What’s up everyone and welcome to another episode of Become A Local Leader. In today’s episode, we have Kelly Robinson, Associate Real Estate Broker at Compass in Manhattan, NYC.
Kelly is a senior residential real estate broker in Manhattan. She has been since 2005, representing buyers, sellers, investors, high-end renters and new development projects. She’s known for excellent negotiation skills, on point, being data-driven with pricing.
Kelly’s very creative uses discretion and is highly ethical. She holds herself to achieving a very high standard in all that she does. She’s the founder of the Kelly Robinson Team and also a co-founder and board member of the Edward J. Robinson Scholarship Foundation, which assists young rugby players with college tuition.
Meet Kelly Robinson – Our Featured Local Leader
Were you born and raised in Manhattan? Did you move to Manhattan? Where did you grow up?
When I was born, my parents lived here. We lived here for a short while. And then, we moved to Connecticut where I was raised. I’ve been back in Manhattan since 2003. Full time.
Why Manhattan of all places?
I was always in Manhattan when I was growing up. We were always in and out of the city. My father had a lot of business meetings here, belonged to a club here and played rugby near New York City. And so, we were always in the city. My parents are both New Yorkers and love the city. I just always knew I would end up here.
Do you live and work in the same community?
I live in Manhattan, on the Upper East Side, off of Park Avenue. I do a lot of business up here but I do a lot of business all over Manhattan. A few people on my team, work in Queens, as well as others who work in Brooklyn and Long Island.
Was there anything that you did before real estate or did you just go right into it?
I was an actress my whole life, another reason I was always in the city. After college, I tried it a little bit. It was working out but not in the way that I wanted it to work out. I wasn’t getting sent on the roles that I really wanted or believed in. For me, it was more about the art and the creativity of acting, rather than just getting paid or being famous or anything like that.
So, I would turn things down and my manager was not happy with that. And so, we took a break from each other. I signed a postdated contract with another manager for a year out. And I just thought, “I’m going to take a year. Maybe I’ll take some post grad classes at NYU and figure out if there’s something else for me out there.” I’ve been doing this my whole life. I kind of just fell into real estate and never looked back. So, that’s really how it happens.
What’s been your journey from when you first got started to now with your team?
I started in rentals because it’s very hard to break into sales in Manhattan right away. I did that for my first year but I was not very successful. So, I decided that I would become the executive assistant to a top real estate broker in the city. I did that for a year. And then, I became a member of her team. I was also still licensed in showing properties but full time.
This allowed me to learn the business from A to Z. I worked with new developments as well as a few high profile people. I worked with starter home buyers and sellers, co-op board packages, which is a big thing in New York City. Working for this woman just let me learn the whole business. I worked for her for about four years. And then I joined another team for about a year and a half.
And then, I left and I started my own team in 2011, which I wasn’t planning on doing but I ended up being so busy that I needed help. It just kind of happened. It was hard for me at first to kind of delegate things because I was so used to doing everything myself. But let me tell you when you learn how to delegate, you get to do what you’re best at which is selling. When you go out of pocket and you pay an assistant or you pay somebody else to help you, it’s totally worth it. I’ve had my team since 2011.
Now I have a team. I think there’s six or seven of us now. It’s a great group of people. Over the years, you kind of live and learn. It takes a lot and successes and failures to build the right team and have the right people. I finally feel like I have the right people and they’re just so ethical, which is something that’s really important to me. They’re really other-centered. They care genuinely about the clients and put them in front of themselves and in front of their commissions. They give them the right advice instead of being greedy, which is really important to me. I love all of them. They’re all wonderful people.
If they’re thinking about building a team, what are some of the things you would suggest to them?
I think the first thing to do is get an assistant to help you deal with all of the administrative stuff that holds you up. As well as somebody who understands how to do all of the paperwork. If it’s New York, you want somebody who knows how to do a co-op board package, which is a purchase application. It has to be perfect. So, you want somebody to help you with that because that’s really time-consuming. You want somebody who can help set your schedule and everything.
I think that’s the first order of business and I think a lot of people have trouble letting go of that or paying for an assistant. They’re feeling like “I’d rather save the money and do it all myself.” But what ends up happening is you end up making more money because you can go out and sell.
And then, hire a junior agent, somebody who can show properties for you or can bring in their own business as well. You can mentor them and they get a split of the business, of course. You can’t be at 10 places at one time so it’s always good to have somebody who shows the way you like to show and handles clients the way you like to handle them. Work alongside you so that you can handle everything together. And then, you just build from there. As you get more and more properties and more and more buyers, you just keep building and adding on.
I think it’s really important when you look for team members that you look for people when you’re interviewing them who want to stay on a team for a long time. A lot of people will say in their interview, “I want to leverage you and your experience and then go off on my own and start my own team.” And while that’s great, it ends up being a revolving door. People are just trying to kind of take your business and take credit for it and then take it with them.
So, you have to be careful. You really want to hire people who want to be a part of a team. And you have to compensate them fairly. You don’t want to be too greedy because it’s important to make people happy and want to stay with you.
What would you say fair compensation would be and what would that look like?
What I do on my team, which is different from a lot of teams as everybody’s got a different structure, is different from what I was given when I was on a team. I felt like I was really kind of gypped a little bit when I was on teams. And so, maybe I overcompensate for that a little bit.
My team members come in and they would be at the same split that they would be at with the company for their deals with me. And I’m on a much higher split. So, I just take what’s above and beyond that so they don’t make any less than they would if they were on their own with their company. We have a little more complicated structure for other things. They get a percentage if they work with me up with a buyer. They get a percentage if they work on my listing instead of just $500 if they happen to be there when the person shows. I mean, that’s a lot of work for $500 bucks! You got to give them a percentage of the listing so they have some skin in the game and they really want to sell it.
I have everybody pay a little bit of their commissions that they bring in towards the assistant because they are allowed to use him as well. He gets paid a piece of every one of their deals as well. Some of them have trouble at first. But then once they realize how much more time they have to build their business, they understand and they don’t mind giving him a piece of the business because he’ll schedule their appointments for them and he’ll do their paperwork for them too. So, I let people utilize my assistant as well. He’s very busy, but he’s amazing. He’s a rock star. A great multitasker.
Look for people who have strong ethical values. You don’t want any issues with licensing or the Department of licensing or the real estate board especially. You just really want people who come from a place of empathy when it comes to others.
In terms of you as a team leader, what would you say you’re really good at?
I think I’m good at managing people as I feel I treat people fairly. It’s important to be fair. I don’t want to toot my own horn too much but I think that I’m a good mentor. So, I guess those are the qualities that I bring.
Can you let us know a little bit more about volume for yourself and your team?
I’ve done over $400,000,000 in sales. That’s a good amount. Right now, it’s a little slower because of the environment we’re in with everything going on but we do a lot of business. It differs every year. There’s not like an average number that I do every year. It really changes because so much of my clientele is referral based. But we do a lot of business. We have 13 listings on the market right now. We’ve got three coming on. That’s a lot to handle.
We’ve got a lot of buyers so we’re running around a lot and doing a lot. I also stage some of my properties so that’s a lot of work putting together furniture. We are managing the properties for people when they’re sellers and when they’re not around. A lot of times, your sellers want you to do things for them, like, let their handyman in or do this or do that. So, it’s a lot of work. So, we’re very busy from that perspective.
And in this environment, I’m not doing new development because it’s just really hard to sell new development right now but I have done quite a few new development projects. So, occasionally we’ll do those.
What would you say the medium home price is?
The median home price was 1.6 million last week when I checked. The median sales price as of today is $1,172,500. So, almost 1.2 million.
How would you say your production has changed over time?
I think it’s a little bit of both. I don’t micromanage as much. I’m good at managing but I don’t micromanage. My team members all have experience but they’re all different levels of experience. I will handhold some people more than others. And then others, they just do their thing and they call me when they need me. We have team meeting every week over Zoom now. I definitely don’t micromanage as much and I delegate more. But I think I could delegate even more and I think that’s something that I’ve always had a little bit of an issue with my listings because so many of my sellers really want me there.
I need to be better at explaining to my sellers and my team members are also really good at what they do. And that when they sometimes show they shouldn’t be nervous that it’s not me showing, that my team members are just as competent. I think I could get better at that. I end up running around and wearing myself out.
What would you say to them to assure them that your team members are just as competent as you are?
I usually do at least half of the showings for the properties but I think what I’m going to start doing is assign a team member to each of my listings with me and they help me with that listing and they get a percentage of it. So, I think what I’m going to do from now on is I’m going to choose the team member who’s going to help me with that listing before we pitch the seller. Even bring them with me on the pitch so that the seller can meet them in person. They see us together and they have an opportunity to get to know and like both of us. And they understand that we’re doing this together. I think that’s the easier way of going about it because they get to meet that person in person, get comfortable with them.
It also is good for my team members because they get to learn how to pitch more. So, they get better at pitching when they’re with somebody who’s got more experience. They may bring up something in a pitch that I didn’t think of hopefully in the pitch. You always want to have people on your team who have different skills than you have and are better at some things than you are.
Would you say that you have a lot of repeat business versus new business?
I do have a lot of repeat business. Actually, I’m proud to say that in 15 years, only three people that I’ve worked with who have sold or bought another property, haven’t worked with me, out of all my buyers and sellers, renters, and whatnot. One of them was because they had invested in another real estate company. And so, they had to use that company. They actually tried to get me to move to that company but they’re still a very good friend of mine. And I completely understood that they had to do somebody with a company they invested in and that was a startup. So, I got it.
The other two, I don’t really know what happened. I asked. I just said, “Hey, I wish you luck with your sale. Just wondering if there’s anything I could have done better for you to work with me again?” Because one of them had been giving me referrals over and over again and then went with somebody. But you know what, it’s still a good number, three. I would rather it be zero but it’s still a good number.
We do have a lot of repeat business but we also prospect for business. I think that when you’re prospecting for business, the old cold calling, that’s not my style, I don’t cold call. For me, I give people data, I give people valuable information about their homes and what’s going on. I tell them that the relationship is more important to me than an immediate transaction. Ultimately, I think that makes them feel much more comfortable talking with me and considering me if it’s a cold lead because I just tell them that I can be a resource for them. Anytime they can call me, whether or not they’re ready to sell.
That’s how I handle things. There are people that do it more aggressively. I’m not an aggressive person. I don’t like that approach.
What percentage of new business would you say is relationships versus referrals versus advertising?
I would say that the majority of my business is referrals. I would say about 70% referrals. That used to be higher but the market has slowed down in the past two years in New York City so we did have to do some prospecting to keep our volume up. So, now it’s about 70% referrals and about 30% new business that we prospect. Some of it comes from advertising. Personally, I don’t advertise myself a lot. I do get some press on occasion and that’s helpful because I feel like it gives you credibility, but I don’t usually have people call me from my press and be like, “Can you be my real estate agent?”
What happens for me is that usually people either look up agents and see my reviews online, then come to me. I think positive reviews are really important. So, when I’m looking to hire somebody for something, I always look up their reviews. People find me on different websites because they read my reviews. And then, the press that I get just adds credibility.
Would you say there are any business owners that you team up with who refer your business?
Yeah, there are. I work with quite a few Real Estate Attorneys and we refer business back and forth. Quite a few lenders and we refer business back and forth. I also work with a wonderful financial advisor who specializes in sports and entertainment. We refer business back and forth because we have very similar clientele. And I’ve got a great business attorney who also specializes in sports and entertainment. So, yes. And I have a contractor, people that I refer tons of business to that occasionally refer my business.
That’s pretty much where the business comes from, for the most part. Although, the other day, I was in an article in Glamour and the photographer who took my pictures referred me to somebody that I’m meeting with tomorrow night to potential to sell their home. So, you never know. And I’ve referred this photographer to people because he was wonderful. I actually liked my pictures for once. You never know where your next piece of business is going to come from. I think it’s always good. They have the saying, “Givers gain.” I don’t ever expect anybody to give me business. I try to give them business first. I think, it just kind of comes back to you. When you give to others, it comes back to you, whether it’s from that person or from somewhere else.
Would you say there’s anything that you’ve tried that hasn’t necessarily worked for you in terms of building relationships and advertising?
Print advertising and stuff like that of listings haven’t really worked. It’s a lot of money and you don’t get a lot of traffic. Whereas, I do targeted Facebook and Instagram ads. That brings a lot of traffic for my clients’ listings. I know in a lot of places open houses don’t really work. They’re just kind of looky-loos coming through. They come in just to look at different people’s homes. It just really depends. It was just better to have private appointments. For the larger homes, it’s better to just have private appointments because you kind of want to keep an eye on people.
There are things that I’ve done that have worked and things that I’ve done that haven’t worked. I guess I’m trying to think of what hasn’t really worked as far as advertising myself. I’ve never been great at advertising myself until I had an intern come in and teach me how to do Instagram and show me what I needed to do to build a following. At first, I just wanted it to be pretty pictures of apartments and buildings.
He was like, “No, Kelly. You have to be on there. People want to see your life.” And I’m like, “No, they don’t.” I feel so narcissistic.” He’s like, “No. People want to like relate to you on there. So, you have to start.” So then I finally started and now I do a lot more of that. Posting pretty pictures of properties and real estate data and stuff on social media didn’t really work for me.
In terms of your services, what are some things that people rave about when it comes to you and your team?
I think they like the fact that we genuinely care about them and we try to guide them in a way that’s in their best interest. Not in hours necessarily. I think at the end of the day, that ends up being in our best interests because you end up retaining the clients. I think that they appreciate my negotiation skills. I’ve taken a lot of courses and gotten a lot of certifications in negotiation. I have a coach, and I’m kind of a nerd when it comes to negotiation. I love to read about it and learn about how different cultures negotiate because each culture has its own best practices. It’s just interesting. That’s just kind of how I nerd out but it works for my business that I’m interested in it. So, I think they would definitely say the negotiation skills are a plus.
And then, we really do creative out of the box things. Some of which we can’t do right now because of social distancing measures but we do a lot of out of the box creative marketing to get bodies into a space. For example, I would usually have one or two events for all of my listings. I would give away a commissioned piece of art from an artist that everybody just seems to love. Her name is Nita Bush. She makes these beautiful collages out of Metro cards. And so, it’s like you have a piece of the city, right? Then we give away the art. It’s not a raffle. It’s a sweepstake. I was told you have to call it a sweepstake and not a raffle because if it’s a raffle, people have to buy tickets. So, I was corrected at one of my events.
We give away a piece of art. We give gift bags to people with branded materials. What I do is I list it as a public open house. I also invite all of the people in the neighboring buildings and in that building, so all of the neighbors. We have wine, cocktails and music. I will also invite my past clients. And so, they all get a gift and can potentially win a piece of art. Because it’s also a public open house, some buyer may come in and see that it’s a public open house and they see all these bodies in this space and it creates a sense of urgency. They don’t know who’s there to buy and who’s there to just hang out and get a gift.
That’s worked really well for some of my sellers. But we can’t do it right now. So we need to think of other strategies.
Would you say there’s anything else that you do to get involved in your community?
I’ve been involved with a couple of rescue organizations. I have a rescue dog myself and so I donate to those. Also, I have my scholarship fund. My dad was a big rugby player his whole life. And so, when he passed away, we started a scholarship in his honor. We give two scholarships away every year to young rugby players, a boy and a girl every year. During COVID, I actually started a Facebook support group for my neighborhood on the Upper East Side of Manhattan. We have like 530 – 550 members now of people and they’re just all supporting each other through COVID. People have become friends.
I have rules on the page so you can’t post political stuff. Anything offensive obviously gets deleted and you get removed from the group. I need no political arguing because it’s a support group, right. It’s amazing to see people posting recipes and of themselves playing music and giving people ideas and telling people where they can get PPE at the stores. It’s just been really rewarding for me to be able to start something like that and have people come together.
Would you say there’s anything that you see that’s happening in your community that you would like to get involved in or even in terms of community marketing initiatives, is there anything else that you’ve seen other realtors or team leaders or brokers involved in that you would like to eventually get involved in as well?
There are a lot of people who are involved in schools and stuff. I don’t have kids as of yet. But I would love to be more involved in the schools and education in the neighborhood as well as get involved in higher education purposes. And also get involved in more fair housing purposes because I think that’s really important. Especially at this time, things need to change. If I could do more in either of those parts of the community, I would love to.
What are some of your goals moving forward?
I think my goals are to maintain my team and just help them learn and grow and be able to really kick butt. Continue to do more and more business and help them get their own business so that they feel like they’re more autonomous. I want to grow our team and do more high-profile stuff as well. Another goal is to get involved in the community. I think that’s something that’s really important.
Is there anything you need to start doing to start making some of these goals happen?
I think some of it is strategic planning and writing things down. There’s this thing that I was looking into that I’ve done for other entrepreneurial pursuits that I have on the side. I’m a little bit of a serial entrepreneur so I do a few things on the side, not that I have time for that. But there’s this thing called a “premortem”. It’s something that doctors do when they’re in training. Like at Harvard Medical School, for example, they do this thing called a premortem. And what it is, is a two-hour exercise that you do with your team, and it’s why did the patient die? It sounds terrible. What we are going to do is “why did the business fail?”
So before things happen, you do one hour of all of the possible things that could go wrong or hurt your business or sink you or client complaints or anything, and then you pick the top 10 after the first hours up, and then you spend the second hour solving all of the problems so that you handle them before they ever happen. I think doing something like that will bring our team to the next level.
Would you say there’s anything you and your teammates need to stop doing?
Not really. I think sometimes some of my team members, some of the newer ones, they’ll get a little bit anxious and nervous about a deal that’s happening or what we’re negotiating, or what another broker said to them. They’re back off about it. I think I need to be better at helping them to kind of just breathe through that and understand that that’s just part of the business and it’ll happen. Take it day by day, always take the high road. I think what I need to do is just hold hands a little bit more with that, but otherwise, is there anything we need to stop doing? I would say in the past, yes, but I feel like we really are on a good track right now.
Are there any specific things you would say that you guys need to keep doing that are really working for you and you see that will continue to work very well for you?
Yes, I make my team members read books. Some of them love it, some of them hate me for it. I sometimes make us read them over again because certain negotiation books, like my favorite negotiation coach, is a guy named Chris Voss. He was a top FBI hostage negotiator. He comes from a place of empathy when he negotiates. I think it’s the best way to negotiate. There’s never a winner and a loser. Everybody wins in a negotiation. Everybody walks away from the table happy.
I find that his techniques work the best out of all of the courses and certifications I’ve gotten and books that I’ve read. And so, I make my team members go back to those two certain chapters of the book. If they’re having an issue, I say, “Well, go back to this chapter of Chris Voss’s book.” like, “How do we handle this problem?” Just go back to the book. That’s really worked for us. People feel really good because they have guidance and they can breathe before something comes up that they have to negotiate.
Are there any challenges or roadblocks other than COVID that you face when you you’re trying to achieve your goals with your team?
Every day there are roadblocks. I mean, just this environment in itself is a roadblock because it’s changed the market. It’s slowed things down. Sellers are very nervous right now. Buyers are unsure of what to do right now. We’re in an election year, which is historically softer than any other year just due to uncertainty. It doesn’t really matter who wins or loses. I mean, it matters but as far as real estate is concerned, it doesn’t always matter who wins or loses. It always picks up a little bit after the election because there’s less uncertainty about what’s going to happen with people’s policies and everything.
We definitely have those types of roadblocks and things that we can’t do anything about except really be creative. I think right now it’s been slower with showings because of COVID. And because people are out of the city, and it’s the summer and people would be out of the city anyway at this time. There’s one thing that’s happened but I actually don’t think it’s a bad thing even though it’s slowed down. Everyone now has to sign two mandatory COVID release forms and a mandatory fair housing release form before they can see any property. Sometimes each building has their own paperwork that you have to sign.
So, I find that while there aren’t as many people out looking at homes, the people who are out looking are serious because they have to jump through the hoops to do it for every single property they see. In a way, it’s a roadblock but in a way, it also kind of weeds out the people who are just kind of window shopping.
Do you use Zillow, realtor.com, homes.com?
No. Our listings are on these sites but we don’t use premium service.
Do you use Facebook ads?
Do you use Google ads?
Occasionally. Our company does Google ads for our listings for us because they’re a tech company. They’re better at that than I would be on my own. But we have done them here and there.
What about Instagram ads?
Any other sources?
For ads, that’s really it. I mean, we try to get press for our listings because getting something that’s an editorial, a lot of times has a lot more weight than an ad. If there’s a story to be told about a property, then that’s great for the property. And that’s great for us. I have a publicist and I work with her and then I have my own dedicated marketing person at Compass who tries to get our listings press and tries to help us be creative with out of the box advertising and stuff. So, we do a little different thing for every single listing because everyone is different, every person is different, every home is different.
Do you do any retargeting?
Yeah, we definitely tag people and stuff. Yeah.
What about paying for a digital marketer? Do you have anybody who helps you with that?
Our firm has it all digitally integrated into our marketing center online. We don’t even have to work with somebody. We can just set it all up and press a button and they do all the targeting and everything.
What about things like bus benches, grocery carts, or display advertising?
I’ve never done that. I’ve thought about doing some of the kiosks or like the advertising at the side of the bus stations in certain neighborhoods, but I haven’t done that yet. I was considering maybe doing taxi-cab television marketing at one point, but it’s very expensive. I mean, who’s sitting there with a pen to write down your number in a taxi-cab? So, I didn’t think it was worth it but I can be wrong.
What about like direct mailers, door hangers, and other forms of print marketing?
So, door hangers we don’t really do in New York because most people live in buildings that have either a locked front door or a doorman or something or they’re a townhouse and it’s a gate in front of it. I send people handwritten notes. Also, during COVID, a lot of my clients and most of the people that I have been prospecting prior to COVID, I didn’t want to be salesy with them and push them during a pandemic.
So, I made these little gift boxes. I put my logo in the box. I put a little sticker on it. It has a mask, some hand sanitizer that has my branding on it, and a relaxing candle with my branding on it and a card that just says wishing you wellness, and my business card. I’ve been running around and dropping those off at people’s properties or mailing them to their homes just to kind of remind them that I’m here but also that I’m their neighbor and I’m there to support them.
What about things like blogs? Do you do blogs? Do you get blogs through the company? How does that work?
I haven’t done a blog. I’ve always wanted to but I always felt like I wouldn’t Keep it up, and I didn’t want to start something that I wouldn’t be completely 100% dedicated to. So, I don’t have a blog, I have social media. I’m thinking of starting a podcast. I just want all of the equipment just to interview titans of real estate people that people might want to hear from. But I haven’t 100% decided what I’m doing with that yet.
Do you have any video content that you create now or is that more later on when you want to get involved with the podcast?
The content that I create now is mostly of my listings. And since COVID, every single listing that I have has a video of it up because people have bought things sight unseen now, or they want to see something virtually before they step inside and risk their health or what have you. So, we do videos of my properties. I don’t have a lot of videos of myself.
What about email newsletters? Do you do any of those? And if you do, how frequently?
Yeah, I do. I have a CRM and I have alerts for certain people. It just depends on if they’re a current client, a past client, or a prospective client. Or somebody that I kind of do business with like an attorney or financial advisor or something. It varies based on who the person is because you don’t want to spam people. I always try to give people information that’s a value. So, I will email people our quarterly market reports.
Then, I will also send them separate emails with things extracted from the market reports that relate specifically to their homes or what they’re looking to buy so that it’s a little bit more personal. During COVID, I sent out a video message to everybody, all of my clients, and people that I’ve been prospecting just telling them that I was here to support them. I know that they’ve heard from me about real estate but I just wanted to let them know that if they needed anything, I’m here. Real Estate related or not. So, I do stuff like that.
Do you do things like pop by pre-COVID? Did you pop by people’s places?
No. We never do it. Not in Manhattan, you don’t really pop by. Nobody really pops by. It’s kind of weird to knock on somebody’s door in Manhattan or get somebody to knock on your door. We don’t do pop-by but I would definitely do coffees and take clients or past clients out for a show or dinner or drink or coffee or whatever.
How often would you say you call, text, or DM clients?
Actual clients, I’m typically in touch with if they’re buyers. Either if they’re really close to buying every single day because we’re in touch about the process. If they’re just kind of like thinking about it, once a week. And then as listings come on that they might like, just kind of as necessary. My sales clients, I asked them what they want. If they want me to be in touch with them every single day or if they prefer me to email them versus text them versus call them versus talking to them every day versus just giving them a report on Fridays. Some people are like, “Don’t call me unless you have an offer.” And other people want to talk to you all day, every day. So, it really depends on what their style is. We try to accommodate everybody’s personal style.
In terms of prospecting, does your team do any FSBO, expired, or REOs?
Yeah, we do expired. We do a lot of expired.
What would you say to realtors or team leaders or brokers out there who wants to become recognized as the local market expert or the go-to person in their community? What would be your advice to them?
I would say get involved in your community. Do something kind for your community. Get to know people in your community. Go to the dog park and meet other dog owners in your community. Go to the school events for your children. Start a support group on Facebook for your community, for COVID, or for something else. And really just try to help people and show them that you’re a good person and you’re not the stigmatized real estate agent. Genuinely get to know them. I think that’s might be a slow way, but I think it’s the slow and steady, the turtle wins the race type of thing.
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