Matt: . [00:00:00] Hi, and welcome to building perspective with Matt Riley and Mollie Elkman. We’re here to bring

value to you and your team by exploring all things

sales and marketing related. Oh. From different perspectives. All right. We are. Here for another episode of building perspective. Live with my good friend Roland Nairnsey of new home sales plus Roland.

How are you sir?

Roland: Great, Matt, how are you?

Matt: I am great. It is, It’s Thursday, I think. I think it’s Thursday. Is it Tuesday is, it

Roland: will be [00:01:00] Sunday morning every day together. Right? It’s like Groundhog. They were all these days of blended. You got to create differences, but thank you for having me. By the way, I’m honored to be here with you, with you and Molly and the wonderful group to two team, so thank you for all you’ve been doing.

Matt: Absolutely. Thank you for coming on and agreeing to talk through. You know, some really new things that we’re going through, right? And so, you know, everybody for, you know, for a long, long time, we’ve all had, you know, processes and sales processes in play to take God buyers through the process of buying a new home, right?

And so we’ve all gotten it. The depths of our sales process that we try to adhere to. But now what? Like this is what we’re going to talk about today is really like, well, how do we adjust? What is the new, what does that look like today? Where we are? Because if we can’t take someone physically through the sales process, through remodel homes, things like that.

Roland: Well,

Matt: what does [00:02:00] that look like? Right? Instead of just like throwing stuff against the wall and seeing what sticks, we thought, why not bring some, an expert like yourself in and say,

Roland: Hey,

Matt: what, what’s work in water you doing? and, and I think what’s really important here is, you know, for people to understand that.

No one is an expert on selling through coven 19 right? Like, we’re all in this,

Roland: but

Matt: what we do have is years variance to draw from, and then broad spectrums of builder Bay, you know, clients that we work with all across the country to learn from and share in those experiences. Do you agree.

Roland: Yeah, exactly. So that there’s some, some of the basic old stuff works very, very well, but you’ve got to update it and, and try to communicate that in a virtual way.

You know, where everyone’s moved into this virtual world, which has, we both agree as the wonderful thing, and it probably has just forced us to sort of move forward more quickly. In the past, people were comfortable, comfortable with. But now [00:03:00] we’re getting used to it. We’re embracing it and we’ll take some of those old concepts and just updating them and improving them to suit this virtual world.

Before we go any further, I do need to apologize about my hair. I have quarantine hair. I’m thinking of driving up to Georgia to get a haircut right after this is over. I think you get that out of the way and apologize for it.

Matt: I understand. I mean, I would, that’s not a far drive for you from Miami to

Roland: something like that, but yes.

No, I’m just kidding. Anyway, Josh, but yeah, as far as the world of virtual, it’s actually very exciting. I think. Th th this, the, you know, the, let me be careful. Obviously we were not enjoying what we’re going through, but let’s learn out of it and let’s learn from it. Of course. And so I think everybody is in the same situation.

And I think I heard you say this, one of your, one of the many great webinars that I’ve watched you on, that the people are probably a lot more forgiving now. If you’re not great at technology, they aren’t either. So we’re all in this together. So [00:04:00] just the fact that you’re attempting to meet them in the middle and beat them virtually, and help them understand how their new home could feel.

Most people embracing that, and they’re very understanding that would you want an expert on technology, but you’re doing the right thing and trying to keep us safe by showing us the home virtually without putting in that kind of stuff. So that’s the kind of practice.

Matt: And so. You’re going to talk about what that looks like today, right? You’re going to talk about the seven steps

Roland: of

Matt: virtual selling, right? And so when we were talking about this, and we’ve got, we’ve got a good amount of people dropping in and saying hi. So, Hey everybody, thanks for, thanks for tuning in.

Roland: Shut up to Terry. That’s right. They can spend the whole 30 minutes here. Give me shout outs, but I just don’t get it. That’s it. That’s all right. That’s all right.

Matt: You get one. You only get

Roland: one. You

Matt: used it wisely. All right,

[00:05:00] Roland: so just

Matt: to sort of, everyone knows too, like as, as we’re talking, so we’re going to talk for probably the next 30 minutes and kind of walk through some things, but as you guys are.

As you guys are listening to the conversation, if you have some specific questions, make sure you drop them in the chat window, you know, and that will pull them up and answer them live as we go periodically throughout. So make sure you get your questions in there. we’ll, we’ll make sure we, we gotten into those and and answer them the best.

We can. Kinda like a live version of stump the chump. Right, right.

Roland: No, but yeah. Yeah, we enjoy that right there. That’s the great thing. You and I have been doing this a long time. And, you know, there’s so many similarities in the effect of what we’re going through to many of these other recessions that, yes, of course the, the health situation is, is unique.

But the effect on us in homes, is very similar. So it really is unlikely that the car together collaborate, come up with good responses to help everybody.

Matt: Without a doubt. Without a doubt.

[00:06:00] Roland: Yeah.

Matt: Okay. We’re very good. So we’re going to make sure we get everybody to drop. So we’re getting fancy. We’re just seeing how fancy we can get it dropped.

The questions in the comments. We’ve got the

Roland: little circle bottom. Look at that.

Matt: I tech, no. So anyway. Let’s start again. So you’ve got

Roland: seven steps. Yeah. Before we even get into the, into the seven virtual trips, just severing those, these are really quite concrete or quite tangible tips that follow people who call me that stuff.

Guy I the quote stuff guy. Cause I, when I was looking for training for so many years, I wanted to be taught stuff that I could use immediately. So I’m not going to get into too much of how to be in that kind of stuff, which is very important. But I’m just going to get into stuff that you can take away from this little webinar and use immediately.

Before we do that though, I think it’s really is important to understand the tone is essential right now because this is a health situation that’s causing all of this crisis with the economy and with what we’re going through. it’s so essential that we lean into that and that we’re kind or empathetic, and so [00:07:00] hopefully we can sort of get our tone right where we’re empathetic but confident at the same time.

Yeah, we care about our clients. We definitely want to let them know the changes that you’re making to accommodate them and their comfort. It’s very regional. What you and I are both finding, we have clients all over the country and in some States, people still want to show up and see a model, maybe by themselves on appointment.

Others, you can’t even do that. You aren’t allowed to leave your home. It’s not. It’s not essential. So we’ve got to embrace the virtual. So I, I think it’s important to get the tone right and to be flexible. That’s you care about your customers and share with them what you’re doing to accommodate the needs throughout.

Does that make sense, man?

Matt: Yeah. No, absolutely. I think it’s great. I think you’ve got it. Everything that we’re doing right now, we’ve got to lead with being a good a human first, right? Like lead with empathy, lead with being human being first, and then you can absolutely take that role of the trusted advisor who’s just trying to push something.

Roland: Exactly right. Because I mean, at the end of the day, there is an argument [00:08:00] that now is a very good time to invest in a brand new home. And you go build this all across the country. They’re doing very, very well. They’re doing very, very well, but you can’t lead with that. It just sounds crass and pushy. Oh, it was great little bite.

That’s just a Pollyanna kind of response to people shut down immediately. Let’s care about them, nurture them, take them through the process, and then the end of the day, we can talk about that after any kind of downturn. There’s always periods of growth and it’s like burning down the forest and the regrows, so it’s perfectly, it does make sense to talk about.

Low supply, low interest rates, high demand, pent up demand, but only in the right sequence. Not at the very beginning. That’s after you’re buying is emotion backed by logic. They’ve got to like you and trust you first, take him through the process, and then once they start falling in love with them, then you can support it with a logic of, by the way, now it could be a really good time.

Others have found that. Because of the incredibly low interest rates and really low, low supply of homes in our market that, you know, the good thing to think about moving forward and then the other concept is not really part of the seven [00:09:00] steps is the practice. so just like any training, anything that you do in life, really, that, that, involves a process that you want to repeat perfectly, let’s practice it.

So I’ve been very blessed. I have built as little across the country that, that I work with. Thanks very much. Jerry’s there. How did you do that?

Matt: For sales to service. This is what’s happening.

Roland: Yeah. That’s the mentality. I worked with Terry it years and years ago in Southwest Florida. She’s terrific now. She runs her own team and she and I both see eye to eye.

That is really service first, and the great service comes from the heart. The quote, a good friend of mine, George NATO, he said that the great service comes from the heart. It’s from the right place. That you want to help people and through your discovery and learning about their needs, then it can be authentic.

So based upon what you ship, let’s go do this, or let’s find out what that’s for you. But not just starting with some kind of a sales pitch that would be authentic, but to get back to practice. well, I’ve been blessed with sales teams, so we’ve all worked together on zoom calls that we were doing anyway, and we’ve talked about how [00:10:00] to adapt, and I’ve been fortunate there’ll be, then what’s been happening is the sales people are going out to, to their models.

A, and w I know working on their presentation or the demonstration, rather, either with a phone in the hand on the zoom, cool. Or we’re doing screen shares if they’re going to sit in their office and just guide us through that. But it’s been really, really important. So I would practice with each other as opposed to one of your clients and make sure that you are comfortable with the technology and that kind of stuff.

What do you think that,

Matt: yeah, no, absolutely. So you say we’ve got to start with practice, right? So what does, what does that practice look like? You want me to bring up your example?

Roland: So I was, I was fortunate, I think it was just a Monday. You the picture, so small, but that’s in the corner is Mindy Mendez of beacon homes in Edmond, Oklahoma.

One of the many great sales people that I worked with. We did a practice and she went first. it was almost an hour really that she took us through the process. And it was brilliant. I got to say it, Mindy knows, I sent her an email and me laughed. It was, but it was just awesome. We’ve practiced it.

There may be some areas that we wanted [00:11:00] to tweak, and we had the whole team on the zoom call. So that’s what I’m talking about. So, so practice, so let’s get started with the basic seven virtual tips mat. So if that’s okay, let’s go. Good. Let’s go. So the first one is decide when you want an acronym or synchronous.

And those are big words, bigger than my pay grade. I literally loved those a few weeks ago for the mini webinars and I attended. So, an acronym is when people do things by themselves. So that would be you pushing out content to them or sending them a link to the website, which in markets where it’s really strong, that’s not the end of the world.

And then maybe some people don’t buy that way. But as a coach, I really want to work on the synchronous version, which is when you, when you are on the call with them and you’re going to guide them through it. And so that’s to make sure that we end up moving the sale forward and getting this Ella moving forward.

I want to work on those joint versions of synchronous versions,

Matt: communication versus two way.

Roland: Exactly right. And so then I can figure out three synchronous versions that you could look into that [00:12:00] there may be more. And that’s the great thing is that this is evolving literally every day. We’re all learning.

So yeah, the first one is the salesperson goes out to the home. Either the model home or the available home with that phone arranges a cool and guys a client through it. That’s the first one. The second one is maybe the client wants to go to the home with a phone and then the sales person is outside some way guiding them through.

And that’s the one that probably is the least one that we practice. And then the third one is that you don’t need to go to the home. You have such great content on your, either on your website metaphors, those kinds of things that you, that you, you, you arrange a meeting where you’re sitting on your computer and you’re doing a screen share, but you’re guiding them through it.

All right. Do you have not just sort of say, here’s some stuff, but you’re going to say, let’s have an appointment. I’ll meet with you on zoom or whatever platform that you like that you practice with, and then you guide it through it. Does that make sense? So, and I think the important thing is to give, to give the client the choice choice and be flexible.

I found that in, again in [00:13:00] certain States, clients, I said, look, we’re okay with coming into the model. As long as it’s a, as long as it’s going to be, as long as you know, we practice social distancing. Any ones in there. Other States, absolutely. It’s, it’s gotta be done this way. So that’s the first thing is that the, excuse me is decide which synchronous method you want to use.

Are you going out there as a dispatcher? The second thing, which is I think essential, is that you set the expectation that you set an expectation of the outcome. So every sales person that I work with, any way all across the country, we work with, when, when you meet in person with a client, especially on an appointment, the expectation at the end of that meeting is what.

Probably going to ask for the sale or at least move the sale forward. Yeah, I’ve worked with quick with quite a few on your lock builders, so this is, you probably can’t write the agreement. It’s the next step of let’s go look at your lab and help you with the lab component, but you’re at least moving it forward.

In most cases, we’re asking for the sale. So with you, when you’re setting up your virtual tour, let’s set the same expectation. Let’s, let’s let the client know that I’m going to send you a bunch of [00:14:00] information. Then we’re going to get on a call together, and then at the end of it, hopefully you can make a decision that’s best for you.

And that kind of stuff, but I want to set the expectation, but it’s no different if we’re busy or politics. I know it’s too Colgate, probably can’t understand it. Then they’re going to be confused and they’ll take that lead. So again, I want us to be really empathetic, but highly confident that at the end of this, it’s going to make sense to you.

Then you’ll understand the home lives and feels, and then the other thing with that, by the way, is again, I’m learning. And I have to confess, you know, that that I’ve had these sort of mad professor ideas of how it should look and feel based upon my past and the 30 years of selling. But I haven’t done it.

I haven’t been out there as a salesperson, so I’m depending upon the feedback from the many sales people that I work with. And it’s been really cool. My thoughts are to, to fruition and as much as the, what they’re finding is sometimes people, if it’s an available home. and, and the buyer can understand the great, they’ll move forward.

Other times the buyers are like, yeah, I really like it. Now. I like it a lot more than I did when I just saw it, but I still need to see it in person. So we can either make an [00:15:00] appointment to come out and see it now, or you could write an agreement effective on where you know, some cells will, might suggest, and let’s go ahead and secure it and make it effective for three days.

Once you’ve come out and viewed it at your leisure, I’ll open it up for you if you’d like me to mock it up, that kind of stuff. So, but, but at the very least, we’re setting the expectation that this is business. This is still business. We’re going to move things forward. And guess what? It seems to be working for.

Buyers are quite excited to go on that journey with you. Yeah, absolutely.

Matt: Absolutely. So, we’ll, we’ll get into fence. A couple of questions coming and we’ll get into those a little bit towards the end so that way we can hit those based on the different steps. We’ll, we’ll get those towards the end

Roland: shields.

We’ll come back and get you. Okay. Chuck, that’s nice to hear from check to step one. Admit you have a problem. Step two, that’s a different step. Wrong steps. All the steps. There we go. so the, the third step I think you gain is probably one of the most important. I have a tendency to realize everything is the most important.

I’m just an [00:16:00] excitable person, I guess, but it really is. So I think that they, they’re, the next thing is to create the props. th the, you’re the, you’re delivered to your clients. So they can really understand what what they’re looking at. So for me, it’s not enough just to say, go look at our website and then we’ll have a phone call.

I’ll pick up the phone and guide you through it. You really want to send them the information that they’re going to need. They understand it. So if you’re, if you’re selling, if you have lots of good content on your website already, then you can send them a link to the website with the home plan on it.

Perhaps. Maybe you have a. A metaphor on their photographs, that kind of stuff. Yeah. But it show the kind of thing, but if you’re dealing with a move in ready home. That’s the, is that the right phrase? Yup. Yup. Absolutely. I want to make sure I be practicing. No, there we go. So I hope you can move into immediately or even one under construction that you’ve made, collections, that kind of stuff.

So what I want to do is make sure that the client can understand it because. It’s likely that on a phone, on your phone, that you’re holding up, that there may be, the picture’s [00:17:00] not perfect. It might get glitchy, but if they can look at something tangible that you’ve said to them, that they can follow a lot, which is what we did with Mindy to the day.

So, such as, you know, in real estate location, location, location. I know it sounds corny, but people need to know where the home is situated, right? So a map of the community. Showing where the home or homes are numbered, labeled, whatever you want to do. So let’s have it. I was going to work with you, Matt, and to show you two or three homes, perhaps that’s it.

Depending on if you like the first one, I would stop. But if I had to to show you, I would send you a map and say home number one, home number two. So when you following along, you can easily understand what we’re talking about. And then pictures of been good and then something that shows what the finishes are.

Because most of the time if the homes are started, the design studio or the salesperson will have the finishes selected. Any photographs that you can send, front view, rear view, give a view that that is worthwhile trees or. Pawns or whatever it is, a view that they could, they can do it yet. And then this last thing, which is what I probably the [00:18:00] most excited, she had said that three times now, but I am excited about this.

This is a floor plan that’s actually numbered. So the sales people that work with me know that. One of the things I’ve done for as long as I can remember now, is that when we practice our model demonstration, we’ll take a floor plan and, perfect. Thank you. And we’ll, we’ll, we’ll, we’ll number it in a sequence that creates the most emotion.

Now up until last month, literally, I would never have sent that to a client. It’s just something that we know internally. For example. Yeah. So we’re going to start from the outside of the home, not not the front door, but way down the driveway. Look at the architecture. Then we’ll go to the front door, and then we’ll go to the foyer, and then we have to think, we’ll go to the light.

I forgot there was

Matt: Caroline.

Roland: Yeah. This is the opposite. For example, in some floor plan, many, many homes you come into, you could go into a small space, like maybe it’s a laundry room on the front bedroom, which is 11 by 11 exotic. Or you have that big space in the back, the great room, the kitchen, the area that the client has been watching [00:19:00] HGTV and looking at that space because it’s always made, the spaces look the same and they will, you know, you buy a one set.

So the idea was go to the light quickly. Unavailable home. Go outside right there. The front view, the back view that can, so the idea is that we’ve always numbered the floor plan and practiced in training. So now what I suggested was that we actually send that number floor plan to a client so that they can follow along.

And if they get a little bit lost, you can say we’re at number six is the kitchen. Now we’re at number nine, we’re in the corner of the Dan. Does that make sense? And we actually practiced up nice. And it works beautifully. So

Matt: what you’re saying is. You’re virtually going to, you know, take your phone or your computer, typically your phone, and you’re going to walk them through the house and you’re telling them ahead of time.

Okay, these are the points just to help so you can understand in relation to where I’m standing

Roland: to the

Matt: floor plan you’re looking at, this is where we’re going to be.

Roland: Exactly. And it’s sort of so simple that it may be, and people can look beyond [00:20:00] something like this, but I find the simple stuff works best in training all the salespeople, we sort of go to corners of rooms because the rooms open up.

So if you’re going to go there with your phone and it looks great, the buyer may not understand where they’re at, but then you can, you can say, I’m a number. I’m a number eight by the fireplace was nothing to look. Oh great. I get it now. And then so yes, just to make it sort of pink by numbers is easy as possible for the client to really get it.

So at the end of it, number, whatever, however big your home is, it could be number 20 or number 30 depending, right? The last point is where you’re going to finish and ask for the sale. So Matt, now that you’ve experienced a home, what do you think? And you like this, you like this, great. But let’s go ahead.

I’ll send you an agreement via DocuSign

Matt: right.

Roland: It’s pretty cool, right? Yeah, no,

Matt: absolutely. Walking all the way. I do love the idea of giving the customer ahead of time. If you have the ability to do that, like these are the areas that we’re going to, you know, like I’m going to make sure I stop and focus in and as we go through the [00:21:00] tour, just so you can help you follow along with what we’re talking about and does it salesperson, it helps you stay on track.

Yeah. And make sure you’re still hitting the points that you need to hit because if you’re not careful, a virtual tour can go off the rails really fast. Right. Because

Roland: it

Matt: can be like, okay, let me give you a tour real fast. Here’s the kitchen and here’s the, and then you’re left with

Roland: this.

Matt: No one knows what’s next at the end.

Roland: Right. And it’s basically, instead of being synchronous or word, I struggled to say it’s become sort of this monologue because past we’re getting nervous now and the buyer hasn’t reacted for a few minutes. So we just thought, talking, talking, talking, moving the camera quickly. And then the bias starts to really.

Lift off and leave the building and not really be focused. So yeah, it keeps us on track. I actually saw somebody yesterday at Steven’s fine homes in Wilmington. I spoke to actually, they were amazing, but this was just a Facebook live too. But as a sales person I’ve worked with, [00:22:00] her name is Lauren McBride.

Shout out and it was awesome. I was always, what was that? I had tears in my eyes. I was so happy. She went through the process. It’s not at the front of the house. The home looked amazing. Went through the whole hole, went out back. And when she went out back and she went to the corner of the home. So, and we get, there we go.

She went to the corner of the home site and looked back, excuse me. And it was a complete game changer at that moment. I fell in love with the whole thing and man, is it, we’ll look at the backyard. There’s so much room to do all this stuff I want to do. But that was part of Laura’s plan and she was upbeat.

Cheerful, and I don’t know how she was. I mean, I don’t think I could have done it as well. Frankly. I was so impressed with what she did, but she, she, I knew she was following a plan and you know, she had planned it out, you know, that she was going to hit the high points. These sort of emotional hotspots, the bias need to experience throughout the home.

So, yeah. So that’s, that’s number three is to send the props. Nope. Just to follow that part and just go and to go through those numbers and follow a tangible plan. I encourage me to ability, I had this question come up, come up last week for a sales person role. [00:23:00] I don’t do quite that right there this way.

What do I think? I think it’s great as long as you have a plan. The structure that you can replicate, that you’re finding is working with clients that is connecting with them and it’s resulting accommodating them, understanding enough they can move forward and create, let’s just go for it. Now. I like to go to the light as quickly as possible.

I think that that way, the first impressions of the home are the strongest, but if you have a different route and it’s effective, then keep doing it. Absolutely. So long as you have a structured plan that you’re following, that the buyer can keep up with them, then I’m going to be happy. Yeah. Yeah. This next one, which is again, a very important thing.

I wouldn’t say the most important. They can’t keep saying that, but it’s really important is to involve the client. So everybody that works with me knows that I’m just sort of, I’m always about involvement and whatever, evolve people throughout because it’s so easy to lose people. Research has shown that our average attention span is now condensed down to two.

Actually, I should ask you, have you an idea of how much it is? Do you know what the average attention span [00:24:00] of a human is? According to research?

Matt: I’m sorry, I wasn’t paying attention.

Roland: Hopefully you got me. Oh, wait a minute. Yeah. It’s like it’s under night. It’s somewhere in the 8.25 but that was a while ago.

Apparently goldfish can focus for longer than week. We can be a nebulous research because how do they really know what a goal is? Just sticking just for they’re staring at you. It doesn’t mean their focus. What else can they do? But anyway, that’s the new, that they’re highly scientific research. So the point is that, that we, we don’t, we can’t petition.

Why? Because of distractions like our phones and technology. So with that in mind, we have to really make sure we involve our clients. So there’s different things we can do. and I’m just thinking that when you’re, when you’re selling virtually, you’re showing up virtually, there’s even more likelihood that the client is, is going to get distracted.

Right? Home kids are screaming, things are going on. So the basic techniques, one is just to ask a lot of evolvement questions as something called FBI feature benefit evolvement. So you share a feature, you cap it with a benefit, but [00:25:00] then you ask, how would that work for you? What do you think? So high ceilings, so what gives you a affiliate of light spaces?

What do you think? How would that work for you? But that involvement question throughout is so important. So that’s one technique. So I would certainly focused on the Volvo questions asking about furniture. I mean, how brave are you if you’re showing a home virtually. And there’s three big spaces, maybe the family room where they watch TV, where they sleep, where they eat those three spaces instead of just going through this sort of monologue.

Is the dining room furniture, what do you mean? Well, let me show you the room. Are you bringing your furniture with you? What do you think? How would it set it up? Go ahead.

Matt: Absolutely. No, I think it’s even tie in. This is where you start making it interactive. It’s like, Hey, this is. This is the dining room.

How big of a table and how many chairs do you have? Where we’re looking at right now, this table is seats, eight people. We’ve got, as you can see, we’ve got plenty of room to get around this. Do you need a, is your table and setting, is it bigger? Right? This is a King size bedroom, King size bed, [00:26:00] and two nightstands and like this is what’s in this master.

How does that compare to what the furniture that you already have.

Roland: Right. Well, my basket and rod would go over them and my disco. I’m just joking. Hey, whatever. Whatever works. That’s perfect. You know, Matt, I have to compliment you because you started with open ended questions. And you said, how would this work?

Or how would you do this? And that’s the idea is instead of saying, does it work? No. He said, how would it work? What would you do? And that’s what you want to do is encourage a whole conversation with people. Not just walk them through in 15 minutes with this sort of diatribe or monologue of just running through, but it’s just a conversation.

And so when you, when you start transferring ownership like that, how would your stuff, how would your furniture work? They start moving in there. If there’s preconstruction. if you’re showing a model and you’re then going to go show home sites or views to them to build them, then we can give choices.

Because choices equals commitments equals closing. So there we go. I ask questions. but w w, w you want to say the thing, for example, this home we, including a granite countertop, we have the [00:27:00] luxury choice, of course, which would you prefer? Or we’re showing white cabinets. We also offer gray or word what works best.

And then you start building that, that, that yes, bank, if you will. And they’re making, they’re making small commitments at the end. It’s easy. You can reach it. So it sounds like you like the home. But you’d rather go with the white and gray courts and you’d rather the 42 inch cabinets and you’d like the luxury vinyl and wherever it’s going to be, whatever, whatever it is.

So that’s another thing to try is to give choices. The fourth thing, which is something, again, that all the students that I work with across the country, we do this anyway, which is closed as you go. Yeah. So yeah, so it’s, I think it’s very scary to just show a home and then 34 minutes later, at 30 to 40 minutes later out of left field, you ask a closing question.

That was weird. Like, where did that come from? So as opposed to that close out segments, I would choose from these, I wouldn’t do all of these, but certainly the front of the home. When you finished showing the outside and you talk about the architecture, it’s a farmhouse with a little contemporary cross, but I don’t know, whatever it is or you’re going to say, and then when [00:28:00] you’re finished talking about it, how does it look?

How does it feel? We like it. We love it here, but go inside, close out the great room, close out the kitchen. Close out the backyard on an available every floor, the master suite owners retreat. And then at the end when you’re asking for the sale, that the easiest is just to talk is to bring out all those agreements out of your yes bank.

So if I hear you correctly, you’re in your lovely family. You like the architecture, the space is great, and the farm kitchen looks good, the backyard works out well. Great. But let’s go ahead, put this together for you. Any other questions before we. Take it off the market and make it goes, whatever, closing statement that you want.

But let’s, let’s close as you go and close out those important spaces. Again, I think when you’re selling virtually, it’s even more important to do this than it isn’t in person. It’s important, but on the phone, my goodness, if you don’t start getting feedback on those spaces, then, then it’s going to be lost.

So for example, with this roleplay with Mindy on Monday, Mindy closes to the kitchen. She just simply said, what do you think. [00:29:00] Right. But I don’t know. I sorta like, he said, well, what doesn’t quite work? Well, the backsplash. So she was able to go up to the backs, but I said, I’m not sure about that gray grout.

I think it was. And I said, well, we had a conversation. I felt better. And then she closed the game. I was great with it, but if she hadn’t closed it out, then she never would have got that. I would have just said, I don’t know. I’ll call you later. And we wouldn’t have figured out what specifically it was.

Don’t be afraid to close as you go and, and get positive feedback is wonderful. Negative feedback is extremely helpful. Right. As, as my pens say, I like big bucks. I truly do. I do not lie. I wouldn’t buy, but I don’t like your bags. But if weren’t buying, but I didn’t really couldn’t picture, you know, my furniture.

I couldn’t understand the backyard. Can you show it to me again? So don’t think of objections as bad things that great things where the client says, but we should be very happy, and embraced it, but don’t really embrace that bus because I think that’s illegal in most States.

Matt: I don’t recommend it.

Roland: I don’t recommend it, but the concept, I don’t know.

I know that you’ve got a vast experience [00:30:00] selling and that kind of stuff, but when you, when you go by as the, we’re honest with you have a negative. How did you feel about that?

Matt: Oh,

Roland: it’s a buying signal. There we go. It’s fine

Matt: if they say they don’t like it or there’s an objection or a, but, and they don’t leave.

Roland: Well,

Matt: they’re still interested. It’s the people. They’re just like, yeah, yeah, yeah, yeah, yeah.

Roland: Everything. And then they

Matt: never hear from them. Exactly

Roland: right. So, so that, that, that put up that that’s a good concept to understand is that if you, if you’re new at sales, that there’s people that are a little bit rude and Nolie and critical and how could you put that in?

Is this

Matt: terrible

Roland: in that it offends you? What don’t you like about it? And then we’ve got of looking at different homes or whatever. If that building the look, you’re going to go to the, you’re going to make selections anyway. That’s perfect. I’m glad you shared that with me, that you have your choices. So that’s number.

That’s number five, which is a really important thing to focus in. Involvement in all those different methods and [00:31:00] ways. Don’t just use the same technique. Years ago, when I went to a seminar back, literally I was in the 1950s but it was the 1990s. And I was selling at a community, and this gentlemen had taught us to use the phrase, isn’t it?

It was a tag on or tied down. And I’m so happy. And I came back to my, to my model, it was a Wednesday and it came back in that Wednesday. I’ve been on my first client and I took him, I said, and I used it three times, right? So the first one, I said, it is a beautiful woman, isn’t it? Anyway, yes. And then I said, and the view is beautiful, isn’t it?

And he said. Yes. And then I used it the third time and the guy turned, he said, turned to me. He said, did you just get trained? So I was busted because I didn’t mix it up enough. So, so what I’d love to do is be authentic and just find natural ways. What do you think has it? Look? What are your thoughts? Tell me more.

You know, that that kind of authentic feedback. That’s, that’s number five is involvement. Number six, guess what? Drum roll. Ask for the sale or at least move the sale forward to whatever your next step in the process is. Let’s make sure, yeah, let’s not be [00:32:00] intimidated by the fact that we’re doing this virtually, and maybe you have a mindset that that is not, that you wouldn’t go forward.

With it, you’d need more information. But many of the buyers out there have been on our websites, right? They’ve studied what we’re doing. They just needed to get a feel for the, for the home to make sure that it lived up to their expectations. So yeah. So however you want to ask for the sale, by the way, I always do it, is that there’s sort of a recap of the agreements.

I’ll take my yeses out of my yes bag. So Matt, I believe you really liked the outside of the bill. You like this, you like this. Let’s go ahead and let’s make it yours. I’ll go ahead and send you a document. How does that work for you? That kind of stuff.

Matt: Right, right. You know, or even taking it from the next step of like they would be there, let’s, we can pull up a digital contract on screen and

Roland: walk

Matt: through it.

Roland: Yeah, and that’s really is the last thing that I had on my list to talk about anyway, is to be parented, to send a digital agreement since you’re doing it on a screen, and thank you for [00:33:00] bringing that up. again, you could send it to them. That’s the anachronism version, I believe with this. Yeah. Well, you can sometimes buyers are ready, they’re there, they’re smart.

They bought homes before and they’ll go ahead and send it back. And I always loved that, you know, I was selling homes as recently as three years ago. Whenever we send a DocuSign and we got it back, it was like Christmas, like yeah, cause we just got the DocuSign agreement. So that feeling is wonderful, but we were sort of lucky if that’s how we did it.

Normally what we do is offer to, to walk them through it. and we didn’t do it. We didn’t really have zoomed back then, three and a half years ago. So now I would do it exactly the way we’re doing it. Where would you like it? I’m going to send you the agreement. Would you like me to walk you through it and show you how easy it is to own one of our homes and how easy the process is.

Right? Yeah. Yeah. And in our closing question, I love the idea of talking about the process with your building. Anyway, so these are, you love them. Great. It’s really easy. I’ll send you an agreement, just send it back with a, you know, I’ll walk you through it, send it back with a small deposit of whatever that is.

We’ll introduce you [00:34:00] to a lender if they have already done that part of it and move that forward, and then we’ll make an appointment. We’re now doing our design studio appointments virtually if they’re building. So that’s going to be really easy and just let them know what the simple steps are. One of the things that holds people back is a fear of the unknown.

So it’s not, we don’t want to buy it, they just don’t get how you buy it. So let’s make it as easy as possible. Yeah,

Matt: absolutely. So that, that leads us into some of the questions that we get. We’ve gotten, so let’s, so I kind of summarizing right, your steps and, and this is really, to me what screams volumes is we’re not abandoning the normal sales process,

Roland: right?

Matt: So we have to adapt it. To make sense to where we are. Right. And why do we have the sales process in place? Because it’s, it’s the, it’s the critical path that people have to take

Roland: in order to come to a binder. Like you can see [00:35:00] that word out loud anymore.

Matt: Is that, is that not? Is that not good?

Roland: But I totally agree.

I’m just being, I know. So

Matt: it’s, it is like people have to go through a series of steps in order to be able to come to a buying decision of anything, right. No matter what it is that they’re buying.

Roland: Yeah, absolutely. And you know what? I think it will get caught up on the idea of a path or whatever. That’s fine.

I’m not, I’m not here to sort of debate or make anybody feel bad, but it’s really about helping the client more if you’re just going to make it up every time, which I think would be impossible because let’s face it, anytime we do anything in life, well. We want to replicate it. What are we going to think back?

What did I do? If it’s an email that you wrote that you like, you’re going to save the email and cut and paste it. You might change the beginning of the end, but you’re going to use the body of that email that you’d said 2030 minutes to create and to say the sales process is more important that, so there’s definitely steps that you have to go through from understanding the needs, the greeting and discovery, which we didn’t even get [00:36:00] into.

And that that’s a choice. You know, I was, I would say everything should be virtual. You got to do that motion, but then I got to thinking, wait a minute. Now when I really like that, what if I don’t know this? What if it hasn’t come from an online sales counselor and I don’t know this person? Maybe I want to be able to not get dressed up and have a phone call yet.

Maybe I want to just chat with this person. If I like them, then yes, let’s move that to a virtual. Cool like this to go through the next step, but I don’t want to legislate. You have to do it a certain way. That’s not, that’s no reason, but there’s definitely a pot is going to be discovery. There’s going to be a presentation.

There’s to be a demonstration. You’ve got to narrow it down and you’ve got to move the sale forward, and if you don’t get the shell, then you’re going to paint the picture of the next steps for the appointment. When we meet next time, let’s do this. I’ll make it sounds like you need to see the home. You’d like me to come with you, or I could open up to the outside what’s best for you, and then we’ll move forward that way.

How does that sound? Well, let’s go visit, let’s go, let’s go look at the home sites or whatever it’s going to be. But you, you, you have to control it, right? Not leave it up to the client to know how to do that. There’s no fair on them.

Matt: Right. Well, and also you’ve got to operate with [00:37:00] when the, where the buyer feels most comfortable.

Right. And we think that with this virtual tour, the buyer, you know, the buyer could think that they’re not comfortable turning on their camera right now. Right. And so you have to be okay to tell them to say, you know what? It’s okay. I’m going to be on video. You can see me because I’m going to be giving you a demonstration.

I’m going to be showing you the homes. If you’re not, if you’re not comfortable turning your camera on, that’s okay. We can still talk through the, you know, through the system. Why did you say, I don’t have to see you, but you can see me.

Roland: Right. Which is a very interesting concept. I hadn’t actually thought of it until you mentioned that we were chatting, and I think that that’s brilliant because it shows that you care about the client is not, you must do it this way.

That’s embraced. Let’s say brace. This new tech, new tech lesson brings the technology, but let’s also be very flexible and willing to go and help them to, to build comfort. I mean, for what everyone else knows it. They don’t know what we’re wearing below our chest level here. We can be doing whatever. It’s a horrible picture.

I know, but you know, I’m, I’m from England, so I [00:38:00] could be wearing a Speedo right now. They don’t have to know that, but I’m not. I am fully closed, but . Sorry. We have to say that. Well, you want to tread lightly and be flexible enough, force people to enter a technology that they are uncomfortable. Yet if you’re showing a home, I would much rather see that.

Because then there’s a real connection, you know, that’s what we want. But if they’re not comfortable yet, maybe they want to take time to get dressed up or something like that. Absolutely. It doesn’t mean we can’t do it, you know? Don’t take offense. Just figure out different ways to get that, to get to, to find that connection.

But you’re right, Lindsey, see you. That’s the main thing. You said you had some Quip. You got a couple of

Matt: questions. I’m going to bring them up here. Chuck says, what do we think as a collaborative group, what are the, what the five greatest reasons are for buying now rather than the common line? And this is long and so it’s cutting it off.

So the common line is we just want to wait until the virus blows

Roland: over. Right. Well, I think that that’s a great question. so why, [00:39:00] why, why by now? So what, what we’ve been talking about with, with the groups is that the average length of time of BYOT goes out to look, you know, for the moment that they get discontent, if that’s a word that they have discontented about the current living situation to the moment they actually buy.

And I think research does is between seven to nine months. So. They, you know, they’re, in other words, they’re there. I’m unhappy. The cabinets falling apart, host your school. They go out looking, they stop, they get back out again. So the point big start with the logical people that were, that were at the end of that buying cycle.

Yeah. I think that, I know you and I both work with builders. I have a builder in Texas that sold 70 plus homes since the beginning of March, and they’re just rocking and rolling. Many builders having actually record months, incredibly 20, 25 sales a month, but they’re dealing with people that wanted to buy it.

So we are going to create bias, and that was the best time to buy if they want to think about it. But if they’re in the market anyway. Then it makes sense to have this conversation so that if they’re thinking about buying and they’re getting to the end of the buying cycle, likewise, when you’re at home thinking of things to do, go back into your CRM and [00:40:00] find those people that are six plus six months plus a month.

Maybe they were about to come out to your model and then they come and come out now. And so you need to follow up with those people that are sort of the more seasoned or aged people. But when they get back to this question, first of all, that they’re in love with the whole. You know? So that’s the first reason why anything buying is motion by my logic.

So as long as they like it. So that’s where this comes in. The virtual part of it, they have to experience it once that it’s, it’s, it’s one of a kind. It’s like anything. And in most markets across the country, there’s still a short supply. So I think it’s, I would have the research, in fact. Interesting. You mentioned that.

I do. I’m not trying to promote if I didn’t have a white paper. So you can download. And I have five ounces. Two objections that objection of why buy now is in there. One of the things I want you to plug in is to say what the market time is in your mind. Now, it would have changed, of course, with this last month or whatever, but prior to that, maybe it was two months, three months, five months.

So you can then say, look, you know, in a market, this is another discipline. There’s a shortage of homes, especially [00:41:00] brand new homes. So that, so let’s go ahead. Now, people are talking about supply chain issues. So once we move out of this week, which we know we’ve got this incredible V right with, with GDP, go like this to come right back up maybe to you, and then there we go, you or whatever, but it’s going to come back.

So because of supply chain issues, people are predicting prices will go up, especially with the increase in money supply. My goodness, we’ve got 3 trillion a desks going to be. So that might create inflation, the comparison. And then what about interest rates? I mean, let’s not take for granted. The interest rates.

I did research, by the way, and I’m glad Chuck, please get the white papers that have literally things. That you can say, I’m part of what I preach is don’t, don’t worry about word for word. I’ve never been that guy. It might seem that way, but I want you to get the best bits out of it and then find your own voice.

But look at interest rates. And I think we talk about this. So right now, what rates are hovering around three and a half before they go up and down between that, the fed brought the fed rates to zero. But in the other four recessions that we’ve been [00:42:00] through, looking at anyone, do I go to the MOC in 83 but 81 82 guess what the prime rate was.

18%. Yeah, you actually, you’re right, right on it. It was an average of that. It, it, it was 20.39 when it started, and then it was not a 16.8, four, 90, 91, 10% and 9%. even though seven, when we had the great, the great recession, it started out at 7.3. So when we, we cannot take for granted what a 4% or less interest rate me.

So I think, start with the emotion. And make sure that they love what they have. It’s a home they’re going to live in and they’re ready to, they’re in the market narrowed down to one of a kind that will go away. So there’s a of loss, and then talk about all the logical stuff. Look at the interest rate. If you wait, let me show you what a 1% increase is going to mean to you.

I show you 1%. I actually have an app for this. I’m not promoting that, but I have a free app that you can, you can have, and you and you, you’ve plugged in today’s regular whatever rate you want to watch, a high, it’s going to end up being a home for $300,000 a 1% increase could costs you [00:43:00] 50 60,000 over the life of that loan.

Right? So you could use that for one more home or save money. What’s better for you? So I think piggybacking, all that stuff and the fact that the building is still being built is still being very reasonable with the pricing right now. What would people, but once we move out of this, all the predictions are the places, which, yeah, no,

Matt: absolutely.

And, and there was just an article today, I was looking at it on, realtor.com and they’re talking about how mortgage rates could basically be three per 2.9 to 3% through 2021.

Roland: Right? So.

Matt: It’s just an unbelievable opportunity. you know, so there’s a question here from, Laura Adler, and again, it’s a long one.

So, Laura, thanks for asking. So, Michigan, Michigan, they’re shut down. Their customer, they focus in on infill building, or a lot of their homes come from specs and inventory homes. Any suggestions on how to market ourselves during shutdown? So. For me, I [00:44:00] think it’s about inventory, right? So what we’re seeing across the country is, people are, you know, so we already, we were already in a suppressed, inventory market, right?

Inventory was already low supply. Right? Now you’re starting to see homes that were on the market. Come off the market because people don’t want strangers like walking through their home. Especially if you’re in an area like Michigan where you’re, you’re literally shut down and it’s not essential. but that doesn’t mean we can’t market and stay in front of them.

And so I think that the reason is inventory homes, if you have. Spec inventory. It is, there’s never been a better opportunity to have homes on the ground, because people do still want to see homes and they can’t. If we sell the homes on the market and resells coming down as a new home builder, we have huge opportunities to dive in and take advantage of that.

And as people are in quarantine as they’re in, stay at home orders. They are, you know, they’re their pain points. You know, lack of a better [00:45:00] term have been now amplified. Right. Because every little thing that, about their house, of the reasons why they’re considering moving have now been intensified because everybody’s in the house at one time all the time.

Roland: Exacerbated hatred of the, if, if they don’t, if they were unhappy six weeks ago, now they’re really unhappy up to six weeks of quarantine and the whole, they didn’t like anyway. So, yeah, definitely. Yeah.

Matt: I

Roland: actually worked with our team works with a builder in Holland and in grand Rapids. Michigan is a beautiful part of the country.

I love it. And that they’re the same kind of builder. They’re infill with available homes. And I think part of, to answer Laura’s question right, it was Laura, and I know you’re a big believer in content. So one of the things we should always be doing anyway, every single, every single day. Home that’s under construction that you’ll be selling as far as moving ready, or I Coleman.

Designer showcase that’s going to be eventually put together a package of [00:46:00] what’s going into that home. So you can take photographs or create a, a PDF of the finishes that I have one here and I can show you and you may already be doing it again. Mindy at beacon did this, where before I went to the home and had all of these, of course countertops, the cabinets, that kind of stuff.

Make sure you pay attention. If you’re in an MLS, then update those. Don’t, don’t build it. You know? Let’s say, what do we know? What month of April? Let’s say you started in March. Took forever. April’s got really quickly. Anyway, let’s say it’s January and you put, you know, home under construction. We move in in August and then that’s it.

That’s not good enough. We’ve got to update it every month with whatever’s going in, update the photographs. Now I know in Michigan you’re not even supposed to leave your house, so that’s, that’s going to be tough, but if you could go ahead and put the content together. For for that, then that’s what I would suggest is that you really, you really like it.

Well, when you’re allowed to go back out and you know, I know in Michigan real estate as being considered not essential, hopefully they [00:47:00] change that. Maybe then at least you can do the virtual Laura or a or a Facebook live kind of thing. Well, that might be risky if you have to do it, but yeah, but certainly I would look at your content and make sure that it’s up to date and it’s, it’s emotionally appealing and that goes on Zillow.

Is it written.

Matt: Yeah.

Roland: Think of yellow, yellow tail, but it’s Redfin. Make sure your content is up to date. Is it yellow a while the wine also sushi. I always makes me think of sushi. I think of Redfin, but that’s just me. But yeah, but I really, every salesperson that either worked for me with me on the teams, I really, I really preach.

Please go out and take care of your, of your homes. One of the things that realtors do very, very well and in my opinion, is because they have listings and they don’t always have that many. They, they really nurtured them and they’ll take photographs. But my team is Sarasota. We went out there, took pictures of the views, the back view side, use Ariel, Google us, cut and paste and put them in.

The listening finishes especially. So really a [00:48:00] buyer can open, it can be on Zillow or Trulia or wherever they’re going, and they go, so is this is a showstopper? And then organize the photographs so that your most emotionally appealing photographs are at the front of the deck so that people will stop on it.

And we had a home that literally a deer in the backyard. In the view. So that was our first view was, was, you know, something different than you see deer. Oh, that’s interesting. And then you go whatever, or any of the unique selling propositions of that home. So if that particular home is incredible millwork or wainscoting.

Oh, great flooring or whatever, a fireplace, detail, a shelving thing, archways whatever. Then photograph the heck out of that stuff. Even, you know, I was think better if you can get it professionally done, but phones will work if not, and then make sure those photographs were available. So your content is really strong and biased.

Go. And if it looks as good as the pictures, then we’re in good shape here.

Matt: Right, right. Very good. Awesome. Well that is

Roland: good.

Matt: Good stuff. I think that, you know. Understanding is what we’re kind of summarizing this is we want to, [00:49:00] obviously, we’re in a position where we’re, we’re doing virtual tours, and the reality of it is, is.

Yep. Never going to go away at this point, right.

Roland: It’s

Matt: based out of the tube. Right. We’re not jamming that back in and we are. While yes, people will when they’re allowed to come back in your models and there will be face to face interaction. However they are there. This is now the genie out of the bottle of the

Roland: toothpaste.

Matt: They are going to narrow down their list of things that they’re going to see virtually before they decide to come out in person. It is in, and I read an article, I can’t remember this new source. It was like a New York times type article and they were talking about all the transactions that have happened over the last 30 days.

25% of them were completely started and finished virtually from start to finish. And it says buyers are adapting. I disagree that buyers are adapting. Buyers have already been there. We are adapting. We’re actually getting caught up to where they [00:50:00] are and they’re finally responding.

Roland: Right. I’ve, I’ve, I’ve heard you talk about this before.

I agree. And I hadn’t thought about it until you mentioned it, but I think in the program you talked about buying on Amazon prime. Yeah. How we buy it. Anybody else out there ever go on prime? Yeah, I’ve become a little bit dictated. I, I have, especially now, I’m, I think in this. Downtown or whatever, the quarantine, they got really good at buying things, but yeah.

And then what? What? What does prime do you know that you like blue shirts and blue shirts for you? They send you stuff and they’re already there and you’re right. I have everything that the retail world has done well with the ones that are surviving or thriving, we should catch them up. So we should embrace this.

Virtual and the opportunity. You know the thing I talked about way where you send a PDF with, with, with prompts in there that they can visualize. We shouldn’t be doing that anyway. Really. I mean, I, I don’t know why we wouldn’t be making, we should be taking, we should be nurturing our listings as though we were a realtor and making sure that the buyers have access to the most up to date current information.

And of [00:51:00] course. Well, not everybody can. You know, in, in Michigan there’s big driving distances. Lots of the States, you know, the, the, the, the models we have aren’t, or the homes aren’t convenient for the buyer. So I think it’s wonderful to practice now and embrace this. Some company good at virtual selling, whether it’s the website together and guiding them through the pages or going out there creating content that they can click on and you guide them through.

Now’s the time to perfect it, but people are forgiving. And then you give them the choice later. I know you live an hour away. Would you like to just have a virtual call first and then we can always go back later and look at it? And what if that’s enough? What if they say, you know what, it’s great. You know I’m a high I or a D or impulsive buyer and it looks like I thought it would.

So we’ll send you a check and we will come back next week. Whatever it is. I’m not saying it has to go in that way, but let’s leave it and embrace it and you’re right. This is now going to be here to stay. So

Matt: yeah, adapting how you deliver it is, is vital. Right. And, and keeping it similar to the way in as far as knowing that [00:52:00] these mentally, the reason these steps are in place is because these are the steps that a buyer has to go through to make a decision.

Whether they’re physically there or they’re virtually there, they’re still the same steps that they have to get to a buying decision.

Roland: I’m always amazed because as a sales coach, sales trainer, consultant, people always ask me about closing, closing. I don’t really believe there are these magical words that you say.

It’s just having that this is the right process. It’s you first. You have to trust you with a connection that they trust you to transact the business. Suddenly you’re, you know, you’re, you know, somebody they would like to spend time with for sure, but it’s the process and the steps you have. And then at the end of it, it’s just natural.

That’s the only natural culmination. Google prime processes. So you, you like the location, you like the home, the finishes work well for you, right? It’s in the right one. You raised the budget. We talked about the monthly investment works out well, let’s go ahead. I mean, that’s not, that’s not based upon one closing statement.

It’s based on, it’s based on the steps that you have. So to think through it logically and how you can [00:53:00] help them really understand. And all would experience it emotionally. I mean, I’m a big blue shirt guy and I, you know, it’s a balancing, but I just liked the color blue and I just decided to look like Einstein when he had one suit hanging out.

Apparently I’m not that much, but you had a black suit, white tie, white, black shirt, white shirt, black type, Lexi power. So you don’t have to think about them. I’m the same way. When I buy a shirt, I’ll do a little, you know that thing where you can scan and zoom in and I’ll check the pack. It’s pathetic.

I don’t want to believe this, but the content there that goes, Oh, okay, maybe I should buy five more shirts or something ridiculous, whatever it is, but our home buyers should be able to zoom in and have the content understand their home. Without having to go out. There will be time. We should be looking at our content and how we deliver it so people can experience things at the, at the highest possible level, which is basically a, would you say, or a phrase is, it’s the process.

Matt: Right, right. Awesome. Well, we have been going almost an hour. It [00:54:00] goes just like that. really, really good stuff. roll on. Really appreciate you coming on and chatting through. And, Go check out, go to, go to Roland’s website, check it out. There’s the link, there’s the link in the comments.

Roland: Check

Matt: three resources that are out there.

Roland has been around in our industry and, and as a leader and a thought leader for a long, long time and, you know, just really soak in the knowledge. Really good stuff. I really appreciate you coming on and sharing with the Facebook family.

Roland: Very, very welcome. And they, the, the, the props that we send, if you want those as a download, just email us.

I’m happy to send them to you. So we’ve, we assembled some of those perhaps for you. Anybody watching that? So who’s going to watch this when it’s, when it becomes a podcast or whatever, please email and happy to send you the information so you can look at these and create your own cross. But thank you very much, very much.

Matt, I’m really honored to be on your program. You, you, you’re doing a great job. You’re serving our industry.

Awesome.

Matt: All right, well, thank you guys for [00:55:00] joining in on another episode of building perspective live. This seems to be a weekly thing now in addition to the normal podcast, so we’re just going to keep providing resources to everybody is as best as we can. There’s so we’re in an unbelievable industry.

Where so many people are just willing to give their time, give their information, to help people in a, in a kind of a weird scenario. So, I really appreciate your, everything you do for our industry and our friendship together. So thank you so much.

Roland: You’re very welcome. Take care. Thanks so much.

Matt: Thanks guys.

Thanks everybody. Bye. Bye. .