Guests: Nicole Beauchamp, Daniel Ramsey
Recorded: August 22, 2019

Excerpt

Watch this compelling conversation where Nicole shares the secrets to her success as a top producer in New York’s prestigious Engel & Völkers brokerage. Learn her insights from over a decade of real estate experience and being named one of Inman News’ 2014 Most Influential Real Estate Leaders.

What does it take to succeed in New York City’s ultra-competitive real estate market – and what will you learn from one of that market’s top-producing agents? Like the song says, “if you can make it here, you’ll make it anywhere!” – And in this exclusive upcoming interview, you’ll learn the tips, tricks & techniques employed by Nicole Beauchamp to take a bite out of the Big Apple.

With over a decade of experience in the industry & named as one of Inman News’ 2014 100 Most Influential Real Estate Leaders, Nikki Beauchamp is trusted and respected globally by clients and peers as an expert in data and financial analysis, negotiation and marketing, and her command of the New York City real estate market and understanding its intricate intersection with the national and international real estate markets, as well as her extensive personal national and international networks. Nikki is often quoted across various print, television, and online media, including The New York Times & The Real Deal.

Nikki brought expertise and experience from success as a business and technology consultant to selling real estate in New York City a decade ago. She joined Engel & Völkers NYC in 2014 as one of the firm’s first advisors.

Born and bred in Manhattan, she’s long been a resource for information and guidance for friends, colleagues, and clients who have decided to make New York their home. She counts data and financial analysis, negotiation, marketing, and a deep appreciation for the arts, among the skills that help her understand the diverse perspectives of clients and customers, whether they are selling, purchasing, or leasing. In addition, she is trusted and respected by peers for her command of the local market and understanding of how it intersects with the national and international real estate markets and her extensive personal national and international networks.

Nikki has been quoted across various print, television, and online media, including CBS 2 New York, New York Times, The New York Observer, The Real Deal, Curbed, Information Week, Huffington Post, and Inman News. She holds the Certified Negotiation Expert and Certified Buyer Representative designations. Nikki shares the wisdom she’s amassed with other agents as a contributor to Inman Next, an active member of the Real Estate Board of New York. She is a member of the Residential Sales Council, Membership Committee, and the Education Committee. She has shared with colleagues locally at REBNY, the greater tri-state area, and has twice been a featured speaker at Inman Connect New York ( 2014 & 2012) has been an Inman Ambassador since 2013 and was named one of Inman News’ 2014 100 Most Influential Real Estate Leaders. Nikki is also a member of the International Real Estate Federation, she Vice President/President-Elect of the Board of Directors for the FIABCI-USA New York Northeast Council, and is also a member of the Real Estate Educators Association (REEA) and the Asian Real Estate Association of America (AREAA)

Transcript

00:00:07:14 – 00:00:31:00
Daniel Ramsey
Hey, everybody. Daniel Ramsey here. I’m really excited because we’ve got kind of a different interview today. And as you know, my our were the leading company in real estate virtual assistance. We’ve helped over 5000 companies and agents just like you, Nicky, grow and scale their business. If you stay to the end, we’re going to give away basically a copy of our book.

00:00:31:00 – 00:00:32:22
Daniel Ramsey
Nicky, did you know we just finished a book?

00:00:33:21 – 00:00:35:05
Nicole Beauchamp
I did not know about?

00:00:35:22 – 00:00:37:14
Daniel Ramsey
You got to get it. You got to get it.

00:00:37:20 – 00:00:38:21
Nicole Beauchamp
So okay.

00:00:39:00 – 00:01:03:11
Daniel Ramsey
Here with us live, we’ve got a bunch of people kind of chiming in right now. But if you’re here with us, just let us know. Just let us know where you’re from and in the chat, where you’re from and how hot is it it’s going to be. I’m going to just start, Nikki. I don’t know how hot it’s going to be where you are, but in Sacramento, California, I’m writing this down right now, Zach.

00:01:03:15 – 00:01:24:06
Daniel Ramsey
It’s going to be 107 today. I love that bass. And if you’re listening, guys, we’ve got a really special guest, Nikki Beauchamp. We’re here. This is crazy. She’s done, what is it, 20 years selling real estate in New York City? Is that right, Nikki?

00:01:25:06 – 00:01:26:20
Nicole Beauchamp
Just about almost 20 years.

00:01:26:20 – 00:01:50:13
Daniel Ramsey
Yeah, almost 20 years. So we’re going to hear all kinds of things about about her and the journey and what’s it like to be there in 2014, Nikki joined Ingles and mogul Volkers in New York City is one of the founding advisors. When the Park Avenue brokerage office opened. So that’s going to be exciting. And you and I were talking you’re like a concert, wouldn’t you say?

00:01:50:13 – 00:01:52:18
Daniel Ramsey
Clarinetist and pianist?

00:01:52:18 – 00:02:02:22
Nicole Beauchamp
Yes. Yes, that is correct. Do you remember that movie? Well, the TV show Fame, which then became a movie, which name then became a movie again? I went to that high school.

00:02:03:21 – 00:02:11:10
Daniel Ramsey
Bam, that’s awesome. And the end. And it’s one of those learn how to be an artist and learn how to produce some kind of.

00:02:11:17 – 00:02:31:14
Nicole Beauchamp
It’s it’s great because it’s audition based and so you have to audition to get in and you have half of your day is your art whether it’s music instrumental, vocal or drama or dancing. And the other half of the day is academics. So it’s actually a pretty intense experience. But a lot of people say they hated high school.

00:02:31:14 – 00:02:46:16
Nicole Beauchamp
I loved high school, sure. But the best time I made the best friends growing up, being a practicing musician first piano and clarinet and I’m still in touch with all of my friends. In fact, I’m going to a birthday party, I think, this weekend.

00:02:47:12 – 00:02:48:05
Daniel Ramsey
I love it.

00:02:48:05 – 00:02:50:09
Nicole Beauchamp
I went to high school and middle school with.

00:02:50:24 – 00:02:52:23
Daniel Ramsey
Who you went to high school in middle school with?

00:02:53:09 – 00:02:53:24
Nicole Beauchamp
Yes.

00:02:54:12 – 00:03:01:13
Daniel Ramsey
That’s awesome. Well, guys, we’ve got a real treat. Nikki is an award winning multilingual. What languages do you speak?

00:03:02:00 – 00:03:17:02
Nicole Beauchamp
So I speak Spanish fluently. I also I need to practice my Russian a little bit more and I can understand Portuguese and I can sort of get along in most languages. It’s fun. Fun skills.

00:03:17:12 – 00:03:28:17
Daniel Ramsey
Wow. Yeah, yeah, yeah. So. And she’s a global real estate advisor. Nearly two decades. I love this. You’re a native manor, high tech.

00:03:29:16 – 00:03:53:24
Nicole Beauchamp
So I was born and raised in Manhattan. So, yeah, I left the hospital in Manhattan and went home to an apartment in Manhattan. And I have lived here almost my entire life, minus I spent some time living between New York and London before real estate. But basically I am a native, a native New Yorker in Manhattan, no less.

00:03:54:18 – 00:03:57:19
Daniel Ramsey
How do you how do you say that? Manhattan night? It may seem that.

00:03:57:19 – 00:03:59:01
Nicole Beauchamp
Right. There you go, you guys.

00:03:59:08 – 00:04:18:16
Daniel Ramsey
Huh? Okay, good. I’m glad I’m getting that. What I love about your business is it’s very global, which is different because a lot of people are coming to New York and you’re kind of history and kind of the way you actually serve your clients are different. So we’re going to dove in. And before we do, I just want to say thank you for being here.

00:04:18:16 – 00:04:28:22
Daniel Ramsey
I know this is a give back project for you. You’re just kind of like helping our clients and helping people understand what’s it like to sell in New York. So thanks for being here today.

00:04:29:14 – 00:04:40:08
Nicole Beauchamp
This is actually really, really fun as I sit here thinking about it. I think this is my very first Facebook Live interview ever. What’s the Olympic?

00:04:40:08 – 00:05:02:07
Daniel Ramsey
Oh, that’s amazing. Okay. Well, we’re going to go deep with you. Let’s start. And I know you’re you’re quoted by New York Times all the time. You’re in men’s last, your swan pool, the top 200 most influential people you get. You are the real deal in New York City. So I love that we’re we’re getting a chance with you today to kind of but dove in.

00:05:02:07 – 00:05:10:05
Daniel Ramsey
But how did you get started in real estate? How do you go from school speaking all those languages to claiming in real estate?

00:05:11:01 – 00:05:31:23
Nicole Beauchamp
So it was never my intent to end up in real estate. I was in finance and technology. And because I was born here and I grew up here, I went to public schools here. I went to public elementary school and middle school and high school, and then I went to NYU because it was a good idea. It made it made sense for a number of reasons.

00:05:32:05 – 00:05:50:10
Nicole Beauchamp
So every time someone moved to New York, people would say, hey, in the office, you need to talk to Nicky. So let you know what you should think, what you should think about. Maybe schools, you know what? Things are fun because everybody always says, Oh, it’s New York, it’s too hard to live, rent is too expensive. How am I going to raise a family here?

00:05:50:10 – 00:06:06:21
Nicole Beauchamp
All of these things. So I would I would get those questions. And then I had a very good friend at the time and I would say, okay, well now you should talk to my friend, my friend Jay. And that went on for a couple of years and everyone would say, Can you get a license I can pay you?

00:06:06:21 – 00:06:30:14
Nicole Beauchamp
Or frankly, I don’t know. I don’t need I don’t need a referral fee. I just want to make sure that, you know, my friend, my colleague is getting a great person to work with who will help them get what they need. And one year she showed up at my holiday party and the referrals I sent her that year, just those referrals had paid for a brand new car outright for her.

00:06:31:02 – 00:06:55:07
Nicole Beauchamp
And she says, well, you know, if you get your license, I can do something other than give you, you know, like a coffee gift card because you’re currently deciding on a license. And then I said, well, you know, maybe I’ll take a look out set for my license and so I had some vacation time and I sat and I took my license and then a couple of years went by and I said, Oh, I’m here.

00:06:55:11 – 00:07:11:10
Nicole Beauchamp
I think I’m ready for something new. I was a little boring at burnt out, not surprising, you know, finance in New York. So then I started selling. That’s basically how I got into it was totally an accident.

00:07:12:00 – 00:07:12:19
Daniel Ramsey
I love it and love.

00:07:13:09 – 00:07:26:16
Nicole Beauchamp
Tending to do it and it’s it’s probably one of the best decisions that I made for a variety of just professional and also personal reasons. So I bought it.

00:07:26:16 – 00:07:29:21
Daniel Ramsey
And it’s been good for you and your family is what you’re saying.

00:07:29:21 – 00:07:51:15
Nicole Beauchamp
Is that it’s been very good for my family. My my mom passed away last year and if I had been in a different industry or in my past career, I wouldn’t have had the ability to sort of structure myself to be able to be there as much as I was in the years that she was quite ill.

00:07:52:04 – 00:08:04:17
Daniel Ramsey
That’s amazing. Well, let’s let’s talk about what what made you choose your current brokerage and how do you serve your clients that is like that’s different. Or like how do you kind of stand out in New York City?

00:08:05:12 – 00:08:26:16
Nicole Beauchamp
Well, so it’s actually really funny. I was at an in a conference and I connected with an individual. It’s actually really funny story. I was standing with someone that I had only known through Twitter and then later Facebook, and it was our first time meeting each other and she was going to run off to go see a show.

00:08:27:00 – 00:08:47:23
Nicole Beauchamp
But she’s like, We need a photo. You know, it doesn’t happen if we don’t have a photo. But for us it was just like we want a photo together. So we were trying to do the whole selfie thing before everybody was great itself and I still stuck at Sophie’s. I actually like is. So we asked the guy who was standing at this cocktail party to take our photo and our photo.

00:08:48:10 – 00:09:14:21
Nicole Beauchamp
And then I heard his voice and I said, You said something interesting during one of the sessions that I actually didn’t agree with. So I kind of not necessarily started an argument, but I started a very spirited discussion and I became friends with he eventually introduced me to the CEO of Envy Net, which now in the Americas, and we had some discussions when they were thinking about opening up in New York City.

00:09:14:21 – 00:09:34:23
Nicole Beauchamp
And then I eventually made the switch. I thought it would be a really good fit for me because my business is sort of twofold. It’s the people who are here in New York, the people who are here in the United States, but it’s also the people who are coming from overseas because of my background and friends and family connections.

00:09:34:23 – 00:09:44:13
Nicole Beauchamp
So it was kind of a perfect, perfect match. And so that’s why I made the switch. And I was actually basically one of the very first.

00:09:44:13 – 00:10:04:12
Daniel Ramsey
That’s awesome. I love it. Okay, so let’s let’s dove into some of your cooler deals. Whoa. What? I mean, being in New York City. So you have like celebrities, you have huge deals, like talk to us about one of the craziest or coolest kind of New York deal that you’ve been on.

00:10:05:01 – 00:10:33:05
Nicole Beauchamp
My craziest deal. And it’s still my craziest deal until this point in time. Some have some not even close. I was contacted by someone who had received my information from someone on Facebook and that they had a co-op that they were interested in selling. And I’m like, okay, this is great. I sell co-ops in Manhattan. This is perfect.

00:10:33:05 – 00:11:14:23
Nicole Beauchamp
Yeah. And we go back and forth and we’re having these conversations and we never quite get to the let’s have a conversation and one one day I get the email. I’m going to be in New York during this week. We should meet. I’m like, okay, this is great. And I finally get the address, but I not only get the address, I get sent a link because the apartment had been a Wall Street Journal House of the Day and I open up this link and I click on it and and I just like my jaw drops because it’s like the craziest interior that I have ever seen in my life.

00:11:16:17 – 00:11:44:04
Nicole Beauchamp
I will say it was crazier when I was there in person. It was certainly very interesting. If you Google theme park apartment in New York City, it will come up. It got a great deal of coverage. It was actually on. It was on. It was listed with a with another broker. I was the second broker. So it had been on a TV show.

00:11:44:05 – 00:12:13:23
Nicole Beauchamp
We got tons and tons of it was featured in Interior Design magazine. AOL did some videos on it, but it’s like crazy, crazy stuff. That is still my craziest transaction. We then had to strip all the stuff down off the walls and if you Google for like the pictures in the video, it will blow your mind. And I remember that while we were having the item strip down was also when Hurricane Sandy happened in New York.

00:12:15:21 – 00:12:34:15
Nicole Beauchamp
So it was it was a long it was a long process from the point of the initial conversations, then actually listing the apartment and actually getting the apartment, as I like to say, the impact and getting it sold. And once we got it the same point, we actually had multiple offers.

00:12:35:04 – 00:12:36:19
Daniel Ramsey
Right. So did the two.

00:12:36:19 – 00:12:59:08
Nicole Beauchamp
That we went to. Wait. There’s more. Yeah. Right before we were about to close, there was a flood. So then I had to, the owner had moved out so I had to help manage sort of that process, interfacing with the client. And also there was a commercial space. So yes, so it was just all sorts of fun.

00:12:59:08 – 00:13:03:09
Daniel Ramsey
What did that what did that property sell for? Just like curiosity.

00:13:03:20 – 00:13:09:14
Nicole Beauchamp
Is one one for something.

00:13:09:14 – 00:13:10:16
Daniel Ramsey
One for one.

00:13:10:16 – 00:13:33:00
Nicole Beauchamp
For unquote. Media still create crazier than my like tens of millions of dollars deal that still is. But you know ever I mean even that deal to recover from it I went on a vacation at the end of the year. I bought myself a brand new bag. I brought myself a piece of jewelry. And it’s actually it’s this this bracelet here, this.

00:13:33:00 – 00:13:33:10
Daniel Ramsey
Okay.

00:13:34:05 – 00:13:44:07
Nicole Beauchamp
I bought myself after that transaction and I wear this bracelet 99% of the time because it reminds me that, you know, you get you get through to the end.

00:13:45:02 – 00:13:48:18
Daniel Ramsey
Yeah. What was challenging about the deal.

00:13:48:18 – 00:14:18:03
Nicole Beauchamp
It was I mean, the the decor of the apartment was certainly challenging, to call it mildly. To call it that and that. And that was probably the most challenging thing of all. And it’s this this idea more more press sometimes. Sometimes an apartment is so unique that the only person who wants the apartment is the person who customized it to that level of uniqueness.

00:14:18:12 – 00:14:43:05
Nicole Beauchamp
So I talk to my clients now about this apartment, and I explained to them the challenges that were involved and how long it took to sell. I remember there was a broker before me and then I had it for a ridiculously long period of time because it was that challenging and you really have to take that into account, especially when you’re doing renovations and you know, you get you have to think of these things.

00:14:43:20 – 00:14:51:18
Daniel Ramsey
Right? And so did you go to the I’m guessing you went to the seller and said, look, I can’t sell it as is. You got to spend money and and change it up.

00:14:52:04 – 00:15:15:02
Nicole Beauchamp
Well, we had that conversation the day I had the initial listing. Yeah. No, the listing discussion. And he would say, well, you know, let’s, let’s give it X period of time. And then, you know, another inquiry I even had people who I had I had an inquiry who wanted to come and get married in this apartment and in it.

00:15:15:14 – 00:15:48:03
Nicole Beauchamp
And it’s, it’s a pretty i, i that still blows my mind because I can’t imagine anyone wanting to I just don’t, I don’t see the theme of that apartment as wedding. I just, I can’t see it even now. I’m thinking about it and I’m going, I don’t know. But it was fascinating. So every time we got another press inquiry, it was the Oh, well, maybe this is going to help.

00:15:48:03 – 00:16:10:16
Nicole Beauchamp
And it’s like, well, this is going to be great. We’re going to get more interest. But still the same. The same feedback is going to come in, people come in and it was so overwhelming that you overestimated the amount that it was going to cost to undo it. And I would say to the owner, well, you know, they’re coming in and now they’re saying, you know, it’s going to cost them $150,000 to do this.

00:16:10:23 – 00:16:17:21
Nicole Beauchamp
And I know for a fact that’s not true. And eventually he did get to the point where he agreed to to do it.

00:16:18:10 – 00:16:43:11
Daniel Ramsey
Yeah, I totally get it. Hey, I was looking. Nicky, you’ve got kind of a diverse background. Finance negotiations, marketing. I mean, help us understand how that has helped you negotiate a lot of deals and serve your clients at a high level like what are some of the experience and pitfalls, things in that kind of diverse background to be in the real estate world now?

00:16:44:03 – 00:17:13:20
Nicole Beauchamp
I think actually when I came into real estate, I probably never anticipated the degree to which my tech background would be a little bit helpful. From a marketing perspective, it helps you to be creative and sort of look outside of the box. And at the end of the day, especially being in New York and dealing with co-ops. Yeah, I mean, college and classical co-ops, when someone is buying a co-op, they have to disclose their everything.

00:17:14:04 – 00:17:44:12
Nicole Beauchamp
So and you also you’re telling the story of this purchaser to this board of directors. And one of the key components is that financial ability. So it’s about taking someone’s someone’s financial life and trying to explain it to a group of people who may or may not have a finance background. So it’s like, how do you take someone who works for a hedge fund and they’ve got all the key ones or, you know, or they work in three different states.

00:17:44:14 – 00:18:03:14
Nicole Beauchamp
How do you distill that to something so that when you’re looking at this as a board member and you go, okay, I get it, they have enough money to buy the apartment and they have it. They meet you know, you’ve got to make it simple because otherwise it’s just it’s like a giant jumbo puzzle that you can’t really put together.

00:18:03:14 – 00:18:13:14
Nicole Beauchamp
So that has actually been super helpful for me, for sure. And then also being able to analyze things just sort of like on the fly, even.

00:18:14:07 – 00:18:25:12
Daniel Ramsey
The landmarks, even even a stranger market in the sense that you guys don’t like. There’s typically you guys don’t put stuff on MLS or and I know the listings are kind of wonky and all that.

00:18:25:12 – 00:18:53:05
Nicole Beauchamp
So we so I’m a member of the real estate board of New York here in Dallas writes The real estate board of New York has something like 17,000 ish members. Yeah, about 13 or 14,000 of them are residential through the real estate board of New York. We have what’s called the our less. That’s our listing service, through which when I have an exclusive listing, that’s how I share.

00:18:53:10 – 00:19:10:19
Nicole Beauchamp
That’s how the listings are shared among the brokerage community. So people think, Oh my God, you know, you don’t have an MLS. How do you how do you know so-and-so’s listing? Well, I open up my computer, I open up my browser and I search and I will see if you have an exclusive listing and it’s in the system.

00:19:11:00 – 00:19:32:07
Nicole Beauchamp
I will see it and I will call you and I’ll make an appointment and we’ll deal together. It’s not as abstract and foreign sounding as it seems to the outside world. I think that’s like the number one question I get from all of my friends out there. Well, how do you work with them? Well, I kind of work the same way that you do.

00:19:32:07 – 00:19:35:16
Nicole Beauchamp
It’s just it’s the same, but it’s different.

00:19:36:01 – 00:19:39:04
Daniel Ramsey
What’s different about it? Like I explain the differences.

00:19:40:02 – 00:20:05:18
Nicole Beauchamp
Well, I think that everybody is used to sort of the traditional MLS structure and because they here in New York City doesn’t there’s no MLS, they think that it’s the Wild West and that if I have a listing and the broker be across the street, has the listing, that we can’t work together, that there’s no cooperation and that’s the furthest from the truth.

00:20:06:04 – 00:20:20:11
Nicole Beauchamp
You know, I’m the first I’m the first person to say to someone, if you come into one of my listings and you don’t have a broker, I will. I will advise you that if I’m the listing agent, I represent the seller. Right? Yeah. You should have someone who represents you.

00:20:21:01 – 00:20:23:16
Daniel Ramsey
Right. Makes sense.

00:20:23:16 – 00:20:43:05
Nicole Beauchamp
Especially with co-ops. It’s just. It’s. Yeah, so we’re like, it’s it’s complicated. And I think that, you know, each person in the transaction should have someone who’s advocating in their best interest and has their fiduciary at heart.

00:20:43:05 – 00:21:03:13
Daniel Ramsey
Yeah, makes sense. Hey, guys, if you’re listening right now at the top of the hour, we talked about grabbing a copy of our book. And so I just want to give you opportunity to do so. If you text SVP, SVP, 231996, we’ll give you a free copy of it. It’s it’s something I wrote. Like I poured my heart and soul into this thing.

00:21:03:18 – 00:21:05:01
Daniel Ramsey
12 years of experience.

00:21:05:12 – 00:21:06:12
Nicole Beauchamp
Even I wrote it down.

00:21:06:21 – 00:21:26:20
Daniel Ramsey
Yeah, it’s so, guys, and we’re giving it away for free. I mean, it’s basically all of our framework, all of our scale accelerators. What we’ll do for you is just kind of send you that book. And if you need help in real estate, that’s our world is we help you find high caliber leverage. And we have awesome people like Nikki on our show all the time.

00:21:26:20 – 00:21:32:10
Daniel Ramsey
Nikki, you’re going to go everywhere iTunes websites. You’re going to we’re going to send this out to everyone.

00:21:32:10 – 00:21:40:00
Nicole Beauchamp
So here’s the other really funny thing. I somehow did not process that. This was a Facebook Live picture.

00:21:40:23 – 00:21:41:10
Daniel Ramsey
I love.

00:21:41:10 – 00:21:59:21
Nicole Beauchamp
That. But when I realized that yesterday, I’m thinking, okay, well, okay, it’s summer, but I still need to put makeup on because, you know, cameras and all that stuff. And it’s it’s definitely a change. My thought process when I was getting ready for jury duty this morning.

00:22:00:09 – 00:22:24:00
Daniel Ramsey
There you go. I get it. Lenny mentioned he just says Nikki, I agree. I do the same thing. I’m very concerned about dual agency. And I think as the industry is shifting away from or towards, I guess, more information and the consumers and I think the idea of having your own broker is is also. So, Lenny, me, you and Nikki were 100% tied.

00:22:24:12 – 00:22:56:07
Nicole Beauchamp
And I think there’s that there’s a distinction. And of course, in every jurisdiction it’s different. But like, as an example, if I have a listing and someone in my office brings a buyer, each person has their own, their own designated representative, which is distinct, and we’re both within the same brokerage. So this brokerage level two agency that I fine but me as an individual I am not I avoid it as much as I possibly can.

00:22:56:23 – 00:23:11:04
Daniel Ramsey
Totally get it. Hey, Nikki, I was noticing all of your certifications, so you’ve got a lot of them. Like, it’s kind of crazy how many? Actually, it’s like a paragraph. Tell us about the ones that you found the most value in and what and what they’ve done for your career.

00:23:11:04 – 00:23:34:21
Nicole Beauchamp
And so when I do continuing and I try to find things that are interesting and so at my local board they offer and again, I’m in New York City and I’m in Manhattan and I’m not a realtor, so I don’t have I could take all of the courses that are offers, but I can’t use the designations.

00:23:35:09 – 00:23:40:17
Daniel Ramsey
Got it. Why did you so you’re choosing not to be an air member. That’s interesting.

00:23:41:00 – 00:23:47:12
Nicole Beauchamp
Well, in New York City, I’m a member of a board that’s not a realtor board in.

00:23:47:13 – 00:23:49:14
Daniel Ramsey
Oh. So that’s the main difference. Yeah.

00:23:49:21 – 00:24:21:12
Nicole Beauchamp
Yeah. So so revenue is not it’s not like it’s the Long Island border realtors or so that. So anyway, when I do, I continuing and I try to find things that are interesting and might be potentially useful in a couple of years ago the VA, they offered the certified negotiation expert courses at my real estate board, so I thought that would be an interesting course to take.

00:24:21:12 – 00:24:54:19
Nicole Beauchamp
When I think about it, I spend most of my time negotiating for something, both in business and in life. That particular course was it was fascinating. Mostly, I felt it reinforced many of the things that I was already instinctively doing, but because I wasn’t trained, I wasn’t really as aware. So that was that was great. And it taught me more about sort of planning out my negotiation strategy again now with the awareness of the things that I’m actually doing.

00:24:55:02 – 00:25:20:04
Nicole Beauchamp
The other thing that was really interesting about it is that from that course I became good friends with a group of people in the class and we formed a mastermind group that then continued to meet. And we met for probably a couple of years, like every month or every other month. At some point one of us called the instructor that we had all grouped together to do this.

00:25:20:13 – 00:25:50:19
Nicole Beauchamp
So then the next year came and sort of participated in our group as well. And when they offered, when they offered the additional levels of the course, I took those and those three, the three seniors together enable you to get the master certified negotiation expert designation. And then at one point they brought the certified buyer representative course by a local board.

00:25:51:00 – 00:26:22:16
Nicole Beauchamp
And that same subgroup that I was talking about, our mastermind group, actually helped sort of tweak some of the things to make it a little bit more relevant for our market. So I took that course as well and I think it was it was really it was really useful to have a framework. Yeah. And I like, I like to plan and I like to analyze things, but it was really, it was really great to sort of sit and stop and really think about it.

00:26:22:16 – 00:26:29:18
Nicole Beauchamp
And again, I needed it continuing and so I just chose to take something that would be different from what I would normally take.

00:26:30:05 – 00:26:37:16
Daniel Ramsey
How do you think it’s move the needle for your career and and negotiating deals? And what do you think has happened?

00:26:37:16 – 00:27:05:18
Nicole Beauchamp
I think it has made me much more intentional and much more aware also of the other side of the transaction or the buyer or the seller that I’m dealing with, because it’s the same thing. A couple of years ago, I did a course that aligned the disc elements to selling styles, and so it was kind of like that same thing.

00:27:05:23 – 00:27:16:22
Nicole Beauchamp
These are things that you know that you already have in practice, but when you stop and make yourself aware or refresh your awareness, it just it’s just like sharpening a pencil.

00:27:16:22 – 00:27:20:18
Daniel Ramsey
Yeah. What’s your what’s your personality profile? If you did the disc?

00:27:21:03 – 00:27:34:08
Nicole Beauchamp
And when I did the disc, it was high D. And I think it was either high S or high C, I forget how I did it or truth that almost ten years ago.

00:27:34:23 – 00:27:52:13
Daniel Ramsey
Oh, jeez. Oh, jeez. Well, I ask because we we do it, too. I mean, we’ve we we have a something called market force, which is a work style indicator report. And every one of our virtual assistants goes through that. And we have our clients do it so we can make really committed matches in kind of assistance.

00:27:52:13 – 00:28:05:24
Nicole Beauchamp
I love that. And as a matter of fact, when I did it and I saw the report and I said, Oh my God, this is me, I actually gave it to some members of my family. I’m like, okay, here’s your way. Yeah.

00:28:06:15 – 00:28:09:06
Daniel Ramsey
See this? This is how I like to be talked to, you know.

00:28:09:18 – 00:28:13:11
Nicole Beauchamp
This is how I like to be, too. And there and it’s definitely interesting.

00:28:14:00 – 00:28:31:10
Daniel Ramsey
That’s awesome. Hey, you’ve been quoted a lot. New York Times and men might talk to me about those quotes and how you get your position of influence and, quote, ability for that the news and and media on a global basis.

00:28:31:14 – 00:29:07:20
Nicole Beauchamp
So I think it’s interesting because a lot of that goes back to building relationships. I’m one of the first times that I was on TV was to talk about crazy rental amenities and this was very young and maybe early 2010, 2001 2012. Right. And that came from a connection to a producer on Twitter, because I had been engaging in conversations and sharing content that was relevant to my market and what I knew about the market.

00:29:07:20 – 00:29:29:05
Nicole Beauchamp
So I got a message, Hey, we’re looking for this, that and the other is this. You said, Well, yeah, I can I can do that same thing. There’s a there reporters that you build those relationships with and I’ll get an email or I get a phone call, Hey, I’m working on this story. Do you have you experience this or do you know someone at that house?

00:29:29:15 – 00:29:46:14
Nicole Beauchamp
And more often than not, it’s it’s that it’s literally that direct connection where my cell phone will ring. And I’ll see that. I’ll see the reporter’s name. And if I can answer it, I’ll answer it right then and there. If not, I’ll send them an email or text, say, hey, I’m tied up right now. Call me in 2 hours.

00:29:47:01 – 00:30:12:01
Daniel Ramsey
Yeah, makes sense. So you’re just making. Okay, I’m going to break it down because my brain works like one, two, three. What you’ve done is you find interesting content in your local real estate market. You hold yourself out as the expert and put that content content out in the world. And then you’ve created relationships with other people by stalking the right appropriate people and being involved in their world.

00:30:12:01 – 00:30:32:10
Nicole Beauchamp
It’s interesting because it’s sometimes it’s not even necessarily stalking. Some of these things sort of evolve organically. And years ago, I don’t write as often now as I used to before, but I used to write I used to write a couple of blog posts every week and one of them every Monday was my you know, my market observations.

00:30:32:24 – 00:30:59:05
Nicole Beauchamp
Right? It was what I was seeing in the last week and what I was experiencing. And the same thing goes with most of the time, you want to share your take on what you’ve said, because the media sometimes focuses, you know, in New York as an example, a lot of the time the media is always talking about all the super high end transactions, and people will say, Well, I can’t possibly buy anything in New York because I can’t have it.

00:30:59:13 – 00:31:30:15
Nicole Beauchamp
And I’ll say, Well, you know, I do have clients or I have clients who have bought, you know, great studios or two bedrooms or they they’ve they’ve explored and expanded their their sort of realm of possibility. And they have found something. I’m not saying it’s going to be, you know, what do they say to someone the other day, if someone had a tab for caviar tastes on like, you know, sprite budget or something, it was something funny, but it’s, it’s everything.

00:31:30:18 – 00:31:50:16
Nicole Beauchamp
It’s you have to know what you’re looking for. You have to take the time to kind of analyze it and express that opinion. And often the media is focusing on one very particular segment, or they’re saying that everything to get, you know, now’s a great time to buy now it’s a bad time to buy or the market’s going to go down.

00:31:50:16 – 00:32:19:24
Nicole Beauchamp
Your market’s going to go up. And at the end of the day, what really matters is your personal situation doesn’t make sense for you. John Doe, to consider buying something right now and what are the reasons why or why not? What are the smart what are the smart ways that you should proceed? And that’s not something that you’re going to find by reading the latest article in The Times or the Wall Street Journal.

00:32:19:24 – 00:32:33:21
Nicole Beauchamp
It’s something you’re going to find when you consult with someone who’s an expert in your area and talk about your specific needs, your needs, your wants, your desires, your financial situation, and take all that into account.

00:32:34:12 – 00:32:54:21
Daniel Ramsey
That make sense. Are you now you’re a global person, meaning you speak all these languages. You’re in New York, you got probably a lot of people that are flying in to look at property all the time. Like what? What’s that business been like for you? Like, I’m kind of curious how you serve as somebody who’s in Japan, for instance, who needs an apartment in New York, you know, like, what does that look like?

00:32:55:11 – 00:33:28:08
Nicole Beauchamp
And I spend a lot of time on my phone, lot lots of video calls, what I practically live in WhatsApp most of the time. And it’s very often trying to whether you’re in Japan or you’re in New York, one of the first things that I want to do with you is have an initial consultation where we talk about what it is that you’re looking for, whether or not it’s really possible, and what the plan should be going forward to actually try to achieve that.

00:33:28:20 – 00:33:59:14
Nicole Beauchamp
And that happens whether you’re in Japan or you’re in Hong Kong. I have a client in Hong Kong. What does it matter? That’s the first step and it’s also a litmus test because we can discover that we don’t like each other or we don’t we don’t gel or the way that you want to communicate. You want to send me 10 million text messages at all hours of the day and night, and I like to sleep, you know, or what the hierarchy of communication is.

00:33:59:14 – 00:34:15:17
Nicole Beauchamp
When will we be doing a zoom call, when we will be using WhatsApp, when we would be on the phone, what’s email like, all of those things and what your preferences and everybody has a different preference, which means I have way too many different apps on my phone to try to manage.

00:34:16:05 – 00:34:26:20
Daniel Ramsey
Right. I regret what’s been one of the most challenging international deals that you’ve ever had to do. Like what was the, you know, tough what’s the tough thing about doing those deals?

00:34:27:13 – 00:35:09:04
Nicole Beauchamp
And the one of the biggest challenges is often if people don’t understand the distinctions between what it’s like when they’re buying in their market and what it’s like to buy here. And that’s that that’s always that’s probably the biggest education piece that happens then. It’s also making sure that they have the appropriate people on their team and having the right attorney, having the right adviser advising on structures, also finding people like I have I work with different attorneys and different attorneys with clients based on their areas of specialization or the languages they speak.

00:35:09:04 – 00:35:34:16
Nicole Beauchamp
Because maybe, maybe the clients would prefer to communicate in their native language versus not and having to hire translators and all of these other. So if in New York, your team of people is maybe your attorney and your finance person and this, that and the other, let’s say maybe there’s four of us where they’re not transaction. I can have six or eight different people involved or more and it’s managing all of that.

00:35:34:16 – 00:35:58:23
Nicole Beauchamp
And my favorite app because I can be awful at figuring out time zones on the fly. Yeah, it’s I’m really, really bad at it and I always I always mess it up so that I have to be up ridiculously early because I forget it’s an app called Time Buddy Time, but yeah, time. But I have it on my phone.

00:35:59:07 – 00:36:27:13
Nicole Beauchamp
So when I’m trying to schedule so every, every grouping of clients and people that I have to deal with that are overseas like, right? I have people that are in Mexico and in Singapore and in Korea and all of us have to regularly get on phone calls. So that’s one group. So I create different groups. So when I see that it’s John Jane and Jimmy, we all have to get on a call.

00:36:27:19 – 00:36:38:11
Nicole Beauchamp
I can look and I understand what the different time zones are visually, but I’m not. So one of us is up at a ridiculously early hour.

00:36:38:21 – 00:36:54:05
Daniel Ramsey
I love it. I love it. All right. Well, hey, Nikki, we are coming to the top of our time together. I really appreciate you and sharing everything you you have. I mean, it’s interesting. New York is just a different beast. It’s a different animal. So it’s awesome to kind of connect with you today.

00:36:54:24 – 00:36:56:03
Nicole Beauchamp
Now, I know it’s been a lot of fun.

00:36:56:18 – 00:37:11:16
Daniel Ramsey
And what what would you leave our audience with? Like and I know you’ve got almost 20 years of experience, so I don’t expect you to share it in one line. But what do you think? What what’s the thing? A value like them to hear today. Before we go.

00:37:14:02 – 00:37:43:00
Nicole Beauchamp
Building your relationships or everything? Everything and building and nurturing those will bring you will enable you to do more. And what’s interesting it’s it’s like the theory of having all these rating bands. Yeah. So I, as I mentioned earlier, I am in the middle of or at the very beginning of performing my civic duty here in New York County.

00:37:43:11 – 00:37:43:17
Daniel Ramsey
Yep.

00:37:43:17 – 00:38:09:06
Nicole Beauchamp
So I see an email a couple of days ago and it’s from someone that I met years ago when my client apartment, when my client was buying their second or third apartment and she’s right, which is you. I don’t know if you remember me. We met, blah, blah. I want to buy an apartment that they only want to buy an apartment in, like this ten block radius.

00:38:09:11 – 00:38:29:07
Nicole Beauchamp
Literally, it’s like a ten block radius, right? But when I speak to her on the phone, I discovered that she had just had dinner with my clients and repeated to them that she was interested in maybe trying to figure out if she could do this. And they said, you have to call Nicky, right? She will. She can dial it down.

00:38:29:11 – 00:38:50:12
Nicole Beauchamp
She can help you figure this out. And it’s the quality of the relationship that we have built over the last ten plus years that leads to that that trust that you got to connect. CALLER texture yeah that’s going to be your your solution.

00:38:50:12 – 00:39:12:21
Daniel Ramsey
I love it. I love it. We and if if you get a copy of the book actually and I love that you ended it with that because we have this strategy called the three R’s. Nicky here and one less so reviews, referrals and recommendations and we call them the three R’s and we believe 74% of our business comes from one of those three things.

00:39:12:21 – 00:39:36:19
Daniel Ramsey
So we’re referral based, we’re in the real estate world, but reviews are just online reviews, which and we have over 255 star reviews and then referrals are obviously what just happened to you. Your friends said you got to call them. They love that. And then recommendations are where our clients actually go on the record and do videos with us and tell us how amazing it’s been and what they’re doing this unique.

00:39:36:19 – 00:39:47:23
Daniel Ramsey
So we strive get one of those three from every single person that we interact with. And if you want that strategy, you can grab that book scaling your business with virtual professional.

00:39:47:23 – 00:40:13:12
Nicole Beauchamp
And that’s the interesting because one of the things that I’m often fond of saying is that every interaction that I have with a client, whether it results in a transaction or not, I kind of judge the quality of it based on how they attempt. There are people who, who, for whatever reason, their jobs changed. They didn’t they didn’t buy.

00:40:13:12 – 00:40:31:09
Nicole Beauchamp
They didn’t sell. But they will instantly say to their friends and family, you need to talk and they need to talk to Nikki. Right. And if that’s not happening, I look and I go, well, what did I do differently? Yeah. Why did that not happen?

00:40:32:01 – 00:41:01:20
Daniel Ramsey
Sure. Yeah, yeah, because it’s such a big deal. I mean, seven, you know, as a real estate professional, 70% of your business should come from your sphere of influence and referrals. And, you know, when you talk to brokers and agents and people across the country, it’s wild because when you ask them how much money they’re spending on their sphere or referrals, they’re like, Oh, I’m buying leads, you know, online, or I’m doing or I’ve got this crazy marketing thing, but they’re not loving on their people, which is what you and I do.

00:41:01:20 – 00:41:03:16
Daniel Ramsey
And I think it’s pretty awesome. I mean.

00:41:04:02 – 00:41:28:04
Nicole Beauchamp
One of the things that I used to do, I used to buy restaurant cards. Yeah, customized. And they went out to they went out to my clients. They went out to people who certainly business but to like I very, very like my let’s say my top like five or 10% concept spending. You know, there was a handwritten note with each one.

00:41:28:14 – 00:41:55:01
Nicole Beauchamp
But if you were in that top server, let’s say, about a group of clients, your note actually said, I look forward to taking you to enjoying a meal with you. Yeah. And if I could remember their favorite cuisine, which now thank God I can write in their little in their entry in my database. So let’s pick one of these great Mexican restaurants or pick one of these great sushi places.

00:41:55:08 – 00:42:14:12
Nicole Beauchamp
Because to me, that is a worthwhile investment of time, not only money, but also time, because it feels like in a world where so much there’s you know, I’ve got two phones sitting right next to me and the computer and everything else. There’s so much out there. But to be able to spend that face to face time.

00:42:15:01 – 00:42:16:07
Daniel Ramsey
Yeah.

00:42:16:07 – 00:42:18:03
Nicole Beauchamp
Is is really so priceless.

00:42:18:18 – 00:42:38:01
Daniel Ramsey
I love it. We’re going to end there. Nikki, thank you so much for your time, guys. If you want to get a copy of the book and on my three hour strategy text, SVP 231996. It’s called Scaling Your Business with Virtual Professionals. Nikki, you’ve been amazing. Thank you for sharing all this lovely information about your market and what you’ve done.

00:42:38:01 – 00:42:39:15
Nicole Beauchamp
And I’m texting it now.

00:42:39:21 – 00:42:49:10
Daniel Ramsey
She’s doing it now. We’ve got her. She’s going to be hiring a virtual professional soon through my editors. Appreciate you. Thanks for being here. And I’ve had a great time.

00:42:50:01 – 00:42:53:13
Nicole Beauchamp
Thanks. That was fabulous. Thanks so much.