Mike went from one-man band to team leader, and learned how to do it right. All it took was a real estate marketing plan | Rise Grind Repeat 060


Mike D’Elena has been working for himself for 15 years, first with a custom apparel company, then in real estate, with some overlap between.

He’s used to a sales cycle, and he’s used to hustling — “… because if you don’t, you don’t make money.” In the last few years, as branch manager for a realty company, he’s hired six staff members to specialize in areas that free up some of his time. This was all thanks to his real estate marketing plan.

But that taught him another valuable lesson: “If you work less but don’t do anything with the time that opens up, it’s pointless.” Mike credits a business coach with helping him track and optimize his time, and he’s willing to share what he’s learned with you.


Rise Grind Repeat Podcast powered by EIC Agency


Hosted by Dustin Trout
Produced by Andrei Gardiola


real estate marketing plan

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| Rise Grind Repeat 060 |


Automation is important but only to a certain level.


Today’s episode of Rise Grind Repeat we talked to Mike D’Elena from North & Co we talked about his real estate marketing plan and how that’s got him from a one man show to have a multiple people on his team. Let’s dive right in Thanks so much for joining on episode of rise, run, repeat. I’m excited been, I mean, connect with you probably two and a half years ago but but watching you on Instagram and just love everything that you’re doing and would love to kind of just pick your brain on how you got into the real estate industry, different things that you’ve been doing on a marketing side, and then kind of what kind of pulses that are on the market with everything going on and how do you plan on kind of growing as you move forward. So who are you in and what’s a little bit about you?


name’s Mike D’Elena. I’m a real estate agent at North and co also the branch For their east valley office, which kind of encompasses like the Tempe, Chandler, Gilbert Mesa, our two key areas also run a team of six people. So three agents than three supporting staff, including myself, been in real estate for about eight years self employed for about 15. So I ran a T shirt company in a custom apparel company prior to that for seven years. So just been doing my own thing for a long time. couldn’t really imagine any other way. I got a family, three young kids boy and two younger girls wife been married for almost 10. So yeah, just Arizona is home now and from California originally, but


yeah, cool. Great. Is there a method to your real estate marketing plan?


What was it like going from the apparel business into real estate? What made you want to make


that jump? It wasn’t a huge jump actually, because I was used to a sales cycle and hustling and selling and if I didn’t, then I didn’t make money. So it was a very similar process. There. Except the sales cycle is longer for real estate, so like t shirts, you know, I talked to a school, they order 1500 t shirts, and make some money, you know, week and a half later, everything’s turned over, obviously the sales cycle for buying a house or selling a house a little bit longer, right? So it’s usually about three to four months from the time you have that first conversation to the time you get paid on the end. So the transition wasn’t that hard. I actually did both for about six months. Just so I had like a book of business enough in real estate to feel comfortable moving over. It didn’t take that long and it wasn’t a huge struggle. I think a lot of people that come from like a corporate world or something where they’re used to going in for like, certain number of hours and have no one other than themselves. You know, managing themselves like that can be challenging. I think being self employed, as you probably know, it’s it’s challenging if you don’t, if you’re not disciplined with your time and what your efforts are,


that seems to be a common theme is what’s come up recently is just time management hider how you’re allocating your time what you’re spending your time on. I mean, that’s really the biggest differentiator between how quickly you can grow if you’re kind of plateaued. Kind of sinking. So


you have a team now. I mean, how soon did you start growing from by yourself to actually bring people on, so about five years ago, so about two and a half, three years in, I made my first hire, which was my assistant, Michelle, who is now our operations manager. That was the best hire I’ve ever made to this day. She took like 30 to 40% of the workload off my shoulders, in terms of paperwork and you know, scheduling of things, so that I could open that time up to sell. And then let’s see, I hired a marketing coordinator, Victoria probably almost two years ago now. So that was about five, five and a half years in, she took some other responsibilities of Michelle, that she was doing both away from her just focus primarily on marketing. And then I’ve had two agents on my team for a couple years Justin and hunter so they are doing their own business, I help them. We call this things we kind of work as a team to sell things and then My most recent hire Katie is a showing agent. So all she does is show homes for me. So I don’t take buyers out typically anymore. She does all the showings, and once they find the house they like, I read the offer, I negotiate it and kind of take it to I mean, how have you identified I mean, definitely critical roles and kind of taking time off your back, which obviously you can then go use and spend on things that are more ROI positive, but how did you go about identifying what to hire for first, but until about a year ago, a business coach who was really helpful and basically we sat down and we tracked my time. So before I hired an assistant, I didn’t I wasn’t working with him yet, but I knew that that would be a large factor but but after that, in terms of tracking all these other, you know, time sucking activities, so showing homes for example, like if you track my time for three weeks, I was spending a week probably close to half my time showing home. So driving, opening up a door like and there’s some value in there, but pretty much anybody can do that. Right? So if I can hire that out, and then I’m the value in terms of writing the offer and negotiating Deal, running them through the inspection and appraisal process like that’s really where you need to be a critical thinker and a problem solver, not so much opening doors. So just think was just evaluating my time figuring out where I didn’t need to be or where I could pay someone less than what my hourly rate was to do the same job, and then fill the time that I wasn’t doing those things with money making activities, right? Because that’s the key. If you if you just work less, and you don’t do anything with that time that opens up, it’s pointless. So that’s a critical part of it. And how much is marketing marketing been part of that growth? I mean, what are different things you’re doing and our marketing budget is usually about 10 to 12% of our revenue for the year, which I think is pretty normal industry standard. I’d say some, some people go as little as 8%, some push to like 14, but we do like the eight to 12. We always try to do one or two new things every year. Whether it’s and it’s not something like a small change, like we tried to do a whole new platform or something completely brand new or like it makes us uncomfortable. But we have some core tenants too. So like, we get a lot of business from Yelp. So we always do some kind of advertising on Yelp, a lot of return and repeat business from our sphere. So we do a lot of marketing around our sphere, in terms of postcards, emails, phone calls, events, like I’ve got a whole, you know, system in place for that. We do some lead generation online, although we’re looking to get more into that. We have really good video content. So someone on my team, Justin, who’s a sales agent happens to do really awesome video too. So that’s helpful. We try to do a video a week, the pandemic has slowed that down a little bit because we couldn’t leave our house for you know, for a couple months. And his wife actually is a nurse and you know, frontlines of that so we had to hold off for a little bit but, but we’re getting back into weekly video. So we have calmed.


I’d love to dive into kind of the impacts that you’ve felt from that since you’ve been doing ongoing content creation. But before that, I mean there’s there’s some of the copy I the the gluten free sign that you’re on the news for would love to hear more about that i mean what what was it How did you think through that? How did you execute on


it in general we try to do things that are just a little bit different I think everybody’s got a sign writer that says for sale or you know, just a general kind of sign writers I always thought it was funny to try to get people’s attention so they remembered your house but something different. So you know around September October time frame we have ones that say not haunted. You know, in the summer we have Don’t worry, we’ve got AC just you know, free pizza with purchase, but whatever it is just to grab some attention. The particular one you’re talking about is what did that say? I think it said gluten free. And it was meant to be a joke. And just like because every it’s a trendy thing like it’s gluten free, right. Some people took it seriously and that they thought the house was gluten free and letting go gluten had ever been in the house. And unbeknownst to me, that month was celiac Awareness Month. That we that we got on the news. And I got some lot of negative feedback Actually, I got some emails and calls from people that were offended by the sign and I said look like I’m not. I didn’t mean to offend anybody I was trying to stand out in terms of, you know, you come to a house and you think it’s funny, and that’s the house you remember, it’s marketing only. And obviously, I apologize and it was not meant to be a insensitivity kind of thing. But I did get on the news. A couple different stations. Yeah, I can’t say I can directly correlate like some business I got from it. But it’s never bad to be on the news. So a lot of people that saw that’s for sure.


No, that’s awesome. So do you guys continue to still do the one off signs we don’t do


the gluten free one anymore.


We decided to pull that one but Yeah, we do. We do some new ones. We’ve got about seven or eight kind of in rotation. The free pizza with purchase one seems to be one of the more common funnier ones. I’ve actually had people ask me to, you know, send them a pizza after like they thought it was part of the deal. Have Yeah. Some people written it into a contract. So when we sold our personal residence in Tempe a couple years ago, we had the sign out. And someone wrote in the offer, like, please provide Illuminati gift certificate like I started out in the deal. So Wow, that’s cool. Yeah, I mean, it sounds like you doing a lot of creative things, a lot of new thing. I love that you’re introducing something new. That’s just not slight changes, just big tweaks to your overall strategy. How much does data and analytics play into your overall marketing strategy, your business decision making, I’m a very calculated person. So I sit down at the end of every year, actually, a couple months before the end of the year. So like September timeframe, and analyze the last 12 months like, you know, let’s use Yelp as an example. Okay, I’ve spent X amount of money on Yelp. And here’s the business that’s come from Yelp. What’s my ROI? had the last couple months been better or worse, and I kind of tweak accordingly. So each year, starting in September, and then ending around like, mid to late November, that’s when my budget is set for the next year. So people call me in March, like, hey, we’ve got a great marketing. I’m like, sorry, my budget is already figured out, like, I already know what I’m gonna do. I mean, unless it’s something absolutely exceptional, or something that I hadn’t already thought of myself, but I kind of was planning and it didn’t work out like then I’ll like so video, for example, you know, part of the reason I wanted to meet with you was to see how we can promote our videos better because we’ve been doing it, but it hasn’t. It hasn’t given me the boost that I thought it would. It’s helped a lot. I’ve gotten listings because of it. But in terms of promoting the videos, I think we could be doing a better job. So to answer your question, yes, very calculated with every single marketing Avenue we sit down and analyze the ROI on it. And do we need to add here Do we need to subtract here? Do we need to completely get rid of it marketing automation at all? A big, big piece of the puzzle? I mean, it sounds like it you engage with people quite a bit. Do you use a CRM, we do use a CRM. I personally don’t believe in like drips, at least not in my industry. I think it’s really obvious when you’re getting dripped on And I don’t think people like it. So I, automation is important, but only to a certain level. I think unfortunately, at least in our industry, there has to be someone physically doing something. So I’ll give an example birthday cards, we read a birthday card, for every single person, we have a system in place for it. So we pull our CRM for like the next month, and we see whose birthday it is we pre read all the cards and we put them in slots for like the days of the month. So birthdays on the 11th, I’ll put it on the eighth to be mailed. So all I do is on the eighth, I pull it out and I toss it in the mail. But someone still has to write the cards and someone still has to throw them in the mail like automating that if they’re handwritten is impossible. Right? So we have a system but someone’s supposed to do the work. I don’t know if that is answering your question. But


so going back to the videos, I mean, what kind of brought that idea that and in the videos you guys are doing are sick. What kind of brought that


idea to the table we’ve been wanting to do in video to do video for a while. And a lot of other agents were doing video and I felt like it was a little I’m boring, but it was all the same stuff like, Hi, my name’s yada, yada. And here’s the house. And then and it was panning shots that were really slow. So I actually had a title rep, send me a video of a guy in New York, who was doing really kind of cool videos where we kind of got a lot of our inspiration from, I don’t want to say like, I copied him, but like kind of, I took his his general outline, and I made it better. Like he talked a lot at the camera still, which I didn’t like. So we only do voiceover, it helps for a couple reasons. One, you can plan ahead a lot, I just need a song that I can write the script, I can record it a week or two ahead of time, instead of having to do it all on, you know, on site. So it just made it a lot easier. We also know what we’re going to shoot when we get there. Because we’ve already had the script written and all the audio and everything done. So we have kind of a shot list that we create ahead of time. So if you’re trying to do a video week, not only do you have to write the script, figure out the song, find the house, shoot the house, produce it every single week. You got to expedite wherever you can and cut wherever you can right So taking me off camera in terms of speaking to the camera was a huge piece. But we got inspiration from a guy in New York City. And like I said, we’re pretty close to what he does. We switch things up. We made it our own. I think what’s cool about it is like, I show my personality, and that’s, and they’re fun and like they still match with my brand, which is like, fun core, you know, quirky, little off color, somewhat politically incorrect. Incorrect, depending on what what the piece is. Maybe Yeah, maybe not the video so much, but like, that’s kind of the brand


and what does that process been like trying to figure it out? I’m sure at day one, it was just like, Alright, let’s go and shoot. And then I mean, is it continually looking after every shot that you do and looking at?


It was pretty seamless from the beginning because I’ve created processes like this before I knew I basically take the end result and then I backtrack it right. So we need a video. Every Wednesday I’m gonna post How long does it take you Justin to produce it to two nights let’s just say alright, so You need to start working on it by Monday, which means we need to shoot it. And you need to have the content prior to Monday. Well, how long is it gonna take us to shoot one day two or three hours. So we need to be done before Monday, which and before I can shoot, I need to have my music and my audio while I need the music to do the audio. So music has to be done by Monday, audio needs to be done by Wednesday. I send everything to you to cut before we shoot on Wednesday. And then you have until the Monday after to get it done. We kind of broke it down and work backwards and honestly we’ve we’ve stepped we’ve followed it every single week. I think we tweaked it a few weeks in we’re like hey, I need a little bit more time for music or I need a little less time to produce.


But that’s it. I mean, how are you guys using those currently? I mean, a video a week that one it’s a lot of work to I mean, there’s a lot that you can show so I mean, how are you guys using them and what audience are you really


don’t talk to you but


we are posting them on everything social. So YouTube, I’m really trying to build my youtube channel right now. Obviously we’re putting on the website. We’re sending To our, our emails that we do every three weeks to our sphere, we’ve got it on Instagram, we’ve got it on Facebook, we’re doing Facebook ads, particularly for the listing side. So like, if it’s my listing, I’m promoting the listing to a defined audience as I can with the limitations that Facebook and Instagram have. But I feel like we could be doing a better job, you know, our videos around two minutes. I think if we cut them down to maybe shorter clips, we could you know, cuz I can’t promote them on Instagram right now. Because a too long, and if you put on HGTV, you can’t promote them. There’s little tweaks, I think we still need to and that’s kind of part of the reason I want to talk to you like little tweaks where we could get better and promote them and push them better. I think it’s, I think it’s that and I also think it’s selecting an audience that is a little more targeted. Yeah, that’s kind of where I know just enough to kind of get myself into trouble and not enough to like, really make it yes, you know, impact and who is the primary audience that you go after? It sounds like you help both buyers and sellers, but it seems like You have more of a passion or connection with the seller side, I’d like to get more listings. So ideally, I’d use the videos to promote my, it’d be twofold to promote the listing itself, right to get that actual house sold. But I also think it’s a great tool to show other people that are selling like, hey, these are really cool videos that you’re doing that are way different. They get a lot more traction, a lot more views and eyes on them. So I think it’s twofold. You know, and that’s kind of my questions I do I combine those, I guess,


I think you can totally get


can too. But I’ve been somewhat separating. I’ve been doing some AV testing. Like I said, I think I just know enough to get myself into trouble where I could spend a lot of money really quickly and not see the results. And I need a I need a pretty defined ROI for being worth it. So that’s something that we can chat about with COVID


happening. I mean, has video helped you? I know you mentioned that you had to kind of stop production, obviously, but you can still be posting and all that. I mean, one how has COVID impacted the overall real estate market I mean, here in Arizona, obviously he can probably speak more to, but has video helped with that at all


video obviously has helped. I mean, I think you can see a house in a different light with video, you know, photos obviously are stagnant and you can’t get a feel for the space as well. We’ve been doing virtual tours along with video, but video kind of gives you a sense of what the space is and also can highlight things a lot better than photos. So like if you see a picture of a kitchen, you don’t necessarily know what the appliances are, you know, you know, in terms of brand, you don’t know what the cabinets are made of like a video I can get real in depth with that. But it’s also helped that people can’t see the house in person or don’t want to. And if I send a video over which I’ve been doing, they’ll say Hey, I’ll shoot you our Google Drive link of the video someone gets that sense without seeing it in person to speak to a local market. I think our markets a lot different than most, for two reasons. One, we were in a really good spot ahead of COVID in terms of where our market was at just record low. Inventory I mean like crazy low like 50% of what’s considered normal normal demand though like nothing crazy on the demand side, so we just had no homes to sell. And people just didn’t have that many choices. When COVID happened, there was a lot of homes that came on the market like a 30% increase within just a few weeks. But even with the 30% increase and a lack of demand, still we’re in a good spot. And as soon as the stay at home order came came up I think was on the 14th of may literally every single day just straight shot up you know less homes coming on the market and more people out buying and it never really stopped being like a seller’s market outside of like the very high end stuff. So anything over you know, 750 or a million depending on what city you’re in that slowed down. But even that’s picking up now. So there were there were probably a month or two max where it slowed down, but it was still really positive. Yeah, good seller’s market.


Yeah, I mean, obviously there’s there’s impacts on how people are seeing it more virtually There’s been a lot of innovation just in the real estate space just on trying to show more homes virtually. Do you think that COVID is going to change the way people buy moving forward? I mean, maybe not even permanently, but will there be change? And are you guys kind of thinking through how you can kind of adapt to maybe show more virtually, or I don’t know if


there’s enough information yet, to be honest. And I say that because during the two months where we were kind of shut down, and no one was really comfortable going out, we had several buyers that bought houses site on team, and that was either myself or mostly my showing agent going and taking video for them and sending it to them and walk in the house. people bought and they felt comfortable. But if they had the choice, they probably would have come into town or seeing the house. Right. So I don’t I don’t know. I can’t imagine two or three years from now that there are people that are still going to be scared of COVID especially if we have a vaccine or you know, and things are kind of back to normal. But certainly I think we should always be adapting In and making things easier for a buyer like make it easier for them to see and feel the space but i don’t i don’t know if it will totally shift that way I think it’s a good add on but I still think people will see homes in person if they can.


Yeah, I really


feel the community you have to kind of feel the home I think it can cut down on a lot of looking at maybe stuff that I saw that I want to came and seen it in person. So maybe you can narrow down the in person a bit more. It’ll be interesting to see something with with has it impacted your guys’s what you guys are doing from a marketing perspective.


During the shutdown I put a pause on everything marketing for about four weeks, literally pause button, like pretty much everything. I mean, we kept doing our like sphere of influence stuff and I was on the phone a lot more. And I was contacting past clients a lot more doing a lot more checking in like, Hey, are you guys okay? Are you able to make your payment? Are you having trouble paying rent like here are some programs you can do. If you can’t pay your mortgage like here’s the thing called forbearance, which is a whole nother topic. Not necessarily positive thing, but for some people that were really strapped, like that was an option. So it was a lot more of that. And there was also like a sensitivity piece for me like, is it insensitive right now to really pushing hardcore marketing when, like, the country’s falling apart and like people are scared and like, Are people even really paying attention to it? Yeah. So for me, it was, it was partly that and it was partly like, a little bit of fear, to be honest. I didn’t know what was gonna happen. And I didn’t want to spend 678 grand a month, if I didn’t know was gonna happen. I’d rather save that money in the event that I needed to pay, you know, people on my team, like my goal was nobody gets laid off. Nobody gets reduction in pay. I was really trying to, you know, be sensitive to everybody on my team and make sure that everybody, you know, state of flow basically. So, but yeah, it’s after for maybe five weeks. I started Slowly kind of turning things on and increasing budgets. And now I’m pretty much back to normal as of probably last week, and we’re gonna start trying to do video every single week starting this week, which just we just shot one yesterday.




So I got another one scheduled for next Wednesday. Good. Good.


So what were people kind of, I don’t know, kind of pushback. Anyone that you’re reaching out to? Was there a sense of insensitivity with the outrage? Because I mean, I think there was there’s a lot of panic, but I don’t think like, I think people understood the business still need to kind of happen and the world still need to turn. There wasn’t


a whole lot of pushback from my clientele. But I heard other agents that were having issues. I think it was really the messaging. Like, my messaging wasn’t Hey, are you looking to buy or sell like I wasn’t making like my typical genome anybody could buy right now. Like I wasn’t doing and I don’t do that. Honestly. Generally, I don’t sound like that. But mine was more just like, Hey, I’m checking in like, how’s everything in your house? Like, Are you guys okay? Is there anything on a real estate side like questions like An answer like I was not pushing business, I was more like a resource for people. So I didn’t get any pushback. I mean, who’s gonna, you know, bock it something? Yeah. being helpful, right. And I meant it. And I wasn’t just, you know, I wasn’t just saying that stuff. I felt it. And I wanted to make sure that people were in a good spot and knew what to do properly. So but for the people that I think pushed along normally with kind of their regular sales pitch, it didn’t seem to go over very well.


Yeah, I think you hit the nail on the head. I think I think people are receptive. But I think it’s about how you communicate it. It’s all in your approach. And I think the education side, I think that’s huge value because people just need someone and help like during that time, and I think that’s that’s sounds like it’s how you came off. Is the education a big part of what you guys are doing on an ongoing content production and just in your overall marketing? Yes, and


no, it’s probably we probably don’t do enough of it. And it kind of goes back to what I said earlier, which is I like to do things a little bit differently. Like I feel like every agents like hear me great. Tips for buyers to qualify. And here’s seven things you should you know, update in your home to get the best bang for your buck. And while that is good content, it’s not different enough for me. And it’s it gets lost in the noise in my opinion. So we try to do things that are different. So like, I’ve kind of tried to stay away from that kind of stuff. And and I also think, not that my buyers or sellers are more sophisticated, but I think they know enough that a lot of that stuff is very basic for them. And so a lot of education honestly happens, like during the buying and selling process. I mean, so I don’t I don’t do a lot of marketing around that. It’s it’s just within


the actual transaction. Know that that makes sense. So as we kind of wrap up, I mean, what is the future look like for you? I mean, what are the biggest things that you’re working on? I know you mentioned you plan pretty much a year in advance and stuff. So what is either the end of 2020 look like or the beginning of 2021 look like?


Well, if you’d asked me that in January, my answer would have been a lot different, quite honestly, I think the pandemic has put a lot of things in perspective, like, up until part of the starting I would say every year I want to work a little bit less and make a little bit more. And that’s been my goal and it’s still my goal. But I think how my business is structured and how hard I’m going to push and what my goal is, isn’t as important anymore. It’s, it’s still important and I’m, I’m, in general, like a really intrinsically motivated person. I always want to do better. But I also realized, like, that’s not the most important thing. You know, I’ve got a family. I’ve got three young kids, I’ve got a wife. We got a new puppy at home we have. Yeah, thank you. We have, I guess, I’m trying to focus a little bit more on like, even if I maintain my business where I’m at right now, which is a very good positive spot. I’ll be happy if my family life gets a little bit better. I think that’s going to be I think just my balance of time is going to be more my priority. Sure, I’m gonna be looking to grow but if I don’t hit you know, whatever my GCSE goal was that year like, I don’t think I’m gonna be as disappointed as I was in previous years, to be honest. There’s always gonna be a part of me that’s competitive. Like I just naturally competitive person. I’m one of those people that sees another agent close a certain amount of deals. I’m like, dammit, like, Why? Why am I not there? And like, I know that’s not healthy. But it’s also a motivates me. So there’s a part of it, we’re like, well, it is what it is. So video, to be specific is going to be bigger. We’re going to promote it in a better way. There in terms of growing my team, I go back and forth. Like we have a really great team right now everybody gets along. We’ve got a lot of synergy. We’re going really well. We don’t, we’re definitely not at our capacity. Right. So like we’re probably had a guest 60 to 70% of what we could do if really stressed not to say that I want everybody stressed. But if we were really pushed to do it, we could we could close more deals with the same team that we have right now. So I think before I get to growing the team, I want to get to the capacity or close without breaking people, and then we’ll see. You know, adding more agents is great, but it takes time away from the core business. Adding team members is great, but we don’t really need anybody else right now on the back end. So I think it’s gonna we’re gonna have to wait and see. Yeah, I mean, I don’t know. That’s kind of curious cloud like right up in the air but, but I think it’s good to see how this year goes like for us business wise. I’m a month ahead of my goal right now for the year, which is awesome. Where’s there some woods? I can knock?


Yeah, I think this might be fake wood.


I don’t know if it’ll say that way. But if it does, like, yeah, we’ll be doing some new things always be doing something new. But I’m still cycling through like with a pandemic kind of in like the real close rearview mirror of like, that’s gonna change. For sure.


Not like too far ahead. Not too far back, but just kind of real time a little more.


But definitely some planning but yeah, did you play sports growing up, I did play basketball and sort of competitive is Yeah, I got hurt young and had to stop. But yes, that’s unfortunate. I played a lot of sports but basketball was my favorite. And I played it the longest.


Yeah. Honor, like, personal No, this is like, I’d love to know, how do you how do you go about balancing work life fallbacks? I mean, it’s, it is it is two and a half years. I mean, literally right after I got married, actually, when we connected, I was still at ASU full time engaged, but like, literally two days after he came back from the honeymoon,


gave my two weeks and it’s just head down. If you don’t work, you don’t make money, right? And you’re always kind of on like the people that are like, Oh, I want to be in real estate. So I can go to the beach, go golfing the middle of the day and all this like, yeah, you can do that. But you end up working more hours than if you just work for somebody else. So what I like to do and I know a lot of really successful agents that do this is they take out the time like let’s let’s look at the month ahead and take out the time of where they want to with their family and trips. And like so for example on my voicemail, it says I don’t answer my phone from five to eight APM and I don’t want to hit 5pm, I’ll shut it off. I come back at eight. That’s the time when we do dinner, and bass with the kids and stories and play with them, like I’ve just carved out that time ahead of time. Occasionally I will, let’s say there’s like an offer that’s out and I’m gonna hear back by six and my client got the house. I’m gonna give him a call at 555 and let them know that they got the house. But outside of those exceptions, like I’m, I’m pretty firm on that. So you have to carve out the personal time, and then stick to it. It’s discipline. That’s all it really is. There’s always going to be more work. There’s always going to be something to do. It’s like the mail right? Like there’s always more mail the next day like so. It’s a challenge though. It’s a challenge. You have to I don’t Is it like an anxiety thing with you? Like, no, I’m nauseous thing. Like if I know I have something to do, I want to do it.


I mean, I get anxious at that just knowing that like, Hey, dude, there’s probably someone else that’s like doing something pretty Scott. They’re doing something and basically, and that’s I think that’s the competitive side where I mean, I grew up playing baseball and if I wasn’t in the classroom, was on the field trying to get better because I knew that more time I spent there, the better I was gonna be on the, you know, come game time, but I think it


also depends on your, your relationship. And I think once you have kids, you’re gonna need even more home time. But if you’re if a good support system at home, and they’re fine with you working a lot, and that is not hurting your relationship, then great. I mean, I do think while we’re young, and we have the ability to work very hard, we should. But I also think you’re sacrificing something, you’re sacrificing time with your wife or your significant other or your family that you’re not going to ever get back. And I’m, I’m guilty of it still. And I have to kind of pull myself away and be like, but every everything you do, it’s a choice, right? Like, am I gonna take this phone call? Or am I gonna be with my family and if I take phone call, I get more business and more money, which helps my family but I’m not there with them. And so I understand that when I don’t answer my phone from five to eight, I’m gonna lose some business and I have to be okay with that. But I would say most people, honestly, they hear my voicemail. They’re like, that’s super cool. Like, good for you. Yeah, and I tell people up front as soon as like my first buyer console, my first seller console, hey, I’m open. I’m free seven days a week. However, from five to eight every single day, I just don’t answer my phone. I’ll get back to after eight. That’s just the way and


do you audit and look back every month and just kind of, I need to spend a little bit more time and just basically kind of balance it out. And I’m


probably not as much as I should. But you know, we’ve got a second place we bought up in show low in September of last year. So we’re leaving tomorrow to go up for three days. We we try to get up there as much as we can and try to do you know, trips fairly often. Before I was a couple years ago, when I wasn’t great at this. My wife would say, Hey, we want to go back east to visit my parents for like a week and be like, I can’t do that. Too many deal. Yeah, I got a no I’m like, yeah, sure how much


time you want to take. And it’s just, you just have to make that choice. And you figured out


planning, planning planning. You just figure it out? Yeah.


And I mean, there’s always, even if you don’t have a team like I do, there’s another agent that you trust I can cover for you. There’s somebody else on your team here that can cover for you. You just have to figure it out like you just you schedule the family stuff first. You You make it work


well that’s great information appreciate the time. Where can people find you if they’re looking to buy a home sell a home? I mean, how can people reach out to you, man lots of ways


websites magdalena.com, Instagrams at Michael delina. Facebook’s I think it’s same time, Magdalena? Yeah. I mean, it’s Google my name. There’s, you’ll see me everyone.


Yeah, awesome. Well appreciate the time and look forward to seeing how much more you guys can grow this


through COVID. Thanks for having me. Thank you.

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