– hiya, all people, thanksfor becoming a member of us today. I’m so excited that you simply’reavailable to hearken to this podcast, or the audio on YouTube, or perhaps you’re sitting,you’re studying the blog, and my purpose is to carry realestate agents all over the place tons of choices for yourlead iteration events. Everyone knows that real estateis a lead generation game and if you’re not out theregetting tons and tons of leads, you’re at the mercy of whoever is, and that entails thebig science giants and different actual property groups, you have to be the one thatknows how you can go get the leads, and there is tons of differentways so that you can do that, so prefer your favourite andjust do it consistently, master it, do it at a excessive level. I am bringing you lots offantastic actual property sellers which can be the best at what they do in that special lead iteration exercise, and today, my visitor is Michael LaFido. He is a top producing real estate agent with 17 years of experiencein the true estate industry.His marketing has beenfeatured on a canopy story in Crain’s Chicago Businessand highlighted at noon on Fox information Chicago industry Hour. He’s also the creator of the books, marketing luxurious and the best seller, Cracking the true estate Code. For the duration of his career,Michael discovered the significance of high-caliber marketingversus common marketing, which has grow to be pivotal to his success. During the last 17 years, LaFidoand his crew have developed a approach that takes a more comprehensive and proactive approachwhen advertising at dwelling. Michael, the founder ofthe advertising luxurious team assists other real estateagents and prosperous home owners by way of offering prime tierservices including consulting, culture advertising, publicrelations, and teaching to aid sellers and ownerssell their luxury homes, making use of his proven andreputable procedures.He is created the nationally recognized luxurious certificationfor actual estate marketers, which is often called LuxuryListing expert, L-U-X-E. This new certificationestablishes an in-depth and certain set of necessities for marketers that characterize luxurious homes,and is presently offered for 12 hours of carrying on with education. Good, that’s a pleasant bonus. That’s for actual estate marketers in Texas. The trainings are basedon the equal ideas Michael outlines in hisbook, marketing luxurious, that he teaches toagents the world over. Many retailers within the enterprise are calling Michael’smethods the brand new common for advertising and marketing luxurious homes today. Michael, thanks somuch for becoming a member of me today. – Oh, it’s a pleasure, thanks. That used to be a mouthful, wasn’t it? – That used to be a mouthful, buthey, you’re doing a lot of exceptional things, andthat’s why I spotted you and said this is the guywe need to be speaking to right now about how one can getinto luxurious, and how somebody would begin generating realestate leads for luxurious, so you wanna inform me alittle bit about anyone that hasn’t performed it yet, they are doing bread-and-butter listingseveryday, shoppers, common rate levels andthey say, "you realize what?" "I wanna get into luxury." So Michael, what do they do? – sure, so that is a very fair question, an awfully direct question.I have relatively two hugetakeaways to your listeners. Before we get into each and every of these two, I wish to share withyou and your audience, i will give you the bestlead gen routine, and i am gonna give you two today, but it surely’s gonna be wasted unlessan agent believes they can. So until they’ve their intellect set, I’ve discovered, Lori, thatunfortunately many retailers have limiting beliefs andluxury is a kind of matters that dealers believe they haveto be with a certain company, they ought to be in theindustry for X number of years, they gotta pressure a certaincar or live in a precise sort of house to break intoand dominate selling properties, and sadly, thoseare false, false, and false. We would spend hours on themindset and entice more excessive-end consumers, butI at least wanted to out with saying that so nomatter which company you’re in, how decades you might have been inthe trade, you can do it.I am a dwelling testomony to it. I simply wanted to sharethat with your audience. Before we go into X’s andO’s, whether or not you suppose that you may or whether or not you do not,that’s half of the battle. You really have tobelieve in yourself that selling a excessive-finish luxurious residence, it can be the same X’s and O’sand quite a few the equal things as promoting an entry-degree property. Certain, there’s some nuances. Certain, there is some variations, nevertheless it’s really a humans-based trade and persons do not care howmuch you already know and i know, and so they know we care. – proper. So you are announcing, I lovethat, I ought to love that, on the grounds that I do suppose thatis numerous reasons why real estate agents don’tget into that next stage is due to the fact that it can be intimidating. We’re now not one of them, wedon’t pressure those automobiles, we’re now not fancy shmancy, we’renot gonna be in a position to maintain our own against one other luxuryagent that is that person.Are you pronouncing that whenwe’re sitting in front of a luxurious-abilities customer that, good i’m gonna guess youstill are gonna propose that they look the part and act the phase. What you are announcing– – i’m gonna answer where Itotally comprehend the place you’re going. I am announcing be legitimate, be your self,is what i’m saying there is some guides,some trainers that say say this as a substitute of this,do this, and, you already know, be professional, be your self, be obvious. We’re in a world the place they can Google you and discover anyway,so you do want to start constructing your brand and looking the section earlier than you get on the appointment, correct? In other words, if peoplecheck you up on social media, they Google ya, yougotta seem authentic, however if you happen to should not have theportfolio of offered homes, then this is a direction in itself, then what do you do to leverage that? Of path, we are able to talk about it later, but I do quite a few speaking and coaching, and written a book calledLuxury checklist specialist as good, and we now have a certification, but getting back toyour long-established query, is be transparent and simply be likable.I’ve lost appointmentsin the past the place i do know I was once towards an agent thatI could out-market left and proper, but due to the fact that I’ma tremendous (mumbles) character and i am a driver, bottomline, that I ignored that main rapport-constructing,and so, constructing that affinity, doing research on thembefore the appointment. In other phrases, what theirlikes, what their pursuits. Joe Stump used to sayForbes, family, occupation, exercise, goals, youknow, what similarities do you could have in normal. Constructing those key corerapport is rather predominant before you get into X’s and O’s. A detailed character typesjust need you to bottom line it, of course, and they will factor-blank ask, "well, how many million greenback properties, what number of eight million, whatever, what number of properties have yousold in my nearby and regrettably, many agentsdon’t go on the appointment considering that of fear of these questions.I will not get into too many details, but i have a $10 milliondollar property I represent that’s on the television exhibit Empire. It can be on Fox’s sequence, and that gentleman point-clean requested me,"good, how many properties "have you sold in this city." I stated, "good, i have never offered any, "however the earlier two sellers you have had "more often than not bought extra thanI have on this discipline, "but they failed to get the jobs completed, "so if you wish to rent the first-class marketer, "i’m the right guy; ifyou wish to rent the "local trained,i’m not the proper man."you are going O for twohere earlier than you rent me." So once more, building the confidence. If it can be a multi-pronged strategy, it does not happen overnight. That’s a first-class Segwayinto some bullet facets on how you can construct the confidence. The very first thing i’m gonna speak about, ‘reason I get asked this all the time, is, "hello, Mike, should you moveto such and such, or my metropolis, "what stands out as the first one or two things "you can do to interrupt intoluxury," so that’s kinda how my Segway is, Lori, into the bullet facets i’m gonna speak about forlead iteration in these days.Is that k? – perfect, sure, please. – okay, so the primary thingI would do is i’d video. Video’s not going away so I’mreally just right at siting sources and unluckily, I don’thave the supply in entrance of me that i’m about to say, butthere used to be a survey executed the place seventy three% of dealers saidthat they might rent an agent who makes use of video to markettheir house versus an agent who doesn’t, so video’s now not going away so you as an audiencemember taking note of this, step out of your relief zone,whether or not it’s a free movies, like fb Lives, or whetherthey be academic videos for shoppers, so if you’rethinking of shopping a home in clean community or this subdivision or in Seattle, Washington,fill within the blank. It isn’t important, tipsfor purchasers on this market, so that’s one bulletpoint on your audience. You gotta create educationalvideos for purchasers. You gotta create educationalvideos for retailers. Ideal one is only a infant-yr, simply over one 12 months after the election, how our residence sales in NewYork or whatever community it is you symbolize, so speakme about that; talking about guidelines forsellers, so in different phrases, hey if you are considering of promoting in 2018, listed below are seven matters you wantto preclude to get prime buck.Educational tips for dealers. I talk about being proactive, so good day, if you’re thinking of selling in 2018, it can be main that you’reproactive when selling versus reactive, so that is a high-quality Segway into being proactive. Instance of that wouldbe watching at the house from a cosmetic standpoint to neutralize and do the matters thattoday’s shoppers are looking for when they are purchasing. So hints for shoppers, recommendations for agents, and then the third bullet point can be academic videosthat are market-driven. In different words, you recognize, Ikinda pointed out this prior. One year after the election,how are dwelling costs, how has the election affectedhome costs in Chicago, or ny, or whereverit is your viewers is, or you might talk about educational hints, however market wise, so far as price features.Overall, it maybe,"howdy persons, contemporary video, "we’re talking about overallin the Chicago land market, "there may be a shortage of inventory. "it is what we call a vendor’s market, "however after we’re dealingwith high-end properties, "by means of excessive-end, million greenbacks and above, "the shift has occurredand it is a buyer’s market." A purchaser’s market is whenthere’s quite a few stock. There is no longer a variety of showings. Homes could sit on the marketfor a year or two years, plus, and so schooling, educatingthe market on overall, is it a buyers or sellers market, but in each market,Lori, the shift occurs from a marketers market to a shoppers market and it is more commonly at theupper finish where things don’t seem to be moving quicklyand things are stagnant.So it’s really foremost to your viewers to own the numbers on the neighborhood degree. Realize shoppers market, marketers market, day’s finish market, record-to-sale ratio, and realize at what pricepoint of their given market does luxury occur, so I in my view, after we coach men and women in ourtrainings and our certification, we outline luxurious asthree occasions something the typical sale rate isfor that given market. I was talking to an individual onFacebook chat the opposite day that is down in Texas andher common sale fee was $130,000, so in thatcase, i might define luxurious as properties which are 390 and above. As a rule peoplethink luxury and they consider the McMansions, the milliondollar plus markets, or possibly in the SiliconValley, 1,000,000 greenbacks is not luxury, but it’s allrelative to that given market and so simply from a terminology standpoint, I think it can be most important.I know specific brandsdefine luxurious otherwise, but for our luxurious ListingSpecialist certification, we outline it as three times whatever the average revenue price is. Getting again– – Let me soar in for onesecond ‘reason I’ve got a pair questions thatI need to make sure that before you move on to thenext little part there. To begin with, i love the luxurious is thrice the average fee range.Taking that, if my averageprice range is $200,000 then our luxury market can be $600,000, so after we figure that out, are you saying that after you are doingthese videos and when you are making those, you’reeducating the consumer on the consumers market, agents market,and are you mainly hitting those fee rangesin that dialog? Are you announcing so the high endmarket this, this, and that, or are you seeking to includeeverybody in that segment? – that’s a nice query. I attempt to damage it right down to rate facets in academic videos. I speak holistically overall,after which I ruin it down into entry-stage, the bread-and-butter, the core, after which upper finish. I try to preserve it relatively easy even though you would probablybreak it down into extra. – Yeah, so are you doing anythen which can be exceptionally simplest focusing on the luxurious buyer-seller, or are all of yours, the– – Yeah, that is a pleasant query.So we now have specificvideos for entry degree. We don’t quite focal point on leases, so we don’t do apartment typevideos if you are looking to employ a property, however no,we do first-time purchaser movies. We do entry stage. We do luxurious-detailed movies. We do a little bit ofit all, proper, we do. One of the movies are more broad and so they cover the importanceof pre-house inspection, for illustration, or beingproactive when selling but you’re getting apre-house inspection finished. Getting your entire ducks in arow together with your exact points of the property, the a long time, et cetera. That might be a universal, werecommend to all price points. However certain academic videosare geared toward distinctive fee features, and the one thingthat I wish to allow you to comprehend, many dealers don’t breakinto luxury ‘motive, good, it takes more time or extra rate. There’s some actuality tothat, however I look at it as your financial guide. Your financial guide probably uses the term diversification. We want to diversify your portfolio.In different phrases, somehigh-danger, some low-threat, some cash or liquid. Real estate’s no distinct. If your bread-and-butter is $200,000, that’s with selling, don’t give up that, but with the aid of adding and sprinklingin one of the high-end, incidentally, I definehigh-end as two instances your market average, so ifit’s $200,000 high-finish, it will be 400 and luxurywould be 600, so sprinkle in some excessive-finish and luxuryto your portfolio due to the fact that, Lori, I believe the fastestway for any one on this, that’s listening, the fastestway for an agent to get immediate credibility in yourdatabase, on your sphere, on social media, is youland that first excessive-finish or trophy record. – Yeah, okay, so i am loving this. I imply, you are givingus great expertise. Your, that is your video for 2nd. Are you having legitimate videos made, or how are these videos being created? – that’s a excellent query. I’m going to do non-professionalvideos, a pleasant example, that would be facebook live, proper? You hit file, you are no longer enhancing.Let me first say, and someof my respectable videos like when I’m doing a property video, I do one of the crucial ExtremeLifestyle marketing. I’ve shot movies from helicopters. I had a house I used to be promoting that had a educate that went around it. I brought in two and a halfmillion bucks worth of cars for a video shoot, so I do some effective, I name these lifestyle films. These price money, proper,and so the opposite finish of the spectrum is the free movies. Generally on those free movies, if i am doing a fb are living, for example. Hiya, Michael LaFido here. We’re in entrance of thehome at 123 Elm road. This property’s coming to market in every week or in three days or whatever it’s.This residence facets A-B-C-D. If you realize of any one lookingto buy a residence in blank, please contact me. It is now not gonna last. It can be an effective property. So that might be like a coming quickly video. I’ve completed those sorts of movies, Lori, and i’ve had 1200, 1500views inside 12 to 24 hours, and on a few of these movies, i am spending 1000’s of greenbacks on,I could get 1200 views in two months or three months. Your database, your sphere,don’t reduction that. There may be matters that you cando on a 0 greenback funds.But one of the crucial othervideos that we reference, i use a carrier calledViral and so they do quite a few my editing in my videosand they electronic mail them out to the database, so that is what i use, but there may be other services out there. One of the crucial offerings I usefor emails called BombBomb. Possibly you’ve heard of BombBomb So if i am assembly withthe purchaser or a vendor, I wanna send them apersonalized video message ‘motive for me, I canarticulate my message in words via a video a loteasier than typing out a three or four paragraph e-mail. – certain. Yeah, we now have all of our videostranscribed via Rev.Com after which that’s additionally greatto become blog posts. You are utilizing your contentall the best way by way of. So also in your video then,are you selling that video at all through Facebookads or Google Adwords or any kind of paid promotion? – yes. Facebook ads is reallysomething that now we have been doing as good, so making an attempt tofigure out, this can be a complex topic in itself,however making an attempt to figure out who your purchaser is foryour residences, proper? Making an attempt to determine that avatar, correct? Is it a household? Is it anyone that haskids, doesn’t have children, centered on migration patterns, and you already know, is there a unique areathat they’re relocating from, and you want to target thatavatar by means of promoting.- correct, proper, all thelaser targeting via the demographic choices,which means that we oftentimes pay extra for the audiencesince we’re bidding on each and every viewers that we add,however on the flip facet of that, we might have a lower costper lead considering we’re higher attaining the viewers thatwe’re targeting, so convert, click-throughs andconversions become greater. There’s an editorial. All of that for certain as good. Okay best, so what’s subsequent after video. Did you complete that,conclude that little– – So video, just to sort of recap it, video is anything everybodycan do that’s on here.Just do it. We’re our worst critics. If you’re a female, youthink you don’t appear good. As a man, I consistently kid aroundand self-deprecated humor is great from the stage,but when I’m speaking about, whats up, look, I got a one nostrilthat’s bigger than the other, and it suggests up on video, but simply do it. Something your barrier is, do it. And so there may be free versionsand then there is movies on a funds like I talkedabout, so train the consumers, pointers for patrons, guidelines forsellers, and market replace.That is what I recommendto help role your self to attract extra high-endand luxury homes. It can be elaborate to penetrate, like Robert De Niro saidin Meet the mother and father. It’s complicated to penetratethat circle of trust when you’re dealing withhigh-end and luxury purchasers. So the 2nd bullet factor orgolden nugget, if you will, is that lead generation,how do you penetrate the circle of believe inthese little clicks, in these little communities,and how do they feel? What do they consume, where do they pressure? How do you penetrate? I feel that way is through what I call my luxury networking crew,and i’m gonna give you the Cliff’s Notes versionon how this came about.I was part of a Chamber ofCommerce in Hinsale, Illinois. Hinsdale is a, there is more million dollar single-loved ones income, atleast in 2016 there have been. I do not need the data for 017 yet, but in 2016, there was more single-loved ones million dollar sales inHinsdale than any vendor in Illinois where i am based out of. Like train Q of theBlackhawks, Chicago Blackhawks. NHL lives there, FredHoiberg of the Chicago Bulls, NBA train lives there, so it is kinda like a who’s who suburb, and Iwas a Chamber member there and the Chamber Presidentcame as much as me and stated, "hiya, we need to variety oflike a B and that i leads staff." They known as it a heroes crew,which stood for whatever. It was very structured. It was a weekly assembly,met at the Chamber, someone took attendance,there was a secretary, there was this, that, and the opposite factor, and you don’t know me thatwell nor does your viewers, however it used to be simply method too structured for me, and i could not decide to weekly conferences. There used to be a gents thatdealt with massive excessive-end kitchen remodels and that i saidto him, "hey, why do not we "do our own factor andbuild it the best way we want." that was about three yearsago, and that is how our luxurious networking staff started,and i’ve shared this same golden nugget with agentsacross the us on are living trainings or different podcasts andthe feedback i’m getting has been astounded.How it looks is you meet as soon as a month. Most persons say, "Oh, man, once a month. "I could commit to that,I could lead that." I feel the quality wayto get referrals, Lori, is to give referrals. I suppose via reciprocity. Reciprocity is in the event you’rewalking into a constructing, an individual holds the door open for you, you need to preserve it openfor the person in the back of you. I suppose the pleasant way to getreferrals is supply referrals and go away with a giving hand,so the luxurious networking group is truly a bunch of carrier vendors, industry owners, key influencersfor your given group that caters to the highnetwork individuals.At the start when Andy and that i began this luxury networking staff, itwas companies that catered to high community individualsthat have been in the actual property space, so in other phrases,home, kitchen remodeler. We had a safety guy,we had a man that did the night lighting fixtures, youknow, the panorama lights. It was all real property situated,but then as we grew it, we said, it would not have to be. We’re limiting ourselves,so we opened it up to men and women that serviced high network participants, so we had Chubb coverage,we had monetary advisors.Of direction, we haddifferent builders there. We had divorce attorneys, we had men and women that went browsing guys’s clothing lines, that did customsuits and that form of stuff. It could be someone that’sin the PTA, if they are in PTA like a elementaryschool district that caters to the gated communities,and they recognize everybody. They may be the chatty Kathy andthey recognize what is going on on, who’s pondering of shopping,selling, and they’re a key influencer, they might be a part of the luxury networking staff. That is style of the who. The what a part of it, anyquestions on that, first off, earlier than we go to the what a part of it? – No. – So the what part of it islike I said, a monthly assembly.I propose 9 instances out of the yr. We customarily take Decemberoff because there’s approach too many holiday events,and we take June and July off considering that summer season vacation withkids getting out of university, so particularly, nine times out of the 12 months. Now anyone could say I wantto do December, that’s pleasant, but we endorse ninetimes out of the yr. It is rather predominant thatthe individuals which might be attended regularly attend, sothey wish to be hungry. They need to grow theirbusiness and they’re hungry because you do not want tohave any one who suggests up one month they usually do not showup for a further three or four considering the fact that you’re gonna losecontinuity in the workforce. The opposite part of it isthis shouldn’t be Noah’s Ark. If you are aware of theBible story, Noah’s Ark, there’s two lions, two of their kind. You do not need to fulfill tworeal estate dealers there.You are the one actual estate agent there. If there may be two attorneys, one is divorce and the other is corporation,they are not competing. If one builder specializesin million dollar plus and the opposite is five to750, those are non-competing, but you do not need to havenon-competing businesses. It is via invite handiest. You’re the President CEO ofthis luxurious networking staff. No one can invite someoneunless they run it by you first. Nine instances out of the 12 months,we have verified the distinctive days. We suggest Thursdays. Thursdays, both 3:00to 5:00, 3:30 to five:30, four:00 to 6:00, 4:30 to6:30, late afternoon, on Thursdays considering that thehost more commonly brings meals, gentle drinks, probably wineand alcoholic beverages, and finger meals, andyou trade the region. It is no longer on the Chamberof Commerce each month. When you trade thelocation, I almost always host it two to a few times a yr, and the place do you thinkI would host it, Lori? I stumped you, failed to I? I am gonna host it at a luxurylisting of mine, right? It is congruent with my message.It is synergistic with what i’m doing, so i am gonna host it atone of my luxury listings, and in case your audience membersdon’t have a luxurious record, and Lori, if I didn’thave a luxury checklist, and i used to be for your office,and i said, "Lori, "i have a networking staff. "it is key influencers, industry homeowners, "to high net worthindividuals on this area. "Would you mind if I hostedan occasion at your home?" possibilities are you’ll say, "Letme examine with the proprietor," and of direction, you wish to have to doliability and all that stuff, however, if it can be a vacant record, you could possibly say all day if theseller’s give you the okay, and if it can be an occupiedlisting, you’ll traditionally get a 50-50 threat of an agent pronouncing yes.So if you wouldn’t have one, that you would be able to borrow an additional agent’s in yourcommunity in general, or, excuse me, on your workplace. I host the event two to three times a year after which other keymembers within the group host. We have now had movements atLamborghini dealerships, at a organization that givestwilight helicopter excursions in Chicago, on the men’s clothing line, on the guy the does the$200,000 home theaters, he is hosted an event. We did one at a placethat did, they’d 18 complete kitchens andbathrooms in their showroom and so they had a chef convey outfood, so you need it to be a first-class expertise so thatyour attendees are excited about subsequent month’s event. There is high-quality content.That’s the what, but letme provide the structure. Let’s simply say it is 4:00 to six:00 pm. Of path, you as the CEO ofthe luxury networking group, you have got to remind peopleof when the next meeting is. You gotta give a reminderthe night time before, probably a text message, "See youtonight," that form of thing, however again, your top of mindawareness, you are bringing worth to the businessowners via reciprocity. They’re gonna refer youbusiness even supposing you would not have a track document of sellinghigh-end or luxury homes considering it’s referred to as reciprocity.If it’s 4:00 to 6:00 pm,the primary half hour is is of course simply networking. If it can be at considered one of my luxurylistings, we’re giving excursions of the property aspeople are having a beer, or a Coke, or having fingerfood, after which the structure is, "good day guys, we’re gonna get started." unless you say there is 15people, 20 folks in the room, "howdy, thanks for attending "this month’s luxury networking team. "i am the host, Michael LaFido."i’m with XYZ actual estate. "I wanna thank you for coming. "I see quite a lot of familiar faces. "there may be a pair company at present as well. "i’m gonna demonstratehow we do introductions. "that is gonna take a good half hour "on account that i want everybodyto get something out of it. "So what we’re gonna do isyou’re gonna say who you’re, "what you do, and what you concentrate on, "and who you’re ideal consumer is," so that’s the second bulletpoint, so who you might be, the second bullet pointis what you concentrate on, and what your superb purchaser is.The 0.33 bullet pointis what’s relatively working in your business, andthe fourth bullet point is what you’re being affected by or who you could use an introduction to. Let me show. "hey, folks, thanks for coming. "My identify is Michael LaFido. "i am with the advertising and marketing luxury group. "We support real estate agents dominate sound "luxurious properties of their market location."My perfect patron is anagent or broker owner "that’s watching to breakinto luxurious actual property." So that is the who i’m,what my ideal customer is. The third bullet factor is,"hiya, what’s quite working "in my industry, what’s relatively working "in my trade is video electronic mail. "If you’re sending out stuff to consumers, "I recommend video e-mail to stay up for them "suppose like they alreadyknow you before a assembly, "and for me, i can articulate my message, "and so that is what’s really working. So for all of the other industry house owners, even supposing they are now not in realestate, they would me announcing, "Oh, that’s exciting. "I’ve on no account heard of video emailing." The fourth bullet factor iswhat i’m suffering from or who I would use an introduction with. It could be, "hello, i’m lookingfor a first-class accountant. "As tax yr’s comingup, if any person’s obtained a "rock stable accountant,A, we could use them "in this team, but B, Ipersonally could use him, "so if any individual has one, please share "with me your useful resource afterwards." Or it would be who I coulduse an introduction to."howdy, for our certification,we’re watching to get in front "of large brokerages, so ifyou understand of any one that owns "a gigantic actual property workplace,please, that may be "a nice introduction for me" So that’s style of the structure. Lori, with 15 to twenty humans in attendance, subsequent character says,"alright, it is your turn," so you’re saying, "hello,my name is Lori Ballen. "this is who i am, my ideal consumer, "and what makes different is this." The third bullet factor iswhat’s rather working for you and your enterprise, and the fourth thing is who could use an introductionto or what you’re struggling with and nowyou’ve got 15 people giving an a-ha what’sworking of their industry, and you have got received 15 persons which might be pronouncing, "i want aid with." So then that takes a goodhalf hour, 45 minutes, and on the end, of path,you say, "All correct guys, "that concludes our introduction component, "so consider free to connectwith anyone that you could "want to ask them about aresource or might be you’ve "a advice for themor you wish to have to ask them "about their a-ha," andso now that takes an extra just right 15 to 20 minutes,and then you definitely conclude it.Say, "whats up, guys, nextmonth’s assembly is at "the," something, "theLamborghini dealership. "it’s gonna be the sametime, four:00 to 6:00 pm. "We’re gonna get a electronic mail reminder out, "and thanks for coming," sothat’s kind of the conclusion, so it can be generally an hourand a half of to 2 hours. The first half hour isjust general networking. Then the subsequent 1/2 hour to 45minutes is that introduction I just talked to youabout and what’s working, what’s now not working, whatyou might use help with, after which in the last halfhour is solely connecting with people you wanted to attach with, and then a preview announcementof the following month’s meeting. So that’s what I call theluxury networking staff. – Wow, that is high-quality. Initially, thank youfor breaking that down in a lot detail becauseI’m virtually transcribing this interview as good, and that is gonna particularly provide folks some actionable objects. They might put whatever collectively. I was simply, there’s noaccidents in this world. I used to be simply speaking to theowner of my real property place of business right here in Las Vegas and we had been discussing, I used to be discussing the factthat my common form could be to create some, andit wasn’t luxurious peculiarly, but I was simply discussinganother method that i have, however I used to be pronouncing, "I needto party with extra "actual property retailers and allbrokerages, and i should have "some kind of monthly meetupthat comprises some form of "non-threatening reliable environmentwhere we all improvement from "each other by some means," andyou simply gave a perfectly clear breakdown of how toapply that to something that’s no longer even certain to luxurious.There is so many ways youcould include that in your corporation to generatereal property industry, to generate attraction toyour trade for some thing you’re purpose is, I imply,it is surely tremendous. We’re about out of timehere, so you gave us video and you gave us your. – I gave video and Italked about, of path, the value of aluxury networking group. I talk about this.Like I stated, I’ve obtained a resourcethat’s relatively dirt low priced. It’s on Amazon, it’s abook I just launched. It wasn’t even on your introduction. I wrote a e-book and itcame out within the fall. It’s known as luxury record specialist. It is on Amazon and anyonethat wishes to spend money on themselves, it’s a free useful resource. They are able to discover about ourcertification as good, Lori. LuxuryListingSpecialist.Com is where they are able to find out about the certification. It is no longer affordable, however I assurance you, it can be gonna support sellers breakinto and sell luxurious properties. My goal for any agent thatgoes through our coaching, reads our booklet, will get our certification, is for them to increasetheir normal sale cost for a house they represent by30% over the prior year.So if you are promoting$a hundred and fifty,000 houses on ordinary, if i will be able to get them into 195, guess what? That’s a 30% lift workingsmarter, not more difficult. That is really our goalthrough our certification. We even have a podcast as good called luxury checklist Specialiston iTunes and Stitcher. – exceptional. I sure respect it. I gotta tell you, you are oneof my favorite interviews so far because i am all about backside line and actionable steps, andyou gave us all of that. I appreciate you very much. I can be including linksto your certification and to your books, andto your actual estate staff. They are in our write up soget you some additional links back there, and if there’sanything else you need to ship me, any sort ofchecklists or bullet features or snap shots or samples or linksor samples of these videos that you simply recounted, feelfree to ship these to me and i’m going to ensure theyget up in the write up for our consumers as good. – I respect that. We didn’t have video goingtoday for modern-day interview, but if we did, you’d see the signal that sits in the back of me in my place of work.It says prove them incorrect,and i’m gonna depart men and women with the last motivational tip, you know, whether it’s a giant different, whether or not or not it’s a former large other, whether or not it be anyone that says, "hiya, what, you cannot try this." i love when folks tell me you can’t do it or, "you are with this brokerage." "they do not specialize in luxury," or "you’re up againstthe rockstar luxury king."you’re now not gonna get that." that’s what feeds me is helping people, empowering agents to step external their remedy zone to prove others flawed. – extremely good. Thanks a lot, thank you. I hope this reallyempowered our listeners, that fully grasp that there is no restrict, so they can be whoever theywant so long as they suppose that they’re whoever they want to be. Thanks so much, i will besending some trade your method and hope to meet you at some point.- amazing, thank you, Lori. – k, thanks, Michael, bye, bye. – Bye, bye..