yellow flag.

Nathalie: Unless it was a bad day for the person, in which case you can tell. They really don’t care. I just don’t think that’s really a good way to do it. We’re almost at the end of the first half and – I also said it’s another email. “I’ve been told I would receive a credit…”

Randy: “…I read it – on the mortgage company.” So that’s the same as a rebate, right?

Nathalie: Yes – no it’s not the same. The mortgage company, if they’re giving you a credit, it’s not the same rebate, but they can also offer you a credit and still tie it in [inaudible]. They are gonna have amount restrictions and typically you’re gonna see that the credits are going to be smaller too. So there’s a couple ways to work it out and also when you’re doing the contract, you could also work it out like if you’re absolutely gonna end up with $5,000 extra, the check can’t be cut to you because you’re getting loans, then it can be worked out with the changes and then if we find out within three days that we can’t do it, then we’re gonna reduce the price by 5,000. You see? You can make sure you get it back for them. It just all needs to be done properly. So a pretty cool program! So for everybody that wants to look it up, you wanna go to Realtyuniversal.com and you can go to Contact Us and put your actual address and county or city so that we can place you with the appropriate broker.

Randy: Awesome! Again, just a wealth of knowledge on the rebate in general and the rebate program of REALTY UNIVERSAL, Inc. in particular. Realtyuniversal.com, the website to check out all of the information there and yeah. We are going to take a break real quick here and on the other side of course the goal is inspiration, motivation and non-other than Dave Ferguson from askcoachdave.com is gonna be with us. He’s returning and he’s gonna get us pumped up so stay tuned!

Randy: It’s your minute with Maxwell! Here is author, speaker and mentor to millions! Your friend, John Maxwell!

John Maxwell: How do I get off of the “I think I can do it” to the “Do it” stage? You see in many people, their lives are like this. Ready, aim, aim, aim. They never fire or shoot or execute! Now let me just say there’s some people that’s like ready, fire, aim! And they don’t execute either, they just shoot somebody accidentally. Execute means that there’s a ready, preparation, aim, get your target, but then you shoot. The greatest gap of the world is the gap between knowing and doing?

Randy: Thanks, John! We trust we added some value today. For the video version of the minute with Maxwell, go to johnmaxwellteam.com. And we are back again! The show on realtyuniversal.com the website. Again, if you just tuned in and got some of the nuggets, Nathalie was sharing about the buyer rebate program. Again, check realtyuniversal.com. On the show, a return visit – this guy we talk about a lot, but if you were to look up a change agent in the dictionary, a picture of this guy is right there. But Dave Ferguson, askcoachdave.com is his website and there is so much I could say about him full disclosure. I co-host a radio show weekly with him and I’ve learned a lot just listening him, following him on Facebook. And we talk about the law of momentum. I think it was John Maxwell’s number 16 in the laws of success. And the law of momentum is – man when you’re in that groove and we’ve all been there where you’re just on a roll, baseball players talk about the zone and the ball being slow and big. I think in basketball [inaudible] big and closer to him. Everything looks easier. And there’s a way to not only get [inaudible] but to keep it. And Dave Ferguson – just listen to him for the next few minutes. If you have to go now, pick up the archive when you can get back to it. Dave, welcome to Nathalie’s show!

Dave Ferguson: Hey, guys! Glad to be back!

Nathalie: How are you?

Dave Ferguson: I’m doing great, Nathalie. I was on a show and I remember it was live at an event in Florida in February.

Nathalie: That was a while ago!

Dave Ferguson: I’m happy to be back.

Randy: Dave, I really – and I love this about you. From the 25 years in radio and thousands of interviews, I love it when I can ask one question and the guest fills up 20 minutes. So this is gonna happen to you. Because you have so much to say and are so fired up inspirational. I’m gonna ask you to talk about Big Mo. You’ve got some things going on in your life. People want kind of a background on who you are. They can go to askcoachdave.com [inaudible] spent all this time talking about momentum. What’s going on in your life right now? How you got there, how do you keep momentum going in your life?

Dave Ferguson: Cool! Thank you! I love the Big Mo, obviously. Momentum doesn’t just happen. But before I talk about getting momentum and keeping momentum, I wanna talk about what a lot of people are fighting. Cause sometimes all the people seem to fight a tide of negative momentum. They feel like they can’t even get started so it’s not even in their future. I get tired sometimes with people that are stuck and they don’t know what to do. And so I look at this negative momentum [inaudible] through intention. So I’ll give you a simple example. I talked to someone the other day and they wanna lose 80 pounds. So what I started doing through questions with them was trying to find out what their true intentions are. See they wanna lose 80 pounds, but to really lose the 80 pounds, your intention should not be to lose weight, it should be to become more disciplined. So if they intend to be more disciplined, and they start becoming more disciplined, they’ll lose the weight, they’ll have a better life, they’ll be better at prioritizing. Things will just start – because now they’re a disciplined person when they were undisciplined before. So oftentimes we want to fix something, you know? And so it creates a lot of negative momentum when you can’t hit it. So I always ask people that are stuck “I need to find out what your true intentions are. Not what you’re telling me, ok? Let me dig here a little bit and find out what your true intentions are”. So folks if you’re out there and you’re struggling, you feel like you’re stuck in the tidal wave of negative momentum, examine or have someone examine for you your intentions, because that is so important. So hey, I’ve got a lot of momentum going on right now and there have been times in my life where I’ve been stuck and went to a coach saying “Get in my head! Help me! What am I doing?” I just did it a couple months ago, when I was stuck at a level most people would love to be at but I needed to get unstuck to get to the next level. And what’s amazing is I came back with a clean head, right? And so I have tremendous momentum going in my life. And it’s intentional! And really, from a business standpoint, my intentions started 8 years ago. So a lot of people go “Oh my God!” Maybe you just started with whatever you’re trying to get momentum on two weeks ago. It doesn’t happen, just like that person is not gonna lose 80 pounds in a week or 2 months. It took him 40 years to gain it, how to lose it in two months? So you gotta get unstuck. [inaudible] and I’ll talk about the multiple ways you can build momentum. And so once I set my true intentions of what I want my business to do for people, – because it’s not about me. If I say to you “I’ve got the [inaudible] on Randy” it means that I am making significance, I am becoming significant to other people, ok? So Big Mo for me is about the intentions of my business are and those are to help people get out of their comfort zone so they can grow. Period. People in businesses, cause businesses get comfortable too. So I often say to people that people think they’re going to hire me and I will motivate them. Well motivation is temporary, you know that. I can inspire them, but I don’t motivate people by demanding more of them. I actually help them see that they’re not demanding enough of themselves. So once I ca get into their head like that and they can agree to it, then they can start making and getting some wins, cause you gotta have the wins, you just don’t have momentum. You have to get some wins. And I talk about baby stuff all the time. I’m gonna give you my personal example, just over the last few months. So – and this is the way you pick up momentum. And actually, you’ll see through this story that it’s really not mine momentum, it’s been done by other people. So I’m doing this with my group and sometimes I do it by phone and I can give you the information on that. It connects people from all over the world. But I love doing it on my blog. I have a local group that said [inaudible]. So I did this group and there was this young lady in this group, happened to be a realtor, Nathalie. She had already paid and she tried to cancel a couple days before. “I don’t think I’m ready.” I didn’t know her. “Just come to the first one! If you’re not ready tell me and I’ll give you your money back. Keep the book, I don’t care.” And really for the first two or three weeks, she really didn’t say much. She sat there with her coat on and she just wasn’t connected cause she wasn’t allowing herself to connect. Well by the time the 10 weeks were over, I didn’t know this woman. It was like a totally different person. And I didn’t do anything. All I did was facilitate a personal development – it was a personal development group. I mean she was a completely different person.

Nathalie: That’s fantastic! Congratulations!

Dave Ferguson: And there were a couple people in that room that transformed in front of my eyes. It was powerful. That group changed me! And here’s what happened since then. So this is just with her. Her name is Wendy, ok? So imagine this. So Wendy loved that group, it changed her life. She made connections in that group, she stayed in contact with just about every single person in that group probably on a weekly or monthly basis. Some of them became friends which is awesome. Some of them created joint ventures together or doing charity things together. It’s just amazing the connections! So here’s what she does. She introduces me to someone who owns a pretty decent size company and he hires me without meeting or talking to me to speak. So I went and spoke, him and his wife were at the event and they pulled me to the side “We want to hire you as our executive and personal coach!” So they hired me as their coach. Two weeks later, the second in charge over there comes to me, he wants to hire me as his executive coach. It keeps going. The guy who owns the company connects me to another guy who owns a company that happens to be his father, who now has hired me to coach his entire leadership team of the company. And it gets better! And this is momentum.

Nathalie: Fantastic!

Dave Ferguson: This is momentum, folks! It gets better! So the first guy she introduced me to he now has his employees on a weekly call with me now when we’re doing that same book, the personal development book that I did with that young lady in the group. By the way, that young lady, Wendy, came to me and said “I wanna do another group!” I said, you know I got this book that I wanna do. I said I’ll tell you what! You get the place, you get the people, they cough the money, I’ll show up!

Nathalie: Delegation1

Dave Ferguson: She got 15 people ready to start. So folks, I mean that’s the people connection momentum. Have I done anything really? I facilitated the personal development group, which I could do in my sleep. And just one person in your life. You don’t think she’s inspired me? I’m being inspired by her, she’s amazing! And so I’m watching what I’m doing. She was at a live event that I did at the end of June in Charlotte and she recruited a bunch of people to go on the live event! And she’s not on commission.

Nathalie: Yeah, it’s wonderful!

Dave Ferguson: But she’s infected right now. She’s got it bad.

Randy: You said it earlier. She – you added value to her in an immense way and so she’s just –

Dave Ferguson: She’s paying it back to.

Randy: It’s that whole “You cannot give the universe” idea, cause you can’t put it back, double, triple or whatever. Wow! That’s very cool! So again, you’re a guy that was in the corporate world as a CEO and whatnot so you’ve been in that world and as a business coach or life coach. So for folks who haven’t been in corporate America but still wanna get momentum, I’m guessing they need to find their deal and once they know what is their purpose and get laser focused on it. I guess it sounds like building a relationship. How do I build relationships?

Dave Ferguson: It’s all about people, you have to relate with them and find some common ground. I mean I do this whole workshop on how to build relationships and I actually give people [inaudible], you could do it at the bus stop. No, really! I mean it’s that easy, but [inaudible] they still want to reinvent the wheel. You gotta relate with people, man!

Nathalie: Absolutely!

Dave Ferguson: And to your question, I think you have to be passionate about what you do. You have to love what you do. You only get one shot. Go find something else! Don’t quit! Transition out of it! [inaudible] But transition out! Start finding something you’re passionate about. Now as far as finding your purpose, I’m all for that but don’t kill yourself trying to find it. It will come if you’re out there doing something passionate. I’m not really big on doing purpose workshops and getting people all worked up “I’m not fulfilling my purpose!” Because I’ve been through it! I think I know my purpose now, but I’m not sure and I don’t think I’ll ever be sure! I’m purposeful, that’s the difference. If I’m doing it [inaudible], I don’t do anything in other ways. If I’m not purposeful, I’m not doing it. I’ll hire somebody to do it! Like I used to love cutting my lawn I was one of those guys when I lived in a neighborhood I had to have the nicest lawn. And I did it with purpose! And this house I’m living in now, you couldn’t pay me to do it! For those of you that are trying to find their purpose, find what you’re passionate about and do it with purpose!

Randy: There you go!

Nathalie: Absolutely! And we’re all very different and I think that I should point out that we’re all extremely different and don’t try to be somebody else! Just stick to the basics! You definitely need to follow your own and then live that with passion. I firmly believe that.

Dave Ferguson: You’re so right! I wrote a blog this morning that’s gonna go out in a couple of weeks. And it’s about – it’s gonna be like a 3 weeker cause it’s 15 things you need to do to keep failing. So I’m gonna drip out 5 a week, but I’ll give you the first one now. If you wanna keep – here’s why you fail. You chase other people’s dreams and not your own.

Nathalie: Yeah.

Dave Ferguson: And I’m gonna piss some people off, I’m sorry if that’s a bad word. Like a lot of people have – the next time you see someone with a vision board, take a look what’s on it. A big house, Mercedes Benz. You know what my vision board has on it? It has a man lifting up kids and that man was someone who was able to retire at a very early age and was involved in the children’s charity. So it’s what you can do with your significance. That’s what the visualization – for me, when I look at that baby every day, it’s about legacy, making a different, being significant. It’s not about me having a big house, car or toys or vacations. Because let me just tell you – if you’re doing what you’re passionate about and you do it with significance, you could have anything you want. And that’s not in the book anywhere. If your intentions are in line and they’re truly your intentions, you’ll get there. Cause let’s face it! There’s a million books on how to do things!

Randy: You gotta have that big why.

Nathalie: And it’s not about the material stuff. I don’t think people give themselves credit but we’re more valuable than any material. Billions of dollars in the world – we ourselves individually have much more value than all the money and the material stuff in the world. And I think that’s the thing that people need to get. And you’re right! If you do that stuff, the many keeps coming and the Universe gives it back to you. I agree. But it’s interesting, cause you talk to some people and if somebody is happy doing what they love, then that is what they should be doing. So we’re all different and I think it’s awesome that you facilitate getting them to see it and turn that light back on, right? Cause sometimes I think with the economy and life and people taking other peoples’ opinions when they shouldn’t, it can really turn people into that negative place where maybe you just mentioned the real estate agent like “I don’t think it’s for me cause she wasn’t sure and she was fired up and unleashed those passions.” And took it to the next level.

Dave Ferguson: Oh my God! That story is unbelievable! And there’s more to it – I mean it just goes on and on. It’s just – I don’t see that ending. And that really is momentum. That’s the Big Mo’s. The Big Mo’s coming because what’s happening is all of these connections now are doing the same thing, it’s almost like they have to. It’s weird! They’re getting infected and go like “You gotta have some of this!” I mean I had one of them call me today and he’s trying to refer someone to me and he told the guys “You better get ahold of him right now cause he won’t get new clients pretty soon.”

Nathalie: That’s great!

Dave Ferguson: So I’m blessed right now. When you put your heart, soul, sweat and effort into someone’s life because you really mean it and want that person to change and grow and do what they wanna do – when you do that, people pay you back!

Nathalie: I love it! That’s wonderful! No go ahead! I didn’t mean to interrupt you.

Dave Ferguson: Momentum is not always about you being out there, trying to drive new business. Because what happens is when you think that, you’re kind of running people over, backing up, running over them again and you’re not building a relationship.

Nathalie: I really believe we are here to serve, not to be served but then we have the boundaries we have to look at. So then every boundary had blocks and what stops them from doing what they maybe were supposed to be doing certain times and I think that’s kind of interesting, cause some people aren’t ready for reasons and some aren’t ready because of the blocks. And then some people don’t want that in the first place. You know how we’re all so different I think it’s pretty amazing – that’s wonderful what you’re doing and it’s your living proof and it’s coming back and it’s circling and giving and taken and one person can help many other because the circle of influence is so much larger now with the internet and that’s cool!

Dave Ferguson: And here’s the thing! When you get it in one part of your life – I have my latest wheel of life up on the wall right now that I did recently for myself.

Randy: What is on your wheel of life?

Dave Ferguson: I have 8 slices. I have business, fun, financial, friends and family, spiritual, mind, giving back and I have body.

Nathalie: That’s great!

Dave Ferguson: Friends and family, business, fun, financial, body, giving back, mind and spiritual.

Randy: And all those wheels, the goal is balance in those areas.

Nathalie: We gotta tell people how to find you though. Randy, we gotta tell the solicitors!

Randy: askcoachdavid.com baby!

Dave Ferguson: or livingtolead.com. I’ve got some neat events coming up. I’m doing a two day speaker workshop in Charlotte, September 13th and 14th and it’s half day on Friday and a full day on Saturday. Email me as askcoachdavid.com if you don’t wanna go to the website. I’ll give you info on that. Charlotte is not the easiest airport in the country to get to from where I am sitting.

Nathalie: Really?

Dave Ferguson: Well with the American US Air merger…

Nathalie: Amazing!

Dave Ferguson: And the hotel is right next to the airport. And it’s not about becoming a professional speaker, it’s about speaking for whatever you want to speak for. Speaking for your business or your groups or whatever. It’s just gonna get you comfortable on speaking. And then of course I have all my other stuff. I do group coaching and mentoring on the phone so you can be anywhere in the country, I got a new group starting September so I can get you information on that, there’s info on the website about that. And I’m available in the West Coast for all you West Coast listeners, I’d love to come out there and do something!

Randy: Yeah, we need to get you out here on the West Coast, man! Have an Ask Coach Dave parade our house conferences and hit you up the coast here.

Dave Ferguson: The Big Mo tour!

Randy: There it is! The Big Mo tour.

Nathalie: I like that, that’s cool!

Randy: We’ll have to hit Honolulu in that.

Dave Ferguson: Yeah.

Nathalie: Do it in the winter time so that everybody appreciates it!

Dave Ferguson: Yeah! This has been awesome! Askcoachdave.com. Dave from askcoachdave.com. And all kinds of ways to interact with him and be involved with him. And really he’s been a coach for me in the last year so far, as we’ve been doing some radio stuff as well so thank you, man! And keep up the Big Mo!

Nathalie: I’ll keep in touch! Yeah, time goes by fast. It was wonderful to have you on!

Dave Ferguson: Thank you! Have a great day!

Nathalie: You have a great day too! And to everybody out there, I wish you peace!

Randy: Thank you for joining us on REALTY UNIVERSAL, Inc. Radio! Our hope is that you were enlightened, encouraged and mobilized to be an agent of change. REALTY UNIVERSAL, Inc. is on Facebook, join us there. Follow us also on Twitter@RealtyUniversal. And for more information, you can go to RealtyUniversal.com. Make it a great day!