Vision, how having it will enable you to achieve your goals despite the odds with TV/Event Producer and Real Estate Expert Judy Sahagian on Episode #0019

Intro [0:00]

EA interviews Episode 19. 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 [0:12]

Welcome Expert Authority World. I’m excited here to be sharing with you Judy Sahagian. Have you ever wanted to get into real estate? Have you ever wanted to own a commercial building? Better yet, have you ever wanted to throw an event and get people together? We’re in for a treat because she is an expert in both real estate and throwing events. And we’re going to bring her up. But first let’s thank our sponsor. 

SPONSOR Be.Live [0:36]

So you want to go live on Facebook but you’re not sure where to start or what to do. Some people say just grab your phone or by all this expensive software. Well, I have a better option for you. Check out MarioFachini.com/BeLive. Be.Live is the simplest and easiest way to go live on your Facebook with a professional production. Once again, MarioFachini.com/BeLive. Be.Live. 

Mario Fachini [0:57]

Ladies and gentlemen, Judy Sahagian. 

Judy Sahagian [1:00]

Hi, Mario. Thank you for having me here. 

Mario Fachini [1:04]

I am so excited to have you. And I enjoyed that video. Was that Tony? 

Judy Sahagian [1:10]

Yeah. That’s Tony Mitsui. 

Mario Fachini [1:12]

No kidding. Well, Tony, when you see this, it’s nice to meet you. In the video, I know we’ve talked before but I’m so excited to have you here, Judy. Because you have such a wealth of information, not just with the real estate, but with TV and your own show and Judy Networks. So what made you want to get into it? What inspired you to start your company and go into real estate? 

Judy Sahagian [1:37]

Well, I’ve been in real estate over 20 years. And when the market crashed in 2007, I had to reinvent myself. And at that time deals weren’t closing so I met with someone who was doing events. And at the time, it was just an easy transition for me to get into. And then I realized that I had a really great talent at it. And for the years that there was a down market, I [inaudible [00:02:11] by accident. You know, a friend of mine said to me, he wanted to start a TV show. I said, “Well, let’s do what’s cooking in real estate.” And had no TV knowledge, production knowledge outside of the things that I’ve done. And then we started the show What’s Cooking in Real Estate? which took off really well in our community. And then from then on, it just snowballed into producing events, TV shows, film, and real estate. So that’s the story. 

Mario Fachini [2:47]

Well, it’s a very unique coupling and I’m glad you’re doing it. Because I remember when we connected years ago, I was looking and seeing everything you were doing and it was impressive. But it’s what you bring to your clients. Because I know where your heart is set and what you’re doing. So for everyone just meeting you for the first time, tell me who do you help and how do you help them? 

Judy Sahagian [3:08]

Well, you know, I do my best to help anyone that I come across that I see that needs help. I mostly practice commercial real estate. However, here and there, I will do residential deals for maybe some of my commercial clients that when they come and open a business here, they also want to find a residence and they want me to work with them. And maybe if it’s not in my wheelhouse, you know, set them up with someone that I trust that know who’s going to help them get the best deal. I’ve have, in the past, an interesting story. Years ago, one of the kids that I mentored, Frank Menna, he shows up at my house in the middle of the night with an older lady, 72 years old in a nightgown and, like, two broken ribs. And basically, she was the neighborhood cat lady. I don’t know if you guys have that out in Michigan. But over here, you have the cat lady, 30 cats band in house. So the city shut her house down and basically threw out in the streets in her nightgown. And he brought her to my house. And I’m like, “What do you want me to do?” And he was like, “If anyone can help her, you can.” And so I basically put my thinking cap on. And I reached out to one of my good friends, Anthony Lolli, who is also – he founded the company Rapid Realty. But he also got involved in developments, flips, and things like that. And one thing about him, he – I was like, “Who can I call that won’t take advantage of this older woman?” And basically, he ended up taking over that house and getting her an apartment, taking her shopping, and working on redeveloping the property. But the bigger part of it was, is that she was an only child, never married, no children. So she had absolutely nobody in this world. And after that, he made her part of the family and all family functions. And we all took turns taking her out to the movies, to dinner, giving her family and friends that she didn’t have before. And until this day, he still takes care of her, which for me in my career, that was a blessing to be able to do that for somebody. 

Mario Fachini [5:42]

Wow, that’s really nice. So is that a common occurrence that you find? Or is that more of a here and there? 

Judy Sahagian [5:50]

No. That was not a common occurrence. And I mean, when she came to me, it’s like, you know, you’re looking at someone that’s been done destroyed. And you’re like, “How do I help someone?” And you just hope that you can make the connections in a pricey. And yeah, that’s the only time something has ever happened to me like that. But I’m really grateful that I had the resources and the network of people that I could reach out to, to step in and help me help this lady. So that’s one of the beautiful things about being in the real estate industry and also the event industry, when you have a big network of people. You don’t realize the power of your network until you have something presented to you that you wouldn’t even think you can do. But people come together and make it happen. 

Mario Fachini [6:44]

Well, I know you have an extensive network and it sounds like you’ve leveraged it for a lot of positive over the years. Would you say that’s a pretty safe assessment? 

Judy Sahagian [6:55]

Oh, absolutely. 

Mario Fachini [6:57]

So how have you used your network to help people find their commercial buildings and the real estate, you know, whether it’s residential or whether it’s commercial? How have you leveraged your network? 

Judy Sahagian [7:09]

Well, I’ll give you an example. So when I went into the event, I always – because before I was in residential real estate. And I never really – you know, it never really stuck with me practicing that. I always wanted to be in commercial real estate. And it wasn’t until the market crash and I lost everything I own and I had to reinvent myself then I went in a completely different direction with the events where I then met my mentor at the time, Faith Hope Consolo – rest in peace. She just recently passed away. 

Mario Fachini [7:49]

Sorry to hear again. 

Judy Sahagian [7:51]

Thank you. Thank you. But it was really great because I – through the events and the TV show, What’s Cooking in Real Estate? she took me under her wing [inaudible [00:08:03] real estate. And I went from being this girl from the Bronx to Madison Avenue going out and canvassing all these really big brands. And at the time I couldn’t even pronounce the name of the stores, much less walk in and do business with them. And so then I started going to fashion shows to meet designers to see if they want to open stores. And that’s when the event side kicked in. And, you know, they asked me to help them with events. And I went really into media all while doing real estate. And people will always reach out to me for spaces to help them do movie shoots and things like that. And so just recently, we just finished the final scene of a movie called NickAndNickyTheMovie.com. And this was a movie that was in production for five years. And a friend of mine, Montgomery Frazier, #theimageguru, asked me one day like, “Hey. You get spaces and things like that, can you help us find a space for this movie that we’ve been working on for many years?” So as I helped them get the space and we looked, we finally nailed down the Pierre Hotel. Which I don’t know, for people who are not from New York, it’s like an iconic hotel on Fifth Avenue. And that’s when I got to meet the owner of the movie, Patrick Askin, who then asked me to come on as associate producer because of all my experience with events and putting things together. And thank God, through also Consuelo Costin Vanderbilt, she started this platform called SohoMuse, which is a trusted platform right now. It’s in Beta. It’s invite only for Creatives by Creatives. So all of us in this platform, SohoMuse, we got together and pulled our resources to help complete this movie. So after we completed the movie on January 4th, I got a chance to meet this gentleman [inaudible [00:10:32]. And, you know, we started a great friendship. And then a couple of days later, he tags me on Facebook for one of his associates in LA looking for someone who does commercial real estate in New York City. And then we connected and then as we spoke, you know, it ended up being a really great referral. Our buyers looking to buy buildings in New York City and convert them into hotels. But we also realized that we had connections in Mexico with one of my best friends, Christopher Gill, who works with SIMCA. So it was like a small world where we came in together on a creative project. And then a referral base came out of that. So I’m very lucky to be able to have those types of transitions and also be authentically myself and be appreciated for that. 

Mario Fachini [11:32]

Yeah. One of the things I’ve always liked about you is how down to earth and just caring. There’s a lot of people all over the world that – you know, especially in New York being fast paced, is it safe to say not everyone stops on the street to help someone in need? 

Judy Sahagian [11:50]

Well, you’ll be surprised. I’ve been lucky in my career and in my life to meet some really amazing people. I mean, I would say us, New Yorkers, upfront we’re not the warm, giddy people. But you give us a chance and get to know us. I think, you know, there’s many awesome people. Of course, like anywhere else, you have other types. But I think, like attracts like. If you’re on a high vibration yourself, you’re going to attract those type of people into your circle, which I have. And it’s always been good. 

Mario Fachini [12:33]

Yeah, I would have to agree. And I love New York. I just got back from there shooting a commercial with Johnson and Johnson and Show Me Your Stethoscope. And it was a lot of fun. And there was nice people and there was mean people just like Detroit. Do you want to go down there? Not everyone is going to stop there either. And even when I’ve spoke in California, everyone’s going, “Come to California. It’s gorgeous. You wouldn’t want to leave here.” And I looked on some of the street corners going, “Yeah, I would. I definitely would.” So wherever you’re at in the world, be a good person. And you’ll attract people like Judy and you’ll meet her and you’ll fall in love with her also because she is warm and kind hearted and down to earth. So

what is your biggest success story from your network that someone was in need, whether it was your real estate business ventures or the events you’ve done? Someone was really in a bad spot. And because of your network and because of your connections and your business acumen, you were able to take them to this new high point that they for sure wouldn’t have been able to do without you. Maybe it’s a business deal. Maybe it was a movie deal. What comes to mind? 

Judy Sahagian [13:45]

I mean, I think I just touched on that. I think as far as helping someone in need, the cat lady would probably be the biggest one where we all put together – we even broke into the house and captured one of the cats and snuck it into the hotel where we had her to help lift her spirit. And I mean, all of us that we’re doing – imagine big real estate executives breaking into an abandoned house and then smuggling a cat into a hotel was big on how our hearts and how we put ourselves on the line just so that we could protect the morale of this lady. That was the biggest one. As far as my network, when we started What’s Cooking In Real Estate? none of us knew anything about producing a TV show. And we didn’t have the funds to produce a TV show. So I said, “How hard could it be? Let’s go to the Film Academy, get a bunch of interns, use their equipment. And I’ll put it together [inaudible [00:14:57]. We’ll invite a bunch of real estate people.”  And I said, “And we’re going to get the biggest things in real estate in it.” And I said, “I bet you all will get Robert Knakal in an apron.” And I mean, I don’t know if you know who he is. But Robert Knakal over here in real estate, he is iconic as well just like Faith. And it’s funny because my partner at the time, Vernon Jones, he says to me, “You’re crazy.” And I said, “Okay. Watch me.” So a week later, I get an email from Robert Knakal and he says to me, “Hey, Judy. You know, I read about your show in the commercial observer. I think it’s an amazing innovative idea. By the way, did I tell you I make an amazing seafood marinara?” And right then in there, we met and we got him on the show. And it was like I called it or manifested it, however you want to say. And he does so many speaking engagements on the top level. And he had said to me and Vernon – Vernon and I, he said to us, “You know, I have spoken in so many events and this was one of the hardest and the best.” And for us that was like, “Ah.” So it’s been a lot of fun to be able to think of an idea and go with it and then see it come to life. I think that’s the biggest gift. 

Mario Fachini [16:28] 

Well, I’m glad you shared that. And I didn’t want to interrupt you. But when you were like, “So I wanted to do a TV show. We didn’t have any budget and didn’t know what we were doing. But how hard could it be?” That is the entrepreneurial spirit at its best. And I I’m sure you saw me smile. But I was just like, “Yeah. I’ve been there numerous times. No clue what’s going to happen.” But when I hear it back from you and other people, I’m like, “Yeah. That does kind of sound kind of ludicrous because it’s like I have no idea what I’m doing, what are we going to do?” But you figure it out, right? Let me dive deeper. What gave you the confidence to go, “You know what, we will figure it out? We don’t know what’s going on. We don’t have the budget. But how hard can it be?” Take me into that mindset where you had the confidence despite all statistics to basically say, “It’s still possible.” 

Judy Sahagian [17:30]

Because I just [inaudible [00:14:57] immediately. And I thought it was a fun idea. And I had already done a lot of events at that time. So it was like, “Well, let’s just put cameras and everything in the situation.” And it was just like, when you have a thought and the thought is right and the world opens up to you. So I end up – we were just talking on the phone and my partner said, “You know, Judy, I want to do a TV show.” And I was like, “Really? Let’s do a cooking show. A cooking real estate show. What’s cooking in real estate?” And he was like, “You’re crazy.” I said, “Why? Cooking is sexy. Real estate is sexy. And if you put it, what are the most important rooms in a property? It’s the kitchens and bathrooms. And when you close the deal or any type of business or anything you’re doing, you’re going out to dinner. You’re at an event.” So food brings people together. And food makes people engaged. And from all the conferences that I did before, I remember just sitting there and watching all these really big real estate professionals, developers, and everything. The information is so intense and so high level I said to myself, “How do I bring that information down to where everyone can understand it? And the people starting out in the business could get those points and use them in their businesses.” And that’s where we really started to bring What’s Cooking In Real Estate? And then I ended up going to [inaudible [00:19:17] event that was in Taj Lounge here in New York City. And a couple of months before that, I did an event there. And so when I went there – this was like years ago when the QR codes just became popular. And I have just received my new business cards in the mail. And I went a little crazy. And I put five QR codes, one for LinkedIn, one for Facebook, one for Twitter, one for my website. And I wanted to see the tracking on who’s going to scan the most links. Little did I know that that business card, which my idea of doing it didn’t work out, but when I went in and I gave the manager my business card and she remembered me. And she was a Russian girl. And she goes, “This is genius.” The next thing you know, I’m in the basement of Taj Lounge and these two guys come out – two big Irish guys. And they’re like, “Yeah. So what do you want?” And I’m like, “I don’t know. She pulled me out here in the basement.” But a thought came in my head just like that. Not even planned. And I was like, “Turn on your computer.” And then I took them to the video that I made when I do the event in their venue. And I said, “Your last five events was because of my video that I did here.” So I had The Real Deal magazine and all of the big publicity. And they looked at each other and they said, “How long do we got? And I was like, “Three weeks.” And because of that, they ended up sponsoring my first episode. And they even got me [inaudible [00:20:55] their entire staff and everything. And now, I had a TV show. And ironically when I walked out of there, I was like on cloud nine. And as I’m walking down the street, I hear these two guys walking and talking about food. And I was still on the high of what just happened. And I stopped these guys in the street. And I’m like, “Wait. Stop. I have a cooking show.” You know, just like that. And I’m like, “Here’s my card.” And one of the guys happened to be a big restaurant – he had a big hospitality company. And his name is Stavros. And he’s the owner of Kellari Taverna. And so he says, “Follow me.” So now he takes me to his restaurant which [inaudible [00:21:43] and he goes, “What do you think? And I’m like, “It will do.” And he shook my hand and he said, “You made a lot of good friends today.” And then he ended up sponsoring the next episode. And then we ended up and gave me his restaurant and sponsored the whole thing through his executive chefs from Washington, DC and everything. And it was just a dream. And it wasn’t something that I thought of. It was a conversation. I didn’t hit the phones, cold calling, trying to get sponsors. I just walked into a place and it went bam, bam, bam. So when you are in line with your vision and you have the belief that you can do it, it unfolds before you. And I was lucky that way with that. And usually when I have got – all the major projects that I have ever pulled off were like Mission Impossible. But they were the right projects for me at the right time. Because there’s also projects that I’ve worked myself to the bone and they didn’t go anywhere. So I think sometimes when you see something’s not working out and it’s not aligned, then maybe you might want to switch your focus and see what you’re not seeing. So you have to have the vision and the end in mind to see something through. And that’s been my experience. 

Mario Fachini [23:20]

And you’ve obviously been successful with it. And I love that you’re sharing the vision because I think so many people get caught up in the details of it. But they never focus on the goal. They just focus on, “I have all this stuff to do. I don’t know how I’m going to do it.” And come up with 101 reasons that won’t work when all you need is one that it will. And it’s “This is what I want to do. This is what I’m called to do. I have a vision.” And I was smiling ear to ear when you said it. Because when I decided to launch the show, there was a lot of moving parts. And I go, “You know what? This is par for the course. I’ve done this for over 20 years, nothing’s ever worked out.” But you keep moving forward. I had the vision for it. So I’m so glad you shared that with us. 

Judy Sahagian [24:08]

Actually, when I was in Australia, I did a mural from my grandmother because it was a year after she passed away. 

Mario Fachini [24:16]

I’m sorry.  

Judy Sahagian [24:17]

And there was this rock and all the press and I had the best graffiti artists from all over the world come and paint a mural from my grandmother. And it was – her favorite color was blue. So this is way before 50 Shades of Grey. We did it every shade of blue. And I’ll send you the picture to see it. And it’s a really amazing triumph for me. Because when I was in Australia, I went there to heal and that’s when I realized that mural, I said, “It’s time to go home and start Judy Networks.” And that’s what happened. And I came home and I started Judy Networks and haven’t looked back since. 

Mario Fachini [25:06]

So that’s quite inspiring, Judy, how you started your network and everything flourished. And I mean, you definitely have the tenacity to do that. Explain for the listeners how video has really made a difference in your business. 

Judy Sahagian [25:20]

Well, it’s interesting because when I came back to New York from Australia and I started Judy Networks at the time. So Judy Networks, when I started it was an events company. And I started doing real estate events in New York City. And at the time, many people were doing events because the market had crashed. And so many people were coming out to events looking for opportunities. And so a gentleman by the name of Vernon Jones called me up when I was on my third event in New York City. And he said to me – mind you, I think at the time he was either 19 or 22. He said to me, “I want to be your video sponsor.” And I’m like, “Okay.” And I remember my ex-partner he said to me, “Well, you don’t know him. You don’t know if he’s going to be any good or whatever.” I said, “Well, he’s sponsoring it, you know, why not?” And the great part of it was Vernon was very young and very talented in marketing and media. So when he came and he started putting these videos together. I had now like a record of my events. And you saw the people that were there. And it really pushed me from being someone that people really didn’t know to right in front of the top of all the event produces in the real estate sector in New York City. And that happened because of the video because I was doing an event every month. And then with every event, we were producing this video. So therefore, after the event, the video came out, people can always go and see what it’s about, who they wanted to network. And it really propelled me to be the top. And at the time, I was the only woman in this space. And technically, I still am. Hello. And he was also the one that after we were doing – he was doing my videos for, like, a year, we were on the phone and he was like, “I want to do a TV show.” And it was just like that .It was just like us talking on the phone. And we really clicked well with marketing. And I loved that time that I spent with him because he was very young and innovative and he had this energy. And I fed off with that energy. And then he fed off with my energy. And we just had this really amazing synergy and made all these great things happen. So it was really great. Not everything that we do – you know, it only comes from yourself. It’s also the team that you have and the people around you that believe in you. And as much as it is also important to have a vision, it is also important to have the people who are able to follow through and be analytical and poke holes at something and really help you share your vision. Not everybody is a visionary. I mean, for me, I have been – it’s my gift. But being a big thinker, that’s where I’m at. So I always need someone next to me that’s going to help me see my vision through. A perfect example of this is look at Steve Jobs. Steve Jobs had this huge vision. And he couldn’t do that by himself. He needed to team up with someone and he teamed up with Steve Wozniak. And Steve Wozniak was able to take his vision and bring it to life. So I think it’s important that being a visionary is part of it. But you need to team up with people who see your vision that’s going to take it to the next level. You know the saying, You can’t build a bridge alone. And you’re only as good as the people you surround yourself with. 

Mario Fachini [29:47]

That is very powerful. And I’m so glad you shared it with everyone because it’s so true. You’re not going to get – you know, one of the things is, “I’m a self-made millionaire. I’m a self-made billionaire.” And some of the most humble people on earth they’ll say, I didn’t do it on myself.” You need that team. You need those people around you. So I’m glad you touched upon that. We’re going to go to the second half, the Imperfect Action Round. But first we’re going to thank the sponsor.

SPONSOR Be.Live [30:16]

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Mario Fachini [31:23]

And if you guessed it, we are back because we are. And I’m with Judy Sahagian. And we are here for the Imperfect Action Round. So Judy, do you like to take imperfect action? 

Judy Sahagian [31:36] 

I love imperfect action. Actually, that’s when you get the best pieces when it’s imperfect mistakes. As they say, embrace failure. Right? 

Mario Fachini [31:48]

Absolutely. Fast and furiously. No copyright infringement there, fast and furiously. See what I did there? So the first question – I got three of them for you. Sixty second answers. Rapid fire. The first one, in your experience with everything you’ve learned in all of your network and everyone you’ve been in contact with, what would you say for someone with a business what is the fastest path to the cash? 

Judy Sahagian [32:16]

I wouldn’t say the fastest path to the cash because if you chase money, you won’t find it. I think you have to find what you’re passionate about and go with that. And because the passion, when you put passion into something and you love it, no matter what, you’re going to be good at it. And the money will follow. But if you go into anything with money being the focus, it doesn’t have the same meaning as someone going into a passion project. So anyone that I would speak to, I would say, “First of all, be your own guru.” Everybody is always looking for the answers outside of themselves. But every answer that you need is within you. So meditate within yourself and think about what it is that you want to be doing. And so many people, they say, “If you could find what you love doing and figure out how to make a business out of it, you’ll never work a day in your life.” And that’s very true. And I think one of the hardest things about being an entrepreneur is having a vision and then creating the structure to see it through. People only see the end result, the glitz, the glamour. They don’t see all of the heartache, the hard work, the failures, the tears, the times you have no money, and you’re trying to figure out to see things through. Those are the times that you got to really dig deep within yourself and find the energy and the strength and most of all the faith to see it through. 

Mario Fachini [34:05] 

I love that answer. And I agree wholeheartedly, don’t chase money. But what I was hearing was the fastest path to cash is to follow your passion because the money will follow. So the second one I have for you is, what is the biggest problem you see in your audience? So let’s say, someone starting a TV network, someone wanting to get into real estate. In your instance, what is the number one mistake you see your audience making and how can they fix it before they get started? 

Judy Sahagian [34:33]

I think that when you’re starting your business, whether it’s going to be in real estate, production, anything, if it’s rubber bands, you first have to start out and really have a clear understanding of what you’re going to do. And you have to start from the bottom all the way to the top. Unless you’re a trust fund baby and you have a lot of money to throw away. But then you’ll never even really appreciate it. When you have passion for what you’re doing. You want to know every part about your business. Because as you grow, you’re going to have to fill those positions. You want to fill those positions with people who are as passionate as you. And you want to treat everybody within your company with the same level of respect as you would as a CEO. Because the chain is only as strong as the link. So if I could have a beautiful thick great chain and then I have one weak weight, it breaks the chain. So it doesn’t matter how many leaders, how much money, or any of that. You have to create a solid foundation and build up from there. So many people when they come into business and the entrepreneurs and they buy these kits and this and that, and you’re like, “Yeah. I’m going to be the self-made millionaire.” Well, the self-made millionaires aren’t the ones that are wearing $200 sneakers and things like that. They’re very humble people that you wouldn’t even know because they work hard in their business in their passion. And it’s all or nothing. It’s like Napoleon. I may be not going to be able to tell the story word for word. But when Napoleon went to go conquer land, when all of his people got on to the land, he sent the ships away. And people will say, “Well, why are you sending the ships away? How are we going to get off the island?” He says, “If you don’t win, you don’t get off the island.” And it’s as simple as that. So when you start a business, it’s all or nothing. So you go into it, you have to be ready to go through hard times because there will be hard times. Even if you hit gold, even if you become a millionaire, you’re going to have a whole new set of problems. And you have to be prepared for that. So if you go into a business wanting to be on the top then you didn’t condition yourself to be on the top. It’s like martial arts, right? You don’t walk into a kung fu being Bruce Lee. If you get one of these blows without the right conditioning, you’re dead. So it’s the same in business. If you don’t get conditioned to grow up to those levels, you’re not going to be able to sustain the business and hold it. 

Mario Fachini [37:28]

That is some sage wisdom right there. Because so many people doubt themselves and they’re worried about why am I not at level 10. And it’s like, start at level one. You know, you got to take that first step and rely on yourself and just trust it’s – rely on other people and then build the team. But just trust yourself. So the last question I have for you for the rapid fire would be, maximizing customer lifetime value. Out of everything we’ve talked about, having the vision, starting the business, how do you maximize all the hard work to get started all the ups and downs along the way? How do you feel you can maximize the lifetime value of the work you put in, in the beginning? 

Judy Sahagian [38:10]

I mean, I think that with your customers or your business, you do the best work you can always. I try to be – the only person that I feel I’m in competition with is myself. And every day, I try to be a better version of myself. And so when I do, when I’m working with a client, I treat that client like it would be me buying a house, it would be me buying a building. It’s me. I put myself into their shoes and I try to listen. I think the most important thing is listen to your client’s wants and needs and do your best to fulfill them. And under promise and over deliver. And close the deal. Get it to the next level. And then keep contact. And be authentic. Like, if you don’t know something, be clear. “I don’t know this but I can find a person who does. I can’t achieve this but I can find the person who can help me achieve this.” And I’m transparent with my clients. And they appreciate that. And I go above and beyond within my means. So throughout the years, my clients always come back to me and they always refer me to business. And one of the biggest – can I touch something? One thing I’ve noticed about, especially with a lot of the younger people – I would give a different advice. Many people think that if they look busy, that they’re successful. I know many people in business that they’re like, “Oh, well, you know, I only have a few minutes to do this conference call because I got to jump on another call. And I got to do this or this.” You know, I got to tell you something, when I’m dealing with my clients, I could have 50 clients and my phone blowing up. But when I’m talking to you, you are the only person in the world. You’re the only person. I don’t care what I have going on. You are my priority. You never want to make a client feel like they’re in competition for your attention. That’s the biggest way you will lose a client or an associate. So the way I retain people is that I’m available to them when they need me. I follow through on the times that I need. And they are my priorities always, no matter what I got going on. And that’s the biggest advice. Because I see people now, “Oh, yeah. I got to be here. I got to be at this compliment.” You know, millionaires or billionaires that are running hundreds of companies but when you speak to them or you’re in their presence, you feel like you’re the only person in the world. That’s a technique. That’s a gift. True success is someone who isn’t running around like a chicken without a head. You won’t ever catch a true, wealthy, successful person coming into meeting saying, “I got two minutes.” When they give you their time, their present in that time, and that is real success. Being present. 

Mario Fachini [41:39]

Judy, I’m glad you shared that. Because too many people nowadays are just doing one thing but they don’t really know why they’re doing it. They think they’re going in the right direction. But they’re not even on the right track. One of my favorite sayings I found in a Facebook post – I’m not sure whose it was – but it says, “Stop the glorification of busy.” And I feel that so many people nowadays, it’s just, “Oh, I had 491 emails today.”  And I’m thinking, “How are you that inefficient to not be able to realize you don’t need 460 of those. And you allowed those to come in? Like, what are you doing with your time? You can’t get your time back.” So thank you for sharing that. Any true successful person is going to be fully present. And I know there’s someone listening to this right now going, “Yeah. I probably could have cut about 80{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81} out of my normal work week and still retain the profit.” The part that builds relationships. The part that builds connections. The 20{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81} that’s actually doing something. And the rest, it doesn’t really matter. So one last question before we wrap this up, books. We all like books. What’s one of the best books you’ve ever read? 

Judy Sahagian [42:56]

Napoleon Hill. I love Napoleon Hill. 

Mario Fachini [43:00]

Which one? 

Judy Sahagian [43:01]

Think and Grow Rich. Definitely was good for me. A fun one that I really enjoyed was, ‘Who Stole My Cheese?’ Have you ever read that one? 

Mario Fachini [43:16]

That is a good book. I actually recommended it to someone the other day. 

Judy Sahagian [43:22]

It’s a great book. It’s about being able to go with change. And when I was doing mortgages years ago, they made us all read that book. And it was a very short book. It got to the point. But everyone should read ‘Who Stole My Cheese?’ 

Mario Fachini [43:41]

That is a great recommendation. So, Judy, we’re going to wrap this up. I appreciate your time and coming on the show. Where can people find you? 

Judy Sahagian [43:50]

You could find me at JudyNetworks.com or you can just Google Judy Sahagian Judy Networks, and I will pop up. 

Mario Fachini [44:02]

Very good. Well, thank you again. We did it. Judy, thank you very much for coming on. It was a great show. 

Judy Sahagian [44:12]

Thank you. It was. 

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Mario Fachini [46:05]

Thanks for listening to the episode. I hope you got a lot of value out of it. Let’s continue the conversation over in the community, ExpertAuthorityWorld com. We can have discussions, talk about the episodes, and I’d love to get your thoughts on it. Once again ExpertAuthorityWorld.com.