Guests: Kendyl Young, Daniel Ramsey
Recorded: January 22, 2020

Excerpt

Kendyl is a second-generation Realtor in Glendale, an unapologetic tech geek, and a passionate student of the real estate industry. She wants to know how they can make real estate better for everyone involved. Kendyl is responsible for training and individually mentoring each of the DIGGS agents and setting the vision for the company. She is intense, funny, sometimes irritating, and always interested in moving every person in the company further into their potential.

Kendyl has a deep-rooted relationship with Real Estate. Her mother was not just a REALTOR. She was an extraordinary one. In fact, you could say that she was one of the elite “who’s-who” in the Southern California area. Given the real estate climate in the early 70’s Kendyl’s mother got to experience the ins and outs of the industry and all its quirks and oddities. When Kendyl graduated from UCLA, she was ready to take on corporate America by storm. However, she quickly realized that it was simply not for her as she was, in her own words, “essentially unemployable.” She realized that she was pre-destined to be part of the “family business” and found that she could totally kick-butt and dominate in this industry, given her family background.

In case you wonder if Kendyl has the chops:

-She’s sold nearly 2000 homes

-She is named on several Most Influential Lists, including Inman News, T3 Consulting, and Fit Small Business.

-She is a popular speaker, trainer, and writer for California Association of Realtors, Certified Real Estate (CRS), Graduate Real Estate Institute (GRI), Inman News, and the infamous real estate coach, Steve Shull, among others.

Transcript

00:00:08:08 – 00:00:33:02
Daniel Ramsey
Hey, everybody. Daniel Ramsey here with myoutdesk. We are the leading provider of real estate, virtual assistants. And today we have somebody who’s super fun, super cool. She’s already, like, telling a ton of jokes before we went live. And if you look at her bio, you understand why she’s a successful real estate person. 32 years. Kendall Young digs, not digs, digs real estate, not digs properties.

00:00:33:02 – 00:00:34:10
Daniel Ramsey
It’s just digs.

00:00:34:17 – 00:00:37:03
Kendyl Young
Just digs. Can, like, just share.

00:00:37:12 – 00:00:54:02
Daniel Ramsey
Right? Yes. If you’re listening right now, please type in where you’re from and what’s your name? We’re going to learn a lot today. Kendall has basically been in real estate for 32 and a.

00:00:54:02 – 00:00:54:17
Kendyl Young
Half.

00:00:55:03 – 00:01:17:10
Daniel Ramsey
Years. It’s a half. She’s a part owner in real value, which we’re going to talk about. And she tells me that she’s got an ax to grind. So we’re going to dove in and I love it. And guys, as we go, this is all about helping real estate people achieve the highest level they possibly can. We’re interviewing people who have mastered the craft.

00:01:17:17 – 00:01:19:05
Daniel Ramsey
Kendall, thanks for joining us today.

00:01:19:20 – 00:01:20:15
Kendyl Young
Glad to be here.

00:01:20:24 – 00:01:28:02
Daniel Ramsey
So let’s dove in. Tell us your story. You’ve been in real estate a long time. Like how did you get started and why are you so passionate about it?

00:01:28:15 – 00:01:32:13
Kendyl Young
I got started because I’m essentially unemployable.

00:01:32:19 – 00:01:33:18
Daniel Ramsey
Yep. Hello?

00:01:34:11 – 00:01:56:05
Kendyl Young
Essentially unemployable. I was hired by Proctor and Gamble straight out of college before I actually. And I hate a boss. I hate rules that don’t make sense to me. I hate the Daily Report. I hate the politics. Actually, it’s not true. I don’t hate the politics. I don’t understand the politics. I don’t understand what makes a wage earner tick.

00:01:56:14 – 00:02:18:11
Kendyl Young
All I get is I’m here, the goals there. How do I cross that divide in the best way possible and get the hell out of my way? So once I figured out that it wasn’t the company, it was me, not you. It’s not you. It’s all me. I quit corporate world and state because my mother is a real estate agent and I.

00:02:18:11 – 00:02:18:21
Daniel Ramsey
Perfect.

00:02:19:08 – 00:02:33:24
Kendyl Young
How bad could it be? Right now? I gave myself a goal. Six transactions or six months. One of the two was going to happen and then I was going to quit. And so I sold six houses in the first four weeks and said, Bye bye.

00:02:34:14 – 00:02:36:00
Daniel Ramsey
Love it, love me.

00:02:36:11 – 00:02:40:02
Kendyl Young
This sounds amazing, but this was back in the eighties, so you know.

00:02:40:14 – 00:02:42:00
Daniel Ramsey
What was happening in the eighties.

00:02:42:11 – 00:03:21:01
Kendyl Young
You know, I think that it was an easier time back then. I it’s always scary to buy a house, but in Silicon Valley in the mid to later eighties to grunt level, engineers could afford to buy a house in Silicon Valley. You know, they. If you aren’t the beneficiary of the IPO rainbow good luck. Buying a house in the Bay Area is slightly better here, but I think the greater Los Angeles County where it’s something like 14%, 14% of the people can afford to buy a median priced home in Los Angeles.

00:03:21:01 – 00:03:23:13
Kendyl Young
That’s that’s ridiculously bad affordability.

00:03:23:22 – 00:03:32:08
Daniel Ramsey
Yeah. Yeah. Well, not only that, once you’ve bought a house, how long does it take you to commute to get to the house and back and forth from work? Right.

00:03:33:05 – 00:03:45:17
Kendyl Young
Well, now we have telecommunication, but that’s another whole kettle of fish. But I do think that in the mid eighties, as hard as it seemed back then, it was a lot easier than it is today to buy a house.

00:03:45:24 – 00:03:54:02
Daniel Ramsey
Right. Right. One thing that I loved about your bio was that you said you’re a lifelong learner. So what?

00:03:54:17 – 00:03:55:24
Kendyl Young
Insatiable curiosity.

00:03:56:05 – 00:04:07:07
Daniel Ramsey
Yeah, but what have you learned in the last couple of years that’s like off the the weirdo wacky stuff? Like, what’s the cool thing that you’ve learned that people just don’t know about you?

00:04:07:20 – 00:04:10:06
Kendyl Young
Oh, good Lord. In just the last couple of years.

00:04:10:07 – 00:04:13:03
Daniel Ramsey
Yeah, look at that face, guys. I love this.

00:04:13:20 – 00:04:20:00
Kendyl Young
I’ve learned that SEO is not as hard and impossible as I thought it was.

00:04:20:07 – 00:04:32:11
Daniel Ramsey
Okay, cool. So. So talk to us about that. I mean, you’re obviously then using it for your business in some way. What are some of the tricks and tips that you’ve learned in a couple of, you know, last couple of years to actually accelerate your growth in your own business?

00:04:33:01 – 00:05:09:02
Kendyl Young
What I’ve learned is that actually farming SEO out is really hard, that I think SEO is best done. When you truly understand your audience, you really understand what your audience wants. And you know what some skill wonk that’s, you know, suffering from light deprivation and some parents basement, that dude, he doesn’t understand my clients. So, you know, this whole idea of let’s just press the easy button, write a check for 29, 95 and have somebody have leads raining down on my head is.

00:05:09:06 – 00:05:18:16
Kendyl Young
Yes. You just know like like no you can’t farm out quality. That’s okay. He’s already starting those soapbox and we’re about 4 minutes in.

00:05:18:21 – 00:05:31:02
Daniel Ramsey
Yeah, I love it. I love it. Well, okay. So what tools do you need to be successful in the SEO world? Because that’s something that’s unusual for a real estate person to actually use an SEO tool of system of sort.

00:05:31:02 – 00:05:53:24
Kendyl Young
Well, I am not a normal real estate agent at at selling. It’s not something I really like doing, but I like problem solving. I like helping people. I mean that I think every realtor listening to this is going to say, I like that too, right? I’m not particularly good at it. I’m going to say something that’s going to piss somebody off somewhere within that 30 day period.

00:05:53:24 – 00:06:18:12
Kendyl Young
I mean, it’s just going to happen in a real person would never do that. Right. What I’m really good at is as details and love details. Yeah. So when you ask when you say what tool you with SEO it’s just I blog my website is on WordPress. Yep use the Yost premium SEO plugin. Yep. I call it my video game.

00:06:19:08 – 00:06:42:06
Kendyl Young
Yeah. Right. It is is a video game. I just got to get that thing degree. I sit here and screw this post until everything is green in the video game between that and Neil Patel’s SEO Uber suggest those are two free tools. Well premium’s not free the practically is like 130 bucks and I was really just really cheap.

00:06:42:15 – 00:06:44:03
Daniel Ramsey
It’s not expensive is what you’re.

00:06:44:03 – 00:07:03:18
Kendyl Young
Saying between those two. It’s that. But I definitely feel about what I’m doing with SEO. To me, it is like playing a video game and trying to get to the top of the leaderboard and before it was just drudgery. Yeah, I was crapping on him and it was going to work right?

00:07:03:18 – 00:07:18:07
Daniel Ramsey
Right. So is one of your strategies like think of all the questions that your clients have ever asked you and then create blog posts, Long Tail kind of blog posts with information and and info and then kind of blog about that.

00:07:18:18 – 00:07:22:05
Kendyl Young
Where you’re leading the witness.

00:07:22:05 – 00:07:24:24
Daniel Ramsey
Leading the witness has charged.

00:07:26:00 – 00:07:42:20
Kendyl Young
That that stuff that you just said, man, you just lost about half your audience. Know what the hell you’re talking about. And yeah, and I’ve been doing that since 27, but that’s what everybody says, your basic guru from your basic stage sets. Take a look at your email and see what questions you answer over and over and over again.

00:07:42:20 – 00:07:54:00
Kendyl Young
And if you have it more than once, write a blog post about it, then do a video and put them together in an essay queue. And that is going to win the internet and you’re going to have means raining down from the Skype bullshit. Sorry.

00:07:54:00 – 00:07:56:15
Daniel Ramsey
Okay, so what is the trick? What is the trick?

00:07:57:20 – 00:08:12:19
Kendyl Young
Consistent, consistent, consistent. You have to be super consistent. It’s a long game and it is not a write a blog post, have it go viral and have leaves written down from this guy you something the theme here guys nothing is that easy, right?

00:08:12:19 – 00:08:13:18
Daniel Ramsey
Hard work right.

00:08:14:04 – 00:08:45:02
Kendyl Young
Now. It’s all hard work over a long period of time. So being super consistent, having a strategy. Yes. So that’s something that I learned very recently. It used to be I got a bug up my butt about something and I would write a blog post either in rebellion or PC business to educate the consumers about how the wool has been pulled over their head about something like the idea that the most number of signs in the yard is automatically the best real estate agent for you.

00:08:45:07 – 00:08:45:16
Kendyl Young
Yeah.

00:08:46:08 – 00:08:46:14
Daniel Ramsey
Right.

00:08:47:10 – 00:09:00:06
Kendyl Young
Maybe. Maybe not. So if I write a blog post about that and then. But I would just I would write from the gut. And sometimes I had nothing in my gut and I’d write anyway because somebody said, you’re supposed to do it every week.

00:09:00:13 – 00:09:00:22
Daniel Ramsey
Right.

00:09:01:05 – 00:09:28:17
Kendyl Young
Right. So distilling it down to a consistent, sustainable strategy. Sure. And also having a really good idea of what your voice is, not in terms of whether you’re funny or formal or the Queen’s English or you rap. I don’t mean that kind of a voice. I mean. Yeah, okay. Well, I tried rapid just it’s not a good look on my experience.

00:09:28:17 – 00:09:31:16
Daniel Ramsey
I’d like you to rap right now. Yeah, yeah.

00:09:32:02 – 00:10:01:02
Kendyl Young
No, I. What? I mean. But more is do you want to be hyperlocal and write about all of the landmarks in your area because you’re a local ambassador for your city or town or or hamlet? Yeah. Or do you want to be, you know, consumer empowerment, which is, you know, a lot of what I was writing or do you just want to write about your listings, which nobody writes anything?

00:10:01:02 – 00:10:09:06
Kendyl Young
I’d say that’s probably a majority of real estate agents ever tell you, but that’s beside the point, would it? What is your voice? And then stick to it.

00:10:09:18 – 00:10:10:02
Daniel Ramsey
Got it.

00:10:10:09 – 00:10:11:10
Kendyl Young
A long time to figure out.

00:10:11:20 – 00:10:29:24
Daniel Ramsey
Makes sense. Makes sense. What are some of like your favorite and most impactful things that you do for your listing clients? Like generating the listing and then serving them? What are the things that make you unique in your marketplace that that you believe set you apart from your competition?

00:10:31:14 – 00:10:35:10
Kendyl Young
There’s two things I’ll give you to categories rather than granular stuff.

00:10:35:16 – 00:10:36:00
Daniel Ramsey
Sure.

00:10:36:12 – 00:11:13:03
Kendyl Young
One category of stuff that I do is I anticipate where their stress, their fear, their feelings of chaos are going to come from. And I handle it before they feel the fear, stress and chaos. Got it. For example, right after they accept an offer on their listing, I send them an email and it says, congratulations. You know, the process is just starting, by the way, I just want to let you know you’re going to go into the office and tell people that you got an offer and everybody is going to tell you how their cousin sold their house for way more money.

00:11:13:03 – 00:11:24:21
Kendyl Young
And I just need you to know that they’re lying. Yeah, right. And it’s just that kind of prediction of what’s going to happen and how they’re going to feel about it. Yeah, it was trust.

00:11:25:08 – 00:11:25:18
Daniel Ramsey
Got it.

00:11:26:06 – 00:11:49:18
Kendyl Young
Right. So that’s one category of things. And then the other thing is to always anticipate what they’re thinking and what they’re feeling. So there are there are milestones along the way. And when I say milestones, I don’t necessarily mean the removal of all contingencies. But let’s talk about the milestone of their house is finally ready and ready to have the professional photographer come over and take pictures.

00:11:50:04 – 00:12:05:13
Kendyl Young
Right. That it’s a huge freaking emotional moment. That should be memorialized, that you should recognize that and you should you should label how they’re feeling. And when you do that, you create trust.

00:12:06:01 – 00:12:16:11
Daniel Ramsey
That’s interesting. So do you just are you having a call with them or are you kind of are you just meeting them face to face and like, what are you doing to to memorialize that moment together?

00:12:16:11 – 00:12:24:12
Kendyl Young
I know it’s still evolving, but what I was doing as late as a couple of weeks ago was, yeah, it was a phone calls like, hey, you might be feeling like this.

00:12:25:03 – 00:12:25:17
Daniel Ramsey
Mm.

00:12:26:04 – 00:12:42:05
Kendyl Young
Yeah, you might be feeling the sense of, you know, stress that it’s like you’ve done everything that you can do. Now we’re going to take the pictures and that is what’s going to be broadcast to the world. And that might feel a little bit where you might be a little bit nauseous.

00:12:42:05 – 00:12:45:13
Daniel Ramsey
Do you you literally say, are you feeling nauseous because of hurt?

00:12:45:20 – 00:12:50:10
Kendyl Young
Yeah, they are. They are. I don’t know. Daniel, have you ever sold a house?

00:12:51:00 – 00:13:14:01
Daniel Ramsey
Yeah, I’m a real estate broker. Yep. So we’re a real estate virtual assistant company. We’ve served over 5000 clients just like you, Kendall. In fact, I hope one day you decide to hire us. And I love real estate. In fact, I still stop at every single open house in my neighborhood. I still look at MLS every single day.

00:13:14:15 – 00:13:18:06
Daniel Ramsey
I can’t help myself. I’m just a nut when it comes to real estate.

00:13:18:21 – 00:13:29:15
Kendyl Young
So if you’re at some point, you’re an active real estate broker. Yep. Have you ever had a client who was misbehaving? Right up to the point where the photographer showed up?

00:13:30:06 – 00:13:42:03
Daniel Ramsey
Oh, yeah. Oh, yeah. Or not doing half the stuff that you suggested that they do or doing a half assed job or or simply blocking the progress. I mean. Yeah, absolutely.

00:13:42:03 – 00:14:07:18
Kendyl Young
Not. Maybe not even being ready on the day that pictures are being taken. Yep. Because it’s an incredibly emotionally unsettling thing to do. This is the photographer is their tacit acknowledgment that they’re going to let the public see their most private and sacred space like their bathroom. Right. Bathroom is kind of a personal place. And now we’re going to see pictures of your bathroom and we’re going to put it out on the Internet so everybody can see it.

00:14:08:02 – 00:14:08:13
Daniel Ramsey
Right.

00:14:08:19 – 00:14:21:09
Kendyl Young
It’s uncomfortable and we as real estate agents, we should we should buy and sell houses for ourselves at least every ten years to remember just how unsettling this entire process is.

00:14:21:19 – 00:14:29:18
Daniel Ramsey
Such an interesting concept, you know. So I was talking to Joey Coleman and he wrote a book called Never Lose a Customer Again, and he talks about.

00:14:30:03 – 00:14:31:17
Kendyl Young
That book live.

00:14:31:17 – 00:14:51:09
Daniel Ramsey
But yeah, and so one of the things that he said is when you close on a transaction, the work just starts like most of us are chasing the commission and then we’re doing, you know, once the deal is closed, we’re just out, we’re done with the transaction. But your perspective reminded me of his that he’s like, No, no, no.

00:14:51:09 – 00:14:58:03
Daniel Ramsey
Once the door closes, that’s when you earn their trust and you earn all of their future business. And most of us just.

00:14:58:12 – 00:15:14:16
Kendyl Young
Actually take you back, because I read Joey Coleman’s book two or three times trying to unpack the things that he was talking about. Yeah, I would say that we really need well, we should start this before it just is set, as Joyce says, when they’re aware of who we are.

00:15:14:24 – 00:15:15:06
Daniel Ramsey
Right.

00:15:15:15 – 00:15:29:04
Kendyl Young
A huge part of it starts once they sign the contract, either the purchase contract or the listing contract. Right. That’s where you need to start pouring it on and really memorializing and giving them the confidence they made the right decision.

00:15:29:16 – 00:15:51:13
Daniel Ramsey
Right. Because they’re actually feeling that emotional up and down that maybe they screwed up, maybe they committed to the wrong person. Maybe maybe you aren’t the right person to get them the most money in the shortest time frame and and that kind of that’s cool. Okay. So you’re a tech person and you blend that in. And we talked a little bit about that.

00:15:51:13 – 00:16:09:08
Daniel Ramsey
So tell me a little bit about where you see the future of this. I mean, there’s a lot going on in our world tech companies want to be real estate brokers. Real estate brokers want to be tech companies. US agents are in the middle going, I just want to talk to clients and I’m just curious what your perspective is.

00:16:09:08 – 00:16:17:04
Kendyl Young
That was a very large question, Daniel. You were asking me. What does the future hold for the real estate industry?

00:16:17:07 – 00:16:18:07
Daniel Ramsey
Yeah, that’s great.

00:16:18:13 – 00:16:47:07
Kendyl Young
Oh, great. Okay, fine. Well, let me get my apple out. So. All right, let me see if I can impact your question step by step. Our industry is changing. Our industry is changing because the consumer is changing. The consumer is changing because technology has shown them that there are different tools and ways of thinking about things, ways of forming their decisions that they weren’t aware of before.

00:16:47:18 – 00:17:07:15
Kendyl Young
So it starts all the way back from Amazon in their first reviews. You all know about the review culture, so we don’t need to cross that bridge, but is getting even more so with you know I buyers and I could just keep going on and on and on we’re all we’re all friends here. So we know the types of things that we’re touching on.

00:17:07:24 – 00:17:42:00
Kendyl Young
Right. Or in my opinion, this is going to polarize our industry. It’s just going to polarize our industry into people who service transactional real estate. And there’s plenty of that. And I would even say that I buyers at all may increase the number of people who are doing real estate trends. Actually, what do I mean by transactional? I mean real estate being bought and sold simply as a function of bricks and mortar purchase price close escrow.

00:17:42:00 – 00:18:11:10
Kendyl Young
What are the times that we do it? Period. Okay. However, residential real estate for the majority, I think will always be less a transaction and more a function of people in motion. People are transitioning from one part of their lives to another part of their lives. It will never, ever be as a general like mass thing. It’s never going to be.

00:18:12:08 – 00:18:35:01
Kendyl Young
I sells a house. I buys a house at some level. There is personality, there is history, there is emotion, there is there is soul involved in a residential transaction. Not right. Not in a motel. Not in a warehouse. In a residential. This is where my house is, where my children were raised. This is where I’m going to grow old.

00:18:35:01 – 00:19:01:08
Kendyl Young
Yeah, right. So with that in mind, we’re going to see this huge bifurcation. There’s going to be the transaction actually focused industry. And by the way, I think most big box brokerages are going to service transactions. Yep, my opinion. And then there is going to be the part of the industry that still honors and serves people in transition.

00:19:01:18 – 00:19:22:02
Kendyl Young
So this is going to be individual real estate agents who might want the big box broker, although I think that’s going to get less and less. Yeah. Yep. Or it’s going to be small boat geeks like my own and yeah. Am I saying that I’m. I’m I’m the bomb diggity. Yeah. Okay. But you wouldn’t. It would be. So that’s on your head.

00:19:22:12 – 00:19:41:16
Kendyl Young
So, but right. So it’s going to be those two things. And the ones, the agents, the real estate agents and small brokerages. Yeah. Ones are going to be focused on what the consumer needs to transition from point A to point B in their lives. House is just a portion of that transition.

00:19:42:04 – 00:20:03:09
Daniel Ramsey
Right? I get it. What’s your talk to us about your team, Mike? How do you run your real estate business and what can what value could you add to our audience today about like what you’ve learned over your 30 plus years watching your mom be in this business? I mean, like there’s a lot of history there. How do you run your team and how do you manage your business right now?

00:20:03:23 – 00:20:09:19
Kendyl Young
I run my team like my personal life, Dom, as is my right. Okay.

00:20:10:11 – 00:20:11:04
Daniel Ramsey
Tell me more.

00:20:11:17 – 00:20:39:21
Kendyl Young
It’s not a so I have a brokerage and so I have a few agents who started with me, brand new and earn the right to be independent agents that are under the Diggs brokerage. And then I have a few agents who are still learning the ropes enough to where I think they can be independent agents. The difference for Diggs, I am not hiring agents and hoping they’ll sell a house so that I can get a portion of their commissions so I can pay my bills.

00:20:40:08 – 00:20:40:17
Daniel Ramsey
Right.

00:20:40:23 – 00:21:08:19
Kendyl Young
I am hiring people who will fulfill my vision for my brand. My brand is a Diggs. I want Diggs to have a personal relationship with the community around us. It is very difficult for a brand to create a trust relationship with human beings and a human being. Fine, but. But a brand. Create a trust in order for a brand to create a trust relationship.

00:21:08:19 – 00:21:31:18
Kendyl Young
Everything about the brand has to be a certain quality. Yeah. Otherwise the brand stands for nothing. Which is why the big box real estate brokerages have a problem with the brand, which is why they’re all like, Oh, no, no, no, no, you don’t have to use our big box logo or branding. We understand that you want to brand yourself little agent, even though you have no idea what a brand is.

00:21:31:18 – 00:21:36:01
Kendyl Young
You think it’s a logo and a certain color.

00:21:36:01 – 00:21:51:10
Daniel Ramsey
Okay, so talk to me about where you think, you know, the consumers are going because you said it’s changing a bit. Where’s the puck going to be in the future and how do you stay relevant in that future, in your opinion?

00:21:52:10 – 00:22:08:16
Kendyl Young
So each individual is going to make the decision do they want to sell their house by their house transaction? In which case they’ll just make an offer with the first real estate agent that they see at an open house or their list with the agent who gives them the lowest commission. Right. We’re not going to talk about those people.

00:22:08:16 – 00:22:40:02
Kendyl Young
Yeah, right. For those who still want someone to help them transition from one part of their lives to another and find value in that. Yep. Okay. So I’m still forming this idea and I was talking about my coach the other day. I feel very strongly that by the time somebody reaches out to a real estate agent, they’ve already decided who they want to use and they might interview two or three, but they know which one of those two or three they think they trust the most.

00:22:40:02 – 00:22:40:11
Daniel Ramsey
Right.

00:22:40:23 – 00:22:46:21
Kendyl Young
So the real question is, how do you earn that trust before they make the phone calls for the interview?

00:22:46:24 – 00:22:48:00
Daniel Ramsey
Yeah, sure.

00:22:48:08 – 00:23:01:20
Kendyl Young
Right. Okay. So in my opinion, the first layer is, as it’s always been, it’s going to be people that you know in your life, people in the Kiwanis Club, the other parents in your kids soccer team.

00:23:01:23 – 00:23:02:05
Daniel Ramsey
Right.

00:23:02:16 – 00:23:04:19
Kendyl Young
You know, the people that are on the block.

00:23:05:02 – 00:23:07:13
Daniel Ramsey
All of your community. Basically your community.

00:23:07:13 – 00:23:30:01
Kendyl Young
Yeah, exactly. That first level is not going to change. You still need to do it, which means sorry, guys, people in is still going to have to happen. Right. Okay. So but once that once they know you like you and trust you as a human being, they no longer automatically assume that they like you and trust you as a real estate professional.

00:23:30:21 – 00:23:55:10
Kendyl Young
So what you need to do in people in is that you need to basically earn their like and trust as a human being. And they have to know that you’re a real estate agent of some success. And don’t be that guy at the cocktail party who’s bragging about how you’re number one. Nobody cares. But they do need to know that you are active and not one of the vast majority who sold zero houses this year so far.

00:23:55:10 – 00:23:56:03
Daniel Ramsey
Yeah, right.

00:23:57:00 – 00:24:05:07
Kendyl Young
But once they know that and they have a real estate, need others for themselves, for somebody they can refer you to. Right? They’re going to look you up on line.

00:24:06:03 – 00:24:22:04
Daniel Ramsey
So talk to me about how you build that trust or that notoriety upfront before. Like what? What are your trip tricks or tips around that so that somebody can understand? I mean, because that’s what we’re that’s that’s that’s good stuff right there.

00:24:22:06 – 00:24:43:08
Kendyl Young
This is this is what I spend all of my time working with my agents on. It’s really hard. So what I’m going to say in the however few minutes we have left that useful. Sorry, guys this you have to work at. It’s not easy. Simple, but not easy, right? Well, the way you do it is you have to in order to sell more houses, you have to talk to more people.

00:24:43:15 – 00:24:47:17
Kendyl Young
This is an unassailable truth. Don’t even try getting around it right. Okay.

00:24:47:18 – 00:25:08:00
Daniel Ramsey
Because. Because hold on. We’re a belly to belly sport. This is belly to belly like people only like and trust people that they know. And you can only know somebody by talking to them. It doesn’t work. If you send a drip campaign or you know, you send them a Starbucks card or you knock on their door, it just that just does not work.

00:25:08:00 – 00:25:10:20
Daniel Ramsey
It’s a belly to belly sport you’ve got to play.

00:25:10:20 – 00:25:31:22
Kendyl Young
The game takes stupid marketing idea spouted from stage by Guru of the Day and toss it over your shoulder if you can spend 20 to 95 for it per month and you have to do anything, it’s not worth anything. It’s my opinion. So you have to you have to be in people’s lives. You have to be in their flow.

00:25:32:18 – 00:26:00:12
Kendyl Young
So you need to call people and do the dreaded shitty chatty, which is something I hate doing, but I do it because that’s what you do. Yeah. You have to be present in the community in nonprofit and charitable work, in your kids schools. You have to, you know, actually take your eyes off your stupid screen and look them in the eye and say, wait for it.

00:26:00:18 – 00:26:12:18
Kendyl Young
Okay, I’m going to give you the secret. Ready? This is the script that has been worked on for decades, and it has made me so much money. I can’t even tell you. Do you want to hear the secret?

00:26:12:24 – 00:26:15:18
Daniel Ramsey
Yeah. We’re going to end with this. This is going to be awesome.

00:26:15:18 – 00:26:26:03
Kendyl Young
Are you ready? Your eyes off your screen. Look some of the eyes and say hi as one just.

00:26:26:03 – 00:26:27:03
Daniel Ramsey
Hi. How’s it going?

00:26:27:12 – 00:26:34:20
Kendyl Young
Yeah. Yeah, that was worth the price of admission, right? There are people. That is my secret. I don’t tell anybody else the secret. Don’t tell anybody.

00:26:34:20 – 00:26:52:20
Daniel Ramsey
I get it. Got it. Well, Kendall Young, you’re a little crazy and a lot of fun. I’ve really enjoyed this. Guys, if you’re looking to hire virtual assistants, drop on our website. It’s called my out test dot com. Kendall, what’s the one thing you’d leave our audience with today?

00:26:53:24 – 00:27:08:13
Kendyl Young
Make sure that you have a great database and record those wonderful little bits of conversation that you have with people randomly so that you can find ways to be valuable to them later on.

00:27:09:09 – 00:27:15:04
Daniel Ramsey
Pam, thanks for your time today. You’ve been awesome. It’s amazing to meet you and hang out with you today.

00:27:16:17 – 00:27:19:01
Kendyl Young
But it.