How Lisa Axios Builds Deep Client Trust with Coaching, Notes & Clarity

Speaker 2 (01:31)
Hey everyone, welcome to the Invested Fuel podcast. I am your host, y’all know, Q Edmonds, Quentin Edmonds. And today I am joined by someone that, you know, I’ve been talking to, I really believe y’all gonna get great insight from. I am joined by my friend, Ms. Lisa Axios. How did I do there, Ms. Lisa Axios? Really, absolutely. Listen, she is in…

Speaker 1 (01:52)
You did great.

Speaker 2 (01:57)
Real estate and brokering but what I love about what she does in her approach is Respecting the client. I love how she’s coaching them up I love how she’s helping them clear these hurdles as the coach and so I am very very excited for y’all to hear from her sit back and listen and tune in this Lisa Axios, how are you dear?

Speaker 1 (02:19)
I’m

doing great. Thank you so much for having me.

Speaker 2 (02:22)
Listen, we’re so excited to have you listen. I know our listeners are going to get something from what you’re going to say They’re going to find value and what you’re going to say and the way you go about doing business the way you go about doing life And so if you don’t mind listen, I just want to dive in So, of course some people are meeting you for the first time I want you to give us a short version of what it is that you’re main focused on these days And also if you don’t mind telling what we what markets you’re operating in as well if you don’t mind telling them that

Speaker 1 (02:51)
Sure. So I’m a at the moment I am a solo realtor. do have some I’m a broker realtor. I have a little bit of a team, you know, small team, just my admin and I’m in the Boston area a little bit south. go Boston to like North Plymouth, if you know Massachusetts, that’s pretty much my area. I love what I do. I’m not only a realtor, I am a coach. So I use that coaching.

in my business and I find that really has been a game changer for my business.

Speaker 2 (03:28)
Yeah. Yeah. No, but love it when you and I was talking. I think that’s one of the things that really caught my attention is how you like to educate, how you love to keep things simple and how you really, like we said earlier, try to help people clear some of the hurdles that they feel is like going to keep them kind of hamstrung in a sense. And so I appreciate that about you. And I don’t know if you want to speak more to that. I love to hear more about that, but then also I would love to know.

How is it that you keep things running smoothly on your end?

Speaker 1 (04:03)
So first, guess, keeping people, I feel like you really have to go to the motivation, right? You have to find out why. Why do they want to sell? Why do they want to buy? You really have to dig deep and then give them a pathway so they don’t feel lost. I think one of the worst things that some people can do as realtors is use acronyms or try to talk too big, right? So then the client doesn’t feel comfortable because they have

They don’t know what you’re saying. So try to keep it as simple as you possibly can, because when they feel smart, when you’re speaking with them, they love you. absolutely love you because they feel better about themselves and they also feel heard. But if we go into a listing or, and you say, you well, I’m going to give you a CMA and they have to pretend like they know what you’re talking about. And in the real estate world, we know that means, you know,

we’re going to give them a report on their house and market analysis.

I feel like that’s really important. And I don’t remember what the second question was.

Speaker 2 (06:01)
Yeah, no, no, no, no. It was talking about kind of what keeps you running smoothly. But you hit it because you said your motivation, right? So was like, know, kind of what keeps you dedicated to what it is that you do? Maybe that’s a better way to say it.

Speaker 1 (06:15)
Well, I love the outcome of, you know, I think I spoke to you about like, want people to live a life by design and not by default. So I try to give them enough information that they say, okay, they want to buy a new house. Well, what does that look like? And let’s find the design and not just like default to whatever’s happening. Really get clear on the picture. ⁓ that helps a lot. So if you’re asking question after question,

and getting to know them, they feel good about that too, because they want to talk about themselves. And you can get clearer and you can bring it back up to them. When they’re looking at something that maybe is out of their budget, you can go back or maybe they, you you have so much information that you can have great, honest conversations. And one of my favorite things I do say during the process is, do I have permission to be honest with you?

And then they tell them, I’m sorry, but there’s a really bad odor in this house, or you got to take down those curtains, or we need a price reduction. But always phrased by, do I have permission to be honest with you? Wait for the answer. Just once you say that, pause, and then give them the bad news. Because they sometimes are sitting there like, what? What is she going to say?

And no matter what you say, it’s never as bad as what they’re thinking you might say.

Speaker 2 (07:47)
Absolutely. I love that. And one of the things you said earlier, when we were talking about opportunities, you talked about, and you kind of just summed it up, you talked about connection and communication. You said that that is just a great opportunity. And you really just spelled that out, is that there is always an opportunity to make that connection and to communicate. You just summed that up with, do I have that permission to be honest?

I’m about to make a very human connection with you. And I’m going to communicate some stuff with you that you need to hear. And so that’s one thing I love about your perspective and your lens about what you’re doing is keeping these key things in place. And so I appreciate it.

Speaker 1 (08:37)
that to you, you feel like, oh, what are they gonna say? It’s so, you know, and a lot of times you just have to learn to pause after that. And they kind of like, I don’t even know if I want to hear it. Pretty much brings up a good laugh.

Speaker 2 (08:50)
people.

Yep. Yep. Yep.

Speaker 1 (08:55)
So that relaxes people.

Speaker 2 (08:58)
Yeah, yeah, now, absolutely, absolutely. So listen, of course, you know, there are times, sometimes when things get real, maybe sometimes the deal goes sideways. Maybe sometimes that you had to pivot fast. You mind sharing one of those stories if you have some?

Speaker 1 (09:15)
sure. mean, ⁓ pivoting is an adapting, think is the most important thing in any in life. And ⁓ I’m trying to think of something really specific. mean, when deals go bad, when maybe a mold comes up in a in a listing and the buyer and your you know, the deal falls apart, you’ve looked at 12 houses, this is 13, you finally got one accepted. And

I think being an entrepreneur and knowing like you get paid by the work you do and you can work with someone for so long and not get paid. And then when you do finally get under contract, you’re still waiting 90 days to get paid.

think a lot about that analogy and it’s maybe people can look it up. It’s like the coffee bean, the egg and the carrot. When something bad happens,

Let’s say you throw a carrot in hot water, it gets soft. You throw an egg in hot water, it gets hard. You throw a coffee bean in hot water and it makes coffee. So what are you gonna do? Are you gonna become this? You’re gonna become soft like the carrot or hard shell like the egg? Or are you going to, when you have that coffee bean, make coffee? So you have to turn it around and you have

to be the leader of your client so that you can help lead them to being the coffee and not soft or hard. So look that up.

Speaker 2 (11:30)
⁓ Listen, I just wrote it down for my notes. I am definitely going to be looking that up. Because when you said it, I was like, well, what’s funny, ma?

Speaker 1 (11:42)
You have a pot of boiling water and you put those in, you know, which one do you want to make?

Speaker 2 (11:49)
Absolutely. No, I thank you for that perspective. I think that was great. You know, honestly, that’s the kind of stuff people not talking about lately. You don’t talk about stuff like that. That’s good. And, you know, I, I talked to you before and I know that you had to make some pivots. And so thank you for talking about a specific, you know, pivot that you have to make when it comes to deals, but just thank you for the pivots that you’ve made in life, you know, for me talking to you and looking at the way that you approach things.

It lets me know that you’re in it for the longterm, you know, ⁓ and because you’re willing to, to adapt and to keep moving forward and to not get stagnant and let something stop you, right. Or derail you even it might make take a, we may have to take a detour, but we have not stopped motion. We have not stopped, you know, momentum. And so I appreciate you for that. I really do. ⁓ I do want to ask you this. Is there anything that you’re focused on? Like a problem, maybe you’re focused on solving or.

Like what’s the next goal you feel like for you, Miss Lisa?

Speaker 1 (12:51)
So besides the real estate, mean, I definitely want to be a little more streamlined. The back end of my ⁓ business as far as real estate be better at some of the systems, which I have in place, but have been struggling with ⁓ just being consistent. But I also have some really great goals for helping people get unstuck through my speaking and coaching. And I am excited.

working really hard on trying to get on stage at the John Maxwell conference, it’s in August. I’ve come to the top 30 two times. They need 10 people to get on stage and it has to be just a two minute speech. Two minutes, I mean, three minutes or less, three or less. And I’m gonna try to do that again to, you know, that I’m attempting to get on stage in August, we’ll see.

That’s kind of a big thing on my mind right now. ⁓ And that I feel like with speaking and coaching, can, you know, it opens up some opportunities to sell more real estate, get in touch with more real estate people as well. And yeah.

Speaker 2 (14:06)
No, I love that. I love that. think that’s big. I mean, you’ve got the real estate portion in place, but now you’re talking about this coaching and speaking like that’s big again. Like I said, you know, you’re not stagnant. Like you have things in place, but you’re also forward thinking. And so I absolutely love that, you know, and I think that’s huge. And, you know, of course we know like the next move that we make, can either compound things or create chaos. Right.

depending on how we play it. That’s just real, right? But what I love, and I think our listeners, know, we got some that’s in different places of their journey, right? They’re in different places of their journey. Like some of them are leveling up on some things. They’re figuring out things. But I think it would benefit them hearing, like when it comes to relationship building,

what do you think for you when it comes to relationships that made the biggest difference for you?

Speaker 1 (15:46)
in-person connection is really, really important. I had spoken a little bit about, I don’t know if everyone knows Dunkin’ Donuts, I think they’re around the whole country, but I never go to the drive-through. I always get out of my car and go into Dunkin’ Donuts because you don’t know who you’re gonna meet. And if you are constantly having your food delivered, your clothes delivered, everything delivered to your house, you’re not getting to meet new people. And I find that belly-to-belly connection is great.

Another thing I do is anytime I have a listing, I go to the five houses on the right, five houses on the left and 10 across the street and door knock them. Hey, I just want to let you know, I want to invite you to the open house so you get to meet the neighbors and they remember you. And then after it’s sold, do it again. You never know where your business is going to come from. So if they see you and you sometimes they hide, I know they hide. So I’ll stick it in the mailbox.

They duck, they’re like, what’s she doing? Well, who’s the stranger knocking on my door? But that the connection part is the most important thing. Join networking groups, available and meet people. Connection is the best. And especially after COVID, people just kind of stay to themselves. It’s not healthy. It’s good to be out and meeting people.

Speaker 2 (17:09)
Nope. You’re absolutely right. Relationships and connections is everything. And like I said, if you don’t mind me quoting you, you said it is about connection and communication. And I think you are showing with your examples that you bring up that that is true to your core, right? Because again, to quote you, want to help people, want to help people create a life by design and not a life by default. And so I hear it. I hear it in the way you talk.

I hear it in the analogies that you use in the stories that you bring out is that this is who you are true to your core. so that relationships is everything, know, and connection is everything. And I thank you for sharing that aspect of what you do. Actually, more of us need to do. And so thank you for that. I really do. And so listen, we’re close to wrapping. So I probably got two questions left. So this first one.

Is I kind of want to put the ball in your court in a sense like I know I’ve had these prep questions and but I want to know is there anything that you want to share from the heart right? Is there anything maybe you’ve been musing over maybe? Something that’s inspiring something that’s educating because I know you love to educate something that’s coaching because I know you love to coach I just want to create a space and don’t know and don’t feel pressure like I know I’m saying this I’m I am kind of putting you on the spot, but just you have

been a wealth of knowledge to me even before we have, you know, pressed the live recording, right? And so is there anything that from the heart that you wanted to share with our listeners?

Speaker 1 (18:48)
I’m going to go back to a quote by Jim Rohn. Your business grows to the extent that you do and personal growth became something. It’s it’s just like the most important thing to me and it helps you in all areas of your life. So the more the better you are personally, I’m you know, I read a minimum of 10 pages a day. You don’t have to read a whole book. Make it five. Just the.

Your business grows as you grow and your life just gets better when you see opportunities. So I want people to know that I’ve been stuck in places that I thought I would never get out of in some really tough times in my life. And I couldn’t see, I couldn’t see the opportunity. I was, you know, afraid. So be courageous, make decisions. And remember, if you don’t make a decision, you made a decision.

So.

Speaker 2 (19:49)
Well, ⁓ y’all heard my friend, Ms. Lisa Axios. Y’all heard it, absolutely. If you don’t make a decision, you’ve made a decision. Ms. Lisa, thank you so much. I appreciate you. Listen, before we wrap, if someone wanted to reach out to you, connect with you, maybe collaborate with you or learn more about what you’re doing, what’s the best way for them to reach out to you?

Speaker 1 (20:12)
So I have ⁓ my email is listwithlisatoday at gmail.com. I also have another. ⁓ This one people remember because it’s and I would have to talk about this another time, but it’s called Lipstick and Push Ups. That’s another one. Lipstick and push ups at gmail.com. And ⁓ my.

Speaker 2 (20:29)
Lipsyn.

Speaker 1 (20:36)
I’m right here in the Boston area. My phone number, 781-901-9166. I have a couple different websites. just, you know, when you look it up, you’ll see whether you want real estate or maybe something else. ⁓ So if you type in my name, I think it’s quite unique. You’ll probably find it, find something. You can find some old YouTube videos that I don’t want anybody to see, but you know.

Speaker 2 (21:02)
It’s okay. They’re gonna get some new videos very soon if you want to stage at the John Max row Conference and who knows you may get a TEDx out of it. Who knows? Absolutely, but listen, I appreciate you. I appreciate your time. I appreciate your perspective. I appreciate your analogies I really appreciate you and listen we need more people in this space who are doing things the right way just like you are so

Miss Lisa Axios, thank you so much for being here.

Speaker 1 (21:33)
I feel like so appreciate you. It’s been a pleasure, you know, talking with you and getting to know you better has just been awesome. Thank you.

Speaker 2 (21:43)
Same here my dear. So listen those of you tuning in if you got value from this, please make sure you are subscribed We will have more conversations just like with my friend miss Lisa Axios who is doing things the right way with integrity with integrity educating and Communication and communications. All right. I appreciate y’all. Thank you so much. We’ll see you on the next episode

Speaker 1 (22:12)
Thanks so much.