Christophe Choo LIVE Interview with Katie Day and Steve Kim on REal Advice – Luxury Real Estate
Live interview in Las Vegas on the REal Advice Podcast hosted by Katie Day and Steve Kim.
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Call or email me today! Christophe Choo 310-777-6342
The Christophe Choo Real Estate Group
Coldwell Banker Global Luxury
Beverly Hills Realtor | Luxury Real Estate Agent
Email: [email protected]
Christophe Choo is in the top 1% of brokers internationally selling real estate since 1989 as the President of the Christophe Choo Real Estate Group at Coldwell Banker Global Luxury Real Estate in Beverly Hills. The #1 producing office in the United States for 24 years and the most comprehensive source for luxury real estate listings, from estate homes to luxury condominiums, incredible tear-down opportunities, and investment properties. Christophe was voted as the #1 Real Estate Video Influencer for North America in 2018.
Based in Beverly Hills, California, The Christophe Choo Real Estate Group provides exclusive luxury homes for sale on a local, global and international stage. Hence the tagline: “Locally Known – Globally Connected”.
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Christophe Choo Luxury Real Estate Series - Beverly Hills & Los Angeles CA https://www.ChristopheChoo.com
Hello, my friends,
welcome to another edition
of the Real Advice podcast.
I am so excited.
Really, really excited for today's guest
who needs no introduction whatsoever,
but I'm going to give him one anyway.
It's an amazing introduction,
so stay tuned. So Mr.
Christophe Choo is an award winning,
top producing luxury real estate
agent with over three
decades of experience
serving Los Angeles
most prominent West Side neighborhoods
spanning the platinum triangle,
including Beverly Hills,
Holmby Hills and Bel Air
christophe and with passion
enthusiasm for real estate,
have earned him a coveted position
among the nation's best
real estate agents,
with more than 550
real estate transactions
close throughout his career.
He's enjoyed top producer status
in the Coldwell Banker
Global Luxury Real Estate
President's Premiere for many years,
which honors the top
1% of Coldwell Banker Agents worldwide.
He consistently ranks
among the top 100 Coldwell Board.
Global Luxury Specialists.
He has been ranked among America's
top agents in the thousand
by real trends, as advertised
in The Wall Street Journal.
His enthusiastic embrace
of social media and technology
also continues to raise
his star status being voted
the number r1 estate video
influencer in North America.
And if you don't know who he is, then
when you've been hiding under a rock, Mr.
I don't know. Yeah.
What are what are we going to cover?
What are we?
You're someone who needs no introduction.
I know before we started
the podcast, we were even just engaging
in the fact that
we've been following each other
on social media in the moment.
Now you big embrace, hug.
It's like, I already know you.
But for the select few people
who don't know who you are,
can you just share with us
your journey of how
you got into maturity,
how you got into real
estate like why real estate? Like what?
That's a good question.
most people think I was born
with a silver spoon
in my mouth and a rich family.
That's not the case.
My parents, my mom was a hairdresser.
My stepfather worked in that kind of rare
art book business,
but I always wanted to be successful
and live a good life and be wealthy.
I always wanted to live a fancy life.
I think luckily for me,
when I was six years old,
being half French and half Korean,
I spent every summer in France
for most of my youth
so I had a lot of exposure.
You know, when you're
six years old, seven, you know,
going to chateaus in France and you know,
you learn a lot.
And I traveled all around the world. So
I was modeling, studying around 16.
But even prior to that,
a twelve years old, I cleaned apartments
making $60, an afternoon
So my mom's hairdressing customers,
when I was 16,
I worked at the Hollywood Bowl in L.A.
I valet parked cars
for the private valet companies.
I worked in restaurants
as a cashier, as a waiter.
I did kind of everything.
And then I started modeling.
I was discovered on Sunset Boulevard.
And I started modeling.
And so 16 through about 22,
I was modeling and I just turned 18.
I was dating my wife now of 29 years and
be gone 2-3 months at a time modeling.
And she didn't like that.
How about getting a stable job?
And I'm like, You know, I'm 18 years old.
What do I know, right?
I'm like, Well, what did you have in mind
is, how about real estate?
And as a young, dumb
18 year old, I thought, OK,
I can show pretty houses,
drive a fancy car,
make a lot of money and be my own boss.
Yeah, I didn't know
there was such a thing
as escrow title inspections,
all that stuff.
So I actually was studying
in San Tropez at the
private club on the beach.
My my real estate classes
came, came to L.A.,
took the test passed and I went to the
I was living my family, my parents.
Still, I went to the office near my home.
The woman didn't hire me
because she says,
What are your goals
that want to make $1,000,000
a year and drive a Rolls-Royce?
She thought I was nuts,
so she's like, No,
you're not the right fit for our office.
So I went to the next closest office
because I wanted to be
at John Douglas Company,
which was the Premiere
luxury company back in 88-89.
They had just sold
a house for 24 million,
like one of the best houses in L.A.
So I thought that's the kind of company
I want to be with.
So I went there, I got hired
and first year I did
one sale and the whole twelve months
of 43,000 dollar condo co-op.
I made 17 hundred and $32
and then my manager said, Well, you know,
you've been here for a year,
you haven't made any business,
so you've got 90 days,
you're out of the office. Wow, really?
So I went to a Roger Butcher seminar.
You way too young to even know who he is.
He taught about calling
and prospecting expired listings.
So that's what I started to do.
So it's sending letters, calling and door
knocking expired listings.
And that's how I just started.
I started getting listing
because I was, you
know, 19, 18, 19 years old.
Nobody my age, my friends
weren't buying and selling
real estate, and I didn't know anybody,
so I just had to just
start knock on the door.
So that's kind of how it started.
And when I left,
that particular area
was called Hancock Park in L.A.
I moved to Beverly Hills,
maybe 22-23 years ago.
Betty Graham, who you know,
who's one of the coaches at.
She was the manager in Beverly Hills,
and I was at a seminar with
I was in management.
It was a training director in the office.
And so I went to a management retreat and
they said, Have you ever thought
about moving to Beverly Hills?
I said, Absolutely,
I've always wanted to.
I just didn't do anything about it. Yeah.
So I met with Betty the next day
and she said, Would you like to come
join the office?
I said, I said, absolutely
packed my stuff up
and moved to Beverly Hills.
Didn't have a second thought.
And that's how I began
my more luxury side of the business.
And so that evolution
moving over to Beverly Hills,
was it very similar
to the start in real estate
or was it like you hit
the ground running?
You now have these systems in place
and now you're crushing the market
in Beverly Hills?
Or did it take it took time,
took about a year or so
to get the ball rolling.
You know, new area, new people new
to learn the area better
because I didn't know it that well.
So it did take time.
Everything takes time. Yeah.
Well, I'm sorry.
I guess Steve gets really excited
and I'm like, I just ask.
I ask a question. Sorry.
Well, I'm so getting a little
technical on that, right?
Because now you've been doing it
for a very long time and obviously years.
I mean, you guys aren't even
in your thirties, right?
I'm 42 and I am selling real estate.
You weren't even born.
That's crazy when I,
when I meet people, doesn't like
you when it wasn't even born.
Anyways, so getting a little
tactical on just kind of
your journey and everything,
like what advice
would you give to someone that's
that's looking to break into luxury now
or to break into luxury specifically?
OK, you have to live it, breathe it,
be it in order to sell it.
Wealthy people want to work with people
that are like themselves.
I mean, in most cases,
clients that like us and hire us like us
because who we are and what we are.
But you've got to really know
that market live there be part of it.
And they have to like you,
and they have to see you
as part of their world,
if you're at a cocktail party
or a dinner party or a special event
and they keep saying, you know,
they keep seeing you.
And they see your business,
you see on social media and they say, Oh,
well, he's friends with our rich friends.
So he probably will have buyers
to buy our five, ten, 20,
30 million Dollar House.
So I think that's a
really important factor in terms
of breaking the luxury market.
Number two, sales
skills are always
no matter what, you've got to constantly
be learning your skills, rebuilding them.
I mean, that's why we
we all go to conferences all the time
and then mindset.
I think mindset is
one of the most critical factors
because in my business,
you have really big
highs and lows every single day.
And unfortunately, the higher
the deal is, the bigger
the commission, the higher
the bigger the highs are
and the lower the lows are.
So you've got a big deal
that represents a huge commission
and it's going great.
You're super excited
and then it crashes and then you're like,
you want to cry and and die.
And so you got to
just kind of brush yourself off
and keep moving on.
Keep moving on, keep moving on.
So that's kind of the general advice.
So bringing it into that type of market,
like every agent I find, it's like,
Yeah, I want to start
transacting in those.
Like, would the advice
be like, You know what?
Get your feet wet in the market
that you're most comfortable with.
And then the evolution can be, yes,
like to go to to attack
that type of market.
You didn't do this overnight.
No, you two. Absolutely. Yeah.
Because your first deal
that you just shared with us 43,017
hundred dollars. Yup.
Not really understanding that
the backend of what's involved. Yes.
Now someone, let's say,
who's five or ten years into the business
and they're just they've hit a wall.
What might be that one or two things
that you could share
with them to be like, Look,
this is kind of the jumpstart.
Got it back into the business.
So to go back, the
first thing is as a training director,
which I was for my office
and then the Southern California
region for Coldwell Banker,
the new agents would come
in and meet with them,
and most of them say,
I only want to sell luxury properties.
And to me, that was the kiss of death.
No, they weren't ever going to make it.
Do they also like
looking at pretty houses?
But, you know, as you know, in the NAR
stats for 30 years
what I think 80% of the agents
don't stay in the business
a year later, they're out.
It's a very high rate
of people leaving because,
you know, we all,
especially now with the
million dollar listing
and all these shows
where they see these young 20 year olds
come on TV and in 30 minutes,
they walk into a door. They say hello.
They get a 40 minute listing
and then they sell it
two minutes later
and they're like,
Commission is x dollars.
I mean, it's just it's a fake situation.
But the question was specifically about.
So let's say someone's,
you know, they've done pretty well,
but then they're five
or ten years into the business,
just kind of hit the ceiling.
Got it right.
So going back to
because this is specific
about going to luxury, right?
So we do caravan still in Los Angeles.
Do you have broker caravans?
We don't do them
much in our market, really? OK.
So broker caravans in our area
basically every Tuesday
from eleven to two.
If you have a listing,
you want to have it open,
you can have it open.
You know, the big, big
properties are invitation only
and you know, all that kind of stuff.
even when I was starting
in Beverly Hills,
I would go in every caravan,
spend two or three hours
and look at as many houses as I could.
You have to know the inventory cold,
and it's one thing
to look on the MLS sheet
and look at the photos.
It's a different thing in the high end,
especially to look at, OK,
what is this acre look like?
Who? Who are the neighbors?
What are the views?
What are the finishes?
So going on Caravan was very important,
and I remember
there was a lady in my office
had been in the business
35 or 40 years older lady.
And she was she would come with me
and she said to me,
Why do you keep going?
Look at these five, ten,
50 million dollar houses.
You don't have buyers for that.
I said, Well, not today,
but if I do tomorrow,
I know exactly what to show them.
And so I remember
I got my first 5 million dollar listing,
which was super exciting and I sold it
and and then I kept going on Caravan
And that was my high sell at that point.
This is maybe 17, 18 years ago.
And then I got a random call
from a friend of ours socially.
it was a Saturday,
Sunday morning at the office at 8:30
and got a call
hold and say, No, that's Sunday morning.
Yeah, at 8:30, at the office,
I'm at the office.
That's what the 1%, that's
what the starting point zero.
1% and there weren't
even iPhones in those days.
We had flip phones,
but they call it in the office line
and there was no assistant.
So I picked up.
Yeah, and they're like,
Well, you know, we're going to be
selling the house.
We want you to come meet us tomorrow
to talk about the house.
And I knew the house had been there
many times, for parties
it was one of the
prettiest houses in L.A.
and it's a great spot
to meet tomorrow morning. 8:30, so fine.
I called up my wife and said, Honey,
I got to stay at the office
this afternoon and work and prepare.
But I go to the office
every single day of the year,
even Christmas and New
Every day I only live five minutes away.
So look, I don't like to work from home,
even during COVID.
Every single day I went to the office.
I have a private office
and a balcony and no staff.
Nobody was there, but I was there.
I need to be in my office
and do my work there.
I don't like to work from home
if I don't have to.
So what does
what does your daily routine look like?
Because I know I've seen it,
so I've seen you on social
and posting on Facebook
and Instagram and different things.
Like that of you at the office,
and I've always known
that you have this like relentless,
you know, personality.
So what is your kind of daily
routine look like?
I typically get up around
five 6:00 in the morning.
I get to the office between 6:30 - 7:30.
I like to have quiet time
and do my social, do my emails,
you know, do all that kind of planning.
one of my team members comes
in at eight,
then my staff come in at nine and then we
and then one things
every morning I still do
is affirmations at 9:00.
So every morning I have a
one of my Tom Ferry friends.
We do affirmations,
but it sounds in the background,
affirmations and role
playing in that kind of stuff. So.
And then once 9:00 starts,
I mean, the day starts going
and you're dealing with situations.
And you know,
we have to show a lot
of our own properties
unfortunately the high end, especially
So you go showings, inspections.
I go to lunch almost every day
and then afternoon appointments.
So that's kind of that's the same.
The routine hasn't changed that much.
The difference is in the old days,
I was prospect in the beginning,
prospecting three hours a day.
I mean, literally,
I also I also want to point out
that 32 years in the business
and you still role play
and do affirmations every day
because that's like I know people
that are three years in the business
and they think that they know it
all, so they no longer role play.
They no longer do that.
And that's I mean, 32 years.
Yeah, 32 years.
You feel like that's that's
which is crazy because
obviously I'm a coach for Tom.
Yeah, but I still role play with my coach
and with my team. Yeah, which is crazy.
You so nonchalantly just talk about,
yeah, I wake up around
five and I crash the day.
I'm in the office around 6:37
and I go through it
like by the time you start role
playing is when people start
kind of getting out of bed
because real estate is unlimited,
and freedom and flexibility,
and we can all laugh at that.
When Beverly Hills,
I mean, most of the agents don't
show up till ten or eleven or twelve.
Look I mean Maybe
they're working at home.
I don't know what they're doing, but
probably not. Probably not.
I want to switch gears a little bit,
and we talked about the bumbum,
you know, in video
influencer and all that.
I know you've had quite the video journey
and you know, from
the car tours and flip,
you know, flip video to now,
you know, high, high quality production.
But I mean, you still do like Facebook
lives, you still do quick,
you know, at a broker open
or broker caravan,
you know you're doing video on your own.
So I want to talk a little bit
kind of about your journey
and what how you've seen video
impact your business
over the past ten, 15 years.
I knew nothing about real estate videos.
It was at a Tom Ferry conference
with Gary Vaynerchuk
in 2008 because that
was my first video
and it was on YouTube
and it's still there.
So Gary Vaynerchuk was speaking to us
at a one on one conference
and he says, You're Mr.
You need to be a DJ
for content in the community.
Does that ring a bell to me?
That sounds like an interesting concept.
And Google had just purchased YouTube,
and that's this is, you know, websites.
I mean, I've had websites for 25
since they came out,
but things are really social
media was really starting
to gain traction at that point.
I mean, Instagram wasn't
even in existence at that time.
So I thought, Well, this is said,
that's something I could do.
So I went that afternoon to Best
Buys are good guys
and one of those places
because Tom said, Buy
a flip cam and I bought the flip cam.
My assistant was with me at the retreat,
so I bought a tripod
and made my first video
there at the summit.
And it was silly.
And, you know, just kind of like,
it's 119 degrees.
What am I doing here
in the middle of the desert
in the summertime?
And I just started doing videos
and creating content.
And then my first big video
was the helicopter
tour of the most
expensive homes in Los Angeles,
which no one had done.
No one was really doing
real estate videos, so I did that.
It was very, very expensive,
but I just knew I had to do it and
we did that and we put it online.
And the interesting thing is immediately
we started getting calls from lawyers
corporate that you got to
take these videos down.
You're showing ingress
and egress into our homes.
And you know, it
wasn't really the sellers.
I think it was the agents
that were really pissed off
and they were causing the waves.
So Corporate said,
You've got to take it down
and I'm like, Are you kidding me?
So I did take it down
for a couple of months, and then
companies were promoting my videos.
This is how to do videos,
including our company.
So I called up the press
and said, Look, I said,
you told me to take it down,
but I got a text this morning
at the sales conference in Vegas.
You guys are showing my video
on how to create videos,
and you guys told me to take it down.
So let me put it back online went down.
So that was the first
high production video
I've done many, many, many videos.
I think I have 2,800 videos on my YouTube
channel and what?
2,800 That's well, 12-13 years.
And I remember Tom
and I were coaching one on one,
and it was four years into doing videos
and I was about monetization, right?
I kept saying, Tom,
I had 800 videos at that time.
I haven't made any money from this.
No one's calling me.
I'm not getting any deals.
I mean, this is a waste of time.
This is Christophe.
Keep doing it.
Keep to what's going to happen.
It's going to happen.
Maybe 30 days later,
I got a random call
and I'm at the office in the morning,
There wasn't security,
it was like 10:00 in the morning.
My assistant is like this lady talking
you, she's in her car
and she wants to talk to you
about buying and selling a house.
Is it great!
I got on the phone
said in one of my first questions,
how'd you find out about it?
Oh, I saw your videos.
I'm like, Really which videos?
So I saw your helicopter tour.
And I thought, if we
spend that much money
in a helicopter tour,
you'd spend money to market my house.
Number two, I saw your driving
tour of Stone Canyon Drive
and you were very honest.
I said, Really? How so?
Stone Canyon is a part of Bel Air,
which is a very pricey area.
Houses are like 4 million to 150
million on that street. And
I said, if you're a sun lover,
this is probably not for you.
I said, it's five minutes
in Beverly Hills.
It's a very woodsy community.
It's one street going up and down
with offshoot streets,
lots of trees, but it's a canyon.
So I said, if you like the sun,
the sun's going to come in your house.
Couple hours later in the morning,
and we'll set a couple hours
earlier in the afternoon,
and this particular buyer
was in escrow on a house on that street.
And when they went
at 4:00 in the afternoon
for the inspections,
there was no sun at the pool,
so it was a 11 million dollar deal.
They backed out of the deal.
So she says, Well,
I said, You know, who are you?
My husband's a big real estate attorney.
He's a partner in several law firms.
That real estate attorney.
Why would they be calling it?
Wouldn't he know a lot of agents?
Yeah, she is.
My husband would like to meet you
on Monday night at 8:00 or 8:30
and said, OK, sir,
because they were going to
they wanted to spend 10-12 million to buy
and then their house was around
four or 5 million.
So I took the meeting
and I wear a three piece suit with a tie,
you know, lawyer,
I had my legal yellow pad with the lines,
so I sat down and I said,
and I can talk to them
because we did TV shows of them
buying and selling, I said.
I said, Mr. Natsios, do you mind?
first of all, can I call you Tony?
And he said, sure.
And I said, I have my little yellow pad.
You mind if I take notes
and ask you questions
and he says absolutely.
So I started going through the notes
half an hour into my questions
and it was just the scripts. Yeah, yeah.
When you plan on moving,
you know, all that's basic stuff, right?
I said, you know, put my foot pad.
I said, I like you.
I said, I think you like me.
Why don't we just get started
and find you the right House?
And he says, Christophe,
my wife decided to hire you
the first phone call.
I just want to meet you in person.
It was, I just you
a half an hour, right question.
So within 30 days,
I found them a house,
which they bought for over 10 million.
It was a tough negotiation.
He's a tough negotiator.
26 times back and forth.
And he said to me says,
What's it worth it?
It's worth just started 14 million.
They drop it down to two.
They just dropped it down to twelve.
I said, I think it's worth
just over 10 million.
So what should we offer?
So let's offer like 9.5
and he says nope I want to offer 8.3.
Like, that's kind of low
says Nope, that's what I want to offer.
So back and forth,
and we actually was
just before Thanksgiving,
we started things like
Thanksgiving times like,
I don't want to counter I said,
What do you mean
you don't want to counter this?
No, I want them to see that
they want to sell more
than I want to buy.
So I think we waited two or three weeks,
but I think we rewrote a new offer
and then we finally
made the deal on closed.
And then I sold their house
a few months later.
Then their friend bought
a house for 5 million
and then they're
his secretary, sold
her condo for 4.75, which I did,
and then bought a place for 1.5
So we did like 27 million in business
in like 100 days after that first call.
So out of curiosity
when that happened,
did Tom say I told you so
or was he a gracious?
Was he gracious? And
maybe he did say, I told you so
well, I will ask him later.
Yes. And there's still repeat clients.
I mean, they bought a vacation home
a year ago in Newport
Beach for 7.4 million.
You said, Hey, we wonder if
they were looking in Malibu
for a weekend house.
And we kept looking
and looking for two years.
Couldn't find the right thing.
And they said, Well,
let's consider Newport.
So I know Newport pretty well.
So we spent two days.
We look at a couple of houses
and there was one house
that was really not
what they were looking for,
but I just thought
it was the most unique house
in the Balboa Peninsula on the islands,
not an island, but on the peninsula.
And it was the tallest house
on all of the Peninsula
It was built in 1928
by a very famous architect,
and the wife is really into decor
and decorating and all that stuff. So
they saw this house, they fell off
and they bought it as a beach house.
So just and they become really wonderful,
So that's that's the story of our videos
kind of started and evolved.
I need to get back to doing more.
Videos I've kind of slacked off
lately in doing videos.
You're doing them all the time
and you're doing them
every Monday morning,
Monday morning motivation, right?
So I've got to get back on that bandwagon
of doing it more and more
because I think it's really important.
Would you say it's,
you know, if you had the choice
between production value versus complete
and utter transparency,
where would you start
from a history of this? first of all?
I prefer personally
the production videos.
I like the way they look.
I like the finished quality
and I really like to
basically produce the video.
I mean, I hire the right people
for the specific house.
I choose the story.
I choose exactly.
I want it
and I just have them implement it.
But at high production video,
especially on like a 20,000 25,000
square foot house
can take three or four days
in a full, full day shoots,
a lot of work, a lot of effort
and a lot of money.
I do like them and they're beautiful,
but the truth of the matter
is if you go to my YouTube channel
and you see I will do a production video
and I'll do like a walking tour.
The walking tours
that are completely unedited,
just like one walk through nonstop
and sometimes are 20 minutes
and I'm like out of breath,
walking around, walking around.
Yeah, and especially Big House,
and I don't even know
what I'm going to say.
I just kind of just walk and talk.
Just to me, it's like a virtual showing,
like the buyers there,
and I'm just walking through the house,
showing them what I'm showing them. So
the real videos are
what the consumers want.
That's that's what the buyers always say.
I love those because
I can really see the house,
but I still do them all.
Yeah, but I'll do a live.
I'll do a production VIDEO
I'll do a just me walking through VIDEO.
I'm also now doing more the MTV style.
I kind of switched it around where
my assistant will follow me
and I'm doing the same walking tour
but I'm in the camera
pointing things out. Got it? Yeah.
So I'm always playing around
with it, with anything.
I get a concept or idea.
I just play with it.
All works and I like the live
and the kind of MTV style is what I think
it shows your personality more.
You know, the high production
quality is great
and it showcases the property,
especially if it's a showstopper,
you know, property? Yeah.
But you know, I like the ones
that I've seen some
where your live birds will fly in
or something will happen like,
oh geez, you know, like,
Oh goodness, let's go over here
now, you know, so
and I'll say stupid things
in the live ones, you know,
the ones that are recorded,
they can get it out .
But I'll say the same thing.
Like, beautiful, like
in the beginning,
I would say beautiful or magnificent,
like ten times in a video.
So we'd have these little cheat sheets
of like the not a thesaurus,
but the words like this luxury
like 50 different versions of luxury.
And I'll study that.
So I don't say that
beautiful and magnificent
20 million times in a video.
We all do it. Yeah, yeah.
And I'll say something stupid
and all that from myself
on the video all the time.
And it's funny.
People really like the laughs like,
I love your laugh and people.
It's so funny on YouTube.
Like, I'll come home
and I'll just watch you videos.
And I feel very soothed
you have a very soothing voice and
and I like your laugh.
So it's it's it's interesting
what people respond to.
I love your laugh.
I think it's it's
so it's it's so hard to describe,
but it's it's a Christophe thing
when you laugh, it's a Christophe
You think he'll pick you out in
a room with like 1000 people.
Can I just ask one question
because you do so much with video?
Yeah, so much.
What's the one advice
you would give to someone
who's just struggling?
Like they're struggling,
to start their video journey.
So the number one fear factor
for most people in videos
is how they look
and how they come across on camera .
I tell people all the time,
you are who you are,
whether you got a camera in front of you
or you don't, that's who you are.
So the only difference is
there's a camera
in front of you recording it.
So I mean, you're going
to go to an appointment
to talk to someone and be great.
And the only difference is
if there's a camera there,
what difference does it make?
It's the same thing.
And I think what help me is
I was on a lot of TV shows.
It was a cast member
of HGTV selling away.
So I learned a lot
from being on television
and you make a mistake.
We don't even I mean, like
if I make a mistake with my lines,
I just stop for ten seconds
and I just pick it right back up. Yeah,
just don't be fearful.
I mean, you look the way you look like,
I said, and just be yourself, people.
People will either
like you or they don't.
If they call you and say, how you,
I saw your videos.
If they call you
and they want to do business
with you from your videos,
it's pretty much you're going to be
they're their agent.
Have you always had this
like rock solid mindset?
Yeah, that's really
predicated on mindset.
Yeah, very much like a growth mindset.
Well, I've been in coaching since 1991.
If it did, you
did you formulate your mindset
then or was it you?
Did your parents teach you?
My parents did teach me
any of that stuff.
No, no, nothing at all.
It was all self-taught.
I started reading books when I was young.
one of the best books was Kathryn Ponder
the power, prosperous thinking.
It was all about writing
down, visualizing and creating the world.
You want that Tom talks about his story
about his perfect wife.
So it's the same kind of concept.
So I kind of did it on
my own for a number of years.
Certainly when I was in real estate,
I was commuting. In the beginning
we got married and I was commuting
from South Pasadena
to Hancock Park,
which was between an hour,
an hour and a half each way,
every day to go to work, which was a lot.
But I would leave before 6:00 a.m.
so wouldn't hit the traffic.
And I thought I didn't go to college,
so I thought, Well,
this will be my college education.
So all I did was listen to
in those days it was cassette tapes
like literally cassette tapes.
So it was Mike Ferry
Mike Ferry was my first coach
which was all my.
I bought every single cassette
he ever had and boxes
of them in my garage.
So I just listened and listened.
And I've been in coaching since 1991.
I've had coaches
consistently nonstop since 1991.
So 20, 30 years.
Having a coach, that's
such a great Segway
because that's actually what
I would want to talk about next,
because that's that's
how we all know each other.
Like, obviously, like
I knew you from Coldwell Banker,
you know, and also,
you know, through the Tom Ferry
organization and coaching and all that.
So, you know, coaching
has been an integral part,
I think, in all of our lives
and all of our careers. What?
I know a lot of people
similar to the video oral question
that we all get all the time.
You know, they they have difficulty
in pulling the trigger
on spending, you know,
five grand, ten grand, 20-30
grand a year on coaching What
what would be your advice
or would you say those
at the Mike Ferry
superstar retreat in 1991?
I went to the retreat
and I saw the top producers on the stage,
and coaching in those days
was $1,000 a month.
And I just knew I had to do it.
And I thought to myself,
if I spent $12,000 next twelve months,
which I didn't have,
I was worried my credit card
will even go through
for the first month, right?
Is it going to work?
And I knew in my mind
I said I can make $120,000
return on this $12,000. I just knew it.
And it's not just the coaching weekly,
it's it's, you know, going
three, four or five,
six times a year to the events,
meeting the other top producers.
And it was brand
new and I would see all the
top producers on stage
and I friended them all.
I mean, the opposition,
let me take you out to lunch.
Let me get together.
Can I role play with you?
I mean, Karen Bernardi,
you know, from Colorado,
who's been with the top Coldwell
Banker agents for forever.
You know, we became friends
and we were role playing
two or three days a week.
And I just I learned I emulated.
I go to the conferences,
I implement what I learned,
and I think it's, you know,
it's the coaching weekly.
It's the meeting,
the people, it's the education.
It's all three of the above.
But coaching to me,
I don't think I'll ever
not being coaching. I said,
When you think of
it like you think of it,
even like the peak performers
in any industry.
Yeah, they all have coaches
and they don't even have one coach.
They have multiple coaches. Yeah, yeah.
And also, let's think about it
in our business.
We a lot of referrals,
some other agents, right?
So you think about,
you know, I have had
a couple of referrals
is one referral paid for my coaching
for the last 32 years, right?
So I'm serious.
That happens all the time.
I've had my coaching pay for,
you know, for the year,
but you know, I'll work on the 32 year
I'll work on that
That's intense So Christophe,
at what point in your career
did you switch into,
you know, team building?
Well, I'm still having
a struggle with that.
I've had a few people
on the team here and there, but
and they would say for two months,
three months, or
I'll fire them in one day,
depending on, you know, the situation.
Most people, just, in my opinion, aren't
especially in Beverly Hills.
Maybe that's my story,
aren't willing to do what it takes.
They just want to show up.
They want to go to parties.
They want to go to lunches
and make a lot of money.
It's just I'm still doing today
what I've done for 30 years,
all that, you know, routine.
They don't want to do it.
They don't want to come
in the office early.
And I just I don't understand that.
So the question again was,
so are we building the team? Yeah.
Like at what point in your career
were you like, OK, like I don't.
I only have a finite
number of hours in a day.
I was five or six years ago
when I started that
concept of doing that,
and that's sort of the concept.
But so did following that concept
and doing it.
But it's been it's
been a real struggle right now.
I've got one new team member
as an agent that just joined me.
I'm working on another one.
It's it's been a little challenge
wrapping my mindset around
how to really make it happen,
how to not spend
too much of my time, but really
spend my time to help them.
I used to do newly licensed agents.
I'm not doing that anymore
because the new ones is
the learning curve is just too, too
too hard, too hard.
They got to have some experience
under their belt, even with that stuff.
So that's something
I've got to learn more of and
and figure out how to make that happen.
That's not been the case so far.
Well, and I think it's probably
because everyone sees you like,
you know, your lifestyle
and your brand and all of these things,
but they don't see that
you're at the office at 6:00 a.m.
They don't see that
you're a role playing
and you know,
they just want the lifestyle,
not the actual work.
Well, you built a big team
in a very short period of time, right?
You have eight or nine
agents in your team.
We've got nine total right now,
so that's amazing.
Thank you. It's amazing.
It's been. It's been a journey.
It's been a journey, for sure.
But I think every team
we can share that it's challenging.
It's probably the most challenging thing
when it comes to real estate in your
in your career is
building the team right?
And it comes down to fundamentally
hiring the right people.
Yes, right? Yes.
we go back to the fact that like,
I want to be a real estate agent
because I want to make gobs of money
and I want freedom and flexibility.
And we all know that that's oil and water
and that doesn't exist.
What's the one characteristic
you look for, though? New team member?
What's the one thing good?
What is Christophe to look for?
I would say probably no one is good
will good work ethic and a good, good
personality I can work with
as someone I interviewed .
He was doing things open houses for us.
I interviewed with him
a lunch interview
and there were some things
he said that just
didn't settle well with me.
So I don't think
I'm going to have him join.
I just I'm in charge of my business
and what I do.
I don't need someone joining me
telling me what they
want me to do for them.
And I mean it just
that's just not going to work.
Interesting to see how that works,
but that's maybe that's just
my Leo control freak nature.
I don't know.
I would agree with you on that one.
Have you heard any thoughts
Like, I know, like in
Canada, where I'm from,
we can't really expand into
different provinces, right? Right.
But have you ever thought of it?
Well, Tom and I were talking
at dinner last night like,
what did you do?
You know, we're here in Miami,
and I can barely.
Do Beverly Hills, let alone
even Kathy Ferry this morning
text me, see, this guy is doing it
and I'm like, Thanks, Kathy.
I just look at like Ryan Serhant right?
That started as brokerage
last year and has now, you know,
is just popping up
in all different states
and things like that.
And it's it's interesting
to watch, right?
Having big fame like that.
And I was talking to Tom about it
because several big offices
open in Beverly Hills.
I won't mention the companies,
and he asked me to kind of
start that process.
I didn't really want to start
building an office.
That's not my thing.
So and I said to Tom, I said,
I said, maybe I made a wrong decision,
but I felt it was right,
and I think it's still right, you know?
So now we have to do what's right for us.
And look, it's always changing.
So no world domination today,
but maybe, maybe tomorrow.
I don't see that.
I don't think I want to do
a different states.
And look, I love being at home.
I don't like being away from my wife.
I like to be together or travel together.
So to be gone a week or two
every month, you know,
opening it, just
that's not for me, you know? Yeah.
What is Chris job to look like
in the next ten years?
That's a good question.
I still plan to be in real estate.
I don't think I'll ever retire
from real estate.
I'm not the kind of person
to just sit around and do nothing
if I'm traveling. Yeah, really?
Sunday mornings at what? Like 3:30.
Look, if I'm traveling
the world having fun,
I go into parties and events.
But just sitting around, I just
I just cannot do that, so
I want continue to grow my business.
And that's one thing
that I decided many years ago.
I see I know a lot agents
and make a huge amount of money,
but they have no life.
And some of the top,
top producers in Beverly Hills,
they're not married.
They have no significant other.
Their clients become their family.
That's not my way of being.
To me, I'd rather make
a little bit less money
and have a life that I can control
and enjoy that life.
You know, be able to take naps
when I want to and have a day off.
So that's just me personally.
It's not about the money.
I'd like more money.
Of course everybody does,
but have a nice life, so it's just more
the balance is important to me.
Well, Christophe, we're going to ask you
our last question.
OK, the question that stumped
most of our guests.
Oh, I'm really curious
to hear this from you.
Excited some of your guests.
if it's your last meal on Earth,
what is it going to be?
And you're a big foodie.
So this is going to be a challenge.
Pizza, really? Yeah.
Well, we talked about pizza
all the way up here.
Pizza with meat on a pizza
is my favorite thing in the world.
You're going to our homemade no, I mean,
there's a lot of different
pizzas that I like. I like Chicago.
I mean, a certain places
where we'll go, where do you go?
You like, I'm hankering for pizza.
I don't really eat pizza anymore.
I mean, occasionally
it's been like a number of months.
Next door to my office
is a pizzeria called Mulberry Street
Pizzeria from New York.
They have the best flat,
you know, thin crust pizzas anywhere
and easy to get in there. Like this?
Pick a sausage, pepperoni mushroom
and I would eat half the
pizza myself in one sitting.
Valero, another restaurant down
down in my building.
They have wonderful, smaller pizzas.
And then Spago in Beverly
Hills has smoked
salmon pizza, which I love.
Pizza would be my last meal pizza
and then probably really great champagne.
That would be the balance.
Yeah. Who knew?
Great Christophe Cheesy
side, I look like.
Who knew that your
secret pizza connoisseur pizza?
Yeah, I love it.
So, yeah, I mean, that's one thing
that if I could eat pizza every day,
I would eat pizza every day.
I really would. Do you like pizza?
I do. I like pizza.
Yeah, yeah, I'm a fan. Yeah.
Well, Chris, if we want to say
thank you so much
for sharing your time with us,
we know how incredibly valuable it is.
We love watching you on social media,
the evolution of what you become,
what thank you for your success,
and we wish you just even more success
in the years to come. Well, thank you.
Thank you so much.
And I'm very honored
that you two of you asked me
because I've been following you guys
and you guys are amazing.
Both of you are very
different in what you do,
but really amazing.
I mean, your tick tok stuff
and all that is just beyond
and your motivation stuff
and your videos are very graphically due
to them yourself.
I have an editor, OK,
because they're very graphically cool
and unique, and I'm like,
I would like to do more like that,
and I don't so anyways.
But thank you for having me.
And we're here together in Dallas.
We can have a nice lunch
now and enjoy and be here for a little
of tomorrow and champion.
Well, thank you again for sounds good.