Business Boost Hour

Have you ever met a realtor with a heart of gold? Can you make more money by giving? In this episode, we meet with Anne Gold and talk about the art of building connections and how that ties into an effective givers gain mentality.

Hello, everyone. Welcome to the Business Boost Hour podcast. My name is Eric Beals, and I'm the vice president of BNI Escondido.

And I'm Crystal Privett, the president of BNI Escondido, and this is the single CEU podcast. Today, we have Anne Gold with us. Thanks for joining us, Anne.

I'm excited to be here. Thank you.

Awesome to have you. So today, before we get started, I want you to just kind of just explain to people, like, who you are and and and what you do. Let's just start there.

Okay. Well, I'm a real estate agent, a licensed realtor with Century 21. I have been a licensed realtor for 33 years and counting, and I help people buy and sell homes, which is one of the greatest investments that they have. And, I love what I do, and I love the people that I meet.

Awesome. So today, we wanted to focus on, building connections through givers gain. Mhmm. And I thought that's a, a phenomenal topic even tying in our our motto, our our our subtitle for for b and I. And, you know, building connections is, I mean, that's that's what b and I

is

all about. Right? It's building those

those That's what drew me

into BNI in the first place actually is building those relationships. And so tell me, Anne, what does that kind of mean to mean to you building connections? What does that mean to you?

Well, it's it like you said, it's the relationships, professionally. It's I'm invited into people's lives when they are buying or selling a home, which is one of the 5th most stressful things they can go through. Sometimes it's through excitement of they got a new job. They're gonna have their first home. They're having children.

They need to have a bigger home. Sometimes it's a stressful situation such as a divorce or having to sell a parent's home that has passed on or needs assisted living. So there's a lot of high emotions, and to be invited into their lives at that time is, it's such an honor.

Mhmm.

And it is, something that I take very close to my heart and with great respect. And with those relationships, sometimes it's, okay. We have all of these belongings that mom and dad collected. We don't know what to do with it. That's okay.

I know someone who can help you organize it, and if you need to have an estate sale, I know someone who can help you with that. Well, we need to have new flooring because the dog scratched it all up. That's okay. We've got a phenomenal floor guy. I have someone who can put your mind at ease and help you.

So it's having it's being that hub. Yeah. You know, I'm the hub and, you know, picture the wheel and you've got all these spokes going around and I can refer you to a roofer. I can refer you to people, and I can work with them with you to make sure everything goes as smoothly as possible Mhmm. To set your mind at ease.

Mhmm.

So a lot of what you're doing is is is kind of like calming people down, I guess, too. It sounds like. And you're kind of almost you're like it's like people management, it sounds like.

Yeah. Yeah. Yeah.

You're kind of managing them to kind of keep them at ease and keep them calm. And then that's where they they you know, if you effectively do that, then you're their savior at that point.

Well, and people can write their own stories in their head, and they're say, oh my god. They're gonna walk in, and they're going to see x y z, and they're gonna I had one gal. We had the inspection of her house. We have termites in San Diego. It's a fact.

There was evidence of termites in her attic. She was so upset that people would think she was a poor housekeeper. That's not it at all. My job say, no, it has no reflection on that. It just is San Diego.

Don't worry about it. We'll get it taken care of. Just breathe and let me make the calls. You authorize who you want me to call and we'll get it taken care of. So it is just to have everybody calm down a little bit.

You know, the questions, is it going to sell? Is someone going to buy it? What if my offer is not accepted? We'll just work through it. I'm here to help guide you and take you by the hand to make sure everything goes as smoothly as possible.

It's, you know, kind of smooth out the rocky road.

Yeah. Yeah. Yeah. And so how so in in, you know, BNI is really kind of focused around building those those relationships with with other members as as well. And and it it sounds like BNI also acts as kind of like that huge resource hub for you as well.

So, if if, like, if if for referral partners, like, natural natural referral, partners with people in in the group because you are that kind of sounds like you are that kind of first hub for a lot of things. Someone goes by the home, then there's issues with it, and then you need to call somebody to get it fixed or whatever.

Right.

Ends up being a good referral. And so how in in b and I, how has, like, what do you do to cut because I I this is actually an area that I it's it's been a big growing process for myself, actually. Because when I first joined BNI, it was not, a very good great connector. Okay. And so what do you do?

Like, do you like, in in BNI, do you, like, strategize? Do you have any strategies that you do in, like, one to ones to help kind of build that that that like, you ask, like, particular questions maybe in one to ones to kind of help be a better connector for those people in one to ones. I imagine a lot of the stuff that we do in that is gonna be similar, with when you're talking to your your your real estate clients as well Mhmm. Too. Do you have any any things that you maybe I don't maybe you don't consciously do.

Maybe it's subconscious. I'm not really sure. But do you have any any any thoughts on what you found to be effective in trying to connect people?

Well, it's something that I'm continuously working on, open ended questions. Of course, I had a mentor who said, if you want to ask a question, make your lips go, oh, you know, like a circle. And then you're going to say, who is someone that would help your business grow? Or where are you finding most of your opportunities? And maybe I know someone in that area.

So asking a question that's gonna be a who, what, where, when, why, and how

Mhmm.

Helps. And I take notes. I bring my notebook, my calendar, and I tell them upfront I'm not being rude. I'm writing this down so I won't forget. I bring it to our b and I meetings, whether it's on zoom or in person.

I have it with me in my calendar and I'm taking notes of what do they do, what do they specialize in, what is their perfect client, what are they hoping to achieve, and can I make any of those connections, or help them spread the word? We have a farmer in our group who's going to have her Christmas tree lot. I send out monthly newsletters. Please let me spread the word for you because she's such a phenomenal lady, and they've been in business for a 100 years. Holy cow.

Cool. So I was able to add that to my newsletter just to spread the word. So it's a lot of note taking, a lot of questions, and then working very hard on listening to the answers and then thinking creatively. How can I help them get from a to b?

Mhmm. Well, there's another part that you've left out that I know you personally for a while now, and Anne has a very special touch that she adds. She gives gifts that are branded. She gives handwritten letters. She goes the extra mile.

She's helped people for years that have never that decided not to work with her anymore. So I think that is a special gift that not a lot of people know or or or have that prerogative to go the extra mile. Why do you do that, Anne? What drives you for that?

People, they're asking for help. Why would I turn them away? I had one gal call me out of the blue. I had no idea who this lady was, but she said, we're we're looking to put a new roof on, and we don't know what to do and what color and what's gonna add value to our home. I said, well, let me come take a look.

Looked at her roof, gave her some suggestions. They've never bought or sold. They just needed some advice. Why wouldn't I help? You know, there people are asking for help and a lot of people are embarrassed that they need help.

There's no embarrassment and there's no judgment. If I can help you, please let me help you. And I and I feel honored that they ask.

That's great.

Awesome. So one thing I'm hearing from from that as well is it's it's you're not just doing you're not just building, like, being being a connector, but you're kinda like nurturing people as well. Like like, you're kind of like you're you're you're basically you're you're taking the extra step like the handwritten notes. Mhmm. And to, you know, really asking, like, their the the those those key questions, like, who do you need or, you know, what can support you or whatever that I don't know exactly what the what the questions, what the questions are.

But I think those actually might be some great questions we can apply, you know, in actually one to ones, too Mhmm. Where we can be better effective referral partners as well, for when we have when we have one to ones. Mhmm. Maybe could we kinda would you mind could you go over, like, what those what the what some of those though those questions are that you do on a regular basis? Because it it sounds like they could be very applicable.

Well, again, it's it's it's first of all, like I said, forming your lips into the the sound so that you're gonna ask the open ended questions. Who, what, when, where, why, and how? Mhmm. And, it doesn't even have to be a formal thing. It could be a follow-up question to what somebody else is doing.

And I have an example. It wasn't even a BNI member. I was at a memorial service for one of my neighbors, mothers passed. I was talking to her son and he was telling me about his business plan and business growth. He's a counselor looking to help men's health, mental health needs.

Well, we have a member who is a fitness coach looking to help men lose weight and become healthy. And so just by having the conversations of while you graduated, how is your business going? What are you planning on doing, and do you have a focus, and who are you who is your client that you're looking for was pretty much the question that triggered that. Mhmm. Who is your client you're looking for?

And I was able to arrange an introduction. So I hope it works out, but that's the kind of the thing that we're looking for. Crystal, your son wants to potentially look at sports management in college. My niece is doing that program. You know, what what are your children doing?

What do they like to do? How are you supporting your children? And, oh my gosh, I may have somebody that I can introduce you to that can help you get information.

Mhmm.

Those are the kind of things to do.

So it sounds like underlying is the communication does help with building those connections.

Right. And then, of course, like I said, I take notes. That way I can when I go back to do my handwritten note, I can review our conversation and it just helps embed so that 2 weeks later, when I'm hearing other conversations, it's gonna trigger that, oh, I was just talking to someone about that. I and I can find out remember who it was.

Mhmm.

But you said, naturally, of course, I would help that person, or why wouldn't I help them? But I don't know if everyone out there has that same helpful mentality or that same helpful attitude. Is there a secret that makes you so loving and caring and compassionate, or is there something you want the audience to know that would help them build better connections?

That's a good question, and I don't have an answer for that. I just I think because the way society is and especially post COVID when everybody was so isolated and people like, what are we gonna do? How are we gonna handle that? It just, it was heartbreaking, you know, that we had so many people who were just at home and it was, it was, why wouldn't I want to help somebody? You know, it's, it takes courage to ask.

I don't want to shut down that courage. I don't, whether it be a child or a mature senior, it takes courage to ask. And if I can't help them, I'll see if I know someone who can. And if I can't, it's, God, I wish I could. If I come across someone, I will certainly let you know.

Mhmm. Yeah. You know, it it sound it it it sounds like it's, you know, like a certain mental state state of being, I guess, where I am kinda thinking, like, if if, it it's very much a giver's gain mindset where you're wanting to help help somebody even if no it may not, you know, in your case, you know, might not turn into something for you directly Mhmm. Or it may not, you know but maybe they might know somebody as well too. So there is is a certain business aspect with that too.

But then I think having that right mindset too, think you can kind of develop that from just, you know, volunteering at things as well too. Just have more more, you know, at at if you have a, local donation event or something and kind of helping helping out with that. I think there's certain ways to kinda help maybe I would imagine that's like a muscle maybe a little bit, like a giving muscle that you got to take step. Maybe some maybe it sounds like it comes very natural natural to you, but maybe other people, it's not not as not as natural. I know I've I've overworked that muscle before, and I've gotten frustrated when I was giving too much.

Yeah. And then, you know, and then, you know, that that that turned me in from a yes, man, to too much of a no man.

Yeah.

And and then but then it was like, man, he's such a jerk. He doesn't wanna, you know, he can't even, you know, help. And so it was it Balance. There's a balance, I think, too, with that. But it's also a muscle, I

think, on

on, like, like, having that that giving mindset. And and and I guess kind of, you know, making that making the time to do that, whatever whatever whatever it might be within reason, obviously.

So, like, what

do you let's let's hypothetically, Like, when you were giving all of us the hand, the mitts for the oven Yeah. What were you thinking when you, like, were putting those all together? Like, what's going through

your mind

when when you're sitting there writing the letters by hand? Because I know you. You're probably thinking about that person. I hope that they, you know, they find this well. Yeah.

You know, it's like well, I'm trying to vision a what are people gonna be doing? I gave them away during the summer. So okay. Barbecues. Hot, no barbecue things.

You're gonna need something. And yes, it is self promoting too. It had my contact information. It's it's something they're gonna use frequently that if someone says, oh, this is a great backyard and a great house and, oh, our realtor helped us find it. You know?

So there is some hopeful reciprocal, action that will come from it. So, but I try to think, what are people gonna use? I don't wanna just be, oh, she gave me something that's going to sit here and do something. What's going to be useful to somebody. How can I help improve their day?

If it's a fly swatter, God flies, they are so annoying. Get that fly. But yet again, it got my contact information. So how can I provide something that's gonna help make their day better?

Yep. Yeah. Yeah. And I think, I think that that's a a really cool way to kind of actually get usage out of out of both those things. Like, you're kinda doing 2 things 2 things simultaneously.

1, you're you're you're helping build your reputation by putting your name out there on the on those things, but you're also, providing something useful to people. I have your flyswatter.

I've used it.

And I find it to be very, very, very helpful when there's a fly around because it you know, my dog used to eat flies, and then she doesn't eat them anymore. She doesn't hear she can't hear them anymore. Can we just be like,

it's the fly.

It's the fly. Oh, yeah.

They eat it. Yeah. But, and so I I I think that so you have a very, there's you have, like, some strategy with all that too, actually. And I think that's and and that's a really, I think, effective way, to kind of build those connections, but in a in a in a very

strategic manner. Gentle reminders Mhmm. Is what I want. I want gentle reminders and, you know, for them to remind, we go, oh, yeah. I'd have the realtor.

It's real estate is such a central part of our economy even that and there everybody knows at least 2 or 3. Mhmm. But the difference with me is I've been doing this for a long time. I've got constant training, constant, seminars I'm going to, the skills that I'm always working on. Mhmm.

And again, my job is is matchmaking. There are agents out there who get in the way and actually make the situation more difficult. It doesn't need to be that difficult. They will actually inflame somebody's emotions to the point where you're like, you just need to back off. Let's work this out.

There's an easy fix. We don't have to replace the roof that doesn't leak. If that's a current concern, we'll just put a warranty on the roof for a year. Will that work for you? Let's just bring it down a notch and not get in the way of the seller wants to sell.

The buyer wants to buy. They're both happy with everything else. And so that's part of what I do also.

You're meeting yeah. You're meeting kind of people with with where they're at, even though maybe it might be better to fix the thing now or whatever. But

If they don't have the money for it, what's another fix that can satisfy the concern?

Right. And the buyer is okay with buying it as is. And so that that yeah. So you're you're you're meeting people with where they're at. That, you know, that that was something I I used to be very much of a perfectionist.

And so and I used to be very much where it was like, no. You have to do things this way. And in my head, I'm like, they just need to do it this way. And I was like, well and I I learned over time that, okay, people are gonna they're they're gonna be at a certain point with with with where they're at. And, honestly, for me, that was, like, a big weight lifted off my shoulders when I kind of, like, stopped trying to kind of, I guess, you know, force people into a certain, like, way of doing something, whether it's it's a video production or a podcast or whatever it is, and and kind of meeting them with where they're at and then kind of, like, you know, tugging them a little bit in the in the in the in the right direction, but not kind of, like, no.

You have to do it this strict way

Right.

Of doing something. And which was super stressful on me because they would never do it. So whatever I wanted them to do, they just people they wouldn't do it. And, you know, I'm sure there's been instances where I should be doing something. Someone else is like, Eric just needs to do this one thing, and I'm not doing it or whatever.

Right? So I'm sure I've been on the other end of that too.

Right.

And so you have to kind of meet people with with where they're currently at. And, you know, when I kinda made that that change, it was a more recent change, I think, maybe in the last, like, I don't know, 3 years or so. Like, 3 years ago, I made that kind of, like, mental switch, and that was a huge weight lifted off my shoulders. And I think that that's, you know, makes you more likable as well too. Right?

Right.

Because they they understand that you're basically being a jerk. Right. You're not being a jerk, and you're not, like, forcing people to do it do it a way. You're just supporting them and what they want. Yeah.

And then they like you more, which is gonna just make you a better connector in general too now. Right? Because because then everyone's like, oh, yeah. I love Anne or I love Crystal or whatever it is. Whatever it is.

And

And it comes from listening to where they are

Mhmm.

And asking the, you know, you seem to have some hesitancy towards this or you seem to be concerned about this possibility. Have you had a past experience that created this situation? Or, have you gone through this before and had a bad result? And again, this gives you an opportunity to ask the questions. Most people want to be heard.

Yeah. So if you can ask the questions and then just say, oh my gosh, that sounds horrible. Do you think it's going to be the same way now? Is this the same situation or maybe it's a little different and we've got a different party on the other side? Would you be willing to give it a try?

And if it's not gonna work out, then we'll think of something else.

I like what you said there because you what you did, you know, you you could have easily in that situation, I could easily have said, well, that was that situation. This situation won't be that way. Instead, what you asked is is do you think this will be that situation? So now they're left with, okay. Do I do I think it is?

And they're most likely to be like, well, no. It won't, but they're acknowledging it now. Whereas if you I think if you said it yourself, if if if you were to go, no. It won't be this way, then in their end, they're gonna get defensive, like, no. It will be this way.

She's wrong or whatever. But because you kind of, like, flip the question back towards them

Right.

Now they're left with acknowledging and and and come to that recognition that, okay, it won't be this way way this way, and they're speaking it. And when you speak it, now you start to believe it more.

Right.

Right. I like that. That's a that's a great one.

Well, and for Crystal, for your business, it's like you're reprogramming. Yeah. You're you're making a new I don't know what the term is using. Synopsis. The new connection there.

And so that's, you know, I'm always not I'm not perfect at it, but it is something that I really focus on. Again, I'm the guide.

Mhmm.

I am the I give the information. I let people make the decisions.

Mhmm.

And it sounds like b and I probably was a natural fit for you because of the giver's gain and your personality. But the real estate agent, for people that are aren't are a little new to b and I, the real estate agent is probably one of the top 2, top 3 positions in all of b and I. So it's a very coveted space. Yeah. And it was quite a battle to get into our chapter, and you you were the one that we chose.

What was that process like? Oh, my gosh.

Well, when I was first approached that the position was opening up, it was like, oh my gosh. This was this is, like, right up how I want to do business and how I want to serve. And I think I was initially there were maybe 12 applicants. It got weeded down to 8 and it was a 2 month vetting process. I had to give my references, my background.

I had to meet with multiple people and, which actually gave me more confidence in our group. Because if they are going to check me this well and make sure that I can perform to the level that I'm saying, then I can trust the other members of the group Mhmm. With my clients. But it was nerve wracking, and it was, so stressful at times. I was like, oh my gosh.

Yeah. How this

Not all positions in

b and

I are like that. I would say that you definitely

have a little My position, the mortgage position, is a similar situation because we have a lot of contacts from a lot of professions and and things, and we do give a lot of referrals because of the businesses that we perform, with the sales of real estate. But, boy, it was a grueling 2 months and I am so grateful and thankful to be part we have a phenomenal group. Oh my gosh. Yeah. I mean, it's the people are magnificent and funny and caring and, you know, we have our meetings where it's the dad joke one ups.

Uh-huh. Yeah.

It's it's we really, I can't think of anybody that we don't like in our group. Mhmm. Yeah. You know? It's just we really have a phenomenal group, and I'm so honored to be part of it.

Mhmm.

Yeah. Yeah. They it it it it it's it's interesting because I I was kind of, I'm not gonna lie. You know, when I kinda saw all the realtors kind of multiple kind of showing up, I mean, it is it was, like, kind of, like, okay. Where's my popcorn?

This is kinda not gonna lie. There was a certain level of entertainment with, like, I

was like,

oh, man.

This is this is a fight.

Like, yeah. There was.

Yeah. And I met with a few of them too, and they were phenomenal candidates. Yeah. I mean, there are some really top quality agents that I look forward to working with, But like I said, boy, it was

And you had some huge shoes to fill.

Yes. Yeah. And I'll tell you, he is still, a fabulous person. I've met with him and, yeah. I mean, he paved a way that what he's done was he elevated my desire to I'm a little competitive, exceed his, you know, but I mean, he just kind of laid the groundwork and, he was a he's a great guy.

So I feel honored to be able to carry on his legacy Mhmm. With the group.

We're talking about Al Rex.

If if

anyone don't think anybody

could say names or not.

Yeah. No. Of course. Yeah.

Okay. Yeah. No. Yeah.

And and, actually, I'm I'm I'm I wanna have Al Rex on, actually.

I'd love

to have him on. Yeah. Because he's, you know, he he, he he he's one of, like, I guess, kind of our retired members from our chapter, actually.

Just for, like, the wisdom of all the things he saw throughout the ages because how long was he there? Does anyone know?

18 years at least, and he is so willing to share his knowledge and he's, again, a reflection of our group because we all wanna see each other succeed. We celebrate each other's successes. There, I don't think we have any envy or jealousy of, oh my gosh, they keep succeeding and I'm not getting anything. You know, oh my gosh, you're doing this podcast. How cool is that?

Yeah.

And hopefully, it's gonna elevate both of your businesses, and I can't wait to see that happen for you. This is we truly celebrate each other. Yeah. It's great.

And it gives us a platform to celebrate you, because if not, the the audience needs to know how amazing you are, Anne, and that Thank you. And that if they did decide to buy a home, they they're gonna be in really great hands with you. Mhmm. And if they're just want someone to connect with and maybe need to learn a little bit more like that, use you're the type of person that will go the extra mile for another individual.

And it doesn't have to be a decision that, okay, we wanna sell by this weekend. What we do no. I'm gonna wait to I've got people that are not gonna do anything for 6 months. Mhmm. But, okay, let me see if any work needs to be done.

Let me help you through and, oh, your situation changed. You're gonna put it off a little more. That's okay too. You know, I'm not an overnight, if you're not doing it now, then I'm deleting you.

And then what happens if someone doesn't know where they're want to move? If they wanna, like, look at different places and, like, is that something that you would help them, like, kind of, maybe they have a long term goal. Maybe they don't wanna move for, like, a year. Right. But they wanna, like

Then those again are the questions. What type of lifestyle do you envision having? Mhmm. Is having a large land important to you? Are you looking to be downtown where there's a lot of excitement activity?

Let's go look at a couple of neighborhoods. Let's see what feels good to you and, or are you planning on leaving the state?

Yeah.

And I've got people who are like, well, I don't know if I wanna go to Tennessee or, the Carolinas or Florida. We I even have someone who wants to go to Puerto Rico. Great. Let me connect you with agents out there who have vetted and quality agents too, and you could talk to them about what your plans are. So again, I'm I'm helping I've been doing this for 33 years.

I hope to do it for many, many, many more years, and, helping you through the process no longer how no matter how long it takes. Mhmm. I'm here to help.

And the topic's still building connections through givers gain, but I keep hearing this underlying communication. Mhmm. And it sounds like that communication must be the secret ingredient to really helping be that matchmaker, be that connector. Because if you don't know what they need, then how can you fulfill it? But by listening, you can find the need so that you can fulfill it.

Right.

And then and also even down the road, if when they call me and say, we need to have our landscape redone. Do you happen to know somebody? Because I do send out my monthly mailers. I'm trying to think it and they'll be top of mind when they need someone and they can feel comfortable knowing I'm not going to pressure them. Oh, you're doing your landscape.

Are you selling soon? No. Okay. Great. What do you have planned?

That sounds exciting. Let me introduce you to Caesar Reyes, our landscape guy, or you've got trees that are overgrown. Let me introduce you to Wes Marshburn. He's our tree arborist. He's a specialist.

And then I could follow-up. How did that work out for you? Were they able to meet your needs? If so, wonderful. If not, what was missing?

And then maybe I can have a one to one with them too and say, no, little feedback here. Maybe it was my client, maybe it was you, but just what was your impression of how it worked out and how can I refer you better? If it wasn't a good client match for you, what questions was I did I miss?

So you're

like, how can I refer you better? What are you looking for that I didn't understand? Yeah.

Yeah. So so your fall you're you're so you're also following up with so, like, when, when you give, like, a referral to somebody, you're also you're not you're not only following up with with the the person you gave the referral to, but also the refer, refer

yeah. That's it. I think that's it.

The referee to kinda see, like, hey. How did this person do?

Right.

That's really good because that actually helps, you know, that that's gonna build your connection up with that person because, oh, because they they see that you care about how this other person did for them. Mhmm. It's also there's a certain level of of accountability there as well too. That's gonna kind of just raise raise raise the level, I think, on on just people in the chapter. Right?

Especially if they know, like, oh, Ants Gold's gonna follow-up with them. If if I don't, you know, getting if I don't get this done, you know, quickly or whatever it might be, I'm not saying that there's, like, a fear aspect of it, but, like, it

Is it accountability? It's accountability. Yeah. Yeah. Yeah.

And I want my clients to know I've got quality people I refer, and I want my BNI family to know I refer the people to the best of my ability that they are actually looking for.

Mhmm. So you like adding value, but you find extra value because you have all these valuable people in BNI, so Right. You get to look more valuable because you have all these assets and resources and tools.

Yeah. And it's not just even our group.

Yeah. I

had a client who moved to Arizona and she said, I need a tax accountant here in Arizona. Great. Let me look at our global. Mhmm. And I found 3 that she could interview.

I first called them, said, here's the situation. Is this something you handle? And I said, here's 3 people that I've already spoken to. Feel free to give them a call and see who fits

you best. So you called them beforehand. You, like, you vetted them. Due diligence. That's really due diligence.

You know, I did something kind of similar, but I didn't do that. I just kind of like I just kind of told some family members who had some problems in an area with some contractors. And I was like, well, why don't you you know, here's a I looked at a couple of b and I chapters in the area. And I go, hey, why, you know, and I sent them, like, the web page for those because, yeah, each each being architecture has our we all all have our own kind of, like, web page.

Mhmm.

And it kinda shows you who the, it shows you the, like, what they're what they do and what what it is. And I told I just told them just kind of like, hey, look, look at this and grab somebody off of there. But I didn't bet them that I probably should I probably should have done that. Although at the time, I don't think they really knew exactly what they needed exactly. But

Or next time, you'll just call Anne.

Yeah. Next time next time yeah. Thanks. Yeah. You're right.

Hey. This is so much easier. I'm just gonna go, you know what? I got a great person. Her name's Anne.

Other than they'll see, like, she's a realtor. I was like, trust me. Trust me. She's She

has she's the magic realtor.

Yeah. She's got she's got the connections.

Oh my gosh. So let me teach you at a one to one how to do this.

Oh my gosh. Yeah. So, no, I'm not gonna send you I'm not gonna I'm not gonna bombard you with with with with a bunch of people to connect with. Yeah. But, no, I I that that I think is is such an important I think it's a really good due diligence thing actually to to to have that that vetting process even with BNI members too.

And because, you know, we don't really know how other chapters are necessarily doing. We might know our own chapter, but at the end of the day, there are networking groups. And at the end of the day, it's the people in those groups that is what gonna is what's is what's gonna make the chapter real.

And I think we have such an exceptional chapter, that not everybody at this point can emulate what we have. So, you know, some people are just trying to grow or had a mass exodus for whatever reason, and they're just trying to get their businesses back up. So, again, we have a phenomenal chapter and we're truly, it's a great family. Yeah.

It really is. So what would you if you were to, pick one thing that you've really taken away from b and I, what would that be?

I, I, I really like the, the givers game. Be sure to give out as much as you can, and you're planting your own seeds for your own business. The more you give, eventually you will receive, one of my favorite books is The Go Giver, which I gave away a copy at our last meeting. And that's really it. That's what the whole theme of the book was, is listening to conversations, make the introductions, and celebrate other people's successes.

So I really enjoy our givers gain, attitudes. Yeah.

And I love what you said just before that about how the follow-up is so important because I think we forget because it's so hard making the connections, making sure it gets together, may you know, following all the steps, but then the follow-up really does make a difference. And being that connector, building those bridges, if you don't follow-up, it doesn't quite feel as strong. What what do you see the value of the follow-up?

Well, the follow-up again gives it integrity. Mhmm. And it's and it's sometimes the person that I gave the lead to is I I've just been so busy, and then they even forgot about it. And that that's no problem. Is this still a priority to you, or do you want me to set a reminder and just check-in with you in a couple of weeks?

But the follow-up, I do think it gives credibility not only to me, but to the people that I'm referring. You know? Oh, you wanna do a podcast? Has Eric reached out to you yet or have you had a conversation? How did it go?

You

know, I just think it just gives more value and credibility to both of no. Your your services, all of our services, and it keeps that connection and conversation going.

Mhmm. Yeah. That's something I've kinda started doing is, like, asking, you know, when to find a follow-up with somebody too. If if I know it's, like, they're not quite ready or a source or something or they're like, okay. When would be a good time, Just so I could as otherwise, then I'm kind of left, like, well, now do I

do this?

And I'm like, what do I do? You know? And I kind of I'm like I'm like, I don't wanna be, like, super pushy. I know. But I was like, I kinda want an answer.

Like, sometimes I'm just like, just give me a yes or no. And I'm like but then I'm like, okay. Let me but but but and but, like, the asking, like, when would be good to follow-up, and I've gotten, like, exact dates before. They're like, okay. I'll follow-up with I I get back from what whatever it is on, you know, the 20th or whatever.

I'm like, okay. I'll put it on my calendar to kinda follow-up follow-up with them.

Right.

And, that's, I think, been a kind of a relief, honestly. Sometimes when I kind of ask that question, I kinda know when to do it. Me, the systems guy, like, I kind of like I'm I'm like, I need structure. When do I do it? Otherwise, I'm like, I don't know.

And the

structure alert goes off.

I get analysis paralysis, and I'm and then I just won't don't follow-up. If I don't know when to do it, I'm just like, I just won't follow-up then. And then then that, you know, is not a good thing either.

Yeah.

But, I think that's that's a great that's a great question.

Yeah. Ask permission. When would you like me and how would you like me to follow-up? Is an email? Do you prefer text?

May I give you a call? Cause I would prefer a voice contact, but sometimes it's like, you know, it just shoot me a text. So when and how. And then my Google calendar is my best friend. Now I put everything in it and in the morning I set my alarms for my appointments.

So when I need to get ready, where I need to be, I need to make a phone call at this time, so that I can do what I say I'm going to do.

Yeah. Oh, yeah. Calendars. I don't know what I would do without, like, my calendar. It'd be impossible to kind of keep track of of of of anything.

When something doesn't make any calendar, then it kinda usually causes problems and stuff too. And, you know, double scheduling something, and then it's like, oh, no. Wait. This didn't make in the calendar. Like, so

Yeah.

Yeah. The the that that it's all these different tools that we kind of need to use to kind of help with that. And at the end of the day, it all kind of put it all pours back to, like, solidifying that connection, I guess, too.

Right. Well and it makes them realize that they are a priority to me. Mhmm. Okay. You know, I care about making sure your needs are met.

You are a priority me a priority to me. Mhmm. And by having it in my calendar, set in the alarm, making responding the way they wanna be responded to, they're heard. That's important.

What about, like, energy management with this sort of thing? So if you know what that mean if you know what I mean by that, like because if you have let's say, sometimes I've gotten overwhelmed where I have a lot of people I need to follow-up with, and I'm just like, I'm, like, kind of getting burnt out following up with people, especially when people aren't getting back to me. Then I'm just, like, oh, I can't really quite check this off, like, for the follow-up yet because they haven't gotten back. Did they even receive it? I have no idea.

Right.

And I can't for me, I I I tend to get burnt out sometimes. And so do you, do you, maybe you don't get burnt out. I don't know. Maybe, maybe you're,

you know, until I fall flat on the floor. I do get burnt out. I do a program. It's another book. It's called the 12 week year where you work really hard for 12 weeks and then you take a week off.

And that has been such a great thing for me because I can go for 12 weeks. I work 6 days a week, sometimes 7 for 3 weeks in a row because I'm available when my clients are available. But then I do take that week off. And so I know I'm working towards some downtime, and I do schedule in a day here or there. So you know what?

At this, I just need to recover. As far as people not getting back to me, if it's a group, I can send a blind email. So I'm sending it to multiple people of, you know, I've reached out a few times. I don't want to bug you. Obviously something, or I think something may have changed for you.

Please let me know if this is no longer something you need, or if this is no longer a priority, or if you would like me to change when you would like to be contacted and I can send a group email, but nobody knows who it went to except for me. And then I talk to a lot of people at once. Mhmm. So that helps.

So you so you you you you're you're basically doing certain things to kinda make it a little bit more efficient, I guess. So you're doing so, you know, is it, so to send out kind of, like, mass so some of the mass emails that that that you

But also not to make the person feel, like, picked on individually so that they feel like, oh, this could have been to all of us.

Right. Right. I don't want them to be embarrassed and see that there were 28 names Mhmm. And they were included of they didn't get back to me. No.

As far as they know, it's a one to one email. Mhmm. Because I wanna be respectful too.

Yeah. You

know? And I hope that they respect my time too.

Mhmm. And you're not going, hey. I haven't heard back from you for for the this is the 6th email I've sent. You know? What the heck?

Get back to me or anything like that too. Right? Right. So you're you're formulating it in a in a gentle manner as well too. No.

That that's good. Yeah. Yeah. The the energy management, that's the thing that that's been the I think, I feel like I get I feel like I get drained kinda quickly sometimes. I'm more of an introvert, so, like, the you know, all the, like, social connections, can can be draining on me, over over time.

The follow-up is kind of a part of that.

I'm actually an introvert.

Are you? Oh, yeah. Okay. Oh, yeah. So

She'd rather be with her orchids and knitting the dogs and knitting.

Oh, yeah. I'm a complete I would I'm a homebody.

Yeah. So okay. So that that plays into kind of why you do it sounds like for the with the, 12 week year. I've heard of the 12 week year. I haven't actually I haven't implemented it before, but I'm I am aware of it.

Can you kind of go over, like, what, like, maybe kind of summarize what the 12 week year is for people that maybe haven't haven't, heard of it?

Yeah. It's it's based on sports technology or I'm not a psychology, that you push really hard in certain aspects and, but you need to recover. So you run and recover. And that's what basically what this is. So you push for 12 weeks and, and then that's the end of your year.

So some people will say, well, for this year, for me, like, I would love to get to 18 sales. Well, okay. 1st quarter I only did 2. So now I need to do 16 for the rest and oh, second quarter only did 3 and then they keep pushing off their goal. 12 weeks is the goal.

Whatever I did in that 12 weeks, it's

done.

And then I could recover and regroup. And then the next 12 weeks is a whole new goal. And it gives a lot of peace of mind too, because you're not dragging the baggage with you. So,

You're not chasing. You're not like playing catch up while you're still running.

That's it. You're not playing catch up. It's like, okay, this 12 weeks didn't work out, but I did all the activities, but it's done. Now I get to start fresh. Yeah.

And that that gives you that permission to keep forging it. Yeah. Yeah. And just keep saying, okay, that 12 weeks that didn't work out for this, let me try this technique too. You know, if I need to make adjustments.

So it was a book that was introduced to me. I don't implement it perfectly, but I implement it the way that works for me. And it's truly just push for 12 weeks. Make sure you take that 13th week off. Mhmm.

Oh, and I prescheduled the 13 weeks too. I go through my calendar and this is week 13.

Yeah. And I

it's it's Now we know why my subs.

That's right.

I, you know, I'd haven't heard of it, like explained in that in that manner, like as a way to to to really like get these things, like like, certain baggage, I guess, that that not baggage, but, like, like, things that you need to get accomplished Mhmm. Done in that in that way because I know there's been plenty of times where it's, like, I know I've had mental blocks, and and I think we all kind of do to certain to with one thing or another where it's like, you know, you need to do these do certain, whatever the thing might be, but it's just like in the back of your mind is kind of, like, nagging you to kinda get it done. Mhmm. I see. So when you implement the 12 week year, it's like, I am going to get that thing done.

Right.

Like, and along with, I'm sure, some other things as well. So then by the end of that, even if it doesn't work out, at least that thing has been accomplished, whatever that thing is, especially if it's something nagging on you. Because, like, I mean, I can think of a few things right now that I'm like, oh, yeah. I still gotta get that thing done. That's been, like, lagging for way too long now.

It's like submitting your taxes in March.

Right. Well, it's it's also it's also prioritizing. You know, you're saying you're there's things that you're lagging. Do they really need to be done? Or do you really need to be the person to do it?

Maybe hiring somebody and freeing up your time so that you can focus on the productive activities would be the way to go. So it's also a way to evaluate how are you going to be most efficient and effective in serving your clients, your wife, your kids, and be as productive as possible, but then also replenish your own soul at the 13th week.

Yeah. Yeah. So I like, the, I think that's, yeah, that's such a great analogy to kind of for the 12 week Mhmm.

To,

or or benefit from the 12 12 week year. So I'm glad you brought that up because I'm already, like, aware of it, but I need to kind of I I think I need to look

at that. Like a mini version of the Sabbath day. Like, it could take, like, you know, take one day of rest. Right. So maybe, like, some of us, like myself, like you, Anne, I work all of the days of the week.

Mhmm. Because when people have schedules for work, then they have to accommodate the opposite of their schedules.

So We work when people don't work, but yet we're working when people do work too.

Yeah. Exactly. So you gotta find some joy in it Yeah. While while you're on that journey.

Yeah.

And you can't really do that if you're not filling your cup up because then you you get to a point where then it gets resentful. Then then you don't do it out of the love and the joy, the passion, which you clearly have. And you're doing it because of all of the right reasons, and you can't fake that kind of energy. Like, there's something that comes with the authenticity. And when someone has their true intention, integrity, and just putting it out into the world, like, you can feel it.

You those are the people that you've become attracted to.

Mhmm.

And you can also feel the opposite. You can feel when someone has maybe not quite such a intention, and you're like, this is feeling very transactional. I don't know if that feels like the right fit for me.

Well, it might even be too. You might be feeling kind of that way maybe because you're you're not getting certain some of

those things done. Right?

Maybe you're, like, subconsciously stressed about them as well too. And so, which is at the end of the day, you know, kind of tying this back to building the connections. It's like if you're kind of stressed about things, that's gonna very much hinder your connection building because people are gonna pick up on, like, man, there's there's stress all the time. Like, you know, like, they seem like like like, relax, like, chill or whatever. Right?

But they're stressed all the time because they're not getting those those whatever's whatever that block is. That's preventing from getting that thing done that they need to get done.

So, well, and then you can't give the service that somebody is requiring to it's like you, you start going into your own self of, oh my gosh, I've got to do this again, or this is not coming through. And then you just you're, you're having your own conversations. You're not having the conversations with the other people.

So, yeah. Yeah. Well, so this has, this has been great. And if someone so let's say if if someone wanted to get in contact with, with you to, you know, maybe have a one one with you or something like that, how would they contact? How would they get in contact with you?

Whatever is easiest for them. They can find me on, Facebook or or or or Instagram, realtor Anne Gold. They can send me an email, Anne at Anne Gold dot com. They can call or text 858-663-0136. You know, whatever is easiest for them.

My name does have an e at the end. It's a n n e. I say that the e is silent, but the excellent service is not. So, but it just, Reach out. Probably best way would be if they need to who was that person again?

Anne Gold. Look on Facebook, Instagram, realtor Anne Gold.

Awesome.

And send me a message. Right.

And you

know she's gonna get back to you.

Yeah. And even if I can't at that minute, it'll be, I received your message. I'm booked till this time. When is a good time for us to call Mhmm. Kind of thing.

Yeah.

Great. So Cool. Well, thanks so much, Anne. And, if you got value out of this episode, share it with share it with with a friend. If you know somebody who's maybe struggling with building connections, this could be a great, episode for them to hear.

I know that they will be exponentially appreciative of you sending that to them. And that's also how we really, grow this show is by sharing it with our fellow BNI members. So thanks so much for for listening, guys.

Thanks for tuning in, your lovely audience. Thanks for Anne for joining us, and we'll see you next time. Don't forget to log your CEUs. Thank you for joining us for the business boost hour. My name is Crystal Pravette and this is Eric Buells.

Thank you for joining us and don't forget to document your single CEU. See you next time.

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