Steven L. Burch (00:00) All right. Welcome to the Leading Lane podcast. So kind of a fun little topic here. We're going to bounce around, but bring it all the way full circle here. But, ⁓ actually your office has been doing some hysterical videos. I see them. All over the place. The most recent one was one of your agents dancing on top of your conference room table in an elf costume with all of you guys else around the table, like cheering her on. So one, didn't, told you, didn't know if that was AI is that pre-recorded? Like, is this real? But you guys legit had her on top of the table dancing. All right. So tell us how did that originate? What came about? Why? Ashley (00:36) in a Buddy the L costume. have you watched Elf? ⁓ So it's when he's in the mail room. If you remember, he's in the mail room and he starts doing this dancing and whatnot. So I'm assuming that the girl saw it on another TikTok and thought that it would be funny to do and Dana is always up for anything here. She is popular for her mouse theatrics response as well. So no, actually we got it. She like hopped up on the table and everyone, it's just so funny. Steven L. Burch (00:45) yeah, yeah. Mm-hmm. Ashley (01:12) Like everyone started doing it at the same exact time and like we all fell in unison, but she was legit on the table, legit had a, there was no AI involved. Um, but it was more or less talk about how excited we are for December, which is next week. to believe. Um, you know, but where that I think comes into play, I mean, is we send each other ideas all the time. Like I'll watch someone else's TikTok and be like, Oh my gosh, we should do that. Right. That's normally how almost all of our TikToks happen as we see someone else doing something similar. we decide to do it and for us, think it's important, know, real estate is ever changing and it is just today's reality that you have to be engaging with your clients and find ways to either entertain people or to find new clients. I know for a fact, know, that one other ones, I mean, people send me messages all the time about like, oh my gosh, those were hilarious or. my gosh, you guys must have so much fun in your office. know, all those types of things. have, Charles told me that his daughters, friends all started following us on TikTok. But right, like if you were to think about that outside the box, like, okay, they're in their young twenties, like when they go to potentially buy in the next three to five years, like who do think they're going to turn to? Like they're watching and they're engaging with our company. ⁓ but there has been, as always, some negativity that surrounds when people get attention. I think that's the world we live in. Um, so we've had some people reach out to other agents that have said, you know, made dumb comments like, you guys even work or, you know, um, must be nice to just be filming Tik Toks all day, which also, I mean, do you watch them? They're like 30 seconds. So like 30 seconds out of my 14 hour day, I don't, I don't think that that's where all that we're doing. Um, Steven L. Burch (03:03) And also let me say it. I'll say it for you. Look at the numbers. Like the numbers don't lie. Your sales are there. So obviously you guys still sell a real estate and you have fun doing it. So just want to make sure we. Ashley (03:15) Great, but that's what I I think that like, it's because we have fun at work that we can then turn around and have good experiences with our clients because we know we have the support back at the office. We know we can trust one another. We enjoy coming to the office, right? So I think all of that leads into people doing well in their career. I mean, I know for a fact, I worked somewhere where I was miserable and I didn't want to go to work and that obviously impacts. production. think, you know, it's, it's the ability to, I think it's like the let them like brushing that off, right? So like, if I were to hear something like that, I would, I could care less, and I will keep on going about my day. And I will think about the people that enjoyed it, laughed it. my God, I love it. can't wait to see the next one. I think that was even, I think the girls had done one, like, where they like their legs were intertwined. And then somebody commented, like, ⁓ Where are the boys? And then so sure enough, the boys found the Pamela pumpkin one, right? I mean, like that all came off of someone being like, how come the guys aren't in this? Right. So, ⁓ it just shows like they're waiting and they're engaging. And I think that we live in a very negative world in general. ⁓ and we have to just find ways to be the light or like be positive, but also just to be like, not worth my time and effort. I don't know if you've seen those, ⁓ Steven L. Burch (04:21) way. Ashley (04:41) TikToks lately where it's like, uh, I just had to ignore my client's texts. Have you seen those? So it's, it's wild. So I think it's a lot of like hairstylists, but it'll be like, um, their client will be like, Hey, something came up and you fit me in at, um, 8 30 PM on Christmas Eve. That's the only thing that works for me. Or, you know, I understand that you're, you have plans with your family on Christmas day, but I really want my hair done for. Steven L. Burch (04:47) Mm-mm. Ashley (05:11) pictures or something like that. And it was like just choosing to ignore those text messages or whatnot. So I think that is more of a reality is like, we just have to choose to ignore some of it, but otherwise take it as an opportunity. Like obviously it's bothering some people, which in the same sense means you're doing something right. Steven L. Burch (05:30) But I mean, also these same people that are the naysayers, the haters, whatever you want to call them, they obviously had to watch it or see it. So that is one of those little tick, you know, for views for engagement. So thank you. That's the purpose, right? Ashley (05:37) They're helping with our engagements, so thank you. And you know, like when people say that we can't do something or they're like, all it does is make us want to do more. I'm like, watch me now. Steven L. Burch (05:55) Yep. So I think you're right. it's one, it's marketing, right? That's the main thing. You got people to engage, you got people to watch, and you got people to be able to talk about you. Good, bad, indifferent, it doesn't matter. You got people to talk about you. And that's all about marketing. Ashley (06:01) Like 101. Steven L. Burch (06:14) And I think it's super important to emphasize what you were talking about as far as like the world is already a negative. This industry is already ever turning. It's evolving all the freaking time. It's a tough industry. Like good for you for guys having fun. Like that's like you have to create that culture and keep that culture going. Because as a leader, I think that if you dwell in the negativity and like if you're not pulling people up and being the light for them, you're going to as a group be down in the dumps together and that's not the positive place to be. Ashley (06:48) You know what, one day I talked on TikTok the other day, which I like made a, say anything a little bit is like, you're the weather. Like as a leader, like you're the weather. So like, you bringing in the storm? Are you bringing in the sunshine? Right. So I sometimes it's easy to just kind of try to go with your like daily, daily basis. if you can, in your meetings or whatnot, try to be, you know, positive, fun, et cetera, for that short amount of time, like that just helps other people versus if you're negative all the time, like it just. cancer that grows, right? So it's just a matter of time to be more sunshine. Steven L. Burch (07:20) Absolutely. And, you know, I think with the marketing aspect of things, ⁓ I had an event that, not really an event, I was watching him on one of the forums that we both are on. And really, you know, there's, there was a t-shirt, the name is upside down on here. A, I don't even know what the fad or like what the hype is or what the meaning is of having Words upside down on hats and t-shirts and everything else, but that's what's ⁓ Ashley (07:51) it must it has to do with this like handstand thing it must be like all these teeny boppers doing handstands. Steven L. Burch (07:56) I have no clue what it is, right? But it was requested and we produced it and people can purchase it and also people can keep on scrolling. Right. But somebody was, you know, being negative and they're entitled to their opinion. That's totally fine. ⁓ but I really commend what somebody else had stepped up and was like, maybe we should like had it from a different perspective. Maybe this should be, ⁓ creating an opportunity that has somebody asked you about why is your logo or the name upside down? Ashley (08:04) No, Steven L. Burch (08:26) to start a conversation. And really this person pointed out like, look how many people have interacted on this one post, this one photo, right? How many conversations are here? Like this ⁓ is what marketing is all about. Have conversations with people and how it's curated, like, and created. Like that's a different story and have different approaches. You don't just do the same old thing waiting for somebody to call you, yet create these opportunities out there. Ashley (08:34) about a t-shirt. Steven L. Burch (08:55) So I think it is all about the perspective and it is doing something that is going to maybe be outside of the norm a little bit. And that is okay. And it's also okay that you're not going to get everybody's approval. You're not here to get everybody's approval. It's totally okay. Ashley (09:12) Yeah, I think the other part of that too is ⁓ not only like negativity, but I think like when things go wrong, not necessarily in transactions, but you know, we've had a couple things here where people had like services that were maybe not provided well or whatnot. And I think that if you can take that as an opportunity to help the other person, so like I always tell our team, right, like If we're doing something wrong, like we'd want to know so that we could fix it. We could put different protocols in place. so I people, it's like, have the extremes. You have the people that are especially keyboard warriors. ⁓ but we'll talk about like all the negatives, point out all the negatives. Then you have the other people that like are concerned about something, but they won't say anything because they're concerned of how that will be perceived. Where if you just were professional, voiced your concerns, right? It can then be like left off of you, but I mean, maybe you help someone change a protocol in their business because you're like, Hey, that, didn't feel right. Or I don't know if you made it like this, maybe feel this way. And like, you know, sometimes people at the top don't understand what's going on on the bottom until someone mentions like, Hey, this didn't feel right. Or this probably shouldn't happen that way. And then you can help to lead them to have better businesses. Cause now they realize that there was a gap in their services. Steven L. Burch (10:29) And I think really what you just described is the closed mindedness, right? Like you have the two extremes of both two different sides of how people can be closed minded, closed minded and the negative and not going to look at a different perspective, closed minded that they're not willing to speak up and say anything, right? So they're two, so that you need to be in between those in my opinion. And you're absolutely correct. If you can actually help somebody else. see it from a different perspective, understand it from a different perspective, because in reality, you know, we all, each and every one of us has a completely different view on the world, completely different view on life and how things should go. But if you internalize everything and there really is something majorly wrong, how is it ever supposed to be corrected? How are you supposed to help that person, that business grow and evolve? What if that one time that you brought something to light, was able to have them shift and have a huge drastic change in their whole business. Ashley (11:30) I know that you know that I struggle with food. Like, you'll always watch my face because I'll get my steak and then I'll be like, and then I'll just try to eat around it. And then you're the one and I'm sure from your background, but you're like, no, no, we're sending that back. So right, like I get that. I, for some reason, there's this guilt we feel in when we don't get what we wanted. But in all reality, like that kitchen isn't going to know that they were messing up or that it didn't come through or that maybe they're Steven L. Burch (11:43) Mm-hmm. Ashley (11:58) you know, maybe part of their burner is broke or something, right? Like we just don't know and it's not a bad thing. It's just, I remember Stephanie did the same thing too when we were in Michigan and I think I got a, that bad drink I got? And then she was like, excuse me, excuse me. I was like, no, no, no, I'll drink it, it's fine. But you know, it's also like, it's not the waitress's fault. So you feel bad about those things. But I think if we just try to turn it to, the other piece of it is just if you're kosher about it, like if you're not rude, like this is horrible, but like I just. Steven L. Burch (12:09) Yeah. Thank Ashley (12:27) I must have ordered it wrong, which we realized I ordered it wrong. You know what mean? Like I think people are way more apt to be helpful and serving of you if you're appropriate in your response to them or to your concerns versus a yelling or swearing or any of that. Like I just had one where I like outlined my problems. I outlined what I thought their solutions would be. And I mean, they took them and they were very kind with them. And I think that that's all people want. Steven L. Burch (12:54) It's all about the approach, right? Approach and perspective and understanding that like I try to really put myself in the other person's shoes, right? Like making sure that how would I receive this if I were them and like, how do I need to go about addressing whatever the situation is with them? And you know, there's, there's a lot of times, depending on if I know the person or not, like a certain employee that I always have to say and end with, let me be perfectly clear. This is not anything negative. This is not a bad thing. Like I have to make sure I truly articulate those things for them to be able to receive and comprehend what my message is trying to be delivered. So just making sure that you're, looking at it from their side and your approach. ⁓ and it really, like, it doesn't have to be confrontational. It's. ⁓ Ashley (13:46) I I think I get that like as a leader, like whenever you call someone in your office, they automatically think that something's wrong. So I will always be like, hey, like do you have a couple minutes? And then someone's eyes will get big and then they'll come in and be like, there's nothing wrong. You're not in trouble. I just need to have a conversation with you. So I think, yeah, you have to like set that tone in order to not have like defense mechanisms hop right in right away or anything like that. Steven L. Burch (13:51) Yes. Yeah. And I think it's asking, you know, those damn good questions of making sure that you have a true understanding. And sometimes it's listening, like in those situations, like, yes, you want to give them the feedback, but also it's you need to maybe understand a little bit more of the realm of what is truly happening. So asking better questions before you start that approach to be able to deliver that over. Yeah. Ashley (14:32) for sure. Steven L. Burch (14:34) I think it's great. Like everybody's going to have an opinion, right? Like somebody told me before, I think you said this, right? Just like everybody has a belly button. ⁓ and so, and it is what it is, right? Like you have to let them, there's going to be constant shade. There's going to be constant, like people throwing things at you on daggers, saying negative things. It is what it is. Like lo and behold, legit yes, she, we got an email from our MLS association. Ashley (14:40) you Steven L. Burch (15:05) that we're getting fined because we have a logo in our photos. Well, it's not our logo. It's Luke, our mascot, in a dog house. Ashley (15:10) Mm. No. Steven L. Burch (15:19) in the photos. And so they put Luke, mascot, corrugated sign in the dog house. And now the somebody reported us and we're in the line. Sell some real estate. Go sell some real estate. Ashley (15:31) going say and who reported that my goodness gracious. I think we have it where, you know, we give out a lot of plush stuff to animals of Luke. And I mean, I am not kidding. Like there are many times where pictures like they're on the kids' beds, because it's their stuff to animal. Like I'm not gonna, you know what mean? Like we're not, it's not a market. It's wild what people try to, that goes back to like jealousy and not, you know, too much time on their hands. And I just go back to like, just focus your time on the people that are kind. Those are the people that we care about their opinions, not anybody else. Steven L. Burch (16:10) And I told my team when they brought it to me is I am glad that we have competitors sitting behind the freaking screen going through and taking the time to inspect our photos to then write a formal complaint to submit to the association because the more that we can keep them behind their computers means the less they're out there making relationships and selling real estate. So let them. So we can go sell more real estate. So. Ashley (16:19) going on. They're not selling. Exactly. Steven L. Burch (16:39) Good conversation, as always. Make sure you tune into the next one and we'll see you when we see you.