Building and Maintaining Relationships in a Digital World with Greg Gale

Justin Stoddart  
Hello, welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart, and I'm fired up about today's episode. It is so relevant in this era of iBuyers, this era of fast technology in service based industries and we're going to talk all about how to build and maintain relationships amidst the technological world in which we live. And before I introduce today's guest, who is amazing, by the way, let me start by reminding you the purpose of this show, which is to help you think bigger. By putting you in contact with people like today's guests, your thoughts, start to expand your actions, follow your results, follow that and even more importantly, your impact follows. And my passion is to help inspire you to live a life of greater impact. So if you're looking for show notes, including from today's episode, as well as this week's things that you may have missed and may not want to miss, go to thinkbigger.real estate and there you will find the ability to sign up for a weekly summary. It hits your inbox every Saturday morning, when you can be sitting in an open house, reviewing best practices and helping expand your own thinking. So with that, let me introduce today's guest, Greg Gale, he's out of Scottsdale, Arizona, he's with mobile home loans. He's also a core coach. For those of you that are familiar with the core, those guys don't screw around, they get after it. They help consumers in really big way. And they they build an amazing businesses. So Greg, thank you for coming on the show today. It's a total pleasure to have you here.

Greg Gale  
Hey, thanks for having me. I love the title. First of all, just think bigger. It's just a great way to stay growth minded. But I appreciate your time and appreciate being invited on the show.

Justin Stoddart  
Yeah, for sure. So Greg and I are fortunate to have a common connection, Stacey dearth with whom I get to work. She was in Arizona did some great things down there. And now she's up here doing some great things. So thanks to you, Stacy, for making the introduction, Greg. And I didn't realize it at the time. But we were at an event in Dallas in early August, learning from a gentleman who's who's very intense. And he's intense about helping people build great businesses. And one of the things that stood out to me in that meeting is he said, If you as professionals are doing so everything through technology, then you deserve to be replaced by these online companies, that it requires you to be face to face and voice to voice with your customers. Otherwise, why do they need you? Greg, talk to us a little bit about how you've done that in your business. In this like leveraging technology as opposed to completely outsourcing these relationships to technology.

Unknown Speaker  
I love how you put that you know a lot of people miss misconstrue that where technology is bad because if you outsource it, you disconnect yourself from the consumer. Yet if you embrace it and leverage it, you can actually make more connections with the consumer. So an outsourcing to me is you know, a here's a list and we're going to automate it and this company will take care of it. Or they're going to get calls from some of the text messages from a bot of some sort. Versus you picking up the phone you texting them, you engaging with a call to action to stay in front of your clientele your consumers. But yeah, so the event we did in Dallas the mega same, I was up on stage coaching the elbows wide open houses and going to open houses to visit the realtors. Because a lot of time realtors are virtual, they're not in offices anymore. So you got to get face to face and belly to belly with them. And just like Rick said, Man, to have an impact on people, you've got to be face to face with them. Now a way to leverage technology might be like this, like you shoot a, a webinar of some sort or a podcast or a video out to your database to stay connected with them, you pick up the phone and call them and you have a system to stay in touch with them very much a process driven, you know, you have to have it as a process where it's like a checklist. And it's I'm reaching out to them four times a year, here's how I'm doing it. Maybe you leverage a mail house to send out a mailer to have, but you're following up with a phone call to check in with them, invite them to some big client party.

Justin Stoddart  
Yeah, unless it gets personal, I think people are quick to dismiss it. I know I had a real kind of rude awakening here. You know, one of my very favorite clients told me she said, Look, we see you all the time digitally. But we don't see you as often as we'd like to see you in person. And it's caused me to make some adjustments. And I'm in the process of hiring an assistant to where all the post production work of this show can be done by somebody else. So that I have the ability to take the valuable network and connections that I have with people like you the knowledge that I'll get from this episode, and then go be super valuable to them in a one on one. Consult with them. And I think you know, the air that I had made is that thinking that that by simply broadcasting to people that that was enough, and it's not. There has to be a personal component. You have to, like connect with people in person or the stuff that you do digitally. People are quick to dismiss, have you found something similar to that great,

Unknown Speaker  
Absolutely. And sometimes they feel that since they're not seeing you, they just assume you're so busy, because they'll see your podcast and they see your posts, and then they see you checking in somewhere and then you're traveling and like they're so busy in that they don't want to send your business, oh, they're, they're good enough. They're doing well, let me just give it to the new guy that keeps coming face to face and seeing me and offering me value. So you got to stay in touch. And to keep that loyal connection. The challenge that I find is that you have a lot of these relationships, you've got to leverage it a little bit too. So to have maybe a Hangout at your house really like guys, we're having Monday Night Football at my house who wants to come? Right? Or, hey, we're going to have cooking classes, and we're going to rotate through a chain of houses, we have a bunch of people that we just rotate houses. Or like when I do my client stuff, it's big client parties, we have November 22 is the frozen premiere. So we rent out a movie theater, it's 280 people, and I'll have my past clients invited to come and let's just hang out watch movie, we'll hang up before we'll hang out after. And then they'll appreciate it as we roll into these holiday season I giveaway. Last year, I think we were at a couple hundred pumpkin and apple pies the Tuesday before Thanksgiving. And they come to the office and they set a time to come in and the teams here we just hang out and just talk with them.

Justin Stoddart  
Yeah, I think when you couple those kinds of touches both one on one small groups, as well as even large events like you've described, it just gives impacts, all of a sudden your email comes through or your video comes across their social media thread. If there has been no personal contact, they'll swipe right by it right, they'll delete the email, because because they don't feel that that they matter to you. Right, you're speaking to the masses, not to them. I know for me, I clean out my inbox very, very quickly doesn't matter how beautiful somebody drip campaign has been crafted how how beautiful the HTML features are in that drip campaign. If I haven't heard from that person, or or that email isn't laser specific to what I'm looking for that day, it gets deleted, sorry, friends, if you're in that grew, whereas if somebody if I've had a personal contact with somebody, their email doesn't ev...