Glennda Baker: NEW Listing Appointment Script & Why Social Media Is MANDATORY For Agents
Ricky: Glennda?
Glennda: Ricky, how the heck are you? I am good, how are you doing? Living the dream, selling houses every day.
Glennda: Oh my gosh, I tell you, that is the dream, isn't it? It's my dream. You know what? I'm so blessed and so fortunate. I sold a house every single day last week, and I'm like, "This is like my dream." They were-they all really smooth deals, just no problems, just-they were all spit and glued together, every single one of them. I thought all five of them, no lie, they were-they were on life support more than they were-uh, they were in critical care more than they were stable, every single one, everyone. And I mean divorce, bankruptcy, uh, death, uh, then, uh, a septic, uh, and then one of them flooded. I mean, it-you have no-disaster. I mean, every day of divorce I had last-I of real estate I had last week. Oh man, it-I guess it doesn't matter if a war is going on, huh?
Ricky: No, no. I don't even know what's going on with that. I, you know, I don't watch the news, I don't watch television except for sports and Dancing with the Stars. So I have no idea what's like-I, yeah, I don't-I don't need to know what's going on. Oh my goodness, yeah, you really don't, you really don't.
Glennda: When I was selling, honestly, I didn't even know what-what mortgage rates were when I was, uh, when I was like in the heat of it. Um, you know, I was like, I-I got somebody for that. Like, my job is helping you, like right here. Like, I'm just here to help you buy and sell real estate however you want to do that. I can help you. The shortest distance between you and your goal is me, that's it, period, par. Like with everything that's happened with, uh, you know, with the Compass buying Anywhere, doing the deal with Redfin, and then all of a sudden Zillow, now they're doing preview listings for, uh, RE/MAX and Keller Williams, and now eXp has a non-exclusive with all that. Like, all these things are happening, which we kind of knew would as soon as, you know, Compass did that deal with Anywhere. Um, how does this leave the industry? Like, how does this change the industry from your perspective? Let's start there. Okay, if you're a real estate agent, you need to stop being distracted by the noise, because nothing has changed. If you are a great real estate agent, if you are a great real estate agent anywhere in this country, you know every house of everybody who wants to sell and everybody who wants to buy, to be quite honest with you. Yes, does the MLS streamline search? Yes. Do these search portals streamline search? Yes. But it's becoming so fragmented right now. I mean, I don't know shit from Shinola, I'll be quite honest with you. I'm not sure who's affiliated with this one and who's affiliated with that one. I sat down in a living room, no lie, on Saturday morning, and these people are going to sell their townhouse with me and they're going to buy a house, and he says to me, "Glennda, where is the best place for me to search, because I think all the houses aren't on Zillow and I'm not sure if all of them are on realtor.com?" I said, "The only thing you need to know is me. I will connect you with every single house that's available, whether it's on the market or off the market." And the best real estate agents already do that, period. You're at the school, you're at the club, you're out and about in your neighborhood, you know everybody that's thinking about selling, you know everybody who's died, everybody who's going through a divorce, you know who hadn't paid their HOA fees. That's the thing is, like, there has never been a better time to have intimate knowledge of your market than today, because who knows what houses are going to be where. And I just think-I think that all this fragmentation, I mean, I'm just-I-I mean, I-I don't know what side of the fence you're on, we hadn't talked about this, but I wouldn't have signed an exclusive deal with Zillow for three years to save my life. Who knows where we're going to be in three years? Yeah, yeah, yeah, yeah. No, no, no, I hear-I hear a lot of agents are...
Ricky: ...mad. And I'm-I'm-we're on the same-same fence of that. I-I mean, to do what Leo did, I thought-thought was really genius.
Glennda: Yeah, well, he's so damn smart. I love him. I think he is a great CEO. I think he did-ex-he thinks about it from a real estate agent perspective and he-w-he sold a-a zillion houses and he's just-I mean, he's just really smart. I'll be honest with you, I spent some time with him and I-I think he's great. Yeah, yeah, and-and-and you know, speaking of that exclusive deal, like what's even crazier is I think Compass may even got the worst deal out of all this. Well, you know what? I-I don't know. This is the thing is, I mean, you think about Rocket, and now Rocket controls one of every six mortgages in this country. I mean, you think about it, because they have Mr. Cooper and they have Rocket Mortgage. So-and I don't know if you have a mortgage on any of your properties, but if you have a mortgage through Rocket, the first thing that they ask you email or anytime that you log on is, "Are you going to buy, sell, or refinance?" That's the first question they ask. So they're direct to consumer and their first to consumer is better than anybody else's right now. The-the whole deal, and this is the-the question that I had for Compass is, it seems a little bit weird that you're getting in the bed with Rocket and Redfin, you know? It just seems like it doesn't-didn't seem like a fit to me. Right, right. Yeah, I thought it was strange when it happened. Well, yeah, cause-cause Rocket owns a brokerage, right? Right. And so like, what's their incentive to send business to Compass or Compass agents if they own a brokerage? So, but they-you know, they partnered, they're going to send business to Compass, and however that gets fed out, who-God only knows. I hadn't gotten a-a-a referral from an online lead from a company that I've worked for in probably 10 years. Yeah. So, you know, I don't know how that shit's fed out, but it hadn't been fed down to me. I know I've done more agent-to-agent referrals than anybody in my company, but who knows? Well, maybe it's to get all the mortgage business on the back end, you know, who knows? You know, mortgage business they wouldn't have got, you know, otherwise if they wouldn't have done a deal. I just don't understand, like, it-it's-I don't-I didn't understand why Compass did-like, I'm with you, like, why I did-it's just-it was kind of a strange thing. We'll-we'll know-we'll know soon enough, like, we'll figure it out. Like, it's-all things are revealed in time, all things are revealed in time. Here's what I keep thinking, that these platforms, like, platforms not even going to matter. No, because your customer is going to go on AI, whatever AI they want, say, "Tell me everything here." And it's going to scrape from all the platforms and just give it all to you right there in basically one-one platform. So it's like these platforms really mattered. Like, okay, the-the-the era of Zillow, you know, like it really mattered. You know, they really-they really had the whole industry, you know, kind of wrapped up. And now that it's all kind of coming unraveled a little bit on-from that angle, it was going to come unraveled anyway, um, you know, just because of AI and the power, you know, there. So, like, these platforms aren't even going to matter, um, at all. And so-and so, I guess my question is, do you feel like, to me, it feels like it's going to be like a script battle with agents? Like, what agent can go in and have the most compelling, not necessarily the best, cause like, in my opinion, you know, pre all of this happening, when they were doing their three-phase marketing plan, that really wasn't necessarily like-it might be good for some, but like, they were saying 50% of their sellers were doing it. I wouldn't say that that was the best, um, you know, marketing plan for 50% of sellers, but I think it's going to be a script battle. Like, "Our brokerage gets this many impressions and we do this, and we-our coming soon does that, and our private thing does this." And there's going to be all these little things that people try to throw into a script to make their situation feel better to the sellers. Do you feel like, um, like now, like all-all brokerages aren't necessarily created equal when it comes to that, and that it is going to be kind of a script battle, and that we're going to have to come up with the most compelling marketing plan for listings? Like, we're going to have to switch our game up a little bit and kind of increase our skill level. There's never been a better time to build your personal brand as an agent as there is today, because they don't know if it's ABC Real Estate or Coldwell Banker or Sotheby's or Compass or Keller Williams. They don't know, they don't know, and I'll be quite honest with you, I don't even think they care. And you mean the customer doesn't care what brokerage that they're signing with? Oh yeah, they don't care. And you know, I went on a listing appointment a few months ago, and then, and my seller said, "Well, we interviewed this agent from Compass and they told me that they have 36,000 real estate agents that will give feedback on the pricing." Uh-huh. And-and I said to the seller, I said, "I'm going to tell you something right now, if you interviewed a real estate agent that needs 36,000 other real estate agents to tell them how to price your house, you talked to the wrong real estate agent, because you got a townhouse on the river in East Cobb and I'm going to tell you, there's only about nine real estate agents that even know how to get here. So if they-you don't need 36,000 agents, and if they don't know what they're-how to price it, you got the wrong agent." That's your scripting number one. Number-number two, this is the thing is like, you-they are coming to you from AI like you can't believe. So today is March something, 23rd or 20-something, okay? I had a listing appointment today at 1:15, and that seller found me through ChatGPT. I had a listing appointment at 9:30 on Saturday, that agent validated that I was legit through Google, they literally Googled Glennda Baker. I had a buyer that bought a $2.5 million house that found me through, um, Gemini. If you think none of those people did, they all search on Zillow.com, realtor.com? Yeah, absolutely. In fact, the buyer searched on homes.com, he loves homes.com, but when it came to selecting a real estate agent, he didn't select from homes.com, he selected from Gemini. And so that's the thing is, like, you hit the nail on the head. Just like you-you remember when you needed a website, you know, you had to have a website, you had to have a website. Yeah. When was the last time anybody told you you got to have a website? Like, right, you don't got to have a website anymore, you got to have a Google business review page, you got to have-I mean, like, people-you got to have testimonials, you got to have reviews, you got to be visible, you got to be able to be found. And if you-and that's why, I mean, the reason I'm ahead of the game on this is because I've got 8,392 videos across all these platforms. I've got two and a half million views every week across these platforms. And that's the thing is, like, you've got to be visible. There's never, ever been a better time to be visible and valuable than today. Yeah, yeah, and it's-and it's an easier environment, easy. It's literally easier today than I think it's ever been, even though there's way more competition, um, way more content and everything. It's way easier to get to be found, to be seen, to become visible, uh, than it used to be. Yeah, and-but it's-but it's terrible content. I mean, a lot of the content that I see is horrible. I'm like, you just keep on making that because you're making me look so good. I mean, I-I'm-I'm happy as a pig in a puddle. What-what is the difference between good and bad content then? Did you bring value to the consumer? Did you bring value to the audience? Did you help somebody understand how to buy, sell, or invest in real estate? And if you didn't, what was your purpose to be there? I don't need to know how the eggs are at Eggs Up Cafe, that's not why I'm looking at you as a real estate agent. I'm not-I mean, I don't-I mean, I love that you are promoting something in your community, yeah, but the fact that you did a video about the eggs at Eggs Up Cafe in East Cobb tells me nothing about you as a real estate agent, except you're not vegan. Yeah, yeah.
Ricky: So how do you-what-so okay, so then the balance between, like, letting them get to know you versus...
Glennda: Here's how you buy and sell homes, right? Who are you and what is your expertise and how can you help me get from my goal to a house? Literally, how can you-how can you help the consumer get to their goal with less friction, mitigate their exposure to risk, and actually help them achieve their goal better than anybody else? No lie, I did a video this morning, I talked about these portal wars. I said, "Look, I sell real estate in Atlanta, Georgia. It doesn't matter if you're in San Antonio or Michigan or Florida or Montana, I can find you the Glennda Baker of wherever you are." No lie, cross my heart, I can send you the email. I have an email from a seller in California, "I've been following you for a long time. I want the Glennda Baker of California." No lie, that is a $2 million agent-to-agent referral that I have already placed. It came in at 2:24 today, and that lady's not buying a-she doesn't know me from Adam's house cat, but she's going to trust me to refer out a-an agent in California for her because you've positioned yourself as an expert in the field in the-in the industry all over the country. And I say, "It doesn't matter where you are buying or selling real estate, I can help you wherever you are." I had a lady drive from San Antonio to Dallas to meet me because her $3.5 million house wouldn't sell in San Antonio. She goes, "I don't know what the problem is with my real estate agent." No lie, I have a text message in my phone today of a-of a man I sat next to at the bar at dinner, and they've done business with the same real estate agent for years and years and years, their house has been listed now for 75 days and he sends me the listing and he goes, "Glennda, could you take a look and tell me what you think is wrong? We haven't had any showings." I mean, that's the thing is, like, it's-you need to position yourself in a place of value to help people buy, sell, and invest in real estate, period. Mm-hm. How-and you-and obviously this goes without saying, but...
Ricky: ...just to hear it out of your-hear it out of your mouth, like, you feel social media, you know, uh, content creation 1 million% necessary at this point? Like, like we're coming from a place where, you know, it was a little necessary and became more and more necessary. At what point is it 100 million% like it's a must? If you're not creating content, I hope you enjoy the rest of your life out of real estate. It's just-I mean, it's just that simple. Now I will tell you, the number one agent here in Atlanta, he doesn't do a ton of video content of him talking on video, but what he does a ton of content on are his listings and how he sold them and his accomplishments of getting from point A to point B, right? And so if you don't want to talk on-on camera like me, fine, then what? There's a girl here who walks through houses, she doesn't say a damn word, she did $22 million last year not saying a damn word on video, but walking through interesting houses and positioning herself as an expert in that particular style house. So if you are not on social media, enjoy playing golf, because I'm telling you right now, you won't be selling real estate much longer. I think you said, um, that's what was it, new agents with big audiences are going to eat the lunch of these experienced agents who aren't-who aren't as visible, uh, online. Uh, like what-like what's a wakeup call for those agents that are not making content, uh, for the veterans who are just like, "Don't have to sit down"? I make a truckload of content, no lie. I go...
Glennda: ...on a listing appointment. I go on the listing appointment, the seller likes me, I connect her, I get her hooked up with a bunch of different things, blah blah blah blah blah. Um, she says, "You know, Glennda, we're not going to list our house with you because we think that this other agent really specializes in this style, house of our house." Mm-hm. That agent's been selling real estate for three years, but that agent has posted over a thousand videos of houses that they don't even list. Yeah, right, of that style. Right, right. So they've been selling real estate less than me, their expertise is obviously not nearly as good as mine, but they positioned themselves in-as an area expert of that particular style house. And I got the shit kicked out of me. I did better on the listing presentation, I have better marketing, better photos, better everything, but they listed their house with that agent because they thought the perception was, that agent sold that area and that product more than me. He must...
Ricky: ...have had a heck of a presentation. Like, that dude must have had his talking points down. I-I-I am here to tell you, and-and I'm gonna-and hats off, he had them stage the house, he had them clean that house up, he put a fabulous product on the market, priced it exactly where I said it should be priced, and sold that house in four days. So I mean, this is the thing: you win some, you lose some, you can't focus on it. Am I absolutely devastated that I didn't get that listing? Yes, I'm heartbroken. But guess what? I listed a house on Saturday, I listed a house today because people called me from ChatGPT, praise the Lord, artificial intelligence. Yeah. So, so how do-how do people find you on Chat...
Glennda: ...GPT? Like, what-what advice for pe-for agents who want to be found by AI? Answer engine optimization. How do you ask a question on ChatGPT? "Where are the best mid-century modern houses? What is the best kid-friendly neighborhood in Atlanta? If I wanted to buy a house that I was going to appreciate in Atlanta, Georgia, where should I buy a house? What area has been appreciated the most in Atlanta, Georgia?" Like, are you answering questions with your content? Like, are you just-are you just talking about your mother's bush from the 80s? Are you falling into a swimming pool without your underwear on? Is that your content strategy? Because if you're not answering questions that consumers are actually asking artificial intelligence, then you're not going to be found. It doesn't matter that your video about-about a-a-a dryer vent hole being compared to something else has 8 million views. Nobody gives a shit about that. The buyer, the seller, the investor, they don't care about that. They care about how you can get them to their goal with the least amount of friction in the shortest amount of time, period, bottom line. You're never going to convince me of anything else. Yeah. And, um, is it like-like what-what platform should-is it...
Ricky: ...just like post everywhere? Like, what's your content strate-like what-like an agent that's trying to learn real estate, they're trying to start content, like should they be on all the platforms? Should they do Facebook, Instagram, YouTube? Should they-what should they-like, what's a good, like, simple strategy for somebody to start? Ricky, I'm going to ask you a question. What's your favorite platform? Ooh, I like Instagram, Facebook, YouTube. That's my-that-that's my-that's the three I like. So if I posted a ton of content on LinkedIn, are you going to find it? Probably not, no, probably not. It's not-it's not your playground, so it's not my platform of choice. Ding, ding, ding!
Glennda: It's your platform of choice. Where is the consumer that you want to do business with you? Where are they? So it's not all about you, right? Your-your marketing needs to be about your audience and where are they and where are they going to find you. So yes, you need to post everywhere, but what you-what you're not going to do that most agents aren't going to do that, pick the one that you like. Make a promise to yourself that "I'm going to post Tuesday, Thursday, Saturday," "Monday, Wednesday, Friday," "I'm going to post on Friday." Start with one day a week. This is just like going to the gym. You need to do 5 reps, you need to do 10 reps, you need to do 15 reps, okay? And this is the thing is, my-my produced content, I don't even need to post that. The live videos, the carousels, that shit is off the chain right now. I can't-I can't do enough live content, which I love, yeah, because I-I love talking like nobody's business and I don't have anybody to talk to. I'm an interim master, I live alone, I don't like to talk on the phone to people because when you talk on the phone to people, they actually want to talk about what they want to talk about, and I hate to do that. I want to talk about what I want to talk about. So I can go live on any platform and it's fantastic. I can talk about what I want to talk about, when I want to talk about it, how I want to talk about it. I can have my own opinion, and that's the most important thing. It is fantastic. So funny, live I believe has become more and more and more valuable. Absolutely. Because it's in the moment, well, yeah, because it shows...
Ricky: ...that the authenticity, like, it-it, you know, with AI, like, there's going-like, we're almost getting to a place where there's like a lot of videos you can't tell are AI. Uh, it's going to get better and better and better. They're not going to know if it's really you or not on some of this, like, post content, um, but live, you know, I don't know, maybe AI somehow does live streaming in the future, but-but at least for now, live is like, they know for a fact it's you and it's real and it's authentic and there's no cuts and it's what you really think and it's answering things in real time. And I just think it's, uh, I-I plan to go live a lot more. Matter of fact, I'm gonna try to go live today. I am going to say one thing, Ricky, and I really believe this with everything that I...
Glennda: ...have: if you replace your content with AI, AI will replace you. I truly believe that, because I think there is a place for AI and I definitely think there is a place for AI avatars in your content, but I will tell you, I would caution you as a subject matter expert that if you are filling up your content with AI, whether that is an avatar or a caption or letting it be created by AI, then you are diminishing your real-time value, period. Mm-hm. Yeah, no, I 100% agree, and I think-I think that's where I live...
Ricky: ...streaming is going to be super valuable, because there's no denying it. Like, this is really you, this is really in the moment, this is really what's going on right this second. Um, so I think it's really cool that you do a lot of live streaming, you know, as a real estate agent, because like, no real estate agents really-that's one thing you don't really see a whole lot of is live streaming, you know, from agents. They're posting listing videos, they're posting, you know, different things, but they're not really going live and telling stories and stuff like you do. I think that's a super unique thing that you do. So the-with going back to the fragmented market that we're going into, and AI kind of going to come in and consolidate this thing, um, do you feel like anything's going to change, right? Do you feel like this is just kind of going to be status quo? We're kind of-it's kind of like the listing law-the lawsuit commission thing. Like, yeah, we sign an extra document, but everything's pretty much the same. Is it just kind of be like-kind of a little different, but pretty much the same thing? I-you know, it's very interesting to me because the players have so much money to fight and so much money, um, at stake. Hm. So, um, you know, I mean, these are billion-dollar companies that I-I mean, and you think about the-how-how Zillow has interrupted. And I-I mean, let's talk about Zillow. I mean, all in all honesty, like, they don't have a product. They don't sell houses, they don't have employees, they don't employ agents. You want to talk about somebody who has really done a great job at positioning themselves in the middle and making money off of nothing that they own? Like, they-I mean, they do own the content because you agree to the user-you agree to the terms of use, which if you haven't read them, every single bit of information that you put into any Zillow-owned company is owned by Zillow in perpetuity. I mean, I want to make sure you understand that. Like, have you read the terms of service? So you put in the content and you own that contract, but all of the information in that contract is summarized out and is now classified as summary data that they own in perpetuity forever. So every conversation on Follow Up Boss, every text message through Follow Up Boss, everything that you've ever put into ShowingTime, all of that they own. So Dotloop? Yeah, Dotloop. And I'm a Dotloop user, because-and this is the-this is what sucks. I was the first person in Georgia to use ShowingTime, I was the first person in Georgia to use Dotloop. They buy the best companies, and so that's what really sucks. Follow Up Boss, great CRM. But this is the thing: they've made a lot of money, they're not just going to let go and say, "Oh, you know what, we're just going to take our toys and..." They're not going to do that. So these companies, they have so much at stake, but where I really think that you're going to see the biggest change is through MLS and NAR. But I think that-I think that data is going to continue to be fragmented, because so many people are going to be arguing over it. But the MLSs have operated so old school for so long that they are ripe to be absolutely decimated, which they're going to be by the portal search, I think. Um, and I think that there will be a national search tool, uh, at some point in the nearer future than we think, right? So, um, but-but honestly, real estate is a human touch, high-touch business. Nobody is snaking the toilet, no AI is going to do that. Nobody is blowing leaves off of the lawn, like, agents do the shit that nobody else wants to do. And people buy from-and think about the three people in the last two weeks that have contacted me using AI, they still wanted to work with me and they were prepared to pay me full freight. They-they don't mind paying me at all. One of them's even a licensed real estate agent, he doesn't even want a referral fee. He's like, "I respect what you do, I want you to work hard for me, I don't want to take away the incentive." So I think that we're going to see a shift and a change in how consumers search, but ultimately, there's never been a better time to have intimate knowledge of the market and your neighborhood, your community, your area, because that is what consumers are going to bite into is the agent who has-who they feel has the most intimate knowledge.
Glennda: Yeah, yeah, no, I think that's good. So I've got this really strong, strong stance that I've been screaming for a minute, which is that over the next decade, agents-real estate agents are going to make more money than they've ever made, absolutely. A couple of reasons: number one, we're going to have more transactions I think we've seen in a decade. We're going to have, um, higher prices, you know, we just hit our 31st month in a row of positive year-over-year home prices, you know, when everybody's screaming for crash and burn. Um, we're going to have...
Ricky: ...AI helping us sell more properties in less time, right? So you got more efficiencies in the market. But then the big one for me is that, um, because of that, we're going to have fewer active agents in the market, right? And this gap between the agents that are crushing it and not selling anything has slowly gotten larger and larger over the last decade. And right now, I think we're sitting on 71% of agents, don't have a listing, not doing deals, you know, u-which is a drastically, drastically different than 10 years ago. I think that's going to get worse and worse. So only the top 10% of agents are going to be the ones. So it's going to be not only we're going to have a better market with higher prices and-and by the way, same commission rates, like I don't think commission rates are even going to get hurt, I still don't believe that commission-not with the best agents. The best agents are going to be able to dictate higher commission rates. I guarantee, write it down, that Glennda Baker said-I want you to write down that Glennda Baker said on March 23rd that the best agents will be able to dictate whatever commission rate that they want, because they will be deemed that valuable. There will-there will be a lot fewer agents who are actually selling, and so the-the supply and demand, I think you're right. Okay, so more commit-more-more transactions, higher prices, higher commissions, and-and fewer agents. And so, um, it sounds like you agree with me on all these points. I agree with you 100%. And this is the thing is, I've-as I-I have always said, the worst agents are highly overpaid and the best agents are highly undervalued, and-and that gap, you are exactly right, is getting wider and wider and wider. And it is going to get so wide that you are going to second-guess trusting your largest single asset to some hack or has-been willing to do it for $1,000. And I'm telling you right now, you will mark my words. And-and it happens in today's world, though, right? Oh, yeah. And-and so what-why do they-at this point, why do consumers go for these discount brokerages or these newer agents at cheaper centers and stuff? Yeah, I-how are they able to hand over that asset, uh, in the care of someone who is, you know, the cheapest or, you know, less experienced? It's interesting. I had a doctor who-who bought my listing unrepresented, and he has his house listed with a, um, you-let's call it a for-sale-by-owner discount company. He has his $1.8 million house listed with a help-you-sell company, and he has the shittiest photos. And he says to me, he says, "Oh, I have a house over at 123 Banana Street." I'm like, "Oh, it's the white brick house just came on the market last week." He's like, "How do you know that?" I said, "Oh, well, I look at every single listing that comes on the market every single day, so I know every house that's in my market." And he's like, "And you know my house?" I'm like, "Yeah, I know exactly which house it is." I said, "I think I'm pretty sure you have terrible photos." Mm-hm. And then he pays a professional photographer. He thinks that it's the photos that are going to help him, that are going to save him, hm, and he doesn't realize that it is not about just the photos, it is a combination of things that brings together this great real estate agent. And that house is still for sale. Why is that house still for sale? Cause he doesn't want to pay a buyer agent commission. We're not here to work for free. And it's like I told him, he said, "Glennda," he said, "why don't you help me a little bit with my listing since I bought your listing?" I said, "I'm going to get paid whether you buy my listing or not. If you would like for me to help you with your house, I'm happy to help you with your house. All you have to do is pay me, right, right, or else you get to keep it." And that's the thing is, why do they continue to do it by themselves? Because they haven't ever worked with a real estate agent who's been able to prove to them their value. And for me, that-my value that I bring to the table, that is exhibited in every single thing that I do. I did a post today about debt, about a-a seller that I helped who was losing her house, deferred maintenance, and she-she had 15 offers from investors for $210,000 and below. Mm-hm. I sold that house for $290,000, that was a differential of 80 grand. Do you think I earned my money? All day, every day, and twice on Sunday. Why? Because I knew that there was a Chip and Joanna that would buy that house and still be able to make money out of it, but see the value in the cul-de-sac lot and the half an acre, and the way that we positioned it showed that seller, "Hey, Glennda can get me more money." $80,000 more on a damn $200,000 house, that's a shit ton of money. You hear-you hear it all the time, you hear that kind of story-those kind of stories all the time, honestly. But agents-agents, they're too busy putting up "just listed" and "just sold." "Just listed." Once upon a time, "Just-I just sold it, four offers in four days, $40,000 over the list price." Let's not diminish our value any more than saying you did it like that, right? You didn't even tell the story of how you helped the buyer, the seller, the investor make more money, get the home of their dreams, beat out multiple offers. It's just shocking, the little things that you actually did do that you could document, you missed all those great opportunities to actually tell the world your value, all day. Happens all the time, yeah.
Glennda: This is incredible, thank you, Glennda. If-if you and I die tomorrow, couldn't make another piece of content, what's like a guiding principle you'd leave the next generation of real estate agents?
Ricky: Um, be excited, get-get excited about what you are doing. Like, do you-do you get that you are being entrusted with what is usually someone's single largest asset, where they will spend more time of their life in the homes that you sell them? That every picture before the daughter-daddy dance will be in front of the fireplace, on the stairs, every Christmas photo, every Easter dinner will be cooked in that kitchen. Like, I want you to get excited about helping people. That gives me chills, that gives me chills just thinking about it. I want you-I mean, I-you have kids, like, how many pictures have you taken in your home, in front of your home, in your yard? How your home is where the moments, milestones, and memories of your life happen. And if-if I die tomorrow, God forbid, if I die tomorrow, I want the next generation of real estate agents to take this business seriously. I want them to be passionate and excited, and I want you to promise me that you will help people build generational wealth through the purchase and sale of real estate, because what we do cannot be done by anybody. It can't be done by AI, it can't be done by a platform. This is a high-tech, high-touch business, and you are the next generation of it, take that shit seriously. Preach it! I mean, if you're wondering if real estate is your calling or not, this-here's your sign. I'm telling you, I-I-I get so excited, I wake up every day. My son said in fourth grade, he got sick at school and they said, "Does your mom work?" because they're trying to figure out who to call to come pick him up, and he goes, "No, my mom doesn't work, she talks on the phone and sells houses to her friends." This is not a job to me, this is my passion, I love it. I-I want to scream from the rooftops how excited I am every single day to help people with real estate. And-and that's what I want to do, I want to help agents be better, I want to help people buy, sell, and invest in real estate. Hey, it comes through the camera, so we can tell. Thank you, thank you, thank you, Glennda, appreciate you-appreciate you coming by and sharing with us today. Yeah, I'm all-I'm always excited when-when you reached out to me, I was like, "Oh my stars, I get to hang out with him today!"
Ricky: Oh, absolutely.