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Justin Stoddart
How to Be fearless in this shifting market today, so excited to be with you all. Welcome, welcome. We’ll give just a few minutes here everybody to join in. I am excited once again to be back with my dear friend, Coach Selena Griffith. Selena, how are you today? Good, how are you? I’m good. I’m good. It’s it’s my voice is a little funny. Today I’ve got a little bit more of a radio voice. I don’t know if that’s good or bad. But hopefully it’s Friday, I got some time to. I don’t know, I’ll probably work over the weekend. But you know, you know,
Salena Griffith
I’ll do. Yeah,
Justin Stoddart
very good. I’m excited to be with you. Today. Again, we’re gonna be talking all about mindset. I know, there are real estate industry professionals, right across lending, real estate title. And all the other ancillary industries that support those great industries are a little concerned right now, right. Over the past number of years, it’s been a different kind of concern of like, holy cow, the markets going so fast. Like homes are going so fast, like so many offers, right? So it hasn’t, we’re not definitely, like, not coming out of an easy market. It’s been challenging, just from a different angle. And all of a sudden, everywhere I turn everyday talk to people who are like, yeah, that’s gonna be very much like last year. People don’t see that anymore. How are they like, what are you hearing out there? Let’s just get very clear, very honest. What are you hearing? What are you seeing? Because it’s really hard to say, just to give people a rah rah session, right to be like, it’s gonna be fine. It’s gonna be okay. Like, that’s not what we’re about. We’re really about what’s reality? And then how do we look at reality from the best possible perspective? Right? Would you agree is that is that maybe a good approach for us today to have really helping people to be fearless?
Salena Griffith
Yeah, I agree. I, you know, I don’t like to say that. It’s challenging. It is changing. It’s changing. It’s not something doom and gloom. It’s not something that we need to be telling. Everybody is doom and gloom. And it’s challenging, and things are difficult. And, yeah, things are different, but they’re changing. And as Realtors we know that we need to adjust to that we need to adapt to it. So when we’re talking to other people, I feel like using more positive words, being honest, but being positive is really going to help. So saying that it’s changing, which it is. Is it going to be the same as last year? Will it be the same next year? Who knows? If we had that magic eight ball, we wouldn’t be in this situation. But I do personally think it will be like, a little bit like last year. But that’s okay. You know, things were still happening, things are still moving, things are still going we adapt to it, we change to it. It’s just different.
Justin Stoddart
I love that it’s a changing market. You know, I had a conversation yesterday with some of the professionals that I coach, and I was sharing with them, like, there are people who are literally giving up their lives today to try and get to the United States of America. Like because this is the most fertile business soil on the planet. Like there’s no better place to go create your dream than right here. Right? I mean, it’s it really is a matter of perspective, right? It’s funny how so many immigrants will come to this like to the US and just create wild success. So you asked like, what’s the difference? It’s like, there was opportunity everywhere. Right? And just because we see something that’s changed from last year, we go into, like, sky’s falling mode. And it’s like, and we can all in our own head, right? We can, in our own head. Get
Salena Griffith
into real estate. I was 20 years old. And, you know, everybody was seeing the market go down. And it was doom and gloom for them. And they were so upset. And I was fresh to it. I was only 20 years old. So one sale to me was amazing. I was like, This is awesome. I love this. Like, why is this girl so positive. But it’s kind of the same thing. I mean, it was it was new to me. It was amazing. And I only had positive takes on everything.
Justin Stoddart
I love it. It’s funny. I have a couple stories to sell. So last night to two stories out of one experience. So a good friend of mine he hosts like every Thursday night a massive like dance like free dance class. Pretty cool. He’s in. He’s actually in real estate. And 170 people there now he’s like a dance instructor and my wife and I are like, since we got married, she’s been telling me like, Wouldn’t it be fun to learn how to dance like wouldn’t be fun? And I’m always like, yeah, yeah, that’d be great. Right? Never take it seriously. Finally, when my friend Brad’s been pressuring me, like you need to be need to come you come like it’d be really important for me if you came in like, okay, like, we gotta go track season’s over. We got some time to go do this now. Right? And I’m there and like, it’s uncomfortable for me. Like, it’s like, for you dancers. You’re gonna be like, This is embarrassing, right? But it was like, like, quick, quick, slow, slow, like, my wife and I are saying this out loud. If we go around the bands for like, we’re talking like first lesson ever, right? And now I actually took like a country class in college where for some reason, I’ve forgotten all of it. Anyway, so we’re like, literally on the dance floor. I’m sweating. Like it was warm in there. But like, I was sweating because I was stressed and like after a few dances, I’m like, like, I’m pretty good. Are you ready to go and she’s like, No I’m not. And I’m like, I checked the box, I supported my friend Brad. And now this is very uncomfortable for me like I don’t, I’m done. I’m good. And I could tell like no, she’s like in for the long haul, like, this is what she’s been dreaming about for a long time is for us to learn how to dance. And all of a sudden, he changed my perspective, like, okay, I guess being uncomfortable. Because this is a new environment for me isn’t the worst thing in the world. Like, I’ll be fine, right? I’m not gonna die. Like I might be a little embarrassed. But no one really is that good out here. And all of a sudden, I just readjusted expectations, like, Okay, I’m gonna get good at this. This is an abnormal experience for me. And I don’t feel very comfortable. I’m not very good. I’m sweating way too much for this room. It’s like, like, once I got my head around the fact that like, Okay, this is where I’m going to belong for a while, like, I’m actually going to learn to get good at this is like, okay, because there, they were probably bad at one point, but they’re a little better than me. And all of a sudden, my expectations adjusted. And I was like, Okay, I’m going to settle in. And I’m going to get good at this. And then I started to enjoy myself started to relax right now. And I see some correlations right now, as you mentioned, I love how you said this, like, forget the challenging market crap. It’s a changing market, it’s different. Settle in, get used to the new circumstances, you might be a little uncomfortable at first, it might feel you might feel a little out of sorts, because you’re like, Oh, this isn’t how it was last year, this isn’t what I’m used to. That’s okay. That doesn’t mean you can’t get good at this market. Right. Any other thoughts from you kind of have a bit about that experience?
Salena Griffith
I mean, the more uncomfortable you are with something, and the more you overcome that you become more confident, and the more comfortable and confident you get, the better you get. So I feel like you’re you’re probably going to be a professional here pretty soon. Because you stuck with it.
Justin Stoddart
Was it? It was like to step this is what we were like,
Salena Griffith
Oh, that’s fun. Yeah. We learned. Yeah. And once you get the hang of it, and you start getting more comfortable with it, and more confident with it, then you’ve got better, didn’t you?
Justin Stoddart
Well, once I just relaxed, right, right. Like, I stopped sweating his lunch.
Salena Griffith
We weren’t just nervous. Yeah, I
Justin Stoddart
was like, in fact, my friend Brad came along, he’s like, breathe, breathing. Like you just walking. It’s just, it’s just for a walk. And I looked at him doing it literally looked like he was just like out for like a like, a stylish little straw. And I was like, okay, like, and once I just took all this added pressure off myself, to like have to be something that I wasn’t to have to like not sweat this much. I keep bringing all of a sudden, like, I relaxed and it started to become a little more fun. I could I could feel myself starting to get better, as opposed to be it all up in my own head, about how I felt like I needed to be and how I felt like I was out of place. And what am I doing here? And am I done yet, right?
Salena Griffith
I mean, turn that into a real estate into a listing appointment or something and you’re nervous, and, you know, you’re afraid you’re not gonna get it because there’s not enough listings right now for you. And you have to have this one listing and you’re so nervous. But if you went in there with a carefree attitude, and you know, you’re not as nervous and you’re more comfortable and more relaxed, the chances are, they’re going to like you a little bit better. When you’re more relaxed, you’re going to do better yourself. So I mean, I do I know this market is changing. But I do think that we need to just get comfortable with it.
Justin Stoddart
And once we do, then we can get good at it right. But back to my lesson. It was like I was really having a hard time getting good at it. Because that was all in my head as to these these expectations of a of what I should be doing or how I should be looking or you know, all that there was all this added unnecessary weight that I was carrying. That wasn’t necessary. I didn’t need it. I didn’t I didn’t need to be thinking about I put all these unreal expectations on myself. Like just enjoy it, learn progress, have fun. And all of a sudden, like I was like, oh, and then I started to get kind of good. I mean, good.
Salena Griffith
Good. Your Skills probably didn’t change, your attitude changed. You probably were just as good or like I do. I can I see your your attitude probably got better, which made you look better. Yeah, but your skills probably didn’t change. Probably right. I mean, you’re still just as good.
Justin Stoddart
I see it. I hear you. I hear you. Okay, so here’s, here’s the other experience that happened on the way home. That so my ideal weights probably like, I’m just sharing at all like I’m sharing a sweat that I’m over. So my ideal weight is like 175. Like, like, I want to, like be a fit triathlete. Like 188 right now and I’m like, tell my wife, I’m like, this is getting like, this is like, I just like, I’m not my best ship. Like I’ve kind of had it like, and I’m like, but I kind of need some help. Like I feel like I just I eat when I’m stressed I eat when I’m happy I eat just like the other always been athletic to where I can always kind of outpace my eating right. And as always, like, I’ll just go for a run, and I’ll be gone. Now that I’ve crested 40, or 42, I’m like, that doesn’t work quite as I can just go for a run and work off like a week’s worth of bad decisions. And she gave me this, she said, You know what, it’s okay to be a little bit hungry. And she said, she’s like, it feels uncomfortable. But that’s actually what it’s going to take. And it was like, it was this really good, like, Aha, I kind of laugh a little bit. And I told her, I said, interesting, you say that, because you’re right, like, I really disliked the feel of being hungry. But that’s exactly what’s gonna take, I just simply have to eat less food. As much as I’d like to say there’s some magic potion and lotion, and in certain amount of workouts, I just need to eat less. And that’s uncomfortable for me. But I’ve done it before where it’s like, it’s okay, I drink some water. I just, I like, I’m not going to die, right? You look at me, I’m not going to die. Like, it’s okay to just feel a little bit discomfort. And when thinking about in terms of a changing market, it’s sometimes we feel a little bit of discomfort because things aren’t how they were before. And what is happening is so many real estate agents are getting out of the business, because they’re like, this is different. I don’t know how to do this, this is hard, it’s uncomfortable. And I’m telling you, there’s going to be such opportunity for those that are willing to be like, it’s a little uncomfortable, but it’s okay. It’s okay. That’s exactly what it’s going to take to weed out this group of agents that that are cut out for this and the opportunity that is here and is going to be there’s going to be bigger. So I’d love to hear your thoughts around that as well. Right? There’s this kind of feeling of being okay with being uncomfortable,
Salena Griffith
being uncomfortable, and then having the discipline to get through that. So yeah, the discipline for you to not go and eat when you feel like eating, and the discipline for realtors to stick with it. You know, I heard somewhere that like 50% of agents right now are going to drop out before this changing market gets back to normal 55 050. Wow, that’s a lot. So you know, who’s going to be that 50% That stays? Is it the people that are disciplined, and the people that have been through the uncomfortable stealing and get through that? I mean, it’s not these people, these, these 50% that are giving up are the ones that aren’t disciplined. And that won’t go through that uncomfortable feeling. And maybe it’s you know, obviously I’m here to talk about being confident. But those who aren’t confident enough to stick through this market are the ones that are the 50% that are going back to their nine to five Monday through Friday jobs that they had before they got into real estate.
Justin Stoddart
Well, I’m confident that the real estate markets not going to actually shrink by 50%. Right, there’s gonna be like half as many transactions, which means that those that can handle that discomfort for just a little bit, right of this changing market, there’s going to be more business than there was previously right more opportunity, not less more.
Salena Griffith
If they can stick through it. Yeah. Yeah. So it takes the discipline, it takes a being uncomfortable, and it takes not eating that sandwich when you want to eat to get through the the changing markets that happened, you know, what was that 2008 or whatever that was that happened then when when I was starting out, and I was so positive and everything was great. I wasn’t giving up because I loved it so much. But other agents dropped out then. And they couldn’t handle the pressure.
Justin Stoddart
You didn’t you didn’t have this expectation of what was compared to what, like what had been this post was at that moment, right? You just said there’s opportunity here now people still need to buy and sell. I mean, Gary Keller had said that recently he said, in any market, people still need to buy people still need to sell, right, regardless of what’s happening, even if you know what, what’s happening with people’s equity, even if their equity is going down a little bit like they there’s still people that need to move. There’s still people that that want to move, and they will move right. It’s like people’s need for housing doesn’t change doesn’t go away. Right?
Salena Griffith
Right. Even the economy changing and the job market changing. If anything that’s creating more need for people to move, I know I have some clients that will be moving because they can work remote forever now. So they said, well, we don’t need to be in this house. We can be wherever we want to be and work remote. And that’s that’s a big trend right now too. Is the remote working in a house with the home office or you know what, two years ago it was house big enough to homeschool kids. So there’s there’s changing needs with every change in the market and the job market and the economy. So there’s always a reason for somebody to buy and sell a home. Yeah.
Justin Stoddart
I’ve been watching some economic reports going back to like what’s what’s reality what’s happening out there right in the market. We see on the higher end things softening, right, which always happens anytime there’s a little bit of a market shift that the higher end adjusts first. And then also, there’s some markets who got very overheated. Right, Boise, Idaho, one of them was up 40% Last year, Austin, Texas in the high 30s. And they they believe that those markets will be impacted the most. Right? And that there’s going to be a general softening right things have been going up so quickly that and we have to remind ourselves that over the past number of years, how many times have we wished that it wouldn’t have been such a seller’s market? Right? When you’re submitting so many offers? And you’re one of 10, one of 20? Didn’t you? Like hope and even pray for the fact of like, Man, I can’t wait till it’s more of a balanced market. Yeah. And then all of a sudden, start getting answered. And it’s like, no, this guy’s fault. Like, we have to step out and say, no, no, no, this is what? Yes. And this healthy, like, imagine if we were to continue on like that forever, like, how lopsided that would be and how uncomfortable that would be. So I think sometimes for myself, just reminding myself of like, Wait, is, is it really that? Is this change? Really? Is it really bad at all? Or is this actually like healthy?
Salena Griffith
Right? Right? It’s kind of like the interest rates. I mean, yes, they’re going up. But they’re not that high compared to where they have been. Yes, they’re higher, but they’re not as high as they have been. You know, there has to be give and take with everything. And this is kind of what we asked for.
Justin Stoddart
Yeah, yeah, for sure. Let’s talk a little bit about being fearless, right? That’s really been a thread and a theme throughout your entire career. Whether it be in real estate, whether it be your family, coming through, really the kind of martial arts gym business, right, where people really had to get in the octagon, and be very fearless. Right? Where you been a strong woman amongst a lot of like, maybe testosterone filled men had to be very strong, very fearless, to stand up for yourself, right and being winning beauty pageants, where you’re answering questions that you don’t know what’s coming at you. And maybe you’re up on stage in front of lots of different people. Like there’s all kinds of environments that you’ve been in, that have really curated you to be a very fearless individual. And now you have the opportunity, obviously, to coach and teach other people how to do that, which is exciting. But what what can you teach us Selena about, about being fearless? Like, first and foremost, maybe the conversations that you’re having in your head, when you have a tendency to start to go to that negative place of like, this is a challenging market. This is so hard, how am I going to make it through it? When those thoughts start to enter? And they enter into every one of our minds, right? There’s nobody immune from that. The difference is, how long do you entertain that thought? Versus how quickly do you dismiss it and move to to more? Like reality, right of what really is not sky is falling reality, right? But talk us through kind of like some some tips or tricks or, or what do you do to remain fearless when your mind starts to play against you.
Salena Griffith
You know, I always go to that fight or flight, you know, and when something happens, it’s fight or flight. And for me, I’ve always been more of a fighter. That’s just my mentality and my attitude. So we can take the flight approach, and we can run with the challenging market. And we can go doom and gloom, or we can fight it. And we can fight the urge to say that it’s challenging, and it’s a difficult market. And we can change our mindset and say, you know, this is it’s a changing market, but it’s, we’re fine, we’re going to be fine. Everything is great, everything is fine. So putting that mentality in and saying everything is fine, everything is going to be okay. Just changes my mindset and how I’m going to approach other people how I’m approaching myself, first and foremost, because I need to get my mind right before I can go, you know, help other people or go talk to my clients or go talk to the general public about how the market is because that’s the question we’re getting is, how’s the market? He’s the leader, how’s the market? And I need to be prepared with how I’m going to answer that question. Much like I have my whole life interviews for real estate interviews for beauty pageants, being prepared to, to answer that question. The way I want it perceived, and the way I’m going to earn business or when a crown or however I want that approached is I need to have that mindset. So it needs to be positive. It needs to be honest. But you’re everybody’s getting the question, how’s the market? What’s going on? You know, what’s it going to do in a year? I wish I could tell people exactly what it was going to do in a year, but I can’t, but being able to answer those questions, and answer them confidently, is really helping and it’s going to help everybody’s business if they can just answer that question confidently.
Justin Stoddart
So I really liked this. I mean, imagine being right for those in the audience that are listening. Imagine being in your swimsuit. I don’t know if the question is right. But being in a place where you’re not in a totally comfortable outfit, or I would say most people are probably like, Okay, this isn’t like, and being asked a question and you’re sort of like, being you don’t know what questions are coming. Is that right? Is that how it works? Ask you, right? And you’ve got to stand in front of and ask a question. Like, there’s a certain skill set and confidence that you have to and and composure that you have to maintain, in order for people to feel like, Oh, that was a great answer. And she carries herself well, right. Very, very similar. But I would say easier, being in front of a client, and they can ask you something about the market, like the reality is, you have the ability to probably practice most of what clients are going to ask you, you know, pretty much what they’re going to be saying, right? Which beauty pageant world, probably not as much, right? How would you recommend that a real estate agent or real estate industry professional, maybe practice? For those circumstances where they’re being asked questions from clients? Like, is it just as easy as like, practice them and get from a mere practicing? Or a quote, other advice would you have that maybe comes from your previous life and now your current life?
Salena Griffith
Right? So one thing that I tell I do coach a lot of the incoming pageant women on interview, because what a lot of people don’t know is in the pageant world. It’s not just beauty, it’s 50% interview, and how they answer the questions and how they speak on stage, and how they relate to the to the judges. And so what I tell them is, I don’t want them rehearsed it they sound rehearsed, it sounds like the answers have been set in front of a mirror. And that doesn’t sound good, either. It’s not natural. It’s not. It’s not then, you know, it’s just rehearsed. But knowing what types of questions are coming, helps. The biggest thing I tell them, and this is true in real estate, as well. But in the pageant world, they have to know themselves, the questions that are going to be asked her about themselves. So the more they know about themselves, and the more confident they are in themselves, the better they’re going to answer the questions. And in real estate, you know, one of one of my 10 steps and being confident is knowledge, having the knowledge of the market, having the knowledge of the listings, that you’re going to not just the home itself, but the entire neighborhood and all of the comps. Because if you can walk into a listing appointment with all of that knowledge, any question that they ask you, you’re going to know the answer right away. And you’re going to be able to confidently answer that question. And if you don’t have the answer, you need to be able to confidently answer that way as well. Oh, that’s a great question. I don’t know. Let me get right back to you, or? That’s a great question. Let’s look into that together. You know, any way that you can answer the question competently? Because you have the knowledge of the real estate market of the home? If you know, current stats, you know, realtors, how many hours a day are they actually working with their clients and working? There are many hours in the day they could be spending studying stats, studying listings, studying neighborhoods, even if they’re only farming specific neighborhoods, they should really know the answers to all of the questions. Hey, this house up the street sold. Do you know what it sold for? Yes, I do because I studied it. So having that knowledge. I know I won interview when I won Mrs. Oregon I one overall score for interview. And I remember being so nervous when I went in. And after I sat with the first judge, they have one on one, round robin style interviews. And after I sat with the first judging went, Oh, that really wasn’t so bad. That was not as nerve racking as I thought. So the next for judges, I was really confident. And I had a question on Judge three. That completely threw me off and he said if your life were a book, what would the title be? But I knew right away I said high heels in the hayloft because I wear my high heels all the time. My you know, I live on a farm. I’m, I have worn high heels in my hayloft climbing up the hayloft ladder. And I thought to myself, how funny wearing high heels in my hayloft. So that was the first thing that popped into my head. But it struck the judge, he he got caught off guard, he was like, Oh, I wasn’t expecting an answer. He said, Well, you asked me a question. You know, so I, I loved that I that at that point, made me feel more confident to the next judge. He was very unprepared, very nice guy, but he didn’t know what to ask me. He had no questions for me. So I started interviewing him. And I started asking him questions about his family. So then he could ask me questions about mine. So having that knowledge and the ability to confidently speak to other people and confidently answer questions, and if they don’t have questions, you can ask them questions. You But I think that that goes a long way in real estate. And there’s a lot of other tips and tricks to interview that I’d be happy to help people with. Because that’s kind of my my bread and butter. I do love being interviewed and interviewing people. I like doing mock interviews too. So those are kind of fun. But I do think that a really big tip right now is having the knowledge of the the real estate industry of each listing. If you’re holding an open house, be sure that you know about that house so you can answer those questions. And know about the neighborhood too. It doesn’t take that long to study a house.
Justin Stoddart
That’s so good. So good. And I love that paradigm right of that. If you’re worried about what people are going to be asking you a great way to like get around that is to simply turn the table and start interviewing them. Yeah, all of a sudden, now you’re not in the hot seat anymore. Now you have the mic. Yeah. And it’s actually a best, the best way to serve people, is to not always be thinking about what you’re going to be saying next. But getting really curious about what they actually want with live, Your answers will come pretty naturally, as you know, what people’s concerns are, and who they are what they need. So I think there’s all kinds of really valuable principles there. Something that I’ve I’ve admired about you is your your composure, I have a good friend, he and I were partners in a building company in a previous life. And whenever I would look at him in the face, there was a confident look on his face. And I don’t know if you’ve just came this way, Slade, or if you’ve trained yourself to do this, but I won’t use the term that sometimes people use, that’s the antithesis of the way I’m describing you, but where they’re not aware of what their face looks like. So it kind of has naturally there’s kind of a frown and almost. And I think it happens when we’re nervous, right is that there’s there’s a certain kind of energy that we put off. Resting be face is what maybe it’s it’s sometimes referenced as where it’s it’s kind of anger. And I don’t know that it’s necessarily angry, but it’s more just like you aren’t aware of what your face is doing. Right? It’s oftentimes I think, because of nerves. And so you’re putting off this lack of confidence, this, this lack of approachable in this. And I’ve had to train myself being in the podcast world assumes when I’m deep in thought, I kind of go to that go to that face, right? And I’ll glance at myself in the camera. I’m like, Oh, dear, like Cheer up, buddy. And there’s something to be said, I think when you’re looking at a client, and there’s eye contact, and my friend Jeff, who’s who’s again, one of my very dear friends kind of who was referencing, when I’d be talking and asking the question, there was always this like, he just had kind of like kind eyes anyway. But he would have this like very pleasant smile. It wasn’t like an awkward like, smile. But it was his face, his his lips were turned up just a little bit. And he was listening and paying attention. And it was always so confident I could just tell he was so confident in his presence there. And I always admired that. And I wanted to have that. And I’ve I’ve worked on in settings like that, when you’re in front of somebody face to face, have been a very calm, friendly, and confident presence for them, right. And so I would encourage people to even just admiring you saline, and kind of the way you carry yourself. Now again, I would imagine some that’s been trained, and that stuff that you can do to help train other people to be that as well. But we might be thinking about what we’re going to be saying, but we’re forgetting the fact that our our faces telling an entirely different message that is actually not helpful to what we’re trying to accomplish. Right.
Salena Griffith
Right. That’s another one of the steps in in my 10 step to becoming competent, is appearance and image. And you can speak all day long. You know, you can have the knowledge of the market, you can have everything but if you’re not presenting it confidently, if you don’t look competent, you don’t look friendly, they’re definitely not going to hire you. You know, it’s more than just your facial expressions. I’m a hand talker, I talk with my hands a lot. So I try really hard to keep my hands together. But my husband says that I could not say a word and you would know exactly what I’m saying because I talk with my hands. But you know, the posture and more than just your facial expressions, but walking with your chin held high and your shoulders back and having good posture that says a lot about how somebody is feeling as far as their competence. So that can be trained. It’s something that I work on, again with people during interviews is how they are sitting, how they hold their hands on stage, how they hold their hands, how they’re speaking to other people and making eye contact and it’s something I’m really working on with my eight year old because, you know we I’m really big on when we see somebody with a veteran hat or a policeman or a fire fighter, you know, I, I asked him to go say thank you to them, thank you for your service, thank you for keeping us safe. And I asked him to shake their hand. And at eight years old, it’s really hard to get him to look them in the eye and firmly shake their hand. But I figure if he can get it by eight or nine years old, you should be set for a while. But it’s harder than I thought to get him to make eye contact with, especially when it’s really hard for him to make eye contact with me when I’m trying to discipline him. You know, it’s like, look at me, you have to look at me. So I know that you’re listening to me. And that’s true in any conversation you have with anybody, you know, when I’m trying to discipline my child or have any conversation with my child, I know he’s not listening to me, if he’s not making eye contact with me. If he is looking down, and he’s frowning, he’s not listening to me. So you don’t want to be that person who’s nervous, or afraid of what somebody’s going to say. So you’re just looking down and not making any eye contact with them, you know, having that eye contact, having the posture, just looking like you’re listening, hopefully, you really are, you know, is also going to be really helpful in appearing competent.
Justin Stoddart
And I love it. Such great things that probably so many of us have not even considered right, not even considered that we might be sabotaging ourselves. Without even knowing it right now that we start to create this awareness and realize that there’s, there’s a certain way to sit a certain way to shake hands assert right, all these things, you start to piece them together, and have a mentor who says that people are buying your confidence to solve their problems, when they when they hire a real estate agent, right? They’re buying a house, but they’re doing it through you because they’re they’re paying for the confidence that you that you are omitting the you’re emitting there we go to help them to solve their problem help them to get to where they want to go. And if if they don’t feel like you’re confident, right, we’ve all been probably had a professional who were like, I don’t think that’s the right person. Because we didn’t feel the confidence, we didn’t feel like they could actually get the job done. Right. And even though even if they could, they didn’t, they didn’t give off the confidence that they were the right person for that. And so again, so much of this is unspoken, right? Unspoken, it’s just this, this kind of silent language that every human being is reading, and picking up on that once we start to align, the way that we feel and the things that we’re seeing on the inside. With that body language, it can only help us or it can only help us close more deals and really feel good about ourselves and help our clients feel good about hiring us and using us etc.
Salena Griffith
You know, I’ve always said, when people are asking about Commission’s you know, and you say you’re negotiating with them on your services, as well. And if I can’t negotiate my commission with somebody, how can I negotiate the sale price of their home? That’s what I tell them when, when they’re trying to, you know, get me down in commission, and I say, you know, this is it. And if I can’t negotiate with you, then I’m not going to be able to negotiate with the seller who shouldn’t hire me anyway. Yeah, same thing with competence. If I’m not competent in selling their home, if I’m not confident with them, why would I be competent and getting the deal done? So they’re choosing me because I can negotiate? They’re choosing me because I’m competent. I recently gave a a call. Well, there were there were comps that held for this price, but she didn’t feel that the value was there in her home. And she said, You really think we can get that price for my home? Or no, she said, You really think my house is worth that much. I said, Oh, no, but we’re gonna get it. And she’s like, Oh, okay. And we did. And we got more than that. She just she didn’t have the confidence that she could get that much out of her home. But I did. And we when we got it. So
Justin Stoddart
there’s so much money left on the table. Isn’t there Selena? Yes, well, much money left on the table. And I would say not just money, but just ultimate gratification and comfort. And when we don’t know and understand how to be fearless, right? And we don’t know how to be fearless internally, when we’re talking to ourselves. When we don’t know how to be fearless when talking to a client, when talking to a prospective client, that we’re losing opportunities simply because we don’t know the simple skill sets that you teach.
Salena Griffith
You know, there’s money left on the table for our clients. But there’s also money left on the table in our pockets. If you can’t negotiate your own commission, if you’re not confident enough to have that conversation. You’re losing money as well. So there’s there’s a lot of money left on the table. Just by not being confident.
Justin Stoddart
Yeah, 100% This has been so fun. I look at the clock. I’m like, oh my goodness, we no longer have gotten long because I think that there’s so much value here. For any of you that are watching live just let Selena know how much you appreciate her expertise. If there’s anybody listening, however you get to this and you want to have a conversation about what It looks like to have fearless coaching like to actually have a Selena Griffith in your corner that’s coaching you up on this skill set to help you to not only feel good on the inside feel like, yes, it’s okay to be in this market, it’s okay to be me. And I’m going to show up and be confident. And then also to be not just coughing on the inside, but coughing on the outside where your clients recognize it, and they hire you more often, and you get more opportunities and you you have the confidence to go get more opportunities than maybe you were allowing yourself to get previously if that’s of interest to you, private message me and or Selena just say let’s chat. And we’ll kind of walk you through what that looks like. But I’m thrilled to have this opportunity not only to share these few minutes with you, but also to be able to open open up to the world let people know like this is latest passionate, she’s really good at it. And because there is a need because so many I would say all of us right at some level struggle with confidence that you’re really committed to helping people to be fearless. So thrilled about you and the passion that you have to help people in that regard. It’s it’s awesome. It’s a gift to all of us. So thank you for that.
Salena Griffith
Thank you. I’m excited.
Justin Stoddart
Yeah, me too. All right, everybody. Thank you so much for tuning in today. And I’ll end the way I do my typical podcast, which is called Think bigger, and take these things that Selena has taught us and allow it to help you to do that. So appreciate you against Lena. And we’ll talk we’ll talk soon friends. Oh boy. Sounds good.