Steve: If I only had one word.
That I could use to describe Roman.
It'd be tenacity.
It's literally the difference between who starts in Ironman and who finishes.
And Roman is one of those who finished the Ironman.
I'm very proud that he's part of the Costco family.
. Today's going to share five ways to network into a community when
starting your company from zero.
I'm Steve Schwab.
And this is the cost of cast.
It's the Cossack Cast!
Created by Cossack Go!
It's time for the show, let's go!
All right.
Welcome to Costco cast today.
We have Roman.
Everybody knows Roman.
He has been with Costco for about a year and a half now, and he is
the partner in Texas Hill country.
He's growing his company from zero to how many is it now, Roman, about 20.
Yeah, it's about 20.
Yeah.
20 plus two in a pipeline.
Yeah.
So 20 and two in the pipeline coming along so I met Roman the very
first time at the Keystone events and was so impressed with him.
And when Roman decided he was gonna be part of Casa Go, I
couldn't have been more excited.
So welcome, Roman.
Welcome to Casa Cast.
Oh, thank you.
Thank you, Stu.
I appreciate it.
Thank you for having me.
So, Roman, you've done a fantastic job starting from scratch in a
community you didn't even know.
He moved in, had to meet new people, figure out how to get ingratiated.
And you've really taken it and run with it and you've made a go
of it and have been successful.
So today we're talking about the five steps and networking in a new market.
And this goes hand in hand with what Roman has done very well.
In fact, Bill and Scott were the ones who mentioned that they thought that
this is the perfect title for you.
So, number 1, join the local chamber.
. Absolutely, and I think these are put in the order that we'll
build one on top of the other one.
So, local chamber, it's as easy and simple as it sounds, right?
, and it's fairly inexpensive.
I think it's ranging from three to 500 a month . My market it's about seven, I
think 700 different businesses, right.
And there's everything from real estate agent and, you know, I think there's only
a handful of property management yet.
Join that and you become part of the community.
, you can start networking.
Like, Hey, by the way, I'm a new member.
I just joined, would you like to, you know, network meet up?
And that's kind of the icebreaker when you're reaching out to new people.
So that's definitely been helpful.
And they have a ton of, there's at least three, there's like
a monthly coffee connector.
So you could just come in and get network.
There's a lunch and learn session.
There's Mixers, right?
And then what I've realized because I'm part of another one, . It's
a more or less the same idea.
They have events.
You can do a ribbon cutting.
I would definitely recommend doing that, even though I
don't have a physical location.
There is a team of people in the chamber that actually, that's
their job to help you, right?
Even you can come to the chamber, there's going to be at least
seven or eight or 10 people.
Like cheering, like, Hey, awesome.
Congrats.
They give you like these big scissors and then photos.
And I actually have a photo and the article in the local news newspaper.
So that's awesome.
I was nervous.
I'm like, Hey, who's going to come?
Is it going to be just me?
Like, no.
So that's their job volunteers.
They call them ambassadors.
And a lot of these guys either mortgage brokers, insurance, again,
All these folks that are really helpful to grow your business in
that home services relationship.
So yeah, that's, and again, as we go through the other levels, and as you know,
Steve, like all these people, the active people, they all know one another, right?
You're going to see them, these different events, you know,
coffee connected, there's another.
Like a local chamber star award thing.
And you start seeing, they start seeing you and they like, okay.
And they start referring your business without you even doing anything, just
by you seeing that you committed that you're showing up and then they take you
as you want to one of them basically.
So that's definitely been working in my market.
I feel like when you're going to a local chamber that consistency really matters
so that the people that are there know that you're committed to being part of
the community is that what you found or what was 100 percent take away from them?
Yeah, because the 1st time you come.
Okay.
Nobody knows you right?
The 2nd time you come and then the 3rd and 4th, like, oh, right.
So, again, because you start seeing the same active people
and obviously active people, they know everyone and they know them.
Yeah.
So I actually picked up a couple with people say, Oh, you've been recommended
by so and so from the chamber and they don't even shop anywhere else because they
just so trust their local chamber members.
So it's, I think that's the best like clients you can pick because they
trust you because you know, you know, you were trusted by other members and
they get, but yes, they need to know at least I would say once a month.
Right.
I, in the beginning I would go to everything, like I would do the coffee
connector mixers, like everything.
You just want to get involved, get to know people, but then it's
just, you want to keep it going.
So they at least, you know, know you're still around, you're doing business.
Well, they get it.
If you can't make it every meeting, they know you're busy,
which is a good thing, right?
They wanted to see your.
You're busy, you're, you know, you're doing business, but you're,
you know, taking your time to come and share the updates.
Everybody's like, Hey, how are you?
Busy.
Oh, that's awesome.
Right?
That's what they want to hear.
They want to hear that they somehow helped you to get busy.
I think that's what I see in my market.
Yeah.
Other chamber members rooting for your success.
. So number two, you have go to the local real estate meetups.
And that's been since my, you know, like a journey as a real estate investor and
I've spent, and there's a ton of them.
There's this website called meetup.
com and you can actually start your own meetup, right?
That's another thing.
If there is nothing in your area, it depends on the market and there's a.
Stuff from virtual local, but yeah, like I would go and even
specific Airbnb investor friendly.
And then every, I would say every big market, every big real estate
agent will have its own meetup.
And that's where you want to go.
One just say, you know, Hey, this is what I'm doing.
Get to know that agent.
And then you'll get to know a lot of the people either.
They are doing this themselves.
So they look in front managers.
So it's just more I would say informal because with chamber,
it's more formal, right?
And also think of dumb demographics.
I realized with those meetups, it's probably younger generation with
chambers that just more kind of different generation that are it's
not their first rodeo, I would put it that way, so definitely check out
those real estate investor meetups and for number three, you said, uh,
visit the local real estate brokers.
What's the difference between that and meeting with the
investors , where do you meet them?
How do you get ahold of them?
How do you in front of them?
What, you know, what's that process?
Perfect.
So that's kind of the segue, right?
So almost, well, not almost every chamber will have their we'll have
their real estate guy and that's where you can, by going into the chamber,
you're going to know, Hey, I don't know, John Smith, he, you know, but
then you can reach out to that guy.
It's like, Hey, I want to come to your office.
Like I can bring some breakfast and donuts and I can speak because normally
they have insurance guy Some mortgage guy right then every meeting like every month.
They would have you know some sort of like an educational session and You
know They can give you like two to five minutes to talk about what you
do and how you can help them right always focus So for example, hey, I
can give you rental projections right like everything about what's in it for
me Because again, these agents they don't want to be in that office, right?
They all hustling and bustling, doing deals, talking to their clients.
And if they're there, they want to be intentional, make sure that's
what's in it for them, or just simply find, look at like the, who's the
biggest presence from the number of agents and just go knock on the door.
And their receptionist.
And talk about, Hey, this is what I do.
I want to, you know, come and bring a breakfast, one of your
meetings and talk about what I do.
They might say, okay, we'll get back to you, but just follow up.
And that's what I realized again it's.
Less likely it's going to happen from the first time, but if you're more consistent,
you just kind of keep following up
do you do anything to get past the gatekeepers to get to the real
estate broker when you're speaking to the secretaries or the front desk?
Is there any sort of a hook or?
I would normally, I mean, cause you'll see there's a bunch of
like their business cards, right?
And if then I would just pick the card of a person who is the, either the general
manager, I would just reach out to them.
Um, cause yeah, to your point, sometimes they like, Oh yeah we'll
take your card and you never hear from them just directly go to the source.
Or there's another way whenever they have their listings, right?
And you can go to Zillow or something and you run the projection and you can just
email it to them or call them, right?
It's, it's one of those, but again, be consistent, send them one, two,
three, and then say, Hey, by the way.
I was at your office.
I was stuck in your receptionist.
So just build that relationship.
But again, the best one, if they're part of the chamber, you can say, Hey, I'm a
part of the chamber, a new kid in town.
I would like to see if we can do business together.
And then, you know, everyone likes that.
Everyone wants to see how you can help them grow their business.
Yeah.
I think especially when you're speaking to real estate agents and
brokers, they're really about what sort of value can you bring to them?
You know, for the referrals, if you walk in and just ask, , for favors
right away, why, , I don't see why they would ever want to talk to you.
It's about what you can bring to them in value.
Yeah.
So you had find local business networking groups, like what kind
of networking groups, how do you find them and how do you join them?
So one , it's called BNI it's the good thing is about that group is only one
industry can be represented, right?
So there's only could be one property manager, one realtor, one mortgage.
So there's no competition.
And we meet every week and it's a commitment, right?
It's a one year you pay a fee.
I think it's upwards of something like 700.
But again, the sole purpose of this group is to give you referrals, right?
Like as I'm looking and you think about it, like that's where my,
I was going to do these groups.
There's like 20 of us.
And as you go into the group, there's 20 people that work in your favor.
To get you referrals, right?
Because they know if they can bring your referral, you're going
to bring their referral, right?
So it just in one, an example, I know there's a number of different, even
like book clubs or women business.
There's just so much stuff out there.
Like it's you can probably end up going every hour, every
day to these different groups.
Uh, but I think in the beginning, I would definitely
recommend at least two or three.
And then again, you'll see these similar faces, right?
Cause.
Chamber people, these, the B and I, a lot of the similar faces,
people that are active in the community, but sometimes they get
active, they get so much business.
They didn't have time to do all these networking events.
So it has to be a good balance.
Yeah, have you found any networking groups that were not worth it?
You know, maybe somebody went to and you're like man, this just isn't
working and you wouldn't recommend Uh, I would it has to be a Trying to
think for some, I mean, yeah, just, I would go to one and then scratch it.
A lot of the stuff, like some of the fundraising, I would also caution
against signing up for unnecessary, subscriptions or ads, right?
A lot of that stuff.
Like galas.
Yeah.
They all sound so cool and sexy, but a lot of the time it could
be just unnecessary spending.
That's great.
And number five, your final one.
And I think I like this one the most is Find and join local Facebook
groups and local communities.
Tell me about, , which Facebook groups are you joining?
How are you participating with them?
Cause joining them, I don't think it's just enough, right?
So what are you doing once you get into those Facebook groups?
Again, perfect example.
Everything comes together.
Like I joined this B and I group.
That's how I learned about it's called this dripping Springs neighbors.
It's literally like there's 20, 000 people in that group and
it's all around that community.
And now I get the police wants to date people tag me.
Cause somebody goes in and ask, Hey, do you know a property manager?
And like, basically my people from my network, they're like, Oh yeah, Roman.
And they tag me and then people reach out to me.
Right.
So.
It's like the best thing ever.
It's like, literally you just, you do nothing and then they delete.
So a lot of them, I wouldn't say tie kickers, but like a lot of the people
like just want to get education, but I closed the deal like that.
Right.
And then again, nobody questioned, they didn't shop anywhere else because they
know, Hey, I'm part of the community.
Somebody from that local group . Recommended my name and here I am.
And again, it's totally free.
But again, it just, you have to be intentional and not joining 20 different
groups cause you'll just get bombarded.
But there's real estate groups similar, and you'll probably find the people
that are active in the meetup groups.
They're going to be active in those Facebook groups.
So it's , depending on the market, obviously, if it's not like big city, even
like Austin, it's still similar faces.
But like even the smaller, maybe even beach markets or mountain market,
like everybody knows everyone.
And that's another way you can pick up your staff, your cleaners, your
maintenance, because people just know everyone in that small community.
Roman, When you join these Facebook groups, , you're going on in obviously
as Roman, not as the company you're posting, but obviously I don't think
you're posting just about your company.
What are you doing to draw attention or build relationships
or trust with that Facebook group?
What are the, some of the practices that you do, you know, and I
think it's fantastic with the one, two punch you have with.
Already having some local contacts are in that same group, but just
within your own initiatives on that page, what are you doing to earn
the right to have a conversation.
Basically?
The first one you can just, Hey I'm, you know, and in my case, I was new,
we just moved, I opened up the business just more like obviously saying who
I am and what I do, and then leave it as, Hey, if you're, if you have any
questions, like I'm here to help in any way I can without, Pushing and selling.
I think that's the big one.
And then we have one day a week, like on Tuesday, it's called, I think,
bit Tuesday, business Tuesdays.
And the thing that's universal.
And then that way, that's where you can talk about your business and everything.
But the way I would just engage in posts, right.
If people say even you don't like something's more.
Even if it's not your wheelhouse, just some people talk about or ask questions.
You can just share your experience.
The more they start seeing your name, they can, they, they
just relate, Oh, he's local.
He's here.
Versus if you start talking about, Hey, I'm doing property
management, we're charging 25%.
Yeah.
You don't want to never do that.
Cause they will know trust me, people like they'll go to your profile and obviously
have a good professional profile.
But here and there just you can plug in your new properties or your cool
this and that like it's all around similar how you would share in your
profile talk about what you do but in the good way not like sales salesy way
but then also you can once you start seeing somebody's asking you can always
dm them right you can look them up.
Or the friend request and you're like, Hey, I'm local.
By the way, I saw your post.
You had some questions.
I'm more than happy to help you in any way I can without like, Hey, here's
my company who offered these services.
No, it's just more on that, on the personal level.
So roman you put down anticipate as your favorite, principle from the
orange credo Can you tell me a little bit about why that's your favorite?
No, that's perfect question.
Thank you.
See I'll I the way I look at it is basically from two You As I like
to see that we have two clients, we have the homeowner and the guest
and I'm I like to be anticipate that's being proactive, right?
Like I'm being proactive before the guest arrives, make sure
they have all the instructions, , information about the property.
And it's the same mindset for the owner, right?
Make sure the owner knows what's happening with this property or what we do in
versus looking at the owner statement, like, okay, this is the fact, right?
There's nothing you can do.
But prep him up, anticipate what's coming.
And I think that's , it's been really helpful.
And what I see people like, especially owners are, Oh yeah.
Thank you for letting me know.
There's no surprises you like.
Or you don't, you know, they don't hear from you in two or three weeks and then
the owner statement comes out and they like, well, okay, why didn't you tell me?
Right?
So I think that's how I like to think about anticipation and obviously with
guests, it's not like they just book it and they get bombarded with these
automated messages, but just show them that you're, you know, a live
person, not just automated message.
And I think that goes far.
Especially for them.
They're not surprised.
They know where to go different codes.
What?
What are the, , local restaurants?
, and again, during the stay, we're anticipating what they
might need, what they might ask.
So there's no surprises, right?
So it's to minimize.
chances of a guest leaving a bed review and minimizing chances of owner to start
thinking about another property manager because this one's not doing the job.
So I think that's how I think about it.
I like how you think about it being intentional, about how you anticipate
more than just anticipating mechanically.
So that it drives value.
Roman, you wrote it may take you 10 years to become an overnight success.
Take a long-term approach in everything that you do.
I think that reflects who you are as a person.
When I watch you do the Iron Man and just.
Everything you do in life and I'd like you on the closing thoughts to just tell
us a little bit about why you wrote that
I think I'm really impatient and sometimes want everything like now
like yesterday, but that just doesn't happen as you know as you look at Elon
Musk or whoever like Steve Jobs it takes time to, perfect something.
I like another saying like You can't go from first grade to the 10th grade, right?
It takes time.
Like it has to, you have to evolve and learn.
As I go look at my experience, right?
Like it's sometimes you look at, Oh my God, it's only been a year,
but it's feels like it's been 10.
Cause having that approach and just focusing one, the, on the task at
hand and not just jumping, Oh, I want to know what I want this now.
But just enjoying, I think enjoying the journey versus looking for that goal.
And that's every time you kind of bring yourself like, Oh, this is what I'm
doing now, like I'm recording this, you know, podcast, I'm talking to you.
I'm just being now being present.
I think that's where the value of this whole.
You know, hustling and busting, not just wanting something then as a goal, but
enjoying that because you're going to look back like, okay, I did that, right?
Like that's how that's, that was the journey to get me where I wanted to go.
Right.
You know, from the outside looking in Roman, you know, maybe in your
mind you see your impatience, but for the rest of us, it looks
like you're being very strategic.
And taking the road less traveled to building a fantastic company
that loves on the community doesn't use the community and building a
office there as your own Costco.
Thank you very much for being part of this company and thank
you for coming on Casa cast.
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