Matthew Maschler:
Welcome to the Real Estate Finder podcast. I’m Matthew Maschler with the signature real estate companies in the state of Florida, soon growing to every county in the state and every state in the nation. And with Biaz, oh, he is the co-host of the Real Estate Find podcast, Stacey Garcia. And in the studio today, we actually have two guests. I’ll introduce, uh, Preston first, cause Preston’s invited to come to the show, uh, whenever he wants. And that means he has no showings or buyers or anything today. Hi, Preston. Hey. What’s up man? And back to the show for the second time. Robert Clegg house.
Robert Gleichenhaus:
Hey, Matt, how are you?
Matthew Maschler:
I’m doing very well, real well. How are you? I’m
Robert Gleichenhaus:
Doing good. Thanks for having me again.
Matthew Maschler:
How’s your weekend?
Robert Gleichenhaus:
The weekend was, uh, it was busy. I was up, uh, in the Space Coast for a baseball tournament. Oh, really? That, uh, did not go our away
Matthew Maschler:
<laugh>. Uh, do you
Robert Gleichenhaus:
Play? I don’t, I was, I was coaching, I coached my son’s team. Oh, great.
Matthew Maschler:
How old’s your son?
Robert Gleichenhaus:
He is 12, almost 13.
Matthew Maschler:
Uh, awesome. What’s the name of his team? Uh,
Robert Gleichenhaus:
The tb t JS 2029. Oh,
Matthew Maschler:
Sponsored by the bourbon team. Yes. All right. Mm-hmm. <affirmative>, shout out to the bourbon team. I think they’re building a, uh, real estate office right next to our podcast studio. Oh, wow. Yeah, they’re, uh, they’re, they’re lawyers here in Boca and they’re, uh, amazing people and they do amazing things, so, definitely. So thank you for sponsoring Little League
Robert Gleichenhaus:
Baseball. They do, they do a lot for travel baseball as well.
Matthew Maschler:
What, what league are you?
Robert Gleichenhaus:
It’s a travel team. A
Matthew Maschler:
Travel team. Mm-hmm. <affirmative>. There was, there was a time John Henry, uh, I don’t know if he still lives in Boca, but, um, he lived in Boca. He’s the owner of the Red Sox. Mm-hmm. <affirmative>, and he sponsored, uh, Bo Raton Little League. And, uh, I thought it was, uh, funny that if, if you were on the Red Sox in Boca Raton Little League, you were like on the bottom, bottom bottom of the farm system for, for the Red Sox. He,
Robert Gleichenhaus:
He had a way to
Matthew Maschler:
Go one, one team’s owned by a landscaper, one’s owned by team’s owned by the Berman team. And you were actually actually part of the Red Sox <laugh>. Wow. So it was, uh, his, uh, his daughter graduated, uh, from Pinecrest School a couple years ahead of my kids. And, uh, and, uh, so his house when, uh, when it, when it was for sale, it was a really, really nice house. And then he had the, the one room dedicated to the Red Sox and all, and all their awards. I don’t know if it had any World Series championships from it, but, uh, but, but, uh, American League Championships that
Robert Gleichenhaus:
He, they had a bunch of those.
Matthew Maschler:
So, uh, so yeah. So it’s, uh, it’s an amazing thing about Boca. You have a lot of, uh, a lot, a lot of famous people because, uh, pu people in Bo Raton choose to live here and, and Palm Beach County and, and the state of Florida, they, they choose to live here. So, uh, you know who, uh, who lives in my neighborhood, uh, used to play it for the Red Sox Movon.
Robert Gleichenhaus:
Oh. He also has a, uh, has a travel program in a, in a, in a facility Yeah. That he runs down here.
Matthew Maschler:
Yep. I was a fan of him, of his in the mid nineties when he came to, uh, the Mets.
Robert Gleichenhaus:
His, uh, his tenure was up in the same tournament that we were at this weekend. Gotcha. He co he, I’m pretty sure he coaches his, the 10 team. Oh, cool. The 10 year olds under
Matthew Maschler:
10 mm-hmm. <affirmative>. Yeah. So anyway, we, we were not here today to talk about, uh, baseball. Um, we are here today to talk about, uh, real estate. And there were, there were two topics I I wanted to talk about. Um, and one topic, uh, is, is why we brought Robert in. But, uh, but first, uh, Stacy, uh, you had asked me, uh, yesterday you mentioned, uh, the builders program. Yeah. Um, so I wanted to talk about the Country Club builder programs mm-hmm. <affirmative>. So there are a lot of communities in, in Palm Beach County and in Florida that are, uh, mandatory memberships to a country club. When you buy the house, you have to join a country club. And, you know, some, some country clubs are much, much more expensive than others, but, but even the modest country clubs can be 35, 50, 70,000. The upscale country clubs may, that may, may have started at 70 or probably at like 90 now, or one 50.
And, and they’re up to one 50 or, or, or even more. And, and these are the mandatory membership country clubs. There’s other country clubs, uh, that are not residential based, um, that, that are open to anyone who wants to join or can afford it or can pass the membership list. Uh, plenty of exclusive country clubs, but, but the residential country clubs that are the ones that we focus on, we have to know about the others because we have clients that wanna play golf. Yeah. Um, so we have to know a lot about the country clubs in, in our business. Uh, so I wanted to talk about, um, what happens for an investor who wants to buy in a country club but doesn’t wanna be a member of the country club? Right. They don’t want us write that check for 90 or $125,000 to join a country club just to renovate a home and sell it.
Uh, so what a lot of country clubs did, um, and especially not in this market, cuz in this market there’s not a lot of inventory. But when, when the mar, when the market was worse, um, and they wanted, they wanted invest, they wanted to encourage investors to come in, buy a house and renovate it. Uh, so how do you do that? You tell them, okay, well what you do is you join the country club, pay the full price, uh, but we’re gonna hold your initiation and your your buy-in. We’re gonna hold that for you. And, uh, there’s a time period usually, let’s say 18 months. Um, if you, if you come in and renovate the house and sell it within 18 months, you can get that money back. Um, the membership dues, you generally do have to pay. Um, so the annual fees you have to pay, and that means you can use and enjoy the country club while you’re a member.
So I have a friend that’s an investor, and, uh, I always know when he bought something in Woodfield or Broken Sound or Polo Club, because all of a sudden he starts showing up there and eating <laugh> and using his minimums and having kids’ birthday parties. Um, and then sells the house, but he gets his buy-in back. Uh, so a lot of country clubs have that, and that’s a good way for, uh, an investor to come into a country club renovate. I used, uh, when I started in this 2010 investing, I used to not wanna do it, you know, because I was scared of some of these country clubs that you couldn’t sell. Uh, so clubs that are getting super premiums now, like I wouldn’t touch with a 10 foot pole going to a foreclosure auction and being on the hook to, uh, for that money because, you know, even if I renovated it, the house wouldn’t sell at any price. Now those houses are selling at there,
Staci Garcia:
There used to be a dollar Right. In Sable Lake in Boko West. Yeah. And now they’re,
Matthew Maschler:
Boko West was a little bit different because there was, there was un un you know, the values were weird. Um, I’m talking, I’m talking, I don’t wanna call it by name, but I’m talking about St. Andrews Right. That in the bad economy, nobody was buying mm-hmm. <affirmative>. But in this economy, St. Andrews is getting super premiums and you could sell Teardowns for 3 million. Right. And people are paying nine and 10 and 12 million for houses. So there were times where I could have bought a house for 400,000, renovated it, but I didn’t think I could sell it for 1.2 and that house would sell for $4 million now. Yeah. So those were, I don’t regret not making those buys because you’re trying to flip a house there, there wasn’t a buyer for it. Boko West was a little different. Uh, what happened is you had these houses that were legitimately worth 35, $40,000.
And, uh, in the nineties during the runup, uh, the, the, the prices ran up maybe to $80,000. Mandatory membership came in, it was $70,000 to join the club. That took the equity out of the house. And then when the, so now the house that was market value was 35, ran up to 80 mandatory membership. It was okay for a little while. Then the market crashed, house goes back down to 35, uh, minus the 70. And the houses had negative equity. So at a dollar they wouldn’t sell. Right. Um, until people realize that for a dollar, they can buy a fantastic unit in one of the nicest country clubs in the country, four golf courses, 80 tennis courts, uh, not a swimming pool is swimming center, uh, multiple restaurants. And, uh, they realize that they can come in for, for very little money, join the club and not, you know, but they’re in the club. You can’t finance, but better than renting. You can, you can pay 70,000 for the club. So it’ll cost you 70,000 for the unit and maybe renovate it for, to a tune of 35, $40,000 and have a super modern two bedroom for a hundred grand and live happily the rest of your life. So that was the dollar in Boca West. And there were a lot of sales, there
Staci Garcia:
Were special buyers for those sorts of
Matthew Maschler:
Things. You had to, you had to be able to afford the a hundred thousand dollars cash because you couldn’t finance the, the buy-in or, or the, or the construction. But if you couldn’t, but you couldn’t buy it in for a hundred thousand dollars and live a half a million dollar lifestyle. So the, the, the, those are, are far between. There is a, there is something right now in Boca West in Bridgewood, uh, listed for $99,000 mm-hmm. <affirmative>, um, that I think would be, so it’s, it’s not dollars, it’s 99. So it’s not gonna cost you a hundred, it’s gonna cost you 200. Yeah. 200,000. You come in, buy this two bedroom, renovate it, and you can still live an amazing lifestyle in a two bedroom condo, but it’s gonna cost you 200 grand. So who has that in their pocket that doesn’t wanna live in a, a much larger house. So, but the, but forgetting the, the Boca West inefficient market, we’re, we’re talking about the builders program. Uh, there was something I wanted to say about it. So you buy the house, you put up the initiation, they hold it, you get it back when you sell, as long as you sell it for 18 months. But the most important thing to remember is you can’t live in the house.
Right. And I, I know one of your investors likes to live in the house in the construction, because that’s part of the, part of the investment, right? Yeah. Is a place to live. Right. You don’t have to go for $5,000 for rent, buy the house, live in it, renovate it, sell it, and you, your housing cost was very, very low because you’re living in, in, in, in the house, you’re renovating, uh, obviously. And then obviously if they held it for a year, it’s long-term gains or two year, if they hold it for two years, there’s, there’s no income tax at all, uh, on the, on the flip or up to $500,000 cap. So it’s a, it’s a good play for that investor. But that investor has to remember in the builders program in the country club is you cannot live in the house.
Staci Garcia:
So the the one that I now, so I’ve always been calling some for two years now, I’ve been calling communities that are mandatory membership and asking if they have a builders program, a rehabbers program, whatever it is. Um, and some of them were exactly like you just mentioned. The one that I called yesterday was that the investor buyer could not use the facilities and not touch anything inside and definitely not live in the property. Um, and
Matthew Maschler:
So they can’t live in the property and they can’t use the club. Right.
Staci Garcia:
Can’t use anything and can’t
Matthew Maschler:
Do they have to pay the dues?
Staci Garcia:
Yes. Uhhuh, <affirmative>, they get the whole amount back, but they must sell the unit for over $2 million. Uhhuh <affirmative>. Wow. That’s the one
Matthew Maschler:
They get. And they get the dues back.
Staci Garcia:
They they get it
Matthew Maschler:
Back. So, so or so if, so they don’t have to, they don’t get the use of the club. But they don’t, they do not, but, but they don’t get the dues back. Okay. So the
Staci Garcia:
Initiation fee and the annual dues, they’re having to pay back. Well, presumably they would get the house done before Yeah. And a whole year, you know, they mm-hmm. <affirmative>, my, my client gets the house done in four months. Yeah. So, um, they can, they wouldn’t have annual dues.
Matthew Maschler:
And what happens if you don’t get the 2 million? What happens if it goes for like one eight?
Staci Garcia:
I don’t know. Yeah. That was what I was gonna find out today. It’s interesting. Yeah. 2 million is the start for, it has to sell over 2 million.
Matthew Maschler:
That’s, that’s part of their builders program. They don’t, they don’t want you, they don’t want you to buy a house for 400,000, take advantage of the project. Right. Put in a hundred grand. So now you’re in it for 500, flip it for 800, um, and, and, and, and walk away. Right. They want, they wanna really increase the value of the house to increase the prestigious cloud.
Staci Garcia:
It’ll allow them to control the market a little bit. Yeah. I think it’s amazing. Specific. Okay, so let’s say you have, in, in this case it’s 225 homes. Mm-hmm. <affirmative>, I think in the community. And they want two, exactly what you said, control the, the market. Anything that you touch right now, it’s already over a million dollars and you know, you’re gonna have to renovate it. You’re gonna have to, to get your money back, you’re gonna have to sell it for close to $2 million. So now they’re saying it has to be over $2 million mm-hmm. <affirmative>. So they, they really want you to, it’s not like all about profit, it’s about the market in there. They only want you to build, build, build. They don’t want you to like tweak what’s already existing.
Matthew Maschler:
Mm-hmm. <affirmative>. And when I did my flips, it was a very much a tweak. It was painting carpet. And right now
Staci Garcia:
They want, it seems like
Matthew Maschler:
They want a higher end
Staci Garcia:
Quality. Well, they want
Matthew Maschler:
Quality almost to, they almost want a, a real builder to come and knock the house down. Yes. That’s, so that has happened. And build a new house, there’s
Staci Garcia:
Four of them in there that have knocked down the house and created a new house. And those are two and 3 million, maybe four. And then one that is now selling a property that’s prime double lot for 3 million. There’s nothing on it. Mm-hmm. <affirmative>,
Matthew Maschler:
I showed a, uh, a house in that club in, uh, 2019 mm-hmm. <affirmative>, and the house was about 3 50, 3 80 and, uh, needed a lot of work. And my buyer, um, they didn’t wanna do the work from far away. Yeah. So, but they want, but they wanted to buy a house that they needed to do work. So they, they were stuck and they didn’t wanna pull the trigger. So then in 2020, a year later, um, similar model, similar condition, it was selling for a hundred thousand dollars more. Right. And, and, and I showed it to my buyer and they were nervous about the market cuz of Covid. So in 2000,
Staci Garcia:
I think I was, I we went with you one. Yeah, I was, I
Matthew Maschler:
Was like, so 2021. Yeah. Similar model. Yeah. Mm-hmm. <affirmative> similar condition, but they didn’t wanna do the work from far away. But now the house, they were asking six 50. I know
Staci Garcia:
This is probably the same house I’m gonna show today. 2000
Matthew Maschler:
I’m gonna see is all always a different house. But similar 2022, same buyer comes in and uh, now the house was like eight 50 <laugh>. Right. So, and they were like, didn’t we see this house already? I’m like, no, no, you saw this. And then how much was that? I went through the history of that Yeah. Of the house. Every time I showed this buyer. The a same house, same size, same square footage, that’s a hundred, a hundred vis more.
Staci Garcia:
The two houses that I’m seeing today are very similar. They’re, they haven’t been touched since they were
Matthew Maschler:
Built. Sunken living rooms. Yep.
Staci Garcia:
Nice. Mm-hmm. <affirmative>. And everything’s like, um, got texture to it. Like there’s velo and, you know, fur and everything’s very over the top eighties. And, uh, the people, you could come with us, the, the, the, um, we should do seller.
Matthew Maschler:
I could do a commercial for the wrestling show, make it like eighties style. You could
Staci Garcia:
Totally do that <laugh>. That’s so rad. Everything in there is like, it hasn’t been touched, but the, the seller of one of them, one of ’em is vacant, but the other one, the seller lives there. So it’s not like you can walk in and be like, oh my god. You know, and then all the comments of it. Right, right, right. Stuff. But all of the things that you used to see Uhhuh <affirmative>, like the guy with the maxile commercial with the headphones on, getting blown away mm-hmm. <affirmative>, that’s, that’s actually, that’s there. Miax, whatever. And, um, it that all of that is still on the wall. Nice. And they still think it’s cool.
Matthew Maschler:
So, um, so one of the things I do on the podcast is when any of my real estate agents, Stacy, or any other real estate agents ask me questions, um, I can, you know, go back and say, oh, I did that. I answered that in episode 32 or whatever. Uh, I don’t have a really good index for being able to answer it, but I, I’m like, I know I talked about it, but if I didn’t talk about it, it gives me something to talk about. I can answer the question on air, and I can take a longer amount of time. Sometimes I have to give someone the, the bandaid quick answer right. When they’re in the field. And then I could come on the show and I can, and explain it more like the, uh, like the builders program. But then you ask me a question, I didn’t know the answer. And that’s the reason we called Rob today. Do you like Robert or Robert or It doesn’t matter. It doesn’t matter. It doesn’t matter. That’s why we called Robert today to, to bring him in because, uh, he asked me something that I didn’t know anything about, and I knew Robert had the answer.
Staci Garcia:
So my question was, uh, yesterday I was preparing to get my open houses ready for this weekend, even though it’s, it was a holiday, and now we’re, I’ve like, I’m off of what day I’m on today, but it’s Tuesday. And for the weekend, I saw present
Matthew Maschler:
Day
Staci Garcia:
Weekend. Yeah. For the weekend coming up. I wanted to get more buzz for my open houses. And I looked on the mls and I, I’ve gotten so much email in the reverse prospecting, and I hadn’t tried it. So I thought, um, you know what, I’ll try it. I’ll see how hard it is. And one of the things that bothered me about it, so what it is, is anyone that’s looked for a property or, uh, in the area that you have a listing, this is how it is when you go into it, you, it automatically tells you all the emails of the people and their phone numbers of, uh, all the agents that have showed a similar property or in that location. Yes and
Matthew Maschler:
No. So, so this is why I wanted, so let’s, let’s start from the beginning for a very basic feature. 1 0 1 is if I have a customer that wants a house and a, and I, I, I, I do, I go in the mls, I do a search of all their parameters. So minimum bedrooms, bathrooms, pool, yes or no, uh, membership 55 and over all the different fields. And I can do a search. There’s a hundred thousand properties listed in, in our multiple listing service, and I can do it and I can use all their filters and fields, and I can narrow it down to the seven houses that meet their requirements and their price range, et cetera. So then I, I see if any of the, then I, then I look through all seven and I see if they’ll, if they’ll work for my customer, and I’ll, and I’ll, and I’ll, now, I’ll tell my buyer, okay, let’s look, here’s three houses I’d like to show you tomorrow.
So, um, but then I can do so after that, after finding those three houses, making those appointments, I can save that search and I can tell the mls, any time a property comes on the market that meets these requirements or any, so that’s a new listing, or any changes to properties that meet this requirements, like a price reduction or under contract, please email, email me myself or email my customer, or both, please email the customer any new listings or any changes to any of the properties in the MLS that meet the following criteria. So that’s prospecting in the mls, very traditional. Um, it’s the first thing a realtor should do. It’s not the only thing they should do. A lot of, um, buyers get fed up, they talk to a realtor, the realtors put ’em on a safe search and forgot about ’em. So it’s, it’s not the cure all. It’s a, a tool, but it’s not the only tool. So that, but, but okay. So now we set that up. We, we, um, we set up that save search for our customer. Anything that fits their requirements gets emailed to them. And
Staci Garcia:
My customer says he put me on the drip.
Matthew Maschler:
Yeah. It’s a drip campaign called drip, drip campaign, save search, whatever you want to call it. So that’s prospecting in the mls. MLS has a field called reverse prospecting. Right. And this is what Stacy discovered. I haven’t used it yet. Rob has. So Rob, can you tell me what it’s,
Robert Gleichenhaus:
It’s, it’s a basically a way that you can, you can tell the agents who have these searches set up. So as long as if you’re the agent mm-hmm. <affirmative>, you have a search saved and it’s active, it has to be active within, I think the last six months mm-hmm. <affirmative>. So you have to be actively sending properties to that client for them to qualify for the reverse prospect.
Matthew Maschler:
Prospect. But I put someone on the search seven years ago and they’re still getting emails from the search. If
Robert Gleichenhaus:
They’re opening it and and they’re active on it, then yes. Okay. It will, it will include them. Okay. Um, so basically what it does is it, you, you tell the, the mls just to show me all of the realtors who have clients where my new listing matches, it would show up in one of their feeds. Um, and it gives you a list. Sometimes it’s a list of 10 realtors, and sometimes it’s a list of a hundred. Um, it really depends upon where the, you know, where the property’s located.
Matthew Maschler:
And Stacy, you said emails and phone numbers do, do, can you see the customer emails and phone numbers? No.
Robert Gleichenhaus:
No. You don’t. You don’t. See, and that, that gets confusing. Mm-hmm. <affirmative>, because I’ve used, every time I get a new listing, I always do a reverse prospecting email. I put together, you know, they give you a form email that you could just select all the realtors and hit send. Yeah. I didn’t
Staci Garcia:
Do that. I put my own
Robert Gleichenhaus:
Touch on it. You put your own touch on it, you write the email, you talk a little, I talk a little bit more about the house mm-hmm. <affirmative> that is available rather than just, you know, I think this might work for one of your clients. That’s what I did. Um, and you know, so you customize, customize the email and it’s sent to them now, like, we’re sitting here today, you’re a very successful, uh, you know, broker and you’ve never used it. Mm-hmm. <affirmative>, there’s a lot of realtors out there who have also never used it. So, you know, when I’ve, when I’ve sent the reverse prospecting emails, I’ve gotten emails back from upset agents thinking that I know who their client is. Uhhuh <affirmative>, why did you, why, why? How do you know who my client is? Why are you emailing me about this?
Matthew Maschler:
Gotcha, gotcha. All right. So, and I’m gonna just break it down. So in case you’re not following. So reverse prospecting, Stacy, Rob Preston, they go in the, they have a new listing, let’s say. Um, it’s in the Oaks for, and it’s, uh, $1.3 million. I used to use lower numbers, but all the numbers are up. Right? They’re all up. They’re all up. Right? So, so let’s say it’s a, let’s say you have a 1.3 million listing in the oaks. You go in the mls and then you say, what real estate agents ha have a safe search for a customer that, that is active with the following criteria. This neighborhood, this price, this number of bedrooms, boom, boom. And now instead of saying, okay, there was a hundred thousand listings, we narrowed it down to three, now we’re saying there’s X number of buyers. We have no idea how many buyers there are, how many potential buyers, how many lookie loses are there? But how many have a save search of the following criteria, price, bedrooms, location, et cetera. And if it, how many do you usually see? Do you see seven? Do you see a hundred?
Robert Gleichenhaus:
It, it really depends upon, it really depends upon the community. Yeah. Um, I’ve, I’ve done it where there’s only been a handful and you know, where there’s been over a hundred,
Matthew Maschler:
Right? So, so, okay. So you see, let’s say, let’s say, I’m gonna pick seven outta the out a hat. So now you see seven names. You see Matthew ler, Preston Smith, and then some somebody over at Keller Williams. And, uh, you said you
Staci Garcia:
Might even see yourself, I saw
Matthew Maschler:
Myself. Mm-hmm. <affirmative> yourself. You could see yourself and, and, and, and this is a, and so now you’re looking at a list. What’s it a list of, this is a list of realtors who have customers on a safe search. So obviously they’re active or interested. Maybe they’re, maybe they’re lucky lose, right? I, I have safe searches set up for, for all kinds of things. Mm-hmm. <affirmative>, um, and I have as a customer, uh, when I li when I lived in New Jersey, my realtor set me up on the safe search on the house I sold, it’s not a true story, but <laugh>, but it is a true story that I’m getting emails. Yeah. So I, I’ve been getting emails from, um, oh, what’s her name? I don’t even remember. She’s with Century 21, Iris Laurie out of, uh, Marlboro, New Jersey. And every time a but this woman wasn’t my realtor, but I was, I guess I must have been a lead. So every time there’s a customer in what she perceived, uh, a listing and what she perceived was my search, I, I’d get an email and I, and I follow it cause it’s my old neighborhood. Um, I see similar model to the house that I sold in 2003. Um, and, uh, and I see the prices. So, uh,
Robert Gleichenhaus:
How, how much have they changed up
Matthew Maschler:
There? It’s amazing. It’s amazing. So, um, so I’m on this, I’m on this person’s save search. So if, if a property gets listed and she does a and someone does an MLS safe search and say, and says to the, I don’t, I wish I, I don’t know why I don’t remember her name. Maybe I’m off for Safe search. I haven’t seen an email in a while. Um, hey, you have a customer that’s looking for a three bedroom in for $300,000, Marvel, New Jersey. That’s why I’m not getting prospected for my price. You
Robert Gleichenhaus:
Haven’t, you haven’t adjusted your budget.
Matthew Maschler:
That’s why I’m not getting the emails. Right. The prices have, have went over my search project area. So, so, um, I
Staci Garcia:
Have a funny story real quick. Can I say it? Yeah. Yeah. I had a saved search for a certain price point in downtown West Palm Beach. And it was, um, up to $150,000, just a one, one. And one of the results that came into my investor client was a zero bedroom. And he started laughing cuz it was zero bedrooms. And he texted it to me. I said, not only is it a zero bedroom, it’s a pool cabana
Matthew Maschler:
<laugh>, you, there’s, they listed a pool Cabana
Staci Garcia:
Yourself. Yeah. Pool Cabana. That’s awesome. Has to be bought by an a person in the building. But it was on the mls and that’s the only thing that fit the criteria because the prices are so high right now. Mm-hmm. <affirmative>, the pool cabana was $150,000.
Matthew Maschler:
Wow. Yep. So, so my safe search from New Jersey is coming from Lauren La Lima, century 21 Mac, Morris, Iris, Laurie Realty. And for years I thought she was the best real estate agent
Staci Garcia:
Because she was sending a,
Robert Gleichenhaus:
She was always
Matthew Maschler:
There. She was constantly, constantly sending me materials until, until I started, until the first time I started doing this for, for my customers. Right. But I’d use it as an example, when I trained my agents, set them up on safe searches. Right. It’s the
Staci Garcia:
First thing you should
Matthew Maschler:
Do, right? Mm-hmm. <affirmative>, you know, you know, you never know, eight years later someone could call her. Like if someone asked me for a realtor in Marlboro, New Jersey right now, I say, um, uh, if you’re in Tina, um, blanking out names again. Uh, but, um, it’s the person I sold my house to. I sold my, I listed my house for sale by owner and the realtor who bought it, bought it for sale by owner. And that’s who I’ve been, uh, um, referring to in Marlboro. But like, someone asked me about Marlboro, New Jersey. Oh. I’m like, oh, you gotta contact Lauren Lama. She’s the best realtor. Never spoken to her.
Staci Garcia:
She emails
Matthew Maschler:
Me all time. And I think she’s, uh, and I think she’s great. So, um, so we do these safe searches. So now, um, now you’re saying, uh, you, you contact the agent and say, Hey, listen, you have a buyer that’s interested in a house that I have listed. They, they, they respond angrily to you. How do you know I have a buyer?
Robert Gleichenhaus:
Some of, some of them do. Some of them do. Um, I’ve had great conversations with agents after they’ve gotten the email. Um, they call, you know, they call to get some, a little bit more information. Um, typically the agents who call are agents from signature agents, uh, other signature agents mm-hmm. <affirmative> or agents that I’ve done, uh, other deals with. Um, you know, they recognize the name. Mm-hmm. <affirmative>, they recognize the brokerage and they, they call and, and get a little bit more information. Um, I don’t know if the reverse prospecting tool has actually brought in a buyer on any of my listings.
Staci Garcia:
That’s what I wanted to ask you.
Robert Gleichenhaus:
But it’s, but it’s, it’s definitely, it definitely helps. Uh, it brings, I it bring, it brings eyeballs to, to the listing, which is ultimately the, the goal is to get as many eyeballs on the property that, that you can Yeah. Because the more eyeballs that see it, the, the buyers in there more demand. Yeah. So you do the buyers in there. You’re
Staci Garcia:
Reverse prospecting schedule, let’s say, or your protocol would be when you list, or were coming soon. Coming soon.
Robert Gleichenhaus:
I do it when it’s actually listed. Okay.
Staci Garcia:
So when it’s actually listed. And then also, do you do open house?
Robert Gleichenhaus:
I do an open house. If it’s in a community that I think it would, were searching that it would, that it would benefit mm-hmm. <affirmative> for an open house. No, you can only do the reverse prospecting once per, per per property.
Staci Garcia:
That’s what my question
Robert Gleichenhaus:
Really was. I don’t, I’ve, I’ve never, well, how do you use it? I’ve never used it twice. I just, I list the property and one of the first things that I do when I’m setting up all of the marketing campaigns that I’m gonna do on social media for it, it’s just, you know,
Staci Garcia:
So
Robert Gleichenhaus:
That’s one that’s, that’s one email that gets put that gets pushed out. I usually buy, um, a, uh, a mailer from the MLS and include all the Palm Beach and Broward agents, um, and push out an e you know, a, a blast email to them. And then, you know, I blast out to my crm and then I do a, a full-blown social media campaign. Gotcha.
Matthew Maschler:
So you have to turn it on for each individual
Robert Gleichenhaus:
Listing. You do. It’s not just like, it’s, it’s not, it’s not automatic. You have to, you have to physically go in and do it. And then when you get that list of, you know, however many agents mm-hmm. <affirmative>, you know, come through the reverse prospecting, you don’t have to send to everybody. You can pick and choose.
Staci Garcia:
Yeah. That pick and choose whole thing. I didn’t do that. I just, I clicked on everybody and it sent it to everybody. And then I received my own <laugh> and I was like, wow, who’s this amazing agent? Everybody
Robert Gleichenhaus:
That me, I always, I always scroll through the list to see if there’s anybody who I, who I know personally mm-hmm. <affirmative>. And if there’s somebody that I know personally, typically I’ll also reach out to them through a text. Right. In addition to the email that I, that the reverse prospecting sent. So
Staci Garcia:
I receive reverse prospecting emails, uh, every day. So I figured that people are using it. I’ll try it. That’s the reason I tried it. One of the things that is, I feel like it’s a glitch, is that when you click on the link in the email that’s sent from reverse prospecting, another agent sent it through reverse prospecting. Um, the link doesn’t automatically send me straight to the, uh, listing. I have like a part where it says you need to sign in.
Robert Gleichenhaus:
Oh, no, I don’t think I’ve ever,
Matthew Maschler:
I’ve
Robert Gleichenhaus:
Had that issue. I don’t think I’ve ever clicked on,
Staci Garcia:
Okay. So link, then I
Matthew Maschler:
Got an, I’ve had that issue Okay. With my regular prospecting. Yeah. Um, sometimes I, I’ll, I’ll get the email and I’ll click it and it, and it takes me to a dead end like that. Um, I don’t, I thought Preston solved it for me once. Jill might know the answer to that. Okay.
Staci Garcia:
But instead of, I’m not sure. Right. I’m not sure what this the, the remedy is for that. But in order to make that not happen on what I was sending out on the reverse prospecting is I received one that had its own link and it said click here. So I made my own link, you know, when I put the I R L in and I made my own description of what I wanted everybody to know and about the open house, and then I put my own click here link instead of the link that you’re supposed to click. Mm-hmm. <affirmative> mm-hmm. <affirmative>. So when I received it and I was like, oh, who’s this amazing agent? Oh, it’s me. And then I clicked on click here, it took me Right. Too. Yeah. And I didn’t have to sign in or anything, but if I clicked on the other link,
Robert Gleichenhaus:
But you, you put the link to the MLS listing? Yes. Direct directly to it. But also, keep in mind, I don’t think that link is live for more than two or three
Matthew Maschler:
Weeks. Oh, interesting. Typically
Robert Gleichenhaus:
They, those, those links, those those links typically expire. Yeah.
Matthew Maschler:
Yeah. Even they say it on the prospecting, you know, this, this expires in 30 days these days. Mm-hmm. <affirmative>. Yep. I, I, I, when I, um, when I used to do the, the foreclosures and I used to value the properties, um, but it was early on, it was like before I bought the mortgage or before I bought the note. So what’ll happen is years later when I, when I, now I own the property and I wanna see the, uh, the, the report from when, when I first appraised it, first valued it, the link doesn’t work. Mm-hmm. <affirmative>. So I had to start like making sure that when I, when I do those valuations, I, I send it as a pdf. That way I can go back three years and find that, find that, find that report. So yeah, those, those, those do expire. Mm-hmm. <affirmative>. Yeah. I was, I was gonna say, Stacy, I think the fix is, is that, you know how when you set up the safe search, you can choose to have it sent to you as the agent or send a customer mm-hmm. <affirmative>, um, add yourself as a contact as if you’re a customer inside the mls.
Staci Garcia:
Oh, really?
Matthew Maschler:
Yeah. So that way it sends you the public facing information because when you get sent it to you, cuz there’s confidential information that only agents and brokers can see, you have to log in. So it’s not just a free will. Anyone can see it. So that’s probably the best way to Yeah.
Staci Garcia:
Because it does say the public in the private and then email to you or not emailed to you. Yeah. Okay. I’ll try that. Um, so, so this way I haven’t heard it from, oh, I did hear from our own agents who are gonna use it or if they haven’t already. And I do know that signature agents use it and I like hearing back from signature agents. Um, and I’m hoping to hear back from people that don’t work for Signature as well.
Robert Gleichenhaus:
I, I don’t, most of the agents who I speak to haven’t, don’t even know what it is and don’t even know that it exists. And, uh, I think it was, might have been right when it first came out, um, signature Ben put out a, an email about it and there was a, a short video I think that somebody made about it, just explaining what it was. Mm-hmm. <affirmative>,
Staci Garcia:
It seriously took me five minutes.
Robert Gleichenhaus:
It, it shouldn’t have even taken five minutes.
Staci Garcia:
<laugh>, I wrote, wrote, I wrote a great letter and I put my link in. So, um, I do think it’s an awesome tool if you can get it done just as a imparted like you doing
Robert Gleichenhaus:
It. It is. But I think it’ll become more, a more of a powerful tool when people know, when people actually know what it’s Yeah. And, and, and, and the majority of agents are actually using it because as everybody sitting at this table knows, there’s a lot of very lazy agents out there mm-hmm. <affirmative>, um, who don’t stay on top of their clients’ feeds. Right. Who are missing houses. Um, because I hear from buyers all the time that, oh, my agent, you know, didn’t present this one to me. Um, you know, and this just helps
Matthew Maschler:
And, but my problem is I have so many people on safe searches mm-hmm. <affirmative> that if you ask me, oh, you, you, you, you have a customer that’s looking for this house, I’m, I’m not gonna know who it is. Right. You know, if I have an, if I have someone who’s on a stage
Robert Gleichenhaus:
Search, but if you, but if you have a customer who’s actively, actively, and you’re, and you’re going out and you’re Yes. And you’re showing them houses mm-hmm. <affirmative>, then this may you, you may know right away. Yeah. Oh, this, this may be, this may work for Mr. Doe, you know?
Matthew Maschler:
Yeah. Yeah. I So you say you got a lot of negativity. You sometimes get negativity from people. Mm-hmm. <affirmative>, they think, how do you have access to my, to my, to my customer? Um, but you still do it for every listing. Right. You still do it for single list. So you have some success with it too.
Robert Gleichenhaus:
I have positive conversations after it. Uhhuh, <affirmative>, um, you know, the ultimate successes selling the house to Yeah. An agent who brought a buyer that they saw your, you know, the reverse prospecting. But you know, like I said, I use it more for eyeballs. More
Matthew Maschler:
Eyeballs. I wish there was a way to find like, uh, a client identifier number. Right. Like, if I could say, if I could say to the person it’s, you know, just look at, just look at your shape, search history. It’s client number. You can 19 3 25, you
Staci Garcia:
Actually can. Yeah. Because if you look through, you can go into your save searches. I did this also. I was feeling like I’m gonna get streamlined the system right now. And, uh, that one minute where I had no hd HD and I was really focused <laugh>, I went into my save searches, I had 196 save searches.
Matthew Maschler:
You’re gonna contact an, an agent, you contact me and say, Hey Matt, one of your, this I just listed a property that matches one of your customers searches. No, you have a
Staci Garcia:
Way the, the searches for me. Right. I thought it, you matched,
Matthew Maschler:
You can find
Staci Garcia:
Yours. I can find mine, but some of mine were for you. Right.
Robert Gleichenhaus:
There should, there should be a way where you get that email from Stacy and say, man, I wish I, I just don’t know who it is. And there should be something that Stacey
Matthew Maschler:
Has, uh, an anonymous Right. I don’t want, say Stacy shouldn’t know my customer’s name. Correct. Correct. But check out it’s your customer ID number 19, 2 25. Ah. And then I look at my hundred 96 safe searches and I can find that customer. You should.
Robert Gleichenhaus:
Yeah, you should. There should be a way to, to cross reference who, when you say there
Matthew Maschler:
Should be, like you’re saying like, I should look and work on it and, and like there should be No, I think
Robert Gleichenhaus:
Somebody,
Matthew Maschler:
Or you think that’s a great idea. It should happen.
Robert Gleichenhaus:
I think it’s a great idea. It should happen. Okay.
Staci Garcia:
Yeah, definitely. Because when you look in your own safe searches, I have them named by the people. Right. And the, and the location. Right. You’ll say Matt Delray something,
Matthew Maschler:
Stacy, it’s a great house, but I don’t know which one of my customers wants it. If, if there was a, somehow if there’s somehow way you can anonymously identify the
Robert Gleichenhaus:
Customer should be able to link it
Matthew Maschler:
Present for my, uh, new listing that I just did in Seven Bridges mm-hmm. <affirmative>, can you do reverse turn? Yeah. Reverse prospect and get it to me. I want, I wanna call all the agents that, uh, um, that, uh,
Robert Gleichenhaus:
That’s what I, I haven’t done that where I’ve physically picked up the phone and
Matthew Maschler:
Them I’m gonna pick up the phone and call him. Yeah. Um, you know, half of ’em I’m sure I’m gonna know and mm-hmm. <affirmative> the other half of I’m not gonna know. But, but I just know sometimes I try to think like, what would, what would happen if I received that phone call or if I received that email and I’m be like, I’d be like, yeah, Rob the house is in the mls. If I have someone that wanted it, I know about it. Yeah. But then again, I’m watching. Right. I see every listing in, in, in, in the neighborhoods I’m watching, but Yeah. But you never know. It’s, it’s, it all helps. Mm-hmm. <affirmative>, it all helps. It all makes us better agents. Yeah. Well, and I was gonna say, it’s also beneficial because sometimes there could be that one field that someone did wrong or, um, maybe you didn’t put in your search. Right. And they notice and then they call you like, Hey, I have this for you and for whatever reason it’s not in your search. It just helps. Well, that actually is a great point because my listing in Seven Bridges and I’m not getting the activity I thought I would get on it. Uh, it doesn’t have a pool. So I’m wondering if someone’s, uh, if it’s because it doesn’t have a pool. So what I could do is if I reverse prospect, not just seven Bridges, but like the entire area,
Robert Gleichenhaus:
You can only reverse prospect that particular property if it fits in a search that’s predetermined by another agent. So you can’t, you can’t choose, you can’t say I want to, I want to reverse prospect to people who are looking in the Oaks and not Seven Bridges.
Matthew Maschler:
How do you, when I press the reverse processing button, I can’t filter it. It’s just you do
Robert Gleichenhaus:
Not, you cannot. It, it gives you a list and that it’s
Matthew Maschler:
Just gonna give you the list. Mm-hmm. <affirmative> and we, and we don’t know why it matches you. Do you know the pr like the price range?
Robert Gleichenhaus:
It, it matches because the criteria matches the cert. This house meets what this person is looking for, however,
Matthew Maschler:
So because I don’t have a pool, presumably the entire search result would be pool. No. Correct. Or what would happen if it’s, if it’s unanswered?
Robert Gleichenhaus:
I don’t know
Matthew Maschler:
That that, that I’m curious about. But presumably if Pool Yes. Comes up,
Robert Gleichenhaus:
Then those agents will not appear on
Matthew Maschler:
Your, on your list. Then listen, that makes it super valuable for this particular listing. Mm-hmm. <affirmative> mm-hmm. <affirmative>. Right. Because I would love any list of agents who have a safe search that the computer deemed matching. And if matching means either they selected pool no, or they didn’t answer the
Robert Gleichenhaus:
Question, have you also, for this particular listing of yours, that you, you know, you might think that the, the pool is the issue. Have you thought about having an artist rendering a pool in the backyard not
Matthew Maschler:
Getting showings? It’s a gr That’s a great response to not, to getting showings and not getting offers. Mm-hmm. <affirmative>. Um, and I’ve thought about that, but it’s, um, it doesn’t soft showings. Right. It’s still gonna be, if I do an artist rendering it and I, I reach out to our friends at, of Anchor Pools and they, and they, and they come in and they tell me how it can be done, and they gimme a price and they give and they gimme everything. And I could drop in a pool and in, uh, four to six months you’ll, you’ll have a pool. I still have pool No. On the mls. So, um, I have thought about that. Mm-hmm. <affirmative>, uh, but it’s, it’s, I I would do that if I was getting showings and not offers. I’m not getting showing. What if
Staci Garcia:
You put pool Yes. For one day and see if your phone rang. You allowed to do that?
Robert Gleichenhaus:
I would have a, I would have a rendering with it, you know, before you do that. And something to show them that this pool’s already been priced out and Yeah.
Matthew Maschler:
No, I just wanna put pool. Yes. Let it go to all the safe searches and then switch the pool back to now <laugh> three, four hours later,
Robert Gleichenhaus:
You’re gonna get a lot of pissed off
Matthew Maschler:
On calls. Right. Pissed off From who?
Staci Garcia:
From the people that think there’s a pool
Robert Gleichenhaus:
From the agents who, you know, it’s kind of like, it’s kinda like walking into a house that your client needs five bedrooms, but it’s really only four.
Matthew Maschler:
No. Uh uh, I’ll tell you why. Presumably I’m thinking this is how I won’t get caught. The people who are being prospected, they’re all gonna get an email with a new li with a new listing mm-hmm. <affirmative> that fits their criteria. So that means if they’ve been watching Seven Bridges because their agent put ’em up on a safe search that, that where it was pull Yes. They didn’t get an email about this particular listing. Correct. So they’re on a, they think they’re getting all the houses in seven Bridges and they didn’t get this house. So I switch it to pull. Yes. Now they get the email about the house. 24 hours later, I switch it back to pull. No, when that customer gets the email, they’re not gonna call their agent. The first thing they do is not gonna be called their agent. First thing they’re gonna do is go on the on go online, look at the pictures. Mm-hmm. <affirmative>, they’ll see very clearly that there’s no pool. So if they’re not interested, they’ll delete the email and move on. But if they are interested, knowing there’s no pool, they’ll call their agent and they’ll make an appointment to see me. So I don’t think anything negative to happen, I would probably attach, um, a rendering, a pool estimate to the listing. Yeah. But I’m not gonna have a pool estimate by like 11 o’clock tomorrow morning. You could, when I do this, you could pull some strings.
Robert Gleichenhaus:
There’s no way you’ll have a pool estimate by 11 o’clock tomorrow morning.
Matthew Maschler:
Again, I haven’t had that objection yet. This is going, this is all, this is just to get, all this is going to do is email everyone who’s prospecting that area about a new listing, which is what they want. They’ll see that there’s no pool.
Robert Gleichenhaus:
I, I want, I want ’em to see the results. I want you to do it. Yeah. Oh. Cause I’m listing a house in Canyon Springs. Pictures were taken yesterday, probably Wednesday or Thursday. Uh, it doesn’t have a pool. Uhhuh <affirmative>. So I’d be, I’m gonna list it without a pool. Mm-hmm. <affirmative>. Um, but I’d be curious to see what happens with yours. And maybe a week or two into my listing. I Yeah, I do that. Oops.
Matthew Maschler:
Oops,
Robert Gleichenhaus:
<laugh>. Oops.
Matthew Maschler:
Oops. But it’s, it’s, no, no, it’s no. Oops. The customer’s gonna get an email and they’re gonna see the house. They’ll know there’s no pool. If they’re not interested, they’ll move on. They’re not gonna be bothered. Or they’re gonna call their agent, you sent me a house without a pool. I mean, that’s the worst thing that happens is that they blame their agent for showing them a house with Noble. You funny. Is that on your headphones? Yeah. No. Hi. Hey Jill, you’re uh, being recorded. We’re on our podcast. Oh, hi. How are you? Good, how are you? Good. Hi, Jill. I don’t know if this is coming through the Bluetooth or not, but, um, we’re having a great conversation here with Robert Lyn house about, Hey, Robert, about reverse prospecting. Oh, cool. And I had a, we had an interesting idea. Okay, we’re gonna put you on the spot, <laugh>. All right, go ahead. We were talking about reverse prospecting, but then we, we got to talking about regular prospecting again and mm-hmm. <affirmative>, um, the, the listing that we have in Seven Bridges. Yes. I’m thinking a lot of people who are on saved searches for seven Bridges mm-hmm. <affirmative> aren’t getting update because there’s no pool. And if their agent put pool as a requirement for the safe search, they didn’t get the email.
Jill Glanzer:
Mm. So that, okay, that makes sense.
Matthew Maschler:
So that means there’s x number of people out there that think they’re getting an email every time a new property hits seven bridges. Um, but they didn’t get, they didn’t get the prospecting update. They’ll probably see it on Zillow or, or Trulio or the other sites, but they’re not getting the email from prospecting.
Jill Glanzer:
Ah, okay. That’s a good point.
Matthew Maschler:
So what do you think about switching the pool to Yes. For like 24 hours, letting the emails go out? We’ll switch back to, no, when the customer gets the email, they’ll look, they’ll see that there’s no pool and if they’re not interested they’ll delete move on. But if they are interested, they can, they might make an appointment. Come see,
Jill Glanzer:
I like it.
Staci Garcia:
Do you think it’s shady?
Matthew Maschler:
Do you think it’s shady? I
Robert Gleichenhaus:
Think it’s borderline. Borderline. Borderline. Um, it’s
Jill Glanzer:
A little sneaky. Um, but I kind of like it because it gives it a little bit of exposure and hey, maybe the buyers that selected no pool innocently don’t realize that they’re not getting any of the listings without a pool. And maybe they would possibly be interested in this listing for the lot. Yeah. And the, and the model because what if they want, like, this is an Annabelle model, right? So what if they want an Annabelle model and because they selected pool on their safe search in the mls,
Matthew Maschler:
They didn’t selected their agent selected it Well,
Jill Glanzer:
Their agent. Yeah. Because they said these are their criteria. Correct. Yeah. Right. So, but, but let’s say they only want that model. Cuz some people only like the Annabelle model right now, they’re only gonna get one listing instead of two. There’s two Annabelle models and maybe they would’ve liked this other Annabelle model and can put in a pool themselves, but there’s no way around it unless we do what you said to do.
Matthew Maschler:
Right. See, I think like, the reason I don’t think it’s shady is cause I don’t think we’re misrepresenting, right. We’re not putting in a fake pool. We’re not saying there’s a pool, we’re not misrepresenting, we’re gaming the system to to, to activate all those safe searches.
Robert Gleichenhaus:
You are telling the MLS though, it has a pool. Yes. 24 hours.
Matthew Maschler:
For, for for a moment. For a moment to game the system. Not to mislead. We’re not doing it to mislead. We’re do, we’re do, we’re we’re doing it to game the system to to, to generate the, the, the, the process. Because
Staci Garcia:
That, the problem inherently is, here’s the thing. Would you pick
Jill Glanzer:
It, Matt? The only people that are getting it are going to get it though, are the people that just were newly put in because the people in the past, when you add the pool, I don’t think that that listing’s just gonna automatically go to them. Yes, it will. Once I say yes to the pool,
Robert Gleichenhaus:
Will it Yes. Yes it will. Mm-hmm. <affirmative> it should
Jill Glanzer:
Mm-hmm. <affirmative>. Okay. It should.
Matthew Maschler:
Okay.
Staci Garcia:
I was gonna say that nobody,
Matthew Maschler:
Just like, if you lower a price mm-hmm. <affirmative>,
Robert Gleichenhaus:
Nobody would click. And if, even if you add an open house, it generates a new email. Yeah.
Matthew Maschler:
Lower the price $1. And
Robert Gleichenhaus:
That, I don’t like seeing that I’d much, I’d much rather you say that there’s a pool.
Matthew Maschler:
No, no. I I I’m just trying, I’m just trying to activate the email. But
Robert Gleichenhaus:
Even activating the email won’t get it to the people who are looking Right. For a
Matthew Maschler:
Pool. I was just, I was just thinking if changing it from pool No. To pool Yes. Doesn’t activate the email. It will, it will, it will. I think it will. And, and I don’t. Right. And, and changing it, and the reason I say 24 hours is I don’t know when the email’s generated. I could,
Robert Gleichenhaus:
It’s generated immediately.
Matthew Maschler:
So then we just change it
Robert Gleichenhaus:
Right back. You could change it right back. Right. And it’ll still, and it’ll still push the email. So
Matthew Maschler:
When I say 24 hours, I’m, I’m just saying change it, just change it right back. And that’s why I, that’s why I don’t think I’m trying to be misleading about the property. I’m not trying to mislead anyone about the property or the property’s conditions or what the property has. I’m just trying to game the system to generate an email.
Robert Gleichenhaus:
Okay. Can we just call out market
Matthew Maschler:
Research?
Jill Glanzer:
But if they start calling me saying, Hey, I wanna schedule a showing, I just schedule the showing.
Matthew Maschler:
Presumably they looked at the pictures.
Jill Glanzer:
<laugh>
Matthew Maschler:
What, what you would
Robert Gleichenhaus:
Do. I wouldn’t assume anything you would
Matthew Maschler:
Hang, I don’t, I don’t think anyone would. You, you can get the email and not look at the pictures and then tell your, tell your realtor, Hey, if you’re
Staci Garcia:
That excited and you might Yes, same. Yeah. I wanna see right away before anyone else buys
Matthew Maschler:
It. Yeah. I, I would, I would, I, I, I would act like, I would just act like anyone else would. Just, they, if they make the phone call, whatever you would do normally, I would just do it. Don’t normally,
Staci Garcia:
I mean, my, my assistant clicked the box for Yes. By accident. And it’s really No, sorry.
Matthew Maschler:
Can you imagine if I do this and it results in finding a buyer, but also in an ethics arbitration.
Jill Glanzer:
So does this mean, okay, so
Matthew Maschler:
This is, I would have no defense. I would, no, they’ll see, wait, the episode dropped Wednesday at 11. You changed the mls. You changed the MLS at at eight. Eight at 8:00 AM So you recorded it on Tuesday, you changed the mls, then you put the episode out. You, you have, you knew you were doing this. You knew it was
Robert Gleichenhaus:
Premeditated. It was definitely premeditated. It was
Staci Garcia:
Definitely market reason. Well,
Matthew Maschler:
I, I would have no defenses. Like I didn’t know it’s, but, but, but my defense, you would, would’ve sold the house. My defense would be, it would be very on record to say I’m not trying to be misleading. Mm-hmm. <affirmative>, I’m just trying to give
Jill Glanzer:
The service. Oh my gosh. So let me ask you this. Yes. Though, that’s, that brings up a great point. Does that mean that when you are doing your prospecting for your customers and selecting all those boxes that maybe you shouldn’t, you should be a little less No. Selective because
Matthew Maschler:
No, no. I’m missing out
Staci Garcia:
On something. No, I agree with you.
Matthew Maschler:
That’s what I was just
Robert Gleichenhaus:
Gonna say. I’m, I do it, I
Matthew Maschler:
Do that. I, and if your, if your customer said, I want X number of bedrooms and, and, and a pool and this, and you start sending them stuff that doesn’t meet their criteria, they’re gonna be mad. Absolutely.
Robert Gleichenhaus:
I start sending them stuff that with a little bit of,
Matthew Maschler:
You can go a ForSight, you can go a little bit higher. It
Robert Gleichenhaus:
Will, it will, it will meet the, so if someone’s looking for a very specific property mm-hmm. <affirmative>, and they definitely want a pool, but maybe that specific property only comes up a couple times a year.
Matthew Maschler:
I can, I could see then,
Robert Gleichenhaus:
Then, then they need to
Matthew Maschler:
Break out. I can see not putting pool on the safe search, just because most houses have a pool and it’s easy enough to put in a pool. I can see not putting a pool in the safe search, I just wouldn’t theoretically try to stray too far from what the customer wants on the safe
Robert Gleichenhaus:
Search. So in, in that same retrospect, if I, if I have a client that’s looking for five bedrooms in the canyons, and there’s a, and there’s a home has four plus a loft. The loft can easily be enclosed Yeah. To make that fifth bedroom. Mm-hmm. <affirmative>. Yeah. So I will send that. I will, I don’t send it in a grouping of homes to look at. I’ll send it separately to them and say, absolutely. Take a look at this. There’s four bedrooms, however, for seven grand, you can enclose the loft. Absolutely. And, and now have your fifth bedroom. Absolutely. Do you wanna see it?
Matthew Maschler:
Did you listen to my episode last week? We talked about this. I did. Yeah. <laugh> Awesome. Awesome. It’s so bad because you have, you have communities where, like, I, I showed, um, one of my customers a, a three bedroom the other day. That was two in a den, and it wouldn’t work for him, but we were so excited. Got him pre, got him pre-approved for a mortgage, was about to list his house, <laugh> Right. To, to the current house to go move into this one. And we come into this house. I’m like, yeah, that’s not gonna work. So, all right, Jill, you sold a lot of houses this weekend.
Robert Gleichenhaus:
Yeah.
Matthew Maschler:
Two. Nice. Wow. Yeah. Oh, girl. That’s why she’s not in the studio today. She’s still working. <laugh>. Yeah. All right. I’ll talk to you later, guys. Thank
Robert Gleichenhaus:
You for having me. Bye. Bye. Yeah. Bye.
Matthew Maschler:
See you, Jill. I, I was gonna say, I mean, like, when I do my searches, and I also tell people ahead of time that I try to keep them broad because some agents don’t put in the right information and I might miss something because someone didn’t put it in. Right. So it’s like, Hey, you know, there’s, some of these things are outta my control and, you know, I want to keep the search wide. Cuz there may be that one thing that fits. And even sometimes customers don’t exactly know what they want. You have to know until they see it. You have to know your customer. Some want. Yeah. Some want it to be very broad, but someone wanted to be the why, why are you sending me this one? No, a hundred percent. Yeah. No. If I have that customer, I’m just, that’s what’s sending me. I don’t want ’em to delete them. Can
Robert Gleichenhaus:
You take, sometimes they don’t, sometimes they don’t know what they want until they actually see it. Yeah.
Matthew Maschler:
Oh yeah. Can’t tell you how many times they, the can’t tell you how many times the house we make an offer on does not fit the house from the initial consultation. Yep.
Robert Gleichenhaus:
So
Staci Garcia:
I was just thinking, nobody is gonna look for a house that says, you know, an N for pool, right? Mm-hmm. <affirmative>, like, you know what I mean? You’re already illuminating.
Matthew Maschler:
So I’ve once in, I’ve had people who’ve, um, set, you don’t want a pool set pool.
Robert Gleichenhaus:
The, the MLS really should within that pool. Mm-hmm. <affirmative>. Yes. No room for a pool. I know you can, you can choose room for a pool. Mm-hmm. <affirmative> in another section.
Matthew Maschler:
But it should be in that field.
Robert Gleichenhaus:
It should be in that field that way.
Matthew Maschler:
Isn’t there always room for a pool? No, no.
Staci Garcia:
Not in Florida. Barbie pool. Yeah. Plastic pool. You
Robert Gleichenhaus:
Combined there. There’s a lot of communities
Matthew Maschler:
In, I try not to be classist, but then I ask a question like that. <laugh>. <laugh>. All right. Uh, so we’re out of time. Wow. But, uh, quick, Preston, for, for being here. Roberts, thank you so much. Yeah. Um, it’s been, uh, I appreciate 10. You having me? 11, 11 months. You were here less in March. Yep. So we welcome back and, uh, we’ll have you back if you have, uh, anything Interesting. Anytime you wanna come back, give us a call. All right. All right. And we’ll reach out to you if you, um, and, uh, yeah, it’s, uh, plug yourself plug. How do they get
Robert Gleichenhaus:
Ahold of you? You could get ahold of me by calling or texting me at, uh, 8 1 3 7 8 9 8 8 5 2. And, uh, my website is estates by rg.com.
Matthew Maschler:
What does RG stand for?
Robert Gleichenhaus:
Uh, well, my wife and I are partners. She was on the podcast with us, uh, back in March. Uh, and both of our initials are rg. So Uhhuh It is, uh, it just, it, it, it works. It used to be the RG Realty team when it was just her Uhhuh. Uh, and then I joined, um, and we decided to rebrand it to Estates by rg.
Matthew Maschler:
Rg. That’s the, you have the house.
Staci Garcia:
I think I said that’s the initial of all my kids.
Matthew Maschler:
Oh,
Robert Gleichenhaus:
Yeah. Rg yeah.
Matthew Maschler:
Mm-hmm. <affirmative>. Absolutely. So, um, and then, uh, where do you, where do, where do you sell a lot?
Robert Gleichenhaus:
Uh, predominantly in Boynton Beach. Boynton Beach. Um, but, you know, we’ll, we’ve sold as far south as Miami and as far north as, uh, port
Matthew Maschler:
Luci. Yeah. But I will say, if you’re looking in Boynton Beach. Boynton Beach and the Canyons, the Graystones, uh, the Valencia is up there. Uh, Robert and Rachel are a great resource, um, for, uh, for people. I, I have to call them every once in a while because, uh, last time I called ’em, I think it was about schools. Cause I didn’t really know the schools in the area. And we just had a, for the
Robert Gleichenhaus:
Canyons, we just had a big change in, in our, we just got redistricted,
Matthew Maschler:
Um, canyons. The
Robert Gleichenhaus:
Canyons. Yep. Two
Matthew Maschler:
Park Vista.
Robert Gleichenhaus:
Two Park Vista from Olympic Heights Park Vista. Mm-hmm. <affirmative>. Yep. With the new high school that opened in Lake Worth, there was, uh, a lot of redistricting. What
Matthew Maschler:
Opened in Lake Worth?
Robert Gleichenhaus:
Uh, Joaquin Garcia High School. Uhhuh, just north of Woodlands on Lions. South of Lake Worth Boulevard. A brand new high school’s opening next year.
Matthew Maschler:
I saw one on Woolbright South, something Tech
Robert Gleichenhaus:
South. That’s the old, that was the old middle school. Uhhuh. <affirmative>. Um, that closed.
Matthew Maschler:
Okay. What, so what’s South Tech?
Staci Garcia:
South Tech was a vocational high school.
Matthew Maschler:
It’s not open anymore.
Robert Gleichenhaus:
No, it is. It
Matthew Maschler:
Is. It’s a vocational high school.
Staci Garcia:
Mm-hmm. <affirmative>. Yeah. Like if you wanna learn, uh, automotive or something like that.
Matthew Maschler:
I just saw a marine science high school up further north would’ve
Staci Garcia:
Been perfect. Robinson there.
Matthew Maschler:
Mm-hmm. <affirmative> would’ve been perfect for Lindsey.
Staci Garcia:
It’s also like a boating and uhhuh, you know, a learning, uh, you know,
Robert Gleichenhaus:
Marine trades. Yep.
Matthew Maschler:
Mm-hmm. <affirmative> makes me wanna go back to school.
Robert Gleichenhaus:
Not really. Is your a desire to go back to school? <laugh>? No. This
Matthew Maschler:
For fun. Not, not actually.
Staci Garcia:
Congratulations though. Park Vista. Cuz it’s an awesome school.
Robert Gleichenhaus:
It is. It is. My daughter’s,
Matthew Maschler:
It is an awesome school. But they, but they were coming from Heights.
Robert Gleichenhaus:
My daughter’s at Olympic Heights. Yeah. A freshman at Olympic Heights. Now
Matthew Maschler:
Some, I mean, so I’m sure some people are, are upset by
Robert Gleichenhaus:
It. There’s a lot of people who are upset by it. Yeah. But
Matthew Maschler:
I believe, and Park Parks is a great school.
Robert Gleichenhaus:
Rising juniors and seniors can stay where they started. Mm-hmm. <affirmative>. But there’s a, there’s a big uproar about the rising sophomores who now started their career at Olympic Heights and who have to move to.
Matthew Maschler:
Right. Or people in, in, in lower or middle school who bought there thinking that they were gonna go to Heights. Mm-hmm. <affirmative>. Yep. So, um,
Staci Garcia:
I just think Park West is an awesome school.
Robert Gleichenhaus:
It is. It is an awesome school. It
Matthew Maschler:
Is a great, it is an awesome, it is an awesome school. Except the people thought they were getting heights. No, I get it. So, no matter how good the pizza is, if they thought they were getting, you know, lasagna or something like, yeah. I dunno what’s better than pizza? It was a bad example. <laugh> <laugh>. <laugh>. All right. So, uh, Robert, thanks for joining us. Thanks for having, thanks for having me. Final words, final thoughts?
Staci Garcia:
Mm. I have an open house this weekend. Um, and it’s gonna be in Estancia West.
Matthew Maschler:
Estancia West. Yeah.
Staci Garcia:
The house is furnished. It’s
Matthew Maschler:
Almost, is the open house Saturday or Sunday?
Staci Garcia:
It’s Saturday and Sunday.
Matthew Maschler:
Saturday and
Staci Garcia:
Sunday. Um, from 11 to three. And it, if you wanna come to it, then t text me. Uhhuh at 5 6 1 2 3 9 1 4 4 9 because it’s a
Matthew Maschler:
Guard gate. How much is it?
Staci Garcia:
Um, 1 million 8 75
Matthew Maschler:
1 million. 8 75. How many bedrooms?
Staci Garcia:
Four bedrooms plus an office. Three bathrooms full with a pool. Um, two zone ac, central vac, humongous yard, and a pool, obviously. And, um, and it’s on a cul-de-sac in a great location. You could be on the highway if you work outside of Boca, and you could be on the highway. And seriously, under a minute on the turnpike.
Matthew Maschler:
A lot of, a lot of people like Ascia West because it’s, uh, in close proximity to the Boca Grove Shopping Center. Mm-hmm. <affirmative>, it’s Bo Grove Shopping Center where you have the, uh, the Kosher bagel store and the Unkosher Pizza Place and <laugh>, um, right next to each other. Um, but a lot of people like, like that community because they like to be close to that area. There’s a Jewish synagogue in the, in the back of the shopping center that a lot, a lot of people like to live close to. So, um, you could walk through the park. Yep. The, as Sania Park, they, they opened up the gate into the, to get you into that shopping center. Um, so a lot of people, uh, like as Sania West, uh, for that reason, but it’s also an incredible location. Like two minutes to the mall, right off the turnpike, close to 95.
Um, you know, when I, uh, when I first moved to Boca, moved to Woodfield, uh, all my times, any, anytime I had to take the turnpike, whether it was gonna like Sawgrass Mills or, or down to, uh, dolphin Stadium, all my times were off because I used to live in Boca West right off Glades. But now I was in Woodfield how to go around Boca West. So it was, it, it could take you eight minutes. So all my times were off by like 10 minutes to all the places like Sawgrass and BB t Center, um, just because, and we didn’t move that far away. So it was a, it was confusing and frustrating to my wife,
Staci Garcia:
<laugh> right now. It’s a good, it’s a good spot to live in because you don’t, don’t have to worry about 95. You’re right at the turnpike.
Matthew Maschler:
Right at the turnpike. So,
Staci Garcia:
Um, 95 mall. Yeah, 95 right now is a mess.
Matthew Maschler:
See, see Ethan at the bagel store
Staci Garcia:
And Glad Road is a mess. So you can just pop on the turnpike in two seconds. Mm-hmm. <affirmative>, you could be in Delray or anywhere else. What
Matthew Maschler:
Schools?
Staci Garcia:
Um, blue Lake
Matthew Maschler:
Blue’s. The middle. Well,
Staci Garcia:
It’s, that’s a new school. School, right? It’s a new, the new, yeah. A new elementary school. New other school. That’s film for Del Prato, which I believe you could still go to if you test for gifted Uhhuh <affirmative> because it’s full-time gifted Del Prado. But then, um, middle school is Omni and the high school of Spanish River.
Matthew Maschler:
Yeah. If you want information about gifted testing, please reach out to me. I have resources on someone who will give you an accurate test. I also have resources on someone who will give you the, the, the, the test that you could pass. <laugh>, <laugh>. The psychologist would go to jail sometimes. Nice.
Staci Garcia:
So, um, yeah. And I also have a house for sale in West Boca.
Matthew Maschler:
West Boca by Slam Academy.
Staci Garcia:
Uh, by Slam right next to Slam. It’s, um, five bedrooms and two bathrooms upstairs and with a huge office downstairs and a half bathroom. But there’s also a shower downstairs, so they’re just not right next to each other in the same room. So, um,
Matthew Maschler:
How does it look inside? It totally moved out.
Staci Garcia:
No, it’s got a, it’s got an enclosed patio and a table, and that’s the only furniture there and a desk in the office.
Matthew Maschler:
Do we need to do any staging or you think it’s
Staci Garcia:
No, no. It, it’ll, it’ll do, it’s, it’s a humongous house. People don’t expect to, to go upstairs and see five bedrooms. You just Uhhuh <affirmative>. Yeah. You aren’t used to that. I, I think, you know, it’s like a New York House where you’d have a basement. Uhhuh <affirmative>. Um, but the
Matthew Maschler:
Ground floor, basically the ground floor is the basement.
Staci Garcia:
Yeah. It’s on the Long Lake view. And it’s, the amenities are right across the street. And, um, we’ve had some people interested. It’s just, it needs a little love. It’s the original owner. So, um, if you’re looking for a big family house in West Boca without it, the, the HOA is only 1 28 a month.
Matthew Maschler:
Uhhuh? <affirmative>. So what’s that include cable?
Staci Garcia:
Um, I’m not sure. I think so. Don’t got Gabe. I’m so, I have so many houses in my head right now. There’s no, there is a guard gate in front of
Matthew Maschler:
Next for 1 28 a month. I’d expect cable and my long cut and maybe in a alarm. Yeah.
Staci Garcia:
There’s no long cut. You rent, you cut your own. But I guess they do do common areas, but they do take care of the
Robert Gleichenhaus:
Amenities. I wouldn’t expect anything for 1 28 a month.
Matthew Maschler:
You can expect something <laugh>, something
Robert Gleichenhaus:
Security. Maybe roving security.
Matthew Maschler:
I wouldn’t expect security. No gate, no security. Uh, I wouldn’t expect security. I, I’d expect something should be at least cable.
Robert Gleichenhaus:
Usually that would cover landscaping for the common area. Area. Yeah. Yeah. Just that a, a cheap H hoa like that
Matthew Maschler:
1 28. Mm.
Staci Garcia:
They do have a tennis court, a sand volleyball court. A huge pool, a playground.
Matthew Maschler:
Oh, there you go. There you go. <laugh>, <laugh> and the tax bomb. Goodness. You still one cable? No, no, no, no. All right. For 1 28, you get an amazing, amazing resort style amenities. All of
Staci Garcia:
Those things are directly across the street from this
Matthew Maschler:
House. You showing the house, someone says, oh, what do I get for 1 28 a month? You get amazing resort style amenities across the street. Swimming, swimming, pool. What else?
Staci Garcia:
It house gas, parking, 10, uh, stand volleyball court, basketball, tennis,
Matthew Maschler:
Pickleball.
Staci Garcia:
Um, I, I don’t know if it, no, they’ll probably, you know what, they’ll probably reline the tennis court for
Robert Gleichenhaus:
Pickleball. It’s, it’s, it’s funny, we actually, in the community that I live, um, there’s, we don’t obviously don’t have a pickleball. It was built, you know, 15 years ago, um, they put a temporary pickleball court in the parking lot of the clubhouse. Mm-hmm. And leave a temporary net there. So you just kind of put the net up when you wanna play.
Matthew Maschler:
But, but you’re on parking lot. But
Robert Gleichenhaus:
You’re on a parking lot. You’re on a parking lot surface. Yeah.
Staci Garcia:
I was thinking can’t you rely and add extra different color lines to a tennis
Matthew Maschler:
Court? Yes. You okay. Well, there you go.
Robert Gleichenhaus:
We have a hark. So it’s kind of, it’s, I don’t think you could play pickleball on a Hart True
Matthew Maschler:
Court. Is Hart true? The powder or Yeah, the powder. That’s gonna be harder. All right. So yeah, it’s a great, it’s a great house. It just needs the perfect big family. All right. That was a long goodbye. <laugh> <laugh>. I gotta do the Bathroom Mania podcast. And I see my, my partner’s pacing out in front of the studio. <laugh>,
Robert Gleichenhaus:
Thanks so much again
Matthew Maschler:
For having me. Thank you for joining us. Mm-hmm. <affirmative>,
Speaker 5:
The future looks bright and the storms pass by the skies dog blue. When it’s almost that time, life shows cameras flash when I pass living in the moment, forget about the pass. They save the best for last Matthew Mania. We about to make a splash. Life is a marathon full of sharp turns, gotta keep pace while the hands on the clock turns hot stakes. Five star real estate. I run a show. You can tell the place electricity, energy. I, I’m always on time. Even if I’m, I make dreams come true. Living my life. Hope the same for you. My sight’s got a real clear view. If you dunno the time, I’ll give you a clue.
Speaker 6:
You know what, you know what time? You know what is, you know what, you know what, you know what is, you know what, you know what, you know what time. It’s, you know what time. You know what, you know what time Its,
Speaker 5:
You know what time its, you know whose time its, you know what time its, you know what time. Its, you know, time. It, you know what time Its Matthew Mania. The time it says, yeah. Got him shook, scared. Can’t look. We’re not afraid of a big bad wolf. First comes the.
