The Schedule That Made a Top Listing Agent with Robert Perriello

Welcome to another episode of The Raquel Show podcast. In this episode, I had the pleasure of speaking with the incredible Robert Perriello. Robert has been named the number one agent in Connecticut from 2018 to 2022, and he’s a true listing machine. He shares his journey from starting with a simple system using index cards to becoming a top listing agent, emphasizing the importance of discipline, prospecting, and consistent effort.

In our conversation, Robert opens up about his strategies for getting listings, handling objections, and maintaining a work-life balance. He also discusses the importance of having a support system and continually learning and adapting in the real estate business. This episode is packed with valuable insights for anyone looking to excel in the real estate industry.

Connect with Robert Perriello

• Instagram: @robertperriello
• Website: www.perriellorealty.com

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Transcript

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Robert Perriello: 0:00

do something uncomfortable that you see someone else doing That's more than you, right? Maybe that's getting into coaching or maybe that's getting into environment or a mastermind group with like minded people. Or, don't just take advice from anyone on the street, find someone that's doing what you want to do, and then question, talk to them, see what you can learn and get a little bit uncomfortable in that process. Cause If you're doing the same thing you're doing now, you're going to get the same results.

Raquel Quinet: 1:04

Welcome to the Raquel show. This show is for entrepreneurs who want to play bigger in business and in life. And as many of you all know, I love bringing on people who love to play bigger and my special Guest today does exactly that and has been named the number one agent in Connecticut from 2018 to 2022. And what's most impressive is that most of the sales are representing sellers. He's a listing machine. And I remember when I was coaching him, he didn't even have a fancy CRM. Matter of fact, his leads were on index cards. Yes, you heard that right. a stack of index cards. I'd love to like learn about that system. We know he who has a listing controls the market today and what to do when listings are slower and they don't sell. I want to get into that and what it really takes to be a top agent in today's market. So welcome to the show. Robert Perriello.

Robert Perriello: 2:04

Thank you. Thanks, Raquel. I'm excited to be here and talk with you.

Raquel Quinet: 2:07

Well, I'm excited to talk to an experienced agent like yourself, and all of us always want listings, so I want to get right into the topic. It's not often that we have people on this show that truly dominate listings, so when you decided to say yes, I wanted to talk all things listings, as many people want to go get those listings, or have listings that we want to sell. you've been doing this for nine years, licensed for 14 years. When did you decide that you were going to focus on listings?

Robert Perriello: 2:40

So I think it was right at the beginning. so I, I had my license 14 years. I was a teacher and I always had the license on the side, but was kind of afraid to just take that first step. Right. And, I had the motivation. I saw other agents doing it, but I didn't know the path. I didn't know the how. And, so I was talking to everyone, like my brokers and searching internet, YouTube videos like this. And, I, I started following Mike Ferry and, Luckily, he teaches this listing, process that is so focused on listings and I bought into it. I believed in that process. I started following it using some scripts, honing my skills and I got some success early and that's really what gave me the confidence to say, okay, I can do this. I'm going to go all in on, on listings.

Raquel Quinet: 3:28

If you go back on that journey, luckily you had found, and that was actually my first coach was Mike Ferry when I got into the business. And what skills did you have to learn to actually, like it's mindset first that you bought into it, but then what do you think looking back is, are the skills that people need today to go take listings?

Robert Perriello: 3:49

So I, I really think that a lot of agents overcomplicate it, and they're trying to do so many things at once that they really can't gain traction on, on anything. So I feel like I was lucky in those early years.'cause I was new. I was, I didn't have any bad habits, so I just started picking up the phone and calling and prospecting. And I had this very, like, singular focus where I wasn't even looking for a buyer. if a buyer came to me, I wasn't gonna turn 'em away. But I was never searching for buyers. I was only searching for listing. So I think really simplifying it. And having that mindset where that's your focus is critical because there's just way too many distractions in our business. If I honed in and have clarity on that.

Raquel Quinet: 4:36

So you got into prospecting, you had to learn scripts as a listing agent or what to say and to actually book appointments and just knowing the game and knowing that people will hang up on you. How did you overcome the fear of these objections? Because you still do that today. You still prospect 14 years later. the business daily or sometimes.

Robert Perriello: 5:08

No, every day, five days a week.

Raquel Quinet: 5:11

So how do you get that mindset and especially when you're new to overcome rejection?

Robert Perriello: 5:20

I guess again, in the early years, I was lucky. Like I had, I was in an environment where I had people that supported what I was doing. Cause not all brokerages and places support prospecting, right? So it would have been easy if I was in the wrong place to, say, Hey, this is what I'm doing. And people are hanging up on me and stuff for the broker to say, Oh, don't do that. It's not working. Do you know, just sit at the front door and wait for people to walk in or do open houses or something. But my broker, who's staying broker to today, great. Very listing oriented, similar mindset. That's what they teach. They say supported me. They reassured me. and I think for someone that starting anything new, We all need that support, whether it's an exercise program, your business, whatever we need that.

Raquel Quinet: 6:05

how long do you prospect for and what's your goal when you prospect?

Robert Perriello: 6:11

three hours a day, three hours a day. and I really live by the standard. Um, if I'm not prospecting, that's a day off. I'm not working, like I'm not in business if I'm not prospecting. Cause the, real estate's a great business. we get to help people. We get to earn a good income if we're doing it right. but we start at zero every day. If we don't prospect, there's no inventory on the shelves. If we don't go have a way to go find it. So I really believe in that theory and that if I'm not prospecting every day, then I'm not in business.

Raquel Quinet: 6:44

So you do it for three hours. Is it more of a goal every day in your mind that I'm just going to prospect for three hours? Or do you actually have a goal to set a number of appointments? what's your thought process when you start every day that you're in business?

Robert Perriello: 7:00

that's a good question. And to be honest, it's changed over the years. in the beginning, I was very focused on hitting a certain number of contacts. What used to be a 15 in the early days used to be 15. I would just try to get 15 and then it was 30. And I don't think there's a right or wrong to this. I think it depends on the personality type. For me, what I noticed when I put a number on it. if I'm going to try to talk to 30 people, I started rushing the calls. and so I wasn't present. I wasn't providing value. I wasn't being as good of a realtor when I was rushing and chasing a number. So over the years I have changed it. I'm going to prospect for three hours. I'm going to be present on each call. I'm going to go through my sources. but I'm not going to beat myself up if I don't hit 25 or 20, or I'm just going to go do my job for three hours, if that makes sense,

Raquel Quinet: 7:57

Yeah. Yeah. So you're, it's one thing that you do have that I've seen over and over is discipline three hours, no matter what. And if you were to break down like this process, cause the whole thing that you do is you prospect every single day to go get listings. And so you had to a learn what to say. on the phone. Two, I'm assuming you had to learn how to handle objections. And three, you almost had to figure out how to actually close for the appointment.

Robert Perriello: 8:34

a hundred percent.

Raquel Quinet: 8:36

So if anyone's listening out there, if you want to get into the listening game, it takes consistency. It takes skill, but we get skills by sometimes just repetition in this business.

Robert Perriello: 8:48

So I was just going to say that. I think that's the critical piece. I also think this is a muscle. That can be built. Like beginning, like I said, maybe my goal was 15 in those early years. I might've been two hours a day. and those. Two hours might've felt like eternity. Like I tell the story to my team now, those early years, I can remember staring at my phone and I'd be afraid to press the numbers. I would stare at it like for five minutes and then I would just make myself dial it, And in those early years, I would literally read off a sheet of paper as I was on the phone. That was my way of practicing. I would read on the phone because they don't know you're reading on the other side. And to your point, it's just reps all of a sudden over time that you don't, it doesn't just happen in a day, right? That's what people get it. But over time now you're not staring at the paper and now you're, you're. You don't have the butterflies every time you make the call, right? You got to, but you got to work through that.

Raquel Quinet: 9:47

Yeah. So good. who do you actually call? Do you, I know what people are thinking, okay, I'm going to get the scripts. I'm going to download it. And you can download them all over the place now, like whether it's online, YouTube, everyone has access to scripts today. You get the scripts, right? who do you call

Robert Perriello: 10:08

in the beginning or now,

Raquel Quinet: 10:10

in the beginning and then now? What does your schedule look like?

Robert Perriello: 10:13

okay. So in the beginning, I was super focused on expired and FISBO. It's it's all I did. probably for the first year, maybe two years, I had a real hang up with calling my database I didn't care what the strangers were saying to me, but I was really self conscious. And if I'm being honest, probably still am. those are still harder calls for me to make to my database. so I don't know if it ever goes away completely, but at some point in my, in those early years. I just kept hearing all the top agents saying you need more sources and your database is the key to growth. And I just started to gently start to call the database too. and also work in some just listed, just sold calls, right? So luckily, thank goodness. I did that because for the past three or four years, the expired Invisibos are there. Not that they're gone completely, but they are, you can't run a business off those anymore, you know, but you can on JustListed, JustSold in your database if you're doing them every day. So luckily I transitioned. So today I still do them all. I start with the expired Invisibos. Then I go to JustListed, JustSold. I always finish up the day with the database because those usually feel good. They're easier calls. when people are friendly on the other side. So I always like to end there.

Raquel Quinet: 11:28

Do you ever have a day where especially as you start with the hard ones versus what I say, the expires, the for sale by owners, where you just have a bad day and you're just like, Oh my gosh, why are people so mean? And how do you overcome that? Because I know what agents are thinking as they're listening to this podcast. or watching it on YouTube is like, how does he actually overcome to just go in day in and day out, three hours a day, especially, like I said, with people sometimes not being so nice.

Robert Perriello: 11:58

It's a good question. I

Raquel Quinet: 11:59

And I want to hear what's the worst thing somebody said to you.

Robert Perriello: 12:02

say that again,

Raquel Quinet: 12:04

And I want to hear what's the worst thing that somebody said to you when you were prospecting.

Robert Perriello: 12:08

I can say that on air. so yeah, listen. People are mean, sometimes, some people, but a lot of people are nice. A lot of people are grateful. And I would definitely say the percentage of people that might be mean, it's very small. our brain tends to fixate on those, right? It might be less than 1 percent of those people that say something mean, but we're going to think about that all day. I, but I can't tell you how many people I've called. They didn't even list with me and we just got into a conversation at the end. They thanked me for calling and sharing the update on the market. And. And then I'll put them in my database if I have a great conversation like that with someone, and then we'll keep in touch. And some of my greatest clients. I met that way. Just took call and we talked and I didn't do anything in the beginning, but we kept in touch for years, So I think it really adds up. how did I get over that? I guess I, there wasn't another option for me in the beginning. So I made this decision to quit teaching and that's a secure job. it's what I was taught my whole life would be a safe thing for me and my family. And, my wife and I, we had a two year old at the time and she was pregnant with our second daughter at the time. And, I had no other option. Now I was going to figure this out. So the rejection, I don't want to say it didn't bother me. Cause it does. It still hurts when someone is, mean, but, the goal was strong enough to keep it going. Yeah.

Raquel Quinet: 13:30

You'll find your why that makes you cry. And you gotta just focus on that and that's got to be way more powerful than whatever anybody says on the other line that you don't even know, a stranger.

Robert Perriello: 13:41

a hundred percent. And I think that's with anything in life. Like you're not going to stick with it. Yeah. If you don't truly want it inside for some bigger reason, if you're just chasing money or something, I don't think, I don't think that's enough.

Raquel Quinet: 13:54

What's your favorite opener line that kind of calms people down, that gets them into rapport really quickly since you are a machine when it comes to prospecting? What's your, some of your favorite scripts?

Robert Perriello: 14:07

I guess it would depend on the source, but you want to say like an expired.

Raquel Quinet: 14:12

Let's do an expired.

Robert Perriello: 14:13

Okay. So something I might tell them, I always try to put myself in the other person's shoes, really. so something I might say to them is if they say something rude or try to hang up right away, I might say, listen, I know your phone's probably been ringing all day long and you've probably talked to, five to 10 agents already, right? just empathize with them. And they're going to say, yeah, no, you didn't. They may even vent a little more at you. I don't want to bother you. I'm just curious if you had received an acceptable offer last week when you were on the market, would you have taken it?

Raquel Quinet: 14:42

Yeah,

Robert Perriello: 14:43

And then,

Raquel Quinet: 14:43

I would have.

Robert Perriello: 14:44

okay, then based on that, where would you have, moved to next if you had sold the home, if you had got that offer last week?

Raquel Quinet: 14:50

Florida,

Robert Perriello: 14:51

Florida. Great. that's exciting. What do you think stopped the home from selling?

Raquel Quinet: 14:55

the agent.

Robert Perriello: 14:56

The agent, right? So then, and then you've, then you can get into your questions, but you got to break down that wall in the beginning. And it's usually like, empathizing with their situation, why they're upset.

Raquel Quinet: 15:08

That's so good. Okay. So you, Robert are growing your team and you're helping agents build a business and have a life. What would you say it takes for a new agent? or even a seasoned agent to be successful in today's market.

Robert Perriello: 15:24

So I think we touched on a few already. I don't think it's possible. I'd actually love to hear your thoughts on this. I don't think it's possible to grow a sustainable business if you're not listing oriented, especially now more than ever, the way the market is with the inventory and with all the new NAR regulations. If you're listing property, it puts you in control of your business so you can make decisions to grow that business. And if you're not, you're simply chasing. and I don't think you can grow a sustainable. What do you think? Do you think it's possible to be buyer heavy and grow? Or do you think, what are your thoughts on that? I'm

Raquel Quinet: 16:01

I think it depends on, I do think that it's possible for it, for you to be a buyer's agent in today's market. However, you hit it on the nail on the head where it's not necessarily predictable. or sustainable long term, right? Because you're going to constantly chase, as long as your pipeline is full of buyers, but it does require more of your time versus listings. Longevity wise, you want to be a listing agent. Longevity wise, control wise, you want to be a listing agent. And eventually, you're going to be a listing agent at some point. if you are a buyer, if you've represented a buyer and they have to sell to go move or downsize, so you're going to have to learn that skill anyways. But I think most agents choose, especially the ones that are on teams today, they choose to be buyer heavy because of how the team is structured. So you can be successful. However, if you decide to go on your own or you want to control your time, you're going to have to learn how to get listings.

Robert Perriello: 17:01

Yeah, I agree. Yeah.

Raquel Quinet: 17:03

Yeah. Sometimes when we go into business, we have like good months and we have not so good months. And let's say an agent isn't hitting their goal this year. I know a lot of agents out there that are struggling more this year than they have since last year. What would you say would be the top three things in your opinion they should do today to drum up business?

Robert Perriello: 17:26

Okay, good question. So for one, I'm going to say that's normal. I don't know about, and this used to really bother me, because I'm very growth mind. So I want it to grow each year. And then everybody, this day and age, everybody's on social media and they're talking about how well they're doing. So it's everybody else is growing. Why am I not? and at some point I learned, or I'm still trying to learn that, take it all with grace because. It's not like a teaching job where you're going to get a paycheck every week. There's going to be months where you hit it out of the park and then months where you don't and years when you hit it out of the park and then ones that are down a little bit. so the growth isn't a straight arrow. It's just like jagged line upwards. So I think you've got to understand as part of the process. That's what I, myself with that helps me with this because it's a real, it's a real thing. but in terms of something that are action steps that you can do, I think you have to have a plan and you have to be clear, right? Keep it simple. Keep it measurable. Take it a month at a time, or even a week at a time. Whatever helps you stay on track, and we're all different in that way, because you have to stay on track. If you're going to try something, or add a source, or try a new style of prospecting, or open house strategy, or whatever you're using, and you only try it for a week or a month, you're probably not giving it enough time. I like to try to give things a good six months if I'm going to try them. To be able to evaluate if I should keep spending time on it and not. So I think that will be the most important thing is give it time. the second thing I would say is do something uncomfortable that you see someone else doing that's. That's more than you, right? Maybe that's getting into coaching or maybe that's getting into environment or a mastermind group with like minded people. Or, don't just take advice from anyone on the street, find someone that's doing what you want to do, and then question, talk to them, see what you can learn and get a little bit uncomfortable in that process. Cause If you're doing the same thing you're doing now, you're going to get the same results, right? Or close to it. So you got to be clear. You got to get a little bit uncomfortable and keep moving. The third thing, keep moving. don't stop. Cause you only lose. You only fail when you stop. If you keep moving. It's impossible to fail. You're just going to, you're either going to win or you're going to learn. And you just keep moving forward. So

Raquel Quinet: 19:52

So well said. And as you look back on your 14 years, what strategies or practices do you believe, Robert, that have contributed to your success today?

Robert Perriello: 20:08

it's funny. I've always been in like mastermind groups, prospecting groups, head coaching, I worked with you and just got such good advice from you. And so I've always tried to surround myself with others, but I think something I learned in that process, I was, in a prospecting group one day and one of the guys, I'm another agent in a different state said, you know what, I just finally figured it out. Robert's not that good. He's not, he doesn't have all these magic, sayings, but he does it every single day. So if you're going to ask what has helped me, I do it every single day. and that's, unless I have a planned vacation or a planned day. Cause we all have those planned things in our schedule, right? I don't work 365 days in a year. in fact, I, Work five days a week. I end my schedule at 3. 30 most days. but it's just, it's every day, every work day.

Raquel Quinet: 21:06

So consistency is the name of the game if you want to be a top listing agent or the number one agent in your state, right? And so

Robert Perriello: 21:16

Century 21, Agents Day.

Raquel Quinet: 21:18

Century 21. That's still really good. That's still really good. It's not an easy feat by any means, being a top listing agent, as you have been for many of your career, you're constantly being interviewed by sellers against other agents. It's not uncommon for sellers to interview different listing agents, especially when they want to sell their house. It's their most prized, biggest asset. How do you differentiate yourself? It's one thing to get your foot in the door. Get the appointment. But how do you differentiate yourself from other agents in a competitive market?

Robert Perriello: 21:58

That's a good question. so I guess a couple ways. So one, I'm very introverted by nature, which I think actually helps me a lot on listening appointments because I like listening. I don't necessarily want to be there talking and I like asking some questions and listening and a lot. A lot of agents have the misconception. I forget who said it. Selling is not telling. I didn't make that up. I learned it from somewhere. And it really stuck with me. when we start talking and telling people what to do, we push them away. So I think one thing that maybe it's natural for me or that I learned as I was a teacher way back in the day is ask questions and listen, and then really listen and try to solve their problem. And I think if you're really listening and present, And show them you can solve the problem. I think people feel that. And I think when you're just talking at people and selling yourself, you sound like most agents that are going on the appointment telling everyone how, great their company is and all the fancy things they're going to do. And I'm more focused on what your goal is. And then how I can help you reach your goal, right? And I think you can relate to people a little better on that level than talking about all the marketing you're doing.

Raquel Quinet: 23:11

Yeah. speaking of marketing and personal branding, and now we've got this whole nother thing of social media. How important do you feel personal branding in real estate matters and how have you developed yours?

Robert Perriello: 23:27

That's a good question. so in the beginning I didn't do it at all. like you said, I literally use note cards. I wanted to keep it as simple as possible. but you get to a point where you get good at a skill and you want to add a layer to your business. So I don't believe you should, that should be how your business is centered. I think you need to know the basics of the business first. You need to know what questions to ask, how to talk to people. I will put my energy there, but then once you have that in place and you're comfortable helping people through the process, I think calendaring sometime each week. To start to put your brand out there and you were a great help with me with this is critical because now probably even more than nine years ago when I first started really getting into listings, when I set an appointment, they're going to research me online and if they find nothing, okay, you don't really maybe hurt yourself like that, except some people really want an online presence. So if you don't have anything on there, it could be a negative. but if you've presented yourself. As an authority figure in the business and you're giving some good educational valuable material and your little clips on whatever platform you're using and they start to research you, I think that gives you a huge advantage on a listing appointment. It has a, you have a little bit of trust before you even walk in the door. So I don't think it's a magic pill, but I definitely think it's a nice layer and it's something that everyone should be doing once they have the fundamentals down. Yeah,

Raquel Quinet: 24:59

I think sometimes we get caught up in the bright and shiny object and you couldn't have said it better is you want to get your fundamentals and your foundation set first and then add in a layer. So I love how you approach that. One of the things I've noticed about you and top agents is that you're always willing to learn, be coachable, and do things that are uncomfortable. And you've said it already is I saw you like just jump into social media, right? I'm sure it wasn't like, But like you said, it wasn't your forte, but you just did it. And now you're building a team. How do you, what advice would you give to agents or how do you develop that mindset of just doing it without thinking? Like you just, like I would tell you, go do a story. And I remember one of your first stories, there was like words on your face. And you get it.

Robert Perriello: 25:50

I think action, it's just always been what I believe. Like action is more important, than doing things perfect. And I also truly believe everything I've ever done in my life, I've learned best by actually doing it. You definitely want to do your research and do your reading but if you're just stuck in the book or you're stuck on the YouTube videos and watching and reading and learning all the time and you're never applying anything, you can't gain any traction. So I do agree that's important, but the best way to learn is get in there, make a mess, make a mistake, put the words on your face, and then have someone tell you about it. Because you can't see things sometimes. Until you actually get it and start doing it. Like your mind can only see what it knows. So sometimes you have to do something different so you can start to see things you didn't see before. it's definitely uncomfortable. I don't want to pretend like it's not, but, but if I see the value in something, I'm willing to try. And I think that's something that's important for agents to do.

Raquel Quinet: 26:48

Yeah, so good. They say that when you can visualize and you do you start to have it's like you almost have like pixels and the more you do it, the more pixels it goes on the picture, the more clear it gets for you to obviously you. And that happens through only taking action, which I love that you said that. You obviously have a team, you run a business, you also have a family. How do you manage work life balance in such a demanding profession where, like you said, you end at 3. 30. What happens when a seller calls you at 7. 30 or 6. 30? Like, how do you manage it all with your, work life balance?

Robert Perriello: 27:28

So I, I think it comes down to someone's why. And I think if something is important enough, there's always a way. To do it, to solve the problem. So in the beginning of my career, I remember, a really good friend of mine who's, I still have an accountability call once a week with her. She was on stage at an event and she talked about her schedule being 730 to 330 or 730 to 330. And it like blew my mind. I was like, Oh my God. I was like, she can't be serious. I talked to her after the event and try to understand how she did it. And and she's most agents, they don't believe me. And they just go on with their day. You know what I mean? But I dug in. And so what I found out is, you're still working the same hours. You're just doing it at a different time. So in those early years, I would wake up at 5am and I would, I'd be doing all types of admin work up until seven. And I would have my whole day planned out. I would try to get ahead of every communication or problem I could. And things always come up, but I was trying to be proactive. And I set up systems. So if someone did call or have an issue during those after hours, we had a system or a way to handle it. and I think that was critical. So if you put it in enough thought in your day, it's never going to be perfect. But I like to go by the 80 percent rule that if you can stick to the schedule, 80 percent of the time you're winning. So set up a system that helps you with the schedule you want, and then give yourself a little grace when something goes wrong, because it will every now and then it's just part of the process.

Raquel Quinet: 29:02

So good. What's one lesson you wish you would have learned sooner in this business?

Robert Perriello: 29:09

Ooh, that it doesn't happen as fast as you want it to. My, my first year, a full time, I went from teaching to real estate full time. I did 47 deals and I thought it was, I was like, Oh my God, this is, I'm just going to keep growing every year, but I hit walls and so many walls in between and got stuck and plateaued and went backwards. And then went up again. And, so the patience of it, and now I think, we all want results, but I think I give myself a little more patience and understanding. And I'm not as hard on myself as I was in the early years. So be patient with it.

Raquel Quinet: 29:45

Yeah, a book that you would recommend to anybody that's listening that has changed your perspective, that's changed your life.

Robert Perriello: 29:54

there have been a lot. I'm a big advocate of reading. So there's been a lot of really good books. I'm gonna go with The Power of the Subconscious Mind. That's usually what I say. I forget his name. Something Murphy. it's usually what I say when someone asks me that. I think that's a great place to start. Because I think a lot of this stuff sounds great. But if you don't have the right mindset and right belief, if you don't believe And what you're doing, it doesn't matter, right? So I also think you could have the belief and not even know what you're doing and still get results because you believe and things will happen. So that book I think is critical to get. Help people really believe in what they're doing and just figure out and understand how the mind works a little bit better.

Raquel Quinet: 30:33

So good. What's next? I've asked you a lot of questions. What's next for Robert? What are you most excited that you're working on right now, in your business?

Robert Perriello: 30:43

Okay. I would, I was a teacher. we've talked about that. So what I'm really excited about now is that I have had some success at being a listing agent. And I think there's a big need for it in this marketplace that we're in to learn the skill. So I'm excited about giving back a little bit and teaching and sharing what I know to agents on my team. because that's how I learn best from watching interviews like you're doing right now. I think it's, it was my favorite way to learn. I still learn this way today. That's what I'm most excited about. Still doing what I do every day because I think leading by example is important so people can see it works. but I'm most excited about helping the agents on the team start to get that belief and confidence and then learn how to list property too.

Raquel Quinet: 31:27

So good. And as we wrap up, there's always one question that I ask every single person on the show is what does Robert do to play bigger at business or at life?

Robert Perriello: 31:38

Oh man, I think it's this. I'm trying to learn. I'm trying to get out of my comfort zone and do new things. And it's not always easy because I. I like everybody else, like to stick with what works in my routine. So I have to force myself when Raquel says, Hey, do you want to do this podcast? And I'm like, Oh, I don't know. go do it, get in there and try it and learn. And, so I think that's what I'm doing to play bigger, trying new things as much as I can when the opportunities present themselves.

Raquel Quinet: 32:07

you heard it here. A person that is a top listing agent continues to still learn. And I'm so glad you did this podcast interview because there's so many There's so much that people can learn from you, and even still today, I know people that have been in the business, 10 years, 7 years, 5 years, do not have the discipline and do not have the consistency, and you're hearing it from a veteran in the business still does it today. Nothing fancy. He has the discipline to keep going, even with all the success he has had. I really appreciate you and all the things that you do for our industry and you impacting the people in our community today by just listening to your podcast interview or watching it on YouTube. Thank you so much, Robert, for being on the show. I appreciate you. I will always continue to support you in playing bigger, my friend.

Robert Perriello: 33:02

Thanks Raquel. Thank you so much for having me.

Raquel Quinet: 33:04

Thank you.