- Hi, I'm Donna Griggs, CEO of Propel Change,
and today we have the pleasure of talking
with Christie Wilson, who is the broker, owner, and CEO
of The Wilson Group.
Christie, thanks for joining us,
it's so great to see you again.
- Thank you, great to be here!
- Yeah, hey, I wanted to talk to you a little bit
about, from a real estate perspective,
I know when I call your office,
I get called back (snaps) like that,
and that's probably one
of the biggest differences that I've seen with you,
and all of the people who work here,
which is amazing to me,
because the number of times
that people have said to me, I can't get a call back
from them in an hour, in a day, and I'm saying
I wanna see a house, I really need to see it now,
I know it's going under contract soon,
and they are so frustrated, and I know of people who keep
switching realtors to find one who'll do that.
- That's right.
- Alright, so, now that seems simple, but I know
in the business right now, it is crazy busy,
so tell me how you accomplish everything that you do.
- Sure, well to the point on the phone calls, so
I grew up in the business, pretty much, and my dad--
- This was your dad, right?
- This was my dad.
My dad started The Wilson Group
in 1988, and I came on with him in 1995.
And one thing he said, whatever you do, return
that phone call in the day that you receive it.
- Wow
- And I have always, always, always done that,
and we train our agents on that too.
In fact, it's so funny Donna,
I had a closing this morning,
and the closing attorney was asking my clients,
well how did y'all meet Christie? And she said,
Oh, she sold us a house back in 2009,
and we used here because we called her
on a Sunday and she was the only agent
who picked up her phone. And she always--
- Wow, how many agents do you think they called?
- I think they said five?
On a Sunday.
And this was back, I mean, in 2009 we were still
very internet based, but it was nowhere near,
'cause now you just Google, you take a picture
of the house and you can get instant information,
but that wasn't the case back then,
and so I've now sold those folks four homes,
and I feel like I'm part of their family.
But I had forgotten that, I was going,
wow, that was just a simple phone call.
- Right
- Right, and I've acquired many clients that way.
My father, I mean, he tells me in the story that
someone called him from Florida, he was selling,
I think it was twelve duplexes, dad called him
back, bought them the next week.
That's what my dad did,
was bought and sold, flipped real estate.
And another realtor called my dad and said,
man, these people called me, I called them back,
and someone already bought this package,
Dad said, when'd you call them back?
He said, today, And he's like,
When did they call you?
A week ago.
And Dad said, I bought this a week ago, c'mon.
It's just easy, returning a phone call, returning an email.
It's easy and it's respectful.
If you want to succeed in this business,
you have to respect the client's need,
the potential client's needs,
and do business with them the way you want people
to do business with you.
- Right.
So, you have how many agents now?
- We have 51 agents.
- So, and those 51 agents,
and you instill that kind of thing in every one of them,
I know your culture here is amazing.
I mean, I've heard such great stories
from all of them.
- Thank you
- Can you talk a little bit about that culture,
and what did you do to get it there,
and where did you stub your toe a little bit,
maybe, and go, we're not gonna do that again!
Not that you did, but sometimes, that happens.
- I'm one of those girls who really lives
with no regrets, and I'm so grateful I've made
all the mistakes I've made.
(laughing)
Because it's gotten me to where I am now.
Our culture is definitely
so positive,
the people who walk in this office,
the people who work here, and I am so grateful
for the people I get to work with every day,
because they're happy people, they're positive.
When things go wrong, they're not dwelling on
the negative, we work together to find a solution.
We're very solution-focused.
And we wanna work with
a lot of upbeatness, a lot of solutions, and also
things can go wrong, quickly.
- In a buy or sell of a house, almost always.
(laughing) That's right.
- But, we have to portray to our clients,
I use the theory that we're ducks on top
of the water, we need to be doing this,
but below the water, we're gonna be paddling like hell,
and so that's the methodology we use with our clients,
and so we just raise each other up because
we know we have to be up for our clients.
And it's just a happy culture, we work hard,
but we play hard, and we play well together.
And respect each other.
- So, in a culture like that, I mean,
those kinds of attitudes can move into any kind of business.
- Yes.
- I mean, if you look at that.
So, I guess the question is,
when you're looking
for people that you want to add as an agent,
how do you find those people that you know are
gonna fit with your culture?
Because that's gotta be difficult sometimes.
- It's a million dollar question, actually,
because sometimes the way someone interviews,
that may be the best job on the day ever.
They're great interviewers, but when it comes
to the business, real estate's hard.
You have a lot of balls up in the air
at any given time, so really, talking to people
multiple times before I hire them, watching
how they interact with me, with the office staff.
If you go to lunch with somebody,
or coffee with someone,
how they interact with the wait staff.
That's hugely important.
How respectful they are.
And also, listening to their past,
and are they upbeat, are they optimistic,
are they happy people?
You have to have a lot of inner joy in this business,
because you are carrying a lot of weight
of your client at any given time.
You're dealing with their biggest asset,
a lot of emotion, and shelter for their family.
And you put that all up in a jar and shake it up,
and all that comes out is crazy.
Right?
So we have to manage that crazy.
And we've all been there, we've all bought
and sold homes, and it's (exaggerated gasping).
So, you have to really be able to
tune into that person's self to know
if they're gonna be able to handle that job.
- So, now I'm here,
I'm a new agent for you, now I'm here.
So do you throw me to the wolves,
say, here's your desk, what do you do next?
Because you've got to do things to instill
that culture and make sure it continues.
How do you do that?
- Well, we offer so much training here,
every week there's at least three opportunities
for formal training, and then lots of opportunities
to work with the other agents.
So, we have an office where the agents
actually do come in the office, and just
hearing the agents talk to their clients,
talk to other agents, talk among themselves
about what's happening, whether in the market
or with a client, that's just sort of
boots on the ground training, but then
the training that we formally give them.
So, on Tuesdays, we do our sales meeting,
which we always bring something of value to them there.
Every Wednesday, we have a new agent training.
Once a month, we have what we call deep dive coaching,
where we take a topic, for instance, right now
we're talking about listings.
How you get a listing, how you interview with a client
to make sure they choose you to list their house.
What plan and strategy do you put together
to get that home sold, how do you get it
from contract to close seamlessly?
And then, lastly, we do a professional development class
every week, every Thursday, from 10-12,
we'll bring something of value.
So, yesterday, for instance, was working with investors.
How do you work with investors?
An investor client is very different from someone
who's buying their first home, or downsizing,
their kids have all gone to college, now they're
buying a condo in The Gulch or something, right?
So, how do you look at the return for that investor?
So we're always offering something that they can
take out to the marketplace and be
better agents for their clients.
And we instill, also, we're not really salespeople.
We're educators.
No one wants to be sold something.
You wanna be educated on that,
but you wanna see the positives.
I mean, you need to see the negatives too,
but we really help our clients be educated
in what they're buying or selling.
- So, one last question for you,
I have friends who have tried to buy houses
and I've bought five, tried to buy five houses,
and every one of them are under contract
by the time I get to the realtor, all of that.
What kind of secrets, if I was going to buy a house
right now, what kinda secrets would you give me
that we would wanna make sure happen in order
to not go through five, six, seven houses?
- Number one, use a Wilson Group agent.
(both laughing)
- And done!
Use a Wilson group agent,
but make sure your agent knows
how to create strategy
for you to get a multiple offer situation.
There's about five triggers that can help you
make sure that your client gets that house.
Number one, your agent needs to be
communicating with the listing agent,
so if we're representing a buyer,
there's five offers on the house,
I'm picking up the phone, I'm calling that listing agent
and say, Hey, what's important to your seller?
Is there a closing date that's important,
do they need possession after closing,
what's their situation?
So getting some backside information and creating
rapport immediately with that listing agent.
There's so many agents in the business right now,
it's a challenging time.
It's great that we have so many agents,
but challenging because there's a lot
of people out there that aren't trained.
So if it's a multiple offer situation,
and you're looking at, oh my gosh,
this person came in $100,000 over asking,
but this is this agent's first deal,
how is she gonna get that through appraisal?
That agent that you're working with needs to be
an experienced agent to get you
successfully through a multiple offer.
Are you pre-approved, is it cash,
if the house doesn't appraise, can you fill the gap
of the appraise value to the purchase price,
and what lender are you working with?
There's a lot of,
real estate, like so many businesses,
when it's hot, everyone gets in, so whether
your realtor, or a lender, or whatever.
So, is it an experienced lender, also?
Are you gonna hit that closing date?
So there's several things,
so if your realtor starts talking strategy with you,
then you're in a good, good space.
- Okay.
Rather than just do the deal.
- Right, right, instead of just
writing it up and emailing it.
If they're not talking to that other agent,
and it's, let's even say a two offer,
multiple offer situation, I'm always
gonna work with the other agent
who is trying to work for their client,
because I know they're gonna work hard in that deal,
and make it a win-win for my seller and their buyer.
- So, I wanna throw you one move curve ball,
none of these have been hard so far.
- No, it's easy.
(laughing)
- What's the strangest situation you've ever had?
- Oh my gosh, oh my gosh.
- [Donna] I promised it would be a curve ball.
That is a curve ball.
Well, the strangest situation,
I was showing a house, this was years ago,
before east Nashville is east Nashville,
I mean this is in the 90s probably,
or early 2000s, and I was showing a house,
and it was a hoarder house.
A true hoarder lived in that house.
- And you had to show the house?
- And I was showing it, to an investor.
So we're walking, we're literally having
to walk through pathways,
and there's all these
aquariums that line the wall,
that were right about the trash.
I mean, there were Hefty bags full of trash,
this house was awful, smelled (disgusted sound).
And there's creatures in there,
some mice, rats--
- In the aquariums?
- Mm-hmm.
And then some reptiles.
And so, I'm freaking out,
I'm not a reptile-y person,
I mean, just creatures.
(disgusted sound).
- So you don't have a pet snake?
- I don't have a pet snake.
And that is creepy,
when you show a house with a reptile.
If I have a client who has a reptile, I'm like,
get it out, it cannot stay here.
But anyways, so we're going down the the basement,
this is an oldies Nashville house,
and a lot of times the bathroom's wall
backs up to the basement wall.
There was no railing, so I pushed on the wall,
it was like a floor joist, and it was just sorta
the weirdest feeling I've ever felt.
It was kinda gushy, it just kinda went in,
but sprung out, I'm like, oh my God,
what kinda leak is going on here?
Go down in the basement, it was like
Silence of the Lambs type basement,
we leave, get in the car, the listing agent called me,
I knew the listing agent, she said,
hey, I'm just making sure you
got out of the house okay,
I was like, Good night woman,
why didn't you tell me what was going on here?
'Cause I asked the seller,
I said, why are you selling?
Oh, I wanna move out to the country,
get five acres, a double wide,
so I can start my home-based business,
which is raising rats and mice for snake food.
And I was like, okay.
She said, oh, was there a snake in one of the aquariums?
Actually, there wasn't a snake,
there were no snakes in those aquariums.
I said, no, there weren't, there were just
the little white creatures.
She said, oh, that means they haven't found it yet.
(Donna laughing)
So, when I pushed my hand on that wall,
I'm convinced now that I touched
a boa constrictor, and I hit it,
so that's probably my strangest story
that has stayed with me for the past twenty years.
- I love it
- Yeah, but there's lots of strange ones,
just the personalities involved.
And every day, I tell everyone, every day
is an opportunity for solutions.
(women laughing)
- Well that's great, well I really appreciate
the time today, this has been great talking to you
again and I look forward to seeing you again.
- Absolutely, I do too,
thanks for the opportunity.
- [Donna] Thank you
- Okay
- [Donna] For more topics like this,
and to learn more about how we help our clients,
please visit our website.
(upbeat music)
For more infomation >> งานวิชาIS สัมภาษณ์คุณครูจุฑาทิพย์ อินทะกะ - Duration: 1:39. 
Không có nhận xét nào:
Đăng nhận xét