Casa-Cast

Steve: If I only had one word.

That I could use to describe Roman.

It'd be tenacity.

It's literally the difference between
who starts in Ironman and who finishes.

And Roman is one of those
who finished the Ironman.

I'm very proud that he's
part of the Costco family.

. Today's going to share five ways
to network into a community when

starting your company from zero.

I'm Steve Schwab.

And this is the cost of cast.

It's the Cossack Cast!

Created by Cossack Go!

It's time for the show, let's go!

All right.

Welcome to Costco cast today.

We have Roman.

Everybody knows Roman.

He has been with Costco for about
a year and a half now, and he is

the partner in Texas Hill country.

He's growing his company from zero to
how many is it now, Roman, about 20.

Yeah, it's about 20.

Yeah.

20 plus two in a pipeline.

Yeah.

So 20 and two in the pipeline coming
along so I met Roman the very

first time at the Keystone events
and was so impressed with him.

And when Roman decided he was
gonna be part of Casa Go, I

couldn't have been more excited.

So welcome, Roman.

Welcome to Casa Cast.

Oh, thank you.

Thank you, Stu.

I appreciate it.

Thank you for having me.

So, Roman, you've done a fantastic
job starting from scratch in a

community you didn't even know.

He moved in, had to meet new people,
figure out how to get ingratiated.

And you've really taken it and
run with it and you've made a go

of it and have been successful.

So today we're talking about the five
steps and networking in a new market.

And this goes hand in hand with
what Roman has done very well.

In fact, Bill and Scott were the ones
who mentioned that they thought that

this is the perfect title for you.

So, number 1, join the local chamber.

. Absolutely, and I think these
are put in the order that we'll

build one on top of the other one.

So, local chamber, it's as easy
and simple as it sounds, right?

, and it's fairly inexpensive.

I think it's ranging from three to 500
a month . My market it's about seven, I

think 700 different businesses, right.

And there's everything from real estate
agent and, you know, I think there's only

a handful of property management yet.

Join that and you become
part of the community.

, you can start networking.

Like, Hey, by the way, I'm a new member.

I just joined, would you like
to, you know, network meet up?

And that's kind of the icebreaker when
you're reaching out to new people.

So that's definitely been helpful.

And they have a ton of, there's
at least three, there's like

a monthly coffee connector.

So you could just come in and get network.

There's a lunch and learn session.

There's Mixers, right?

And then what I've realized because
I'm part of another one, . It's

a more or less the same idea.

They have events.

You can do a ribbon cutting.

I would definitely recommend
doing that, even though I

don't have a physical location.

There is a team of people in the
chamber that actually, that's

their job to help you, right?

Even you can come to the chamber,
there's going to be at least

seven or eight or 10 people.

Like cheering, like, Hey, awesome.

Congrats.

They give you like these big
scissors and then photos.

And I actually have a photo and the
article in the local news newspaper.

So that's awesome.

I was nervous.

I'm like, Hey, who's going to come?

Is it going to be just me?

Like, no.

So that's their job volunteers.

They call them ambassadors.

And a lot of these guys either
mortgage brokers, insurance, again,

All these folks that are really
helpful to grow your business in

that home services relationship.

So yeah, that's, and again, as we go
through the other levels, and as you know,

Steve, like all these people, the active
people, they all know one another, right?

You're going to see them, these
different events, you know,

coffee connected, there's another.

Like a local chamber star award thing.

And you start seeing, they start
seeing you and they like, okay.

And they start referring your business
without you even doing anything, just

by you seeing that you committed that
you're showing up and then they take you

as you want to one of them basically.

So that's definitely been
working in my market.

I feel like when you're going to a local
chamber that consistency really matters

so that the people that are there know
that you're committed to being part of

the community is that what you found or
what was 100 percent take away from them?

Yeah, because the 1st time you come.

Okay.

Nobody knows you right?

The 2nd time you come and then
the 3rd and 4th, like, oh, right.

So, again, because you start
seeing the same active people

and obviously active people, they
know everyone and they know them.

Yeah.

So I actually picked up a couple with
people say, Oh, you've been recommended

by so and so from the chamber and they
don't even shop anywhere else because they

just so trust their local chamber members.

So it's, I think that's the best like
clients you can pick because they

trust you because you know, you know,
you were trusted by other members and

they get, but yes, they need to know
at least I would say once a month.

Right.

I, in the beginning I would go to
everything, like I would do the coffee

connector mixers, like everything.

You just want to get involved,
get to know people, but then it's

just, you want to keep it going.

So they at least, you know, know you're
still around, you're doing business.

Well, they get it.

If you can't make it every
meeting, they know you're busy,

which is a good thing, right?

They wanted to see your.

You're busy, you're, you know,
you're doing business, but you're,

you know, taking your time to
come and share the updates.

Everybody's like, Hey, how are you?

Busy.

Oh, that's awesome.

Right?

That's what they want to hear.

They want to hear that they
somehow helped you to get busy.

I think that's what I see in my market.

Yeah.

Other chamber members
rooting for your success.

. So number two, you have go to
the local real estate meetups.

And that's been since my, you know, like
a journey as a real estate investor and

I've spent, and there's a ton of them.

There's this website called meetup.

com and you can actually
start your own meetup, right?

That's another thing.

If there is nothing in your area, it
depends on the market and there's a.

Stuff from virtual local, but
yeah, like I would go and even

specific Airbnb investor friendly.

And then every, I would say every
big market, every big real estate

agent will have its own meetup.

And that's where you want to go.

One just say, you know,
Hey, this is what I'm doing.

Get to know that agent.

And then you'll get to know
a lot of the people either.

They are doing this themselves.

So they look in front managers.

So it's just more I would say
informal because with chamber,

it's more formal, right?

And also think of dumb demographics.

I realized with those meetups, it's
probably younger generation with

chambers that just more kind of
different generation that are it's

not their first rodeo, I would put
it that way, so definitely check out

those real estate investor meetups
and for number three, you said, uh,

visit the local real estate brokers.

What's the difference between
that and meeting with the

investors , where do you meet them?

How do you get ahold of them?

How do you in front of them?

What, you know, what's that process?

Perfect.

So that's kind of the segue, right?

So almost, well, not almost every
chamber will have their we'll have

their real estate guy and that's where
you can, by going into the chamber,

you're going to know, Hey, I don't
know, John Smith, he, you know, but

then you can reach out to that guy.

It's like, Hey, I want
to come to your office.

Like I can bring some breakfast and
donuts and I can speak because normally

they have insurance guy Some mortgage guy
right then every meeting like every month.

They would have you know some sort of
like an educational session and You

know They can give you like two to
five minutes to talk about what you

do and how you can help them right
always focus So for example, hey, I

can give you rental projections right
like everything about what's in it for

me Because again, these agents they
don't want to be in that office, right?

They all hustling and bustling, doing
deals, talking to their clients.

And if they're there, they want to
be intentional, make sure that's

what's in it for them, or just simply
find, look at like the, who's the

biggest presence from the number of
agents and just go knock on the door.

And their receptionist.

And talk about, Hey, this is what I do.

I want to, you know, come and
bring a breakfast, one of your

meetings and talk about what I do.

They might say, okay, we'll get
back to you, but just follow up.

And that's what I realized again it's.

Less likely it's going to happen from the
first time, but if you're more consistent,

you just kind of keep following up

do you do anything to get past
the gatekeepers to get to the real

estate broker when you're speaking
to the secretaries or the front desk?

Is there any sort of a hook or?

I would normally, I mean, cause
you'll see there's a bunch of

like their business cards, right?

And if then I would just pick the card of
a person who is the, either the general

manager, I would just reach out to them.

Um, cause yeah, to your point,
sometimes they like, Oh yeah we'll

take your card and you never hear from
them just directly go to the source.

Or there's another way whenever
they have their listings, right?

And you can go to Zillow or something and
you run the projection and you can just

email it to them or call them, right?

It's, it's one of those, but again,
be consistent, send them one, two,

three, and then say, Hey, by the way.

I was at your office.

I was stuck in your receptionist.

So just build that relationship.

But again, the best one, if they're part
of the chamber, you can say, Hey, I'm a

part of the chamber, a new kid in town.

I would like to see if we
can do business together.

And then, you know, everyone likes that.

Everyone wants to see how you can
help them grow their business.

Yeah.

I think especially when you're
speaking to real estate agents and

brokers, they're really about what
sort of value can you bring to them?

You know, for the referrals, if you
walk in and just ask, , for favors

right away, why, , I don't see why
they would ever want to talk to you.

It's about what you can
bring to them in value.

Yeah.

So you had find local business
networking groups, like what kind

of networking groups, how do you
find them and how do you join them?

So one , it's called BNI it's the good
thing is about that group is only one

industry can be represented, right?

So there's only could be one property
manager, one realtor, one mortgage.

So there's no competition.

And we meet every week and
it's a commitment, right?

It's a one year you pay a fee.

I think it's upwards
of something like 700.

But again, the sole purpose of this
group is to give you referrals, right?

Like as I'm looking and you think
about it, like that's where my,

I was going to do these groups.

There's like 20 of us.

And as you go into the group, there's
20 people that work in your favor.

To get you referrals, right?

Because they know if they can
bring your referral, you're going

to bring their referral, right?

So it just in one, an example, I know
there's a number of different, even

like book clubs or women business.

There's just so much stuff out there.

Like it's you can probably
end up going every hour, every

day to these different groups.

Uh, but I think in the
beginning, I would definitely

recommend at least two or three.

And then again, you'll see
these similar faces, right?

Cause.

Chamber people, these, the B and
I, a lot of the similar faces,

people that are active in the
community, but sometimes they get

active, they get so much business.

They didn't have time to do
all these networking events.

So it has to be a good balance.

Yeah, have you found any networking
groups that were not worth it?

You know, maybe somebody went to
and you're like man, this just isn't

working and you wouldn't recommend
Uh, I would it has to be a Trying to

think for some, I mean, yeah, just, I
would go to one and then scratch it.

A lot of the stuff, like some of the
fundraising, I would also caution

against signing up for unnecessary,
subscriptions or ads, right?

A lot of that stuff.

Like galas.

Yeah.

They all sound so cool and sexy,
but a lot of the time it could

be just unnecessary spending.

That's great.

And number five, your final one.

And I think I like this one the
most is Find and join local Facebook

groups and local communities.

Tell me about, , which Facebook
groups are you joining?

How are you participating with them?

Cause joining them, I don't
think it's just enough, right?

So what are you doing once you
get into those Facebook groups?

Again, perfect example.

Everything comes together.

Like I joined this B and I group.

That's how I learned about it's called
this dripping Springs neighbors.

It's literally like there's 20,
000 people in that group and

it's all around that community.

And now I get the police
wants to date people tag me.

Cause somebody goes in and ask,
Hey, do you know a property manager?

And like, basically my people from my
network, they're like, Oh yeah, Roman.

And they tag me and then
people reach out to me.

Right.

So.

It's like the best thing ever.

It's like, literally you just, you
do nothing and then they delete.

So a lot of them, I wouldn't say tie
kickers, but like a lot of the people

like just want to get education,
but I closed the deal like that.

Right.

And then again, nobody questioned, they
didn't shop anywhere else because they

know, Hey, I'm part of the community.

Somebody from that local group
. Recommended my name and here I am.

And again, it's totally free.

But again, it just, you have to be
intentional and not joining 20 different

groups cause you'll just get bombarded.

But there's real estate groups similar,
and you'll probably find the people

that are active in the meetup groups.

They're going to be active
in those Facebook groups.

So it's , depending on the market,
obviously, if it's not like big city, even

like Austin, it's still similar faces.

But like even the smaller, maybe even
beach markets or mountain market,

like everybody knows everyone.

And that's another way you can pick
up your staff, your cleaners, your

maintenance, because people just know
everyone in that small community.

Roman, When you join these Facebook
groups, , you're going on in obviously

as Roman, not as the company you're
posting, but obviously I don't think

you're posting just about your company.

What are you doing to draw
attention or build relationships

or trust with that Facebook group?

What are the, some of the practices
that you do, you know, and I

think it's fantastic with the
one, two punch you have with.

Already having some local contacts
are in that same group, but just

within your own initiatives on that
page, what are you doing to earn

the right to have a conversation.

Basically?

The first one you can just, Hey I'm,
you know, and in my case, I was new,

we just moved, I opened up the business
just more like obviously saying who

I am and what I do, and then leave it
as, Hey, if you're, if you have any

questions, like I'm here to help in any
way I can without, Pushing and selling.

I think that's the big one.

And then we have one day a week, like
on Tuesday, it's called, I think,

bit Tuesday, business Tuesdays.

And the thing that's universal.

And then that way, that's where you can
talk about your business and everything.

But the way I would just
engage in posts, right.

If people say even you
don't like something's more.

Even if it's not your wheelhouse, just
some people talk about or ask questions.

You can just share your experience.

The more they start seeing
your name, they can, they, they

just relate, Oh, he's local.

He's here.

Versus if you start talking
about, Hey, I'm doing property

management, we're charging 25%.

Yeah.

You don't want to never do that.

Cause they will know trust me, people like
they'll go to your profile and obviously

have a good professional profile.

But here and there just you can plug
in your new properties or your cool

this and that like it's all around
similar how you would share in your

profile talk about what you do but in
the good way not like sales salesy way

but then also you can once you start
seeing somebody's asking you can always

dm them right you can look them up.

Or the friend request and
you're like, Hey, I'm local.

By the way, I saw your post.

You had some questions.

I'm more than happy to help you in any
way I can without like, Hey, here's

my company who offered these services.

No, it's just more on that,
on the personal level.

So roman you put down anticipate as
your favorite, principle from the

orange credo Can you tell me a little
bit about why that's your favorite?

No, that's perfect question.

Thank you.

See I'll I the way I look at it is
basically from two You As I like

to see that we have two clients,
we have the homeowner and the guest

and I'm I like to be anticipate
that's being proactive, right?

Like I'm being proactive before
the guest arrives, make sure

they have all the instructions,
, information about the property.

And it's the same mindset
for the owner, right?

Make sure the owner knows what's happening
with this property or what we do in

versus looking at the owner statement,
like, okay, this is the fact, right?

There's nothing you can do.

But prep him up, anticipate what's coming.

And I think that's , it's
been really helpful.

And what I see people like,
especially owners are, Oh yeah.

Thank you for letting me know.

There's no surprises you like.

Or you don't, you know, they don't hear
from you in two or three weeks and then

the owner statement comes out and they
like, well, okay, why didn't you tell me?

Right?

So I think that's how I like to think
about anticipation and obviously with

guests, it's not like they just book
it and they get bombarded with these

automated messages, but just show
them that you're, you know, a live

person, not just automated message.

And I think that goes far.

Especially for them.

They're not surprised.

They know where to go different codes.

What?

What are the, , local restaurants?

, and again, during the stay,
we're anticipating what they

might need, what they might ask.

So there's no surprises, right?

So it's to minimize.

chances of a guest leaving a bed review
and minimizing chances of owner to start

thinking about another property manager
because this one's not doing the job.

So I think that's how I think about it.

I like how you think about it being
intentional, about how you anticipate

more than just anticipating mechanically.

So that it drives value.

Roman, you wrote it may take you 10
years to become an overnight success.

Take a long-term approach
in everything that you do.

I think that reflects
who you are as a person.

When I watch you do the Iron Man and just.

Everything you do in life and I'd like
you on the closing thoughts to just tell

us a little bit about why you wrote that

I think I'm really impatient and
sometimes want everything like now

like yesterday, but that just doesn't
happen as you know as you look at Elon

Musk or whoever like Steve Jobs it
takes time to, perfect something.

I like another saying like You can't go
from first grade to the 10th grade, right?

It takes time.

Like it has to, you have
to evolve and learn.

As I go look at my experience, right?

Like it's sometimes you look at,
Oh my God, it's only been a year,

but it's feels like it's been 10.

Cause having that approach and just
focusing one, the, on the task at

hand and not just jumping, Oh, I
want to know what I want this now.

But just enjoying, I think enjoying the
journey versus looking for that goal.

And that's every time you kind of bring
yourself like, Oh, this is what I'm

doing now, like I'm recording this,
you know, podcast, I'm talking to you.

I'm just being now being present.

I think that's where
the value of this whole.

You know, hustling and busting, not just
wanting something then as a goal, but

enjoying that because you're going to
look back like, okay, I did that, right?

Like that's how that's, that was the
journey to get me where I wanted to go.

Right.

You know, from the outside looking
in Roman, you know, maybe in your

mind you see your impatience,
but for the rest of us, it looks

like you're being very strategic.

And taking the road less traveled
to building a fantastic company

that loves on the community doesn't
use the community and building a

office there as your own Costco.

Thank you very much for being
part of this company and thank

you for coming on Casa cast.

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