Keyed In
Keyed In

Episode · 2 months ago

My Way with Michael Moore


For over 30 years, Michael’s mission has been clear: it’s about doing good work for people through each step of the buying and selling process. For Michael, the client experience is the heart of the business. He says, politely, "we can do it your way, but if I were you, I would do it my way." So sit back and enjoy today's episode exploring Michael's way of business. You won't regret it!

Having a season loan officer is key in our crazy real estate market. We talked about this all the time on the show. Yep, thanks, Brent. Duke Walker is your guy. Duke Walker is with movement mortgage, and Duke can do it all. He can get you pre approved in ours offer the most competitive loan products and the communication will be constant from step one. Follow up is key in our business. That's why Duke makes its standard practice to fall up with his clients throughout the loan process so you're never in the dark. That's buyers and agents. Bottom line. Duke Walker knows what it takes to get buyers to the settlement table on time. That's Duke Walker. With movement mortgage, this is Keyton, with Max and Brent, unlocking the minds of the industry's top real estate professionals. And now here are your hosts, Max Raven and Brent Jackson here. Everybody, welcome to the Keyan podcast on your host, Max Raven. I am Backson, I think we're. This is the first time you've been back in the studio together in a while. For a long time. It feels like July since the last time I've been back here. Yeah, I definitely wanted to make a point to get in here today. I'm still like a little congested right now. Don't worry, okay, I'm in the sitting next to him within six F the other. No, I'm fine, I'm I'm fine. I'm just like, it's whatever. So it's good to be back. Good to see you today. Our guest is Michael Moore. Michael Moore's with compass here in d C. Michael Moore is a better an agent. It's been an agent for over thirty years. I don't did you want me to say that? Fine with me, and started when I was five. So for Michael, client experience is the heart of his business and his commitment to investing in the longevity of those relationships defines his career. Michael's true gift is in his ability to empathetically navigate the hectic real estate market with a calm efficiency that brings order and a sense of humor. That's one thing he's really got to any situation. So, Michael, welcome to the show. Thank you. It's great to be here. Well, I just want to start off by saying it's like really great to see I haven't seen you in a while and like I've known you since like I started in real estate, like Dave Uno, you know, so long time man with John then. Yeah, like we were working in the same office. Back when did you start? Two Thousand Two? When did you start? My first full year was eighty nine. Oh Wow, I started a long time September one made have been eight seven. I don't remember as a long time ago, but yeah, yeah, it's good to see I'll see you every once in a while walking up and down fourteen street, two commissary away from commissary. Yeah, Logan Taverns, the real estate cafeteria, which is led diplomat, diplomat. To get you over there, Max, I'm over there every once in a while. Yeah, get the warms from Salad. I'll tell you what, if that place got bombed on a Friday afternoon, the real estate, the real estate, would be decimated. So let's jump right in. And why don't you tell us about, like where you're from originally, your history, how you got started in real estate? Just tell us your story. Okay, how far back do you want to go? Um, grew God, that's a long time ago. It's like ancient history. We used Sun dials to tell time. I grew up in Texas, one of five kids, all really close together. Lived in a house that had wheels until I was in sixth grade. And you know, humble beginnings, mostly Corpus Christie, but we lived in several spots of the myself and my four siblings. All of us were born in a different state, you know, we moved around a lot. So and you know, having four siblings, you know, moving around never kind of traumatized me about moving and being separated and then losing your friends and having to make and I never suffered from any of that. And we moved from Texas to Las Vegas when I started junior high school. So I did junior high school, high school and my first year of College in Las Vegas and then I went back to Texas from my second year of college. H Vegas was fine because my dad worked at the nuclear test site, you know, so we kind of lived in us, you know, Subdivi Vasan and a track home and walked to school with other kids in the neighborhood, all of that. So it was all very normal, except that the seven elevens had slot machines. You know. There are lots of lights downtown, you know, but for all of that. It was, I mean, relatively normal. Las Vegas had a huge has a huge Mormon community, so a lot of the kids I went to school with were Mormons and you know, the whole family value of all of that stuff. So I don't didn't think that it was. You No, that weird. I was pretty thrilled that we were moving from Texas to Las Vegas, you know, because what was I was twelve years old and I was like this is great, you know. So that was that was great, and I immediately moved away after my first year of college. I went back to Texas and was pretty much on my own and not living at home all that, and I got a wild bug and decided I wanted to move to Los Angeles. So I moved to Los Angeles in the mid seventies and started working in the restaurant business, and that was great because...

I made a lot of cash. You know, were you one of these people who worked in restaurants? Were you hoping to make it in acting or something? Well, it's funny that you say that, because I was working in a restaurant that most of the waite staff and the bartenders and everything were aspiring actors and models and screenwriters or whoever. So I was just kind of like I hung around with them and I worked with them and I worked in a restaurant that had a lot of celebrity client here that would come in and all of that. So anybody we might know that you worked with that I worked with John By, the Genie From Pee Wee Herman show. That's really funny that you say. On Paragon was his name, like like. So I live with my girlfriend and her two kids and I've been getting them into all the stuff that I was into when I was a kid, and peewee's Playhouse, Y, pee wee Herman is one of them. And like John B is, like I know John B. Yeah, yeah, Jerry, Jerry, yeah, so you know that. But you know, there are lots of celebrities. And then I went in after the restaurant business, I went into retail clothing and I worked on Rodeo drive. So that was, you know, so working with luxury goods. And Pardon me, how long were you when I was in l a? For Nine years? That's a long time, nine years. And then I resurrected my retail clothing career after I lefter. I left the restaurants. I went bent back into retail clothing and that kind of moved me to the East Coast. I spent two years in Albuquerque, New Mexico, and then I moved to Virginia Beach and I was there for about a year and then I took a job here in D C with Raleigh's, which seems to be owned by the Garfinkel Company, and I worked out old school. That's like old school department store. Garf ankles in DC. Not around anymore, obviously, but yeah, GARF ankles was wonderful. It was downtown, the garfinkles building and it was spectacular. It was like old department store, fancy. And about my first two go bos suit at our finkels down there and I was like I was it right. But I was working at a White Flint managing a women's division and it was just sucked and just hated it. And a friend of mine here said, you know, you should get into real estate and I was like great, you know, a career, you know, kind of right up there with lawyers for his for you know, reputation. But I went and talked with Dale Denton. He knew Dale Denton. He said you should go talk to Dale. So I went and talked to Dale and you know, I don't know if you know Dale, but Demi Dale was great and what a personality and a Super Nice Guy. And he said go get your real estate license and then call me. So I went out to the Real Estate Institute in Vienna, Virginia. I needed forty hours of classroom. So I did that and I got my real estate past my exam and went back to Dale and he put me in touch with Bob lasher up at the Chevy Chase Office on Connecticut Nebraska and they hired me and I quit full stop retail clothing, gave up the paycheck and jumped right into real estate. Did you start doing open houses for people? Yeah, okay, yeah, so that's how that's how I built my business. I started September one by the end of December I closed five transactions. Okay, that's solid. Well, I had to because I had no I had no money, I had no job, I had no I had no paycheck. You have a pipe. I mean it's just a lot of agents will now they'll either start on a team do admin or they have a supportive spouse or whatnot, or cash in the bank. But to start day one cold Turkey with from your other job. Well, I actually had negotiated a little deal with Dale and that they were going to give me I think it was like two thousand dollars a month. Yeah, for six months, you know, and then every time I got a commission check I would pay back, depending on the size of the committee, either pay back like five hundred or a thousand. So by the end of December I was good, you know. I had taken probably three or four months, you know, front money, you know, and and had it paid back in by the end of December. But I built my business by doing open houses because back then there was no computer, there was no cell phone, there was there was nothing, and listings were printed out on a small computer with thermal paper and it was a Texas instrument thing. So you would type in what you were looking for and then they would just start spitting out stuff and you tear them off and you'd separate them and if you left him on your dashboard the Sun would bleach all the ink off the paper and you'd like, Oh my God, now I could go back to the office, you know. So it was kind of the wild, wild west. We had one lockbox key and that lockbox key fit all of the lock boxes that were on the properties and it was one of those round ones, you know, that round key that you stick in there, so or and then there was also the three digit code lockbox and all the codes were Spi, Spi. Where does that cover from the I don't know, I don't know, but so it was, you know, back in it was, you know.

But the big thing about it was that buyers and sellers, they had to come to you if they wanted information about real estate, if they wanted to know what was on the market, other than what would be an ad in the newspaper. But back then ads in the newspaper were really expensive. When we would run open house ads on Saturday and Sunday, and those ads, even back then, would be like sixty or seventy dollars, which was a lot, you know. And so I remember I get up in the morning, early on Saturday and Sunday and just start circling, you know, the open houses that either I wanted to see, I wanted to show my clients or something like that, and I picked up buyer clients from holding open houses and then I would sell them something just then a few years later they would become my sellers. So I built my business on buyers and then those, those people became my sellers when I started getting listings. Yeah, this is a point of reference. Do you remember the first deal you did? Price Point in neighborhood? I remember the neighborhood and I remember the agent because Bob went with me. Because what you had to do is you had to present your offer to the seller with the listing agent there. So we drove over to Capitol Hill and it was grant Griffith's listing and he was with Dale Detton and I was with Dale Detton and went over there and present it was on I want to say c street northeast. Had No idea where I was, but we got it. But what you did is you sat down as an agent with an offer. You sat down and you presented the offer to the sellers in person. Were there are other agents? There was a moment? No, no, no, no, this was just you know, this is the way you did it, even if you were the solo offer. Now, if you were a multiple offer and those did happen, they would usually have that at the at the listing agent's office, and everybody would come at the same time and they would wait in the lobby and then you would be called in and you would have to present your offer to this to the seller in front of the listing agent and then you go back out in the lobby and you wait. Yeah, this was that was like norm, the norm for a long time when I first started. One of the first days I went out when I first started working in real estate, was working with Jonathan Taylor at Taylor and rank in real estate, which is where I met you, and we got in the car we went and previewed some houses and then we went to an opera presentation. He presented an opera in person to a seller as a multiple opera situation, but they were meeting in the other agents office. It was all very different, very formal. Now it's just like Hey, I'm sending you an offer, it on a text and here comes a document sign it's it's very personal way informal compared to that. Yeah, yeah, I mean it's changed so much it's when I look back, I just almost can't even recognize that that's the way we used to do business. I remember when I got a cell phone, I got a car phone because that's what they were car phones. Huh. I didn't have the bag phones. Actually, I actually got a car phone and it was like, I think it was a thousand dollars and it had that curly antenna on the back of the windshield, on the back of the car and had this big box in the trunk, but it had a phone and I mean I thought it was James Bond, you know. I have a phone in my car, you know, and you could pull up to a house and call the agent say hey, I'm out in front of your it was it was just it was cool that we kind of transitioned into that. And then fax machines came about, because you used to have to the contracts were like four carbonness copies and you had to write everything and then you tear it off and the gold win here and the pink win went here and the Yellow Win Win here and the white one, of course, was the original. And you know, when you could fax those to somebody instead of having to drive across town to delivery, because that's what you had to do. You had to deliver it in person, the fax machine was the worst. I mean when I first got in. I think we're on the end of the fax error. But there was always a nightmare because you would be standing there waiting you would see somebody else offer come in, or you would send your offer and it would stretched the entire links of the page. Or I'm sorry, we didn't get the signature page the most, I can't read this offer because it's so muddy. Well, they find they you know, right away realized that we cannot use facts as signed documents because they don't come through complete. So you know. But yeah, but when we had facts, we was like, oh great, I don't have to drive across town. Yeah, you know, and we didn't have car phones or cell phones, so you had to call somebody and then they had to pick up or you had to leave a message on their answering machine, which you couldn't pick up your answering machine unless you went home or you went to the office. So it was it was completely, completely different only a couple of decades ago. Like compared to now, we're operating in hyperspace now compared to what that was, it's not easier now. It's not easier now. I think it was simpler back then. Yeah, and technology, as much as it makes things better, it makes things harder. For us. We really have to be on our game.

Yeah, I'm no, I'm not shy about using new technology and everything, because some of it, I mean, for me, some of it I find very intuitive, some of the new technology stuff. But they're constantly introducing new things all the time and this is the world we live in. It's like new software, new APPS that you know. There's IT's big business, but it doesn't really necessarily make it any easier. Once you get used to a certain system, you know, no, because there's more to learn. It's constant. As soon as you learn it, they change it up, something new comes out. It's like are they revise it exactly two point to three point one? I just always feel like I'm behind the game on all of that stuff. But so how do you handle this? So, I mean you've got a very successful practice. Like how do you handle all the new technology, from meeting in the sellers living room to docusigning and sending over a email to the listening Asia? Now, how is all that? Well, I love the Docu sign thing. What I do now, and I think covid probably escalated this, I do my initial buy our consults via zoom. Number One. They don't have to meet me somewhere. I don't have to meet them somewhere personally. We can have a face to face and I can go through my whole spiel. You know, I usually do it at my office because I have everything there and I do my buy our consult and the same. Well, you know, sellers a little bit different because sometimes you have to go look at the property and all of that. But leaning into the technology and the new stuff makes it easier and you know, I take what works and then I leave the rest. Sure, but it seems to be. Yeah, I mean I like it, but it definitely made us up our game. I think real estate agents have to be absolutely on top of their game in this market. I mean you guys know that. You know there's a big difference out there in real estate agents and you know some are a little bit more intuitive than others. And well, I think that's actually that's a nice tidbit there that you aim to do your bio insultations on zoom so you get the face to face without having to like, you know, orchestrate schedules, figure out where to meet and do all that. And sometimes you have, I do a lot of like first time calls with buyers, new leads, I still just do a phone call usually, but yeah, the Zoom, after everything we've done through the pandemic and gotten used to that, it's a great idea. Yeah, it's easy somebody you do zoom versus a phone call. Well, because I think it's better if you can kind of look at them and they can look at you, and the more I know, I know what they look like and they know what I look like and it's it's more like an in person meeting without actually being an in person meeting, because I think you can read a lot from somebody that you wouldn't necessarily pick up in just their voice if you're doing that, and I really like it. I think it's great. I think people are comfortable with Zoom, more so than they would ever be if it wasn't for covid. COVID was great because it transformed our business, you know, and uh, you know, pushed us in directions that we had to go because of the pandemic. That probably would have taken us three or four or five years, you know, to get there, and it's actually I think it's for the better. I agree. Much more robust use of video, taking advantage of all the all the technology, like docum sign, we already had, but getting other things pre signed, like I went to a closing the other day. I would say like the loan documents had already been signed online, so it's like going to an actual closing was like way less time. Yeah, the other thing that that covid did that I really kind of understand now is that buyers and sellers don't meet at the same time to sign the documents at the same time. You know, seller signed separately, buy your signed separately and you don't have that trying to choreograph four, five, six schedules to meet at a certain time to do something where you do yours, will do ours and all of that. So I really like that. So tell us about how you do your business now and you have a team. It's the scary Moore Group with compass. Tell us about your team and who's on your team and how you organize your whole work schedule. So it's a two person team. It's Panis Ascari and I, and we have a director of operations and her name is betsy, and Betsy is the she's the one that does everything that keeps us together, which is great. One of the lures for me when Panie and I started talking about forming a two person team was that she had already hired betsy as a director of operations. So she had betsy in place and betsy does she does everything. She does the listing agreements, she gets everything ready to go. If we get an offer on if I get an off fine and property, which I did yesterday, you know she will circulate it for signatures. You know I have to do is talk to the other agents, say okay, Betsy will send this out and she circulates it. Then she makes sure that, you know. So she handles everything for listing prep and contracts to close, you know, and then everything else that has to happen in the office. So basically I can just go back to selling real estate and being with clients and and doing that stuff, which I like, because the admin stuff I don't like. Does she do...

...your marketing as well? Well, we do the marketing, but yeah, she's instrumental in that. And as far as applying it, so we make a decision. Okay, what are we going to do, and then, yeah, she makes sure that that it happens the way we wanted to happen. The great thing about compasses. We pretty much do everything in the house, you know, with our marketing team and everything, so all of our resources are right there. So you guys come up with the creative idea and it goes to compass marketing and then it gets pushed out to whatever the print medium or online or social. Well, I actually took my my marketing pieces, you know, the ones that I had developed at at Southby's, at t t R, and I kind of brought those over and I always like my marketing to be consistent so when somebody sees it they know it's mine. So I kind of adopted that and created a format. So basically it's just plug and play, you know. Put the pictures in, the text goes here, the prices here, bedroom does here, the mailer goes here. I have this list and I have that list and then there maybe there's a proximity list for the marketing, and then everything goes over to the mailing company, the marketing people, and they send it out. So you're still using mail quite a bit. Then I still do use mail because I think it's relatively effective for certain things and it's not expensive. I don't do print advertising right I think a lot of I think a lot of people go. You know, you know, I think it's I think it's a waste of money. It's I think it's a waste of my money. I won't talk about what other people think it is with their money, but I think it's a waste of money. I remember just last year or the year before, I bought one of those ads, one page. Yeah, we all did, and it's like I don't want to keep the Washington in a float. You know, they can go find other advertisers to buy that, because no one has called me up and said Hey, I saw that great at in Washington and will you be my real estate agent? Not The way it happens for me. We had one deal. We've been doing it now for it's been in existence for five years. Maybe we've gotten one deal as a million dollar house up on sixt street and she says she saw us in the Washingtonian. But you know now, five years later, times what we're paying a year, we've broken even. Yeah, was it? Was it a Washingtonian ad that you took out in just any random issue? Was it the real estate issues? The real estate issue with the full page ad? Okay, but so, my my my question to that person is because when you open up that's that real estate issue of the Washingtonian, there's, I don't know, four realtors in there. So how do you decide, like Oh, Robin Red Group, that's the page on one right, or do you pick the one that she did, the big full page add yeah, it was, so do I, because you know it's Michael and got to go full page. Gott magazine. We're just happening to open up and it's like there's rob I mean she's like flipping through randomly and she's like yeah, that's that's can you iagine picking that one right, right. But on the flip side of that, though, when I first moved to D C, I would pick my doctors based off of that list. Interesting. So like top doctors at my dentist is a great dentist, Janine up on Wisconsin Avenue, came out of that magazine and they're they're very good. YEA, and my doctors too. So I'm assuming they're paying the same price that we are. But how many dentists are there opposed to how many real estate that real estate issue is like it's like a phone book for Real Estate Agents. And how would you pick, because the the one that's walking the dog, the one that's sitting in like the all white kitchen. I don't know, it's pretty kind of change it up. I mean, I'm into the movie kick right now, but you should be in like a top gun, you know, jet fighters, like I'm your real estate agent. What was what? What was the movie I love you, man, where he took out all the ridiculous real estate billboard ads? You can go for that, man, you can go for that. Why not switch it up? So my quick question, though, was, and we had people who are always asking about hiring the right person to work with your team. So you said Your Business Partner had betsy before you decided to start working together. Where did betsy come from, like, what was her background and how? Why? How is she's so effective? Well, Panniz snagged betsy about a year ago from another team at compass because she knew that it wasn't working for them, so she snagged betsy and I knew of Betsy and I knew the team that she worked for and I kind of thought she was pretty good, you know. So Betsy was kind of in place and she's really good. She loves doing that stuff, which I really don't like doing. I'm not good at it. It's way too organized and working with Paniz and I she's got a lot stuff going on and to keep all of that organized and spreadsheets make me dizzy and she loves them, you know, and she's organized. We do this and we do this and we do this and we did this and you know, for the most part, you know, she never drops the ball. I mean all of that stuff that happens after our contract is signed, whether it's a home inspection and financing contingency and appraisal contingency and getting everything over to the settlement company and keeping your client informed all along the way. We have formed letters now,... everything kind of falls into the system and it goes boom, boom boom, and I'm on all of the emails so I know what's going on without actually having to do it or participate. So it's great. Do you guys do weekly meetings now? We do. We do a weekly team meeting and it usually takes two hours. We try to do it on a Monday or Tuesday. We go through everything. We go through numbers, production, what's in the pipeline. You know who's under contract, who's looking you know all of that. We go through all of the numbers and everything. We talk about the individual clients because there's people that you know, there's penizas clients, and then there's my clients and we're trying to make this so that we know each other's clients. We had a client appreciation party last night, which was daunting, you know, to do a big event like that. We had about two hundred what. Wait, what? Yeah, that's huge. It's huge. We did it at the anthem down at the wharf. Oh my God. Yeah, can you share about the else of that? Can't, can't tell you anything about that. No, it's I'll be on instagram. Betsy used to be a wedding planner, so she knows how to do stuff like that, important detail, you know, caterers and this and DJ's and decoration, exactly all of that stuff, you know. So you know she was wouldn't have been for her. Well, Pennie is pretty organized and she loves doing stuff like that too, but betty kind of did all the grountwork that put all of that together. But doing that and then client gifts and all of that stuff. So absolutely like the very beginning, though, like, did you guys do a paper invite or ev I. We did a paper list post. Yeah, so we we created a list of clients. I already had a list, you know, a sphere of influence and I had my past client list and all of that. So we did paper list post and we started about three weeks ago, you know, and great thing about paperless post is that you can follow up and you have a tracking and I can go in and I can look and see who's responded and all that. So we did that. And did you call the because we're in the process of planning our Party. It's October thirteen, but we sent the papers post yesterday and now it's like I'm telling the agents on our team, you need to call, email or text to let them know, just to be on the lookout for the papers. VP. Yeah, and I didn't. I mean I called a couple of people because it was ambiguous. You know, they said they were going to be there but they hadn't responded, you know, Rs v Pat and that, but for the most part, you know, I didn't assume that. I didn't want to beg people to come to the party. It's like here's the party, it's gonna be Great. You can come or not, you know, and it worked out perfectly fine. There were plenty of people there for me to make the room and go through the room and say hello to everybody and introduced myself to Beneze his clients and all of that. I was exhausted last night. At nine thirty I was like we started at six and we said six to eight, but we made sure that the caterers and everything was there until nine and then by the time I got home at ten thirty, I was like toast, toast, I was toast. I hadn't even I didn't eat because you were talking, because I could never stop. Yeah. So, so my question that is because we've talked to obviously dozens of agents on the show about do they do client events, and you know, some of them are like I would like I think Joe Himiley said he'd rather put a bullet in his he just said he was like, I don't like it, and he does other things. You know he's now doing like walking tours and stuff. But do you enjoy doing those events or well, this is the first one I've ever done. Okay, this is the first time I've ever done this, but this is, you know, people have. Holly Worthington has said You have to do client you have to do client appreciation parties, you have to do something for your clients. Are Like, Oh, don't tell me that, you know. But Bennie was said we have to do this and I was like okay, when we had betsy, so it's like I didn't have to take on the responsibility of making all of this happen and watching it turn into yeah, so I said, okay, let's do it. So we got together and it was a lot of work, prep, work and you know, yeah, went down to there and walked the event space and decided where this was going to be and met with the caterers and all of that stuff, and it was just it was a lot of work, but I mean it was great. It was a great party. Went over really well. Yeah, it went over really well. Did you guys have sponsors? Yeah, we had to sponsors, sponsors. Yeah, we had a settlement company and we had a loan officer, an officer. And then can you tell us roughly how much you spent? We spent. We spent a little over twenty. That's with the sponsors. Yes, right, Oka. We spent. We spent over about our budget was thirty. We went in. The surprising thing is that we had a certain budget for the bar because it was an open bar. We're like that's expensive. It wasn't. It wasn't. I mean we budgeted eight for the bar and it came in at I wonder if they did per drink because we just got our budget back and it was for the open bar, like let's get it back to like beer wine. I'm like, well, I depend on what night you do also, wouldn't you say?...

No, I think it. I think yesterday said it was Tuesday night, Tuesday night. So yeah, I mean you're gonna do it like Tuesday, Wednesday or Thursday night, right? Correct? Yeah, I mean, I just my clients aren't. Yeah, they're not big drinkers, and Penza's clients are not big drinkers. We didn't have big drinkers, but I mean you never know. But we pretty much had a no holds bar, Bar, bar bars, like whatever you want, we got it here, you know. So we tapped into the anthem staff and their bar facilities. So they provided us with two bars. So it was full bar tenders and all that. What we really kind of focused on was the caterer. You know, I'd say I want to make sure that the food is excellent, and they were great, RS v P and the clients. What was that? It was candles, sending candles branded. I'm a big candle guy. Yeah, you know, it's a huge hit. They I mean they yeah, so we had we had black and white and they were two different, you know, fragrances and they had our branding on it and locally made, you know. So the vendor that we got, she was at the party because she makes them and all of that stuff. So we try to kind of stay local and, you know, small business sourced and stuff like that. So interesting, I mean we're having a party, like I mentioned, October three. You can steal mine. It's gonna Sound just like yours because we just got quotes back from Joe Malone. And then they're expensive. But it's interesting to do locally made and yeah, well, we have. I have a source because I've done candles before and I use those as gifts, you know, so that you show up somewhere or you meet a new client or, you know, maybe at a closing or something like that, and I would go to Armano and Georgetown and have Adam, I mean those beautiful candles that he has and then he would he would get the branding on it and all of that, and those were coming in at about thirty. Yeah, it coming at yeah, ours came in. It's a nice hand. It's like yeah, you know, I mean they were. I mean it was nice because you know, I'm not gonna that's the parting gift, right. So it's like that's the last they grab it. They grab it on their way out. Yeah, and say we had a table and, you know, black candles, white candles, really looked great. We had a big step and repeat, because you'll probably meet pennie somewhere along the line. She's really into branding. She if if she can get something that has our logo on it, she's buying it. So we had a big step and repeat. Last question for me on the Clam Party. Did you guys give Uber Codes for people to get there, because anthem is a nightmare to get down there in park. We didn't. We talked about that and, you know, we went back and forth about it. It was just going to be like huge expense to do that. We didn't do it and I think that we did all right. I mean yeah, the wharf is problematic about that. But on a Tuesday night you pull into the garage, I guess it's when the anthem is in session. Is it's a nightmare to get there. Yeah, there was nothing. There was nothing. At the end you had the event. We were we were there, we were on the marquet. It was really cool. Yeah, it was great. It was great. So in terms of your team, so when you have a new listing coming in, are you always co listing or do you are you kind of keeping your busines this separate from Your Business Partner? Well, since this is new for us and we've been at this for what six months? Oh, I didn't realize with that now. Oh yeah, no, we started in February of this year, right on. So so, yeah, I mean if the listening comes in and it's from her contact and I become the colist, and if it's and then yeah, but we share. We we kind of had a list of okay, these are your clients, these are my clients, and you'll get this much on this and I'll get this much on this, and we did that and that works for about a month and a half and I was like, you know, it's crazy. You know what? Why don't we just like cut the cord do this and just start splitting everything fifty fifty and move on and focus on our business instead of focusing on well, wait, that transaction. I got you because I knew them. Yeah, because it's it's not, it's not who we are. You know, this is not about how much money we can make and it's never really never been like that for me. I've never been in the business to say, okay, this year I have to make x. You know, I'm just not driven by that. I like it at the end of the year and I was like, oh, that was good. You know, was crazy for me, and we were kind of out of business for three months, not really knowing what we were going to do, and clients and sellers and buyers not really knowing what they're gonna do. So I think there were like three months where we were like okay, now what you know? So I went I got an SBA loan pople, you know, and then the rest of the year I just killed it. Yeah, you know, well, we didn't anything else to do. You couldn't go to a restaurant, you couldn't go outside, you couldn't go to this. It was like, you know, just stay home and work. Well, that's what I was reminiscing about this yesterday with someone and they were asking me about my Tiktok and I said it all started during the pandemic because we were essential workers, so I had the freedom to go wherever I wanted. So I was just going and checking out houses and taking videos and showing properties. There was no traffic. I felt like very free during that period when everything was quote unquote, shut down. Right. So, yeah, it was a great year for me too. But I mean there was a lull in like the sales aspect for... several weeks, but then I picked right up. Then it was like for me it was on fire. I mean what my volume in was crazy. It was bigger than but so when you guys go on listening appointments, do you go together so you both have a face with the listing? We haven't done that yet. We have done that yet, but I mean because we start getting into that that phase of our business where all of that really is both of us, then we will. So you've been doing this for thirty years. Do you have a crm or an excel spreadsheet? We have all of the people you've touched throughout thirty years and somewhere finally, finally, I got beaten into submission about crm. Compass has they're on crm. They actually bought contactually and brought some of the contactually people stayed and our compass employees now and that's huge for us because we have that resource. But yeah, no, I'm my my goal is to become totally proficient in crm and it's a it's got a huge learning curve on it, especially for old people. Well, there's always, but it's those systems always have a lot of features and so it's overwhelming. It's right and like the most essential feature is obviously like names, addresses, phone numbers, emails, right, it does. They do so much more. So, yeah, there's a lot of so I've got everybody in there and I've got them grouped and tagged and you know, for the most part. So do you check it like daily, weekly? I don't, but I that's my thing. My my goal from now to the end of the year is to do crm tutoring through either you know, the resources that we have. I have a I have a session tomorrow. You know, they're giving a compass is giving a one hour basics in crm. I mean I know basics, but I just I need to get on it and stop procrastinating and get in there and not be afraid and learn again. But no, the CRM could be your you know, your your big thing. I mean it's your retirement right, like whatever you this side to retire. You still have this at a base of people. They can just refer those buyers or sellers out when the time comes, which great, great for us. Now that you know, because I'm kind of getting there, you know, going back to your business history, did you have a mentor when you first started in the business? Michael Rankin? Michael Rankin, you know. Well, he was kind of a contemporary and a mentor. We started within two weeks of one another at the same office at Dale Denton and within the next that first year, year and a half, he went to work with Jonathan Taylor and Wallace Tutt in the basement of the Swan House and I was like, you know, in the real estate market was starting to kind of go down a little bit. It wasn't like exploding. This was maybe nine one and and he went to that. But you know, I've done that with Michael Rankin way too many times it's like, well, I guess it was a good idea, but you do ranking before joining. No, we met at Dale Benton and he was a new agent. He drove a little red BMW. I drove a little bronze at BMW. He was twenty two years old. He was twenty two years old, it was and you know. So he went over there and he did that whole thing with Jonathan and Wallace. It was tout real estate. It was tout real estate. It was tout real estate when I joined in tooth in August of nineties. Seven I joined in, it was Tut real estate on eighteenth SS above what at that time was Loreal Plaza. Right, you know Carol that time and Betty Pere and Willie Parker and, yeah, I'm Cynthia is still with us at our company. That's the same crew, though, that I those are the first people that I met when I started the business, like office meetings with Betty Pear. Yeah exactly. Yeah, because she was at this manager. Yeah, and being scolded by Betty Pear. Yeah, exactly. Do not right. You do not want to be called into Betty's office. But you know, I call it the good old days of real estate. I mean the transition in the business has just been huge and I think when you get caught up in like how it is now and you kind of forget, like Oh, yeah, I remember when it was yeah, way simpler. Yeah, what makes you successful? My connection with my clients. Let me think any of us can pretty much navigate a real estate transaction, you know, on paper, but it's building those relationships. You know, as the last night, you know, clients that I've known for twenty plus years, you know, show up at my client appreciation party all these years later and we've done multiple transactions together and they've referred me and that's how I build my business. We all get these lead generation calls, like for those,...

I can send you these leads. It's like, please, do not do that. Do you know? I don't want to talk to somebody who doesn't know me or doesn't know somebody that I know. No one talked to them. You know, I don't have to sell myself to somebody who doesn't know me. I just yeah, that's smart. What about? I guess one more really important question is many years in the business, lots of maybe ups and downs, but I know you've been a really fantastic, steady, real estation for a long time. What would you tell younger Michael if you had to go back and like, is there some piece of advice he would give younger Michael? Everything's gonna be fine, okay. You know, it took me. It took me a long time to realize that I was not going to fail because in our business, and I think that you guys can probably relate to this, it's like, Oh my God, what if this goes south and this is my last transaction or you know, you know, what do I do? I mean I think that really kind of happened when covid hit. It was like, what if this is like the end of us as we know it? But I always was like, oh my God, kind of worrying that, you know. But when I reflected back, I was like, dude, for like the last fifteen years you've always paid your bills, you know, even when it kind of feels bleak and it's like, you know what, I really don't have anything under contract right now. This is a little daunting for me because, you know, the bill still have to be paid. Everything always happened. So now I just kind of like it's fine, I mean I'm kind of coming out of a slump and I think it may be an August slump, you know, but now it's it's like okay, now I'm back at it. So I don't buy into that. I don't get too far into that. Oh No, you know. So I was like just I would just say you're gonna be fine, just keep doing what you're doing and moving in that direction. Yeah, well, I'm just kind of more confident about it because if I look back on my history, my history tells me, tells me where I'm going and it's always been an upward trajectory for me. So there's no reason for me to think that it's not going to continue that way if I canue doing what I'm doing right, it's keeping the confidence and decision making and the and the career path that you've been on. I finally got to a point in my career where it was like, you know, I don't know what you guys are like, but sometimes I doubt you know, am I giving them the right advice of mind, telling them that this is what they should do? And I've finally gotten to the point where chances are I'm probably right and you're not. You know. I mean, we can do whatever you want, but if it was me, I would do what I thought. But you can do what you want because I think that my decisions about real estate transactions and what we should do about all of that, I think I'm better at it than they are. I could see you saying that just like that to a seller in their living room. Yeah, I would know. I mean, I do, I do. It's like, you know, we can do it your way, but if I, if I was you, I would do it my way and that. But when you do that, you have to take the responsibility for that decision to a certain point. You know. I mean, I always make sure that they know that it is their decision to do what. We will do what you want. You know, pricing, we can do it your way. If we're gonna do it your way, then we then we need a hundred and twenty day and we need to talk about when we do our first price adjustment. So we can do it your way, but you control the decisions, I control the process. That's what I tell them. I mean I've also reached a point in my career where I'm very competent in explaining these things to people and not worried about like if they say no or they reject the idea. I'm just like, listen, I I want I want this to be a success for both of us. I don't want this to be some like angry battle. I can't deal with that. And so I explain it to sellers the same way. I'm just like here's what the market's telling us, the market's going to decide, so we can go against that and you can find out the hard way. And then, you know, people are receptive to that. You like the honesty, and the same thing with buyers. Buyers are always asking me questions like what do you think of this, and I just tell them straight up like, oh, this is garbage. I think you know I we need to go and you this. I won't let you. I this totally. Yeah, that's one of my favorites. That's you know, that really gets people on your side to their immediately, like Oh, thank you, you know what. You're calling me in three years if you buy this, won't you calling me and saying why did I do that? Yeah, well, Michael, we got a lot of great stuff and we really appreciate you coming out today. Thank you so much. It was fun and Brent has rapid fire questions for you. Rapid Fire. Ready, I'm ready. What are you currently binge watching or just finished binge watching? I'm big into Netflix, so I'll grab something that has four or five episodes. I'll jump on it. The last one I did was echoes. That goes, yeah, crazy, crazy, yeah, I loved it. Okay, I'll have to check that out. And I just recently been watched Cobra Kai. So my next question is Cobra Kai. I don't know what that is. Oh, what is that? You don't know? Karate Kid, the Karate Kid, the movie from the remember that? Well, we'll have to change the questions.

Drugs in the eighties. That's another podcast. So question number two. I know you're a car fanatic. What's your all time favorite car? Mm Hmm, that's a hard question. That was like saying which is your favorite kid? I have three, you know, I have three and there one is one. Each one is made by a different major car manufacturer. So it's not like I have three cars. Yeah, wow, yeah, and their classic cars. Yeah, yeah, I think I saw something on on instagram like what are your cars? I have, uh, I have a nineteen sixty imperial imperial was the Chrysler make that, for GM was the Cadillac or for Ford was the Lincoln Continental. So for Chryslery it was the imperial and they made the imperial as a standalone brand from nineteen fifty five to nineteen seventy five and then after seventy five they became the Chrysler imperial, but between fifty five and seventy five they were just imperial. So I have a nine sixty and big fans and space age and super easy to part, no problem. Push Button transmission, baby, you know. And then I have a nineteen thirty market, single year, built by GM. It was going to be the baby Buick, but the depression hit and they only made it for one year. So I have a model thirty four roadster. That what's the third car? Third cars in Mercury Park Lane, breezeway. The back window rolls down and then you also have like I tell you how to wrap four just to get out? No, you really just have those. Those are your three. Those are my three classics. And then I have my daily drive, my daily I call it my mundane. I haven't mundane. You were a clients out in the classic cars like properties today's get. Well, let me see, two of them do not have seat belts. Okay, fair enough, you know. So I kind of like that even streight legal. Huh? Yeah, because they were met, they were meant. They were not manufactured with seat belts and I you're not required to retro fit for seatbelts. So I kind of left him original. There might be some liability there if you're carrying clients around them. Yeah, you know, insurers cover that. Huh? You know, insurers wound. I cover that. Could you imagine your last live concert? Last live concert? It was pre covid. It was pre covid. What was it? Oh, he's probably like Randy Rainbow at the at the what's that one over there by the National Gallery? The Constitution Hall, Warner Theater? Warner Theater, yeah, something like that. Yeah, probably that. Because I like funny stuff. He Oh yeah, singing too. Oh yeah, yeah, because he's kind of a Broadway guy, but he does a lot of spoofs and he does a lot of political spoofs. I he's got great stand up, but no, he sings. He's got like a Broadway singer voice and he he'll take songs and he'll reward him and make him a parody. Who would play you in a movie? Um, Robert Downey Jr. That's a good one. I like that. I could definitely see that. That's a good one. Snarky even the personality. Yeah, exactly. Last question here. You just want the power ball. What does Michael Moore do next? quit real estate. Now. What do I do? Oh my God, Sigh, Big Huge Sigh. Go hire somebody to help me make good decisions on that. But that would be that would be awesome, you know, wouldn't it? It would be great because then I could I could give money to causes that I really like, and you know that there's people that you'll never have to talk to again. Okay, but what a quick question then. What would I do? Well, know what, when you won the power ball? All right, what's the next classic car that you do? I want a Cadillac. I want a Cadillac either of late fifties up to mid sixties. Actually probably want something between fifty seven and sixty one. Nine were the big ones and then they started getting sleek with fins and everything in the sixty two. So anything kind of in that error right there. I'd probably go with a Cadillac. You know, I really you know what? I really like white cars. I kind of gravitated to white cars, but interesting, well, classy cars. You're classy guy. Thanks, thanks so much for coming out. Really appreciate this was fun. Thank you, Michael. Michael, thank you for coming out and as an appreciation for us, for you coming onto the show, we give a donation and your of your choice to whatever charity is important to you. You want to give a shout out to anybody today? Yeah, Whoopman, Walker, Walker. Yeah, good. Thanks again. Thank you. Thank you. Thanks for listening to Keed in, with your...

...hosts Max and Brent, unlocking the minds of the industry's top real estate professionals. For more information on selling your home, find us online at keyed in PODCAST DOT com. Remember to subscribe to keyed in on Apple podcasts or wherever you like to listen to podcasts. Follow us on Instagram at keyed in podcast, at Raven Max and at Brent e Jackson, and follow Max on Tiktok, at Maxwell Raybin. UNDERSCORE PROPERTIES.

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