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Ep. 211: Leo Chen Shares the Wisdom of Relationships

 
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محتوای ارائه شده توسط 2nd Home Agents. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط 2nd Home Agents یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

How much time do you spend developing your relationships and common interests?


If you’re only posting pictures of houses for sale, or talking about open houses and business, you’re not going to attract the kind of people who are going to do long-term business with you!


What if instead, you connected with people over mutual interests and shared passions?


Here’s just a few ideas:

  • Pets

  • Old cars

  • Your neighborhood

  • Hobbies

  • And the list goes on!


When you connect with people over the things that they love, that connection turns into trust.


That trust means that when you do have a “sales” message, or you reach out about how you can help them, the connection is natural and just makes sense!


It’s easy to get caught up in technology, and think that you have to have everything all perfect, but at the end of the day, it’s always all about the relationships.


Technology is just a tool to bridge the gap between those relationships and serving your clients.


This week on the Selling the Dream podcast, I’m talking to Leo Chen, who worked in the startups and tech world for 15 years, and made the transition to real estate. His secret to success? Relationships! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!


Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.


Highlights of this episode:

  • Tom introduces Leo Chen, and his business.

  • Leo worked in tech for years, and then joined the real estate industry: there are no ceilings, you can join now and make money!

  • Use the relationship first, and then use technology as a tool to bridge any gaps.

  • Real estate isn’t a technology business, it’s a people business.

  • Tap into the emotions of finding people what they want - it’s not just about finding the features that they are looking for!

  • Leo shares about how he’s used a Facebook group to develop relationships.

  • Your important relationships aren’t just clients and leads: always be developing relationships with anyone, so you can connect anyone to exactly who they need!

  • Leo shares why his Facebook group is named the Wisdom Club.

  • These connections aren’t to talk about real estate: they are to connect over things that people are passionate about!

  • Love and connections are a gateway to trust.

  • Find ways to connect people with information that is important to them.

  • Leo shares how he uses social media, and what platforms he is focusing on.

  • Get to know where a person is in the process, and provide value to them.

  • Leo shares how you can connect with him.

  • Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!


Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.


Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!


Connect with Leo:


Connect with me (Tom):


Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:


Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.


As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Tom Tezak 0:00

Everybody, Tom Tezak Today on Selling the Dream we're gonna discuss the wisdom of relationships. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry Rockstar. My mission is to bring you cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.


Everybody Tom t Zack today with Selling the Dream. And today I'm so excited that we've got Leo Chen with us from Newport Beach, and Leo is with Coldwell Banker, global luxury Newport Beach. And we're going to have a great conversation today. Leo, welcome to the show.


Unknown Speaker 0:51

Thank you, Tom. I'm so excited to be on here. I've seen your show off and on for so long now and I know you're doing such a great job. When I, when I think about like the perfect host voice and perfect personality like that, that is like,


Tom Tezak 1:07

Oh gosh, cut the crap. Oh man, Hey, thank you for that. I appreciate it. So, Leah, let's, um, let's talk a little bit about where you come from what your market is. You do mostly luxury market in the beach cities south of LA, or Orange County. And so tell us a little bit about that market and you know how you've evolved in that in that world?


Unknown Speaker 1:33

Yeah, great question. Um, I have been born. I was not born here in California. But I was raised here in California in the suburbs of La in the Torrance Redondo Beach area. And growing up that's all I knew was the beach when people asked me I just tell people like you know, literally sprouted from the sand you know, so those that the beach so much and with my complexion, literally within a week into the summer, I'm like Completely panned out and blacked out. And so I've just always been around the beach my whole life. When I graduated high school we moved down to Orange County, and more specifically South Orange County, which were initially just about 10 minutes from the beach from Laguna Beach from Newport Beach, from Dana Point and all those cities that Orange County's very, very famous and well known for. Laguna Beach is an art town that's known all over the world internationally. So we get a ton of tourists there. And I just, you know, I've always been around I worked in tech for 15 years but then transitioned into real estate because I wanted to you know, have no ceilings and do the things my do my own business and build my own business and so that I love


Tom Tezak 2:46

that I'm gonna cut you off for a second there are no ceilings and that's the beautiful part about real estate for you agents that are coming into this market, the resort second market, any real estate agent or any real estate market. It's so important to realize there are no ceilings, you can make So much more money in real estate if you work hard, work smart work efficiently. So I love that that concept because it's so easy. It's not so easy to do. But it's so possible to do it. So I'm sorry to cut you off Leo, but I just wanted I didn't want to miss that. Oh, no, it was a great mental position to be in.


Unknown Speaker 3:20

Yeah, absolutely. And just a tiny bit about that, as I worked for corporate and I in it and technology for over 15 years. And I hit the ceiling for so many years. Within those 15 years. I was just trying to find something else to do. And I'm very, very fortunate and happy that I'm in real estate, I'm doing exactly what I want to do. I couldn't be happier. And so just going back on the markets I've so I've lived here in Orange County for just about 35 years now. And so I've known all the ins and outs of the entire county in Southern California in general. And so I'm very happy to be here. I would not choose to be anywhere else in the world. No, I would love to have a second home in Hawaii.


Tom Tezak 4:05

That sounds like a great idea. I happen to have a second home in Southern California. So I understand. Yeah. So Leo, let's use you were in 15 years in tech would you do in tech, I love to understand what people did before they got into real estate, what part of tech? I mean, it's a huge become a huge broad space. So what were you doing in tech?


Unknown Speaker 4:24

Yeah, thank you for that question that. So I started out working for a startup, and they were interactive agency. And for those who don't know what an interactive agency is, is basically a modern day full blown full service ad agency, as you think about is traditionally so traditional ad agencies do branding, do campaigns to print to TV to radio, and kind of layout that whole thing to cater to the clients of what their need. And we usually only work with companies our fortune 500 and above companies and so They always have large campaigns that are laid out three to five years ahead. So interactive agency would be same as that except we do everything digital. So while all the new stuff online, in the latter years of me being there, we had a full blown film production team that was doing video. Nowadays, it's become more and more prevalent, but we were doing it from from day one for those companies. And what I did was I worked in the trenches behind the scene, basically running the entire operation. And that includes in house support, client, technology, support, network and connectivity, communications, storage, like you name it, everything that


Tom Tezak 5:47

you have. So he so we brought with you into your real estate career, so much of the technology background that really is helpful for marketing and creating that digital pathway into consumers. And what what's the number one tool that you've taken away from that, that's helped you in your real estate business?


Unknown Speaker 6:07

Well, I just been in technology so long, and it's almost second nature to me now. And you know, technology continues to move, new software's come up all the time. But I am pretty, pretty adaptable, adaptable to any technology that comes up that I need to do as a tool to really do what I need to do to communicate. But then, is my business. I'm always focused on relationship first, and then use the use the technology as a tool to bridge any kind of


Unknown Speaker 6:43

gap and what needs to be done.


Tom Tezak 6:46

And the relationship, the technology is secondary, it all comes back down to relationship and that's what you took away is that technology is just a tool and I love that it says people say oh, I don't know how to do this. I don't know the technology. It's like eight It's a hammer, you take the hammer upon the nail, it's the same difference with Facebook, or Twitter or whatever it is. You just need to learn how to use it. And it's a tool. It's the relationship. While how powerful I mean so simple, but people get hung up on it, or don't know how to do technology. Not a big deal.


Unknown Speaker 7:18

Yeah, I love to share a quick story, if you will. I used to hire staff into work under me, and that they usually come in with in their early 20s or mid 20s or, you know, kind of a younger age and they are just like, technology whizzes. They can do anything. They can take apart computers, they can do this, they can do that. All the stuff was software, they can install the uninstaller. They can fix, they can do all this stuff. But the very first week, what I tell them first is that I know that you can do anything you want in technology. Okay, but I'll tell you, this is not a technology job. This is a people job because You can fix anything you want perfectly. Okay? If you don't manage people and if you can't satisfy that person, then to them nothing worked. Right? So I always say like, this is the people job, not a technology job. I know you can fix anything you want but unless you fix people, you can't get any anywhere with it.


Tom Tezak 8:25

So did you see that that the people that would progress through your company would be the people that had the the employees that had the people skills more than the technology? The if they're all in a technology they they had a struggle getting through the the ceilings, I guess you would say?


Unknown Speaker 8:41

Yeah, and and really that that is a lifelong lesson is is working with people on you know, being able to fulfill their needs, solve their problems, but then they have to walk away satisfied. You can't just fix everything if they're not satisfied like you did. You know, you have Somebody who, who asked you for for an apple and you hand them an orange, right? And they're like, Hey, what's the problem? How come you didn't fix my thing? How come you didn't give me what I wanted? Right? And I can give you more apples. And though I want an orange, right,


Tom Tezak 9:16

so it's true, but it's not the right through. Right.


Unknown Speaker 9:19

Right. Right. And that's the same with in, you know, relationship wise with real estate. You know, somebody want a certain thing you got to really hone down on what they're looking for. And if we can get down to the nitty gritties of what they want, you know, the basics of course, you need how many bedrooms in size and location, but there is a feeling there's an emotion attached to what they're looking for. We got to tap into that emotion and be able to feel it, feel it through with them along the way. And when we can hit that emotion, like there's just fireworks like everything. Oh, you know what,


Tom Tezak 9:53

Leo? That's so I mean, I didn't I what I'm really hearing is that we can have all The tools in real estate that shouldn't want, you can have CRMs. And you can have the Facebook pages, you can have all that stuff, which is all important. But it still comes down to being able to pick up the phone and call your client or see him in the street and ask the right question and give them the answer they want. That's what they want. They don't care if you're got a CRM, they don't care if you're savvy and in 3d tours, they just really want what they want. So I love that. So but let's talk about how are you connecting with those clients that are out there? What has been you? I know you we were talking earlier about Facebook groups. And before the show, we might have talked touched on a little bit earlier. So you've developed or evolved our Facebook group. Can you tell us a little bit about your group that you have and how you're making that work? to really connect the dots and create that trust with your clients?


Unknown Speaker 10:54

Yeah, so I had started out in the group, giving value Giving inspiration which I automatically wanted for myself. So one of the rule of thumb I have is that I, if I want something for myself, other people must want it too. So I wanted to be inspired when I get up in the morning. So I had inspirational, positive, thoughtful quotes that I want that I want in my life. And so I decided to share that with other people. And that's how the group was kind of born out of that. And so the fundamentals of that is really just give people inspiration. And then as we continue on, I wanted to add another piece, which is a community aspect of it. People want it to know what's going on in their community. They wanted to know what's being developed in the area, what our city council members are doing, and especially now in COVID, what's happening in COVID, what rules are coming down on a local level, not necessarily in the statewide level or a national level. Because it can be translation and things can get really lost. So we're really, really hyper focused on what's happening in our beach cities in Irvine in Newport Beach, in Laguna Beach, and how everything, everybody's handling everything. And then we take that community we go one level deeper, more personal with people. And whenever there's an opportunity to connect with them, say, Hey, how are you doing? I was just thinking of you, anything I can do for you. How's how's your home? Have you been thinking about refinancing because this is what's happening. So we kind of lead that conversation through from the bottom up, meaning from the people up and then real estate always comes up as a afterthought because everybody has to live somewhere. And so all that stuff, you know, eventually comes out so we don't really have to do any kind of selling, which is kind of looking for need, what kind of need you have, and I pride myself on building A large network of people, not just in real estate or in mortgages and lending, but also vendors of all kinds just so that I can, you know, refer them to my clients and be able to take care of them. Because when they know they care, they will, the business will always come back to you.


Tom Tezak 13:18

I love it when they know that when when they know you care that they're always going to come back. So I want to step back a little bit because you we talked about something earlier and you just grazed over it. The name of your group is the wisdom, the wisdom club, and it's on Facebook. And it started you were just talked a little bit about the inspiration but you said something a while back, and you how you started it and that was you will love photography, and you took your the inspirational quotes that you loved and you were putting them together and posting them and that's and you and you had a what tell us a little bit more in depth about that because I think it's when people say oh, how do I start a group or how do I find people and I think you did something so cool here that brought people to your space because It was appealing. So just share with us what you did.


Unknown Speaker 14:03

Yeah, I just want to encourage people to to identify something that they love in their personal life. Anything. So I had a agent that I that I'm with an our master of art, our small mastermind group, and her passion was gardening. And so I said, that's great, you should start a group about gardening. And so she did, she followed some some tips and instructions for me to help her start the group. And then her group is called a garden and good vibes. And so she invited all her friends and her friends invited their friends, because they all love gardening. So that's a really, really great way to start a group because then you have a commonality around the subject gardening and very easily you can see now very easily that gardening transitions in the real estate because without real estate, you have no God right? So it goes hand in hand. And so many people have so many so much passion that they do that somehow are related to real estate that they don't know about. And that really is a gateway to people's hearts and community and you can build a virtual community that way. And from that community, you can serve them, not only with their passion, but you can also serve them in real estate.


Tom Tezak 15:25

Leo, man, you have just inspired me. So I'm excited today I'm picking up in a little while I'm picking up my brand new old car, and I'm an old car fan. So I think I'm gonna start an old car club. I mean, there's plenty of them out there. But you know, I just love what you said, because most people who have an old car have a garage to put it in. So it's all about real estate. It all comes back doesn't it? Right. What a great idea. You know, you it's that let's not talk about real estate. Let's talk about things that you're passionate about. Because that will bring people in because they're passionate about it, not because you're trying to sell them and the selling and the real The state happens naturally out of that, because there's this commonality. What a great, great idea.


Unknown Speaker 16:05

Yeah, for most people, for most people, buying and selling real estate, unfortunately, is kind of a pain in the butt. You know, and it's not something that they wake up in the morning, say, like, I'm going to go out and write an offer. Like it's not, it's not a, it's not a thing that goes in their minds. And I've just been reminded lately because I am in the process of getting a new puppy. And I've been posting some pictures about the puppies on Instagram and Facebook, and I'm looking at all the amount of views and everything on on on it that that I am getting twice as many engagements, twice as many views or more on my puppies than I am on all the real estate and granted those real estate, photos and videos. Like I put high quality videos and stuff in there, and they get, you know, pretty good views but you know, damn, you needed a puppy. That's what that that's just that just highlights what I'm saying is like, that's what people want, like people want. And because of that you have a common thread to build rapport off of, and then you really don't have to do much selling real estate is Hey, I know you're a real estate agent. You know, we, we, our puppies are friends, you know, like, Hey, what's going on in real estate and they actually asked you, they reach out to you, they want to know what's going on, as a part of, you know, their lives because they're thinking about the future. They're thinking about upsizing downsizing, buying a second home as a after effect, but they have to know you to that to some degree, so you have to give him a gateway.


Tom Tezak 17:37

I love is the gateway to trust, right? It really is because they're gonna they're in especially today during COVID and everything else. It's so hard to connect with people, you know, in person and all those things. So that first step is that gateway to trust and it's now becoming digital and I love I mean, I have to tell you, when I was getting ready for the show, I was you know, scrolling through your page The one picture that I remember most was the picture of the dog and it was something like he's mischievious or something like that. So it's really powerful way as you connect with people on a level that is not I'm trying to sell you But hey, I love gardening or Hey, I love photography or I love old cars, and creates that that's that smooth, easy gateway in and I don't I'm not trying to say that you should be deceitful or you know, get excited about something that you're not truly excited about. But everybody has passions outside of real estate as realtors and you know if you live in a ski community it might be that your you love to ski or you ski a certain part of a mountain or whatever that is. There's so many opportunities out there for that.


Unknown Speaker 18:43

And I just want to say you know that when you when you lead with that in mind, you know, you attract those people that are similar to you that they love puppies and they love cars, they love gardening so you automatically build a lot of rapport and trust, because they're basically your tribe, that prior to you guys having, having that connection, they had no, they have no prior experience with you, you know, and so once they do, then you can build that relationship. And then as you continue on, you just continue to build this relationship. And of course, they're gonna, you know, use you as a real estate agent because they know you so well.


Tom Tezak 19:25

I love it, you know, and I think I want to touch on something and we're gonna switch gears a teeny bit here. But one of the other things you said was you're providing information about what's happening on a, on a local level, through your club, through your Facebook page through your group. And I have to say I started doing it a bot a month ago during COVID. And just telling people what's happening right here in Maui. And we have so many owners that live all over the country that I'm now getting this amazing input and I sort of throw the politicians under the bus a little bit so which is a little dangerous, so be careful. With that, but I do it with love and grace. And it's been so powerful that people are now reaching out and saying, well, I Thanks for letting me know what's happening in Maui. I'm not there. And I want to know. And so that's the same thing for all of our resort communities. You're there's a lot of owners that are somewhere else. And if you can connect with those owners, and share with them what's happening in where they own their second home, or where they want to buy their second home, there's a lot of value in that because you become their resource. And then you become their trusted resource, which is even more important. So sorry, I wanted to interject that, Leo, because you inspired me so much with that, that I think it's important for us to share how we take these opportunities, that the technology that tool and translate it into personality and to what it's what our business is really about. It's always been about and that's personality. So, if somebody wanted to jump on to the wisdom club, they would just search the wisdom club with Leo Chen on Facebook


Unknown Speaker 21:02

yeah with the if you search the wisdom club and you'll see the group it's called the wisdom club with Leo Chen so that that would be easier to find with my name on it, you know, okay, realize that because there's other I think there's other wisdom clubs too but there you can sound a little bit different so want to put the put the name out there


Tom Tezak 21:23

perfect. And for all of us, this is a great time for a sell but talk about it normally I put at the end but if you're also looking for if you're listening to this podcast and you're not in the resort, Second Home Agents group go there to become part of that community and that's resort and Second Home Agents from all around the world. Used to be from all around the country but we have such an international base in this in our resort club or community. It's really been growing and it's really cool. So definitely go on there join if it says Where did you hear about it say put on heard from the podcast. So Leo, I'm going to again, change gears. We've been talking a lot about Facebook. Are you doing anything else besides Facebook in the technology world like Twitter or LinkedIn or Instagram?


Unknown Speaker 22:09

Well, I have this philosophy of growing out of so I started with Facebook, and then started getting heavily into Instagram. And regarding the growing a lot of followers there, I think over the last four months, we went from about 2000 followers to, I think we're right about 7400 right now. So we really, really, I'm really focused on trying to reach out to as many people as possible on Instagram. And that's continued to grow with we're starting to put that a little bit more on autopilot in a way that we can continue to know what what to provide for them on Instagram. And then after that, we I am working more and more on LinkedIn and to some degree Tech Talk. So those are really the four main platforms that I am going after as far as social media is concerned, Facebook for groups Instagram for, for for more engagement and followers and then we can go more into the business side of things which your show here is more geared toward you know, with agents and things on LinkedIn. So I'm trying to connect to as many agents, people in the industry as much as possible and on LinkedIn on a professional level. And, and then Tick tock, you know, I think my puppies afraid, just by puppies probably going to be the star of that show there.


Tom Tezak 23:35

You know, and I have not, it's, my daughter said, Daddy, she said don't go to tik tok unless you're really good and you got a plan and said, Okay, I won't go.


Unknown Speaker 23:45

Yeah,


Tom Tezak 23:46

and my daughter is 20 years old. She still calls me actually she calls me papa. But anyway, so I want to go back to Instagram because I heard you say something you went from 2000 followers to 7000 And followers, which is a great jump, what do you do to get there?


Unknown Speaker 24:03

Well, it's really about networking with other people who are influencers and getting connected with them and kind of cross pollinate followers with them. They may not be in the same profession, they may not be in the same space, per se. But I view everybody as a potential client, just because I know that I have a lot of value to give them. And at some point, they need to list they need to live somewhere all the time. And one thing that I always think of when I'm going about that for everybody who enters kind of my network of space, is that if you are everybody starts out, everybody starts out living with their parents, right? Right, everybody, right? And then when they kind of move out on their own, they have to rent so they become renters. So they go from their parents home to being renters, from renters, they become potential buyers. And then from potential buyers, they become potential sellers. So there is this progression that all of us go through, right? from, from living with our parents to be on our own in a renter, we get a good job, we can marry, we purchase our first home, and then maybe we want to upsize as our home kit as our family gets bigger. And so then they're become they become sellers and buyers. And so


Tom Tezak 25:32

they also become buyers of second homes in the process somewhere.


Unknown Speaker 25:35

Exactly. And then they want to invest as well, you know, second homes as well as investments to build their real estate portfolio at the same time. So I always look at that whole progression. And I when I meet somebody, I want to know where they are in that progression and how can I serve them in the position that they're in at that time. So I have a client she just bought her first home. We've been working together for about a year, and she finally pulled the trigger and bought the home, we got them closed and everything and she's a single mom of one daughter and the daughter just graduated and just got her master's degree and is looking for a job and right away as soon as they purchased their first home right away, she was telling her daughter like, Hey, now we have to work on you next. And so he's really carrying on that legacy of being a home owner and building wealth and building equity through through real estate and have a safe and, and stable a secure place within to live in. And as her daughter grows up, she's carrying that torch forward. And so I love that story because I was able to take them from literally nearly knowing nothing knowing that I don't want to pay rent anymore. I need to purchase a home to purchasing the home and then to cute to pass that on to their daughter and I am sending them books on you know how to manage money to save money and also to To know how to really plan out when she can buy a home next.


Tom Tezak 27:04

And I love that I love what you said just at the beginning of that story is is I try to understand where they're at in the process so that I can provide the proper value or the right amount of the right information for them to help them through. It's not like, if somebody's never bought a house, you really can't talk to them about buying a second home. They're not there. It's like, how could you talk to me about buying a second home when I haven't even bought my first house yet? But So I love that understanding where they're at speak to them at that space. That's a great, that's a great tip. Leo, I just want to tell you that you've been so much it's so much great wisdom that you brought to our show. Sorry for a few technical difficulties there but I think we worked through it and just want to tell everyone how did they find Leo what markets you serve? If so, somebody's got a referral for you. How did they track you down?


Unknown Speaker 27:52

So I primarily work all of South Orange County here in the Southern California area, but I always Tell people I will I will go wherever my client needs to be, needs me to go. And so I've been recently I've been driving up to Beverly Hills to help one of my buyer, luxury buyer clients, they want to buy about a two, two and a half million dollar condo up there. And so it's an hour drive, and I'm happy to do it. They're lovely people and they don't live here in Southern California, they're out of the country. And so we're doing a lot of virtual things. So I'm helping those people as well. And my other client that was a first time homebuyer they bought in San Diego, which I'm happy to provide as well. So really where the needs are is where I will fulfill but the luxury market is kind of my jam, because, you know, people who have their dream home by the beach, and also people have second and third homes by the beach that they come, you know, during the summer during the spring and whatnot to their families. Those are those just, you know, make money. Hearts sing because I love delivering, you know, those gorgeous homes to people because it really is a dream come true.


Tom Tezak 29:08

Yes. And so how did they find you though? What's your phone number your email? How would you like to get connected with you?


Unknown Speaker 29:13

So first the easiest way you can you can find me on my website Leo Chen re calm. You can always find me on Facebook if you want to keep up with all the things that I'm doing@facebook.com slash Leo Chen r e. My email address very easy Leo at Leo Chen ri.com. My number is 94933848 to seven. Text me anytime I'm happy to help


Tom Tezak 29:42

and where do they see pictures of the puppy yet? Because that's what everybody really wants. If you


Unknown Speaker 29:47

really love pictures, I usually come on you scan the Instagram instagram.com slash Leo Chenery.


Tom Tezak 29:54

I love it. Everything is easy Leo chin, Leo chin Ari. All right. Lia, thank you so much. And I just want to say we sure appreciate everybody listening. And remember, we are not just selling real estate, we are Selling the Dream, please join us on our website. Second Home agents.com. Join us on our Facebook page, resort Second Home Agents. And if you have any, any, if you like what we're doing here, please leave us reviews on whatever platform you're following us on whether it's YouTube. iTunes, wherever that is whatever podcast platform we sure would love your input. And let us know what what you think. So we appreciate that everybody have an amazing day. Leo, thank you so much for being part of our show.


Unknown Speaker 30:37

Thank you so much, Tom. My pleasure.


Tom Tezak 30:45

Hey, everybody, I'm so happy that you're with us today. And I just want to encourage you to please, there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. whatever platform you listen on, please go In and leave us review, give us a rate us, give us whatever many stars that you think are appropriate. Send me an email. I love getting emails from from you with any questions you might have that I can address or feel free to call me. I'm so available 882802055. And the other things I'd love for you to do is join our network group in Facebook resort and Second Home Agents. It's only for real estate agents or industry influencers and I would we've got a great group going on lots of activity. And lastly, go to Second Home agents.com become a member join us on that site. We put all of our information on that site, and we're creating a network for agents to share and help other agents out as well as do referrals. So for Selling the Dream. Please help us out, be part of the party and join with us

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محتوای ارائه شده توسط 2nd Home Agents. تمام محتوای پادکست شامل قسمت‌ها، گرافیک‌ها و توضیحات پادکست مستقیماً توسط 2nd Home Agents یا شریک پلتفرم پادکست آن‌ها آپلود و ارائه می‌شوند. اگر فکر می‌کنید شخصی بدون اجازه شما از اثر دارای حق نسخه‌برداری شما استفاده می‌کند، می‌توانید روندی که در اینجا شرح داده شده است را دنبال کنید.https://fa.player.fm/legal

How much time do you spend developing your relationships and common interests?


If you’re only posting pictures of houses for sale, or talking about open houses and business, you’re not going to attract the kind of people who are going to do long-term business with you!


What if instead, you connected with people over mutual interests and shared passions?


Here’s just a few ideas:

  • Pets

  • Old cars

  • Your neighborhood

  • Hobbies

  • And the list goes on!


When you connect with people over the things that they love, that connection turns into trust.


That trust means that when you do have a “sales” message, or you reach out about how you can help them, the connection is natural and just makes sense!


It’s easy to get caught up in technology, and think that you have to have everything all perfect, but at the end of the day, it’s always all about the relationships.


Technology is just a tool to bridge the gap between those relationships and serving your clients.


This week on the Selling the Dream podcast, I’m talking to Leo Chen, who worked in the startups and tech world for 15 years, and made the transition to real estate. His secret to success? Relationships! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!


Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.


Highlights of this episode:

  • Tom introduces Leo Chen, and his business.

  • Leo worked in tech for years, and then joined the real estate industry: there are no ceilings, you can join now and make money!

  • Use the relationship first, and then use technology as a tool to bridge any gaps.

  • Real estate isn’t a technology business, it’s a people business.

  • Tap into the emotions of finding people what they want - it’s not just about finding the features that they are looking for!

  • Leo shares about how he’s used a Facebook group to develop relationships.

  • Your important relationships aren’t just clients and leads: always be developing relationships with anyone, so you can connect anyone to exactly who they need!

  • Leo shares why his Facebook group is named the Wisdom Club.

  • These connections aren’t to talk about real estate: they are to connect over things that people are passionate about!

  • Love and connections are a gateway to trust.

  • Find ways to connect people with information that is important to them.

  • Leo shares how he uses social media, and what platforms he is focusing on.

  • Get to know where a person is in the process, and provide value to them.

  • Leo shares how you can connect with him.

  • Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!


Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.


Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!


Connect with Leo:


Connect with me (Tom):


Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:


Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.


As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Tom Tezak 0:00

Everybody, Tom Tezak Today on Selling the Dream we're gonna discuss the wisdom of relationships. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry Rockstar. My mission is to bring you cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.


Everybody Tom t Zack today with Selling the Dream. And today I'm so excited that we've got Leo Chen with us from Newport Beach, and Leo is with Coldwell Banker, global luxury Newport Beach. And we're going to have a great conversation today. Leo, welcome to the show.


Unknown Speaker 0:51

Thank you, Tom. I'm so excited to be on here. I've seen your show off and on for so long now and I know you're doing such a great job. When I, when I think about like the perfect host voice and perfect personality like that, that is like,


Tom Tezak 1:07

Oh gosh, cut the crap. Oh man, Hey, thank you for that. I appreciate it. So, Leah, let's, um, let's talk a little bit about where you come from what your market is. You do mostly luxury market in the beach cities south of LA, or Orange County. And so tell us a little bit about that market and you know how you've evolved in that in that world?


Unknown Speaker 1:33

Yeah, great question. Um, I have been born. I was not born here in California. But I was raised here in California in the suburbs of La in the Torrance Redondo Beach area. And growing up that's all I knew was the beach when people asked me I just tell people like you know, literally sprouted from the sand you know, so those that the beach so much and with my complexion, literally within a week into the summer, I'm like Completely panned out and blacked out. And so I've just always been around the beach my whole life. When I graduated high school we moved down to Orange County, and more specifically South Orange County, which were initially just about 10 minutes from the beach from Laguna Beach from Newport Beach, from Dana Point and all those cities that Orange County's very, very famous and well known for. Laguna Beach is an art town that's known all over the world internationally. So we get a ton of tourists there. And I just, you know, I've always been around I worked in tech for 15 years but then transitioned into real estate because I wanted to you know, have no ceilings and do the things my do my own business and build my own business and so that I love


Tom Tezak 2:46

that I'm gonna cut you off for a second there are no ceilings and that's the beautiful part about real estate for you agents that are coming into this market, the resort second market, any real estate agent or any real estate market. It's so important to realize there are no ceilings, you can make So much more money in real estate if you work hard, work smart work efficiently. So I love that that concept because it's so easy. It's not so easy to do. But it's so possible to do it. So I'm sorry to cut you off Leo, but I just wanted I didn't want to miss that. Oh, no, it was a great mental position to be in.


Unknown Speaker 3:20

Yeah, absolutely. And just a tiny bit about that, as I worked for corporate and I in it and technology for over 15 years. And I hit the ceiling for so many years. Within those 15 years. I was just trying to find something else to do. And I'm very, very fortunate and happy that I'm in real estate, I'm doing exactly what I want to do. I couldn't be happier. And so just going back on the markets I've so I've lived here in Orange County for just about 35 years now. And so I've known all the ins and outs of the entire county in Southern California in general. And so I'm very happy to be here. I would not choose to be anywhere else in the world. No, I would love to have a second home in Hawaii.


Tom Tezak 4:05

That sounds like a great idea. I happen to have a second home in Southern California. So I understand. Yeah. So Leo, let's use you were in 15 years in tech would you do in tech, I love to understand what people did before they got into real estate, what part of tech? I mean, it's a huge become a huge broad space. So what were you doing in tech?


Unknown Speaker 4:24

Yeah, thank you for that question that. So I started out working for a startup, and they were interactive agency. And for those who don't know what an interactive agency is, is basically a modern day full blown full service ad agency, as you think about is traditionally so traditional ad agencies do branding, do campaigns to print to TV to radio, and kind of layout that whole thing to cater to the clients of what their need. And we usually only work with companies our fortune 500 and above companies and so They always have large campaigns that are laid out three to five years ahead. So interactive agency would be same as that except we do everything digital. So while all the new stuff online, in the latter years of me being there, we had a full blown film production team that was doing video. Nowadays, it's become more and more prevalent, but we were doing it from from day one for those companies. And what I did was I worked in the trenches behind the scene, basically running the entire operation. And that includes in house support, client, technology, support, network and connectivity, communications, storage, like you name it, everything that


Tom Tezak 5:47

you have. So he so we brought with you into your real estate career, so much of the technology background that really is helpful for marketing and creating that digital pathway into consumers. And what what's the number one tool that you've taken away from that, that's helped you in your real estate business?


Unknown Speaker 6:07

Well, I just been in technology so long, and it's almost second nature to me now. And you know, technology continues to move, new software's come up all the time. But I am pretty, pretty adaptable, adaptable to any technology that comes up that I need to do as a tool to really do what I need to do to communicate. But then, is my business. I'm always focused on relationship first, and then use the use the technology as a tool to bridge any kind of


Unknown Speaker 6:43

gap and what needs to be done.


Tom Tezak 6:46

And the relationship, the technology is secondary, it all comes back down to relationship and that's what you took away is that technology is just a tool and I love that it says people say oh, I don't know how to do this. I don't know the technology. It's like eight It's a hammer, you take the hammer upon the nail, it's the same difference with Facebook, or Twitter or whatever it is. You just need to learn how to use it. And it's a tool. It's the relationship. While how powerful I mean so simple, but people get hung up on it, or don't know how to do technology. Not a big deal.


Unknown Speaker 7:18

Yeah, I love to share a quick story, if you will. I used to hire staff into work under me, and that they usually come in with in their early 20s or mid 20s or, you know, kind of a younger age and they are just like, technology whizzes. They can do anything. They can take apart computers, they can do this, they can do that. All the stuff was software, they can install the uninstaller. They can fix, they can do all this stuff. But the very first week, what I tell them first is that I know that you can do anything you want in technology. Okay, but I'll tell you, this is not a technology job. This is a people job because You can fix anything you want perfectly. Okay? If you don't manage people and if you can't satisfy that person, then to them nothing worked. Right? So I always say like, this is the people job, not a technology job. I know you can fix anything you want but unless you fix people, you can't get any anywhere with it.


Tom Tezak 8:25

So did you see that that the people that would progress through your company would be the people that had the the employees that had the people skills more than the technology? The if they're all in a technology they they had a struggle getting through the the ceilings, I guess you would say?


Unknown Speaker 8:41

Yeah, and and really that that is a lifelong lesson is is working with people on you know, being able to fulfill their needs, solve their problems, but then they have to walk away satisfied. You can't just fix everything if they're not satisfied like you did. You know, you have Somebody who, who asked you for for an apple and you hand them an orange, right? And they're like, Hey, what's the problem? How come you didn't fix my thing? How come you didn't give me what I wanted? Right? And I can give you more apples. And though I want an orange, right,


Tom Tezak 9:16

so it's true, but it's not the right through. Right.


Unknown Speaker 9:19

Right. Right. And that's the same with in, you know, relationship wise with real estate. You know, somebody want a certain thing you got to really hone down on what they're looking for. And if we can get down to the nitty gritties of what they want, you know, the basics of course, you need how many bedrooms in size and location, but there is a feeling there's an emotion attached to what they're looking for. We got to tap into that emotion and be able to feel it, feel it through with them along the way. And when we can hit that emotion, like there's just fireworks like everything. Oh, you know what,


Tom Tezak 9:53

Leo? That's so I mean, I didn't I what I'm really hearing is that we can have all The tools in real estate that shouldn't want, you can have CRMs. And you can have the Facebook pages, you can have all that stuff, which is all important. But it still comes down to being able to pick up the phone and call your client or see him in the street and ask the right question and give them the answer they want. That's what they want. They don't care if you're got a CRM, they don't care if you're savvy and in 3d tours, they just really want what they want. So I love that. So but let's talk about how are you connecting with those clients that are out there? What has been you? I know you we were talking earlier about Facebook groups. And before the show, we might have talked touched on a little bit earlier. So you've developed or evolved our Facebook group. Can you tell us a little bit about your group that you have and how you're making that work? to really connect the dots and create that trust with your clients?


Unknown Speaker 10:54

Yeah, so I had started out in the group, giving value Giving inspiration which I automatically wanted for myself. So one of the rule of thumb I have is that I, if I want something for myself, other people must want it too. So I wanted to be inspired when I get up in the morning. So I had inspirational, positive, thoughtful quotes that I want that I want in my life. And so I decided to share that with other people. And that's how the group was kind of born out of that. And so the fundamentals of that is really just give people inspiration. And then as we continue on, I wanted to add another piece, which is a community aspect of it. People want it to know what's going on in their community. They wanted to know what's being developed in the area, what our city council members are doing, and especially now in COVID, what's happening in COVID, what rules are coming down on a local level, not necessarily in the statewide level or a national level. Because it can be translation and things can get really lost. So we're really, really hyper focused on what's happening in our beach cities in Irvine in Newport Beach, in Laguna Beach, and how everything, everybody's handling everything. And then we take that community we go one level deeper, more personal with people. And whenever there's an opportunity to connect with them, say, Hey, how are you doing? I was just thinking of you, anything I can do for you. How's how's your home? Have you been thinking about refinancing because this is what's happening. So we kind of lead that conversation through from the bottom up, meaning from the people up and then real estate always comes up as a afterthought because everybody has to live somewhere. And so all that stuff, you know, eventually comes out so we don't really have to do any kind of selling, which is kind of looking for need, what kind of need you have, and I pride myself on building A large network of people, not just in real estate or in mortgages and lending, but also vendors of all kinds just so that I can, you know, refer them to my clients and be able to take care of them. Because when they know they care, they will, the business will always come back to you.


Tom Tezak 13:18

I love it when they know that when when they know you care that they're always going to come back. So I want to step back a little bit because you we talked about something earlier and you just grazed over it. The name of your group is the wisdom, the wisdom club, and it's on Facebook. And it started you were just talked a little bit about the inspiration but you said something a while back, and you how you started it and that was you will love photography, and you took your the inspirational quotes that you loved and you were putting them together and posting them and that's and you and you had a what tell us a little bit more in depth about that because I think it's when people say oh, how do I start a group or how do I find people and I think you did something so cool here that brought people to your space because It was appealing. So just share with us what you did.


Unknown Speaker 14:03

Yeah, I just want to encourage people to to identify something that they love in their personal life. Anything. So I had a agent that I that I'm with an our master of art, our small mastermind group, and her passion was gardening. And so I said, that's great, you should start a group about gardening. And so she did, she followed some some tips and instructions for me to help her start the group. And then her group is called a garden and good vibes. And so she invited all her friends and her friends invited their friends, because they all love gardening. So that's a really, really great way to start a group because then you have a commonality around the subject gardening and very easily you can see now very easily that gardening transitions in the real estate because without real estate, you have no God right? So it goes hand in hand. And so many people have so many so much passion that they do that somehow are related to real estate that they don't know about. And that really is a gateway to people's hearts and community and you can build a virtual community that way. And from that community, you can serve them, not only with their passion, but you can also serve them in real estate.


Tom Tezak 15:25

Leo, man, you have just inspired me. So I'm excited today I'm picking up in a little while I'm picking up my brand new old car, and I'm an old car fan. So I think I'm gonna start an old car club. I mean, there's plenty of them out there. But you know, I just love what you said, because most people who have an old car have a garage to put it in. So it's all about real estate. It all comes back doesn't it? Right. What a great idea. You know, you it's that let's not talk about real estate. Let's talk about things that you're passionate about. Because that will bring people in because they're passionate about it, not because you're trying to sell them and the selling and the real The state happens naturally out of that, because there's this commonality. What a great, great idea.


Unknown Speaker 16:05

Yeah, for most people, for most people, buying and selling real estate, unfortunately, is kind of a pain in the butt. You know, and it's not something that they wake up in the morning, say, like, I'm going to go out and write an offer. Like it's not, it's not a, it's not a thing that goes in their minds. And I've just been reminded lately because I am in the process of getting a new puppy. And I've been posting some pictures about the puppies on Instagram and Facebook, and I'm looking at all the amount of views and everything on on on it that that I am getting twice as many engagements, twice as many views or more on my puppies than I am on all the real estate and granted those real estate, photos and videos. Like I put high quality videos and stuff in there, and they get, you know, pretty good views but you know, damn, you needed a puppy. That's what that that's just that just highlights what I'm saying is like, that's what people want, like people want. And because of that you have a common thread to build rapport off of, and then you really don't have to do much selling real estate is Hey, I know you're a real estate agent. You know, we, we, our puppies are friends, you know, like, Hey, what's going on in real estate and they actually asked you, they reach out to you, they want to know what's going on, as a part of, you know, their lives because they're thinking about the future. They're thinking about upsizing downsizing, buying a second home as a after effect, but they have to know you to that to some degree, so you have to give him a gateway.


Tom Tezak 17:37

I love is the gateway to trust, right? It really is because they're gonna they're in especially today during COVID and everything else. It's so hard to connect with people, you know, in person and all those things. So that first step is that gateway to trust and it's now becoming digital and I love I mean, I have to tell you, when I was getting ready for the show, I was you know, scrolling through your page The one picture that I remember most was the picture of the dog and it was something like he's mischievious or something like that. So it's really powerful way as you connect with people on a level that is not I'm trying to sell you But hey, I love gardening or Hey, I love photography or I love old cars, and creates that that's that smooth, easy gateway in and I don't I'm not trying to say that you should be deceitful or you know, get excited about something that you're not truly excited about. But everybody has passions outside of real estate as realtors and you know if you live in a ski community it might be that your you love to ski or you ski a certain part of a mountain or whatever that is. There's so many opportunities out there for that.


Unknown Speaker 18:43

And I just want to say you know that when you when you lead with that in mind, you know, you attract those people that are similar to you that they love puppies and they love cars, they love gardening so you automatically build a lot of rapport and trust, because they're basically your tribe, that prior to you guys having, having that connection, they had no, they have no prior experience with you, you know, and so once they do, then you can build that relationship. And then as you continue on, you just continue to build this relationship. And of course, they're gonna, you know, use you as a real estate agent because they know you so well.


Tom Tezak 19:25

I love it, you know, and I think I want to touch on something and we're gonna switch gears a teeny bit here. But one of the other things you said was you're providing information about what's happening on a, on a local level, through your club, through your Facebook page through your group. And I have to say I started doing it a bot a month ago during COVID. And just telling people what's happening right here in Maui. And we have so many owners that live all over the country that I'm now getting this amazing input and I sort of throw the politicians under the bus a little bit so which is a little dangerous, so be careful. With that, but I do it with love and grace. And it's been so powerful that people are now reaching out and saying, well, I Thanks for letting me know what's happening in Maui. I'm not there. And I want to know. And so that's the same thing for all of our resort communities. You're there's a lot of owners that are somewhere else. And if you can connect with those owners, and share with them what's happening in where they own their second home, or where they want to buy their second home, there's a lot of value in that because you become their resource. And then you become their trusted resource, which is even more important. So sorry, I wanted to interject that, Leo, because you inspired me so much with that, that I think it's important for us to share how we take these opportunities, that the technology that tool and translate it into personality and to what it's what our business is really about. It's always been about and that's personality. So, if somebody wanted to jump on to the wisdom club, they would just search the wisdom club with Leo Chen on Facebook


Unknown Speaker 21:02

yeah with the if you search the wisdom club and you'll see the group it's called the wisdom club with Leo Chen so that that would be easier to find with my name on it, you know, okay, realize that because there's other I think there's other wisdom clubs too but there you can sound a little bit different so want to put the put the name out there


Tom Tezak 21:23

perfect. And for all of us, this is a great time for a sell but talk about it normally I put at the end but if you're also looking for if you're listening to this podcast and you're not in the resort, Second Home Agents group go there to become part of that community and that's resort and Second Home Agents from all around the world. Used to be from all around the country but we have such an international base in this in our resort club or community. It's really been growing and it's really cool. So definitely go on there join if it says Where did you hear about it say put on heard from the podcast. So Leo, I'm going to again, change gears. We've been talking a lot about Facebook. Are you doing anything else besides Facebook in the technology world like Twitter or LinkedIn or Instagram?


Unknown Speaker 22:09

Well, I have this philosophy of growing out of so I started with Facebook, and then started getting heavily into Instagram. And regarding the growing a lot of followers there, I think over the last four months, we went from about 2000 followers to, I think we're right about 7400 right now. So we really, really, I'm really focused on trying to reach out to as many people as possible on Instagram. And that's continued to grow with we're starting to put that a little bit more on autopilot in a way that we can continue to know what what to provide for them on Instagram. And then after that, we I am working more and more on LinkedIn and to some degree Tech Talk. So those are really the four main platforms that I am going after as far as social media is concerned, Facebook for groups Instagram for, for for more engagement and followers and then we can go more into the business side of things which your show here is more geared toward you know, with agents and things on LinkedIn. So I'm trying to connect to as many agents, people in the industry as much as possible and on LinkedIn on a professional level. And, and then Tick tock, you know, I think my puppies afraid, just by puppies probably going to be the star of that show there.


Tom Tezak 23:35

You know, and I have not, it's, my daughter said, Daddy, she said don't go to tik tok unless you're really good and you got a plan and said, Okay, I won't go.


Unknown Speaker 23:45

Yeah,


Tom Tezak 23:46

and my daughter is 20 years old. She still calls me actually she calls me papa. But anyway, so I want to go back to Instagram because I heard you say something you went from 2000 followers to 7000 And followers, which is a great jump, what do you do to get there?


Unknown Speaker 24:03

Well, it's really about networking with other people who are influencers and getting connected with them and kind of cross pollinate followers with them. They may not be in the same profession, they may not be in the same space, per se. But I view everybody as a potential client, just because I know that I have a lot of value to give them. And at some point, they need to list they need to live somewhere all the time. And one thing that I always think of when I'm going about that for everybody who enters kind of my network of space, is that if you are everybody starts out, everybody starts out living with their parents, right? Right, everybody, right? And then when they kind of move out on their own, they have to rent so they become renters. So they go from their parents home to being renters, from renters, they become potential buyers. And then from potential buyers, they become potential sellers. So there is this progression that all of us go through, right? from, from living with our parents to be on our own in a renter, we get a good job, we can marry, we purchase our first home, and then maybe we want to upsize as our home kit as our family gets bigger. And so then they're become they become sellers and buyers. And so


Tom Tezak 25:32

they also become buyers of second homes in the process somewhere.


Unknown Speaker 25:35

Exactly. And then they want to invest as well, you know, second homes as well as investments to build their real estate portfolio at the same time. So I always look at that whole progression. And I when I meet somebody, I want to know where they are in that progression and how can I serve them in the position that they're in at that time. So I have a client she just bought her first home. We've been working together for about a year, and she finally pulled the trigger and bought the home, we got them closed and everything and she's a single mom of one daughter and the daughter just graduated and just got her master's degree and is looking for a job and right away as soon as they purchased their first home right away, she was telling her daughter like, Hey, now we have to work on you next. And so he's really carrying on that legacy of being a home owner and building wealth and building equity through through real estate and have a safe and, and stable a secure place within to live in. And as her daughter grows up, she's carrying that torch forward. And so I love that story because I was able to take them from literally nearly knowing nothing knowing that I don't want to pay rent anymore. I need to purchase a home to purchasing the home and then to cute to pass that on to their daughter and I am sending them books on you know how to manage money to save money and also to To know how to really plan out when she can buy a home next.


Tom Tezak 27:04

And I love that I love what you said just at the beginning of that story is is I try to understand where they're at in the process so that I can provide the proper value or the right amount of the right information for them to help them through. It's not like, if somebody's never bought a house, you really can't talk to them about buying a second home. They're not there. It's like, how could you talk to me about buying a second home when I haven't even bought my first house yet? But So I love that understanding where they're at speak to them at that space. That's a great, that's a great tip. Leo, I just want to tell you that you've been so much it's so much great wisdom that you brought to our show. Sorry for a few technical difficulties there but I think we worked through it and just want to tell everyone how did they find Leo what markets you serve? If so, somebody's got a referral for you. How did they track you down?


Unknown Speaker 27:52

So I primarily work all of South Orange County here in the Southern California area, but I always Tell people I will I will go wherever my client needs to be, needs me to go. And so I've been recently I've been driving up to Beverly Hills to help one of my buyer, luxury buyer clients, they want to buy about a two, two and a half million dollar condo up there. And so it's an hour drive, and I'm happy to do it. They're lovely people and they don't live here in Southern California, they're out of the country. And so we're doing a lot of virtual things. So I'm helping those people as well. And my other client that was a first time homebuyer they bought in San Diego, which I'm happy to provide as well. So really where the needs are is where I will fulfill but the luxury market is kind of my jam, because, you know, people who have their dream home by the beach, and also people have second and third homes by the beach that they come, you know, during the summer during the spring and whatnot to their families. Those are those just, you know, make money. Hearts sing because I love delivering, you know, those gorgeous homes to people because it really is a dream come true.


Tom Tezak 29:08

Yes. And so how did they find you though? What's your phone number your email? How would you like to get connected with you?


Unknown Speaker 29:13

So first the easiest way you can you can find me on my website Leo Chen re calm. You can always find me on Facebook if you want to keep up with all the things that I'm doing@facebook.com slash Leo Chen r e. My email address very easy Leo at Leo Chen ri.com. My number is 94933848 to seven. Text me anytime I'm happy to help


Tom Tezak 29:42

and where do they see pictures of the puppy yet? Because that's what everybody really wants. If you


Unknown Speaker 29:47

really love pictures, I usually come on you scan the Instagram instagram.com slash Leo Chenery.


Tom Tezak 29:54

I love it. Everything is easy Leo chin, Leo chin Ari. All right. Lia, thank you so much. And I just want to say we sure appreciate everybody listening. And remember, we are not just selling real estate, we are Selling the Dream, please join us on our website. Second Home agents.com. Join us on our Facebook page, resort Second Home Agents. And if you have any, any, if you like what we're doing here, please leave us reviews on whatever platform you're following us on whether it's YouTube. iTunes, wherever that is whatever podcast platform we sure would love your input. And let us know what what you think. So we appreciate that everybody have an amazing day. Leo, thank you so much for being part of our show.


Unknown Speaker 30:37

Thank you so much, Tom. My pleasure.


Tom Tezak 30:45

Hey, everybody, I'm so happy that you're with us today. And I just want to encourage you to please, there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. whatever platform you listen on, please go In and leave us review, give us a rate us, give us whatever many stars that you think are appropriate. Send me an email. I love getting emails from from you with any questions you might have that I can address or feel free to call me. I'm so available 882802055. And the other things I'd love for you to do is join our network group in Facebook resort and Second Home Agents. It's only for real estate agents or industry influencers and I would we've got a great group going on lots of activity. And lastly, go to Second Home agents.com become a member join us on that site. We put all of our information on that site, and we're creating a network for agents to share and help other agents out as well as do referrals. So for Selling the Dream. Please help us out, be part of the party and join with us

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