Welcome to our monthly feature, Close-ing Time – in partnership with TheClose.com.



Chris Linsell from TheClose.com and D.J discuss lay-offs by a lot of technology companies and how it's affecting the market. Chris and D.J. also talk about the value of personal brand vs the brokerage and discuss extensively the importance of building your own brand. Next, they talk about what should agents expect from brokerages they join. Last, they discuss what can agents do to improve their services to their clients.



If you’d prefer to watch this interview, click here to view on YouTube!



Chris Linsell can be reached at [email protected].



This episode is brought to you by Real Geeks, Reblie and FollowUpBoss.











Transcript



D.J. Paris 0:00As a realtor, what should you be expecting from your brokerage in 2022 and 2023? Well, the answers may surprise you. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this next year? And do you have the right tools? Is your website turning soft leads into interested buyers? And are you spending money on leads that aren't converting? We'll find out why agents across the country come to real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering Realtors a real estate sales and marketing solution to generate more business. Real geeks is easy to use. Their websites are fast and built for lead conversion with a smooth search experience for the end user. Real geeks is mobile friendly delivering an excellent user experience on the go. Real geeks includes an easy to use CRM. So once your leads sign up on your website, you can track their interest and have great follow up triggers. Real geeks is loaded with tons of marketing tools to nurture your leads and increase your brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod. This episode is also brought to you by readly Aerial maps. An aerial retail map can sell a commercial listing before it investor ever sees the property. But creating retail maps takes hours robbing you of time you could spend selling real estate. And if you're tired of spending late nights scouring the internet for retailer logos to populate your commercial real estate map or you're tired of paying a designer hundreds of dollars to do it for you. While you'll love rapidly. Now readily is a real estate map generator that lets you create custom designed professional aerial retail maps for your commercial sales buyers and listing appointments in minutes not hours. Simply enter the subjects property address, auto populate nearby retailer logos with the click of a button and download your aerial retail map readily turns the headache of creating commercial property maps into a quick five minute task so you can spend less time making maps more time making money. So get your first aerial retail map for free today by visiting readily.com. That's REBL i e.com. And sign up for an account no credit card required. And now on to our show.



Welcome to keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ parricide. Your Guide and host through the show and today is our monthly series called closing time with Chris Lin sell from the close. Now this is a partnership between keeping it real and the clothes.com. And actually, let me tell you about the clothes. The clothes.com is the kind of real estate website designed to give agents teams and brokerages actionable strategic insight from industry professionals that they cover real estate marketing, lead generation technology reviews, team building strategies from the perspective of working agents and brokers who want to take their business to the next level. Now please visit the closed.com you can browse all of their articles they write incredible, long form deep dive, well researched articles about everything from how to grow your business to what tools you may want to consider which we might even talk about a little bit today. They just are absolutely it's the some of the best content I have found in the real estate industry again, the clothes.com. And with us as always, as Chris Lynn Sal. He is a staff writer and real estate coach for the close. And Chris is the closest resident expert on real estate topics ranging from marketing, lead gen transactional best practices and everything in between. He's also a licensed agent in the state of Michigan, and has been part of hundreds of real estate transactions from modest world starter homes to massive waterside compounds. And when he isn't writing, you'll find Chris flyfishing are performing on the stage of his community theaters production. Also he's a he's a busy father as well. And husband. So Chris, welcome once. Oh, and by the way, everyone before we bring Chris on, although he's already here, please visit the clothes.com Make that before you go to bed tonight. If you're driving, go to the close read one of their articles. And trust me you will be hooked. Chris, welcome to the show.



Chris Linsell 4:42DJ, thanks for having me. And I appreciate the fanfare here. It's good to come back to come back to keeping it real because you're welcome. So Flattery will get me everywhere. It really will get you in a lot of doors. I'll be honest with you know, your real estate pawn there but that will opened a number of doors.



D.J. Paris 5:01You know, it's it's funny, I don't know if you've had this experience, but I was I was thinking a lot, I have a friend, this is funny, I'll just mention this for a moment, I have a friend whose father retired he worked at, I won't mention right word, but he worked at a traditional big fortune 500 company for for his whole career. And now he's working just for fun at like a Home Depot kind of helping people find things because he's really into using his hands. And, again, high level business executive now just kind of more having fun doing this, this thing in retirement, and he mentioned to one of the one of the co workers who happen to be female, he said, Oh, hey, if you smiled at customers more, you probably get, like more, you know, some sort of accolades, or people would talk about you more and, and I said, Oh, you have to tell your dad, you cannot say that you cannot, you cannot, cannot encourage people, but it is one of those things as real estate agents, I think about where I would never tell somebody, make sure you smile, because of course, you know, that's not really the job. But being professional and being conscious of body language and how you're communicating with your clients is really important. And so much of communication is nonverbal. Not to say that you should smile when you don't feel like smiling, that's actually disingenuous, and probably a really bad idea. But this idea of noticing, you know, if you are faced, we are face to face, again, at least most of us, you know, it's really important to sort of, you know, practice in the mirror, have a good awareness of, of what your posture and you know, and your different mannerisms so that you can connect more easily with CLI. Anyway, that was my little soapbox.



Chris Linsell 6:39I totally agree, though. I mean, frankly, like, the the mandate to smile more, you're right is a little outdated. But I think it's true, it holds true in the real estate space, there is a mandate to create an environment where your clients will connect with you. Because, you know, I'll say this, that's not a requirement to have a real estate license. But it's very often a requirement for a successful real estate business, to have a demeanor and an environment where your clients feel like they have the opportunity to connect with you. So smile, frown, laugh, cry, whatever you feel like is providing the environment for for your clients to connect with you. I don't really care. Just be genuine about it.



D.J. Paris 7:28Yeah, yeah. Being genuine. And you know, we're, I thought there would be a great Instagram account. I don't know if anyone's ever done this. And they should, I would love to see the the makeup lists real estate agent or the an unretouched photo real estate agent Instagram feed, where it's literally just people as they are without all the you know, sort of bells and whistles. That technology allows us all to sort of be blemish free and perfect. And I think that people oftentimes, you know, don't connect as well to that as they do just sort of genuine intimacy. And I agree that could be as just a matter of being yourself really, what's what's going on in in real estate right now you're really well connected. You have a you have a good pulse about the industry and sort of what's happening.



Chris Linsell 8:20I'll tell you why there's a lot happening, you know, we could talk about a number of different things. And here's what I'm not going to talk about today. I'm not going to talk about interest rates, I'm not going to talk about the the the, you know, average sale price across the United States or in specific kinds of influential markets. I'm not going to talk about that stuff. I'm actually going to talk I'd like to talk to you about what I consider a second order effect of all of that other stuff. We'll let all of that other stuff the guineas will leave that to the you know, pundits on CNBC and and an NPR and the like, let's talk about the second order effects of all of that stuff. Specifically. The second order effect that I'm seeing a lot of which is we're seeing a lot of real estate companies, specifically real estate brokerages and, and firms that are centered in their use of technology, and getting out in front of business and the way the transaction is conducted. We're seeing a lot of these companies, laying people off. We're seeing a lot of these companies,

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