Justin Stoddart
Super excited. Welcome back everybody to The Think Bigger Real Estate Show. I am your host Justin Stoddard. And I am thrilled and honored to have a conversation today at a time where there's a lot of uncertainty, where people are wanting more than ever to know how they can help how they can serve. I think that humanity's heart is on full display today. And you know, at this time, people wanting to give back in new and bigger, better ways. So just in case you're wondering why I'm recording this in March, I'm wearing a red tie. My company Old Republic title is celebrating social distancing spirit week. And so today is Christmas in March and I didn't have the ugly sweater that my friends had. So this is what I have to show for it. So anyway, excited to be here with you and more excited even to discuss today's topic. Bring today's guest who has actually created a template in the format to which real estate agents can live the five laws of the book, The Go Giver, written by Bob Berg, which is I know, it's a classic and a favorite from almost everybody that I talked to. So, anyway, that's we're going to get into today as we get by listening today, and very excited to be here with Brian Weiss. Brian, thanks for coming on the show today.
Brian Weiss
I appreciate you having me, Justin. Thanks a lot to privileged to be here.
Justin Stoddart
For those who don't know, Brian, excuse me, Brian is he has actually done some really cool things. He is the VP of Sales with view, blurred design group and partner with the faces of so what that specifically is we're going to get into more detail, but it really gives a good real estate effect. Why don't I do this? Brian, tell us just in a quick nutshell, what is the Faces Of, we'll then dive into the five principles of the go give her and maybe circle back on how this all ties together.
Brian Weiss
It was started, thank you. It was started by a real estate agent. His name Brad Abernathy back in 2015. It was inspired by the book, The Go Giver and the five laws of stratospheric success that are laid out in the book. And the reality is, as a real estate agent that depends on their local community for their livelihood, right? What can I do practically to serve my community in a meaningful way and garner the intention of an entire community as a way of creating a positive brand and building influence within the community. and so we've spent the last two years as a result of this project modeling out how to help coach, partner with a real estate agent and communities all over the country and show them how to do their very own faces of project and tell their community story and celebrate the people that live there and grow their sphere of influence in their community influence in the meantime, it's it's pretty special. It's a fun thing to be a part of for sure.
Justin Stoddart
I love it. If you're curious and can't watch the entire episode. Be sure to go to the Faces Of.com Is that right? Is it TheFacesOf.com
Unknown Speaker
TheFacesOf.com Yeah, that the is very important. If you go to just faces of, you'll find lots of different stuff.
Justin Stoddart
So be sure and go take a look at that. Now let's get into again, we're gonna circle back and give you more details on that again, but it's a systematic way for real estate agents to live the five laws of the go giver. So let's talk about what are those laws of the go giver? I think anybody who's read that book, loved it, it resonated with him. In fact, especially I think real estate agents, you know, the real estate agents with whom I get the good pleasure of working and serving really have a big heart if you ask them why did you get into this business? It most often is because I really like helping people I love helping people with the biggest buying decision of their life like I get a thrill I get this gratification out of helping people make real estate moves that have a big impact upon their, upon their wealth situation like it, they have the heart to want to go give it so I think this book probably resonated more with this industry that maybe with any other and I think you know these laws, you'll see why here if you haven't read the book or haven't read it in a while. So let's talk about law number one, Brian, the lot of value. The law of value says your true worth is determined by how much more you give in value than you take in payment. I love that. What are your thoughts on that?
Brian Weiss
Yeah, I couldn't agree more. You know, prior to leading the charge of Veugeler I did a lot of sales consulting for years. And this was the riddle that every sales leader was trying to solve for his team is how do we go out and understand what I think's fascinating about value Justin is we don't get to decide what's valuable for the person we're talking to. The value is determined by the person we're trying to help and serve. And so we've got to understand and ask questions and get to know and, and have a disposition to want to learn and serve to really understand how value can be delivered, right. But if we're able to deliver value in the recipient seemingly is getting more than what they're paying that exchange for that individual is it's a super positive experience, right? It, it leaves them wanting to refer and endorse that experience without which enables us to blossom as salespeople, right. And so you hear a lot of people in a lot of Facebook groups talk about they, they offer the best level of service. And I just always wonder, like, Who decides that? And so I would encourage everybody to explore, be curious and really understand what the value that's necessary and whatever environment you're in and whoever you're serving, how do they determine what value is and make sure that we're meeting and exceeding those expectations, not not our own, you know, our own expectations of what we think value is for them. But if we consistently deliver on that, that value proposition that value expectation, then we'll find opportunities to grow and flourish as a salesperson are everywhere.
Justin Stoddart
What a great way to put that right. We oftentimes have our own scoreboard but if we were to look at our customer scoreboard, how would we be rating, right? How would like how would we measure up based on on their metrics, not our made up metrics, right and hopefully the two are in alignment, you know that this lie to me again, is is powerful, because it's not. It's it's how much you give, right minus how much you take in payment. So in other words, it's the Delta that we're looking at, right? It's the it's the difference between what you give, and what you take in payment, that that determines your value. I just think there's so much power in that, that we all have to think because many times it's how much could I charge right or, and again, wise, long term thinking real estate agents don't think that way. But, but I would encourage you to consider, again, the amount that you take in commissions, how much more value are you providing to the client every time you close escrow? Right. And again, I think one thing that we got to keep in mind is that your value should not be only contained within the parameters of a transaction, right, that value is going to continue to extend for years and decades, and you'll likely get payment on future transactions. But again, I would encourage you as an agent, To think about the value that you bring long to be continuing to pour in long after the transaction is closed. And that will allow your value to go up, right, because you're not taking payment anymore, but you're only adding value. And as you implement systems that give value, it allows that to to, you know, to continue to happen. So let's go to point number two, the law of compensation, which says your income is determined by how ...
