Welcome And Quick Introductions

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My name is Christian Givens. I am one of the managing partners of The Givens Group. Um, we serve buyers and sellers, um, and investors in the DMV area who are looking to grow wealth, who are looking to, um, have investment strategies, and looking for a safe place to call home. Awesome. So could you tell us about your journey into real estate and what inspired you to create Givens Group? Yes. So my journey into real estate, I like to jokingly say I was born into it. My father was a master plumber, and then he got into contracting so at, uh, I would say about probably when I was in middle school. Um, after that, my dad started flipping houses in DC, where he's from, and he had a couple of properties in Maryland and Washington, DC and, and Baltimore as a landlord.

Growing Up Around Real Estate

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So I was around it a lot, and I just remember, like, when I was in college, um, I was obsessed with the BiggerPockets podcast, and I would listen to it every day. I bought my first house really young at 22, and I had a really good experience with my agent where I purchased my property down in Virginia, and I was just like, "I can do this. This is an easy job." Like, it's not easy. But, um, that's kinda how I got interested in it. Yeah. That's awesome. So purchasing your first property at 22, um, what was it about that experience that, you know, made you think "I could do this"? Oh. I don't know. I think for me it was like, okay, we identified-- we told our realtor the things we needed, we liked and she helped us identify our goal, uh, based on our goals, what we were looking for. And it was a very fun transaction because she was just fun to work with, and I was like, "I-- this is actually kinda cool." Yeah. Like, you get to just be out in the world- and you're not at a desk all day. Right. And for me, being at a desk all day just kills my soul. So I was like, "I, I could get down with that." Yeah. And I bet you get to meet so many different types- Yeah of people, too. Yeah. Definitely. Awesome. And then looking back on your journey in real estate, what experience do you think have had the biggest impact on the way you approach your career? Yeah. Can you ask that one more time? Yeah. So what have been the, or what experience have had the biggest impact on the way you approach your career? Okay. Yeah, so for me, the things that have had the biggest impact is I fully believe in treating people the way you wanna be treated. There's a lot of bad actors in the world, not

The Client Comes Before The Check

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just in real estate, but in the world. I've seen my own family be taken advantage of. Mm-hmm. Uh, my mother, who's older, and, for me, I just wanna deliver a service that is above reproach, that has integrity built into it. Mm-hmm. I don't want anyone to question my intent why I'm doing something for them. Mm-hmm. So my biggest thing is I had one, one client who-- This is when I was newer in the business. I really needed the money. I had a client who did not close on a deal, and I was so frustrated 'cause I was like, I was relying on this check- Mm 'cause I was like, "I need this money." But I could feel that they knew it, and from that transaction, it made me realize my need is second place to my client's need. It doesn't matter what I need. Like, my job is to serve my clients. Right. Like, their best interest comes first always. So from that experience, for me personally, was the big aha moment where I was just like, "Oh-" My clients don't ever need to know my financial needs. So put it to the back no matter what. Yeah. So now I can proudly say, like, I That was a, that was the long time ago one, but my clients, if something falls apart- Mm-hmm I'm good. Yeah. I'm good. I'm like, "Great, what's next?" Yeah. You know? Or, "When are we ready to look again?" Or, "Are we shelving this for a year?" Mm-hmm. "Are we shelving this for two years? Are we Decided we don't wanna work with each other?" I'm not reliant on anybody closing a deal, and I want my clients to fully know that I'm invested in what's best for you. Yeah. Yeah. Like putting their needs at the forefront. Exactly. Awesome. And then social media created, um, we talked about the influencer agents. Yes. What advice would you give to realtors who want to build a presence online- Mm-hmm but making sure they're still focused on being great at their actual job? Yeah. So my biggest advice would be to know your craft. Outside of social media, great, that's how you get clients. Mm-hmm. That's how I get most of my clients. But I also know my job. Mm-hmm. Like, I know the contracts. I know how to speak. I have business etiquette. I am a professional, ultimately, at the end of the day. Yeah. So I'm not just a social media agent where I'm online, I'm just doing po- posting these pretty house tours. Mm. I'm posting this funny content. No, I know my job. Yeah. So I

Social Media With Real Skills

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would say become a student of your craft. Outside of social media, learn the contracts, learn what it is to be a professional in the industry. Like- Mm-hmm how you present yourself outside of the world of social media matters- Right I would say even more. And one of the bigger things I would say is our network really matters. Network really matters. So n- connect with other agents. Yeah. You know? Like, we're gonna run across each other. And we are gonna have to conduct business with each other, so make good relationships. Yeah. It doesn't mean be besties with everybody, but have your name be respected. Yeah. You can't be, like, one way on social media- Exactly. That's- and then everybody sees you a different way in person. I've come across a couple of those. Yeah? Unfortunately. Most of the people I know, thankfully- are not like that, but there are a handful- Yeah that you're just like, "They're nothing like that." Yeah. And you don't ever wanna be that person either. I definitely don't wanna be that person. Yeah. So you often hear from clients that who they see online is exactly who they get in person from you. Mm-hmm. Why is that authenticity so important to you when it comes to building your reputation and relationships? Yeah. I, I just cringe at fakeness. Um, so I don't know. I, I can't stand meeting people and having a perception of them, and then just being so disappointed. Mm. Um, and I just, I vowed that I would never be that. Yeah. So who you see online is who you will see in person, whether it be shy me, or if I'm going through something personally- where I'm just, like, not in the best I'm like, "Hey, I'm not in the best head space." I'll be very upfront. Yeah. You know, I'm I just try to I just I don't know. I just think it matters because at the end of the day if you're trusting me with such a big transaction- You need to trust that I'm actually gonna show up and be the person that you pay, you hired. You know, so when I'm interv- when clients are reaching out to me, I'm now basically interviewing them, 'cause I'm like, they already see who I am. Right. And they're just confirming if it's true or not. Yeah. But for me, I'm like, "Are you not crazy?" Yeah. Are you not gonna kidnap me? Right. Are we actually gonna close the deal? Yeah. Um, so that's, that's fun for me. I'm just like, now I'm interviewing you as a, as a client. You know? So yeah. That's so interesting. And then you mentioned that social media is how you get some of your clients. Mm-hmm. Um, and then you also mentioned that the way one realtor generates business doesn't necessarily have to be the way that, another realtor does it. Yeah. How can agents figure out what approach is best for them? Yeah. I would say you have to test the waters. So if you

Finding A Lead Strategy That Fits

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have an inkling that you wanna try a certain way to get business, then there's, like, a list of 50 million ways you can get business: social media, door knocking, cold calling- Mm-hmm FSBOs, expireds, blahdy blah, um, mailers, you know- Yeah events. Test it, you know? And you have to give it a good amount of time too. So I would say- Mm-hmm if you're first in the business, maybe find three to four things that you have the capacity- Mm-hmm to test for six months, but you have to have the capacity to do it for that- Yeah six months. And if you are finding that you're enjoying something more than the other thing, then focus on that. And I think that's the big key to avoiding burnout for me is I enjoy doing social media. Yeah. Like, it doesn't feel like work. I love going and touring the homes. I love editing. I've been editing since college, and I've been doing social media marketing since college. Mm-hmm. Had an internship in that. You know, so for me, it's like, I love this. Yeah. You know? And if I ever get burnt out from it, I just know 'cause I'm just doing it too much. So I just like, "Let me slow down a little bit-" Yeah "and resume." I don't ever stop fully, but- Mm-hmm you know, I just kinda have to sometimes pace myself. Yeah. But I just, I would say test out as much as you can, figure out what you enjoy, what you feel will be sustainable- Mm-hmm to make you last in the business. Right. Yeah. I think sustainability is so important. Yeah. Yeah. Absolutely. And then what do you think, um, separates a realtor who is simply just focused on closing transactions versus one who is genuinely invested in their clients? Yeah. I would say the biggest difference is if you are focused on the client solely, then the money will follow, the business will follow. When you're focused on the transaction It's like, next, who's next, you know? Right. It's like almost like you're rushing through it. Mm-hmm. And you're not taking the time to listen to your client's need- Yeah and to figure out who they are as a person. Um, I think the most powerful thing in our business is connecting. You know? Mm. That's how we can get other clients. Right. That's how we sustain relationships. So I ri- I really believe that you should make an effort to connect to the core of who your client is. Right. And that doesn't mean that you're gonna click with everybody- Mm-hmm or everyone's gonna be your

Connection Over Transaction Chasing

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best friend, even as clients. But for the most part, like, I enjoy 99% of the people who I work with. There's always an exception to the rule. Yeah. But, um, I just take my time to really get to know them, who they are and what- Yeah like what makes them click. Yeah. Yeah. 'Cause I think when you get to know someone too, you get to know how they like to be approach. Yeah, exactly. Yeah. I kind of learn their communication style. Right. I know what they, what they like to eat. I learn what they like to do, where they're traveling with their friends. Yeah. And I just invite people into my world too. Like- Yeah "Hey, this is what I'm doing this weekend. This is what I did last week." Yeah. "I'm going here next week. I'm going here next month." Uh-huh. I just like to like just to- Yeah see how people are doing as in general, you know? Right, and then making those long-term connections. Yeah. Yeah. You know? That matters. Like, I'm always sad at the end of a transaction- Aw 'cause I'm like, "Dang, now you leaving." Yeah. So. And then tell me a little bit about your client appreciation events, and why has creating that sense of community become such a big part of your business? Yeah. Uh, for me, it's a good way for me to stay in touch with my clients. Um, it doesn't just fall on the client to for- get to check in. It also can fall on us because we get so busy as well. So for me, it's an intentional time where I can be like, "Hey, I wanna see you. I wanna catch up with you-" Yeah outside of, like, a work environment." Right. And also, I believe that it's a good networking tool for my clients- Mm-hmm because we have clients who are in all these cool spheres- Yeah in the DMV area, you know, whether it be contracting or medical or- legal, you know. So I'm like- Yeah I want people to make connections- and to get to know each other, and for me, it's just fun to see everyone connecting and, like, people making friendships

Client Events And Community Building

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from my- Yeah client events. Like, I just, I enjoy seeing that. That's awesome. Yeah. Yeah. And then kind of on the other side of things, how or what are some tips you have for people who are looking for the right realtor for them? Yeah. I would say don't be afraid to ask for what you need- Mm-hmm or tell them what your expectations are. Yeah. The realtor will tell you what's really realistic or not. Yeah. Um, but don't be afraid to talk to multiple agents, you know? Mm-hmm. And be upfront about it if you are. That would be my biggest advice, and yeah, just clearly express what your needs are. Yeah, and let them show you who they are. Yeah, exactly. Based on their response. And then what has helped you stay motivated during, you know, your more challenging seasons when things aren't always just like super stable? Yeah. Um, my faith is a big one for sure. Mm-hmm. Um, just having a firm foundation is really important, but outside of that, you know, I think about my family. Yeah. Um, and I think about the goals I have. Like, I have things I wanna accomplish in life, um- Right for myself, like whether it be to travel or it be to invest in, you know, a certain part of the world or- Mm-hmm in the DMV area. So those

How To Choose The Right Realtor

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are my big things. Awesome. My faith, my family, and just my, my bigger goals. Yeah. Yeah. Keeping an eye on the bigger picture. Yeah, exactly. Yeah. And then for someone thinking about getting their real estate license, what do you think they should understand about the commitment required to actually build a lasting career? Yeah. I would say this is not a business that is going to be built overnight. So- Commit to at least, at least giving yourself two to three years to grow- Mm a sustainable business. Yeah. Um, I think most agents fall out, fell out of business in, I might get this stat wrong, like within their first two years. So you know, and I think it's primarily because there is not always enough closings within that first year- Mm-hmm to feel sustainable. So my first thing is like, hey, if you are going to be doing this full time right out the gate- Mm-hmm have savings. Yeah. Um, have at least six months to a year worth of your, your like expenses saved up. That way you're not, stressed about

Staying Motivated Plus Mentorship And Savings

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finances. Um, that's a big one. And then two, find a mentor that is doing what you wanna do- Mm and shadow them. Yeah. Yeah. Do you feel like you had a good mentor when you started out? Not when I first started. Mm. I had a great broker who really got me focused on the contracts. But I think when I- When I left that brokerage and then I decided to come back full-time, I was seeking out mentorship and it took me a long time to find it, and now I'm working with the person who was coaching me, my business partner, Keesa. Mm-hmm. Shout out to Keesa. But, um, she was my coach, and she's probably a big part of the reason why I am where I am now- Mm because she helped me to realize where my business was coming from- Yeah and to help me to lock in and to really focus on that. Yeah. And then do you think that it would've made a difference starting out to have a mentor? Oh, 100%. Yeah. I would be- 10 times further had I found that out the gate, but, you know- Yeah everything happens for a reason, so. Right. Yeah. I believe that too. And as Givens Group continues to grow, what are you most excited about for the future and the business? Yeah. I'm most excited about really narrowing down on our client experience. Mm. Um, that's the big part that I've been wanting to work on the most. Like, I want it to be a luxury experience, no matter what price point my clients are at. So I want it truly to be elevated. I want it to be like you're not going through this process stressed, although it can be stressful. Mm-hmm. I want you to know that you have a team behind you that is in your corner- Yeah and just to know that you made the right decision choosing us to work with. Mm-hmm. I love that, 'cause people will remember how you made them feel- Yeah even if they don't remember, like- Exactly every little bit of the memory. Exactly. Yes. And for anyone looking to buy, sell, or connect with you to learn more about Givens Group, where can they find you? Yeah. On Instagram, my IG is christiangrealtor, and then the team page is givens.group or group.givens. I'm sorry. It's one of those two. I never know which one it is. We'll ha-

Elevating The Client Experience And Where To Find Him

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we'll, we'll, we'll find it and put it in there. It'll be on the screen, hopefully. Thank you so much, Christian, for joining me on the podcast- Thank you and sharing your knowledge, passion, and inspiring story with us. I wish you the very best in all that comes your way in the future. Thank you so much for having me.