April 2, 2025 • 30 mins
Ever wonder how top agents build massive referral businesses without cold calling? In a candid conversation with host Maria Quattrone, Nicole Klein reveals the networking strategies that transformed her real estate career from struggling cold caller to referral powerhouse.
"I like talking to people, but I didn't even know the world of networking existed," Nicole admits, sharing how an accidental visit to a networking event changed everything. Rather than collecting business cards that inevitably end up in the trash, Nicole developed a systematic approach to turn casual connections into lifelong clients and referral sources.
The secret? Quality over quantity. Nicole targets just three meaningful connections per event, employing what she calls her "game of tag" strategy – asking each new contact to introduce her to someone else. This transforms awkward cold approaches into warm introductions, exponentially expanding her network with minimal effort.
What truly sets Nicole's approach apart is her commitment to relationship-building before business-building. "In the first couple years, none of them bought or sold houses with me," she reveals. "But they referred me to people." By focusing on how she could support their businesses first, Nicole created an army of advocates naturally referring clients her way.
Beyond strategies, Nicole shares practical systems for follow-up, including scheduling techniques to ensure consistent communication and relationship maintenance. The payoff? A business that thrives regardless of market conditions because it's built on trust rather than transactions. "When you build relationships," Nicole explains, "people already like, know, and trust you – so in a down market, you're still getting referrals."
Whether you're a seasoned agent looking to reduce your dependence on paid leads or a newer agent seeking sustainable business growth, this episode delivers actionable insights to transform your approach to networking from obligatory handshaking to strategic relationship building.
Connect with Maria Quattrone:
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Website: MQrealesate.com
Office number: 215- 607-3535
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
This is Be the Solution podcast and I am your
host, Maria Quattrone.
Today I have Nicole Klein fromhere in the Philadelphia Metro
Market, Nicole's with eXp, andNicole has been in industry for
quite some time and today we aregoing to pack her superpower,
(00:22):
which is networking, hersuperpower, which is networking,
and that is how Nicole has beenable to grow her business
through all these years.
Speaker 2 (00:32):
So welcome Nicole, Thank you.
Thanks for having me.
Speaker 1 (00:34):
Oh, my pleasure Networking, networking,
networking.
So I have a question Is thereany bad networking?
Speaker 2 (00:42):
Oh, there's lots of bad networking.
Yes, especially after you'vebeen doing it a while, your
patience is a little different.
Why?
Speaker 1 (00:49):
did you choose that as your path?
Speaker 2 (00:52):
So after I had my second child she is currently 13
, I started getting a littlemore, taking my business more
serious and I took a class at myprevious brokerage.
That was a lot of callingpeople whether it was people you
knew, or for sale by owners andI remember going to my office
(01:13):
manager and I was like I don'tlike this, this is not my style
and I really don't want to do it.
And he goes, so don't.
And I was like, oh, that wasn'tthe answer that I expected him
to have, especially since thiswas the main focus of the class
that I was attending.
He said but you have to figureout something else.
If you're not going to do that,then you need to figure out
(01:36):
what you do like to do and bereally good at it.
Well, I like talking to people,as I'm sure everybody in real
estate does.
We wouldn't be in this industryif we didn't like people.
And I didn't really even knowthe world of networking existed.
To be honest, I had been homefor a little while with my kids
and went to a networking eventand just really loved it.
(02:00):
Truth be told, I probably likedit because I was a lonely mom
and was really happy to meetsome people.
So I think I probably went moreto make some friends than to
actually get some business.
But I quickly learned thatbuilding relationships through
networking was how you getbusiness.
(02:21):
So that's how I got started andthen started making that turn.
I just didn't want to pick upthis really heavy device and
start making phone calls, whichI know you're very good at.
Speaker 1 (02:32):
Well, that's another story for another day.
We could talk about that for along time.
So people think networking isjust going out and meeting
people.
But it's much more than justgoing out and meeting people.
So what is it that you do thatif somebody replicated your
(02:54):
system could successfully earnbusiness that way?
Speaker 2 (02:59):
So, like you said, you have to treat it like a
business model.
You can't just treat it asgoing out to lunch or going to a
happy hour.
Otherwise you can go there,collect a bunch of cards and
your business won't change.
So it took me a little while tolearn what worked well and how
to use my time wisely.
I would say for anyone that'sgoing to a networking event and
(03:21):
to me a networking event couldbe very specific you buy a
ticket, you go to a networkingevent, and to me a networking
event could be very specific youbuy a ticket, you go to a
networking event.
It could be a charity event, itcould be a neighborhood party.
I've made anything be anetworking event at this point.
But what I do at every eventthat I go to is try to meet at
least three new people.
(03:42):
So when you go to the event, Iam very outgoing normally, but,
just like most, when you go intoan event that's in a room of
people you don't know, it canfeel a little intimidating at
times to just go up andintroduce yourself to somebody.
So try to find a group ofpeople.
When you go to a networkingevent, don't look for two people
(04:05):
talking to each other.
It's harder to interrupt twopeople and introduce yourself.
It can sometimes be rude.
So look for a group that'sthree or more and, you know, go
up and I always say that I putmy big girl shoes on and get the
guts to walk up to somebody youknow and introduce yourself at
the event, because thatsometimes can be really hard for
(04:28):
people to do.
That first introduction isafter you talk with those people
that you engaged with and youdon't want to go up and say what
you do like Hi, I'm in realestate, what do you do?
That's what everybody is sayingat a networking event.
So think about what's going oncurrently.
I I try not to talk aboutpolitics either, so not that
(04:49):
type of current events.
But you know, maybe today yougo to a networking event.
Your opening might talk about,like, what's just going on on
the calendar.
Do you have anything coming upfor for spring break?
Do you have any trips coming up?
What are your summer plans?
So ask them something that'spersonal, because people tend to
talk a little more and open upmore when it's something that
(05:11):
they get excited about talkingabout.
And then, after you engage withthose people, ask the person
that you've connected with.
Who's somebody else that youknow here.
Right, it was already hard towalk up sometimes to that group,
but ask them, is there anyonehere that you could here?
Right, it was already hard towalk up sometimes to that group,
but ask them, is there anyonehere that you could introduce me
to?
So it's almost like I play agame of tag at a networking
(05:32):
event and it's like you meet oneperson and then you tag them
and say, okay, you're it, you'regoing to help me meet the next
person.
And then once I have either metthree new people or had a
deeper connection to somebodythat I already know, then I know
that that was a successfulnetworking event.
There's obviously more thingsthat you do afterwards, but at
the actual event, that's how Ihandle meeting people and
(05:55):
building relationships while I'mat the event.
Speaker 1 (05:57):
That's smart asking somebody who you met or you know
there to introduce you tosomebody else.
It's like a warm introductionversus going to stand go.
Stand next to somebody,interrupt them while they're
talking to somebody else and tryto input yourself.
Speaker 2 (06:15):
And it doesn't always go smooth, but that's the best
way to do it.
Speaker 1 (06:18):
You've seen that happen.
You've probably been part ofthat many times.
Speaker 2 (06:22):
And I've done it to be honest.
And then you realize like, oh,why didn't I take my own advice?
Speaker 1 (06:27):
Yeah, because people have had it happen.
You're in the middle of likekind of an important it could be
an important conversation andthen all of a sudden somebody
wants to interrupt to say helloor just have a full-blown
conversation in the midst ofyours.
That person really doesn't knowanything about networking, so
this is a long game, nicole,right.
Speaker 2 (06:50):
Yes, it's definitely a long game because you're
building a relationship right.
So I get where some of thosesay an offer, sale by owner
expired, call you might get theappointment right away.
This is building relationships.
So after the events you couldcome home with 50 cards, which I
hardly ever come home with anybecause I know they're just
(07:12):
going to get thrown out.
But if you focus on those threepeople, you do have to take
that relationship to the nextlevel, right?
That was just step one that younow have them in your database.
You know, if you want to call itthat, what I've done after that
is the people that I've had agood conversation with.
Don't try to do this withsomebody that you didn't have a
(07:33):
good conversation with, becauseyou're wasting both people's
time.
But you know, anyone I connectwith on social media good
conversation or bad conversationI'll connect with them on
social media.
But the people that I had agood conversation with, it's
taking it to the next step,whether that's going to meet
them for coffee, for lunch, asI've been doing this more and
more, you can't really eat outevery single day.
(07:55):
I mean you could, but it's notalways the healthiest.
So I've gone on walks.
I just went on a walk the othernight with a of the, a top
agent in the area that I'venever met before.
Instead of meeting for coffee,we went for a walk and it was
great.
So, you know, just think ofthings that you're already doing
.
There's a book Never Eat Alone.
It's a really good book to kindof, you know, get your mindset
(08:18):
on this and it's just thinkabout what you're doing and who
you can invite to do.
Invite with you, because if youbecome a connector of people,
then they're also going to thinkof you for future business.
So, um, you have to build thatrelationship and that could take
time.
For some people it could bepretty quick, you know, but for
others, you're nurturing theserelationships for for a few
(08:38):
years and maybe forever.
Speaker 1 (08:40):
Well, and most of the people that you're meeting with
are they agents, are theysellers, are they buyers?
Are they in the industry,already buying as investors?
Because if you're a new agent,it could take a long time to
meet people who want to sell orbuy a house, since they only do
it every 10 years.
Speaker 2 (09:01):
Yep.
So I would say, out of allthese people in the beginning,
the first couple of years, noneof them bought or sold a house
with me.
But they referred me to people.
So I never approached them tosay, do you need to sell a house
, Do you need to buy a house?
It was finding out what theirbusiness was about and how I
could refer them and thennaturally, they would refer me.
(09:24):
So the first year that I reallydid networking, my husband would
joke around and say, like howmuch money are we going to spend
?
Because we had in my onenetworking group we had somebody
do the curtains, we hadsomebody do these built-ins.
We kept paying people to dodifferent things within our
house because I had met them.
We had an estate attorney doour will and he said this
(09:46):
networking is really costing usa lot of money.
Well, there's things that wewould have done anyhow, but
instead of me going outside, Istayed within the groups that I
was in and used their servicesand then in return, when they
heard of one of their clients orone of their friends or one of
their neighbors that was lookingto buy or sell, my name was top
of mind and they would refer me.
(10:07):
So that's really.
You have to go into networkingwith that mindset, as you know,
you know, but you can't assumethat they're going to use you.
But how can you get them tobecome one of your raving fans?
Speaker 1 (10:20):
How can you add value to their life and be in
contribution and just give, give, give and eventually something
works out.
Speaker 2 (10:31):
Many things work out right, exactly yes, do you?
Speaker 1 (10:34):
have a specific number of events that you target
to go to on a weekly basis or amonthly basis?
Speaker 2 (10:41):
I probably should.
In the beginning I would go toat least one a week as I was
growing the business, sometimesmore than one.
Like I said, I didn't even knowthe whole world of networking
existed, which some people mightthink that's crazy to not know
that.
But once I started, then youwould hear about other events
and other events.
My suggestion wouldn't be asmuch to focus on the number, but
(11:06):
find the right events to go to.
We joked about.
Is there a bad networking event?
Find an event that you feelcomfortable.
I tend to go to a lot of women'sevents.
I find that a lot of womenbusiness owners are very
supportive.
Often I do push myself to go tomore of a co-ed event just to,
(11:26):
you know, meet some new peopleand get outside.
But for me that's what I foundto be the most successful.
And now, when I go to theevents, you see some of the
people you already have builtrelationships with.
It's easy for them to sing yourpraises, introduce you to
somebody else.
It's easy for you to you know,share if you brought a guest and
introduce them.
So that's been my.
(11:47):
You know what I've done.
It just depends how muchbusiness you know, how much
relationships you want to buildfor business.
Like we talked about, it's along game.
So if you want, the more peopleyou can get in front of, the
more relationships you can build.
But just make sure you havetime for the follow up, because
if you're going and you're notdoing that step afterwards you
(12:08):
might as well just stay homethat night.
Speaker 1 (12:10):
That's true.
I take the action regardless ofwhatever ways that you target
for new business, and theconstant follow-up, I found, is
really where it happens andbeing in the contribution, like
I just know, I just mentioned,because that's where you set
yourself apart.
What type of women's events doyou go to?
Speaker 2 (12:32):
There was a group years ago that isn't quite as
large that it used to be, myfriend Heather Turner.
So anyone that's listening it'sopen.
She runs a women's lunch atRadnor Valley Country Club every
first Friday of the month, soyou know it's not always a
certain like group as much asanymore.
It's just reaching out to thepeople that I have built
(12:55):
relationship with and findingout you know where they're going
.
Years ago there used to be justmore specific ones that were
out there, but nothing, nocertain name anymore.
Speaker 1 (13:09):
So you go with and charity events as well.
Speaker 2 (13:10):
Right, yes, yes, and that was kind of by accident too
, that that wasn't as purposeful, um, but you know, I my parents
and my mom was always very bigand getting involved in charity
and, um, I followed suit kind ofby accident but, you know, you
know, just started gettingreally involved.
I used to be really involved inFox Chase Cancer Center,
started a chapter on the mainline that I ran for a few years,
(13:35):
and our whole board that wouldhelp with the chapter were
people that I met throughnetworking.
So we would, you know, we allcollaborated.
One person sold Stella and Dot,if you remember, when that was
a big thing.
We had one person that workedin a bank that was on the board.
So we formed an organization,you know, together to raise
money for cancer research andthen we would all invite all of
(13:58):
our clients, all of our sphere,all of our friends to the event.
And those charity events became,you know, another networking
event.
It was a way to get face toface, you know, with people and
build relationships.
And when you're building arelationship for something that
people are really passionateabout, you know that's something
that people don't forget.
(14:19):
So, you know, even years laterpeople have come up to me and
you know we'll share a storyabout about the hospital and how
it's changed their life.
Me and you know we'll share astory about about the hospital
and how it's changed their lifeand think how thankful they are
that money was raised.
So you know, everyone's charitycould be a different thing.
But I would say, if you arepassionate about something or if
(14:39):
you're not passionate aboutsomething, start going to
different charity events to seewhat you could become passionate
about and giving your time, youknow, to that charity whether
it's attending an event or beingpart of it could really, you
know, help with buildingrelationships.
That role became a little timeconsuming as my real estate
(15:02):
business grew and it became alittle challenging to try to
raise $100,000 a year for cancerresearch.
So now our team does it on asmaller level.
Each year we pick fourcharities that our team supports
, so one charity a quarter andwe use those as our client
events, as our team buildingevents, and it goes back to
(15:25):
inviting people into your world.
So when we have a client eventand it's about a certain charity
we're able to share, whilewe're passionate about that
charity, we're able to invitethat charity into the events and
build relationships throughgiving back, through the charity
.
Speaker 1 (15:43):
So good, it's awesome .
So the question, because youcan't really control through
networking when you'resomebody's going to refer your
business, so how do you say,okay, I want to sell X number of
properties a year.
How do you ensure that happensthrough the networking fleet?
Speaker 2 (16:09):
Right, it's a good question and I would say I mean,
it's just like anything else inreal estate.
Right, it's a numbers game.
So, yes, you don't know ifthey're going to refer you, but
if you build enoughrelationships then you'll be
able to know what your pipelineis like.
So, you know, might not be acertain number that you can,
(16:30):
that you can say, but I know ifI'm behind on my goal or the
team's behind on my goal, then Ineed to reach out to those
people that I've alreadyconnected with you know again,
finding out how I can help themwith their service, people that
I'm closer with setting certaingoals, and saying you know, I
have this goal this year.
You know I would love yoursupport in it if you know
(16:51):
anybody and in return, how I canhelp you.
So it's just still touching onthem and making sure that you're
connecting with them.
You can't just sit back andhope that people will.
You know the phone will ring.
You have to reach out to themand, you know, be that top of
mind person.
I will say one thing I'velearned about this way of
(17:13):
building business is it works inany market when, when you build
relationships, people are goingto already like, know and trust
you.
So in a down market you'restill getting the referrals.
You know, in a market that'sbusy you're getting the
referrals.
So I find that it's very triedand true because you know you're
(17:34):
not depending on outsideinfluences.
You're you know you're thesethe people that call.
When I especially agents on ourteam when I give them a lead
from a referral source throughnetworking or through my sphere,
it's not really a lead, it's abuyer or a seller.
So we don't have to do thatwhole conversion process and
(17:55):
build that relationship and youknow, call and email and text
and try to get them to respond.
So I've always found it's a loteasier and very consistent.
But you can't just assume thatit will just work.
You have to work it, you haveto follow up.
Speaker 1 (18:10):
You have to think.
I want everyone to be clear.
You still are making phonecalls.
They're just to people that youknow because you build a
relationship with them.
You're not sitting therewaiting for your phone to ring.
Speaker 2 (18:23):
So you are still making calls.
Speaker 1 (18:26):
I said I've never went to a settlement that didn't
first start with a conversation.
It's true, can't have a closingif you didn't have a
conversation with somebody.
So, regardless of who you arecalling, how you are calling,
you still have to call people.
That's what I want people tohear.
You still have to take actionon a daily basis.
(18:47):
Nicole, do you have a schedulethat you follow?
Speaker 2 (18:51):
Yes, I mean, I spent a lot of my time now is, you
know, running the team, but I domake sure and this is a low
number, you know running theteam but I do make sure, and
this is a low number, but I'vebeen doing this 18 years.
But you know, I do make sure.
I have at least fiveconversations via phone a day,
whether that's with anotheragent in the industry or
somebody you know within mysphere.
(19:12):
And then I probably have about15 conversations a day on social
media and by conversations.
It's not just liking a post orsaying so cute, right, you know
I'm DMing people.
You know, finding out, askingquestions, finding out how they
are doing, you know, stayingvery top of mind with people.
So, you know, and when thatstops, you know the business
(19:34):
will stop.
So because, as now and anyonewatching everybody knows a few
real estate agents, right, we'renot, we're not that rare to
find.
So you have to be the personthat stands out and always they
might even forget about you,even if you had a great
conversation or a wonderfullunch.
But you know they need to knowthat you care and that you're,
you know that you're still outthere and by reaching out.
(19:58):
So it's, you know, phone andsocial media is my main way of
communicating with people.
Speaker 1 (20:04):
So that's interesting .
So you're having conversationswith people again, conversations
with people through DMing on, Iguess, like either Instagram or
Facebook Messenger, and you'remaking sure that you're
conversing on a daily basis.
Speaker 2 (20:20):
Yes, and it's not normally about real estate.
I mean, I'm sure you'refamiliar with the Ford method,
so the Ford method is you talkabout family, occupation,
recreation and dreams andnaturally, when you start asking
other people questions abouthow's your family, how's your
job, are you going away, are youdoing anything fun, they
(20:41):
normally don't just answer thequestions and say goodbye, right
.
They naturally ask you well,how's everything with you, how's
real estate?
And you know it engages in thatconversation to be able to you
know.
Share whatever it is that youwant to share about your real
estate business.
Speaker 1 (20:59):
Yeah, exactly, I think we get so caught up in not
wanting to do the work that wefind ways to not do it instead
of ways to do it, becausethere's a lot of different ways
that you can do it, but you justhave to do it.
You have to take the action,especially now in today's market
(21:19):
.
You find you have to talk tomore people today, nicole.
Speaker 2 (21:22):
I mean, I'm pretty talkative, so I probably talk to
more people.
Right now I'm at my house, butI'm barely at home.
I'm rarely in the office.
People you're going to do thismethod.
People aren't going to justcome to you to buy or sell a
house.
You have to get out and youhave to, you know, go meet
people where they are.
I just try to get more involvedsocially with things and you
(21:46):
know that fills my bucket, so itworks out nicely.
But I do like alone time and Ido like downtime as well.
But if I can go to a lunch with30 people, I'll do that over.
You know, making five phonecalls.
Speaker 1 (21:59):
Well, I think it's all comes down to where each
person excels at, and sometimesyou've got to start with the
basic things of just making thephone calls.
It gives you that confidence tothen go out and do other things
, to do that networking.
And if you combine the twoyou're making calls and you're
(22:22):
doing the networking over timeit really increases.
Your business could be two,three, four fold from what you
had started with to begin withyeah, you have to practice.
Speaker 2 (22:35):
I mean, I've been, you know, script practice.
I still do script practice.
Right, you don't the peoplethat refer you somebody you
might not know you.
So you still have to make sureyour skills are sharpened and
that you know you're good withconversion on those people and
moving them forward in thedirection of being becoming a
buyer or seller.
So it's not just everybody,everyone doesn't just call and
(22:58):
say they want to buy a house.
You still have to do the work.
Speaker 1 (23:01):
You know I heard something yesterday interesting
and I do this all the time.
For example, every time I'm atthe hair salon I make sure
because I go often once a week Imake sure that my appointments
are booked for the next sixweeks.
And you know, last summer Ibooked them from May until
(23:22):
September.
I knew when I was going so Icould plan around that.
But it's the same thing in realestate If you're talking to
somebody or you're having anetwork meeting with somebody
whatever on the phone, in person, you want to always get that
next step booked.
So they may say I'm not ready tosell to September.
Okay, that's great, let's dothis, let's set a tentative date
(23:45):
in June or July to talk aboutsales strategy.
So it's like they know you'regoing to call, they're expecting
Maria Nicole going to call inJune in the morning, because
that's the best time for them totalk about the next steps, to
prepare in advance.
Because otherwise I find thatif we don't have a next step
(24:06):
planned in the calendar bookedwith somebody, even if it's like
just penciled in, then when wecall it's that dreaded thing of
hi just following out with you.
I hate that.
Speaker 2 (24:21):
Yeah, you could just ask permission and networking it
would be.
You know, hey, it's okay if Ijust give you a call and check
back in, like you know, becauseif it's not as purposeful, but I
agree, yeah, exactly Same thing, same thing.
Speaker 1 (24:33):
If I contact you, I know you said you're you.
You said the property'soccupied through the end of the
year with a tenant and you wantto sell in 2026.
It's okay if I give you a callin October and I can do a market
analysis for you, somethinglike that, whatever it is, but
planting that seed of the nexttime you're going to connect or,
(24:55):
oh, I have somebody I'm goingto refer you to for plumbing,
whatever.
Can I give them yourinformation?
I don't know.
I always find that it's easierif you had asked permission in
advance and just call.
Speaker 2 (25:10):
And make sure you follow up.
That's the other key, becausesometimes people will say can I
follow up?
And then they don't follow upand then that makes you look bad
.
But I think you used a greatexample, like even if you prefer
a plumber, don't forget tofollow up and say, hey, how did
that plumber work out Right?
It's another easy touch.
I recently have been using thissend later option on the.
(25:31):
If you have Android, you'vealready had this, but on iPhone
you can now send a text later,so it has a follow-up as soon as
I have the last textconversation.
So if I sent them a plumber andthey said the plumber's coming
next week, I can do a send latertext from a week from now.
Right, this you know today andit gets sent to them.
(25:52):
And that's really been helpingme with my follow-up and making
sure that I ask a question inthe text.
So then that way they need toanswer and reply.
Speaker 1 (26:00):
That's a good reminder.
In our CRM we also have eachschedule in advance.
It's a good reminder to do thatbecause even though I have a
list of tasks every day a youthfollow-up boss, a list of tasks
that I have to do and followingup, and then some days I don't
get to all the tasks becausethere was 72.
Speaker 2 (26:24):
Right, yeah, that's a little hard.
Speaker 1 (26:26):
So then I'm backlogged, so then I'm like
scrolling through and I canautomatically it's like you know
, we talk about this all thetime it's it's hinges swing big
doors.
It's the little tweaks that wedo in our business like that,
like a scheduling, an automaticthing already done, that is
(26:49):
something now you don't have tothink about.
You did it already and now it'smade sure that it's done.
That little tiny thing couldreally open big doors for your
business because you're touchingthem again, you're touching
them again and you already didthe work to touch them.
So I think that's reallyimportant.
You look at all the little tinytweaks and I'm thinking about
(27:13):
this constantly, constantly.
Can I improve the customerexperience, the client
experience?
How many more touches can Itouch with them?
Because it's still, even thoughwe have a lot of touches, it's
still not enough of touches.
(27:36):
It's still not enough.
It's still not enough.
So how do I add?
So I'm like, okay, so after theappointment they're going to
get this.
Or before the appointment wealready sent, they get that.
And then, after the actual theysigned, they get this.
And it's just to keep thatcommunication flowing and you
know that that care part of it,which you know for a lot of
(27:56):
people it's really hard to doyeah, we have to stay top of
mind at all times.
Speaker 2 (28:01):
So they're singing our praises and then they come
back to us.
Speaker 1 (28:04):
It it's it works, work, works, work.
It's the name of the game.
So, nicole, this is directeddirectly to you.
Guilty pleasure, what's yourguilty pleasure?
Speaker 2 (28:14):
I mean, my guilty pleasure is I just love going to
the beach.
So, um, I try to do as much aspossible to spend five weeks
down the shore each summer, andwhen I go to the beach I do not
look like this, I'm very casualand very relaxed, and just you
know.
So that's, I'd say, that's good.
What beach do you go to?
Speaker 1 (28:36):
We go to Ocean City, new Jersey, fantastic that's a
great way to spend time withyour family and the beach is so
beachy.
The ocean and the waves and thesounds of the ocean, and it's
so relaxing, I get so excitedeven thinking about it.
I love the beach too.
I go down.
We get weekends.
(28:57):
So then July, August, Thursdaynights I work on Fridays from
there.
Speaker 2 (29:02):
But yeah, I mean it's easy to work from there still,
but we started selling at theshore.
We do a good amount of ourbusiness there, so then I can
have client events andnetworking and do all the fun
things at the shore.
We do a good amount of ourbusiness there, so then I can
have client events andnetworking and do all the fun
things at the beach.
Speaker 1 (29:14):
I love it, I love it.
That's fantastic.
And so, nicole, this is to youagain, personally what are you
most excited about for yourpersonal future?
Speaker 2 (29:22):
Most excited.
Well, my kids are getting older, they're in eighth and ninth
grade and my husband's comingclose to retirement.
So just thinking about our,like, next steps I mean, we
still have, you know, years togo, but we recently purchased a
place in Naples, florida, sohoping to spend more time in
(29:44):
Florida in six years.
So, just you know, thinkingabout that and working towards
that goal.
Speaker 1 (29:52):
That's amazing.
I have several friends thatmoved to Naples over the last
several years, so they all loveit.
That's really exciting.
Speaker 2 (30:01):
Good, good for you, it's just Philly, so everybody.
You just run into people fromall over Philadelphia when you
go down there.
Speaker 1 (30:09):
Well, in the nice weather, yeah, with palm crime,
no trash.
We could go on about the beautyof Naples and the beaches are
incredible.
Yeah, it's beautiful, it'sbeautiful.
Well, I appreciate you, nicole,appreciate you on Be the
Solution.
You certainly have thenetworking dialed in on that.
(30:30):
So that's awesome, good for youand we'll have you on dialed in
on that.
So that's awesome, good for you, and we'll have to come.
We'll have you on again laterin the year.
Speaker 2 (30:37):
Thank you, thank you.
This is Be the Solution podcast and I am your
host, Maria Quattrone.
Today I have Nicole Klein fromhere in the Philadelphia Metro
Market, Nicole's with eXp, andNicole has been in industry for
quite some time and today we aregoing to pack her superpower,
(00:22):
which is networking, hersuperpower, which is networking,
and that is how Nicole has beenable to grow her business
through all these years.
Speaker 2 (00:32):
So welcome Nicole, Thank you.
Thanks for having me.
Speaker 1 (00:34):
Oh, my pleasure Networking, networking,
networking.
So I have a question Is thereany bad networking?
Speaker 2 (00:42):
Oh, there's lots of bad networking.
Yes, especially after you'vebeen doing it a while, your
patience is a little different.
Why?
Speaker 1 (00:49):
did you choose that as your path?
Speaker 2 (00:52):
So after I had my second child she is currently 13
, I started getting a littlemore, taking my business more
serious and I took a class at myprevious brokerage.
That was a lot of callingpeople whether it was people you
knew, or for sale by owners andI remember going to my office
(01:13):
manager and I was like I don'tlike this, this is not my style
and I really don't want to do it.
And he goes, so don't.
And I was like, oh, that wasn'tthe answer that I expected him
to have, especially since thiswas the main focus of the class
that I was attending.
He said but you have to figureout something else.
If you're not going to do that,then you need to figure out
(01:36):
what you do like to do and bereally good at it.
Well, I like talking to people,as I'm sure everybody in real
estate does.
We wouldn't be in this industryif we didn't like people.
And I didn't really even knowthe world of networking existed.
To be honest, I had been homefor a little while with my kids
and went to a networking eventand just really loved it.
(02:00):
Truth be told, I probably likedit because I was a lonely mom
and was really happy to meetsome people.
So I think I probably went moreto make some friends than to
actually get some business.
But I quickly learned thatbuilding relationships through
networking was how you getbusiness.
(02:21):
So that's how I got started andthen started making that turn.
I just didn't want to pick upthis really heavy device and
start making phone calls, whichI know you're very good at.
Speaker 1 (02:32):
Well, that's another story for another day.
We could talk about that for along time.
So people think networking isjust going out and meeting
people.
But it's much more than justgoing out and meeting people.
So what is it that you do thatif somebody replicated your
(02:54):
system could successfully earnbusiness that way?
Speaker 2 (02:59):
So, like you said, you have to treat it like a
business model.
You can't just treat it asgoing out to lunch or going to a
happy hour.
Otherwise you can go there,collect a bunch of cards and
your business won't change.
So it took me a little while tolearn what worked well and how
to use my time wisely.
I would say for anyone that'sgoing to a networking event and
(03:21):
to me a networking event couldbe very specific you buy a
ticket, you go to a networkingevent, and to me a networking
event could be very specific youbuy a ticket, you go to a
networking event.
It could be a charity event, itcould be a neighborhood party.
I've made anything be anetworking event at this point.
But what I do at every eventthat I go to is try to meet at
least three new people.
(03:42):
So when you go to the event, Iam very outgoing normally, but,
just like most, when you go intoan event that's in a room of
people you don't know, it canfeel a little intimidating at
times to just go up andintroduce yourself to somebody.
So try to find a group ofpeople.
When you go to a networkingevent, don't look for two people
(04:05):
talking to each other.
It's harder to interrupt twopeople and introduce yourself.
It can sometimes be rude.
So look for a group that'sthree or more and, you know, go
up and I always say that I putmy big girl shoes on and get the
guts to walk up to somebody youknow and introduce yourself at
the event, because thatsometimes can be really hard for
(04:28):
people to do.
That first introduction isafter you talk with those people
that you engaged with and youdon't want to go up and say what
you do like Hi, I'm in realestate, what do you do?
That's what everybody is sayingat a networking event.
So think about what's going oncurrently.
I I try not to talk aboutpolitics either, so not that
(04:49):
type of current events.
But you know, maybe today yougo to a networking event.
Your opening might talk about,like, what's just going on on
the calendar.
Do you have anything coming upfor for spring break?
Do you have any trips coming up?
What are your summer plans?
So ask them something that'spersonal, because people tend to
talk a little more and open upmore when it's something that
(05:11):
they get excited about talkingabout.
And then, after you engage withthose people, ask the person
that you've connected with.
Who's somebody else that youknow here.
Right, it was already hard towalk up sometimes to that group,
but ask them, is there anyonehere that you could here?
Right, it was already hard towalk up sometimes to that group,
but ask them, is there anyonehere that you could introduce me
to?
So it's almost like I play agame of tag at a networking
(05:32):
event and it's like you meet oneperson and then you tag them
and say, okay, you're it, you'regoing to help me meet the next
person.
And then once I have either metthree new people or had a
deeper connection to somebodythat I already know, then I know
that that was a successfulnetworking event.
There's obviously more thingsthat you do afterwards, but at
the actual event, that's how Ihandle meeting people and
(05:55):
building relationships while I'mat the event.
Speaker 1 (05:57):
That's smart asking somebody who you met or you know
there to introduce you tosomebody else.
It's like a warm introductionversus going to stand go.
Stand next to somebody,interrupt them while they're
talking to somebody else and tryto input yourself.
Speaker 2 (06:15):
And it doesn't always go smooth, but that's the best
way to do it.
Speaker 1 (06:18):
You've seen that happen.
You've probably been part ofthat many times.
Speaker 2 (06:22):
And I've done it to be honest.
And then you realize like, oh,why didn't I take my own advice?
Speaker 1 (06:27):
Yeah, because people have had it happen.
You're in the middle of likekind of an important it could be
an important conversation andthen all of a sudden somebody
wants to interrupt to say helloor just have a full-blown
conversation in the midst ofyours.
That person really doesn't knowanything about networking, so
this is a long game, nicole,right.
Speaker 2 (06:50):
Yes, it's definitely a long game because you're
building a relationship right.
So I get where some of thosesay an offer, sale by owner
expired, call you might get theappointment right away.
This is building relationships.
So after the events you couldcome home with 50 cards, which I
hardly ever come home with anybecause I know they're just
(07:12):
going to get thrown out.
But if you focus on those threepeople, you do have to take
that relationship to the nextlevel, right?
That was just step one that younow have them in your database.
You know, if you want to call itthat, what I've done after that
is the people that I've had agood conversation with.
Don't try to do this withsomebody that you didn't have a
(07:33):
good conversation with, becauseyou're wasting both people's
time.
But you know, anyone I connectwith on social media good
conversation or bad conversationI'll connect with them on
social media.
But the people that I had agood conversation with, it's
taking it to the next step,whether that's going to meet
them for coffee, for lunch, asI've been doing this more and
more, you can't really eat outevery single day.
(07:55):
I mean you could, but it's notalways the healthiest.
So I've gone on walks.
I just went on a walk the othernight with a of the, a top
agent in the area that I'venever met before.
Instead of meeting for coffee,we went for a walk and it was
great.
So, you know, just think ofthings that you're already doing
.
There's a book Never Eat Alone.
It's a really good book to kindof, you know, get your mindset
(08:18):
on this and it's just thinkabout what you're doing and who
you can invite to do.
Invite with you, because if youbecome a connector of people,
then they're also going to thinkof you for future business.
So, um, you have to build thatrelationship and that could take
time.
For some people it could bepretty quick, you know, but for
others, you're nurturing theserelationships for for a few
(08:38):
years and maybe forever.
Speaker 1 (08:40):
Well, and most of the people that you're meeting with
are they agents, are theysellers, are they buyers?
Are they in the industry,already buying as investors?
Because if you're a new agent,it could take a long time to
meet people who want to sell orbuy a house, since they only do
it every 10 years.
Speaker 2 (09:01):
Yep.
So I would say, out of allthese people in the beginning,
the first couple of years, noneof them bought or sold a house
with me.
But they referred me to people.
So I never approached them tosay, do you need to sell a house
, Do you need to buy a house?
It was finding out what theirbusiness was about and how I
could refer them and thennaturally, they would refer me.
(09:24):
So the first year that I reallydid networking, my husband would
joke around and say, like howmuch money are we going to spend
?
Because we had in my onenetworking group we had somebody
do the curtains, we hadsomebody do these built-ins.
We kept paying people to dodifferent things within our
house because I had met them.
We had an estate attorney doour will and he said this
(09:46):
networking is really costing usa lot of money.
Well, there's things that wewould have done anyhow, but
instead of me going outside, Istayed within the groups that I
was in and used their servicesand then in return, when they
heard of one of their clients orone of their friends or one of
their neighbors that was lookingto buy or sell, my name was top
of mind and they would refer me.
(10:07):
So that's really.
You have to go into networkingwith that mindset, as you know,
you know, but you can't assumethat they're going to use you.
But how can you get them tobecome one of your raving fans?
Speaker 1 (10:20):
How can you add value to their life and be in
contribution and just give, give, give and eventually something
works out.
Speaker 2 (10:31):
Many things work out right, exactly yes, do you?
Speaker 1 (10:34):
have a specific number of events that you target
to go to on a weekly basis or amonthly basis?
Speaker 2 (10:41):
I probably should.
In the beginning I would go toat least one a week as I was
growing the business, sometimesmore than one.
Like I said, I didn't even knowthe whole world of networking
existed, which some people mightthink that's crazy to not know
that.
But once I started, then youwould hear about other events
and other events.
My suggestion wouldn't be asmuch to focus on the number, but
(11:06):
find the right events to go to.
We joked about.
Is there a bad networking event?
Find an event that you feelcomfortable.
I tend to go to a lot of women'sevents.
I find that a lot of womenbusiness owners are very
supportive.
Often I do push myself to go tomore of a co-ed event just to,
(11:26):
you know, meet some new peopleand get outside.
But for me that's what I foundto be the most successful.
And now, when I go to theevents, you see some of the
people you already have builtrelationships with.
It's easy for them to sing yourpraises, introduce you to
somebody else.
It's easy for you to you know,share if you brought a guest and
introduce them.
So that's been my.
(11:47):
You know what I've done.
It just depends how muchbusiness you know, how much
relationships you want to buildfor business.
Like we talked about, it's along game.
So if you want, the more peopleyou can get in front of, the
more relationships you can build.
But just make sure you havetime for the follow up, because
if you're going and you're notdoing that step afterwards you
(12:08):
might as well just stay homethat night.
Speaker 1 (12:10):
That's true.
I take the action regardless ofwhatever ways that you target
for new business, and theconstant follow-up, I found, is
really where it happens andbeing in the contribution, like
I just know, I just mentioned,because that's where you set
yourself apart.
What type of women's events doyou go to?
Speaker 2 (12:32):
There was a group years ago that isn't quite as
large that it used to be, myfriend Heather Turner.
So anyone that's listening it'sopen.
She runs a women's lunch atRadnor Valley Country Club every
first Friday of the month, soyou know it's not always a
certain like group as much asanymore.
It's just reaching out to thepeople that I have built
(12:55):
relationship with and findingout you know where they're going
.
Years ago there used to be justmore specific ones that were
out there, but nothing, nocertain name anymore.
Speaker 1 (13:09):
So you go with and charity events as well.
Speaker 2 (13:10):
Right, yes, yes, and that was kind of by accident too
, that that wasn't as purposeful, um, but you know, I my parents
and my mom was always very bigand getting involved in charity
and, um, I followed suit kind ofby accident but, you know, you
know, just started gettingreally involved.
I used to be really involved inFox Chase Cancer Center,
started a chapter on the mainline that I ran for a few years,
(13:35):
and our whole board that wouldhelp with the chapter were
people that I met throughnetworking.
So we would, you know, we allcollaborated.
One person sold Stella and Dot,if you remember, when that was
a big thing.
We had one person that workedin a bank that was on the board.
So we formed an organization,you know, together to raise
money for cancer research andthen we would all invite all of
(13:58):
our clients, all of our sphere,all of our friends to the event.
And those charity events became,you know, another networking
event.
It was a way to get face toface, you know, with people and
build relationships.
And when you're building arelationship for something that
people are really passionateabout, you know that's something
that people don't forget.
(14:19):
So, you know, even years laterpeople have come up to me and
you know we'll share a storyabout about the hospital and how
it's changed their life.
Me and you know we'll share astory about about the hospital
and how it's changed their lifeand think how thankful they are
that money was raised.
So you know, everyone's charitycould be a different thing.
But I would say, if you arepassionate about something or if
(14:39):
you're not passionate aboutsomething, start going to
different charity events to seewhat you could become passionate
about and giving your time, youknow, to that charity whether
it's attending an event or beingpart of it could really, you
know, help with buildingrelationships.
That role became a little timeconsuming as my real estate
(15:02):
business grew and it became alittle challenging to try to
raise $100,000 a year for cancerresearch.
So now our team does it on asmaller level.
Each year we pick fourcharities that our team supports
, so one charity a quarter andwe use those as our client
events, as our team buildingevents, and it goes back to
(15:25):
inviting people into your world.
So when we have a client eventand it's about a certain charity
we're able to share, whilewe're passionate about that
charity, we're able to invitethat charity into the events and
build relationships throughgiving back, through the charity
.
Speaker 1 (15:43):
So good, it's awesome .
So the question, because youcan't really control through
networking when you'resomebody's going to refer your
business, so how do you say,okay, I want to sell X number of
properties a year.
How do you ensure that happensthrough the networking fleet?
Speaker 2 (16:09):
Right, it's a good question and I would say I mean,
it's just like anything else inreal estate.
Right, it's a numbers game.
So, yes, you don't know ifthey're going to refer you, but
if you build enoughrelationships then you'll be
able to know what your pipelineis like.
So, you know, might not be acertain number that you can,
(16:30):
that you can say, but I know ifI'm behind on my goal or the
team's behind on my goal, then Ineed to reach out to those
people that I've alreadyconnected with you know again,
finding out how I can help themwith their service, people that
I'm closer with setting certaingoals, and saying you know, I
have this goal this year.
You know I would love yoursupport in it if you know
(16:51):
anybody and in return, how I canhelp you.
So it's just still touching onthem and making sure that you're
connecting with them.
You can't just sit back andhope that people will.
You know the phone will ring.
You have to reach out to themand, you know, be that top of
mind person.
I will say one thing I'velearned about this way of
(17:13):
building business is it works inany market when, when you build
relationships, people are goingto already like, know and trust
you.
So in a down market you'restill getting the referrals.
You know, in a market that'sbusy you're getting the
referrals.
So I find that it's very triedand true because you know you're
(17:34):
not depending on outsideinfluences.
You're you know you're thesethe people that call.
When I especially agents on ourteam when I give them a lead
from a referral source throughnetworking or through my sphere,
it's not really a lead, it's abuyer or a seller.
So we don't have to do thatwhole conversion process and
(17:55):
build that relationship and youknow, call and email and text
and try to get them to respond.
So I've always found it's a loteasier and very consistent.
But you can't just assume thatit will just work.
You have to work it, you haveto follow up.
Speaker 1 (18:10):
You have to think.
I want everyone to be clear.
You still are making phonecalls.
They're just to people that youknow because you build a
relationship with them.
You're not sitting therewaiting for your phone to ring.
Speaker 2 (18:23):
So you are still making calls.
Speaker 1 (18:26):
I said I've never went to a settlement that didn't
first start with a conversation.
It's true, can't have a closingif you didn't have a
conversation with somebody.
So, regardless of who you arecalling, how you are calling,
you still have to call people.
That's what I want people tohear.
You still have to take actionon a daily basis.
(18:47):
Nicole, do you have a schedulethat you follow?
Speaker 2 (18:51):
Yes, I mean, I spent a lot of my time now is, you
know, running the team, but I domake sure and this is a low
number, you know running theteam but I do make sure, and
this is a low number, but I'vebeen doing this 18 years.
But you know, I do make sure.
I have at least fiveconversations via phone a day,
whether that's with anotheragent in the industry or
somebody you know within mysphere.
(19:12):
And then I probably have about15 conversations a day on social
media and by conversations.
It's not just liking a post orsaying so cute, right, you know
I'm DMing people.
You know, finding out, askingquestions, finding out how they
are doing, you know, stayingvery top of mind with people.
So, you know, and when thatstops, you know the business
(19:34):
will stop.
So because, as now and anyonewatching everybody knows a few
real estate agents, right, we'renot, we're not that rare to
find.
So you have to be the personthat stands out and always they
might even forget about you,even if you had a great
conversation or a wonderfullunch.
But you know they need to knowthat you care and that you're,
you know that you're still outthere and by reaching out.
(19:58):
So it's, you know, phone andsocial media is my main way of
communicating with people.
Speaker 1 (20:04):
So that's interesting .
So you're having conversationswith people again, conversations
with people through DMing on, Iguess, like either Instagram or
Facebook Messenger, and you'remaking sure that you're
conversing on a daily basis.
Speaker 2 (20:20):
Yes, and it's not normally about real estate.
I mean, I'm sure you'refamiliar with the Ford method,
so the Ford method is you talkabout family, occupation,
recreation and dreams andnaturally, when you start asking
other people questions abouthow's your family, how's your
job, are you going away, are youdoing anything fun, they
(20:41):
normally don't just answer thequestions and say goodbye, right
.
They naturally ask you well,how's everything with you, how's
real estate?
And you know it engages in thatconversation to be able to you
know.
Share whatever it is that youwant to share about your real
estate business.
Speaker 1 (20:59):
Yeah, exactly, I think we get so caught up in not
wanting to do the work that wefind ways to not do it instead
of ways to do it, becausethere's a lot of different ways
that you can do it, but you justhave to do it.
You have to take the action,especially now in today's market
(21:19):
.
You find you have to talk tomore people today, nicole.
Speaker 2 (21:22):
I mean, I'm pretty talkative, so I probably talk to
more people.
Right now I'm at my house, butI'm barely at home.
I'm rarely in the office.
People you're going to do thismethod.
People aren't going to justcome to you to buy or sell a
house.
You have to get out and youhave to, you know, go meet
people where they are.
I just try to get more involvedsocially with things and you
(21:46):
know that fills my bucket, so itworks out nicely.
But I do like alone time and Ido like downtime as well.
But if I can go to a lunch with30 people, I'll do that over.
You know, making five phonecalls.
Speaker 1 (21:59):
Well, I think it's all comes down to where each
person excels at, and sometimesyou've got to start with the
basic things of just making thephone calls.
It gives you that confidence tothen go out and do other things
, to do that networking.
And if you combine the twoyou're making calls and you're
(22:22):
doing the networking over timeit really increases.
Your business could be two,three, four fold from what you
had started with to begin withyeah, you have to practice.
Speaker 2 (22:35):
I mean, I've been, you know, script practice.
I still do script practice.
Right, you don't the peoplethat refer you somebody you
might not know you.
So you still have to make sureyour skills are sharpened and
that you know you're good withconversion on those people and
moving them forward in thedirection of being becoming a
buyer or seller.
So it's not just everybody,everyone doesn't just call and
(22:58):
say they want to buy a house.
You still have to do the work.
Speaker 1 (23:01):
You know I heard something yesterday interesting
and I do this all the time.
For example, every time I'm atthe hair salon I make sure
because I go often once a week Imake sure that my appointments
are booked for the next sixweeks.
And you know, last summer Ibooked them from May until
(23:22):
September.
I knew when I was going so Icould plan around that.
But it's the same thing in realestate If you're talking to
somebody or you're having anetwork meeting with somebody
whatever on the phone, in person, you want to always get that
next step booked.
So they may say I'm not ready tosell to September.
Okay, that's great, let's dothis, let's set a tentative date
(23:45):
in June or July to talk aboutsales strategy.
So it's like they know you'regoing to call, they're expecting
Maria Nicole going to call inJune in the morning, because
that's the best time for them totalk about the next steps, to
prepare in advance.
Because otherwise I find thatif we don't have a next step
(24:06):
planned in the calendar bookedwith somebody, even if it's like
just penciled in, then when wecall it's that dreaded thing of
hi just following out with you.
I hate that.
Speaker 2 (24:21):
Yeah, you could just ask permission and networking it
would be.
You know, hey, it's okay if Ijust give you a call and check
back in, like you know, becauseif it's not as purposeful, but I
agree, yeah, exactly Same thing, same thing.
Speaker 1 (24:33):
If I contact you, I know you said you're you.
You said the property'soccupied through the end of the
year with a tenant and you wantto sell in 2026.
It's okay if I give you a callin October and I can do a market
analysis for you, somethinglike that, whatever it is, but
planting that seed of the nexttime you're going to connect or,
(24:55):
oh, I have somebody I'm goingto refer you to for plumbing,
whatever.
Can I give them yourinformation?
I don't know.
I always find that it's easierif you had asked permission in
advance and just call.
Speaker 2 (25:10):
And make sure you follow up.
That's the other key, becausesometimes people will say can I
follow up?
And then they don't follow upand then that makes you look bad
.
But I think you used a greatexample, like even if you prefer
a plumber, don't forget tofollow up and say, hey, how did
that plumber work out Right?
It's another easy touch.
I recently have been using thissend later option on the.
(25:31):
If you have Android, you'vealready had this, but on iPhone
you can now send a text later,so it has a follow-up as soon as
I have the last textconversation.
So if I sent them a plumber andthey said the plumber's coming
next week, I can do a send latertext from a week from now.
Right, this you know today andit gets sent to them.
(25:52):
And that's really been helpingme with my follow-up and making
sure that I ask a question inthe text.
So then that way they need toanswer and reply.
Speaker 1 (26:00):
That's a good reminder.
In our CRM we also have eachschedule in advance.
It's a good reminder to do thatbecause even though I have a
list of tasks every day a youthfollow-up boss, a list of tasks
that I have to do and followingup, and then some days I don't
get to all the tasks becausethere was 72.
Speaker 2 (26:24):
Right, yeah, that's a little hard.
Speaker 1 (26:26):
So then I'm backlogged, so then I'm like
scrolling through and I canautomatically it's like you know
, we talk about this all thetime it's it's hinges swing big
doors.
It's the little tweaks that wedo in our business like that,
like a scheduling, an automaticthing already done, that is
(26:49):
something now you don't have tothink about.
You did it already and now it'smade sure that it's done.
That little tiny thing couldreally open big doors for your
business because you're touchingthem again, you're touching
them again and you already didthe work to touch them.
So I think that's reallyimportant.
You look at all the little tinytweaks and I'm thinking about
(27:13):
this constantly, constantly.
Can I improve the customerexperience, the client
experience?
How many more touches can Itouch with them?
Because it's still, even thoughwe have a lot of touches, it's
still not enough of touches.
(27:36):
It's still not enough.
It's still not enough.
So how do I add?
So I'm like, okay, so after theappointment they're going to
get this.
Or before the appointment wealready sent, they get that.
And then, after the actual theysigned, they get this.
And it's just to keep thatcommunication flowing and you
know that that care part of it,which you know for a lot of
(27:56):
people it's really hard to doyeah, we have to stay top of
mind at all times.
Speaker 2 (28:01):
So they're singing our praises and then they come
back to us.
Speaker 1 (28:04):
It it's it works, work, works, work.
It's the name of the game.
So, nicole, this is directeddirectly to you.
Guilty pleasure, what's yourguilty pleasure?
Speaker 2 (28:14):
I mean, my guilty pleasure is I just love going to
the beach.
So, um, I try to do as much aspossible to spend five weeks
down the shore each summer, andwhen I go to the beach I do not
look like this, I'm very casualand very relaxed, and just you
know.
So that's, I'd say, that's good.
What beach do you go to?
Speaker 1 (28:36):
We go to Ocean City, new Jersey, fantastic that's a
great way to spend time withyour family and the beach is so
beachy.
The ocean and the waves and thesounds of the ocean, and it's
so relaxing, I get so excitedeven thinking about it.
I love the beach too.
I go down.
We get weekends.
(28:57):
So then July, August, Thursdaynights I work on Fridays from
there.
Speaker 2 (29:02):
But yeah, I mean it's easy to work from there still,
but we started selling at theshore.
We do a good amount of ourbusiness there, so then I can
have client events andnetworking and do all the fun
things at the shore.
We do a good amount of ourbusiness there, so then I can
have client events andnetworking and do all the fun
things at the beach.
Speaker 1 (29:14):
I love it, I love it.
That's fantastic.
And so, nicole, this is to youagain, personally what are you
most excited about for yourpersonal future?
Speaker 2 (29:22):
Most excited.
Well, my kids are getting older, they're in eighth and ninth
grade and my husband's comingclose to retirement.
So just thinking about our,like, next steps I mean, we
still have, you know, years togo, but we recently purchased a
place in Naples, florida, sohoping to spend more time in
(29:44):
Florida in six years.
So, just you know, thinkingabout that and working towards
that goal.
Speaker 1 (29:52):
That's amazing.
I have several friends thatmoved to Naples over the last
several years, so they all loveit.
That's really exciting.
Speaker 2 (30:01):
Good, good for you, it's just Philly, so everybody.
You just run into people fromall over Philadelphia when you
go down there.
Speaker 1 (30:09):
Well, in the nice weather, yeah, with palm crime,
no trash.
We could go on about the beautyof Naples and the beaches are
incredible.
Yeah, it's beautiful, it'sbeautiful.
Well, I appreciate you, nicole,appreciate you on Be the
Solution.
You certainly have thenetworking dialed in on that.
(30:30):
So that's awesome, good for youand we'll have you on dialed in
on that.
So that's awesome, good for you, and we'll have to come.
We'll have you on again laterin the year.
Speaker 2 (30:37):
Thank you, thank you.
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