Are you true to yourself in your business?

I’m talking about more than just ethics and values - I’m talking about digging deep into the things that you love, and making sure that is part of you and everything you do.

It’s easy to get caught up in the job of selling the dream. Since we’re working our own business, we don’t always have someone telling us to punch the clock or go home.

But when you’re true to your passions and what you enjoy doing, it just may impact everything about your business.

When I sat down with Mike Guzzardo to record an episode of this podcast, that was the biggest thing that stood out. In fact, it’s one of the things that made us connect: our shared love of boats and the water.

Mike and his wife, Jules, work together in Discovery Bay, California. They’re water people, and have gained a reputation of being water people in their community. They know boats, they know real estate on the water, and with just a few questions, can matchmake any potential clients with the perfect home.

Because they know boats, and boat people, they can do that. Mike and Jules have stayed true to their passions, and the community knows it, and trusts their expertise. In fact, now 60% of their business is through referrals.

I can’t wait for you to hear Mike’s insights and what he’s learned over the years.

Before we dive in: have you created 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:

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  Tom introduces Mike and his business.

  
  
  
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  The thing that has worked for Mike for 20 years (and still works today) is being true to himself and not trying to be something they’re not.

  
  
  
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  Mike and Jules are water people through and through: they’ve gained a reputation in their community, especially for any events that involve water.

  
  
  
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  Being true to their passions was a key to work/life balance, but it also meant that their fun activities helped them network with even more people (but they had no idea it would, and had never planned it to go that way). Their business is approximately 60% referral based!

  
  
  
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  Mike is a proponent of protecting the environment, which has made many people want to work with him because they appreciate his ethics and values.

  
  
  
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  Working as a husband and wife team takes a lot of work: they had to work 4-5 years before they really hit their stride and were able to work within their strengths.

  
  
  
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  Coaching helped them define their roles and really be able to work well together.

  
  
  
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  Talk to your clients about their passions! Tom tells the story of how he and Mike connected over boats.

  
  
  
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  Being an expert in the area helps Mike and Jules be successful: because they are boat people, knowing about the kind of people they are working with helps them match people with the best hours for them.

  
  
  
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  Understanding the driving force of the decision will always help you serve your clients at a higher level.

  
  
  
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  The best CRM to use? The one you actually commit to and use!

  
  
  
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  Keep your customer’s goals in mind: it’s more than just a sale.

  
  
  
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  Tip for success? Role play! Practice on people who are not actual customers: that can earn you $10,000+

  
  
  
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  One piece of advice for new agents: have you thought of another job? Truthfully, who you work with matters, so interview brokerages and interview agents. It will make a world of difference, because if you are at the wrong brokerage, it will depress you. Don’t sign up with the first place that will take you.

  
  
  

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.

Connect with Mike and Jules:

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  Website

  
  
  

Connect with me (Tom):

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  2nd Home Agents website

  
  
  
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  Facebook

  
  
  
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  Instagram

  
  
  
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  YouTube

  
  
  

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:

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  iTunes

  
  
  
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  Spotify

  
  
  
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  Stitcher

  
  
  
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  YouTube

  
  
  

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!