Robert Rico here hoping to share some great stuff with you and today I have a special
guest.
We have Ashley Wrobel here.
Ashley, I'd like to ask you a few questions, get to know you a little bit better.
Let's start off with this, when did you start your career in real estate?
Ashley Wrobel: That's a great question.
I got my real estate license in 1978.
Robert Rico: Mother of mercy.
1978.
Ashley Wrobel: In Hawaii.
What happened is, I sold some property there and I got a nice, big check.
I had been a waitress, a house cleaner, and I drove a cab.
Robert Rico: This was all before you became a realtor obviously.
Ashley Wrobel: Yeah.
Robert Rico: Thank god.
Ashley Wrobel: I was doing it part-time and then I got my license.
I sold some product and I got a big check and I went, oh my goodness.
I've been in real estate ever since.
Robert Rico: The question is, why did you get into real estate?
What is it that- Ashley Wrobel: I was inspired by a lady in
the community I was with that had a real estate license.
I saw that as an independent career that was powerful and I was very attracted to it.
Robert Rico: Awesome.
She gave the inspiration at the start.
Since 1978, let's do the math.
Ashley Wrobel: Sounds like 35 years.
Robert Rico: You're pushing on ... Ashley Wrobel: 37 maybe.
Robert Rico: Yeah, almost 40 years.
Nice, beautiful.
Can you give us some of the highlights you've had in your career.
Ashley Wrobel: I originally start, bought and sold shopping centers and developed land
for particular development.
Then when into residential in the '90s on the west side.
What I always like to say is, I've never been sued.
Robert Rico: That's a good point.
Ashley Wrobel: I own property.
I have no debt.
I have a nice retirement fund and it's all because I went to work every day as a real
estate agent.
Robert Rico: Nice.
I've been in realty a long time myself.
20, 25 years.
Now I know when it comes to real estate, a career real estate there's two facets I guess.
One is the financial benefits and the other is the benefit of helping others of course
purchase their dream home.
It seems like in your case you had tons of financial benefits.
Do you remember any highlights in helping others achieve their dream of owning a home?
Ashley Wrobel: Oh, totally.
That's a great question.
That actually is what would get me out of bed every day.
Robert Rico: Really?
Ashley Wrobel: Yeah, is that connecting to people and figuring out their dreams and helping
them do that was profound.
Robert Rico: I'm guessing then the financial part was the bonus part.
Ashley Wrobel: That was the bonus part.
Robert Rico: Beautiful.
Man, that's awesome.
That's awesome.
I love it.
What tips can you give?
This is a tough question because you've done it for so long.
Now you're a productivity coach and I hear you are the best.
I've seen you in action.
I love it.
Man, I've seen you in front of students giving your training and your education.
Man, what a great way of doing it.
What tips can you give?
Three.
Just three.
What three tips can you give somebody who's thinking about getting into ... joining a
real estate career?
Not just getting started but getting onto the right track to where they actually are
thriving.
Ashley Wrobel: It speaks to what you just said, which is focus on being of service to
other people.
I never ever calculated my commission during a transaction.
Robert Rico: That's actually pretty interesting.
She never even considered the pay during the deal.
Ashley Wrobel: No.
I look little bit like is this going to be worth it.
Robert Rico: I guess we're all curious about- Ashley Wrobel: Focus on the person.
Focus on the needs and wants of the other person.
It also means that sometimes they'll be people that you won't close anything with because
they're not really qualified.
That's the second tip is learn the scripts to qualify buyers and sellers so that you're
really focusing on real buyers and real sellers.
That means attending classes and getting well trained.
Robert Rico: Beautiful.
Ashley Wrobel: That's one is focusing on other people's goals.
Two ... Robert Rico: Know the script so you know if
they're- Ashley Wrobel: Know the script to know how
to qualify people so you're really honest.
Three, be happy.
Robert Rico: Be happy.
Why not?
Ashley Wrobel: That's as a coach.
I've been coaching and training at Santa Monica for eight and a half years.
That's also part of being a successful real estate person is by focusing other people's
goals and getting qualified working with real good buyers and sellers.
You will be more happy or happier.
Robert Rico: You know what they say?
If you're happy at your job, you're really not working at all.
Remember that.
I have another question for you.
You see a lot of new people come into this business, a whole bunch of new agents.
I've seen them in your office.
A lot of them come in they're excited.
A lot of them come in there like the one that pulled their hair out of their head because
they're just frustrated with deals.
What do you think is the most challenging part for a new agent?
What do you see them going in there with?
What type of issues that you think, not a big deal, we can fix this?
What is the biggest issue new agents typically have?
Ashley Wrobel: Interesting question.
Part of it is accepting that they're a rooky at something.
When you're brand new in a business, you are a rooky.
There's going to be a lot you don't know.
Being comfortable with that and being able to say, which my favorite script is, that
information has recently changed.
Let me get the newest information and I'll get back to you, is probably the best script
because you want to look good and you want people to trust you.
Yet, you don't know what the heck you're doing.
Sometimes knowing you don't know and then just saying, let me update that information
and get back to you, because people don't want to know what you think you know.
They want to know what's true.
When you don't know something, go find out.
Being a rooky is one of the biggest challenge.
Robert Rico: We're excited to have Ashley here.
This is the good news.
Ashley Wrobel will now be a trainer, an official trainer with California Realty Training.
Oh my gosh.
Santa Monica.
We're excited to have her aboard.
I appreciate it so much.
I love you.
Thanks for joining the group.