MLM 251 | Mingle To Millions

Business relationships are the critical ingredient in turning your resources into revenue, and collaboration is a big part of making these relationships work. Cami Baker, the Founder and CEO of Mingle to Millions and author of the book of the same name, is an expert in building business relationships. She is a great believer in using your network to build your net worth. With Jen du Plessis, she shares her insights on niching down, building collaborative relationships, and other effective, revenue-generating strategies. Listen now, take notes, and make sure not to miss the incredible lessons she has to offer!

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Collaborative Business Relationships: Turning Resources Into Revenue With Cami Baker

I want to welcome my special guest, Cami Baker, who is the Founder and CEO of Mingle to Millions, which is also the name of her fantastic book. She is an HGTV House Hunters Veteran. She was on House Hunter’s top 5% of realtors and mentored by the best in the real estate industry. She has leveraged her creative and innovative ways to see opportunities since she was a child. In fact, at eight years old, she was selling gum to her classmates at a 500% profit, which is pretty cool. Fast forward many years, her lead generating mindset has gotten her in success from Home Magazine, hosting a TV show, being a radio personality, and speaking to hundreds of times to audiences of anywhere from 10,000 to 30,000 people in attendance.

She was a real estate agent for many years. She was very successful. She’s going to tell us what she accomplished in 30 days. She says that there are three specific skills that 95% of real estate professionals don’t understand how to leverage. She’s going to share that with us. We’re not going to give away all the secrets because she’s got a gift for us that you’re going to have to go and get to get all of her secrets. That will give you at least a start. Cami, welcome to the show.

Thank you so much for having me. We had two different tell us we needed to get-together.

It was Melanie and Emerald GreenforestThey had been on my show and I was on their show. One of the things that I want to talk to you about is thinking back on a time in your early years. An interesting story or some difficult time that you went through that created and shaped who you are.

When I first got into real estate, I answered an ad in the newspaper. I share in my book that the newspapers on the internet and print for those of you who don’t know what those are. When I answered that ad and started working at this real estate office, there was a woman there whose name was Joan. One day she came in and she said, “I’ve got this suit that about grown. Would you like to try it on?” I said, “Absolutely.” Keep in mind, I was selling gum to kids when I was eight years old. I had owned several different businesses at this point, and I had gotten into real estate.

I also had gotten sober and I wasn’t dressing as professionally as I could have. I go to the bathroom and I try on this suit and I love this suit. I wore it for many years, but when Joan gave me this suit that she said she outgrew about six months later, I had gone on hundreds of listing appointments by now. I’ve had closings. I had more suits and had a lot more confidence. About six months after she gave me that suit, she said, “Cami, there’s something I need to share with you. You know that red suit I gave you?” I said, “Of course, Joan, I wear it all the time. Thank you.” She said, “I didn’t outgrow it. I could see that you needed a suit. I bought it for you. I bought it from the salvation army for $3 off the sales rack.”

We hugged, laughed, and cried. At the time, I didn’t know that this was going to become such a big part of my story but fast forward, I wrote about it in the book about it, it’s not what you wear, it’s how you wear it. You don’t have to have thousands of dollars to do your career. There was a woman that was my assistant and she had all the excuses in the world, “I don’t have enough money for nice clothes or a car. All the things that you have, Cami.” I stopped one day and I shared this story with her and I said, “Splurge and spend $20 at Salvation Army and get you a nice outfit.” Many people want to have the right suit, so then they’ll do the job and then they’ll be successful. This story helps to show that we need to be what it is that you want to be so that you’ll do what that person would do and have what they would have.

It reminds me of Les Brown. He has a great quote about the fact that “You don’t have to be successful to start, you have to start to be successful.” That’s the epitome of it right there, your story. How do you think that shaped you? That touched your heart, that touched you very deeply, and I know that you’ve passed that along to other people, but how is that shaping what you are doing in your business?

There are so many life lessons from her giving me that suit and her having the wisdom to see the little tweak that I needed. If she had told me, “I got this suit for you from the Salvation Army. It was only $3. Do you want to try it on?” I would have been embarrassed. I would have been humiliated. Not only was she brilliant enough to not tell me that, but she also was smart enough that six months later she knew that I was competent enough that she could tell me and that we could laugh about it. It’s been a transformational thing every day in my life in how I coach and train people. There’s that one little tweak that you need. The same thing that Joan saw in me is the same thing that I see in people. What’s that one little thing that we can do that will make all the difference in the world?

MLM 251 | Mingle To Millions

Mingle To Millions: Whether it comes from ignorance or arrogance, the reluctance to niche down is reflective of the scarcity mentality of chasing clients instead of attracting them.

I know you mentioned it in your book, but I’m thinking, from a red suit to whatever, there’s a story there as well and how that changes everybody’s lives and stuff. What we wanted to talk about here are these three key points on who to talk to, to build your business, what to say to them, and how to say it? Having been in the industry, you were a real estate agent and coach realtor. I was a lender and I coach lenders now.

We’re in a weird situation. This isn’t something that has to do with the virtual world. This is a long-term problem that people have is wanting deeper, better quality relationships, always using the words, “I want to give value,” but not understanding what does that truly means. What does it mean to have deeper relationships? What does it mean to truly give value? Let’s dive into this in whatever capacity and way you want to do this, the who to talk to in building your business?

“The who?” “The what?” and “The how?” I started teaching this when the third time I came into real estate because I have squirrel syndrome. I’ll go do something else, network marketing and other businesses, but the third time I came into real estate, I did what I knew to do best. I talk to people who own property and have a desire to sell it. For months I called and door-knocked for expired and for sale by owners. In January of 2014, I took ten listings in a 30-day period with three feet of snow in New England. From there, I started teaching who to talk to, what to say and how to say it from the perspective of the twenty-plus sources of sizzling hot sellers. During my career, who were all these property owners that I talked to from expireds and for sale by owners to vacant property, listed, sold, dumpster diving, which I call, “Don’t stop at a property that has a dumpster outside where they’re remodeling.”

For rent by owners too, because I know that’s a source that I get my properties from.

For rent by owners and also non-owner occupied, which is one that I got my biggest commission check from, which is what I’m teaching during Coronavirus. That’s when I first started saying, “You need to know who to talk to, but then you also need to know what to say and how to say it.” To your point, it’s not about those twenty-plus sources of property owners. It’s also thinking through who do you want to communicate, connect, and collaborate with not property owners, but mortgage, title, insurance, the local dojo in the coffee shop. As a real estate agent, a mortgage person, or an insurance person, think that through. Who do you want to talk to? When you think about who they are, what are you going to say and how are you going to say it?

I know that it’s extremely important and some of the things that we have talked about and everyone’s read on this blog is I’m a believer in, “Niche to grow rich.” When you talk to everybody, you’re talking to nobody. It’s all white noise. It’s more important to niche that down and know who is your client. Why is it that people are so apprehensive about niching down into 2 or 3 specialties and becoming an expert in it? I have my own feelings on it, but I want to hear yours, why do you think people are so apprehensive about niching down and isolating down into a target market?

I love to alliterate because it helps me remember things. One of my alliterations is I’m not sure if it’s ignorance or arrogance. In other words, a lot of real estate agents that I talk to, “Who’s your niche market?” “I can sell and help anybody.” When you try to be everything to everyone, you’re nothing to no one to your point. First of all, there’s ignorance. They don’t know that they need to niche. They’re throwing a bunch of, “You know what,” on the wall and hoping some of it sticks. When I work with a whole office or a whole company, if there are 100 agents in there, every one of them has a different niche of who they want to play with.

For example, one of my favorite stories of this is a woman that I was doing this diaper drive for an organization that helped women who are coming off opioids. She said, “how can I use this to build my business?” I said, “Who do you want to get in front of?” She said, “I want to get in front of those people that are the late 20s, early 30s, they own a house, got kids, kids are getting bigger time to sell and buy.” Now, that I know what her niche is, we’ll share throughout the show, how I shared with her, how to get it in front of hundreds and thousands of them.

It’ll be interesting for people to connect with you so they can know how that story turns out because it’s pretty powerful. I think it’s arrogance or ignorance. You become a realtor, you become a loan officer, for a loan officer it used to be, “Here are some rate sheets, go deliver the rate sheets with donuts.” For realtors, “Here’s a phone, start calling people.” I think that because it was cast as a big net back then, and it’s been passed down from generation to generation of people. For me, I think it is living in scarcity versus abundance. People think that when I hone in on one thing, it’s a scarcity mentality rather than an abundance mentality of attracting clients and becoming a magnet as opposed to chasing clients.

Back to the whole ignorance versus arrogant thing, they may be ignorant. I can tell blond jokes because I’m blonde. I can talk about ignorance because God knows I’ve been very ignorant of my life. When people don’t know that they should niche or they’re arrogant and that, “I can serve everyone. Everyone needs my services.” Whichever way it goes, the fact is to your point, it is a scarcity mindset of, “If I niche down, what if I don’t help that group?” The fact is you’re not helping any of those groups because you’re not niched enough to do something.

Set intention, pay attention, create retention. Click To Tweet

When it comes to selecting a realtor, selecting a mortgage company, there are thousands of people out there and everybody knows a ton of realtors, everyone knows a ton of loan officers when you niche and you can say that your specialty is something. For example, one of my niches was investor loans. I focused on doing investor loans. I was known for that which is part of my passion. One of the things we need to focus on, when we talk about who is the passion that you have to serve them rather than, “Sarah works with high-end clients so I should work with high-end clients.”

You want to work with who turns you on and who thinks about that. When I was in real estate, I love working with business owners. They have always been people that I resonate with, that I can have an intelligent conversation with. Even as a real estate agent, I prefer to work with business owners because so many people would say, “You’re in real estate, you must work on the weekends and at night a lot.” I said, “No, I have 15 or 20 listings. All the buyer’s agents are working at night and on the weekends showing my property because I would make phone calls during the day when I could reach business owners and I could meet with them anytime during the day because they were a business owner.” Honing in on who your people are will make you ten times more money.

What I love about what you said and this is what I coach on and hone in on is having a lifestyle business. It’s being able to serve your passion, but being able to do it in a way that you can still enjoy your life. What would you say to someone who’s struggling with determining who? What are your suggestions? Someone’s going, “I still don’t know who my who is or who my niche is.” What are some strategies that you might be able to give them?

I ask them simple questions, “If you could fill your day planner up with a specific kind of person, what does he or she look like? How old are they?” Envision someone that you see yourself sitting down and you’re signing the listing contract and what house are you sitting in? What do they do for work? Think about who would you pick? Many people will tell you, “I don’t want this, I don’t want that,” but what do you want and key in on that.

Sometimes, when I was doing the lending, I would say to clients, “It’s not a process of selection. It’s a process of elimination. We eliminate what you can’t do or what you’re not qualified for. That shines a light on what we can do.” Maybe that’s a strategy too is thinking about what you don’t want. You don’t want to be doing condos, apartments, and in dark garages at night doing listing appointments. You want to be in a nice neighborhood because I’m from the country. I don’t have that confidence to be in the city in the middle of the night by myself walking around. That’s a great strategy. What’s another strategy that you might think would be good for identifying your who because that soft skills that we talked about as it relates to hard skills?

The who can be what kind of clients you’re wanting to get in front of, but also who do you want to collaborate with? Like the woman who wants to have that client, that selling and buying that has young children. Who are some of the businesses that those people are already doing business with, that you can collaborate with to getting exposure? All of the dojo, karate places, dance studios, all these orthodontists and pediatricians. Those are the who that already have your ideal client. You can partner with them and create such a collaboration that you’re in front of thousands of your ideal client.

What do we say to these people that we want to have as our avatar, so to speak?

I’m sure that you hear people all day long asking you, “What do I say?” “What do I say when they ask me my commission?” “What do I say when we talk about rates?” I would say, “Take a step back and take a look at who are you being.” In the who, it’s also, who are you being? In this version of collaboration, are you showing up as a contribution? Are you showing up as a partner? Are you showing up as someone confident that they want to do business with? To your point, everybody knows 8, 10 or 18 realtors. How can a realtor have a unique sales proposition and looking at the different words that we’re using? For example, the difference between sponsorship versus collaboration. Are you asking people to sponsor or are you inviting them to collaborate? That’s one of the what that we can say

I learned that from you when we had our conversation together. I have collaborative partners. I use that all the time, but it seems like they’ve always gone into more of a sponsorship role because I’m the one who’s doing all the work and they’re not contributing. I love that you’re saying, inviting them to be a collaborator with you. If you’re reading this and you’re a realtor or a lender, think about that relationship too. Inviting your lender to collaborate with you to grow your business and your real estate agent, to collaborate with you, lenders, to grow your practice and maybe others too like title companies.

MLM 251 | Mingle To Millions

Mingle To Millions: Finding a niche is more of a process of elimination rather than selection.

Rather than saying, “Let’s sponsor this. Can you help me on Zillow? Can you help me sponsor a broker open or an open house?” Maybe there’s a better way. I’ll be honest with you because I had so much success in my business, I did not do a broker opens and open houses because I thought that they were a waste of my time. I felt that realtors were users and only want my money, my food, and my drawing. I never felt that that was worth my time, except for my top realtors. Those that I already had collaborated with. I think you bring out a good point. It requires an adult conversation between two business partners to hone in on this.

That’s why you mentioned at the beginning that 95% of realtors, mortgage, any entrepreneur, and business owners, aren’t thinking far enough ahead. They’re asking you to sponsor because that’s what they’ve heard, what they’ve been taught, and the language they learned. That’s why 95% of people aren’t stepping into this. When you show up, isn’t it true that people treat us the way that we teach them to treat us?

In other words, if we step into a conversation begging with a handout for sponsorship, that’s how the relationship goes. When we tweak, how we’re showing up, and talk about, “I don’t want a sponsor, I want a collaboration partner.” The sponsorship is very passive. “You give me $500 for lunch at the broker open house. I agreed to advertise you at the broker open house.” That’s passive. It’s not collaborative where we learn how to collaborate and promote one another leading up to that broker’s open house in many different ways. Now, we’re teaching people how we want to be treated.

It’s a strategy that I’ve used all of my career in collaboration. I only worked with people that collaborated with me and that’s what I teach my clients. You don’t work with people that are takers. You work with people that are givers, that are engaging with you on a regular basis and that’s how we work together. There are little things that you’re saying that are a-ha moments for me as well. That’s what I love about being a host is I learn in every single episode. It’s a way for me to do life learning and I hope the audience does the same thing. Let’s move on to how to say what it is we want to say? We’ve said, “I’ve got a target market. I know what I’m going to say to them now. I want to collaborate with them. I’m here to serve them. I’m here to help their business grow.” How do we say that? How do we do this without coming in and feeling like we’re leaning in, showing up and throwing up with all this information?

When we talked about the who, what, how, the how is 95% of it. Because with the who, I’ve got the twenty-plus sources of sizzling hot sellers, and I’m happy to share with anybody. I made these fun little videos about all these different types of property owners. The what could be scripts. The how is the crux to the matter from how we are showing up and what energy are we putting out to? What is our body language? How are we saying it? I say all the time, “typing and sending an email or a text or post on Facebook is better than nothing, but our voice is better than typing and nothing beats face-to-face human interaction, whether it’s a video, a video chat or good old fashion, hand-to-hand combat getting in front of someone.

The how has to do with how you are presenting from your body language and your tonality, in your words to how you’re physically doing it. Are you hiding behind an email or are you picking up the phone the way God intended? Are you going out and shaking hands, but not walking in with a rate sheet, nor walking in with a listing sheet? Another alliteration is set intention, pay attention, create the retention of the resources, relationships, and revenue. That’s all part of the how too, setting the intention.

I talk about all the time with people is, whether you’re nurturing or neglecting, those that are in your database, and your community. That boils down into it, is set intention, pay attention and create retention. When you hear or see that someone had a child and you pick up the phone and say, “Congratulations. I saw you had a kid,” rather than, “It’s cool. I saw they had a kid.” It’s paying attention and having that reason to call. I want to move into the seven keys of collaboration to unlock resources, relationships, and revenue. I know that you also say resources, plus relationships equals revenue. Because we don’t have time to go through all seven, let’s talk about one of those key strategies that you think would be resonating with a loan officer and/or a realtor who’s reading here?

I can pick any one of them, but I feel called to talk about the promoting aspect. Promoting between each other and promoting out in the marketplace. For example, if we have a flyer for an event that’s coming up and we are going to walk into a mortgage office or a coffee shop, or a conversation on LinkedIn, set an intention. Let’s say we’re walking into a coffee shop, a local place where the mortgage person, the real estate agent, and all their ancillary businesses are there having meetings.

You then would like to create retention of resources and relationships with the coffee shop owner that meets eighteen realtors and mortgage people a week, but you want to be the one that stands out. When you set intention, “I’ve got this flyer. I’m going to walk in here.” The biggest problem that I see people have is how they’re showing up. We’re setting intention to walk in with that flyer so we can create some resources and relationships. Pay attention to your body language and your language. People walk in there and say something like, “Is it okay if we hang a flyer? Would you be willing to let us promote here?”

Two reasons why people don’t niche: ignorance and arrogance. Click To Tweet

People will talk to me all the time, “Cami, you’d be so proud of me. I brought a flyer to the coffee shop and put it on the board. They’ll take a picture of it on the board.” I say, “That’s great, but who did you talk to?” People get so focused on and in this situation let’s say we’re doing a car show, which is how I started doing all this stuff. My car show is for several years in a row. You’re promoting the car show. You put the flyer up, but did you pay attention to your body language, your tonality, and what you were saying? Are you showing up as a leader? Were you asking that coffee shop person, if they would like to collaborate?

Did you pull your phone out and do a Facebook live while you were there and introduce Bob, the coffee shop owner and let everybody know that, “Bob is participating and collaborating with us on this car show. We love to come to Bob’s coffee shop. By the way, there’s a box here where you can donate food for our food drive.” Did you pay attention to how you’re creating the retention of this relationship? When you do that Facebook Live with Bob at his coffee shop on his feed and his 1,000 followers see that? Guess who they see? They see you.

I know that you have a whole process that happens behind this. It’s not stopping there. I’m going to share this too. I was talking to a client of mine and she called a client. She finally got up there again. I said, “You can do it.” I call the client and ask the client, “Who’s managing your mortgage?” The person said, “I don’t have anybody managing my mortgage because my lender banded me or orphaned me.” She’s adopting their mortgage to manage it after closing because most loan officers sell rates, sell products, never show up at closing, never to be heard from again, which by the way is the same thing for realtors. They don’t follow up afterwards and retain.

She called and she said, “Who’s managing your mortgage?” and they said, “Nobody is.” She said, “I’d love to manage it.” They said, “Okay, great.” She was all excited that she was going to give her timely updates and do annual reviews with her. She hung up the phone and she said, “You’d be so proud of me. I did that.” I say, “Did you ask them who their original realtor was and who’s managing their real estate?” She said, “No, I didn’t do that.” She said, “I know that they bought from a builder.” I go, “Okay.” Because we were on Zoom, she was like, “They’re probably not managing it. I’m done with it.”

I said, “What about calling the builder? If that builder is not managing any of those, why not get one of your partners, one of your top realtors and get them into that builder neighborhood from the backside of it, after everybody’s closed and said, ‘We’re here to manage your mortgage and your real estate.’ What if it wasn’t that? What if the person says, ‘It’s a realtor, but they retired? They’re no longer in real estate.’ ‘That’s good. I have a realtor that I could introduce you to help manage your real estate.’” I love what you’re saying, because you’re saying it’s not enough just to do the flyer. It’s, “And then what? And now what?”

Many people have blinders on. For example, you mentioned for rent by owners. When I coach someone to call it for rent by owner, they say, “I don’t want to list rentals,” “I don’t want to list leases.” I say, “Your reticular activator is not very activated.” If you have a phone number of someone who is renting a property, guess what? They’re an investor. You’re calling them to say, “I’ve seen this ad for the last three years, are you ready to dump the tenants, trash, and toilets?” If you talk to them about listing and they say, “No, I’ve got 28 properties and this is what I do full-time.” They are buyer. Put them on your buyer list. Ask them what they look for. When I coach and train, you don’t have to do any cold calling.

There are many different strategies that have nothing to do with cold calling. If you do want to call property owners, think outside the box of adding them to your buyer’s list. If you see a dumpster outside of a property, they might be cleaning it out because grandma died and they’re going to spell it, or maybe they’re rehabbing it because they’re going to sell it. People will say, “I’d be rehabbing it because they live there.” There are roofers, contractors, flooring persons, and electricians that are there. When there’s a dumpster, there are resources and relationships. We all need all of those resources to lead to the revenue.

You never know what those contractors might be working on a different flip, a different renovation that could lead to something as well. I think people are so focused on one thing. It’s handed down from generations, but we’re talking about business generations is handed down that way. Especially, the time while we’re all in COVID and we’re all together, one of the things that I love about the excitement of this is that once we’re released from being quarantined, the question is going to be whether or not people have procrastinated or whether or not they have prepared.

MLM 251 | Mingle To Millions

Mingle To Millions: Work with people who are willing collaborate.

Are they preparing to go out and kill it? We don’t want to take advantage of people. That’s not the whole point here, but we do have to look out for ourselves. It’s like putting your mask on before you can help other people. We have to make sure our business is very solid so that we can go out and help other people. We’re going to find people that are looking for opportunities like investors. This is going to be a great time to buy, but we’re also looking for people that need our guidance and help when they’re in financial crisis. What are some of the thoughts that you have, if someone’s reading to this, stop talking, take action, get results, but what is the take action that you want to leave with everybody here?

I love that you talk about how things have been passed down from generation to generation. We don’t know what we don’t know. That includes networking. I want to share the difference between skunk, squirrel, shark, and spider. To answer your question, one of the best things that they can do is to your point, lots of property getting ready to exchange hands. Whether people are fear-based and getting rid of stuff or whether they’re not making their mortgage payment and they have to get rid of it or whether they’re an investor and they were prepared and they got plenty of cash.

Whether they don’t like their house, which is what you and I talked about not too long ago because my husband’s experiencing people that are saying, “I’ve been stuck in this house and I realized it’s not my forever home. I got to get out.”

When we talk about the who, whether you are wanting to list high-end property or whether you’re wanting to list an investment property, I know there’s a lot of buyer’s agents out there too. I focus on listing. Thank God I was taught how to be a listing agent. Any agent I talk to, when I say, “Who’s your ideal client?” They talk about buyers, by the time I explained to them listing, they usually shift. When I explained to them why I love expireds, they even start calling expireds. Who people can be calling are the non-owner occupieds. It’s such an easy conversation. I work with a company called REDX that provides the phone numbers, emails and are getting ready to start being able to text property owners.

You can call someone who is a non-owner occupied. You can put a pin in a neighborhood that is known to be a bunch of investment properties. REDX will pull in 30 seconds all the property owners. You can say, “I only want to talk to people who’ve owned property for 5 years or 10 years or 20 years plus,” and it’ll filter out. You can call those property owners. You can say, “I see that you own several properties. Some people are liquidating. Some people are adding to their portfolio. I’m curious which one you are?”

I used to do a seller series after the credit crisis. A lot of sellers who were upside down on their values and when they finally had enough equity and they were starting to sell, they had no idea what they were going to experience in the mortgage space because we don’t have HUDs. We have CDs. We have timelines. We have all these things that we have to abide by. I said, “Let’s do a seller series to help educate them on what to be prepared for in this new era.” I see that as being an opportunity for mortgage lenders, realtors and title companies to collaborate on that, seek out specific criteria in neighborhoods, whether you’re using REDX or using a title company to get that and do a series that says, “You’re going to be a seller in this new market. What’s it going to look like?”

It doesn’t matter what the market is, whether it’s a hot market for expireds or for sale by owners and non-owner occupied or vacant or whatever it is. To your point when the tribe kills a buffalo, everybody eats. When you find one property, the mortgage person, the home inspector, the landscaper, the electrician, the stager, everybody can come together and participate in that one property. Sometimes, I’ll teach a whole tribe of all these different ancillaries to come together and prospect together. How powerful is that? The mortgage people were making the calls. Now, the agent gets a listing and the home inspector gets a deal.

It has been wonderful having you on here at Cami. I always like to ask everyone, 1 of 2 things, either a quote that is a montage for you that it’s resonating with you or a book that you’re reading that is impacting you.

I’m going to leave everybody hanging with, are you a skunk, squirrel, shark or a spider? Because that’s a really powerful thing. One thing that I’ve been thinking of a lot is for me with the Coronavirus and everything happening that came out of left field, the more I know, I don’t know, and the more I know, I need to know. Always being a consummate student needed a teacher. The more I know, and the more I deliver to other people, the more I know I need to know. The more I know I want to know because the more I know the more I can share. A mentor of mine has always said to me, “Baby bird bites, Cami. Get it in, get it down, and pass it around.”

It builds confidence too. I spoke on a webinar with a little over 100 realtors, talking about what’s going on in the marketplace, helping them what’s happening rather than the consumption of negative news. Helping them understand that the whole goal was to turn them from a worrier into a warrior. The way that happens is through knowledge and knowledge build that confidence to be able to go talk to your community. I think that that’s what’s happened is so many people are so fearful about talking to their clients. They don’t know what to say, don’t understand it themselves and they’re not reaching out there.

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They’re being ostriches and putting their head in the sand. My goal is to get everyone up and get them excited and get them to that line where they’re ready to go when the light turns green. Get prepped to get ready to go. I want to say, thank you so much. If someone heard you and said, “I have to get in touch with her. She’s going to make my business change. We’ll pay for your coaching.” How do they get in touch with you? What is the best way?

I’m real. I’m raw. I’m relatable and I’m reachable at CamiBaker.com, Cami@CamiBaker.com and being a business person, I actually give my cell phone number (603) 785-2598. Whether it’s Facebook, LinkedIn, email, phone, carrier pigeon or smoke signal, I’m easy to find.

I know you have a wonderful gift for us that everyone can get at CamiBaker.com/free. It is the Seven Keys of Collaboration to Unlock Resources, Relationships, and Revenue. She talked about one and with that one, you can make an impact and a difference in your business. I want to say thank you again for providing your wisdom to us. It’s wonderful getting to know you. I know that we’ve got a lot coming up. In fact, if you’re reading, I’m going to be having my next workshop in September 2020 in San Diego, and Cami’s going to be there. She’s going to be one of our speakers. I am so excited to have her come and participate. I’m going to be having a retreat as well in September 2020 here at my home in Northern Virginia. I think Cami’s going to try to make it to that as well. If you want to get more of this, get in touch with Cami immediately, and hopefully, we’ll see you at one of the workshops or retreats as well. Thank you, Cami, for being with us.

It’s my pleasure. What an honor. Thank you.

Everybody, thank you so much for reading. If it’s your first time, hopefully this was like, “That was great information.” Go read the other episodes. If this is your 15th or 100th time, thank you so much for continuing to support me and to continue to come in. Don’t forget that we have a great membership of Mortgage Lending Mastery that takes you behind the scenes and beyond the show, and we’d love to have you a part of that community as well. We will catch you next time.

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About Cami Baker

MLM 251 | Mingle To MillionsHGTV House Hunters veteran, Top 5% of Realtors and mentored by the best in the real estate industry, Cami Baker has leveraged her creative and innovative ways of seeing opportunity since she was a child. At 8 years old, she was selling gum to other kids for a 500% profit and loan sharking that money for high interest and collateral at 9! Fast forward 40+ years and her lead generating mind set has gotten her in Success from Home magazine, hosting a TV show, being a Radio personality and speaking hundreds of times to audiences from 10 to 30,000 in attendance.

Cami’s primary focus is assisting real estate professionals to meet and mingle with their ideal clients, recruit top talent and build brand awareness and loyalty through social responsibility. She says there are three specific skills that 95% of the real estate profession doesn’t understand or leverage, and she’s going to share those with us on today’s show!

HGTV House Hunters veteran, Top 5% of Realtors and mentored by the best in the real estate industry, Cami Baker has leveraged her creative and innovative ways of seeing opportunity since she was a child. At 8 years old, she was selling gum to other kids for a 500% profit and loan sharking that money for high interest and collateral at 9! Fast forward 40+ years and her lead generating mind set has gotten her in Success from Home magazine, hosting a TV show, being a Radio personality and speaking hundreds of times to audiences from 10 to 30,000 in attendance.

Cami’s primary focus is assisting real estate professionals to meet and mingle with their ideal clients, recruit top talent and build brand awareness and loyalty through social responsibility. She says there are three specific skills that 95% of the real estate profession doesn’t understand or leverage, and she’s going to share those with us on today’s show!

HGTV House Hunters veteran, Top 5% of Realtors and mentored by the best in the real estate industry, Cami Baker has leveraged her creative and innovative ways of seeing opportunity since she was a child. At 8 years old, she was selling gum to other kids for a 500% profit and loan sharking that money for high interest and collateral at 9! Fast forward 40+ years and her lead generating mind set has gotten her in Success from Home magazine, hosting a TV show, being a Radio personality and speaking hundreds of times to audiences from 10 to 30,000 in attendance.

Cami’s primary focus is assisting real estate professionals to meet and mingle with their ideal clients, recruit top talent and build brand awareness and loyalty through social responsibility. She says there are three specific skills that 95% of the real estate profession doesn’t understand or leverage, and she’s going to share those with us on today’s show!

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