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This podcast brought to you by Keeping Current Matters brings you into the conversations that we have every day about the housing market. We believe that the educated agent wins in any market. This show will help you get there.
Welcome to the How's the Market?
Podcast, a podcast that
is built for you, where
we talk to agents, to
leaders in the market, to people
that are talking about what is
happening right now so that you
can give the best advice to the
clients you serve and
make an impact.
And you know, this week we've got
an impact maker in Treasure
Davis.
She leads the Treasure Davis team in
Colorado Springs, Colorado,
and tells a phenomenal
story about what they are doing
in the market to make a difference
right now. So listen
for Treasure and just
how she cares about people,
and specifically
what they're doing tangibly
to care about people and
grow their business at the same time
because she's going to break it
down. So with that, let's
go ahead and hop right in.
Well, Treasure, it is good to have
you on the podcast today.
I'm grateful for for you joining.
So thank you for making a few
moments to to spend together.
Thank you for the opportunity.
I really appreciate it.
You got it. You got it.
Well, you and I have known each
other for, for several years.
You've got an amazing team.
But for somebody listening that
maybe doesn't know Treasure Davis
doesn't know the Treasure Davis
team, tell us a little bit about you
and your team.
You're there in Colorado Springs,
but how have you been in the
business?
Tell us just that backstory.
Yeah, well, I am about
to celebrate 19 years
in the industry.
That's awesome.
Yes. Got licensed in 2005.
And, I actually
was a nurse prior
to getting into real estate.
And I also worked at
a prison, well, a
medium security male prison, which
you wouldn't think goes hand in hand
with real estate, yet somehow it
does.
What did you do in the prison?
I worked for the
warden, and.
Okay.
The last job I did was getting
together the files for the cases.
When the inmates would see you for
the attorney general's.
So. Wow.
It was a really great career.
I think it really launched me into
doing that. I've always been an
entrepreneur.
So my husband and I have bought
businesses, built them up, sold
them off.
We've done three previously.
So, when
I was doing that, my husband and I
lived in a really small town in
Colorado, and, I had a
wedding store, worked at the prison.
My husband had a sprinkler business,
worked at the prison, and we were
working four jobs, working
hard.
And we were not able to,
like, get ahead.
And my father in law, who was in
real estate in Colorado Springs, was
always at baseball games,
living the best life, you know,
making great money, able to afford
things. And I was like, I can
do that.
So I got licensed in 2005,
moved by a family up to Colorado
Springs.
That's what they did stated income
loans, which we remember how that
turned out.
All right, I remember it well, yeah.
And, we quit our state jobs,
left all of our benefits behind.
And I was like, I'm going to take a
go at this.
And I think, like so many people,
once I got into it, getting license
was the easy part.
And then I realized, oh my gosh,
there's a lot to this, right?
And there's a lot of liability
and there's a lot of ways to
make mistakes that are easy
just from being an experience for
people.
And I'm so thankful for the mentors
that I had literally from day one
walking me through that.
And I think a lot of people like,
look at where we are today
and they're like, oh, it must have
always been easy.
It must have always been like this.
Like, you know, they've always
been selling this number of houses
and doing all this business.
But, you know, the first year
in real estate, I think
I sold maybe
seven houses.
And I was in a new market that I
didn't know. I'm from Colorado
Springs, but I didn't grow up here,
so I didn't come in with this fear.
I didn't come in with this
great network.
You know, I literally was
like, what do you do?
And it was figuring out what niches
worked for me and which niches I
was willing to do to make a go at
it.
And I'm thankful that I learned
those lessons. I don't necessarily
want to go, you know, back
to doing for sale by owner
open houses, right.
But I'm glad that I learned on doing
them and learned about, you know,
how people think and how people
what really drives their decision
making.
Right.
Thank you for sharing that story.
That's an amazing story.
I didn't know that about you.
Yeah, yeah.
Congratulations, too, on 19 years.
Thank you.
In the business, next year will be
the big 20 year celebration.
So.
And I'm gonna host it at
Keeping Current Matters
headquarters.
All right, come on down.
We'll sit by the fire here, and, and
we'll do that so.
Well, Treasure, I'm so grateful
for you sharing that, because I
think the point that you make of
somebody sees Treasure Davis or the
Treasure Davis team, and you're out
there, you've been in events and
things like that, and they think,
gosh, I don't know.
You know what that's like.
What was it like for Treasurer
starting out? And I got to think to
back in oh five was stated income
loans. Things were, you know,
sort of similar
to the last couple years where
things were, you know, a little bit,
winded. Our back maybe is the best
way to say it. Very different
market.
How did you navigate that?
Because you're then in the business
a couple of years and
oh eight rolls around, right.
Did you what was that journey
like?
You know, when you're a newer agent
I don't think you really know.
Yeah.
You don't know that this is the
hardest time because you're not
coming off of, you know,
the last great point.
So for me getting started, I
was like, oh, this is the market.
And going through all of that.
I remember thinking to myself, oh
my gosh, like doing bank
loans and having all that done is
really hard, you know, and having
water turned off in Colorado
and freezing temperatures and
turning water on.
And you know, all of those programs,
I think taught me so much.
But I don't think that as a new
agent, I really understood
the impact 08 had on so
many people.
Right.
And I think that's probably what a
lot of agents are maybe feeling a
little bit now.
Yeah, well.
I think that I didn't mean to cut
you off, but I think that's the
encouragement to anybody starting
in the business or has started in
the business the last six months
is you're like, okay, this is what I
got.
Yeah.
Right.
And I think this is the best.
I mean, if you can make it in this
market, right.
This is like the oh five
of, you know, this is the 08 market,
if you will. I mean, a little bit
better. Of course.
Sure. This is kind of that market of
you're not coming off of those two
years when things were easy, just
kind of like when we were doing
stated income loans,
you really needed a pulse to get a
loan, right?
And obviously now things
have changed. But it was kind of the
same as like buying and selling
during Covid.
Really.
It was just a frenzy free for all.
So I really think that people
getting into the business now,
in this time that are newer,
have the greatest potential, because
as long as they're willing to do the
hard work and really lean in,
they're going to thrive.
It's a great point.
It's a great point.
I know if you're going to say
something
else, but the the
point of you don't have the
sort of rearview mirror, this is
what we used to do, or this is how
it was.
Is critically important.
I think a ton of it's a ton of
motivation and encouragement for
somebody new. And it's a realization
for people that have been in the
business. They're like, okay, I got
to do things differently.
So when at what point did you start
to build a team?
Yes. You know, going back to that,
I think what happened to a lot of us
veterans that have been in the
market for a while is
Covid really,
you know, put a put a match on
everything that we had been doing
and really, you know, jumpstarted
everything for lots of people.
And then over the last, I would say,
year, things simmer down.
And now we're needing to do
the things that we used to do
that I think some people don't want
to go back into doing right, but
we need to do them because they're
the right things to do and the
basics always.
When we get back to the basics, the
basics always win.
Yeah, and I think that's something
for like the veteran agents like
myself is like, you need
to get back into that learning mode
and you need to do the things
that got you here.
Obviously tweaking them with AI
and technology, but I think
that there's a lot of lessons to be
learned in that as well because I
hear so many people that are like,
you know, my phone's just not
ringing like it used to be.
And I'm like, in
what world do like people
call you like, right?
You have to be the one having those
conversations and doing the outreach
and and doing the things that matter
and surrounding yourself with the
people that you love, that you
work hard with, you know,
and following up with your past
clients. I mean, the stats from NAR
are crazy on
they live too. They worked with, but
then they didn't return back to
working with that agent.
It's like, oh my gosh, there is an
opportunity right there
in our database.
Right?
Such a good point, such a good
point. So
journey of the, of the team.
We were going to talk about that
when you start building a team.
And where do you sit today.
Yes. So I started building
the team roughly 12 years
ago, right off the cusp of when
teams were just kind of emerging
and people were trying to figure
them out. Of course, some people had
them, but they weren't really a
household name.
Right. And it wasn't really what
you did.
And so I started
with a really great
at that time, she was an assistant.
And I always say a good assistant
will double your business.
They will take so much off of you
that you can.
You're able to lean into what you do
now.
Now, she's been with me for 12
years.
She's my listing manager, and
I could not do what I do
without her.
She has helped me leverage myself
to the point of being able to
get back more time and lean and do
the things I love, like coaching
for Tom Berry and doing all of that
stuff that I couldn't do before.
The way the team actually got
started is actually a pretty funny
story.
Go. I want to hear it.
I was doing a transaction with
an agent and I
friended her on Facebook.
This is when Facebook was still
newer. She's been with us almost
11 years, and,
she wouldn't accept my friend
request. And I was like, that's so
weird because the transaction is
going great. Our clients are happy.
We're about to go to closing.
And then on the day of closing, she
accepted my friend request, and on
there she posted, just closed
my first transaction.
And so I saw that
I was like, oh my gosh.
Like I had no idea.
Like, usually you could tell when
someone's new because things take
longer.
You know, you need to lean in and
help them with questions, which of
course is great.
You know, we were all new
at some time and we still,
you know, need help.
And so I immediately called her and
I was like, I just got to say,
I had no idea that this was your
first transaction and
you did an outstanding job.
Like, that's awesome.
Congratulations.
I would love to meet you for coffee.
And, you know, just get to know you
better. I think you did a great job.
And so we met for coffee.
And in the back of her mind, she was
like, oh my gosh, I'm going to
recruit Treasure.
And this is going to be
great, you know, because at that
time I was probably doing.
60 transactions myself,
roughly.
And so we met and I was like, oh
no, no, no, no, I'm not going
there. I'm not recruiting you like
I'm doing none of this sort.
I just wanted to meet you.
And so we stayed in contact and
stayed friends. And then as my
business picked up, I was like,
well, I have leads that I can't
take care of and you would do a
great job with them, you know, can I
connect you with them?
And so I connected her with people
and then she started getting so
busy.
But that's even before she joined up
with you.
Yeah. She was at her company and I
was at my company.
And then finally one day she came to
me and she was like, okay, by the
time that I pay you a referral fee,
my company split and all of that,
there's not a whole lot left over.
I would like to come over and join
your team. And I'm like, I don't I
don't have a team.
Like, I don't know what you're
talking about.
And she was like, no, I would really
like to join you. And I'm like,
yeah, I don't know about all that.
I'm just selling houses.
And so she's actually the one that
encouraged me to start a team
and to do all that.
And we came up with the name
together and,
I still to this day fight her
on the name of our team,
because I'm like, it should be
something like, you know.
The mountain group or something like
that. And right, know your name,
your established like it needs to be
this.
And so she's been with me 11 years
now.
And she is phenomenal.
But I always tell her, like, the
team is all because of you.
That's awesome.
I thought it.
And so now fast forward,
we have nine admin.
We have 15 agents.
And last year we closed
417 transactions.
Wow. With a pretty small but
mighty team.
That's amazing.
Thank you for sharing all that.
It's great.
What's her name?
Her name is Leanne Potts.
Leanne Potts.
Shout out to Leanne.
Shout out to Leanne.
That is awesome.
I appreciate you sharing that story.
I think in that in
just even doing
what you saw at the right time
is just the right thing led to
building a team. And that's really
it's really neat.
Yes.
And it's it's been, you know, from
the start of the team, it's always
been about surrounding ourselves
with the right people, not just
anybody, and living at our values
and and who we are.
And really just surrounding
ourselves with great people that
lead with integrity and
take really great care of people.
Like on our team.
Now, there is not
anybody that I would say, oh my
gosh, I'm nervous about how they
conduct business or
hold themselves accountable or
take great care of our clients.
And I also, I'm really proud of the
fact that they truly believe
that everybody has the right to
homeownership.
Yeah. And that is impactful
because I think a lot of people can
say that.
But then when, you know, an
opportunity comes in and they're
like, oh my gosh, they're qualified
for this.
That's not going to happen.
They push it aside, but
I've seen them firsthand say,
well, no, I'm leaning in.
Yeah, because everybody starts
somewhere.
Is there a is there is there a story
from your team that's happened
recently or that stands out in your
mind where that happened?
There are a lot of stories about
this.
I can remember,
one of the stories that
is very near and dear to my heart
is when I was first
getting started, and I think this is
really led to the success of our
team and who we are as a culture
and who I've surrounded myself with.
I really believe feel the
same way, and I've seen them walk
this line as well, and
it was one of my clients.
His name is Michael and
he is a veteran, and he
was in Iraq.
At the time he was a contractor.
And so he would work really long
hours. Our time difference was
different. He knew he was coming
back to Colorado at some time.
And he was like, nobody will work
with me. I've had some credit
challenges. I've had some things
going on, and everybody keeps,
like blowing me off.
And I was like, well, I'm not going
to blow you off.
Like, let's figure this out.
So I got in touch with someone that
could do some credit counseling, and
I just stayed in touch with him from
a genuine, authentic place
of like, you know, how's it
going over there?
You know what's going on, you know?
And, this is when times were
there. Tough over there anyways.
But this is, you know, before they
had really a lot of amenities
back there, you know, for, basic
necessities for our military.
And so started following
up with him. And it took us, took
him some time to save up and to do
some things. And, you know, to
really get over the mindset that he
deserved to home.
And fast forward,
it took us three and a half years.
He ended up coming back to Colorado.
He sent me a really beautiful,
gift that was like,
like butterflies.
Like preserved butterflies.
That was. They were beautiful and
exquisite, and and
I don't really know the story of,
you know, behind that.
And he also sent a flag
that had been shot by,
indirect fire, and he had
it boxed into a shadow thing, and we
just became friends.
I'm married. He's married.
There was nothing weird going on,
but it was just a really great
friendship of, like, I'm here to
support you however long this
journey takes, because I believe
that you deserve this home.
And we ended up finding him a
great townhome,
and the townhome worked out great
for him, and he lived
there for many years.
And then they decided to move.
They were having another baby and so
they were moving down to Texas.
And the
equity that he made from
selling that home.
Made a generational impact
on his family because no
one in his family had owned a home
before.
Wow.
And so those are the stories that we
have. So many have stories like
that of like, you know,
it took a long time.
Yes, there was perseverance, but
it wasn't just like, you're ready to
buy a house. It was like, hey,
how's it going with this?
Okay, that's a challenge.
Like, let's how do we overcome that?
How do we meet you where you're at
and get you to where you want to be,
and just being able to see the
impact for his family.
Was inspirational
and we have the same story
with our team.
You know, we have people on our team
that have.
I'm actually sitting next to one of
them. His name is Dean.
He'll sell 50 homes
this year.
Every year.
He's a great runner.
He's a great athlete.
But when he joined our team,
if you don't mind me sharing, Dean.
Okay.
So he was a teacher
and, you know.
Teachers don't make what they need
to make in this country.
And so he could not afford
a home.
He had student debt.
He was driving an old car.
He was a great worker, great
teacher. His kids loved him.
He taught middle school, but
hands out to any teacher that
teaches at all but teaches middle
school.
I hear that.
I have a middle schooler and I'm
like, please, thank you.
And he went from doing all
that to joining our team.
Fast forward, it's been 8 or
9 years that he's been on the team
now.
He has owned he owns
a home, has rental properties.
He's able to travel.
He's able to run marathons
across the country, sell
50 homes a year and
take amazing care of him.
And I know that he takes amazing
care of people because his former
teachers that taught him
and, you know, when he was growing
up and his students are coming back
and buying homes from him today
and staying in touch with him today,
and I just am like, that's so
inspiring. Like, it's not just about
selling a home, it's about weaving
yourself into the journey.
However it fits in.
Right?
That's it's powerful.
And tell Dean thank you,
for allowing you to share
that story. How many people are
sitting there?
The only. Only Dean.
Okay, but you
know, one other thing I wanted to
share really quickly.
Just like who we are as a team
and as a culture.
So we have a couple of,
virtual assistants, which is kind of
popular these days.
And one of my virtual assistants
has been with us for over
five years.
When he started with us, he
rented,
a little I'm not sure the
right word for what you would call
it, but his home
didn't really have any walls, and so
the rain and the weather would come
in and cause a lot of problems
for him and his daughter.
And so over the years,
one of his first paychecks, the
first thing that he did, and he
shared it because we do,
we do zooms together
and we meet together and we talk
about, like, what we're grateful
for, what our win was, what our
affirmation is.
And I remember him saying to us,
I was able to buy my daughter a bed,
and she's never owned a bed before.
And we were like, oh my gosh,
like, we have beds, our
children have beds.
Yeah. You know, and just not really
putting the context into it.
And so over the years that he's been
with us, watching him upgrade his
living situation and then
to be able to buy a really
nice truck over in the Philippines
and him just being like, so grateful
for what he has and what he has
accomplished and how hard he works.
Really speaks to, I think, who we
are as a culture.
And I think the one thing that I
would want people to take away from
this is, you know, you
want to build a culture that speaks
to who you are, and your culture
may not be the way that, you know,
we see our culture,
but you really want it to be.
And I think a lot of people want
this intention of being from a place
of, you know, how do we want to show
up for other people and,
and how do we want to come alongside
of them?
And how do we want to make sure that
everything that we do is genuine.
And coming from a great place.
It's I always say,
when you do things right by other
people, the money follows
its second home.
Yeah. It's never about the
commission.
It's never about the next deal.
It's never about any of that.
It's like, yes, we sold 417
houses, but each single
one of those people has a story.
And we were alongside in that story
to meet them where they were in
their journey.
That's awesome.
It's I really appreciate you sharing
each one of those stories about the
team and just the
impact. I mean, it's the word,
you know, that that your team is
making all across
Colorado Springs, maybe even
further. I don't know.
In Colorado.
So thank you for that.
Yeah. Thank you for the platform to
share that. I've never shared that
on a podcast or speaking
anywhere. So thank you for the
platform.
Well, listen, I think sometimes.
It certainly happens to us
at keeping current matters in a
different way, but in for teams
and folks in your seat too.
We get so busy doing what we're
doing, we forget about that.
We forget about the impact, you
know? I try to mention that every
time we do a podcast or if I'm
doing something when, you know, when
you come here for your 20th
20 year celebration Treasure, you
bring a whole team.
There's a wall here at keeping
current matters that we believe says
we believe. Every family should feel
confident when buying and selling a
home.
And that's what drives what we
do.
You know, your team is well,
driving to say, hey, we want to take
the best care and educate and help
people, you know,
achieve the dream of homeownership
and make a difference in their lives
financially and personally, in the
intangible ways and all the all the
things that you've shared.
That's amazing.
And I just I'm grateful for you
sharing it. Great for your for your
team and doing it and making
an impact in the world.
Anytime you can do what you love and
make an impact in the world and do
it with people you love, that's a
special thing.
Absolutely.
And you know, this obviously
is the Keeping Current Matters
podcast.
Yeah. But you know, we use
and have been long time subscribers
of Keeping Current Matters.
And that is one of our main
value ads that we use
to tell people where they're at
and make them feel informed and
make it so that it's easy for us to
understand and to be able to
deliver it to people in a way that
they understand as well.
Yeah, I appreciate you sharing that.
It's not, you know, on the podcast,
like we don't have to do an
infomercial or whatever, but
whatever you say on the great things
about KCM.
I wasn't even paid for this.
Most real estate agents know what's
happening.
Good agents understand
what's happening, but great
agents, they can explain
what's happening at
keeping current matters.
We help real estate agents become
experts with market insights
and marketing tools.
You'll not only stand out,
you'll thrive in any market.
Keeping Current Matters.
Be the expert.
Let's shift maybe to this market.
And what are things?
Because I want to go back to
something you said.
You said, hey, there are things that
we need to be doing right now that
we did, maybe did two, three,
five years ago that we got out of
the habit of doing a piece of
that is education.
So what are the things right
now that your team is doing relative
to the business to address
issues in the market
and educate people on, should
I buy a home right now, or are
there specific things that you can
share with, with
folks listening right now?
To say, hey, this is what we're
doing, and it's making an impact
and it's making a difference in, in,
in our team and in our business.
I would say for our clients, it's
our social media.
Again, we use real talk,
which has been great.
It's super simple.
Again, this isn't an infomercial,
but it is a value add that we use
for our clients, for our team,
to give them things that's easy to
use.
I would also say leaning
into that a little bit more is we've
started this year, leaning
into like we had this situation,
obviously without disclosing
people's personal information,
anything about them.
But we've been leaning into this was
the problem and this is how we
solved it, because people
need to know the value
of what we do.
And I think sometimes
there's a lot of glitz and there's a
lot of glam.
And 99%
of the realtors across this country
are not doing it like that.
Sure. You know, they're not
just leaning into social media,
they're not leaning into TV
shows to production, to things like
that. There's a lot of hard work
that goes through just the number
of people that when someone
buys or sells a home, the
number of people that are also
employed.
By the peace of that transaction
is something that I think is fallen
off the radar.
And we've really prided ourselves
in our clients saying, well,
that was so easy.
Like you, you that was so easy.
And I'm like, oh, how well,
you actually really knew, right?
Of course we keep them informed, but
there's some things that we're like,
this is our job.
Like we just handle these.
So we've been taking it and saying
like, here's someone's real
solution, here's how we solved
it, here's the impact that it made
for them.
Right. And I think that consumers
really need to know
that who you hire
to represent you in your biggest
financial transaction,
probably in their lives, it matters.
And making sure that people are good
stewards of that matters.
And I think that's something that
our messaging throughout
2024 on social
media and how
we show up for people and
in our marketing things and all that
we do, is going to be about that
specifically.
Yeah. And that's in just to
summarize that, that's sort of a
case study type approach.
Right? We had this situation here
was how we solved it.
Here was the impact or here's how
that that came out.
You got such a good a good point.
What when you think about the market
there in Colorado Springs, how is
the market there?
So the market here is
really good.
We're kind of insulated from a lot
of other parts of the country
because we have,
six military installations
right here in Colorado Springs.
So that does keep us a little bit
insulated from what's going on,
because people are always coming in
and coming out.
But where the caveat comes into that
is sometimes it's not right for them
to buy.
Sometimes they're only here for a
minute and it doesn't make financial
sense, or they don't ever want to be
a landlord.
And with the new laws changing here
in Colorado in the end of
2023 2024,
sometimes it doesn't make sense to
be a landlord for people.
So looking at all of that is really
important.
The way that our team is really
diving in is making
sure that we're
really focused in on the basics.
We're really leaning into the
basics, which people
are going to say, oh, I know about
all of those. But it's like.
You know. Are you
making your contacts?
And are you showing up with items of
value ? if you don't have items of
value, here's a list of items of
value that you can give and
customize for where your clients are
at.
To make sure that you know if
they're looking at this, you're
setting them what they're looking
for, right?
So the way that we do that is
whenever we make contact with
someone and they tell us x, y,
z, we're always sending a follow
up on that appointment so
they know when they're going to hear
from us again.
And the other thing that we've
really been leaning into, which is
going to be super shocking and so
basic, is we're doing what we
say we're going to do.
I know it sounds so basic.
There's some other things we're
leaning into.
So we're really leaning into
off market properties.
Okay.
So we're leaning into off market
properties because on our team
of 15 everybody goes
on appointments.
Not all of them are ready right now
to sell their home. But they'll be
ready in three months six months,
nine months a year.
We're adding them into a database
so that when someone comes along and
they're like, oh my gosh, I'm
looking for this specific house.
We have a list of potential off
market properties so that we can
really lean into our value as
realtors this year, and we're not
relying on online
resources or the MLS of where
you're only going to be able to find
homes.
Right. Also not afraid to doorknock.
That's awesome.
Yeah. How often are you?
How often is your team doing that?
Well, obviously ours is a little bit
weather dependent on what's going
on, but we are doorknocking
based off what someone is looking
for.
And another thing that we're doing
is we're also doorknocking during
the inspection.
Because we want people to know their
neighbors if we can, during the
inspection and if they answer.
And we also want to know what the
neighbors are going to say before
the day of closing.
Right.
That's interesting.
Which is an important thing to do,
because the minute you meet, your
neighbors are like, oh my gosh.
Do you know what happened down
the street or in this home
or whatever?
One of them.
The reason why we started this is
because one of our buyers
bought a house.
They were moving in, and the
neighbor said, oh my gosh, I'm
so surprised this house sold so
quickly.
And the buyers are like, why we love
this house. And they said, well,
these front steps are very
slippery, and so many
people have fallen down these front
steps and gotten hurt that we're
visiting.
The owners have fallen down them.
They get so slippery.
Wow. Never disclosed.
Wow.
So had we known that during the
inspection timeline we could have
addressed it.
We we came up with a great solution
that worked out well for everybody.
Because we always want things to be
a win win.
But if we had known that up front,
we could have done things a little
bit different.
That's amazing.
Yeah, I hear that.
I think I think having those
conversations and talking
to people. Right.
It does kind of double ended or,
double goal.
What do you as you look forward
into 2024?
We're here end of January.
What do you see?
What are you doing differently,
coaching your team or even coaching
agents that you coach?
About what it's going
to take to win in this market.
What what are you doing to sort of
guide people forward there.
The first thing it's going to take
as a coach.
And I think some people listening to
this don't have a coach.
Yeah, I didn't start off having a
coach.
I've obviously been coached by Tom
Perry for over a decade.
I wouldn't go anywhere else.
There's obviously a lot of great
coaches out there and different
coaches meet people, you know where
they're at. But before that, I had
a peer accountability group.
I had masterminds that I was in
before it was a thing.
So I would say someone that's going
to keep you accountable to your
goals. It isn't selling.
A lot of people are like, well, I
don't want to have a team.
Great. You don't have to.
But even by being a solo agent,
you're still a team.
You're still surrounded by your
vendors or you're right by your
people. So you still have a team of
some sort. It's just, do you want
to have other agents that you work
alongside with?
So I think that being said.
I think that the way that
I'm coaching them, it's
somebody that's going to hold you
accountable of some sort, whatever
that looks like.
My number one is get a coach.
Number two, I would say figure out
what your goals are and actually do
a business plan.
So many people don't do a business
plan. And this is an actual
business.
So doing a business plan and
then what we're doing to help people
win as we're breaking it down by
what do they want to do over 12
months.
And then how do we build in the
seasonality around that.
And then how do we break it down
into 12 weeks?
And then from there, how do we break
it down into what they want to do
every single day?
For most people, it's getting to
make ten contacts a day is
pretty much the standard rule of
thumb.
So that does that.
Let me ask you some of is that ten
phone calls.
How would you define the ten?
Oh well I define
it is ten phone calls
with okay, ten double sided
communication about real estate.
Okay.
Now sometimes it's a text because,
you know, obviously some people want
a text, but it's two way
conversation about real
estate.
I have left ten voicemails.
It's not I left ten voicemails.
It's not I send ten text messages,
but nobody's sent out anything.
And it's been specific about the
message. And our messaging this
year is if you're going to talk
about real estate, talk about real
estate, and if you're going to talk
about something personal, talk about
something personal.
Because what you don't want to do,
in my opinion, is kind of bait and
switch. People where you call
them, they think you're being, you
know, friendly, and then you're
like, oh, by the way, you know?
And then they're like, oh, this is a
sales call.
Oh, I didn't quite realize that.
So I think it's just really getting
to the point of like what the
purpose is for the call
and being really intentional about
it and mixing it up, like not having
every time be a business call.
But I think this year it's really
being intentional.
Like for our vendors this year,
we are getting ready to have
a vendor luncheon to thank our
vendors for standing by
us and taking great care of our
clients as well.
And we're also going to ask them
how we can support them and their
business. This year.
We're going to write that down.
Beginning of next year.
We're going to say, this is what you
asked us to do.
This is how we showed up.
So we have accountability for that.
And then we're going to ask them
to provide us with 1 or
2 referrals for the year.
We're not asking for all their
business. We're not saying it's an
all or nothing thing, because we
want other agents in our market to
win as well, and we want to have the
abundance mindset.
So we're like, we know you work with
other great realtors refer them to,
but if we could count on you for 1
to 2 referrals for the year,
that would be great.
And that alone is a strategy that
will help agents when across the
country is just like saying,
I work with this great vendor, you
know, my home inspector.
Hey, can you just be top of mind if
you come across anybody, could you
give them my name and number?
And when you do that, or can you
ask them if I can contact them?
If you come across anybody,
just it's just staying top of mind.
And it's really like
being clear on I
want to sell to 12 families.
What are my lead pillars that I'm
going to do? And how am I going to
go deep on those lead pillars.
So it's not having 47
lead pillars. It's really having,
in my opinion, 4 to 6
and going really deep into
those to make sure you're really
maximizing everything.
And I would also say
not buying the shiny stuff.
Like we're all guilty of it.
You think a couple people did that
in the last couple of years?
I mean, I did.
You know, it's like, really when you
go to conferences or when you hear
things or when you're like, oh my
gosh, this person using this and
that, not having FOMO.
Yeah. Oh my gosh, I need to be doing
that as well.
It's like keeping your expenses
low.
Staying true, actually looking at
them and making sure that
you're setting money aside for your
taxes.
You're right. That's where people
get hung up on the most is, you
know, the tax bill.
Right?
Yeah. No, I hear you.
It's practical things.
How many?
You know, when you talk about
talking to your appraiser
and lender and title rep,
whoever it is, and saying, hey, 1 to
2 deals.
How many agents do you think are
doing that?
Because I think there's a lot that
are like, have the conversation.
Like, if I'm going to refer you
deals, you got to refer me deals,
you know what I mean? It's almost
like a you have the adversarial
type, but going and going, hey love
for you to to keep a stop mind.
I would think that'd be more
responsive than what most do.
Right. And I think a lot of agents
are like, it's either all or
nothing, right?
You either give me all your business
or I'm not using you.
And we're like, no, we're not
looking at that. We're looking for 1
to 2 for the entire year.
Give some to other people.
Love all of your relationships
because we know you're not your
we're only relationship that you
have. We respect that.
You know. But it's like if you think
of somebody and we're a great match
for you, how do we stay
top of mind for you?
You know. What do we do?
What does that look like?
But first we're asking.
Then how do we show up?
Well, for you.
What do we need to do?
Right?
I heard them wanting from us.
How can we help your business?
Yeah. It comes through loud and
clear. You know what I mean?
First of all, taking the time to say
we appreciate you, right?
And doing a launch and and doing
that.
This I, I thoroughly enjoy
this conversation. I appreciate you
sharing just what you're doing.
So I want to put you sort of
on the spot.
Okay, okay.
So for people who are listening,
we'll kind of kind of wrap up maybe
in this area.
What is the somebody going to make
their ten contacts?
They get somebody on the phone or
they have an interaction.
What are they saying?
How are you coaching that person,
Treasure?
On connecting.
I love the don't bait and switch
like, hey what's up? Oh, by the way,
let's have this conversation.
What are they saying?
I think it depends on who
they're like. What lead source are
calling from?
So it kind of starts there.
We and we build that out.
So I would say if it's a past
client then
I would lean in and say.
You know, your equity
has gone from this to this this
year, or I would even start off a
little bit backward from that and
say.
Can I do an annual equity review
for you? Can I show you what equity
you have in the home so that you can
explore options for you
that would really work for you?
I'd start off there.
They would say yes, because one
thing that two things that people
always want to know is what their
home sold for and what's going
on with their neighbors.
Yeah, totally.
Are they doing. What are they
selling for?
What's going on with them?
And so any time you can lean into
those opportunities, it's really
great. So I would say
I would lean in to can
I do this equity review for you?
Can I swing by?
Can we meet for a cup of coffee,
whatever that looks like.
Can we talk about this?
Can I get face to face with you?
Because realtors are great face
to face. That is really where we
win. Not over the phone.
Nobody really likes that.
But we win face to face.
So I get back in front of them
and I would lean in with, you know,
here's your equity.
Do you have any thoughts of making
a move in 2024 or 2025?
When do you see this number?
Well, no, I don't have thoughts of
that because, you know, my home is
worth X and I really want,
you know, 700 for my
home. And I think your home is worth
550.
Yeah. I love that.
I'm going to put you into my off
market database, and I'm going
to put a tickler on there.
And I'm going to keep watching every
six months.
Or when somebody comes along
that says, I'm looking for this home
and this specific area, I now
have something in the back of my
pocket, and I will tell you, this
is how we won during Covid,
because I had this spreadsheet and
I'm like, oh, wait, you're looking
for this?
I sold that.
Let me see if they've had any
interest in selling their home at
all. Let me get a one time showing.
Let's get you into the house.
So I really think that's how we're
winning with past clients.
We also did the 100 K and 100
K. Excuse me.
Right, 100K in a 100 day challenge.
That really brought
a lot of things to light.
And then letting people know like,
okay, they want 700.
You think the home is worth 550?
Great. Is it okay if I touch base
with you in a couple of months and
we just check the value, people are
going to say yes.
Another great way to lead in with
people if they get on the phone.
That's a simple way is saying,
do you have any home improvement
projects you're planning for 2024?
Great. Well, I have an amazing
vendor list.
Can I send those to you for some
spring maintenance items that are
coming up?
Another great thing is how many
people actually bought their home.
Have done a home inspection in the
last three years?
I have it.
Do a home inspection.
Let's make sure that we're getting
ahead of any items that could be
potentially causing issues for
people.
Can I lead you into a home,
Inspector? Can I lead you into an
Hvac person?
Can I lead you into someone
that can put on a back deck for you
that you've been thinking about?
How can I be your trusted source
person moving forward?
That's an easy way to have a real
estate conversation about what
they're planning to do with their
home. That's genuine and authentic
and coming from a place of
contribution.
Yeah, and I appreciate you sharing
that. And, you know, the
ideas that you rattled off me
when you started with the equity
conversation. Right.
That's an easy opener question
to have. Are you using that on text
too?
Absolutely.
Yeah. Yeah.
So I've seen that, you know,
certainly has been a campaign that a
lot of folks have, have used,
in, in getting that connection
and saying, okay, what I thought of
any projects or what are you going
to do with that?
So I appreciate you sharing that.
What about, any others
top of mind for you as people are
reaching out?
You know, one thing that I always
did that was easy is because I think
getting on the phone and thinking
about what to say is hard.
Yeah. And especially myself.
So one thing that I would do is I
would get together a couple of
trusted vendors and I would
say, you know, can we host a happy
hour?
Can we host something simple that we
only pay if people show up?
I'm really big on paying for
who comes to play, not paying.
And then nobody shows up, right?
Right.
So putting together a small happy
hour, putting together some sort
of information like is your
demographic of who you work with.
Are they older people that
really need to be focused on estate
planning in estates?
You know, all of that.
So can I bring someone in that
focuses on making sure that
everything is set up for, you know,
making sure their wills are in
place, making sure they have estate
planning. Can we do a little easy
happy hour or lunch around it?
And then that gives you an easy
way.
You know, you're splitting the cost.
You're only paying for people that
show up, which is great.
You're lending them a value.
You you're coming from a place of
contribution.
And then, that gives
you a reason to call because you're
inviting them to something.
Right. When you're inviting someone
to something, and then when you get
face to face, you give them.
Let's say two people show up.
Those are two solid people
that you need to follow up with.
Like you just got one on one time.
They showed up.
And and I will tell you, I've been
doing this for a long time.
And I did one that
literally one person showed up to.
And he was actually my, my carpet
cleaner.
Wow. When it happened, I was like,
oh my gosh, this is so embarrassing.
And I was like, embarrassing to who?
Nobody knows who showed
up and who didn't show up.
We were able to have a great
conversation with him.
The three of us were able to sit
around and brainstorm how we could
help each other's businesses, and
he became one of my best clients
who's bought and sold multiple homes
with us. That's great.
But at the time, it wasn't even.
I was just so mortified
that only one person showed up.
You know, fast forward now
we have events with 400 people at
them. But that's not where we
started, right?
Right.
We started off with one person
showing up.
Yeah. I appreciate you reminding
everybody of that because sometimes
it can be hard to look at
Treasure Davis and the Treasure
Davis team and think, gosh, I'll
never get there.
And you broke that down and told
that story very, very well.
In in the journey of that.
As we wrap up, any
sort of final thoughts that
you have for folks listening
that maybe you've been in the
business long time?
They're new in the business.
Anybody that's in real
estate that you would as a coach
just say, hey, here's my
encouragement to you as you go
throughout the year.
I would say that the encouragement
would be really surround
yourself with people that
want to see you win.
And shut out the noise.
There is so much noise.
There are so many people that
are, you know, that are posting
great content.
Yeah. But all that is, is content.
There's no meat behind what
they're actually posting.
And I think people see that and they
feel discouraged.
Yeah. When it's supposed to be meant
to lift them up and show them what's
possible. But sometimes you look at
that and you're like, oh my gosh, I
won't be this.
And I would say, don't ever compare
your chapter one to somebody
else's. Chapter 29.
You know, really look at where
you're at and what you're,
you know, what you're wanting to do.
And remember that you're only
competing against yourself.
It's you versus you.
And if you can work on being 1%
better every day and staying
true to your daily
disciplines and what you're looking
to do. So one thing that I have
my coaching clients do is set up
their own daily, weekly,
monthly plan,
and we literally take it every
single day.
You know, what are the 3 to 5
business things that you're going to
work on every single day?
And then when we look at that, we're
like, okay, how did that go?
How do you feel like you won?
How do you show up? How do you
reflect like?
And it starts with first having a
really strong morning routine.
But in my opinion that's kind
of played out.
In my opinion, it's really like how
do you have the strongest evening
routine to set yourself up
to win the next day?
Yeah.
And how do you set up your night
so that you're actually excited for
the next day?
And that's what I've been working on
for the last two years, is like, how
do I have such a strong evening
routine that I actually
am so excited to go to bed because I
can't wait for the next day?
That's great, because my day's easy.
My day's hard, you
know?
But it's like, how do you do that?
And that's really what we focus on
is like what? Your morning routine?
What your evening routine?
How do we break it down into daily?
Weekly? How do we have things up
and visual so that every day
you're reminded of what you need to
do?
And how do you treat this like a
business?
And it's different for everybody.
Yeah, I hear you.
What's in my mind right now Treasure
is, we've got to do this again.
And that's what I want to talk to
you about. Okay.
Let's talk about nights.
Let's talk about mornings.
Let's talk about treating your
business like a business.
Because that's that's certainly a
difference maker. And and I just got
to say this, I have thoroughly
enjoyed our conversation.
And thank you.
Shout out to you, to
Dean, to Leanne, to the entire
Treasure Davis team for making
an impact in
the world.
It shines through in how you talk
about your business.
So thank you so much.
Thank you for the opportunity.
You know, I love any time that I get
to listen and learn from you.
And, you know, thank you
for everybody at KCM.
You guys are helping us
to make the idea of data
and numbers easy
and easy for us to share with our
team, our clients, everybody.
And so thank you for that as well.
But the feeling is mutual.
We're grateful for the support for
what what we do.
And, from our entire team
to you and your team, we are
grateful. Thank you for the time
we've got to spend today.
Thank you so much.
Have a great day.
All right.
Well, that was a phenomenal
conversation with Treasure.
And she even talked about a couple
members of her team.
And Leanne and Dean.
Shout out to them and the entire
team for for the difference they
make in the market they serve.
You know, and I really
as we were having that conversation,
I was thinking, we've got to do this
again and talk about her evening
routine, talk about her morning
routine, and talk about treating
the business like a business.
So here's what I want you to do.
If you enjoyed this podcast,
share it with somebody that wants
to make an impact in the business
like this.
And, and help us get the message
out. Because when we do
business, like Treasurer Davis
and her team do business, we
make an impact in the world.
And that's a special thing.
Grateful for you listening to the
House Market Podcast, you know, it's
just, another way at Keeping
Current Matters that we want to give
you the tools and resources to make
an impact, in the world and
in the business to the customers
that you serve. So thank you for
listening.