Luxury Vacation Properties & Second Home Market Referrals | #REalAdvice 6 with Tom Tezak

How many homes do your clients own?

Tom Tezak knows that most of his clientele owns one, two, or even three homes already. When they come to him for help finding a home, he knows exactly how to work with them.

Every client has a different approach to finding their home, but those who are purchasing their first home have a completely different approach than those who are purchasing their second home. And those who are purchasing their third, or even fourth home think differently as well.

Once you master knowing how your clients think, and how they want to make their purchasing decisions, you can serve them even more effectively.


Guest Introduction:

This episode’s guest on the #REalAdvice podcast is Tom Tezak, an agent on the island of Maui, Hawaii. He only serves a small niche on the island - but he has big results! That’s because he focuses on serving those who are shopping for second, third, and even their fourth homes. Start employing his top techniques for serving those clients who are purchasing second homes, and you’ll see how that can impact your business. Make sure you listen all the way to the end, because his one tip that every real estate agent needs to know about working with clients searching for a second home could easily increase your income with hardly any extra work!

Highlights of this episode:

  • Jonathan introduces Tom Tezak.

  • How do you know that you are in a “second market”? Your clients and leads have addresses in other zip codes - popular second market areas are Hawaii, the Los Angeles area, New York City, and resort/popular getaway areas.

  • Tom recommends getting to know your feeder market. That helps you network with agents in that area that can lead to referrals, and helps you get to know your client’s locale so you can help meet their needs even more effectively as they look for a second home.

  • It’s important to know about your client and their needs. A first time homebuyer and a fourth time homebuyer have very different needs and pain points, and how you serve them will differ! The wrong approach can potentially even lose your lead.

  • Working in a second market area can be more about the long game. Many of these “dream home” purchases can take years from the initial connection with the client until the sale. Tom has worked with clients for 12+ years before they ever purchased a home with his help.

  • Tom likes to approach his clients from the angle of “educate, don’t sell.” By sharing information that his clients need to make a decision, he is able to learn exactly what they are looking for, and when they don’t make an immediate decision, he is able to follow up with them when something they may be interested in comes onto the market.

  • For second, third, and fourth home purchases, the buyer is often mostly interested in an easy purchase. They want to know that you know more than they do: if they have the

  • money to be able to afford high-level real estate, then they are smart! Make sure that you know the area that you are working.

  • Tom shares the one thing that every real estate agent could do to increase their referral income this year: and it starts by asking your email list ONE question!


Special shout out to Tom Tezak for being this episode’s guest for #REalAdvice! You can connect with him here:

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Full Transcript

Jonathan: 00:37 so we're with Tom t Zach today from Maui and we are jumping into the second home market. What agents that are currently working in a second home market should and should not be doing and on this episode make sure to stay until the end for his number one piece of advice for any agent working in a second home market. Tom, good to have you. Hey, thanks Jonathan. Great to be here. So for most people that are watching this that don't know who you are, um, could you just give us a brief, a snapshot of Who Thomas

Tom: 01:08 so sure. I a broker owner in a while, a realty boutique of Windermere, Maui and Maui, Hawaii. Um, we, uh, in the in business, I've been in business for about 20 years now in Hawaii and 10 years in the mainland I came from Joliet, Illinois and uh, been one of the top producing agents in the market for less than 20 years.

Jonathan: 01:29 Sweet. So we're talking about second home markets and one of the things that we were talking about previously is a lot of agents don't even realize they're in a second home market. Um, how do you know if you're in a second home market?

Tom: 01:44 Well, if, if you're, if you're dialing your client and they have a different area code than you, there's a good chance that you're dealing with. A lot of people will come into a two markets and when I say second home, it's they own a second home somewhere else or they're there. Your market is where they are on their second home. And their primary residence is somewhere else. So like in my way, a lot of people come in and buy a resort home, but there was also, um, agents in La. I was just talking to an agent last week and he said, wow, I didn't realize, but I've got a lot of foreign buyers that are coming in and buying investment properties because they're trying to get money off shore out of China. Uh, so you, you've got this database and if you're working with people coming in, a lot of college towns, there will be people who will come in and buy a house or an apartment for their kids to go to school.

Tom: 02:30 It's not necessarily a resort market, but yet they're doing business in that market or there's a lot of business to be had there if you start thinking that way. Um, so I think that we just need to, as agents, not just, you know, mine's easy. I'm selling beach resort, I'm selling beach. That's what people come there for. But there's a lot of other markets in the country, New York City for example, people are coming into New York city to buy a condo because either they live, um, out, you know, 5,100 miles away and they're coming in for the weekend or they have a job in the city and they're coming in for the week and they're going back and forth. So knowing where some of your market is coming from and if you're seeing that to start looking at as, as one of your spokes and your money wheel as an opportunity is, or a pillar as they call it.

Jonathan: 03:17 One of the things that I see you doing a lot differently than most people is your actually going to those other markets. And I see you in here in Huntington Beach, in New York, in other places around the country. Do you think that that, and I think the answer is yes, but do you think, and why do you do it? Um, do you think that that is something that other agents should be doing to really understand, okay, if all of my clients are coming from x city, which is across the country, maybe I should know a little bit about that area as well?

Tom: 03:55 Absolutely. I think that going out and being involved in a network of agents, whatever it is, whether it's a coaching company, whether it's in men, whether it's, uh, in the mirror, whether it's compass, whatever brand that everybody has, opportunities and events, go to that event, get to know the agents in your feeder market. You know, I'm a big proponent of figuring out what markets your buyers are coming from. Then targeting those agents. I don't like to use work targeting, but uh, but getting to know those agents that become a resource for you. And then when you get to know them and they go back to their office and somebody says, Hey, I got a client who wants to buy in Maui d and know anybody. It's like, Oh yeah, I met this agent and that riff, creating that referral network. That's so huge. And then there's more to that. You know, and educating agents on to ask the question to their clients as well.

Jonathan: 04:44 Yeah. I didn't even think about the fact that somebody would say, hey, I have x client moving to Maui in that person going, Oh yeah, that guy was just, you know, doing this around here. I didn't think about that. What I was actually thinking of is when that person reaches out to you and they say, yeah, we're moving to, or we're thinking about moving to Maui, um, you know, tell us about Maui and this and that. You could resonate with them a little bit more cause you know about the coffee shops that they go to currently in the, the things that they kind of like in those areas. So if they can build that rapport with you based off of the things that they already know, um, you know, when they move to a place that they might not ever have seen, then you at least understand what they're coming from. Right. Um, and then you're able to kind of, uh, you know, put that experience together based off of, hey, I know exactly. You know, I know everything about that type of, not, not everything, but I know things about that market. I know what you like. I know that you're moving from a, you know, skyscraper living to Maui, Hey, these are the things that you're going to run into a, and these are some of the problems that you might have that we already have those covered.

Tom: 05:54 Right. And you know, I think it's understanding exactly what you're saying, understanding the people are coming from. But it very often are, you know, a lot of my clients now are, they're not buying a second home. They're buying a third or fourth and you know, for the agents that are out there working in the second home market, it's so important as your consumer coming in and retiring or moving into your marketplace full time. Or are they, or is it a resident that's buying their first home? That's a mentality that you need to understand. And then the second mentality is, are they buying their dream home, their second dream home? So this is different than their, their first home they ever bought the dream home. Now they're buying their, I've accomplished this goal and now I'm buying my second home, but I need to justify, rationalize it because they've never done this before, so they have a different mental space.

Tom: 06:46 A lot of times, especially with the Brbo and Airbnb, they want to make, they want to rationalize it and justify it and for them it's been a dream for five years, 10 years to buy property in their place, whether it's aspen or Vail or Maui or Cabo, wherever it is. So they, you need to help them work through that space of justifying, rationalizing, and then we get to the third home. It's no longer a dream. I already did that. Now I can and I just want the easy button. I want it to be exact. I don't want to have to pack my clothes anymore when I go to the, to the beach house and understanding that for that buyer, you've got to talk to them a different way. It's not any longer about rationalizing and justifying. It's a how can I make this as easy as possible for you because that's what they expect.

Tom: 07:34 If they can buy a third home or a fourth home and just let it sit. It's not about money anymore. It's about stress and eliminating stress for, for their, for their, in their life. So, you know, we as so many agents that I've worked with, um, they never cross through that hurdle. They always were selling the second home and the real, the real money and the real opportunity to work with that luxury buyer, whatever it is, and your market is when you can understand that that luxury buyer, you've got to talk to him a different way. You've got to hear him a different way. You can't be, oh my God, you want to buy the most expensive house in town? Well, you just lost that client. If you're get excited, it just needs to be said. Okay, great. Uh, very often in our market will ask the question, um, how much do you want to spend?

Tom: 08:21 Well, I don't ask that question anymore because you know, you have somebody say, well, you know, it doesn't matter. I'm a cash buyer, can afford anything. It's a great, I've got a $22 million condo and I always have a really expensive house or condo that I'm perfect, have a $22 million Condo, then that's right down in, in, in YLS and I'd love to show it to you. And they say, Oh, well, uh, well I guess, I guess there was a price range. Great, what is it now? Tell me so I can help you. If they say, wow, I'm really interested in that. Then touching again. So you know it's, it's under, it's able to have a conversation without skipping a beat. And when they don't want to give you information because they, they don't want to, it's just you need to get to the answer.

Jonathan: 09:04 So there's a, there's really not a lot of talk going around with second home markets. There's not, hey, this is, you know, who you should be meeting with and this is the community. And you know, just happened to that. As far as second home markets are concerned. So one of the things that you're doing is you're building a community network of second home market agents in order to do just that, to network and to build camaraderie and to understand exactly who it is that you're sending a referral to more than just that person sold x amount of houses. This is, I really know who that person is, you know, on a, on a deeper level. Could you talk about that?

Tom: 09:43 We, you know, we, we started, uh, uh, a website called second home agents.com and it's really for agents that work in this unique little niche market of the secondary homes and whether it's in a beach community and a ski community, Golf Community in, in an inner city, um, or for people that are selling investment properties or, you know, there's a lot of agents that work in this market and we're, we are what I call unserved, not underserved, but unserved theirs and being in the business for 20 years in this type of market, the technology that's created for realtors globally, so much of it just misses the mark. Like we would use to get newsletters and they were written about, um, you know, time to clean your gutters. Well, my clients aren't cleaning their gutters out. First of all, they'll fail, never cleaned the gutter, they're going to pay for somebody.

Tom: 10:30 And the second is their house is a million miles away. So, you know, creating product CRMs are challenging for a secondary market because they give you a place to put their name and their address, but they don't give you a place to put their second home or their third home so that when you're marketing, when you're touching, touching them, the data is going the right direction, that the contacts are going the right direction, that the times zones are there so you know where they're at and when you're calling them. And so we're working with a bunch of different companies to try to create that little niche market that applies just to the secondary market agents. Uh, and so we've been making some headway with that, which is really exciting. And creating a podcast that we now we're just interviewing industry, industry rockstars and influencers across the country. And what's the name of that podcast? It's selling the dream. Selling the dream man. It's on youtube and all the, all the podcast channels.

Jonathan: 11:26 Sweet. So said get where you're at currently in, in the second home market arena. Uh, water. Some of the pitfalls or what are the, some of the things that if you were to go back and go into a brand new market, second home market in restart doing some of the things that you're currently doing, a, what would you have done a little bit differently?

Tom: 11:46 So I think, you know, it's, it's interesting you asked that. I'm going to sort of go off a little tangent because so many times agents, people that are agents in a market will say, okay, I'm getting older. I want to not retire, but I want to put my license in a resort district that I love, moved to the keys, move to Maui, moved to Santa Barbara or wherever it is. And they're great agents where they're at. And then they show up and they crash and burn. It's because they're trying to sell real estate on a daily basis like they used to. Instead of embracing that new style, our clients come and go. My gestation period for a buyer could be two, three, four years. Most agents in a traditional market could never, they don't get that because they're not thinking that long term. You have to plant the seeds, you have to start the process.

Tom: 12:34 And sure, there are some times when I'll have a gestation period of four days, but I'll also meet somebody when you know, I had a client that came in, I met him, um, 12 years later after getting my drip email, my newsletter, he called me up and said, hey, life has gotten better. I want to buy a house now and no longer am I spending 6 million or 600,000 I'm spending 4 million. But if I would have deleted them off, you've got it. If I would have deleted them off, I have my list or quit thinking about him, it would have been gone. So I think you really need to change your brain a little bit from what you used to do. If you're a brand new agent coming into a market, I think you know the best brand new agent, any agent coming into market knowledge, being able to talk about the product.

Tom: 13:17 If you're in a condominium community, no everything you can know that's printed so that you can be perceived as the expert. That buyer that's coming in that's got 10 or $5 million to spend or a 500,000 whatever the market is, when it's expensive, they are really smart. They have that disposable income to do it, but they don't necessarily know the nuances of that building or that high rise or that neighborhood. You can know all of that stuff just by, by being book smart. And once you convey that all that information and you, I like to say you just puke information on them and stuff. They don't know. You get, you gain the reputation or you gain the ability to be an expert in it and that creating the trust.

Jonathan: 13:59 So you said that and I thought it was funny that some agents will send out a drip email talking about cleaning the gutters, which really doesn't apply to anybody in that type of market. Um, you said then that you know you're sending out drip emails and uh, what was once a 600,000 is now a 4 million, right? Then you said we'd like to puke out information. What's, what's some of the type of information if you're saying, hey no, don't send out drip emails talking about the gutters. What's some of the, what does some of that look like for you?

Tom: 14:33 My email. It would just be a newsletter. What's happening? Um, when I, when I was talking about the gutter emails, so there's premade email or newsletters that, that's what I was talking about. So we can't buy a pre made newsletters, so we have to, which is time savings. If there was one that you could just plug and play, that would be great. Um, but the information I'm going to throw, we have, in Maui there is a book about condo stats. So it tells you how many units are in the, you know, how many acres are on the property, whether they do vacation rental, where their pets are allowed, uh, when it was built. And so being able to get all that information for each one of the complexes, especially if you're going to be working regularly in a certain market area and you meet those people, being able to just convey all of that information that they don't know, you know, you can go on Zillow and you can get a lot of information.

Tom: 15:20 You can go on realtor.com and get a lot of information. Go to go to those places and or think about what are, what questions are you getting asked that the people can't find on Zillow and, and know all of that stuff. And then start putting that out on your social media channels and say, hey, you know, Zillow doesn't have all the answers, but I can tell you the maintenance fees for all these places or whatever that hot button is that they're asking you. Because Zillow is a great aggregator of information, but they aren't tuned in, especially they're not tuned into resort markets where you know, how far are you from the ski run? They're not going to be on Zillow, what the name of the complex is, you know, they're in Zillow. If they only put addresses, they don't put the name of the complex. When people vacation, they know the name of the complex, they don't know the address. So it's knowing those little nuances and how to pick those things apart and be the source of the information to be, be the knowledge broker so that when agents are urban, consumers are looking for somebody, they feel comfortable that you have more knowledge than they do

Jonathan: 16:20 for somebody that's living in a second home market, but the majority of their business is not coming from out of the area. It's just coming from their sphere locally. How do they tap into that? Hey, I want to add that second home aspect into my business. Um, so for me, I worked open house a seven when I started this a long time ago, 2020 years ago. We still work open house every day, seven days a week. Uh, when I started I worked seven days a week, uh, 29 days a month, but now I still do. I still, you know, seven days a week while I did then because I had two little kids and I needed to make payments. But I recommend a commitment

Tom: 17:03 to that. Absolutely. Because social media is great. Um, telling the story is great on social media, but quite honestly, unless there's an agent in your market that is really connecting the dots, consumers still want to have that experience to feel like they are working with somebody that they know, like, and trust. And if they show up and they walk into your open house, just because they met somebody on social, they don't have this commitment to them. Where if they walked into your open house or they walked into your floor duty again in a, in a resort community that's pretty prevalent and you were able to answer their questions and you became that person that was the knowledge broker, they're more likely to work with you and you get them in your car. I do a thing called the nickel tour. Um, say that again. A nickel tour.

Tom: 17:51 Nicole, Nicole, not a dime, but a nickel and nickel tour. This is, I'm showing my age here. Um, and I, my goal is to just educate them. I'm not looking to sell them. I tell them, look, I'll take you for an hour and a half. You walked into my open house, you're wasting your time. You're not on the beach or not on the golf course. You're not on the ski slope. You're in here talking to me and you don't know what you were walking into. Well, that's silly. How about you? Just give me an hour, hour and a half of your time. You tell me your parameters, how much you want to spend, what your, your size preferences, your location, and in a day or two days, I will set you up, take you out in an hour, hour and a half, and we'll just, I'll give you an overview of everything that fits your criteria. In that hour and a half, you're going to know exactly what you do want or don't want.

Tom: 18:37 And if you're not buying this trip, that's okay. I don't care. Because if I know if I can get them in my car when they do come back to buy, I'm going to be their guy cause I just provided them an educational journey. You know some people call it being a tour guide and I think it's different. I'm not, you know, we build over the long term in the resort market, not in the short term. So by doing those tours and take him around and it's amazing when I'm done with them at the end of that hour, hour and a half, I'll just look at him and say, you know, if I could give you, forget about the price because I've already known we have isolated their price point. So with they can afford what we've shown them. If I could give you, if I would give you any one of the properties, which one would you take?

Tom: 19:18 And I asked the, the both partners, husband, wife, partner, whatever it is. And I asked him independently to answer the question. And at that point it's a beautiful thing because you'll then extract from the husband and the wife for the two partners what they're really thinking. Because very often I know how I am with my wife, I, I know what I want and I don't necessarily ask her what she wants, but when the third party comes in and pulls it out of both of them, we can create a conversation and it's a, it's a beautiful thing because we can narrow down what you did and didn't like. And I'm, I'm the bad guy in the middle. And we open up that conversation door and we, I've had so much success by going there and very often we'll do the nickel tour and I'm not selling you anything.

Tom: 19:59 And before they're gone, they're buying something. Or I now know what they like and I can pick up the phone a month or two months or three months later and say, Hey Jonathan, you know what? The property just came available in the building that you liked facing the right direction. Let's buy it. And you say, okay, Great. Write it up. And I do a lot of business site on scene, um, because I'm kind of already conveyed to them that I know what they want and I know what I do in fact understand what they're looking for and they have the trust in me to say, okay, make it happen.

Jonathan: 20:29 You, if I were to ask you, hey, what markets are coming into Maui? You've already told me, hey, this is this market, this market, this market. Um, how did you find that out? Did you just, hey, these are the people that continue to come to me, so I'm just going to keep tapping into that. Or Hey, let me look at statistics that show x amount of, from this area

Tom: 20:48 or buying x amount of percentage here. I usually utilize our title company for that. They know where it's, so is there anything specific that they're looking into or tapping into or their mailing address for their tax bills. Okay. Mailing address for their tax bills. If you've, if you own property, you've got to send your tax bill somewhere and most people want to make sure they get paid so that they're sending it to their primary residence where they get most of their, yeah. So, so with that information we're able to identify, you know, I think 32% of our off island are 48% of our off island buyers come from California. A bunch of come from Washington, a bunch come from, uh, Oregon, Nevada, Colorado, and then the last couple of percents from everywhere else. Got It. So if somebody is listening to this and they haven't heard the first 22 minutes and they just pop on for the last couple minutes of the last couple of thoughts, what would you say is a piece of advice to somebody that's any second home market currently?

Jonathan: 21:53 Um, what would you give them as a piece of advice? Whether it be good advice, bad advice, do this, don't do that. Um, I think again, be sure that you, you know, everything about the market you're working don't necessarily try to work. The, like for me, I don't work the whole island. I work at two mile wide or I mean, sorry, a six block wide by four mile long stretch. And that's all I work. You know, I'm super hyper focused. I market that. And I think knowing everything you can about that particular space, uh, is, is the best best you can do or the best thing you can do for your, your business. And how exactly are you marketing the fact that you're only working, like you said, not the entire island or not the entire county for a lot of agents are not the entire, you know, state, uh, that some people are trying to do.

Jonathan: 22:41 But really just focusing on that niche. Um, how are you allowing that to resonate through your marketing? So, you know, I, I ran an old school print media campaign years ago and that has lasted forever, but I used to run an ad that said, um, I know nothing about Westmount. So I live in south Molly and which is a resort district. And then the other resort district is west Maui. So I ran an ad that said, I know nothing about West Molly, and I know even less about Hannah, but if you want to know about South Molly, the market that I know and love the best, call me. And it was super powerful because what I did was I said, look, I don't know everything, but I do know this and I am the expert in this marketplace. And it was, it was hugely successful. It's not only knowing who you're for, but knowing who you're not for and allowing them to know that, hey, this is who I am and this is what I do and what did I work?

Jonathan: 23:32 So that way when they do contact you and they didn't know that, they don't think of you as, hey, that person didn't return my phone calls or they didn't do this, or they don't know what the heck they're talking about. Yeah, we already, we've already put that out there. And so, you know, as I've progressed and now I have a small team and I do have an agent on my team, he grew up on Maui. So now it's like, Hey, if you want South Mommy, I'm your guy. But anywhere else on the island, um, Jordan knows it. He grew up here, he knows, he knows the overall part of the market. So now we're changing our story a little bit, but being clear about it. Nice. And I think it's definitely important to be clear on your story. Um, going into back into that niche market, is that something that right off the bat you just jumped into, hey, this is where I work, this is who I'm for.

Jonathan: 24:21 How long did it take you to get to that place? If somebody is kind of in that, uh, you know, just like in the middle, should I do this? Should I do that? Like, man own it. I owned it, but I was, I had a lot of experience, a lot of marketing background before moving to Maui and I jumped in and within, within three months I was running that ad and I was owning it. You know, that's my belief is, is that whatever you're going to do, wherever you're going to be, if, if you believe it to be a solid plan program on it and if it doesn't work then change. But and it worked really well. Sweet. So again, everybody that is listening, Tom t Zach, you can find him on social media at a Tom t, Zach or Tom [inaudible] dot com a lifestyle Molly real estate team or lifestyle underscore Maui.

Jonathan: 25:13 You should be able to find it. And so on, uh, Instagram, Facebook is lifestyle and while we real estate team and the website that you mentioned previously, a second home, agents.com sweet and um, second home is spelled second. You can either way, I always got to make it clear to n d or s e c o n d suite. And uh, again we've been talking about second home market. We've been talking about the need for a go ahead. I just want to share something cause I know you have a lot of listeners that are in primary markets. Yeah. Can I just sort of share a missed opportunity that so many of them are, are, are missing. That's exactly where I was going. Okay. Go for it. No, I'm done. So I, so every last couple of years I've done, I've done well, maybe $30 million in sales for the last couple of years.

Jonathan: 26:00 And what's amazing to me is that out of those 30 or so transactions about a million dollar average sale, um, I've only paid out about two or three referrals. That means, so I had 36 transactions, six of them were local transactions, 30 of them were people coming in from somewhere else. Out of those I paid for referrals, which means I had 26 sales that were from buyers or sellers that came from another market that own a primary residence somewhere else and weren't referred to me. And I just think that's, it's a shame. And so what I would encourage your listeners to do is if you're working in a traditional market, if they, if your average income is about $90,000 or higher, odds are

Tom: 26:43 that 10% of your database is going to be buying or selling a second home in the next two years and odds are that another 10% will be buying or selling an investment property in the next two years, which if you just do the math on how big your database is, it's a lot of people. It's a lot of referral opportunities and alls you need to do is ask them whether you're in a conversation, hey, do you have a second home where you thinking about buying one, go on social media and say, hey, where do you like to vacation? You really don't want to put, are you thinking about buying or selling a second home on ige or in Facebook because it's, it's invasive. But if you say, where are you? Where are you thinking of were where do you love to go on vacation? Do you go on vacation a lot to one place, go off in private chat and say, Hey, have you thought about buying a vacation home there?

Tom: 27:25 Just start that conversation with people and you'd be amazed. I had, I've asked several people, I said, do you know how many, how many of your clients in your database own second homes? And they'll say, well, no, but I know a couple of them do. I said, Oh yeah, did you refer him? They said, no. They came back and they told me they bought it, said, well, why didn't, why didn't they ask you for a referral? They said, I don't know. It's like, well, because you didn't ask him, did you tell him, I can help you buy your property in Maui? I can help you buy your property at Aspen or in Lake Tahoe or in Orlando or wherever it is. They're consumers. They're not in the real estate business. They don't realize that you can connect them with the best agent going instead of just finding somebody on Zillow or stumbling into some knucklehead in an open house who offers a, give him a nickel tour. Lay the groundwork out. That's my whole point.

Jonathan: 28:11 Yeah. And I think that's huge. I actually had a piece where I showed myself in the local community, but then I showed a map of all of the agents that I knew and all of the other areas. So that way if they weren't buying a house or selling a house here, they would still come to me to, you know, allow me to refer them. And that's huge. Not only because obviously you can get a referral check from it. Um, but it's huge because that person has, you've built so much trust with them that they can come to you for something that's completely out of the blue. But actually going out there and, excuse me, asking, um, I think is huge. And at the end of the day though, you know, everybody says that the worst they can say is no or the no, we're not moving or no, we don't want to do that. But if you don't, then you're, there's so much missed opportunity available. Right.

Tom: 29:03 I mean, just the simple thing of putting an email out with just the subject line. Are you thinking about buying or selling? Your said your second home leap to the assumption in the email. Say if you are, I can help you. I've got a network of agents all across the country, please let me know. Now if you send that out to your database of a thousand and my stats are right, that means there there's about a hundred or so people that are going to be into that market and you get five of them then that respond and say, yeah, how did you know? It's like, well that's what I do. I'm a professional and you just picked up, you know, three, four or five referral opportunities and it's how much does it cost? Nothing. One email. So a lot of people will buried into other places and then their newsletters. I recommend that you just put it straight in the subject line. And you know, I used to say, oh ask him if they're buying in Maui, but I realize there's people are buying second homes all over the country. As a, as an a primary residential realtor, you just need to ask him where and then create that network. And you'll find that you'll have a feed or you are a feeder market to somewhere sweet.

Jonathan: 30:06 Again, Tom t, Zach from Maui, make sure to look below for his social media profiles and websites that we've mentioned here on the podcast. Again, if you have any questions, reach out directly to Tom Regarding second home markets, uh, what you should or shouldn't be doing. Just some advice and really just to allow that community of second home markets, uh, agents to continue to build. Again, Tom, thank you so much for your time. I appreciate it,

Tom: 30:31 Jonathan. It's been an absolute pleasure. Thanks so much.

Jonathan: 30:35 Hey everybody, this is Jonathan Hawkins. Thank you so much for staying until the very end of this podcast. I definitely appreciate it. As always, make sure to reach out to me via social media at Jonathan Hawkins official. Send me a comment, shoot me a DM. If you have any questions, you can also comment below. Thank you so much. Don't forget to subscribe below and remember who you hire truly matters matters.