What To Say Now: Episode 8 - It's Never Too Late
To Follow Up Plus Suze Orman said what?!?!

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Full Show Transcript:

Dan Stewart: Hello and welcome. This is so much fun. I love being the cheesy game show announcer here at the beginning of the show. As you guys know, I'm Dan Stewart, and with me today I have Mr. Brian Rayl. Say hi, Brian.

Brian Rayl: Hello, hello.

Dan Stewart: Maya Paveza. Hello, hello.

Maya Paveza: Hello.

Dan Stewart: Hi, Maya. Melissa McHone, welcome.

Melissa McHone: Hi.

Dan Stewart: Yeah. Cool. I love that we're all here today. So, we started a little project eight weeks ago, eight weeks. I can't even believe it's been eight weeks. So, welcome to the eighth episode of What to Say Now. So, the four faces you see on the screen right now, all of us have one thing in common. We believe that the world gets better through conversation. We believe that no matter where you are today in your career, no matter where you are in your personal life, the path to where you want to be lies through other people and the conversations that you have to get to have with them. Have to get to have with them. That was well said, right? I got all the extra words in there for you today. So, today is July 7th. It's July 7th. And as always, there's interesting things going on in the world that we get to talk to about.

Dan Stewart: Okay. So here's the deal guys. We have a lot going on in the world, right? Brian? You're just outside of Houston, in Conroe, Texas.

Brian Rayl: Yep.

Dan Stewart: Maya, you're in some place that maybe it's thawed already. I don't know. Do you still have snow on the ground?

Maya Paveza: No, we definitely don't in the middle of a heat wave.

Dan Stewart: Yeah.

Maya Paveza: Outside Philly.

Dan Stewart: Yeah. And Melissa, I know you're in paradise. You're where everyone wants to be, except for the bears, in Lake Tahoe.

Melissa McHone: We love our bears. Love them.

Dan Stewart: I don't love your bears, not even a little bit, right? So, what we've seen happen, just over the past few days, let's think of what we've all experienced together. Was 4th of July, for you, different this year, than it was in years past? Yes or no.

Melissa McHone: Yes.

Maya Paveza: Yes.

Dan Stewart: Yeah. It was different for me too. Normally, our tradition in our family is to go to the office in Safety Harbor, and to watch the fireworks out over Tampa Bay. It's usually beautiful. We love to be out there. We love to watch the fireworks, and this year, they didn't have the show, right? It was shut down for COVID. Probably the case for almost everybody watching this today is the big municipal show didn't happen. And what that caused us to realize is that a lot of our neighbors are willing to fund their own little municipal show, right? Did you have that happen in your neighborhood?

Melissa McHone: Yeah.

Dan Stewart: Yep.

Maya Paveza: It was my first year Delaware was fully legal and people knew what they could use.

Dan Stewart: They could have it, right, cool. And Brian, I imagine in Texas, it's like that probably every night, just fireworks going off-

Brian Rayl: Yeah, pretty much.

Dan Stewart: On fire. Yeah. Okay, good. Now, I don't know though about Lake Tahoe, I've never been out there. Are you in an area where you heard and saw lots of fireworks?

Melissa McHone: I was actually very grateful. There was very limited personal fireworks here, because we're in such a hugely wildfire zone. And so, I was very nervous when they weren't going to actually have their shows that people would come in and make bad choices, let's put it that way. But we held it together and we're still here.

Dan Stewart: Awesome. All right. So, the reason I'm bringing this up, the reason I'm bringing up fireworks on July 7th, is because this is still a great conversation opportunity. So, if you're watching this and you're thinking, "Hmm, I need to reach out to the people in my database," what we've just talked about is great content for you. "Hey, I'm curious, what was the 4th of July like for you this year? Is it different? Were your neighbors also setting off crazy amounts of fireworks?" You'll get lots of engagement there. It's a great conversation starter, right?

Dan Stewart: So, you can send that as an email. You can send it out as a text. One of my favorite strategies is to send voicemail drops around holidays, right? So, you could have sent a message here right before the 4th of July. "Hey, hope you guys have plans for a safe 4th of July. I know I'm looking forward to staying away from the crowds this year, but still thinking about my friends. Anyway, would love to catch up, give me a call. Bye." Right? That's simple and easy. The message is out there, the conversation gets started, right? So, if you're watching this and you have not yet communicated to your database about the 4th of July, it is not too late on July 7th.

Dan Stewart: You can do that. I encourage you to. Next topic that we're going to talk about today is, oh, I love this one. I love this one so much because so many of my friends, so many members of this group and other Facebook groups have been all over this in the past 24 hours. And that would be the post from Suze Orman about real estate. Have you seen this post?

Melissa McHone: Yep.

Dan Stewart: Yep. Have all three of you seen it?

Brian Rayl: It's been blowing up.

Dan Stewart: Yeah. I'm going to share my screen here, just to show this real quick. Because it is crazy, I think. So, let's share the screen real quick. Okay. So, jump over to the right page here. She says, "I would absolutely wait until September, October, November of this year, before I even consider buying a home." Those are strong words, right? One thing we know about real estate is it's local. So, for a national figure to say something that people all over the country, presumably the world, would see, is obviously taking a bit of risk. And then it descends into downright stupidity, in my opinion. She's saying, "Let's say you paid $300,000 for a home today, and your next door neighbors out of work due to coronavirus and can't afford to make mortgage payments." Oh my God, the sky is falling, right? Their house gets foreclosed on, the value of your house is cut by 50%. This is absolute madness, right? Anybody who's ever bought a home should know that's not how appraisals work.

Dan Stewart: Anybody who's even paid remotely close attention to the real estate market in 2020, knows it's nothing like 2007 or 2008, right? So, you could come find this post on Facebook here, just like I did. And you'll see, there are, what, we've got 1.7 thousand comments. Hundreds and hundreds and hundreds of real estate agents have said, "What have you done? You just tarnished your credibility tremendously."

Dan Stewart: You're talking out of it, right? You need to stop that butt talking stuff, Suze Orman.

Maya Paveza: Somebody give her a Gas-X.

Dan Stewart: A lot of people called her on this one, and I think that's really great , right? Well, look here. John Moscillo, I know Johnny Mo. He's a buddy of mine, Tamara Inzunza, another buddy. I love to see all these comments here from people I know getting engaged on social media and comments. It's really, really smart to do that.

Dan Stewart: Now, the reason I'm bringing this up as a topic for you to share with people in your database is because it gives you an opportunity to communicate your knowledge and value as a true expert. Right? So the way I would suggest doing this today is first educate yourself on the idiocy of this post and then send a text message to your past clients and sphere, or send a short email and just say, "Hey, quick question for you. Have you ever heard of Suze Orman question mark."? Right? And just watch the replies come back to your text. Right? Watch those people say yes. And watch those people say no. And you know, all those people who say yes, you can say, did you see the idiocy? She just posted. I'm really concerned. She's tarnished her reputation here. People need to know...

Maya Paveza: She's a fan of Hay House so you might want to wonder on that. It's a little woo woo for somebody who's a financial guru.

Dan Stewart: Well, I'm not going to comment on all of that stuff, right. But the important point here is this is a conversation opportunity for the people in your database. You can definitely use this as a thing to have conversations around. And interestingly, she posted that July 5th at 8:15 PM. And today there's something where surprisingly she's doubling down on it. So the idiocy continues. What's supported of being wrong when you can be absolutely dead wrong. I say so.

Melissa McHone: Go big or go home, right? I mean...

Dan Stewart: Yeah, I mean, we've got people here like Dirk Zeller and Justin Seeby and you know, people I've known in the industry for years that are calling her out on her stupidity here. Right. So, you know, think of the hot...

Melissa McHone: Well they're writing a thesis. Like there's a whole thesis there.

Dan Stewart: Yeah that's right.

Maya Paveza: I'm thinking I'm going to make a petition to get her banned from the networks she's on.

Dan Stewart: Well, just think of the potential harm that exists here, right? There is someone right now who's missing a tremendous opportunity to buy because they're taking advice from someone who's ill informed. So your job as a professional, who's committed to offering value to serving as a fiduciary in the community you serve is to let people know when there's a good opportunity to do things that are good for them. Right. So again, I would encourage you to go ahead and send out that sort of a quick little message, right? So just again, quick question, have you, do you know who Suze Orman is? Like watch the replies come in. That'd be...

Maya Paveza: Not anymore.

Dan Stewart: That'll be a lot of fun. [crosstalk 00:10:16] So I'm going to... Go ahead.

Brian Rayl: Just real quick, Dan. I think one of the important aspects of having this conversation is to be well versed in knowledge in what's going on today. Because you know, you're going to have the devil's advocate people saying, "Oh, well, yeah, of course the real estate agents are going to tell you to buy something because that's how they make their money." So its a salesperson thing, but going through and I think we discussed this Maya and I did on a show like episode four, where it was talking about foreclosures and it's okay, well, number one, you've got the CARES Act and that allows for a forbearance of at least six months. Okay. So that started in April. So then nothing could even be started until November and that's, if they don't extend it. Now at that point, the government's going to do something for re-modifications or structuring or something.

Brian Rayl: But even if they don't, they can't start anything until that point. Well then you can't do anything until you're 90 days late because the 90 days late doesn't start until November. That means nothing is going to happen until January, February. Now you're 90 days late and they can start the process. In the state of Texas, which is where I'm at, that process is pretty quick. They can usually have the foreclosure done between 60, 90 and 120 days. That's still two, three, four months. That means next June. And in other States, that process can take a year, year and a half, two years.

Melissa McHone: Yep.

Maya Paveza: Yep.

Dan Stewart: Yep.

Brian Rayl: So it's all local. You have to know what's going on in your area and you have to be able to have that conversation with your prospects when they question you, "Hey, you know, of course, you're going to tell me to buy a house because you're a real estate agent..."

Maya Paveza: Yeah. But that's where she's defaming the entire industry and the realtors, because you're not a salesperson. This is the problem because I just, the cynicism and this natural instinct to distrust real estate agents because it's sales is the problem she's feeding right into it. Real estate agents are consultants. They're advisors. It's not their job to tell you what to do. It's to help you make an informed decision.

Dan Stewart: So let's slow down there a little bit though, right? I think we've all met an agent or two who we'd probably prefer shouldn't be in the industry.

Maya Paveza: Oh yeah.

Dan Stewart: Yeah. I mean, there's a reason real estate professionals are ranked lower than used car salesman and attorneys. Right. It's sad. And yet it's a reality that we have to see is out there. So...

Melissa McHone: But it's also an opportunity...

Maya Paveza: But you would think an educated, intelligent woman, like Suze Orman would be able to differentiate between.

Dan Stewart: Well, I mean, you look at any sort of financial guru, Dave Ramsey, Suze Orman, you look at people in that space. And really what they're in the business of is selling books. They've generated an audience and now they're monetizing that audience. They don't actually earn their living by giving financial advice. They earn their living by talking about giving financial advice. Right?

Maya Paveza: Right, like Dave Ramsey's real estate network.

Dan Stewart: Well I know a lot of people who are endorsed providers, like it's okay. A lot of ELOs generate good business through Dave Ramsey's network. I don't have anything necessarily against either of these people. I just want to say, "Hey, if you're a doctor, you probably know more about medical issues than someone who comments on health." Right? So, real estate is a profession that allows people to become truly expert.

Dan Stewart: I believe that a dedicated, sincere fiduciary in any market in the country is going to be a better source of data than any national pundit who's in the business of selling books. Right? So my whole point is that this is an opportunity today for you to show up to those people in your database as that well-informed local fiduciary expert, right? And for God's sakes, call BS, when you see it, right, there's BS here. You got to call it out. So I want to say hi to Sean Carpenter, to Anthony Malafronte, to Ryan Bokros to a bunch of my buddies here in the group who are chiming in here, Ryan, I actually read your response to Suze on her post there yesterday. So kudos to you for diving in and, and kicking back there a little bit. That's well done. So next topic, and we're running a little long at this point, guys.

Dan Stewart: So bear with me. But this next topic I think is really important because we're seeing in a lot of parts of the country where I live in Florida, where you live in Texas, Brian, we're starting to think, "Oh my gosh, are we going to be in lockdown again? What the heck is going on with the COVID?" Yeah. Right. So that fear is starting to rise up in the first place that we have to confront that fears within ourselves. Right?

Dan Stewart: The first place that that starts to do damage is when it prevents us from doing the things that we know should be doing. So my word of advice on this is whatever's going to happen is going to happen. Please do your part personally, to stay safe. You know, I think personally that whether someone wears a mask or not, should be a completely separate issue from what we need to do as a nation to provide security for our fellow human being.

Dan Stewart: I come from a family of veterans, like people I'm related to fought and died for the freedoms that we enjoy every single day. I have great respect for those personal freedoms. And yet I have trouble reconciling the, the price that they were asked to pay with objecting to the price of having to wear a mask. Right? These are people who were pulled out of their homes and asked to go to war, to fight and die. They literally gave everything there is to give.

Dan Stewart: And I personally know people who feel so put out to be asked to wear a mask in public is just come on. You know, how many global pandemics have we've been through before? Even if it doesn't make a difference, put on your mask, people just do it. Right. That's my opinion. Right. And I know for a fact that in sharing that opinion with you, some of you are like, "Go, Dan!", And some of you're like, "Screw this guy, he's an idiot. I'm not ever going to talk to that guy again." Right?

Dan Stewart: So we're in a time when there are polarizing topics and we're in a season where it's only going to get more polarizing as we push through the end of the year, right? Every time there's national elections, we see this sort of thing happen. So Brian, I'm going to call you out here. Is that okay?

Brian Rayl: All right.

Dan Stewart: Okay. Right as we were starting this session, he goes, you know what, I'm going to change my shirt. He was wearing a Dallas Cowboy shirt, right. That's a team affiliation. Okay. So whether you're a Democrat or you're a Republican, it's become somewhat of a team affiliation. So I'm going to ask you to consider the difference between your personal convictions and the value of having conversations, help people get what they want. Okay. So there's a way that we can comment about political issues without alienating people.

Dan Stewart: Right? The moment we do things like call names, the moment we declare things are always or never. We create more polarization. We pull each other further apart instead of bringing ourselves closer together. So I know for a fact that in your personal life right now, you're either A: annoyed by someone's political opinions being expressed to you, or B: annoying someone with the political opinions you're expressing to them, okay. There's like zero opportunity for you to be in any other group there.

Dan Stewart: So I'm going to just reemphasize a framework here that I've talked previously when you, I feel because, right, that's the way you let the pressure out of the conversation. That's the way you create a place for them to a safe space. So I'll give you a good example. My daughter is an elite gymnast. She goes to the gym full time and she does school virtually, right?

Dan Stewart: So this means there are hours at a stretch where you're sitting in the gym with other parents or watching the kids. Right. And there's usually a parent there who wants to talk politics. And you know, the simple insertion of when you, I feel because can you let you out of that situation a really grateful way, right? So you know what, when you or anybody else brings up politics in a situation like this, I always feel like, wow, that's such a great thing to talk about, but not here. Right? And I feel that way because I want our kids to all get along and I want us to get along and I don't want it there to be any disagreements between us. Right? So something like that tells them, Oh, this person may or may not agree or disagree with me, but this isn't a topic they're willing to discuss right now.

Dan Stewart: So-

Maya Paveza: It works.

Dan Stewart: - I have the same framework. The same framework is super useful. Any time you've got a person in your life, a child, a spouse, right? Where there's a behavior that you would prefer isn't happening and it's showing up. When you leave your dishes on the table and you don't scrape your plate and put them in the dishwasher, I really feel like you don't respect all the things that we do here for you. Because you know, we don't ask you to do a ton, but we did ask and you agreed that you would do this. Do you think you could do it? Like that goes a lot farther than, "You left your plate on the table again!" Right? A lot farther. So that's what we've got today, for What To Say Now. I want to thank each of you for joining us a few announcements here.

Dan Stewart: As we move towards wrapping up. Next week, What To Say Now is moving to its new day, which is Tuesday. So every Tuesday at 2:00 PM, the group just let us know. That's the best time for you guys to watch. So that's when the show will be live. I will encourage you. If you're watching this on my personal page to go to facebook.com/groups/whattosaynow. Myself, the team you see here with me and our writing staff monitor this group, and we're happy to help you through whatever sticky communication situations you find yourself in.

Dan Stewart: So a recap for today, we covered three things, right? It's not too late to tell Suze Orman, she's a moron, right? And it's not too late to communicate your expertise to your database. It's not too late to wish people a happy 4th of July. Right? And you can do that easily by asking them questions about what was different for them and the way they celebrated the fourth this year.

Dan Stewart: Right? And then finally, we've got this issue of fear. Are we going back on lockdown? We don't know, understand that people are sensitive about this, understand that tensions are running high for some people and use that framework of when you, I feel because to help you through those sticky communication situations. So Maya, any last parting words, anything to add?

Maya Paveza: Don't forget to vote. That's all I'm going to say. We have primaries today. So yeah, no, I'll have some of a few thoughts on Suze Orman. I'll put them together in writing at some point because what would you expect? Right?

Dan Stewart: Right. How about you, Melissa? Any final thoughts?

Melissa McHone: Just be awesome be kind, be a professional and help your clients in the best possible way and communicate regularly. That's what they need. Everybody needs that right now.

Dan Stewart: Yeah, definitely. And a quick prescription there for anybody who might need to know this for people who know you, your past clients and your sphere, you should be sending 17 emails per year. That's once every three weeks, you should be sending six to 12 text messages once a quarter touching base, birthdays, holidays, transaction anniversaries, that sort of content. Same with voicemail drops and then I'd recommend three handwritten cards per year. So their birthday, their transaction anniversary, and then a holiday that you'd like to communicate with them about. So there's my quick prescription for you. Mr. Rayl, Brian, do you have anything you'd like to add here?

Brian Rayl: This world needs less divisiveness and more love. So-

Maya Paveza: Amen.

Brian Rayl: - if you're contributing to that divisiveness, stop for a day or two and post love, something inspirational, something meaningful. And let's see if we can get some of this hate out of social media and off of the news. And let's just do something good for other people.

Dan Stewart: Yeah. Thank you.

Maya Paveza: Take a deep breath.

Dan Stewart: That's a great way to wrap up. It really is. Because at the end of the day, it's up to us, right?

Brian Rayl: That's right.

Dan Stewart: The phone's going to ring later today. How are you going to answer the phone? Right? Are you going to have the opportunity to hold the door for somebody? Are you going to have an opportunity to meet somebody for the first time and really make an impact? You know, who in your life can you call right now and lift up? I l ove asking those kinds of questions.

Maya Paveza: Courtesy and kindness are contagious.

Brian Rayl: Yeah.

Dan Stewart: Absolutely. All right. Well thank you. I really appreciate everybody joining today and I'll look forward to the next session on Tuesday at 2:00 PM. Eastern. Take care everybody.