Selling Millions in Business without PAID ADVERTISING with Gogo Bethke on Episode #0128

Intro [0:00]

EA Interviews Episode 128. Inspiration, transformation, success stories, and the Imperfect Action Round seven days a week. Join Mario Fachini for today’s Expert Authority Effect Interview. 

Mario Fachini [0:14]

You are probably familiar with social media. And you’re probably also familiar with real estate. But so many people ask me how do I use social media? How do I grow my business? Whether you’re in real estate or not, I am super excited to have Gogo Bethke here today because she has over 40,000 people on Instagram. And in the last eight, nine years, she has grown her real estate company to over $40 million in sales. And she’s done it all with social media organic. I’m not talking paid. I’m talking organic. So for anyone that’s on the fence who go, “I don’t want to do paid traffic, this, that, the other thing. I’ve tried it before. I put in a whole $100 to do it.” You know, you tried it out. First off, that’s the wrong way to do it. But I digress. She has done it strictly with organic. She’s created her own course. And she also has a hundred agents she’s brought onto her team. She’s a fireball and she’s going to be sharing with you. I can’t wait to bring her up, Gogo Bethke, right after we thank our sponsor. 

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Mario Fachini [1:34]

Here she is ladies and gentlemen, the lovely Gogo Bethke. Gogo, how are you doing today? 

Gogo Bethke [1:38]

I am wonderful. How are you? 

Mario Fachini [1:40]

I’m feeling great. I’m excited to have you share because it’s impressive not just what you’ve done but how you’ve done it. And the people you’ve brought behind you. So tell me how did you get into real estate? 

Gogo Bethke [1:51]

That’s funny. Well, that wasn’t even my idea. It was my neighbor’s idea. So just a little bit to back it up. So I’m not originally from Michigan. We live in Michigan now but I’m not from here. 

Mario Fachini [2:02]

That’s not a northern accent? 

Gogo Bethke [2:03]

No. I thought – do I sound like a Michigander? But I think my husband was [inaudible [00:02:07] if if I lose my accent. No. So I started real estate, I was a stay at home mom at the time. And my neighbor actually is the marketing director for Capital Title a local title company here. And it was her idea. She thought I would make a great realtor. So she referred me to a local brokerage, Real Estate One. And I went to interview with them and they said they will pay for my school if I passed the licensing. And I did so they paid for that. So my investment of becoming a realtor by far is zero dollars. And yeah, so now I’m a realtor nine years in. 

Mario Fachini [2:40]

How are you liking it and how’s it going? 

Gogo Bethke [2:44]

It’s going very well. But you know, it has its ups and downs and it’s definitely a very cutthroat industry. And then first, I was surprised by that. And now I’m just like, you know, you take it for what it is and you make the best of it and you run with it every single day. But it is not for the light hearted people. 

Mario Fachini [3:03]

What’s something you could give the Expert Authority World if someone’s already a real estate agent or they’re looking to get into what’s one thing you could say, “You know what? This has made a big difference. Look out for this. Or make sure you’re always doing that.” 

Gogo Bethke [3:18]

I think for me, it was truly just being the cut throatness. So many people can tell you, “Don’t take it personally, but until a deal falls apart and that’s your commission.” And you work on it for three months and now, suddenly, you’re not going to get paid because somebody decided to go buy an RV. Things like that, it’s so hard not to take it personally for a day. But then somebody told me, if it does not matter in five years, don’t give it more than five minutes. And that is a huge advice that I can give to anybody in this industry. Because whatever you think that your world is just falling apart, if it will not make a dent in your life five years from now, it really doesn’t matter. So just get over it. Fix it. And I’m proud to say actually, Kristy, my office manager she’s been with me now almost three years. And she was saying, she was, “Gogo, I think that I don’t think a single deal has fallen apart ever since I’ve worked with you.” And so I believe that there’s a resolution. You can save almost every deal. There’s a solution, I should say, for every deal. It’s just you do have to understand the industry. So I think knowledge is very important. Knowing the right people in the industry is very important. Understanding all the different aspects. What it takes to get to the closing table, anything from title to landing to the real estate end of it, inspection, appraisals, all that. To have an overall understanding of it because when you understand it, then you know where and why you’re falling apart and then you know who you need to talk to, to fix it to put it back together to save the deal to get to the closing table. 

Mario Fachini [4:41]

So it sounds like you got a little bit of experience with this. When you’re looking for people, who are you really looking for to help? Because everyone needs a house but who are you really looking for because not everyone’s your ideal client. And I think too many people, in any business, they’re just trying to get whoever. Who are you really looking for because I know you have a specific demographic? 

Gogo Bethke [5:03]

Well, I do. But at the same time I kind of can say today that I am in a position where I get to pick and choose. So back in the day where I had to work with anyone, no matter how they treated me because of that commission. I can tell you that I walked away from a $1.2 million buy side – and a 450, I think, it was listing side – so almost 1.7, so that is a lot of money and commission times 3 percent just because they did not treat me well. So my ideal client is I’m not expecting anything out of the ordinary. This is the biggest investment of their lifetime and it is very stressful. And the ego and the bottom line is involved in any transaction. So I will keep with that. I know sometimes the ugliest side of the human being will come out because it is their biggest transaction of a lifetime. And I’m okay with that. But if they take it one step further and they’re being rude to me when it is not my fault. When I’m here to truly help them through a transaction and get their biggest bottom line they can possibly get, the biggest house for the least amount of money on the buy side and of course on the listing side the other way around. And I don’t expect much. I know this is a stressful time of anyone’s life. But I do expect respect. So if that is not given, then I will walk away from the deal. 

Mario Fachini [6:28]

Good. You should. Because whether you’re female, male or anyone, I think too many people tolerate too much crap from people just because they’re a potential client or customer. 

Gogo Bethke [6:37]

Yeah. And it’s not worth it, to be honest, not for me. I’m a very proud of a human being. I’m Hungarian by nationality. I know that doesn’t seem much too many people out here. But if you ever want to meet a proud nation, you want to be a Hungarian. So that is in my blood. I have standards and I will never go below that no matter how big the commission is. 

Mario Fachini [6:58]

Good for you. Talk to me about your biggest transformation you’ve been able to give to a client. Let me pause that right there because you have a two parter. I know you have your awesome Gogo’s Bootcamp. And for anyone looking to learn real estate, she’s awesome. And you should check out. But let’s do one transformation from someone you’ve worked with, with the home buying and their biggest transformation. And someone that’s went through your training. 

Gogo Bethke [7:24]

Okay. So home buying and transformation. I mean, I have won many, many multiple bidding situations. I don’t know if I can think of a specific one. I can tell you though that I’m like this little pinball negotiator. I have clients that I can back this up. But if you read my reviews, we went into multiple bidding multiple times. And I usually get the winning bid. I’m not saying I never lost. I’ve lost deals. But I would probably win 90 percent of the time over any other agent that’s putting in an offer. I mean, I get to know my clients. I always call the other agent and try to get to know the seller and understand what’s important to them before I present an offer. Because I don’t want a back and forth. I want to be the winning bid, like, out of the get-go. And in order to do that, you need to know what’s the pressure point of the receiving end. So I usually call the listing agent. I usually ask him, I said, “Hey, I have a very, very qualified buyer. Here’s where we stand. Can you tell me a little bit about the seller” It’s extending – you know, is receiving time from the buyers after we presented the offer. Is that important to them? Is it money that’s important to them? Maybe it’s not the closing, maybe it is money. There are just so many different things and then then I know how to structure the deal. And then we structure the deal and we win.

Mario Fachini [8:35]

And what about someone from Gogo’ s Bootcamp? I know you’ve helped so many people with that. 

Gogo Bethke [8:41]

I love real estate and I love helping others in real estate. So Gogo’s Bootcamp is my baby. It’s a social media training class. And not just social media. It’s pretty much anything. How I build Gogo’s Real Estate, how I got to be a top 3 percent producer in the last three consecutive years. So I can tell you one girl who just joined eXp because of me. She signed with a brokerage called eXp. And within eXp, you have to have a sponsor to join just so you understand the big picture here. So I just had an agent from Virginia and I’m in Michigan. I’ve never met her. But she purchased Gogo’s Bootcamp. And she’s working in a small local boutique style brokerage with her sister-in-law and her sister. So the three of them are a team together. And even though she was the newest one to have a real estate license in that team, she’s the one that everybody goes to. And so her sister-in-law was finally asking her, she’s like, “We get the same training.” Like, they work at the same brokerage. “How do you know all this?” And she goes I [inaudible [00:09:37] from Gogo’s Bootcamp. So she became the expert by using Gogo’s Bootcamp. And now I am so proud to say that they have joined eXp. They have named me as their sponsor. So now we are in business together. And this wasn’t for social media and wasn’t for my bootcamp. Reaching people in a totally different state, people that I’ve never met. And if it wasn’t for social media, we would have never met. And if it wasn’t for bootcamp, I would have not been able to have her. And now they are in business with me together. 

Mario Fachini [10:06]

That’s pretty exciting. That’s very exciting. What could you tell someone that’s afraid to do more social media? They don’t want to do too much and annoy people. 

Gogo Bethke [10:19]

I mean, you know, you understand how social media works. The people on the other end, it’s their choice if they want to follow you or not. You’re not trapping them into a community. I mean, if they want to unfollow you, they will unfollow you. So if you’re annoying, they’re just going to leave. So that is really not your concern because it’s not your choice to make. 

Mario Fachini [10:38]

What’s been one of your secrets? Because there’s not – well, what’s one of your secrets like with Instagram and Facebook? 

Gogo Bethke [10:47]

I think it’s the good, bad, and the ugly. It’s the fact that some days I’m like dialed up with my makeup on and my outfit and my Starbucks [inaudible [00:10:54] California. And then the other time, I’m in [inaudible [00:10:57] living the man life just jacking up my kids and walking the dog. And I’m doing real estate transactions in between. So I think it’s just showing the real side versus – I don’t do the, “This is my newest listing and these are the open houses for the weekend.” I don’t do just that. And I think that’s where agents go wrong is because you don’t give them a reason to follow you. You’re just another agent. You’re just another house on the market that they don’t care about because they’re not on the market. So if you don’t give them a reason to follow you as a human being then they’re just not going to. 

Mario Fachini [11:28]

What would you say is better text, image, or video? 

Gogo Bethke [11:33]

Video on any day, then image, then text. 

Mario Fachini [11:38]

Why is that? 

Gogo Bethke [11:40]

Because video, they actually get to see you and your personality. And they get to hear you and see what you sound like. And see that you can form a normal sentence. And you actually said that. It came out of your brain. Where typing it up, I mean, you can type anything. It doesn’t necessarily mean that you would feel comfortable seeing the same thing. You know how you sent text messages before, if you were standing in front of that person, you would have not said the same thing. You know what I mean? 

Mario Fachini [12:07]

That’s true. 

Gogo Bethke [12:08]

So in order to be able to say things and show your personality through video, it’s showing that you really truly mean it and that’s who you are. With just typing it up, I mean, it’s easy to type up something. And it’s easy to type or whatever you want to type up because you’re not right in front of them And it’s not truly showing your true color and personality. And then image, I mean, you can test this very easily. So do me a favor and let’s do this. Say whatever you want to say in a post and just post just the letters. And then do the same thing. The same exact words but attach an image to it. And then do the same exact thing by you saying it on a video. And see which one’s going to get the most likes? And if I am wrong, you know where to find me. 

Mario Fachini [12:53]

What about the frequency? 

Gogo Bethke [12:55]

How often? I post one to two times a day into my feed. So the difference between feed and story – and hopefully most people know what that is – your feed is out there. It’s out there forever. That’s your storefront. That’s how people when they’re going to look you up going to find and decide if they want to buy something from you or not, to follow you or not. So that’s your feed. In my feed, I post once or twice a day. For me, it’s always five photos or videos and then one quote. So I have that six thing going on. That’s just my style. You can structure it however you want. Usually once or twice a day. And I have it feed. So that’s feeding over to Facebook. And then I also post it. If it fits, as we talked about it earlier, if it fits, because not everything goes over to LinkedIn. But if it fits, I would automatically also send it over to LinkedIn to post them. And we talked about that. The F word doesn’t really go over on LinkedIn. So it didn’t make it on there today. But it made it onto Instagram. And then stories, stories are out there for 24 hours and then they go poof. So in stories you kind of can show more of the real side. And I usually post, probably, 10 to 14 times a day into stories. 

Mario Fachini [14:04]

Have you ever tested doing more? Have you tested doing less? Do you do any testing? Or do you just do you? 

Gogo Bethke [14:12]

I mean, that’s the part where what I have time for and I don’t feel like I’m doing anything. So truly to be honest with you, I don’t feel like I work. I get to do what I love. So for me, that’s about the standard that on a daily basis that’s what I can fit into my schedule. I also don’t post much after [3:00]. So I’m a mom. I have two young children. I drop them off in the morning and I pick them up in the in the afternoons. I truly work between [10:00] and [2:00]. So that’s most of the time where I work, where I post. And then the evenings are just kind of family time. And that’s how I can fit into that time without feeling like I’m working, if that makes sense. And then the rest, I mean, if I travel, if I’m not with my family all day every day, then I’ll post a lot more. Because I’m at an event and I have more time. You know, I don’t have to make dinner, things like that. But yeah, usually about 10 to 14. 

Mario Fachini [15:03]

That’s awesome. And you also threw a little something out there, you said between [10:00] and [2:00], you really only work four hours a day. 

Gogo Bethke [15:12]

Kind of. True story. And I don’t work weekends and evenings. 

Mario Fachini [15:17]

That is awesome. I want to unpack that a little bit. Because there’s a lot of people – one of my favorite quotes that I share, stop the glorification of busy. And I even talked about it with all my clients and in my books and different things about you can sit there and go, “Well, I’m going to use a shovel and work hard to dig a hole for a house. But you could also maybe take an hour to find the right person and come back with a bulldozer and be able to dig that whole thing up in record time.” 

Gogo Bethke [15:45]

Yeah. So I use the terminology, work smarter, not harder. So if I can work, less time but make more money, how am I going to do that? And in real estate it’s very simple. It’s math. I mean, everything is a numbers game. And that’s one thing that I love about my brain is I love numbers and I get them very easily. So I’m very, very good with numbers. And also because I speak three languages, I don’t have to translate numbers. I mean, they make sense to me as soon as I look at it. Percentages, I can do it my eyes closed. So I love numbers. So for me, I was like, “Okay. Hold on a minute.” So I could sell four houses for 100,000 or I can sell one for 400. Did I just saved myself four times of work? I did. So if I only want to work between [10:00] to [2:00] then I don’t have time to work with a $100,000 transaction then I’m going to have to figure out how to make $12,000 but only sell one $400,000 house. 

Mario Fachini [16:39]

Do you find it any harder or easier to work with the higher priced market and less people? Or did you ever do more people with lower price market? 

Gogo Bethke [16:50]

I mean, don’t get me wrong. I’ll do it all. I have friends, if they want a piece of vacant land, that’s $32,000. I love my friends. I’ll do anything for my friends and family. You know what I mean? So if that’s what I can help you with, that’s what I’m going to help you with. So I don’t discriminate that way so bad. But if we are bringing, like, talking about structure and talking about planning for the future, in order to be smart about it, something has to give. So if you’re not willing to put in the time, then you’re going to have to up your income. And I was talking to somebody and they were saying, it’s not about saving money because you can’t pay your bills. Or reducing expenses because you can see that. It’s about figuring out how you can make more money to pay them and not have to give up your lifestyle. So I’m pretty strategic in how I structure my days. I mean, everything is a sacrifice. You’re going to have to figure out, “Okay. If I want to make the same amount of money or maybe even more but work less, then what do I need to do?” So that’s what I’m trying to tell you is, it’s not that you can’t work for transaction at 100,000. But if you can work one at 400, then you just need to up your price range. 

Mario Fachini [17:56]

And that’s a great Expert Authority tip because I’ve told me my clients the same thing when we’re talking about their coaching or their programs or their books or whatever. Because they’re going, “I don’t have time to do this.” And it’s a matter of, “Of course you do. You have the same 24 hours in a day.” And what should I price my packages for consulting at? What should I – you know, my speaking fees and different things of that nature. And you only have so much time. And I think you’re doing a great job at it because I know you have a family, you have a husband, you have kids, and you’re knocking it out of the park in business. So congrats on all the fronts. 

Gogo Bethke [18:30]

Thank you. 

Mario Fachini [18:32]

It’s one of the reasons I wanted to invite you on the show because there’s some people that are great in business, but they don’t really have the family life or they just don’t like their family. Or there’s, you know – and  there’s other people that have the family life but they’re just kind of kicking it with a stick in business. And you’re very effective at both. 

Gogo Bethke [18:50]

Yeah. And that’s the thing, I’m not willing to give up either. I mean, I want to be successful in whatever I do but not on the price of taking time away from my family. So then you’re going to have to stick it up, “Okay. Then how are they going to get it done?” 

Mario Fachini [19:02]

See, and that speaks to your personality, behavior, integrity, and character, which I’m finding a lot more people – it’s something I honestly look for. Because there’s no shortage of people that are successful in business. But are you successful in life and business? And have you ever felt like it was tipping one way more than the other? Have you ever found there was a point where you didn’t have the balance you have now? I know some people say the balance doesn’t exist and you’re always going one way or another. And I agree with that. If you’re trying to achieve balance, it’s a fallacy but you can make it work. Obviously, your proof of that. What did it take from when you started to where you’re at now? 

Gogo Bethke [19:44]

Well, I’m not going to lie to you though. I mean, such a thing as balance is really hard to achieve. Because especially somebody with my personality – we were talking about this earlier – when I have a goal before I even achieved this one. I always have that next step set out. And sometimes you have that in between period of, like, you still have to do both things at the same time so one can flow the other while the other makes money. Because whatever you start, you’re not going to make crazy amounts of money tomorrow. Overnight success is usually a few years of work that you put in night and day. And so with that, I mean, my career has shifted. I truly enjoy coaching, and traveling ,and public speaking and all that. But in order to do that, even though I get paid to do some events, some I don’t, some I just do from helping our team and [inaudible [00:20:30] social media training. What happens is, while if I want to remove myself and keep going out of state and traveling and teaching and coaching, well, then what’s going to happen with my real estate business? Well, my real estate business is still to the day the largest sum of my income. So that means I’m going to have to figure out taking less clients or being more efficient of how I do it or hire on people that are able to take on some of the landlord when I’m out of state. So it’s no walk in the park. Something always has to give. And right now I’m in the phase where I’m kind of doing both. I’m still doing real estate transactions. And I picked up a lot of speaking. I mean, I spoke in Vegas this year four times – four or five times, I think, this year alone. So it’s like I have traveled, probably, almost every three weeks this year, I was out of state. And imagine what that does to a business that is localized. I sell mostly in Livingston County, Michigan. So in order to do that, I have to physically be here. So then in order to be able to exit myself out from transactions, a lot of things have to change. So now I have a full time office manager. I had her for almost three years. She has not been licensed for the last two. She just got licensed this year. So she can open doors, set inspections, help me writing addendums or things like that that she was not able to do in the past. Also, my husband worked with Corporate America for 20 years. Now, he’s also a full time realtor. So now he had to do the transactions that I’m not able to do anymore because now I’m transitioning into coaching and all that. And I’m not complaining. I mean, Gogo’s Bootcamp is my second largest income after commission. So we are doing very well. But there’s always that transition period where you kind of have to do both. Or if you’re not able to do both then you have to train the people and hire the people that can pick up the slide. But guess who’s going to train them? You. So there’s always going to be a period of time where you kind of have to do both. 

Mario Fachini [22:22]

That’s a great expert – nice. That’s a great Expert Authority insight. Because I remember, you know, people ask me, “When did you start your business?” My favorite answer is, “Which time.” Because there’s these pivots and transitions and there is an overlap. But what I’m hearing is don’t be afraid to jump into it. But realize it’s going to take probably a little bit more time than you thought. 

Gogo Bethke [22:47]

I always feel like- I always follow gut feeling. And I feel like your gut puts an idea in your head, in your dream, in your mind during the day while you’re running. Wherever you get that idea from it’s meant to be yours. God wouldn’t put it in there if he doesn’t believe that you can get it done. Now, your job is to figure out the how. Your job is to say yes to that idea and then figure out the you’re going to get it done. What needs to take place in order for you to be able to be that person that God believes that you are. 

Mario Fachini [23:15]

I agree 100 percent. That’s why I started the show. I got a vision to do it. And something clicked one day after church – actually, in church, then afterwards I go, “Holy smokes. Everything I’ve done from this point forward, from the years to where I was, everything I’ve done has led up to being able to piece this whole thing together.” 

Gogo Bethke [23:36]

Yeah. And maybe a year or two or ten years from now, they’re going to look at it like, “Oh, it’s an overnight success.” Because that’s when people will finally get to know you. And you are the only one who knows what it truly took, and how long it took, and what you had to go through, and what you had to learn, and the people you had to meet that got you to where you are today. 

Mario Fachini [23:54]

Yeah. I didn’t want to interrupt you. But when you are going, “Yeah. It looks like overnight success but it took a couple of years.”  I’m like, “Yeah. Or decades.” 

Gogo Bethke [24:03]

Exactly. I mean, I don’t know if you saw it, but a few years ago, I saw a commercial. I think it was a Super Bowl commercial, Target. And they were showing these overnight football players of the big successes, how they were four years old when they started playing football. I mean, so it’s like, it’s not – we see on them because that’s where their prime is. That’s why they are in the news because that’s their prime. But they don’t show you what it took for them to get there. So the road to success is not that simple. But as long as you follow your gut feeling and those dreams that God puts in your brain, and you listen to it, and you go through it, you’ll figure out how, it’s going to take you exactly where you need to be, what you’re capable of. 

Mario Fachini [24:44]

What do you do if you have a little bit of fear? 

Gogo Bethke [24:47]

You get over it. One of the quotes that – so my son is type 1 diabetic. He was diagnosed when he was four-and-a-half. And right as he was diagnosed, I saw this quote that said, if God takes you to it, he will take you through it. And it’s up on my wall. And I wrote it there. And I have a chalkboard wall upstairs and I wrote it there when he was diagnosed at age four-and-a-half. He’s 12 now. So we have not changed that wall because I believe that it’s such a strong saying. That no matter what God puts in your plate – you know, they say the saying is like, God doesn’t give you what you can’t handle. But I think putting it this way that if he brought you to it, he will bring you through it. And then there’s no such thing as fear anymore because you know he has your back. 

Mario Fachini [25:31]

I’m sorry to hear that. But also glad because I have a feeling it’s so you can help more people that are in situations. 

Gogo Bethke [25:40]

Yeah. I mean, as long as everybody – I mean, I know there are people out there that don’t believe in a higher power. They don’t believe in the universe or a God or somebody that’s out there to love us. But I do. And I always knew that from the age I was like [inaudible [00:25:52]. And I always listened to gut feelings. I call them gut feelings, those little butterflies that says, “You should probably whichever side of the road.” Trust me, I’ll go over to the other side of the road. So I always listen to that. And I feel like when you know that there is a higher power then you know that you’re protected. That not everything is on your shoulders. You don’t know it all. You don’t need to know it all. It will bring you through it. 

Mario Fachini [26:17]

I don’t disagree. I will challenge what you said though. 

Gogo Bethke [26:20]

Okay. Go. 

Mario Fachini [26:22]

I think a lot of people do believe that they were hurt in the past or had a bad experience, and now they’re cautious. 

Gogo Bethke [26:30]

Yeah. I mean, I also have a comeback for that. Everybody goes through good times and bad times. And you always have a choice. I mean, God gives you a brain and you should use it. And you can come out in either way. You can come out of a situation as a victim or a victor. And that decision is yours. So you can use it as fuel to take you to wherever you need to be in life or a life lesson. And take yourself to it just makes you stronger. Or you can be a victim. But I don’t think that helps a human being in any way when you’re playing the victim card. 

Mario Fachini [27:04]

That is a very powerful statement. A killer Expert Authority insight. Go back and listen to that again. And I’m going to make sure there’s a timestamp right there so no one misses it. Because that is a differentiator hands down. 

Gogo Bethke [27:17]

Yeah. The power is yours. The decision making. That’s why you have a brain. That’s why we know wrong from right. That’s why we can make a decision and take us – take ourselves down whichever path we want to go down on. And that’s why sometimes we get into this bad situations because you didn’t go down the path that was meant for you. 

Mario Fachini [27:34]

And that’s how we can make common sense great again. 

Gogo Bethke [27:37]

Common sense is not that common anymore. That’s one of my newest sayings too. 

Mario Fachini [27:44]

Well, you were sharing a lot of great insight. I got one more question for you before we go to the Imperfect Action Round. And that is, who is a celebrity entrepreneur you would love to – I’m going to change it – spend a week with? 

Gogo Bethke [28:00]

Tony Robbins any day. 

Mario Fachini [28:02]

You didn’t hesitate. Why is that? 

Gogo Bethke [28:04]

I just love him. I mean, I have a few people that I would love to spend time with. And I can give you that list if you wanted. But let’s go through it. So the top of that list is Tony Robbins. And I don’t know why he’s just my fit. He speaks my language. I went to many of his events. 

Mario Fachini [28:22]

He’s Hungarian? 

Gogo Bethke [28:23]

I wish. I don’t think so. No. He’s way too big of a human. Hungarians are cute little people. Not giant. But I don’t know, he’s just my person. If I would have the opportunity to spend some time with him and soak up his brain, oh. my gosh, that would be a godsend. I would love to be a mini Tony Robbins when I grow up. So that. I would love to meet Eddie Murphy. He is the reason why I’m in the US. And I would love just the opportunity to hug him and thank him for my American dream. I mean, it’s a long story. I can tell you one time. But he’s the reason I’m in this country. And I was just love to hug the person that – 

Mario Fachini [29:04]

Well, it’s a good time now. That’s definitely a hook if I ever heard one. 

Gogo Bethke [29:09]

Yeah. So if you know anybody, I mean, there’s only six degrees of separation. So I just need to find that one person who knows – sorry – who know somebody, who knows somebody, who knows somebody, who knows somebody, who knows Eddie Murphy. So do you know somebody, who knows somebody, who knows somebody? 

Mario Fachini [29:21]

I probably do. I’m curious. You got a bridge this at least a little bit? How was Eddie Murphy the reason you’re in America? 

Gogo Bethke [29:30]

Yeah. I’ll tell you the story. So I was born in Romania. And Romania was a communist country until 1989. I was born in ’81. So I was eight years old when communism ended. They shot Ceaușescu. When they got him to the wall, I was sitting in the living room watching a human being, being shot in the head. I don’t know why my parents thought that was a good idea. But they were very excited that finally communism is over. So then my dad – so communism, just so you understand how that works, you shut away from the Western world. You have no – you live in a box with a cap on it. So you have no idea what’s going on outside of that little area that you live in. No TV, no radio, your mail is even censored. Nobody could send you a mail from outside of Romania. So that’s how – like, I didn’t know what an orange was. We didn’t have import. I grew up with seasonal vegetables, whatever grew in Romania. So when communism finally ended, my dad went and bought a colored television and a VCR player and he came home with two VCRs. And guess what movies they were? And I’ll give you a hint, it’s not Coming to America. I know it’s what you’re going to say. 

Mario Fachini [30:32]

I don’t know. Ghostbusters? You’re talking about the ’80s. 

Gogo Bethke [30:35]

It was 48 Hrs. Two times 48 Hrs. by Eddie Murphy. And I don’t know, I just remember that movie. I just remember being glued to the television looking. And that was the first time I knew black people existed. We don’t have anything but white. I had no idea they existed. And I was staring at the television. I remember as a little eight year old, that’s my first recollection of, “I’m going wherever that man is at.” I didn’t know it was America at the time. And I was like, “He’s freaking funny.” And I need to go wherever that man is that because that, to me, seemed like the most ideal life. 

Mario Fachini [31:10]

Wow. And now did you see Coming to America also after?

Gogo Bethke [31:13]

I did. I did. But that’s not the movie that brought me to America. 

Mario Fachini [31:18]

It was the 48 Hrs. 

Gogo Bethke [31:18]

It was the 48 Hrs. I just thought he was so funny. I just love that movie. 

Mario Fachini [31:24]

You should really use that as your headline for your next interview of learn how I came to America from Eddie Murphy and watching 48 Hrs. I’m not even joking. 

Gogo Bethke [31:36]

And then somehow tag – I wish I could tag Eddie Murphy. 

Mario Fachini [31:39]

That is a huge hook. And thank you for sharing it. But I was just like, “Oh, no. We’re not going to the next part until we get this part done. 

Gogo Bethke [31:47]

Yeah. So that. And that I would love to meet – oh, gosh – Morgan Freeman. I just love his voice. I just think he’s so talented when it comes to acting. I know he has a good heart. I watched a series of God that he has. I don’t know, I just think he’s a great human being. I would love to meet him. And then Oprah. Oprah is who I want to be when I grow up. And Tony Robbins. Somewhere in the middle. Like a Tony Robbins that inspires people but Oprah where she interviews other people and find out how they got to where they are in life. 

Mario Fachini [32:20]

You definitely should have your own show. You already do. You might not call it that but it’s the same journey I was on. I had done over 3,000 or 3,500 videos, live streams, this, that, the other thing. And one day, I just started calling it my show. And then I was joking around. It was October 23rd, I think, 2017, there’s a couple of clips where I’m just like, “Welcome on the Mario Fachini show,” like, joking. In about a week later, I go, “I just got 3,000 episodes done this week.” Because that’s how people perceive you. They don’t care what it’s called. You’re just doing it as a thing. But you’re the perfect person for it. You definitely should. But thank you for sharing those. And is there anyone else you wanted to mention? What about anyone from Shark Tank? 

Gogo Bethke [33:13]

No. I don’t have cable. 

Mario Fachini [33:16]

You can still watch clips on YouTube. You’ve seen Shark Tank, right? 

Gogo Bethke [33:20]

I’ve seen Shark Tank. I follow, I think, three of them. But I don’t know the leads. 

Mario Fachini [33:28]

Okay. 

Gogo Bethke [33:28]

Sorry. 

Mario Fachini [33:31]

You’re the second person I’ve asked that. I thought Shark Tank was like a hook, line, and sinker. That was horrible. That was not planned either. But yeah, I’m shocked. Because everyone I talked to the first hundred episodes are like, “Yeah. Shark Tank is great.” Now I started actually asking people on camera. So from zero for two. So I might just cut that one out. 

Gogo Bethke [33:51]

I don’t have cable so a lot of things that are happening on cable television I don’t know. Because I turned cable off about three years ago. I just had enough of the negativity. I had enough of going to bed with negative thoughts. I can’t solve the world’s problems. I mean, that’s just way too much on anyone’s shoulder. If you think about it, it it wasn’t for access to it, if you think about back in our grandparents and great grandparent’s age, it’s not that bad things didn’t happen around the globe. It’s just they didn’t know about it. So you can’t – I think that’s one of the reasons why the stress levels in today’s society is so high is because they’re all trying to be a human, hear about other people. And when you know about all of the negativity out there, you want to fix it. And we just can’t. I mean, you can put all that stuff on one person’s shoulder. And I think it’s going too bad that it’s all of that unresolved situation. It just wasn’t good for me. I wasn’t a happy go lucky person. And I like to be happy go lucky. So I fixed the problem. Now, I don’t know what’s going on. Now, I’m an ostrich with my head in the sand. 

Mario Fachini [34:51]

And you’re doing great. And that’s phenomenal. We’re going to thank our sponsor and come back for the Imperfect Action Round. 

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Mario Fachini [36:01]

All right. Ladies and gentlemen, we’re back with the Imperfect Action Round. And I’m going to start telling everyone why I did this. When I was designing the show, I wanted to get actionable content people can use immediately because there’s so many great ideas out there. And if you don’t have a funnel, set one up. But it’s not the easiest thing to do overnight. And I wanted some actionable tips right then and now that you can implement the second you hear them. So the Imperfect Action Round is dedicated to one of what I think is the secret of being an entrepreneur successful is taking imperfect action. Don’t wait. It’s never the perfect time. Start now. So the first question I have for you, is, Gogo, are you ready to take imperfect action? 

Gogo Bethke [36:44]

Sure thing. 

Mario Fachini [36:47]

Number one, what is the fastest path to the cash? 

Gogo Bethke [36:51]

Well, for me, it’s going to have to be social media and the highest return on your investment. Because I invested zero. I invest my own time and what I enjoy doing and I get money out of it. 

Mario Fachini [37:03]

It’s not a bad deal. 

Gogo Bethke  [37:04]  

I don’t have to call them. They call me. 

Mario Fachini [37:07]

That is a great thing. And for anyone that – I wanted to unpack that slightly. For anyone that doesn’t understand the power of positioning and branding, I woke up and there was email sitting for me for people that want to be new clients that are applying, there’s people that want to come on the show, there’s all kinds of stuff. And it’s the same thing, when you position yourself and get to a point where they’re coming to you, it’s a game changer. 

Gogo Bethke [37:36]

And also when you share knowledge. When you share knowledge, you automatically become an expert. And when you become an expert and they look up to you, and they want to be you, and they reach out to you, and ask you how they can be a part of what’s going on. And that’s an awesome way of doing it because then you don’t have to like – when I got into real estate and realized how much of this is cold calling in order to be successful, dude, I have an accent. I’m not cold calling anyone. They’re going to hung up on me three seconds in. Not only that, but I mentioned earlier, I’m a very proud Hungarian. I’m not begging anyone for their business. 

Mario Fachini [38:07]

You probably call them right back and be like, “No. You’re not hanging up until I tell you what I need to.” 

Gogo Bethke [38:12]

“Did you just hung up on me?” Just kidding. 

Mario Fachini [38:16]

I actually did that to someone. I was cold calling earlier on when I first, first started the business and someone hung up on me. And I was like – about a minute later, I’m like, “Heck no.” I called them right back. I go, “I don’t know what happened earlier in your day but I don’t appreciate that. I’m trying to help your business.” And he apologized to me and gave me a lead that turned into two clients that I had for over a decade. 

Gogo Bethke [38:41]

Oh, that is awesome. I love it. I love it. So with social media, I think it’s very important to be you, and get comfortable with creating video and content, and sharing your knowledge. Because when you’re sharing your knowledge, you’re not taking the spice away of your [inaudible [00:38:55]. They’re probably a realtor in freaking Kentucky. You know I mean? So it doesn’t matter. But when you do that, you become an expert. And that’s what you need to be in order to start having those followers. To start having leads that come to you. 

Mario Fachini [39:07]

So what you’re saying essentially is create the Expert Authority Effect. 

Gogo Bethke [39:11]

Yes. 

Mario Fachini [39:13]

I am not going to disagree on that one if there’s anything. All Right. Number two – number two is a really good question. 

Gogo Bethke [39:26]

As soon as you remember it. 

Mario Fachini [39:28]

Yeah. Pretty much. What is the biggest problem that you see your audience making – prospects making and the fastest way they can fix it? There we go. 

Gogo Bethke [39:36]

Okay. So that would – let’s go through their Instagram profile real quick. I can help them fix it up like this that’s going to generate the leads. Ready? 

Mario Fachini [39:45]

So if they’re online branding isn’t where it should be – that’s a great thing. What about their LinkedIn profile too? 

Gogo Bethke [39:53]

That’s their storefront. Any full profile, really. First and most important is your photo. So many people don’t have a professional photo. Seriously, in today’s era when you can have a fancy phone that takes smarter more beautiful photos than a professional camera can, there’s no more excuse why you don’t have one. Also, there’s 17 freaking apps that you can put it through to make it look like a million bucks. Like, the best photo you have ever taken. And then problem number two, not only that they don’t have a photo. If they do have a photo, it’s not the same photo on every single platform. And that is huge.  A big problem. Because if you want a face recognition and brand recognition, you have to be the same person at every single platform. So if you ever look me up, Gogo Bethke. Gogo’s Real Estate, you’re going to find the same lady in the red dress on every single platform. It’s on my yard signs. It’s my email signature. It’s my business cards. I mean, you name it, it’s on everything. And it’s a mandatory must. If you do decide to change your photo, then you’re going to go and change it on all the platforms. So you cannot have a different photo just like you have your same image of yourself in everything. I mean, I saw your marketing with any touches that we ever had, via email or via messages or any of your social media platforms, you wore the same [inaudible [00:41:00], that same Mario in the same outfit with the tie on in every single photo. So that is your image and that’s what you need to be in order for people to recognize you. I mean, I can’t go now to the grocery store or to the movie theater without people saying, “Oh, you are that Gogo chick.” And that’s the whole point, I want everybody and their mother to be aware of who I am, and most importantly, what I do for a living because I’m a realtor. Because I want them to know when they have real estate needs, they can find me. But in order to do that, you can’t have to keep pop up in their feed over and over again. And you have to look the same in order for their brain to put the two together to be like, “Oh, the chick in the red dress. That’s Gogo and she’s a realtor.” Make sense? So that’s the reason why. 

Mario Fachini [41:35]

It absolutely does. And I’d also say you’re also not shy about it either. Because there’s real estate agents that – you know, there are realtors out there and you know, “I do this. I do that.” And they’re just kind of, like, there. You own it. 

Gogo Bethke [41:49]

My opinion has to. I mean, we don’t sell – realtors don’t sell real estate. We sell ourselves. We sell our services. And that’s where some agents go wrong just because they’re keeps selling the next house and the next house. People are on average on the market what? Every ten years for six months. So in the in between period of time, why should they follow you if all you do is post another house? So in order for them to follow you and to stay on top of mind when they do come on the market, when they have real estate needs, then you have to sell yourself. They have to remember who you are. 

Mario Fachini [42:20]

What I’m hearing is selling experience not just the transaction. 

Gogo Bethke [42:24]

Yes. You’re selling yourself. You’re selling your hustle. You’re selling your beliefs. You’re selling your negotiation skills. You’re selling your marketing skills. You’re not selling real estate. You’re selling services. You’re selling why someone should choose you over the 40,000 other agents in the State of Michigan. 

Mario Fachini [42:43]

Wow. I didn’t know there was that many but that’s great insight. Thank you. 

Gogo Bethke [42:50]

There are 2 million in the country. 

Mario Fachini [42:50]

What’s that? 

Gogo Bethke [42:54]

Well, there are 2 million in the country. Did you know the average realtor sells one to two transactions a year? 

Mario Fachini [42:59]

That much? 

Gogo Bethke [43:01]

Out of this 2.4 million, I think, there are in the country – don’t quote me on the numbers – but around 2 million-ish in the country, over 600,000 of them has not sold a single a transaction last month – I mean, last year. 

Mario Fachini [43:13]

And I was watching one of your videos and you said something again, about over 35 houses a year, you’re in the top 3 percent. And you said you were in the 40s already? 

Gogo Bethke [43:24]

Yeah. Yeah. So I usually do about between 30 and 50 transactions a year, personally. I count the ones that I personally worked on. This year, I sold 28. So my transactions are down a little bit because I picked up so many other things than I do. Now, I have a team over 112 agents in my eXp family, that we call it. So I train a lot. I travel a lot. I coach. And then on top of it, now, I have Gogo’s Bootcamp, which is a lot of my time. It’s over 20 hours of video training for realtors how to run business. So that’s a lot of my time. And then, of course, I still have family. And all that I have to fit in between [10:00] to [2:00]. So my transactions went down but my volume went up. Meaning that the transactions of the price of the homes that I worked on now are in the 400 in average versus in the low 200s when I started originally my – 

Mario Fachini [44:10]

And that’s about that time compounding you were talking about so you can still have the revenue but you don’t need to be doing as much. That’s smart. 

Gogo Bethke [44:17]

So I can make more money and work less. 

Mario Fachini [44:20]

That’s real smart. It sounds like the transition is going well for you. 

Gogo Bethke [44:24]

Yeah. I [inaudible [00:44:24] because of building the brand. You know, when you build a brand when they come to you and then you get to pick and choose what you’re working with – don’t get me wrong, we do not turn down anyone. If I know someone personally, I will work with them no matter what the price range is or how that works. But now, with my time being limited, now I can’t drive. When I originally started out in my career, I could drive an hour to show a house. Now, I don’t have that hour to go drive an hour to show a house then it’s 15, 20 minutes to show it, and drive an hour back. When that’s half of my day – more than half of my day if I only work from [10:00] to [2:00]. You know what I mean? 

Mario Fachini [44:57]

And especially if they want to do the showing at [4:00] or [5:00] five in the afternoon. 

Gogo Bethke [45:01]

Then I can’t do it at all. Because now I have to pick up children. So that’s the thing. It’s like you have to – something always has to give. But now we have a team and a lot of agents. Forty-two, I think, here locally in Michigan that are ready to go whenever – whatever needs someone has. So we will always help everyone. I just might not be the one personally working on a transaction. 

Mario Fachini [45:19]

Good for you. Good for you. The last question I have is, what is the best way to maximize customer lifetime value? You talked about that ten years that it might be. 

Gogo Bethke [45:30]

Yeah. I think you mean like how to continuously keep the customer [inaudible [00:45:37]. So I don’t know if you knew this. I was very shocked to find out that about four years after closing, most sellers or buyers don’t remember the realtor’s name. That’s sad. So that means when the seven to ten year mark comes around and they’re ready to sell the home they bought with you or vice versa, they’re not going to remember you. So in order to stay on top of that and in order to stay top of mind, I guess you’d say social media is perfect for that. Because they all follow me. So I’m always in their feed. So I don’t allow them to have a chance to forget of who I am and what I do for a living. And also, customer appreciation events. Those are huge. We always reach out to them at least once a year. I mean, I have reminder set in my calendar where we follow up with them and be like, “Hey, did you know today is your fifth year anniversary in your home? Does the home still serve you well? Is there anything that we can help you with?” Also, we do customer appreciation events. Like next Monday and Tuesday is a Thanksgiving pie giveaway where we give a pie – a Thanksgiving pie to our customer that chose to work with us. So last year, we were driving it around. And that was a big mistake because I was driving pies around for over – God knows – over a week over half the State of Michigan. And so we can’t do that anymore because now we have too many addresses to drive too. So instead, now we have a centralized location where they come to. So our past times, we just sent out the invite today. Everybody is RSVP-ing so we have a head count. Then they come out. We’ll spend some time together. We catch up. See how everything is doing. If there’s any needs they have. And it might not be real estate. Maybe it might be that they need a plumber or they want to finish the basement or they want a deck in the space. Whatever it may be, we have years of connections here locally. Then we can make recommendations for that. And then we get to spend some time together, that doesn’t allow them to forget about me. So when they are on the market again, then they will use me again. 

Mario Fachini [47:22]

Well, it sounds like you’re doing a great job maximizing that. And again, I heard more of the time compounding in there. Because, yeah, there is a breaking point. I asked the audience, they go, “Who would like 10,000 new leads?” And everyone raises their hand. I go, “Could you handle it?” And the reality is there’s breaking points. If you don’t have systems in place, I remember my first five clients, 50, 100, 200 and it’s just like you got to have a different level of business setup to be able to handle it even if you really, really want it. And I’m happy you’re having these good first world issues because they’re legit problems but they’re also – it’s kind of cool when you figure it out and go, “Wow. Not only can I handle 100 a day, I can handle 1,000 a day because you made this one tweak.” And really that thousand can support 8,500. 

Gogo Bethke [48:11]

Yeah. Yeah. And then now we can do really any transactions anywhere. We are in over 20 different states. So I have team members now over 20 different states. So I’m not limited to location anymore. So anybody out there that’s listening to this, if you’re not in real estate, if you can help them any way that the real estate is being – not just in the State of Michigan. Really, anywhere between Michigan to Florida, to California, to Washington State, and anywhere in between. I mean, there’s 112 of us now on Team Gogo and we would love to help you in any way we can. So don’t take it the wrong way. It’s just I’m saying that when you start doing a lot of different things, you physically are not going to be able to do it all and oversee it all. 

Mario Fachini [48:47]

And it gives you a reason to go to somewhere warm in the winter. 

Gogo Bethke [48:50]

Yeah. I think that’s why I started speaking. 

Mario Fachini [48:55]

I definitely don’t hate it either when someone’s like, “Hey, would you mind flying out blah, blah?” 

Gogo Bethke [49:02]

In February to Punta Cana, sign me up. 

Mario Fachini [49:08]

So I just got a couple – two more things. One, what are some books you could recommend to Expert Authority World that have made a big difference? 

Gogo Bethke [49:14]

Oh, gosh. So one of my all-time favorite and was a huge surprise is a cute little pocket book. I was just actually talking about that, The Greatest Salesman In The World. Have you read it? 

Mario Fachini [49:25]

That is a great book. But you’re not going to mention Tony Robbins in there? You were raving about him about 20 minutes ago. 

Gogo Bethke [49:30]

I do love Tony Robbins but – 

Mario Fachini [49:33]

Og Mandino is great also. 

Gogo Bethke [49:34]

I love his videos though. So I usually start a day, I’ll open YouTube as I’m putting makeup on. I usually have an inspirational video on my phone. And because I watched so much of Tony Robbins, it just automatically pops up now. You know how those cookies work. And so here’s my love language with Tony is mostly videos and inspirational. I’m going to get dressed back into shape. And sorry if I said – and if it’s not allowed, beep it out. But I love his personality for that. Because no matter – even if I’m having like the – you know, we all have bad days and good days and all that. And if I just listened to one of his videos, I’m like, “Okay. Party’s over.” Time to go and face the world and fix my problems. So I love that. But The Greatest Salesman In The World is a great cute little book that you can get through it very easy. You can have it in your purse. And it was just not what I expected, I guess. Especially, how it starts out. First, it starts out in like, “Jesus’s era back in the day.” And I was like, how – it starts out slow. I’ll give you that. And I’m like, “How is this going to apply to business?” And it was one of those, I had a real estate coach and it was my homework. I had to read that book. And I was like, “Oh, my gosh. Shoot me now.” As you get to the scrolls, you’re like, “Oh, my gosh. It’s so good.” 

Mario Fachini [50:49]

It is a great book. I remember reading it myself. 

Gogo Bethke [50:52]

It’s a little – it teaches you about you. 

Mario Fachini [50:55]

Any others? 

Gogo Bethke [50:57]

Oh, I have so many. I would have to open up my Amazon. You Are a Badass. And You Are a Badass About Making Money. Have you read that one? I just want the personality. 

Mario Fachini [51:07]

I have not. 

Gogo Bethke [51:08]

She’s a sassy little thing. 

Mario Fachini [51:10]

What’s her name? 

Gogo Bethke [51:14]

I have to open up my – I’m not good with names and now you put me on the spot. I’ll tell you. I’ll open up my [inaudible [00:51:25] lists. I think it’s right here. New list? Where’s my books list? Books. There we go. 

Mario Fachini [51:36]

It’s two ones – it’s two books by the same author? 

Gogo Bethke [51:42]

Yes. So You Are a Badass is one of them. And you Are a Badass At Making Money is the other one. And it is by Jen Sincero. 

Mario Fachini [51:54]

Okay. 

Gogo Bethke [51:55]

Thank you. Jen Sincero. Yeah. She’s awesome. So she has a sassy little personality. And it just tells you about how you are perfect the way you are. And you just have to go for your dreams and just full force and be you. It’s just awesome. It’s a good book.  

Mario Fachini [52:09]

Great recommendations. Where would you like people to learn more about you? 

Gogo Bethke [52:15]

Well, Gogo’s Real Estate is probably the best way to find me. But you can find me pretty much anywhere if you Google Gogo’s Real Estate, Instagram, Facebook, or Gogo Bethke on LinkedIn where you have to have your real name. 

Mario Fachini [52:32]

Well, I hope people could find you on there because I know you’re on social media. 

Gogo Bethke [52:37]

Yes. That’s the quickest way to be getting back to you. I mean, you can always try to call me and send me an email. But I get back to you much faster on DM. 

Mario Fachini [52:47]

Kristy will take care of the emails. 

Gogo Bethke [52:49]

Exactly. Exactly. It might not get to me. 

Mario Fachini [52:53]

Well, it’s been an absolute pleasure. And congrats on all your continued success. Thank you for sharing with us. 

Gogo Bethke [53:00]

Thank you so much for having me. You’re awesome. 

Mario Fachini [53:03]

My pleasure. All right. Expert Authority World, we have another great episode here. I look forward to seeing you tomorrow. Have a great day and God bless. 

SPONSOR Pipedrive [53:15]

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www.EAInterviews.com [53:45]

Hey, thanks for listening to today’s episode. I hope you got a lot out of it. I know I sure did. If you haven’t done so already, I invite you to subscribe to the show. And also be sure to check out EAInterviews.com for complete show notes, the full interview video experience, links to the resources we mentioned, and more. Have a blessed day and I’ll see you tomorrow.