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How Improving Her Speaking Helped this Realtor Better Serve with Her Clients with Paige Schulte - Ep #81

I'm joined this week by a real estate specialist, entrepreneur, podcast host and Speak Up to Level Up member, Paige Schulte. In this conversation she shares her unique perspective for how speaking has played out in both business to business (B2B) and business to consumer (B2C) worlds.

We also talk around how speaking can help be an accelerant for your business not only to get exposure but more so how can we be more intentional around all of the micro opportunities that are around us every day whether it's in a service-based business or a coaching business and looking for the opportunities to practice and get more confident.

In this episode we dive into...

  • The importance of practicing and using stronger language on Instagram stories and live streams
  • What happens when you approach one-on-one meetings and sales presentations like mini speeches
  • How to leveraging Clubhouse to test the waters in speaking and position yourself as an expert
  • Managing filler words, boundaries… and so much more

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LISTEN to the AUDIO of this episode:


About My Guest, Paige Schulte

Paige helps busy families find home sweet home in Gig Harbor, Bremerton, and Port Orchard. She’s a Senior Real Estate Specialist, entrepreneur, podcast host, and mom of three who’s always up for tacos and margaritas.

Connect with Paige Schulte on Instagram | Facebook |
Check out her podcast: Master your Real Estate Marketing Podcast

Check out these Video Tools Messaging: Loom I BombBomb

HEY! Are you an online entrepreneur ready to nail your message on podcasts, live streams and other virtual stages? Join me on my FREE training: How to Fill Your Programs Through Speaking WITHOUT Needing a Big Audience or Second Guessing What You Say


Full Episode Transcript

Heather Sager  2:10

Alright, friends, welcome back to another episode of the Heather Sager Show. I am here joined by one of my dear friends today, one of my clients, members of my speakup community and someone I've had the opportunity to be on their podcast and do guest teaching in the programs. Paige, you and I have worked together a lot over the last year. Paige Schulte, welcome to the program.

Paige Schulte 02:29

Thank you so much for having me. I feel such a privilege and it has been quite a journey between the two of us and you have done a lot for my business and so I'm happy to share here about what has worked for me in both on the core side and then in my, I feel like in my real life. I am a realtor. I sell houses in Gig Harbor, Washington. I scaled my business through virtual stages and obviously in-person speaking, so it's a little bit of everything.

Heather Sager  03:03

It's so funny because like on face value, you and I met two years ago around there inside, we were in another program together, a group coaching program together. We were both building kind of group programs, digital courses at the same time. It was fascinating to me, most of the people in my audience are course creators and here you are rolling in this badass realtor with a really good book of business. You're one of the top realtors in your area and you decided to launch a second company where you coach and teach realtors with their marketing. 

First of all, like hands down, you have a lot of amazing things going on and one of the reasons why, we're kind of switching seats because for the most part I've been a guest inside of your group so you're always like picking my brain, so today I'm going to like tackle you with all the questions. 

But what I've been really fascinated with you is you were in two different worlds, where you're in the business owner world working directly with customers and you're in this business world of business to business coaching other business owners. Your approach to speaking and marketing is different because you actually have to do B2B and B2C. business to business, business to consumer for those of you who don't speak acronyms. You have a unique perspective so I wanted to come on today to talk about all the things related to your business growth, like your online course versus your other business. Why don't you share a little bit about, so you are a realtor in Gig Harbor, Washington. Talk a little bit about the contrast between that and then also having an online course.



Paige Schulte  4:33  

Okay, when I got started I moved to Gig Harbor, I knew one person, and came in hot from California into Washington which is always a transition for all of us Californians but I went into real estate as a brand new baby real estate agent. I was an entrepreneur first and came into this space that is very crowded. And I said, you know what, how can I scale relationships quickly? I went to camera and I almost did micro doses. I said, you know what, I'm going to do Instagram stories. It's 15 seconds. I pretended, it wasn't very hard since I only knew one person, but I pretended as if I knew nobody and did not care if I kind of made a fool of myself. And so I allowed myself that grace.

Heather Sager  5:26  

You had nothing to lose.

Paige Schulte 05:31

Right, so I had nothing to lose. I was documenting instead of forcing myself to create which gave myself some grace too to say come with me as I explore my area or as I build my business. I did the same with the course too. I said come along with me let me teach you what i've taught myself, and now even still if you listen to my podcast even now I feel like my podcast listener sometimes know, okay this is clearly what Paige is working on, all of her guests are doing everything SEO-related, you know, where I'm doubling down in that area. 

Paige Schulte  6:10  

So I took the opportunity to show up in very small doses and get used to seeing myself on camera, getting more confident in the angles that I like, to looking at myself even though if I ever talk to somebody on the other side of the camera, they never look at me as critically as I do. I reminded myself, in the back of my mind, if I'm not going to get stuck as a perfectionist. I have to post and go. That's how I started to say just post and go, don't rewatch it. You came into my life at the perfect time when i was, you know, ready to level up and say how do i not start every single instagram story with okay, okay, okay, and practice some different words to start myself off and become more aware of how i was speaking to my audience so that i came across more polished.

Heather Sager  7:07  

Yes, okay i love this, and what was fascinating was you took some of the things we talked about inside the Speak Up to Level Up and just in our conversations before you even joined. You started applying them not only in your program but you were also applying it to your like client work, so working in that too. So part of today's conversation, feel like I'm on Clubhouse, let me set the room. Part of today's conversation is around not just how speaking can help be an accelerant for your business to get exposure but, more so, how we can use, be more intentional around all of the micro opportunities that are around us every day whether it's in a service-based business or a coaching business like looking for the opportunities to practice to get more confident.

Applying lessons learned from online world toward the offline world

Paige Schulte  07:54

It was interesting when I was starting out in real estate to take everything that I learned in the online world and apply it toward the offline world and then I switched it. I really took the things that I was learning in terms of telling my story being it, just yesterday somebody booked online for a listing appointment and I went to the listing appointment. I had the opportunity to sit down with them. Talk a little bit about my journey when it was appropriate, to create that rapport one on one with them and share the facts that related to their house and everything like that but really just take that online relationship and put it in-person on a micro stage at their kitchen table. 

Those are interesting opportunities especially when we look at how to create the most human connections. We were talking about this mini impromptu retreat that we did this past weekend. All of those women i had met online through video and all of that kind of stuff and then we were getting the opportunity to sit down one on one together and share our stories and have different conversations that we're still relating to like creating our expert, you know, establish ourselves as an expert in our field but then also bring our personality to actual real life.

Heather Sager  09:24 

How is it working with talking with real humans again, like not on a screen? You guys were actually in an airbnb. I'm still kicking myself that I missed this girl's weekend.

Paige Schulte  7:54

I didn't mean it, like I said we were a little less productive, post COVID. I'm feeling completely unleashed in that way but it was really fun and it was like i said an amazing experience to have had these real relationships over the past couple of years with some of these online entrepreneurs from North Carolina coming across the country and meeting in real life for the first time. Some of it is interesting to see how personalities translate from Instagram to real life because you're like, oh I now I see why you are an online entrepreneur.

Heather Sager  10:09 

Okay, now I want to know what that means? I think a lot of times, I'll speak for me personally. I suppose people don't realize I'm an introvert, so put me in a like a party in a crowd of people I will connect with one person and that person will be my designated wing man whether or not they know it for the entire party. I don't like float from group to group to say hi to people. I find the one person that could protect me. 

So for me speaking like, Instagram Stories, it's easy for me to just shoot a story because I'm like one on one with someone but it's not like even though I'm broadcast messaging to, I mean it's not like my audience is huge, like the millions of people. It feels different so I think in-person it's probably fascinating to notice people who you think would be really outward, people really like expressive, can be actual huge introverts online. You see that like, Jasmine Star, huge introvert but obviously she's very sassy online and puts herself out there. There's a difference between that camera and like real life.

Paige Schulte 11:13

Yep and I think we found some of that out and some of it was what you see is what you get, and then there was a definite blend for other people. 

Heather Sager 11:21

Yeah, I think it's so fascinating. Okay, I'm curious so working back, we started working together a year and a half ago, almost, it's been over a year. Walk us through, so in your business, so both your real estate business and your coaching business. You teach marketing to real estate agents which is a phenomenal program. Any real estate agents listening you have to check out Paige's podcast and her in our program so we'll link to all that good stuff here. Talk a little bit about how your confidence in speaking and articulating yourself has changed. How is your business changed the more confident you've grown with using speaking in your business?

How to talk your success in an “edutainment” way

Paige Schulte 11:58

I think one of them , yeah, one of the things I hang on to the most when we talk about growing, it's almost growing as a celebrity in your own field. As you get to this the stages of the you how you grow in your in your industry, how you can talk about your successes and that's one of the things that you taught was how to tell your story from you know baby birth of business to where you are at present time without sounding boring and dull or so braggadocious that people lose interest and they're especially in a business like real estate where it's always you know peacock feathers flying like crazy. It's exhausting. Clubhouse is the worst for it, so i apologize for anybody who steps in on the Clubhouses with real estate agents. It's so how many houses have you sold? But there's ways to do it in a way that is both entertainment and educating, so edutainment.

Heather Sager 13:07

Edutainment, I love it.

Paige Schulte 13:08

Edutainment, right? You really taught me that it's like peppering your celebrity moments into your story and layering that in there to make it not only more interesting but provide your authority and make it approachable. That was definitely something that as I started to switch gears in talking with people in my own industry that was super, I had a hard time with imposter syndrome the first time I spoke on stages. I was watching one of my mentors interview me as a kind of an expert on the Instagram side back a couple years ago. That was my very first real estate conference which was interesting because as for as much as I do well in my own industry, I don't follow any other people in my business. I follow speaking coaches like you, the Jasmine Stars of the world and online marketers, not people in my industry because they're terrible at telling their own story and they make me want to gag with I don't care about your stats or if you're number one. I just don't care. 

Helping my students tell their story in a way that shows value and positions themselves and as an expert in their field without sounding dull and indulgent is a huge part of being able to translate not only their online persona but their relationships with their clients one on one because at the end of the day, you want those one on one relationships whether they be online or not. We've obviously figured out after our girls retreat that we can make some really good virtual friends but in a service-based business like we're in, we need to make sure that we can create that connection offline as well, and showing up well-spoken and showing up as telling a story through even the story in the landscape of what's going on in real estate right now has been a delicate balance of speaking and listening at the right times.

Heather Sager 15:16

When you talk about like the dropping the little golden nuggets of celebrity through your talk, as you've gotten more comfortable sharing your story both with clients and those like presentations, when you go to present to a new client. I think that's what you call it, right?

Paige Schulte 15:30

Listing presentations, yeah.

Heather Sager 15:32

So between that piece but also you do webinars. You did live webinars for a while for your program where you're writing your story to get people buy in. How have you noticed like what’s difference has it made as you show up and talk about yourself now? How is it now versus how it was a year ago?

Paige Schulte 15:47

Well, I could easily talk about I graduated from UC Davis and I worked for the Sacramento Kings and instead I can talk about how my goal and how what I strive for in customer service is really related to the training that I got when working for the Sacramento Kings. We answered every phone call live and so you dropped that nugget in there but it relates back as you've taught me to the value that I provide in customer service and my care for making sure they always get a live human when they answer the phone. 

You know it's not saying, oh yeah just send me a text message. It's literally call me. You know we're going to go back to the 90s when people had made phone calls. Having those nuggets, I wrote a book in 2019 about my city and a lot of times when I'm talking to my clients especially when we look at selling houses, I talk about not only being able to sell the house physically and make sure that it shines online and does all of that but I can talk about the relationship that the new buyer will have with the community and the businesses and all of that, and oh by the way I give them a book. I wrote it. You know, so it's saying I wrote the book about Gig Harbor without saying I wrote the book about Gig Harbor.

Heather Sager 17:24

Saying it without saying it.

Paige Schulte 17:17

Right, and sometimes it comes across as a little bit of a joke in that way but it's also helping provide and articulate my value that you know. When we're talking about the experience of telling stories and selling a house, we're telling the story of a house and the city that you live in and the reason why I'm good at it is because I have this amazing collection of stories that I have in this book and if they ever wanted to look at it every buyer gets a copy, that kind of stuff. I shouldn't have used the word, see? I get very nervous and we've lived right through it and your editor will help me out with that.

Heather Sager 18:00

We're good, we're good. So okay so one of the things I'm curious about is within your field and with who you like again that's interesting two sides, right, where you're working with as a coach or a teacher for other business owners but they aren't necessarily speaking on these big live stages. It's more than micro moments. One of the things I want to talk about is you don't have to be on a big stage to benefit from having stronger speaking skills. What are some of the ways that you've seen not only your confidence grow, but also how you've helped your clients grow their confidence just with speaking in general? The different ways that that's happened in the business. 

Paige Schulte 18:43

First of all, they just have to start. You have come into our group and given some amazing advice related to the technical stuff, the lighting, the camera angles all of that kind of stuff. It's understanding that you're showing up and giving them value that they have to get it from you. I saw one of my students recently. We are in a horrible low inventory problem with our buyers right now. It's really hard to work with buyers. We have no houses to sell and we need to educate our sellers about what an opportunity they have to sell their house. I've told all of my students. I said you have to go out there and help them understand with the Coronavirus if they're not paying attention they think the world is shut down. They're not following the news of the real estate market like we are. 

Video Messaging Tools used in creating connection with  your clients

One of the ways that I saw them do this and to have the confidence to get on stage. I'm talking Loom. We know Loom, video. If somebody is not familiar with the technology. It's a tiny little video where you can record your screen. And one of my students had the idea to do a CMA, which is a market analysis for a house on Loom and walk them through what it looks like for their house and show up as much as they can as a human during COVID, and educate them on the value of their house. It's such an amazing way to take the spotlight off themselves as somebody that says, here I am, you must watch me. But here, let me teach you about this amazing asset that you have. I think the fact honestly that the camera little shot is so tiny gives them enough momentum to be like, okay, I can do this. 

Heather Sager  20:39  

It's hardly even there. 

Paige Schulte 20:41

It's hardly not even there. Yeah, but you get to hear that voice and you get to have that conversation. BombBomb videos are another one. That are like little opportunities for them to serve their clients in a way that creates that connection a little bit better, and they get more and more comfortable with putting themselves out there. 

Heather Sager 21:02

I love it. I'm gonna I'm going to add to this for just a moment. What I hear a lot of times when people are like doing videos, they're like, oh, but I have to do my hair and makeup and all I have to get ready. I found. So we, the couple weeks ago, we had a huge ice storm here in the Portland area. One of the things that I always do. Anytime a new member joins Speak Up to Level Up, I send them a personalized video within 48 hours. So everyone who joins Speak up to Level Up, they get a video from me, of me actually filming it. And what I found is, I'll try to do it on days that I'm doing video because it just works easier. But if somebody joins on a Thursday, like I just got to crank that video out. And so when we were out of power, no internet, no cell phone service for almost a week.

Paige Schulte  21:47  

No hair dryer?

Heather Sager  21:48  

Yeah, no, none of those things, right? Hot mess. So I sent loom videos. I do it from my phone. I had two new students that joined during the ice storm. And I'm like, well, I gotta do it anyway, so I sent them both messages. One of them was from, I can't remember like one was from my car. One was from somewhere else, but I looked like a hot mess. And I just told them, hey, by the way, we got some power outages issues. Yeah, hopefully, things are gonna be a little different but here's what you can expect. 

So I share this because I think a lot of times in our heads, we think we have to show up perfectly but something like loom actually opens up this door of connection with your audience especially in a service-based business, you can use it in unexpected ways. So I love the fact that your clients are learning that they can do that, too. You need to be a little braver with that little tiny video bubble, but use it for a value of teaching for their clients.

Paige Schulte  22:40

Yeah. I mean, I was actually so blown away by not only overcoming the camera side, but finding I had never taught them how to do that. They knew about the services and stuff, and they had put it together and said, here's a way to serve my clients better. I think that comes from microdosing on a camera, you know, like getting yourself confident enough to say, oh, there's got to be a way that I can walk them through this without feeling like I'm pushing myself too much on somebody, but then establishing yourself as an authority and then also taking that relationship to the next level because people aren't going to remember that when they get that response back, and it's so timely. You don't have to set up a meeting and meet with them in a different place and all of that. You just, boom, here it is. It was awesome. 

I also, now switching to the core side, I had a conversation with Kerry Fitzgerald, who is in the e-commerce side and has launched a course for product-based businesses and subscription boxes. She was at the retreat that I was at. We were talking about webinars. I think a lot of people look at the whole webinar and get nervous and so when you and I had first engaged and work together we were talking about the signature story, how do I introduce myself without feeling weird and braggy and trying to talk about myself in my story. How do I do that in a more eloquent way, in a more natural way, in a more approachable way without rushing through it and making it less impactful? And then I also stumbled on the sale side and that was I was telling Kerry, it was like, not only did I break it up into sections and not force myself to get it all perfect right from the beginning. I got comfortable with the subject matter, comfortable with saying the whole thing and then took certain sections and tweaked them with your help as I went, so that I didn't overwhelm myself with feeling like it all had to be perfect right in the beginning.

Heather Sager  24:48  

Yeah. Okay. I love when he brought this up. The webinar thing has been something that a lot of people been asking me lately. Side note, I should do an episode specific to webinars here on the show. But the webinar thing, I think you're totally right. People instantly go webinar they clench everything because they know it's a sales presentation. So the question is do i tell people i'm selling in advance? It's just there's a lot of like nervous energy that's really unattractive energetically to your audience.

One of the things that Paige is talking about, one of the things I teach. I have a bonus inside of Speak up to Level up that i created because i had so many people ask these questions around how do you break your webinar up into sections to make it easier for yourself mentally for you and your audience to say okay section one, we are like warming things up, set an expectation. Section two, we're going through this. Section three. So how do you create that cadence? For you, you and I worked on that one on one to help give you like a power boost to make sure that you were feeling really good. Without giving away the farm here and making this all about webinars, what would you say was the one of the best tips or insights that you took away that shifted things for webinars for you?

Paige Schulte  25:58  

Well, i mean i had such a great case study. I did two webinars right away and then recorded the second one, sent it to you. I had enough time in between that you could pick it apart in an eloquent way that didn't make, you know, it was not in a bad way. I don't know that way but like really dissect it. Tear me down, build me back up but to dissect it and find the ways that it could be stronger. The last two webinars, making subtle changes, changing in very small things inflection. Obviously, bringing in price at the right time and making sure that the sequence was good so there were some bigger things, some smaller things that everything fell into place. We had so many more conversions. It was beautiful. I think you can take the cadence of a webinar and those pieces from start to finish and very easily translate that into like a listing presentation and you go from let's sit down and talk about your house and what a good experience looks like for you. Let's talk about me a little bit. Let's talk about the facts and then let's talk about the sales pitch at the end. So you can take webinar land right into an in-person presentation very easily, and then you watch your conversion soar. It's amazing. I would say and this is, nobody paid me to do this. But we talked about in the world of copywriting, like how copywriting is king and or queen, whatever we want to say. 

Heather Sager  27:50  

Royalty, copy royalty.

Speaking is as equally important as copywriting

Paige Schulte  27:52  

Yes, copywriting, you know you have to be good at copywriting but i think the speaking side is just as important especially when we're looking at spoken language when we get one on one with clients that are virtual or we get one on one with clients. You have to have both of those nailed and in order to get the clients in the door you've got to have an eloquent copy and in order to convert them on a high-end sales pitch on the phone, you've got to be able to tell your story right. Those two things have been areas where I've invested heavily in. I'm really grateful they've changed my business.

Heather Sager  28:27  

I'm so glad to hear that. I'm glad that you brought up that thing with copywriting because I think a lot of people, I know for me I'm like, wow copywriting I'm gonna hire it out. I hired it out and I've had great success with the copywriter that I'm used to hire out. What I've realized is, this is gonna be like a weird tangent here for a moment. But I was compartmentalizing sales copy from my speaking. 

I think all of us do this. We think sales page is different. We're like how's our sales page? Oh that person's working on that. Now, let me build my webinar. Let me just tell you friend, for anybody listening who does webinars, what's on your sales page is the same content that's in your webinar. The mistake, I shift those kinds of things totally different but we compartmentalize them because we don't know how to articulate them and most people do not understand how to use sales psychology in a successful way where it actually adds value to others and doesn't feel like a one night stand or feels like pushy. 

What we have to get more comfortable as business owners is what i talk about, what i preach all the time is a speaking coach isn't just for speakers. We all speak in our business so we have to get comfortable saying if we are the person conveying what our business is about, how confident are we are in our own abilities. If we're going to talk about our business, how can we expect other people to believe in our business?

Practicing how to articulate your value to your clients

Paige Schulte  29:43  

You know, I spent a lot of time looking at, especially starting my business. I grew my business very quickly and one of the areas it was how do I spend more money on marketing? Some of it was just how do I spend more time? We call it pitching or scripting in real estate which makes me want to vomit but it's really practicing how to articulate your value to your clients especially in a crowded market. Some of that wasn't even monetary, it was time. It was time practicing a webinar pitch in-person if you want to take it from the online world and push it over into real life which is listing presentation or a buyers meeting and articulating value and articulating what the hell is going on with the real estate market right now because it is a hot mess of emotion. Right now, it's been an interesting ride this year.

Heather Sager  30:38  

It did a lot of things but I think that piece there, people think about roleplay. Anybody who's ever worked in sales, they've had the roleplay skills but I think we kind of roll our eyes and compartmentalize that but at the end of the day like as business owners we have to anticipate what are people gonna ask us questions about? What are going to be those objections? What's happening right now with the pandemic with lifestyle being shut down in most areas, people aren't really traveling as much. It's going to start changing here more as more and more people get vaccinated. The world is going to start opening up at some point. We have to determine, 

Paige Schulte  31:08  

It's gonna be the roaring 20s by the way

Heather Sager  31:10  

Yeah, we have to

Paige Schulte  31:11  

It's going to be insane.

Handling price objections

Heather Sager  31:13  

It's going to be crazy. We don't quite know how to navigate but we do need to start anticipating what are those conversations going to be. So one conversation, i'll just give like the bonus tip for everyone that need to be practiced with articulation is how are you handling pricing objections? How are you handling somebody who goes like well that's too expensive? i can't afford that or whatever else. Those people trip up and just as well and they want to be defensive but those are this questions that engage the conversation so how do you articulate the value when somebody asks you that question? I think more people, that's an example of speaking. That's an example of how do i talk about, how do i talk about money, how do i talk about value, how do i talk about payment plans versus pay in full and describe the benefits. Those are all things that I think people want to hide from and they just want their website to do it for them but in your world it's relationship building. You can't you can't have a website do that for you as a real estate agent

Paige Schulte  32:09  

I mean I had somebody ask me the other day, they were like is there negotiation in your fee which comes up a lot especially in a seller's market. The beautiful part is in articulating the stories. It's the anecdotal evidence that says, well the last person that sold as a for sale by owner, I was able to get a $22,000 discount which just closed on Friday by the way.

Heather Sager  32:35  

I saw that story  that you have on Instagram, and I was like yeah

Paige Schulte  32:40  

I feel like every single real estate agent out there was like having their own glass of champagne over that because this is the market where everybody thinks they can do it themselves and because the emotions run so high. Those are the stories that you have to have in your back pocket that you can pull in anticipation of those conversations that do challenge your value. If you want some insurance that you know how to read a real estate contract that we've been trained on and spend a lot of time with and you have a buyer's agent on the other end of yours for sale by owner, imagine getting crushed by them when you get hidden snag in the process. 

Similarly, on the other side of my course business, I had somebody call today to pick my brain which please don't use that word to people. I can't even, I was like please don't pick my brain it hurts. I've seen her packing before. Anyway, but I had a conversation with her and I said hey by the way my course has this entire blueprint for success for you. I'm not trying to sell you on it but I'm letting you know that this is something that is available to you if you wanted to dig deeper. That was part of a bigger conversation but it was a really easy transition and segue way into if this sounds like a good fit for you, I have something else that really helps you go step by step and your business will skyrocket if you put in the work.

Heather Sager  34:09  

Yeah, I agree with that I think when you brought up that piece around somebody questioning like, oh well you negotiate your fee? I think a lot of people there's like a path that happens. There's one type of person who is going to be like oh okay i can come down immediately. There's another kind of person who will be mad, like mad and like defend of like I'm worth it blah, blah, blah. That's not helpful but there's somebody who's brave enough to have the conversation and like answering like a flat out I actually don't negotiate on fee but I'm wondering if you're asking this question because maybe you're concerned that the value won't be there and that you can have a conversation around value. I think yeah

Paige Schulte  34:46  

or remind, yeah, if you have additional services that you offer that other agents don't or you know your business provides that somebody else doesn't, your unique value edge, maybe they don't understand what your unique value edge is you need to dive deeper into explaining what that is to help them understand that. Usually, you come out on the other side and you're like done, dialed in everybody's happy and

Heather Sager  34:46  

maybe an invitation for you to be able to showcase how many other amazing things you have that you haven't been able to talk about.

Paige Schulte  35:20  

or it's a good pause, yeah, exactly where it's a good pause and says maybe we did skip that step during this process, you know during our live webinar in-person or over the phone in life 

Heather Sager  35:32  

I think that piece that you just brought up, the skip over, right? I think we think that people hang on every single word so when we go through something even on a sales call or we go through something a webinar and then somebody asks a question later, I know a lot of business owners like, I already answered that like why are they asking me that? I already covered that or others going yes they're interested because if people are asking questions like does your content drip, or is it all at once, or how long is your program, or do we get lifetime access, or do you have an extended payment plan? All of those things are an invitation that shows that they're interested. I think if we get more comfortable asking those questions and not going, oh we, like they weren't listening. I think it's everything that you say.

Paige Schulte  36:18  

I think the going back to the pace of the world right now when people when we come out of this and the world opens up, I mean after the pandemic, the spanish flu, we went right into the roaring 20s and I do think that we are going to have some of that of just unleashing of energy and all of that. I think that slowing down, there's going to be a lot of empathy that needs and grace that needs to happen with people just needing to talk for a very long time. As real estate agents, we end up having a lot of conversations with people who are inside their house and have no one else to talk to, five-hour listing presentations. It's freaking crazy right now. They need to talk through a lot of emotions, and so if you take the chance to hear and absorb before you react then you can actually answer questions and realize that the motivation of people is really just to learn more or feel really comfortable where they're spending their money like you're saying. 

I've had to become very patient especially in the market that we're in with buyers because it's so emotional they're losing by $100,000 or $1500 but they're losing multiple times and some of my clients are in a hotel. We just have to sit back and let them go through the emotions and then just simply respond in an abundance mindset knowing that people are here to spend money and I think that's what's going to happen when the world opens up again that people are going to spend money. People that have had their jobs have saved so much money, so course creators that are out there. Anybody who, if your audience has had a job, they have some money to spend and so if we take the time to listen and absorb it and then just purely respond from a space of abundance rather than reaction and frustration we're going to get a lot more done. I don't know. I just, I think that that's been my grounding of the conversations that I've had to have every single day with clients in an emotional space. The core students that are coming to us or to you that want their business to be more successful or want their business to take off in a different way, they're looking for that kind of stuff. They're looking for reassurance that they're making the right decision.

Building relationships and being of service to your audience

Heather Sager  39:00  

I love this insight around the emotion piece of giving people space just to build relationships. I think in the pace of the online space so many people are like but what's the sale? What's the time they join our funnel to the average time where they spend money? It's just like people become numbers. 

I think 2021 in my opinion is going to be the year where we start slowing down and going you know what let's just build relationships. Let's show up and figure out how can we be present with other people, listen to other people, figure, I hate the term, like I think it's so overused, to add value. I feel like this is like a phrase that doesn't mean anything to anymore because it's now a buzz phrase but it's the phrase that I'm using is just how do we be of service. How do we of service? Whatever that means to the audience I think it will circle back and we need to trust with that so whether it's service-based business or an online-based business whatever that looks like I think slowing down to serve is what, as cheesy as it sounds, it's what humanity needs.

Paige Schulte  40:01  

I think Clubhouse is for as much of a time suck as clubhouse is. I think clubhouse has been so refreshing in the way of like okay this is something new. There's excitement in making those connections even though it's somebody that I've been following for a while. I feel like I know them already and now I got a chance to actually talk to them and now they're showing up on my podcast. It's like shortening that relationship and I think it's fascinating to have the audio-only aspect.

Heather Sager  40:36  

Yeah, I agree but,

Paige Schulte  40:40  

an end to that point because this is a speaking podcast and being articulate with your 32nd intro. Please for the love of god keep it short and then also ask your question, you know we're still learning the nuances there. But I do think that Clubhouse has given opportunity for people to make some new connections that I think that people have been yearning for. Going into 2021, I had a different experience as an online course creator because I am willing to talk to a lot of my students on the phone whereas a lot of other ones aren't and because I mean real estate we answer the phone a lot since we're driving all the time. I can't text. I can't press buttons while I'm driving. We end up bluetooth-ing and having hands-free conversations, for the record, police officers that might have been

Getting on the phone with your clients / students to build connection

So that has been also an amazing conversion tactic which has just fallen into how my life works but I talk to a lot of my students more often on the phone than most course creators do because I am not afraid of it. Overall, I think people are super respectful of all of our time as busy entrepreneurs so nobody's stalking me and calling me and taking advantage. 

Heather Sager  42:08  

I think this is a good tip because what you're doing is you're challenging what people teach, right? I'm not going to go off on this tangent but some pint of good use. I have a big issue with, I'm going to get flack for this. People are always talking about their boundaries and building up all these boundaries. It's just, ahh, okay. Let me just tell you this real quick. I get really really frustrated when I'm talking to people online and they make it feel like they never work. I know, I know I shouldn't have any judgment on that but if I'm trying to work with a service provider like someone,  don't make me feel like I am the absolute least priority under the sun. I don't need you to work all hours a day but I need to feel like you are ready for me even if you only work two hours a week.

That's one of the things that I've learned. That there's a lot of conversations around putting up boundaries. Your boundaries are, they're for you when you need to have them but your client really shouldn't be like privy to how little you work. I don't know. That's just my personal opinion. That just feels weird to me but that was a tangent. What I'm loving you saying here is you already do well with phone calls. You love that connection. That's how you start as friends and I think anything I've read in the online space nobody else would say that's a good idea. And I love that and I think that's a really, really smart thing because for you it works and it creates value for your audience who also uses the phone with their people, right?

Paige Schulte  43:28  

I think for me I've always said, okay there are normal constructs for whatever best practices exists right now in the online space but what actually works for my audience, for busy real estate agents, they want to have access to a course whenever they aren't busy and so adjusting my course faster than the timeline of the guru's say works for me. Having the ability to call somebody, I mean my phone number is everywhere. If any of my students wanted to call me, they could. They are very respectful. My phone numbers plastered on a frickin billboard. Literally, on a billboard. It's at the end of all of my emails too because I have dual roles as also being a real estate agent and my SEO is so on fire right now. 

For as many core students as I have, I don't get phone calls of people saying hey I saw that you have a course. Can I talk to you about it? Nobody does that. If anybody's out there being like maybe I could talk to my core students. You totally can and they will be respectful and you don't have to say that you know, they've been, I don't put a lot of boundaries on my life. I wish I did, outwardly, but I'm a real estate agent and an entrepreneur and the truth is that you know entrepreneurs building businesses work a shit ton of hours. If I pick up a phone call with somebody and I say I have 10 minutes, they're super respectful and then we can continue the conversation through Voxer or something like that but i don't like to be put off myself when i'm spending thousand of dollars with an entrepreneur that's helping me like build something as important as my website or something like that. I can respect their boundaries but I also want to have access at the appropriate times.

Heather Sager  43:28  

Yeah and I think boundaries are important. For the record, I will say that I think boundaries are important. I think a lot of people talk about boundaries like it's a bulletin board for “here's all the time I don't work and will not be working on your business”.



Paige Schulte  45:47  

this tool of being I'm so great that I'm untouchable in terms of how you can access me. Truth be told, we all know that when you get somebody on the phone you can convert them better. Every single person I've ever had a conversation with when I can articulate my value well has converted to a sale.

Heather Sager  46:12  

Phone sales work really well. You know, it's funny that you talk about the phone number piece that most people don't actually take advantage of it. I remember that reminded me back when I was in corporate one of the executives in our very large company. He used to give his phone number from the stage to all of the audience like thousands of people. Somebody asked about it later. He's like here's the thing of me giving my phone number all these conferences for the last decade, I literally have never received a single phone call but the fact that I'm giving it to them creates this trust factor that's through the roof that they knew if they had to use it they could but nobody takes advantage of it. 

I learned that lesson in there that sometimes like throwing things out there as a, it's like perceived value with authenticity, right? You don't put something out there that you don't ever want somebody to take advantage of, like it has to be authentic but sometimes I think like, I know early in Speak Up to Level Up. I had Voxer hours when our program was just a dozen people. It's like Voxer hours reach out to me and people barely use it. I was like well, it wasn't that it was not a cool thing but people were very respectful and they use the Facebook group and they use live interaction times. We don't have that anymore but we have other ways that we connect but i think that is something. I think this is a good idea for us to reimagine how we connect with other people so that we can just talk like a normal person and build relationships.

Paige Schulte  47:33  

Yeah, I mean it's definitely something, especially in the course world, when Zoom isn't, I remember right when COVID happened and I'm in Washington so we had the first US outbreak up here in the Seattle area. I got on it quickly. We had a pivot to profit webinar before zoom was a thing. When I was like, oh okay these people really could use my course and I opened the course again, it was a different experience for all of those people because they had had three to six months of zoom by the time, you know, in the two times that I launched in 2020. I can tell you if you have more conversations with people one on one, it's a lot of time. We have to create some boundaries about how many calls you take and stuff like that and make sure that you get your time out of it or what are they, you know, seven-minute goals or something. You could probably really create some major conversions if you rethink the live webinar launches in 2021 because of the zoom fatigue.

Heather Sager  48:45  


Paige Schulte  48:45  

I'm fatigued just watching my husband work all day. He used Zoom all day every day and he is not on a webinar taking a masterclass. He's just literally working. 

Heather Sager  48:58  

People need connections. We just opened up this new thing. I hope that you're able to attend here soon. This new thing inside Speak up to Level up. It's called a monthly lab where people come. It's on Zoom but it's just networking. It's networking and practice. People practice, just go into breakout rooms two to four people and they get to practice, their stories, their interviews, whatever it is that people need to practice but what I'm noticing is people are hungry to connect with other people in chat of not just sit on Zoom and watch, but hungry to actually collaborate and connect. It's a really really beautiful thing but I foresee more of those things happening, more networking events, even if they're virtual but more of that where it's less pushing information out and more collaborative episode on this by the way, but yeah more of that piece around talking and building relationships and connections.

Paige Schulte  49:51  

Yep and that's honestly with that we, I think we had one roundtable where we like what's working and what's not working but when we did this retreat, it was really just a really amazing group of women that wanted to hang out and talk about life, business, you know, a fair amount of venting because a lot of us were in the real estate space and then just connecting again in real life. It was something that we've never realized that we had missed so much, I think, which is crazy and sad. All right. Oh, dammit. COVID.

Heather Sager  50:29  

Oh, my gosh, what a year, what a year. Okay, so thinking about, so those listening, most people listening are coaches, or service providers, or course creators. If you had to give them one tip to help them increase their level of confidence talking about their business, what would be one tip or strategy that you would share today to help people out?

Paige Schulte  50:49  

Hire Heather Sager. 🤣

Heather Sager  50:52  

Beyond the given.

Showing up and being of service as the #1 way to scale your business

Paige Schulte  50:53  

I know. I'm sorry. Yeah, I feel like it's as cliche as it comes of just getting started and just getting out there. Coming in and being of service is the number one way that I scaled my business as fast as I did. Every time I go into a Facebook group, a networking event in-person, even those micro opportunities within your own company because I still work in an office with a bunch of other agents, even those opportunities to take the stage and share something that's worked for me coming from a place of abundance and sharing with my fellow colleagues who are also my competition. That will always come back to you. And I think it's made a huge difference in the success that I've had in knowing that I am a resource for my community, I'm a resource for my industry.



Heather Sager  51:53  

I love that I think that's a really beautiful way for us to put this up in a bow. I think that word of service that is slowly becoming my unexpected word of the year is focusing on that. I think if we had more of that, it actually would help us be less nervous, less caught up in our own head around what we're going to say, or how we get it right, or all the filler words and all those things. I think if we just focused on how can we show up and serve, it puts the emphasis on the audience and not on our own.

Leading through change

Paige Schulte  52:20  

Yeah, always shining the light on other people. I'm working on doing that and just kind of watching the good things that are coming out of my course and the successes that are happening and how do we get them, how do we give them the opportunity to speak on that on my own podcast. And then in my business, on the real estate side, talking about the successes that they've had a pivoting through COVID and shining a light on our small businesses and helping them get back out there and get their doors back open and get people safe and feeling comfortable and coming and supporting our small businesses that keep our businesses humming and our communities strong.

Heather Sager  52:58  

You've been a really good example of leading through change this year. I think that's one of the most important things as a business owner is stuffs gonna go sideways so how you react to it, how you pivot, and how you demonstrate positivity and forward motion to your audience is instrumental. It's being the leader for your audience. And you did an exceptional job with this year. I'm so grateful for you. I'm so proud of you for all of you done. I'm appreciated. I know people listen, they're like, who's this chick? I'm not a realtor but how do I connect with her? 

Where can people find you online and learn more about what you do?

Paige Schulte  53:29  

I am @paigesgig, which is my real estate Instagram. I hang out on Instagram. I have a podcast called Master Your Real Estate Marketing, anywhere where podcasts are found and at askpaigeschulte.com online. 

Heather Sager  53:45  

I'll link to it all below. I follow Paige, one, she's a friend but I also actually find it very useful in our marketing strategies and advice so I highly recommend following online connecting. And please, please, please reach out to her on a DM on Instagram and tell her one of the nuggets that you pulled from this episode that really resonated with you. I don't know about you. But like, for me, I do a lot of speaking. A lot of times it's speaking into a black hole where you don't always know where your message lands so I'm gonna throw this thing out here. I'm going to start talking about this more and more. Whenever you're listening to a podcast, whenever you're watching a video or reading a post, this is for all of you. If something resonates with you, tell the author. Tell the speaker. The more that we can tell people how their messages are resonating with us, this fuel for us as creators

Paige Schulte  54:30  

It literally changes our life and keeps us going. 

Heather Sager  54:36  

Like you're gonna need that for your people to start the habit of telling people how their message impacts you and that will come back to you. It's a full circle.

Paige Schulte  54:46  

 100%, yep.

Heather Sager  54:47  

Love it.

Paige Schulte  54:48  


Heather Sager  54:49  

Thanks for listening, everyone. Make sure that you rate and subscribe to this show so that you get more goodness. And if you're listening to this, reminder episodes are now on YouTube so if you want to watch this episode or any in the future, come check out me on YouTube and you can see us all in beautiful action. I'm even wearing lipstick for you. Alright, friends, see you real soon.


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