Ep. 205: Erin Evans Shares How Your Buyers Can Use a VA Loan in a Resort Market

Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

What is your primary market?

If you’re listening to this podcast, there’s a high chance that you are working in the secondary home market, or helping people find the home of their dreams.

But what happens when a pandemic like COVID hits, and some resorts are completely stalled, and no one is traveling to these areas and buying homes?

This week, I’m talking to one of my fellow real estate agents here in Hawaii, Erin Evans. She works in the Oahu market, and roughly 80% of her business comes from military home buyers.

These people may only be in the area for a short time, and they may not be looking to buy the home of their dreams. But they have a powerful tool that makes them a strong buying candidate, and she’s here to tell us all about it!

If you’re thinking of ways to connect with a new market and build a strong nation-wide referral network, 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 Erin and her business.

• Tom and Erin talk about how they met, and how they use referrals in their business to bring in new leads.

• Almost 80% of Erin’s clients are military: this means that she ultimately gains connections everywhere, and her clients are always looking for a trusted agent for a referral!

• Be your own advocate: own the space in other realtor’s minds! When they think of your market, you want them to automatically think of you!

• Social media is a great place to build relationships - you can find so many networking groups.

• Always be ready to help other agents that you meet, it will pay off.

• Erin shares how the VA loan works, and how her clients are using VA loans to purchase homes.

• Always be on the lookout for opportunities to help people get the best value whenever possible. Understanding the options and limitations can open doors for your clients to buy their dream home.

• Tom and Erin talk about the state of the market during COVID, and how that’s impacting business.

• Don’t just build a resort market: build a residential market.

• Erin talks about tools she uses for distance connections, including Marco Polo.

• Tom and Erin discuss the DiSC personality tool, and how their tendencies have changed over time.

• Tools such as the DiSC test help you understand your clients, so you can perfectly market to them and their specific tendencies.

• 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!

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Connect with our panelists:

• Anne Eliason

• Dennis Hanlon

• Angela Zampino

Connect with me (Tom):

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• EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

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

See you next time!

TRANSCRIPT:

Unknown Speaker 0:00

Hey everybody, Tom Tezak with Selling the Dream Today we're going to talk about how your buyers can move to your market area in the resort districts using a VA loan. 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 info pack interview with an industry rock shop. My mission is to bring you the 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.

Unknown Speaker 0:38

Hey out there to our live audience. Tom Tezak here with Selling the Dream podcast and today I have Erin Evans from Honolulu on the show with us

Unknown Speaker 0:49

are Oahu actually her offices in in Honolulu, so it's a little different. But Erin, welcome to the show. Thank you so much. What can you share with us about life in in a Oahu

Unknown Speaker 1:00

Well, thanks for having me, Tom. Great to see you. And life in Hawaii. I mean, I don't know you're on now you sent me. I think it looks pretty good over here, isn't it? The weather's always beautiful and can't complain. I love it. So and let's, let's, you know, we both have been in this business a long time. We're both broker owners. So we have some similar kind of experiences. You were on a century 21 office, I run a windemere office. So friendly competition in that regards. And we've gotten to know each other through networking throughout the world, and referrals and just so much opportunity exists in the networking world. Especially for realtors. Yeah. And you know, you know, one of the reasons I spoke to you this morning, I called them just said, Hey, Erin, thanks so much for letting Shawna know on your Facebook group for military real estate agents that I was an agent to us in Maui. And we put her clients under contract today or yesterday, huh?

Unknown Speaker 2:02

Thank you. And but what I, you know, I think the value in that is I met Erin through a networking through Tom Ferry coaching, got to know her. And then she was on Facebook and said saw somebody say, Hey, I'm looking for an agent in and Erin said you need to reach out to Tom. And then she reached out to me. And we connected and I got that referral now it was a year ago. And that's the way sometimes that happens. But I just so much appreciate that. And I think, you know, let's talk about that referral opportunities that you create and how you do that, Erin, and the value in that for your business.

Unknown Speaker 2:42

Yeah, absolutely. Tom. So I mean, I feel like we Facebook is a great way to really connect with a lot of realtors and people worldwide and we're actually starting to see a lot more popularity with them as well because as you know, different groups and like you mentioned there's a little meat Mark

Unknown Speaker 3:00

And mine for example is military so with over 80% of our clients will be military when it pops up you know we have our pocket full of people that are go to in different areas so I specifically if you're looking outside of military bases, which of course they didn't particularly have in Maui however being on this you know, you're my go to in Maui like Tom's the best I've got to give a shout out Tom feedback, you have to go with him. He's amazing, right?

Unknown Speaker 3:25

So when you have your people, you're welcome. Of course you can eat no and you keep those people in your database. And afterwards, I always like to do a follow up to say okay, like if we have somebody going out to Virginia, for example, we have our go to in Virginia, and follow up that they have a great experience. You know, there's something you promote, and like you said, being a broker owner, this is something internally within your office as well that you can share with your agents because they may be in the same position. And if you have somebody reputable, ethical, that you know provides a great service.

Unknown Speaker 3:58

Keep them close.

Unknown Speaker 4:00

And you know, and I think that it's important, it's, you know, sometimes we just think about, I have a buyer or seller and I want to refer them to an agent. And agents only think about that connection, but the fact that you're a third party, third person outside of this relationship, and you connected me to another agent, and you don't really get anything out of this, I mean, there's there's no referral fee, there's nothing like that. You get great appreciation for me. But what you do get that's the underlying thing is is now I know whenever somebody says, Hey, I want a Oahu I'm reaching out to Erin because Erin's Thinking about me and connected me with other agents. And that's the way I think our agents out there in these resort communities actually all over the world. When you're out there networking you need, it's so important. I've said this before you need to own the space in the other realtors mind, for your market area, whatever that is, whether it's a Oahu or a Maui, or Dallas, Texas or Vail and I think that's the important part so that the agents can

Unknown Speaker 5:00

Be Your advocates to other agents and and in the last year,

Unknown Speaker 5:04

I think there's been seven realtors that referred other realtors to call me because of that networking that we do and all that the time we put into that. So as agents that are listening to this, spend some time I know it's really hard right now to be out networking, we're still in the midst of COVID I think I've been saying that for way too long.

Unknown Speaker 5:27

But spend some time figuring out how to be part of that world go on Facebook, especially now join some groups debt that are real estate driven. There's some great groups out there that

Unknown Speaker 5:40

connect a lot of agents. Just search on YouTube on

Unknown Speaker 5:46

Facebook and you'll find stuff for realtor groups.

Unknown Speaker 5:49

Man, it's a great place or and then we we started our major networking through the through the coaching organization. So there's a lot of places that you can do it and the other places through your event.

Unknown Speaker 6:00

You're affiliated with a brand new century 21 Windermere, they all have networks as well. So just explore those and be part of the party. Don't Don't just be the Voyager that's looking in. If somebody asks a question, comment if somebody needs help help, if somebody you know, just it's so that's what's so important. I'm sort of soapbox in here. Erin, what are your thoughts?

Unknown Speaker 6:21

Well, my thoughts you know, just to piggyback on that, because like you said it came from a third party and there's really nothing in it for me besides you know, I want you to take great care of them because for us, it's very much this is still a relational business. This is not just transactional, next, next I the people that I put my name and my referral attachment to, they have to be quality and they have to be taken care of those those customers. You never want them to feel like another number. You want them to have a really great customer experience so that they remember you and they're referring you and saying tell him the best comes about you know you have to use him because it these are let's be honest, you can

Unknown Speaker 7:00

some pretty big purchases that people are making, you know, and you want to make sure that everybody's in the best hand, like I said, you always want to stamp your name to something of value. It doesn't want to be Next, Next Next, I'm all about the transaction, the relation, the relation that's involved with it. I love that. I love what you just said, you don't want to be that next, next next because people I think people read through that in a heartbeat. They know that you're just sort of, you know, putting them through the system and on to the next one and and our clients are pretty sharp, they get that they feel that we just don't want to have them feeling that way. So great point. What exactly and I mean, a lot of the clients you're dealing with this isn't necessarily their primary residence because it is their second home. This isn't their first go around. You're right. They'll read right through that. It's Yeah, it's exactly true. So just freedom freedom, like you care about him because you should. Absolutely. So we were again so you do mostly in military business, which is a completely different animal. You do some of your businesses and resorts secondary market business.

Unknown Speaker 8:00

How does how does your military business? How does? How is that different? I'm curious about this because I have never worked in the military market and you're in a military market that's also a resort market. So you've got this dramatically different clientele base correct. So what's the military market? How's that work? And how do you utilize those skills in through your out your whole business?

Unknown Speaker 8:24

I mean, ultimately, I'm going to share with you about 80% of our clients are still military and the other 20 is more second home investment properties resort whatnot. So primarily when military coming in it doesn't have to be their their primary residence. So they do have to live in it, at least a minimum for the first year at that point, you know, if they choose to ever have the capability to purchase another and turn that into investment properties, you know, that's a minimum one year timeframe for them to use a VA loan, correct? Correct. Yeah, now they can

Unknown Speaker 8:57

do most of your V military buyers

Unknown Speaker 9:00

VA loans. Yes, yeah, absolutely. And even right now, the interest rates are even even slightly better than conventional. So if you have the option, even with money down, you have the option to use conventional and put 20% down or use your VA. And you can still, of course, put money down, you may not want put the full 20%. But they don't have to pay a VA funding, or they have to pay VA funding fee, they don't have to pay the PMI, there's no private mortgage insurance with a VA loan.

Unknown Speaker 9:28

So that's huge. You don't have to put down the 20%. So even up until January this year, the VA loan limit was $726,000. Actually 726 and $50 is kind of an odd number. But as of January of this year, they finally lifted it so every year that number would shift just a little bit. So just for simplicity sake with the math, let's just say a property costs $826,000. So your loan limits or your VA loan limits 726 you end up purchasing at 826 at 100,000.

Unknown Speaker 10:00

Knowledge difference, you come up with 25% of the difference, which is $25,000. So VA buyers had the capability to buy a home for $826,000 with only $25,000 down, which is significant than your 20% over 160,000 plus dollars for a conventional loan. So, you know, really great feature for them. But then just as of this year in January, they lifted that loan limit. So now that we don't have those restrictions, it's going to be based off of your debt to income ratios. And it's going to be based off of your credit scores, and whatnot. So they're in a new playing field where we're actually able to buy higher end homes and even look into that luxury market more as a result. So fantastic news. That's great. So they don't have to qualify, they have to qualify, they just there's no restrictions which that makes a world of difference. And so are you getting a lot of military buyers that can afford a million plus dollar home? Are they higher end

Unknown Speaker 11:00

Military or I guess they have to be right. Yeah, yeah. Well, what I'm seeing is,

Unknown Speaker 11:06

you know, I would say a little, little bit older, maybe more experienced or have, you know, they've sold their home on the mainland, let's just say they've started when they were in the early, early 20s or mid 20s and started building their wealth that way using their VA loan. And, you know, they come out here and they have a down payment, and they just kind of keep rolling that money into every time they sell it their next duty station, for example. So I'm finding a lot of dual military or higher enlisted or

Unknown Speaker 11:35

maybe your spouse has another job if they're not doing military but yeah, the affordability there as long as like I said, their credit scores and their finances are are squared away, they're good. So which is great for people might be listening to this thing home, why are we talking about VA loans and the resort market show but the reality of it is a lot of our buyers, our VA have B VA benefits and if they're coming into our markets, and they're saying hey,

Unknown Speaker 12:00

Especially today with the world changing and people COVID freaking out. And they're saying I'm leaving wherever I'm at. And I want to move to my favorite resort district, ask them if they're VA qualified, because there could be an opportunity for them to be buying their primary residence in their in your resort district with a VA loan, and you'll be doing them a solid because they might be 50 or 60. And don't even think about that anymore, that they were in the military for two years or four years when they were young, that that would be an option for him. And so that you really should be exploring those possibilities, because you may, you know, it's the loans or if the rates are cheaper, and the there's no PMI and they can get into something for not a lot of money. I think that's a great opportunity that we may be missing. I know I have met a VA loan officer a couple years ago and helped me to understand it as we started helping more VA buyers over here in Maui. So it definitely is worth looking at. And it's good knowledge to have that now. There's no limits.

Unknown Speaker 13:00

So, I love that. And is that across the country? Or is it just in Hawaii? across the country? Yeah, so every state in the past that used to be based off of they had different limitation. So say for example, what was affordable and

Unknown Speaker 13:15

Virginia or you know, California or Hawaii, every market was different. It was based off of your your bH, which is your housing allowance. And it would go by rank as well. Got it. So now it's a whole new world, which I love it. Yeah. Cool. So over in a Oahu right now, and in Maui, we're experiencing some weirdness. Let's talk about the resort market a little bit weirdnesses may be an understatement. So we're under quarantine. And I think something that

Unknown Speaker 13:45

has been interesting is that our vacation or resort buyers are not showing up.

Unknown Speaker 13:52

And

Unknown Speaker 13:54

we that was a big part of my business Lester part of Erin's business, but what are you doing or what do you

Unknown Speaker 14:00

Realizing and all of this that's you're saying Okay, I need to step back and reevaluate where I was getting my resort business and what I'm doing with that time and energy now with with your, with your

Unknown Speaker 14:13

the way you're marketing to clients and the clients that you're working with. Yeah well that's what I'm seeing right now. So even here in a Oahu is very you have two different worlds because if you're out here on the west side, like ever beach khopoli, etc, where it's very much residential single family home Of course there are townhomes and condos but where we are more likely to have or be a buyers it is a seller's market, complete bidding war. A lot like the rest of the us right now in the past month, it has done a complete 180 and it is it shifted so dramatically homes that were sitting on the market for 234 weeks, you know, and let's just say an average price point, perhaps you know, 606 50 all the way up to almost 900 so 850 plus multiple offers.

Unknown Speaker 15:00

10 1520 offers over asking price appraisal clauses, escalation clauses and buyers are getting very creative with their financing. So you heavily heavily competing in those areas. Whereas I'm seeing like Waikiki condos, for example, are now taking a lot longer to sell. So that second home market that we were seeing down in Waikiki, where you have this great walking distance down to the beaches and the shops and the resorts, which I'm sure you may be feeling a little bit Maui as well, is different. Our I think our tourism is down, I want to say like, 98% like, it's significant. And it's, you know, it's really, it's tough on the economy, and it's tough. So now we're looking not so much as the investment properties that people want to rent out short term, but they're gonna have to put long term tenants in there because of the vacancy rate.

Unknown Speaker 15:52

And you know, and that's the thing too, is and what I was where we were talking Erin and I were chatting earlier is, you know, we have these markets that we build if

Unknown Speaker 16:00

We don't have a secondary resource or a secondary part of that market as Second Home Agents. You know, some are I know there's a bunch of second home market areas that are just exploding right now. And they can't, they can't get inventory, they can't find enough. But this kind of stuff happens. You know, there's events in the world that changed the dynamics. So my whole goal and what I, you know, inspired by Erin is, make sure you're building the other side of that market. If you've got a resort second home market, be sure that you're taking care of the bartenders, and the valets and the and the

Unknown Speaker 16:31

hotel managers, because there's a market there that continues to move forward. in Maui vets our world right now. We are killing it with the residential, and any agents that were out actively in the market are still really busy right now. If there were agents that were solely in the resort, part of the market, they're dying. So one of the things that I always encourage our agents in my company is don't just build a resort market, build the residential market. We almost

Unknown Speaker 17:00

Every resort area has a traditional market within it. And those are the opportunities and those are the moments that keep people alive in the downturns. And this is a perfect example of why you should be working on that and have a farm specifically identified to your traditional residential market that are the service side of the, of the community that you're in. So I think that's so important. Do absolutely for sure. You have to you have to balance it out. And I'm finding that you have to almost your marketing efforts in regard to those second home markets are really going to have to be ramped up and you're gonna have to get creative. And,

Unknown Speaker 17:40

you know, the nice thing is we have, you know, companies that we can affiliate with that we can advertise globally where there are some companies that don't necessarily have that so they're going to have to get creative and how do I market these to overseas China, Japan, Korea, and those particular buyers that still may be looking or

Unknown Speaker 18:00

I don't know about you, but I've been getting more calls from people in New York lately that are just looking to get out of New York. They're tired of COVID Yeah, it's like, they're just getting beat up over there. And they're like, I want to be so far away from here like, I don't know, we can't get much further than why but, you know, they're, they're looking for their second home. So I've been trying to get a few more of those calls lately as well. You know, hopefully it comes back sooner than we hope. Yeah, and I think we're doing more with the sight unseen and the virtual tours and the virtual showings yesterday I was bouncing from condo to condo and and different houses, showing properties virtually and getting comfortable with that knowing you know, it's, it's also interesting, knowing the different tools that are available and finding out before you walk into a property. Oh, crud, this one's not gonna work. Like FaceTime is great. If you have an iPhone and your client has an iPhone. If you don't, then you know you need to zoom with I've been using zoom and it works out

Unknown Speaker 19:00

I think better than FaceTime. Because you have it just, you just have a little bit more flexibility with it. It seemed like for me, and it seems like it needed less bandwidth. So just tools to use we checked another one. And then Marco Polo is another one that it's like a video walkie talkie. So it's another way that I didn't know about Marco Polo. Okay, I recently had a client that on Instagram, their Instagram, their like their they added me on because we weren't friends on Instagram at that point. And we just went live from there. And it seemed to work really well. So that was me. I never thought about that. But yeah, the Marco Polo is like a video walkie talkie. So it really uses way less bandwidth. So if you sign up for Marco Polo, and you're out there listening, find me and just friend me on that. And it's a it's it's like when you're a kid, you had a walkie talkie, it's like, hey, Erin, this is Tom, how you doing? And you'd let go and then and then it's but it's video. So I will I could walk through a property in that and then I'd let go

Unknown Speaker 20:00

And they can be watching it. But they can't respond until you stop and then they'll send you a video message back. It's really fun. Oh, very cool. So, Marco.

Unknown Speaker 20:12

Polo, you got it.

Unknown Speaker 20:16

So, yeah, it's it's so fascinating being on two different islands and having them be such dramatically different places. A lot of times people say, Oh, it's just Hawaii. It's like, No, we've got a lot of different things going on. How long have you been selling real estate in water? 11 years. 11 years

Unknown Speaker 20:35

flew by. I don't know how we're getting older Tom. Not Me. Me.

Unknown Speaker 20:42

So, Erin, I wanted to talk about something else. This is something I've been trying to bring up into most of my shows because I think it's fascinating and I think a lot of people I always assumed a lot of people knew about it.

Unknown Speaker 20:52

And I just did a Tuesday Tip on it. And that's the disc test, understanding disc personality testing and

Unknown Speaker 21:00

You were just saying people think I'm this and people think I'm that so what is your disc profile? I just profile So interestingly enough like I shared with you read like oh you're you're a D for sure I'm like I'm actually not I am a high I

Unknown Speaker 21:17

with slight S and shades of D and zero c like zero no analytics no data no

Unknown Speaker 21:26

more the marketing the big picture I guess because I'm very much the customer centric provide the experience type of mentality you know i'm not i guess because I'm not aggressive enough to really like push, push, push. I'm more of a educator. God no I love it. So share share with me what are you? I am well, so it's interesting 15 years ago or 1012 years ago when I took it and I was just an agent working for a company. I was a Hi, Heidi, and virtually no SRC

Unknown Speaker 22:01

And then when I changed over became the owner of a company, I took it again because somebody says you should retest because very often, your working role and your position will change the way you test. And I thought, that's interesting. So I took it again, and I went from a high i, d to a high D. I, and what when I analyzed it, when I talked to people, they said, you now have taken on the role of making more decisions. You're, you're responsible for that. And so, because of that, you've sort of simulated over more to the D side. And I found that that was really true. I didn't there was I make a lot more decisions based on a lot of other things than I used to have that I had to before. So if you if you're a fan of the disc profile, I would recommend take it again because it is fascinating to see the results.

Unknown Speaker 22:53

And the other thing I was just mentoring a young gentleman the other day and I said he's 20

Unknown Speaker 23:00

All I said you should take the disc profile so that you know how, where you're at, and it will help you to understand

Unknown Speaker 23:08

how to connect with people besides just work and clients, but, you know, spouses, partners,

Unknown Speaker 23:17

school teachers, you know, because when you understand where what the disc profile is just in sales and where it helps me to work with a client, and I'll share with you what I did with a client yesterday.

Unknown Speaker 23:28

You and it's not that you're trying to be I think covert. You're just trying to be able to talk on their level.

Unknown Speaker 23:36

And so yeah, yeah, I didn't have to adapt to them.

Unknown Speaker 23:41

And then you create the trust, right? Yes. When they they know that you understand them and hear them. And if if you only hear from your, from your lens or your your, the way you see the world, you're nowhere near as effective as you can understand what they want.

Unknown Speaker 23:56

But yesterday I was talking to some clients and they're looking

Unknown Speaker 24:00

At a pretty substantial purchase. And they're looking at doing it sight unseen. And they're both really analytical. And so I sent them 50 listings 50 sold listings from the past, because I knew they were analytical. And they asked me for some data, it's like, oh, man, you can never give an analytical enough data. And they came back to me yesterday and said, Well, we've analyzed all these and we threw out these and we did that. And, and it was when I was listening to him, it was like, Nah, I just, I really couldn't hear him because he was just processing through all of this, I let him process and he said, What do you think I said, I think that you can't quantify a view.

Unknown Speaker 24:39

You there's no way that you can put a value on a view this is a legacy property and it's so important for for you to go through this process, but I will tell you, the sellers in our market are going to sell when they get the amount of money they want, regardless of what your numbers say.

Unknown Speaker 24:56

I said so if you want to buy a piece of resort, luxury drink

Unknown Speaker 25:00

property, sometimes you just have to get over the analytics of it. And they both just chuckled and they said, yeah, we both are really analytical. That's the way we see it. totally understand. But if you want this dream property, you've got to give some of that up. And you know that we worked through it. And it was really amazing. But I would have never been able to have the confidence to say that to them, if I didn't understand where they were at. And I also find that when you tell when you say to an analytical, you're really analytical, aren't you? And they'll just say, yeah,

Unknown Speaker 25:35

yeah.

Unknown Speaker 25:38

And I'll just say, Look, I'm not, but I understand him that is really important to you. So let me give you all you want. Just tell me what you need. And I find that this really helped me a lot to get to the finish line with those analytical buyers. Because if you try to pretend to be that way, again, you can't connect with them. But if you just tell them the truth, if they're super, especially the super analytical ones, I think

Unknown Speaker 26:00

That they know it. And when you just confront them and say you're really analytical or Yeah, yeah, it's like okay, to do this this way. So, so what do you do

Unknown Speaker 26:11

about this test? Right, that's the great thing about the disc test, especially if you have two that are very different after meeting them. Like let's just say maybe perhaps the husband's analytical one and the wife is more you can tell she's already an INFJ. That's very good. You're going to tailor all your your marketing and how you present things to them. Because one's going to want the graphs and charts the data and analytics where that one is going to be I want the pretty pictures. I want to Wow, I want to feel it, you know. So that's the great thing about the disc test and starting to analyze the people you know, because they always say, whoever you're encountering with you want to speed up to match their pace or you're going to slow down and that's how you're going to connect with them and it's very much the same with the disc testing once you identify what they are. So what are you doing and when you're identiv how are you identifying somebody on the when you're Are you are you consciously saying

Unknown Speaker 27:00

Oh, there and I, oh, they're a C or an S? or How are you? Do you have a process for that?

Unknown Speaker 27:06

I think once you just start identifying, like when they say like, I feel a certain way, or you know, but but data shows this or the numbers show that you can you can identify with them or, you know, more of the emotion part. That's where you're gonna go for the eyes and the acids. And somebody's like, just tell me what to do. Or just give me the Give me the point the bullet points and that's, that's the D that driver so yeah, well, for example, like even some of like when you're in the listing presentation you're trying to explain Okay, well, we have these electronic lock boxes that we put on, you have somebody that's an ion so we're putting electronic electronic lock boxes on for your, your safety and we're ensuring we know who's in the property at all times and what time they've been there and whatnot. Whereas when you see the DS in the, the C's, this is for speed and efficiency, we put them on not just for your safety, but so that you can they can call we can set up showings and get

Unknown Speaker 28:00

In and out, yeah. So it's how you word it to where you can tailor your business to it. I love that you know that you're identifying those things. And I think if you're doing a listing presentation in print, you need to, you know, if you've got multiple top urba a point you're trying to cover with what you just said, you want to speak to the analytical, you want to speak to all four of those personality styles in your presentation so that it's not like all bullet points. And it's not like all touchy feely crap, because you're gonna lose somebody, but if you can connect them occasionally throughout the process, I think it's really important. That's a great tip. Thank you. So Erin, if people are looking to buy some real estate in Oahu or they need help with a luxury property, a resort property or anything on the on the island, you cover the whole island, right? We cover the whole island and I say we because I mean, we have agents all over the island. We have exceptional agents and you know, some really identify with other markets more than others.

Unknown Speaker 29:00

And we have our experts wherever you need answers we are you have questions, we have answers. Perfect. How do they get ahold of you?

Unknown Speaker 29:09

They can call me on my cell phones 808-292-5722 or I don't know I guess if he knows easier as well. Would you like my email address? Let's give it up. All right, Erin e ri n at sea to one as in century 21 b two, one island. home.com. Perfect. Thank you, Erin. And if anybody's got any referrals going out to Oahu, by all means give Erin a call center several folks and she just does an amazing job with customer service and customer care, which is our number one concern always we want our clients in the care of if anybody is out there listening for the first time if you would just be so kind as to review our show. If you're listening for the 10th time and you haven't reviewed our show, I would appreciate that. It means so much when we get reviews on whatever

Unknown Speaker 30:00

Channel you're listening on, iTunes tends to be the most popular, or on YouTube as well. So please, that means it really helps us out with our ratings and our exposure to get those reviews. Also, if you're on Facebook,

Unknown Speaker 30:15

go to Facebook search resort and Second Home Agents. We've got a group for a resort Second Home Agents on there, I'd love to have you join us on that group. We are growing rapidly. Also, if you are a resort, Second Home Agents go to our website resort. Second Home Agents calm Again, that's Second Home agents.com, two nd home agents and sign up there, create your district and be part of that group. As we start to build that site out. We sure appreciate it. And thank you so much for joining us today on Selling the Dream. And we hope to see you in Maui someday or in a Oahu Mm hmm. Well, thanks, Tom. I appreciate it. And you know, as soon as I hang up, I'm going to do my disc test again because I haven't done it about four years.

Unknown Speaker 31:00

But since we opened the brokerage about two and a half years ago, I know I guarantee some things have changed. So I'm going to text you later with my results and be like

Unknown Speaker 31:09

I'm still the same.

Unknown Speaker 31:12

Everybody out there who says this is what I am if you had life changing, the other things that will change discussed, we're going back into the show here. having kids Yeah, kids eating you because it changes your perspective. You know, and, and I think they say take your disc test as if you're at work or at home. There's two different kinds of personalities that exist as well in your disc. So knowing the difference in that I just find it to be such a fat fat. Yeah, fantastic tool. The other thing I've been hearing a lot about lately is the enneagram. And I haven't done that yet.

Unknown Speaker 31:47

But so that's the next thing. I'm that I'm going to take a look at. So anyway, I have an agent in my office that she's a coach for it either keep up with her because she's been reading every gram yeah for enneagram since she did a session

Unknown Speaker 32:00

With our agents in our office, so it's interesting how you can relate it back to your business. So she her contact info. Yeah, that would be great.

Unknown Speaker 32:08

So everybody out there again, thanks for keeping insane with us on Selling the Dream. We sure appreciate you joining us and we'll talk to you next week. Take care. Oh Ha, lo hi Erin.