Q3 2023 eXp World Holdings Inc Earnings Call

Like chat GPT, because they are so widely available to us, but how do we actually use. This thing is it going to take our job is it going to replace those these are the questions that I hear all the time from a lot of different real estate agents and so I'm here to tell you that AI is not going to replace your jaw.

<unk> is a real estate agent, that's not where AI is right now, but a real estate agent using AI will replace your job and I know thats kind of a scary thought a scary thing to think about but this is the biggest technological advancements since the internet came out okay AI.

Is here to stay it's only getting better and better the technology is moving at a rapid speed, but it's here to stay and I always relate this to agents who have been in the game for 25 plus years when they were in real estate before the Internet.

Was the MLS alright, well it was a catalog or a book that was biweekly or monthly and so I always go to those agents and I said look if you didn't evolve with technology. If you didnt involve with the Internet would you still be in business. While the answer as you can imagine is a resounding no right you had to evolve with.

Technology, if you wanted to stay in business and this is the same thing. So that's why I say look don't be don't be afraid of it it's not going to take your job, which you really should be afraid of is not embracing or evolving the technology. That's the fear because this technology is not some crazy massive confused.

<unk> thing you don't have to be a computer genius you don't have to be some tech Wizard I don't care. If you hate spending time on your phone if you hate social media. If you hate computers. There are things that you can learn and strategies that you can implement that are so easy to use that at the end of this session in just a few minutes you'll be.

To understand AI in a much better level and it won't be as scary. The barrier of entry is going to be much lower and then you think okay. So we have to understand is that the AI powered agent will eventually replace the standard agent just like the Internet powered agent eventually replaced.

Standard agent, it's just a matter of time, but the good news for you and the good news for me is that you don't have to be this AI master to understand that you don't have to be a crazy Tech nerd right I'm going to walk you through some very simple steps some strategies some tips things that you can implement today starting right. After this.

Session. So that you can start really really using this tool to help implement in your business and to increase productivity efficiency and revenue. Okay. So what I want to do is I want to jump in and I want to share something with you I've got a tool.

The whole purpose of all of this training in three words, if I were to boil it down for you, it's evolve or die right. We've had to do this since the beginning of time human nature, we have to evolve or were going to die and it's the same with technology you have to evolve with technology and so I don't want you to be scared I want you to.

Be excited because you have an opportunity for a major promotion in your business by utilizing some of these tips and tricks, where youll be able to start running circles around your competition because you're using these tools to leverage your time all of this everything that I'm about to talk about in one word it's all about leverage.

You will be able to get so much more leverage by implementing these things now I've got a QR code I'm going to share on the screen. So that you guys have that.

You can scan this QR code, it's going to take you to a free download I've got a PDF that I've put together for you.

My top 10 favorite AI tools for real estate outside of chat GPT right. Chad GBT is widely known a lot of people use it I'm going to spend some time in chat GBT to show you ways that you can use it.

But specifically I want to give you 10 other tools that are out there.

You can use outside of chat GBT and then in that same PDF that I'm going to give you I've got 10 really really good prompts that you can just copy and paste and the chat GPT and start really changing your real estate business with just those simple prompts in chat GPT now one thing I want to do before I share. This QR code with you.

<unk> is I don't want you to get overwhelmed by the list of tools I'm only going to show you may be one or two today out of the 10.

And then spend the rest of my time on chat GPT, but if you implement all 10, you will fail. If you implement even five I guarantee you will not do well so what I want you to do is I want you to know that these tools are possible, but I don't want you to go crazy with trying to implement everything.

Maybe pick one and if you're a real go getter pick to that you can implement but focus on one or two that would move the needle for your business and do it that way don't try and bite off more than you can chew again AI you can end up running down a rabbit hole and then you're you've lost all of your time right. So focus on the important thing.

Make sure you really pick one or two things thats going to help and focus in on that so I'm going to go ahead and share my screen with you and then I'm going to show. This QR code that you can.

That you can implement okay. So here we go this.

Is the QR code.

Boom right. There you guys should see that on your screen. It says free AI tools and prompts when you've got that QR code. So you can scan that it's going to take you to my website, where you can put in your name email and phone when you hit download to submit that it is going to send you an email to the email address with the free download.

And that PDF is going to give you again, the top 10 free tools and then the top prompts that you can start using.

Ill highlight a couple of those tools that.

That way you can see maybe what some of them do but im not going to go through all 10, just because of time today. Okay. So if you want to go to that PDF. If you pulled that up do you have it in your email inbox I'm going to show you what that PDF looks like this is the PDF so starts off with the tools.

Here, we've got several different tools and we have the link straight Tuesday, you can actually click on this link and it'll take you to those tools, but this is kind of what the PDF looks like and you've got the different tools that you can click through I'll show you a couple of my favorites today, starting with the top one which is opus clip opus clip is really an amazing.

Tool and this is what it looks like here what it does is you can upload a video.

This can be a horizontal video it can be any length, you upload that video and what it's going to do is it's automatically going to cut it to vertical right for Instagram Reals four tictoc for Youtube shorts.

And it's also going to add captions and emojis for now the real power comes with what's called AI curation, which.

Basically it takes the transcription of the video and understands what the video is about now from that understanding. It says you know what this portion right here is a really good hook that Mike drawing people from from their retention rate no drawn the attention span of these people.

And we're going to put us at the beginning and then we're going to pair it with these relevant highlights that also pair well with the video and it creates a short form.

Piece of content from a long form video. So just to give you. An example of a use case of how this can be used.

I set up a camera at the back of the room for our team training right I'm, the Chief operating officer of a Mega team brokerage in North Carolina.

And I did just a quick 13 minute presentation for my team I uploaded that video to Opus and here's what it did so you can see 13 minutes and 51 seconds. This from a team training back in January I threw it into opus it cut it to vertical it added all the captions, but it also gave me from that 13 minutes.

It gave me eight different options.

Youtube shorts, Instagram rails, or tictoc that I can use so I can decide how many of these I want to use and I can go through and I can say, yes. This one is good I'm going to post as a social it's ready to go can you imagine all the time that you can save in editing videos and having this content ready to go for Soc.

Media, it's an absolute game changer.

Another two I want to show you and I'll, probably just leave it at this but it's a fantastic. One. This is the last one on my list is called designer and with designer you can create E books, and flip books and lead magnets with any type of content. So let's say for an example, you have a blog that you wrote or you used.

GPT to write a blog about a specific.

On a specific topic right. So let's say, we write one about the top five tips before selling your home we.

We take that blog now you can import any type of media you can import a video you can import pdfs you can do any type of.

Media, even podcast audio it will turn that media into an E book or a flip book. So if you were to write a blog about the top five tips before selling your home.

You pay stamp blogging the designer and now it's going to create you an E book a downloadable E book that you can offer right. So, let's say hey, I've got this new E book I'm going to give it to you for free or you could charge 99 cents whatever you wanted to download this ebook and all you do is you get the name phone number and email address.

Of the people that want that free content well. If you have now a lead magnet getting contact information from people who are interested in the top five tips before selling their home.

Then there are probably interested at some point in selling their home right or they have a friend who wants to sell their home at some point. So now youre getting leads from this content you've already done the work of creating the content you might as well have an E book or a flipbook or something generated.

To promote.

And that content for you. So it is a really powerful tool and you can get leads from it as well. So I've got that list of 10 again. This is the PDF here. So you've got a list of 10 with the links that you can check out definitely check out some of these tools that can be very helpful for real estate agents, but again don't get overwhelmed.

Don't go Crazy pick one or two tools that you like hey, I want to dive into this and just use that one or two.

And jump in so now the elephant in the room the tool that everyone uses the the big Daddy is definitely chat GPT everyone uses Jack GPT. It seems like now every time I do a conference or a presentation. There is always people in the room that havent used <unk>.

And that's okay.

One of those people, that's okay, but youre going to want to jump onboard and start using this thing right. So if you don't have an account I want you to go get an account I want you to sign up for an account and I want you to create create that logging because there is a free chat GBT account. Okay. This is.

What it looks like this is if you were to search for chat GPT. It's by a company called open AI, where you can try chat GBT you can sign up for that free account now if you have a chat GBT account I would also recommend you download the official App is available for iPhone and for Android. This is what it looks like so it.

Has that white background with the black logo. It's by open AI. There is a lot of them on their that try and look like it's GBT, but this is the one you want it syncs with your accounts. So if you do something on.

On the computer and then you pull it up on your phone it sinks the history things and you can kind of continue the conversation or create new ones on on the go but this year chat GPT I want to run through just some very simple things that chat GBT can do now there's seven I would say use cases that jeanette.

<unk> people will use chat GPT for and I want to give those two so if you were taking notes you can take notes of the seven and I will just kind of breeze passed them really quickly and then I'm going to show you. Some really good prompts because in this PDF that I've given you I'm also giving you 10 really good prompts.

You can literally just copy and paste into chat GBT and get massive value from okay. So I'm going to start off with the top seven use cases of chat GBT again, if youre taking notes this is Chad GPT okay.

Of you who haven't used it before this little search bar down here is where youre going to put your question or you wanting information think of this as like a search engine on steroids right. The difference between a chat GPT in like a regular Google search is that the Google search engine gives you a list of static results.

And chat GBT comes back with a conversational response right. So you can ask a question and it gives you a conversational response. So the seven use cases number one if you are taking notes number one as you can ask Chad GPT simple questions. Alright, you can ask it simple questions. This would be anything that you could Google right. So.

I always like to say something simple like who won the Super Bowl in 1995, and it will give you a response with it gives you the score who they beat right and it's very easy because I don't have to go through a bunch of different articles and figure out the information it's just boom.

Now chat GPT remembers everything that was said in this chat so I can train it by continuing to talk about.

About this topic. So for example, if I said who were the starting.

<unk>.

I don't have to give it any more reference because it knows that I'm talking about this game right. If I were to Google. This right. After I Googled. This I would not get this response, but it's as Steve Young was the quarterback for the 40 Niners and Stan Humphries was the quarterback for the Chargers because it understand.

And I'm talking about this game because we're in this conversation right, which is really powerful because I can primate with certain information I can prompt I can train it and then I can get content from that training that's the power of shot GBT.

So number one is simple question number two is you can generate lists so you could generate any type of list you can do ideas hobbies questions business ideas, whatever whatever you wanted right.

The power here is I always tell people be specific be as specific as possible with all of your crops. So for example, if I wanted to create a list of 10 potential hobbies right I want to pick up a new hobby I could say and this is what most people would probably do.

Give me a list of 10 potential.

New hobbies right. It will come up with a list of 10 random hobbies, now I'm not really a candle making person.

This stuff doesn't really speak to me what I could have done as I can be very specific and I could say.

I'm looking to pick up a new hobby I can say I am.

34 year old male.

I Love sports.

Being outside.

I live in Greensboro, North Carolina, and then I can say give me 10 potential new hobby is I can start.

And make it specific to Greensboro, right same question, but I've given it a lot of detail. So now here I am going to get a lot of outdoor kind of sports related things that I can do but also it's going to be specific to my city and it's going to actually bring up.

Certain things from my city.

That I can try out so be specific in your request.

So number one was simple questions number two was generate list number three is long form written content. Okay. This has the ability to create long form content for your blogs articles email newsletters whatever it is you can write that so if I were to go in here.

This is technically the wrong way to write a blog, but this is how most people are doing it. They will say write me a 1000 word blog because you can specify the length.

About the top.

Five tips.

For selling a home right since that's what we brought up before we'll see what it does here you've got a top five tests boom, it's going to go through it's going to give me my five tips.

And it's probably going to end with a conclusion.

Alright, thats good Thats fine people are copying this theyre pacing it in and that's OK now at the end of this call I'm going to show you the right way to read a blog. This is not the right way to do it but it will get you.

Halfway there so number three long form written pieces number four than his feedback prompts you can ask it to give you feedback on things that you've done. So for an example of a blog on my website I copied my blog I pasted. It in here and I said give me feedback on what I could have done to write this better to be more engaging to my <unk>.

Reader.

And it gave me feedback based on reading my blog, so while you could try and tweak. This you can do this you can do this.

Imagine how real estate agents could use this thing.

Imagine if you record your calls and your CRM or do you have a CRM that record your calls.

You could essentially very easily take that recording get the transcription paced in the transcription of the call and say what could I have done better to acquire this customer right. We have to think outside the box on how we can use these tools and not only use them for property descriptions lifting descriptions Facebook post, but there is a.

A lot of other things that we can do as real estate agents to boost our business and get really good results. So feedback prompts is a big one number five is modification prompts. Okay. This would be translating to another language lengthening something shortening something rewording something so.

Let's go back to this blog that erode us, okay, and I'm just going to take the conclusion to show you as a demonstration I could say translate this to Chinese.

And I can paste in whatever I'm wanting and watch what happens this will happen for any language translates to different languages I could take that same thing and I could say.

Expand this to a thousand words, and then I paced in just the conclusion.

And it will right.

And word about what this conclusion is about right. So I can expand taxed I can shorten tech. So let's say I want this entire thing like it's writing this entire thing that had expanded I'm going to copy this whole thing.

And I'm going to say turn this into a tweaks.

And pacing and the entire article that I look at all of this and I, just said hey, right right a tweet for me.

We'll watch what's going to happen I have got a tweet with emojis and with hashtags and its done. So you can shorten something you can lengthen something you can reframe something I could literally just say.

Reword this.

And I'm going to paste and that whole block it is going to write the whole thing in a different way, but meaning the same thing. So theres a lot of power a lot of potential with modification prompts and that can be huge.

Number six then as instructional prompts how tubes guideline I can ask it how to do anything I can say, how do I build a birdhouse.

And now it's going to give me the materials that I need the steps 123, all the way down and it will tell me how to do anything which can be very helpful. And then last but not least number seven use case.

His information extraction, guys I can extract data from text books articles whatever so if I were to say write me a summary.

The book good to great.

Mark what's going to happen.

Don.

Now I have a full summary about that book and I can extract data from articles books, whatever I want right Super Super powerful so.

One thing I want to do is I want to give you guys. A work around because there is one major limitation of chat GPT and then I'm going to show you. Some of those prompts that I've given you in that PDF that are super valuable and how to use them before I end today, but one of the biggest issues with chat GPT is that it is only trained on data.

Up until September of 2021, So let's say for an example, I asked who won the Super Bowl in 2022, it's not going to know it says I'm sorry, My knowledge only goes up to this date now that can be an issue, especially for real estate agents because now we can't create any data any.

Blogs any Facebook posts whatever it is we're trying to create we can't create any of that.

For current market data and trends it doesn't know like if I asked it to do a thing on the current market. It is going to talk about how interest rates are so low blah blah blah blah, because it's trained on September 2021 through that time now for those of you who want to know how to get around this there is an easy way to do that and most agents are just like Oh.

Well I guess I'm, just going to create generic content then it doesn't have to do with current mortgage rates current inventory current market data no guys. You can absolutely still create content with current data here's the best way to do it so for the free version, which is GPT $3. Five right. This has all been done on the free version today.

Go to the Chrome web store, just Google Chrome Web store. This is what it looks like you have oil search bar right here and I want you to type in web.

VEB chat CH 80, GPT web chat GPT no spaces, it enter youre going to get three results. The middle one with this dark graphic that's what you want to install so just install this now chat GPT when you access it through chrome youre going to have this button right.

Here that says web access okay. So now if you turn that on before you asked the question and you say who won.

The Super Bowl in 2022.

It's going to reference the Internet before it gives you is answer so watch this it's writing out the contents of what it referenced and now my answer is the Los Angeles Rams here is all the information on the game bone. So if I continue to talk to chat GBT in this conversation it knows.

And it was only trains through September 2021, but now it notes. So I can turn that web access off now and I can continue the conversation about all this data that I just learned so real estate agents.

Turn on web access ask yet to give you a full summary of the current market data housing market trends in your specific city. Your specific ZIP code market whatever it is say to include the current mortgage interest rates say to include the current housing inventory in all the current trends. It will write you a full summary.

Based on today, when you turn on web access and then have it create content for you. After then rank. The block then right. The video script right and then do those things because it will be trained on current data right. Now if you are a paid user of chat GPT.

You do not have to use this web extension because with GPT for you have access to what are called plug ins, which is third party plug ins I like to describe these kind of is like.

Apps for the iPhone right plug ins or like third party apps. So you can go in here and you have several different apps that you can install for free and then you deploy them. So one of my favorites here as web pilot W. E B P.

<unk> right here you just have this turned on and it does the same thing I think it does a better job even in getting data from the web.

And you don't have to have this web access, but so there are definitely ways around getting web access for sure do that so you can get current data alright, so I'm going to end this call with showing you a couple of the pieces of value that in that PDF that you.

As scan from that QR code I gave you my top 10 tools, but I also have 10 crops that you can copy and paste and these will absolutely change the game. So I'm going to show you a couple of them real quick. This one here is trained chat GPT to fully understand your business and goals.

Basically what this does and you just highlighted and you copy and paste it in but what I'm, telling you to do is hey, I want you to generate content for me and future prompts, but before you do I want you to fully understand my business customers target audience goals and based on ever.

Everything that I'm, giving you.

All of your future responses to be based on all of my business goals everything that I answer so what I'm asking chat GBT to do is to achieve this asked me at least 25 questions about my business customers target audience, Blah, blah blah vision goals and any other necessary details to complete the upcoming task to the best of your ability. So if you call.

And you go over to Chad GBT, and you're paced it in and I'm using the free version for all those guys you.

<unk>.

It's going to ask you 25 questions about your business. So what you would do is you would take this and you would copy these questions.

And I would put this into like a Google Doc right. Just copy. These I'm just start to answer that answer as many as you can as detailed as you can the more detail you give it the more specific content youre going to get for your specific business, but copy these put them in the document like this and just start answering them. What's the name of your business Alright, My business name.

Is this can you describe the products or service boom like answer as many of these as you can and then once you're done answering just copy these answers and paste it back into chat GPT in you could say alright.

<unk> here.

The answers.

Two questions.

Taste them in below and it's going to fully understand your business and all the content that spits out in this specific chat.

See the history over here you can always referenced these old chats, but in this specific chat it's going to remember your business now you can edit this name. So like let's say this was stringer Realty right and I was training and on string of Realty I can do that and I can always referenced this and ask for content specifically for spring.

Our realty absolute game changer start with that one some other ones that I have in here is once you've trained it on your business and your goals.

This is 90 content ideas that your target audience may want enough you can copy this in pace. This in and it is going to come up with a 90 lesser known facts about whatever topic, you want right anything thats in a bracket is a variable that you can change to your specific market niche whatever now as you've trained it.

On your business and already notes. So you could say generate a list of 90 less known facts about my business and it knows exactly what your businesses and then it's going to give you ideas for blocks for short form video content for Facebook plus whatever it is whatever it is you're wanting new E mail newsletters text message.

Drip campaigns it doesn't matter you ask it now <unk> got 90 ideas. It is going to lift out once you get 90 ideas you can paste those in to this content calendar right. So what I'm asking it to do as a hey, I want you to help me come up with a content calendar and whatever type of media that you wanted to create <unk>.

Say blog podcast short form video Youtube whatever it is email newsletter it doesn't matter.

And then you're telling it how many times a week you want that to post those things. So lets say you wanted to do to short form video doing well put in short form video right here, putting the number two right here and then it's going to target Clickbait style titles for you and create a full content calendar in a T.

Table that looks like a spreadsheet and it says alright on September 4th year, posting this and it's going to give you the title and it's all based on the 90 content ideas that you just generated which are all based on your business that you just told it about so everything's working together you paced in <unk>.

The list of 90 down here boom now you have a full content calendar. It's amazing some other ones that are in here just to kind of give you an idea.

Creating a buyer persona with a list of pain points guys. You can go in and be specific about what.

What market you're in what price point, you're trying to target and it's going to lift out a full buyer persona with a list of pain points things that you can do to help that buyer or that seller and then you can create a targeted ad or even just content you create an E mail.

You can create a short form video addressing and solving the problems of that target buyer persona, it's amazing any youre very specific because you've trained chat and GPT on your specific business. So it's not giving you random generic crap right.

Giving you good stuff and so that's a good one I have craft the perfect blog post remember I told you I would show you how to do the blog post all you have to do guys is so simple copy of this prompt and I'm not going to redo the whole thing because it's long, but basically what I am telling it is hey, I want you to be a proficient SCO content writer I want you to give.

Me at least 15 heading and subheading <unk> four I wanted to look pretty I wanted to be 2000 words I wanted to have in F. Q section blah Blah blah Blah blah right. The only thing you have to do is put in the title of your blog at the very end and see how it says <unk>.

It'll have your blogger topic well, what's the one we did before that was I think it was top five tips before selling your home right. We'll do the same exact thing all you do is hit enter and again. This is on the free version look how beautiful. This is first off you have all of the headings and subheadings and.

You have invest in small upgrades for big impact the <unk>.

Price it right from the start partnering with a knowledgeable real estate agent and then you have a conclusion and faqs that ethane queues are going to help you with Google because Google is going to reward you. When you are answering questions that people have and so this is the correct way to write a blog because now you've got it.

<unk> laid out the exact way that you want and all you had to do was copy and paste might prompt that I've created for you right.

To show you analyze a specific tax for style voice in tone, you can literally have chat GPT sounded like you you copy this and you paste and something that you have written or said it could be a text message E mail doesn't matter and it's saying look I want you to analyze this and I want you to apply the exact same style.

All future responses boom now chart GBT is going to sound like you because you've put your voice in it right. So there's a lot of value. In this you can do this for listing description amazing for listing description you can generate 10 hooks for content or ads.

You get really good hooks and this is for an Instagram carousel content creator Super Super powerful information all in this one PDF for you. So I hope that was helpful. I don't want you guys to be scared of AI I don't want you to be scared of chat GPT I want you to understand that it's really something.

That can help you it's something that can really be a benefit to your business right and you can get so much efficiency productivity you can generate revenue with this thing it can save you a ton of time guys of the whole purpose of all of this is you did not join real estate.

To be a content creator you didnt joined real estate to be a copywriter you joined real estate, probably because you like serving people you like the relationships youre good with people face to face so use AI.

To help you turn next year productivity and get all the things that are low value activities that don't really move the needle and get all of those things done in a much quicker time right. So that you have more time for the high value activities the revenue generating activities.

Face to face relationship building activities to where you can service to your client at a much higher level AI is not going to make it less human AI is going to take all of the nonhuman things off your plate. So that you can be more human and youre not bogged down with all of the other junk so.

My name is still Stringer I hope. This was helpful to you go ahead and download that PDF. So that you have access to all those free tools and again I Hope this was valuable and we will see you next time.

Yeah.

Yes.

And then I switched and Liberty mutual and <unk> 10-K.

Now exactly.

Okay.

Okay, everyone listen I am so excited to share something with you today because my intention is very clear before I, even got started and jumped on this to record. This today is to leave you better off than I find you and I mean that in multiple ways I want to leave you better off spiritually financially and <unk>.

Successfully so that this year in real estate is your best year, yet I'm actually before I do that I wanted to share a couple of things do you by the way My name is Kevin Yoder I've been selling real estate here in West Michigan for about 21 years. So in that timeframe I've seen a lot in real estate and yet I haven't quite seen this market analysts.

And I will share with you some things today that I hope will allow you to not only recognize where we are but also have you locked in to where you want to go I pulled some stats up before I jumped on the day, because I wanted to get clear on what's happening right now in real estate. So for the first time in a very long time that Nam the National Association of Realtors States that membership is down.

And that's a new trend we were trending upward for such a long time and why wouldn't we home sales were at an all time high. So the housing market is under a lot of pressure and that doesn't mean that housing prices are at.

A lot of pressure it means that the agent population is experiencing a lot of pressure.

And Thats because home sales are down 25%, that's a huge chunk. So if you think about it when you look at the statistics and Youre really clear on this I think about that 25% one quarter of all home sales are gone.

And yet.

Not all of the agents that that are going to leave have left yet. So there is this trend that happens with real estate shifts. If you go back to the other shift its exactly what happened that home sales dropped and then many are holding on for Dear life cleaning on for for for hope and just wanting to stay in this business, but not actually having a strategy for that so 25.

Percent of gone. So the numbers are this we still have $1 five 8 million agents in real estate.

The peak was 199, so some agents have left and.

So here's the game that's been in place and I want you to play this game at a whole new level I want you to win this game.

Just play to breakeven they will just don't just played a pie.

This year 2023, if you want to play the real estate game to win.

And thrive in real estate, rather than just survive then stay tuned for this this presentation I'm going to give you today, because I promise you I'm going to leave you with the tools that you can install right now that allow you to take your unfair share of the market.

Opportunities lower if you take out 25% of all the sales Thats an opportunity Thats gone. So then the question remains who's going to take up who is going to absorb the remaining sales. So that's going to be those that figure out a way to do it adjust quickly pivot fast.

And maintain the mindset of winning I'm going to give you a little bit of all of that today okay.

Here are the numbers, we rounded out 2022 was about $6 2 million sales across.

Across the country. So nor has estimated that we're going to end up in 2023 with around $4 $3 million. So listen to that that's about a 2 million home sales delta between last year and this year.

And they are also forecasted that we're probably going to lose about 15% to 20% of the agent population.

So the question is where do you want to be on that do you want to be on the winning side of that or you want to go back to the Ob the dreaded three letter word.

I think we know the answer to that is you being honest with yourself. So today I'm going to give you. The tools you need in the mindset to accomplish that had this be your best year in real estate. So let me give you a pop quiz you're ready for that okay. So there are five frogs in a Lilly pad one decides to jump off how many are left so if you answered for then your math is perfectly fine, but we didn't get into real.

Estate, because we're mathematicians deadweight.

This is not a math problem, it's a life in business problem. The answer is fine because there is still five frogs.

On the Lilly pad.

Only one decided to jump, but he actually hasn't done that yet.

So if you are.

Contemplating what I'm sharing with you. This little quiz is a clue to what I'm going to share further with you today.

To be successful in real estate right now so if youre somebody that's wanting to just hang on for Dear life and have a average you have an average euro just be mediocre then this isn't for you.

Stay tuned if you want to change that and you actually want to rise to the highest level you possibly can.

The media the mediocre presentation, that's on another channel altogether thats not whats going to happen today. So this video was about being successful Uber successful ultra success successful you fill in the additive it's how to make as much money as you, possibly want to in real estate, maybe so much you don't know what to do with it but I think youll find a place so.

The challenge in this market is that of course there is.

The big 25% gone less inventory.

As removing opportunities for buyers, which makes it hard for agents of course to get the buyers into homes interest rates certainly haven't helped and the.

The result, as I mentioned only the strong survive so imagine if you're thinking about this or if youre in this place now where youre holding on for Dear life imagine a cliff and your fingers are just hanging on to that edge and you're wondering when the Hell. This is going to change and you feel yourself slipping and you know what happens if you slip.

That means you got to go back to doing something you don't love to do so now imagine if you suddenly have the strength within your fingertips and your forearms and your biceps and your shoulders and you're fielding your ads and suddenly you had the strength of pull yourself up on top of the Cliff now Youre standing there.

And knowing that you not only survive, but thrive in the hardest real estate market, we're probably never going to see for very long time.

No.

As I mentioned I've been doing this for 21 years for different markets. If I really want to think about those different market cycles and this one is this is unprecedented.

And I can remember back the first eight years of my career, so 2002 to about 2010.

I was on a roller coaster ride of income and maybe if you are watching this that's what it feels like for you to.

And.

That was all until they figured out what im going to share with you today. So this.

Is what I want to share not to impress you, but to impress upon you, but I just came off my best year in real estate after selling real estate for 20 years and I intend.

For this to be a better year, yet in real estate and Thats, even in the face of this so let me share with you is I am following the process. So that's the good news and I'm not trying to impress you impress upon you that it can be done and yes, even at a time when most agents are leaving the industry. So the question is are you ready to learn my secrets.

Let's get into it.

So I'm going to give you the five steps five steps to thriving in real estate, Okay, and if you follow these I promise you that youre going to have the same success that I did and perhaps even even a greater level.

No.

Step number one and this may.

It may come as a surprise to you and thats, Okay. Because it's my late mentored by Procter has shared with me that the success that I have had up until the point that I learn the secrets was based mostly on what I deem to be logic.

So the logic got me here than it stands to reason and in order to get me to hear and hear sometimes you have to do things that are pretty darn autological. What could you do something different we have to about face for been going left all this time is time to turn right and that means doing things that you would never think about doing step one to be the <unk>.

Successful agent you can imagine it had the best year, yet in real estate is to establish a worthy ideal what's a worthy ideal. This is a goal thats big it's super exciting, it's a little scary and it causes you to grow in the process.

Now this is something that you have to do it's a critical piece and I find that it's the one that's missing from most agents repertoire. If you are having a hard time in real estate ask yourself do you have a meaningful goal for both business and personal.

And do they meet the criteria of a worthy ideal that in order to.

But when you and at the end place when you've accomplished the goal are you a different version of yourself because of the goal cause you to stretch in the process if not its probably classified as like a new year's resolution or we call them a goals <unk> and this is a siegel the abcs of goal setting. This is the best type of goal because you can attach it.

Motions to it okay and Youre caused you to grow in the process. It's scary because you don't have all the answers lined up you don't exactly know how youre going to do it.

But here's the deal.

Is that when you enter <unk> and emotionally charged why to it then you are you have supercharged your gold process. So when you don't have the Y attached to it it's not going to work in the same way and you have to go deep on this one there is something called a seven levels of Y and that simply is here's the goal, let's just say for.

Example, you want to sell 50 homes take that 50 units and figure out the GCI for that and then back out your expenses and have a net income variable. There now that number is the one that youre going to use to drive the emotional piece because it's not the money you sound like you want to roll around and play with it.

It's going to do for you and your family, mostly where are you going to go where are you going to travel are you going to pay off some debt, although I wouldn't use the debt piece is an emotionally charged because what you focus on expansion, but you understand this has to be something that you're emotionally charged about and then ask yourself in a very important question why is this important to me.

Why do I want to sell 50 units what about that GCI is important to me and I have to write that answer Downs you would again ask yourself ask yourself. The same question again why is that important to me.

And then ask again why is that important to me and you've got to seven layers deep. If you don't go seven layers deep what youre doing throughout the first 123 and four and five usually is you're answering.

Based on.

Your brain is using your brain to think about what it is you want you haven't taken it from your head to your heart, yet and it's usually not around this number six you actually get into your heart. So go 75.

Number two is creative personal growth plan. So here's my point I wake up at five o'clock in the morning every single day.

Sometimes it's on Sundays I sleep until about seven Thats kind of my coast team day, but just five a M is called the <unk> club for a reason so what are you doing during that time.

Meditate prey visualized my goals ideal gratitude journal is called the five minute Journal I study.

Ready myself.

For 30 minutes exercise for 30 minutes as well. So this is just like in the.

Pound everything into my brain I want to learn I want to express gratitude I want to connect with the spiritual side I wanted to say prayers.

Thankfulness for our creator and then I want to go work out my body and so by doing so I put myself in such a peak state way before most people are even awake.

This is the thing about the it's connecting the mind body and spirit all in sync all in one.

The thing about the reading part why do I study because we.

We have to gain knowledge about being better.

And about our industry and about the market and so what I would recommend that you do I highly encourage you to read books on sales read books that negotiation overcoming objections someone said to me a few months back he was wanting to get better and he was listening to a call that I had and it was a record at call for sales training.

And he said can you. Please just give me what you have.

Install in me that thing that you just said I need to.

I need to just have an installed like iron man has his heart in there and I say this how it works brother.

<unk> got to do the work yourself you have to read the book and you have to go out in the world and apply what you've just learned and then you go back to Reed and its different material at that point you see because you've changed your brain has evolved your mindset is different so it's not something that someone can give you in fact, it would be nearly <unk>.

Possible to do that because I have changed as well so gained information and so that's called the rhythm rhythm of learning as you read about it and then you apply it and see it in action and then you take it back and that helps you deepen your understanding and then you can take that deeper understanding back to your body of work and it's a cycle and it doesn't just go like this.

Actually it goes like this up and up and up and up not that so imagine if you just remove the reading and study in part from the equation. What do you have left you have all that you have in here spiling around and it typically spirals downward because youre, bringing old baggage to the equation every single day going out in the workplace and real estate.

And applying what you've learned back then well if that information is not serving you know, it's just going to be a spiral downward and I feel that's what's happening with most agents. So.

Learn it and then actually apply it because knowledge without practices useless and the key benefit to all of this a big part of it a large part of it is to improve yourself image.

So.

Let me let me go there for a second I think it's critically important that I share with you. If I didn't then I'd be remiss because this is if I found the secret the key to successful living is tied into that self image and the reason is that in order to be productive and create better results and earn more money, which I think we all want to do and go past where you are.

To date, you have to first change the image of yourself I to do that so what is that image. The image would be but we have two images. We had the image that we project to the outside world.

What we see on what we see in the mirror on Facebook are friends Associates, and then we have that deep down self image. That's the really the who we are what were worth and actually how the world sees us Theres a really good book on this if you want to read more about the self image of Doctor Maxwell months was a plastic surgeon.

In the 19 sixties. So he had surgery on patients. So what he found is that you've removed their face like literally take the face off and then they would ask for a certain improvement.

And he would fix that disfigure Asian or wherever the thing was or maybe he'd changed their notes.

And what he noticed is that.

There was a change in their appearance because he made them more beautiful or whatever the thing was but he also knows as noticed that for many there is a psychological improvement to the actually showed up a more confident version of themselves. But you also found out. So this is the fascinating part about it is that regardless of how successful that physical operation was from his vantage point.

He had turned somebody who didn't maybe they had a distribution of their nose was this way or that way or whatever the thing was no matter. How successful that was there was no psychological change at all.

This is what had him go on this quest to figure out what that is so he postulated that we actually have two images. We have the image that reflects back to us in the mirror then we had the one that we hold in our minds and that Ameren inner image is what I'm talking about the one we hold in our mind when we put our heads on our pillows at night, we know who we are and.

And that's what it is that's what we're talking about and is that in an inner images change then our entire world changes. So in order to have the success that we're seeking to change who we really are at a core level. We can't just go out and say hustle and hard work. If you've tried that and you feel like you beat your head against the wall. There is a reason for it and thats because like.

Thermostat I always do this to show the thermostat so I'm adjusting the dial if you think about the image in that way. Our results are always a reflection of what's going on internally just like the dial in a thermostat et cetera, whatever degrees here in Michigan and how it's like 90 days. So we have that thermostat set down <unk> 70, so the air conditioner kicks on so we will always be consistent just like.

The thermostat the air in the room is always consistent with a degree with a temperature settings and so we're always going to be consistent with the image that we hold ourselves I hope this is making sense to you so like that thermostat, our image controls and regulates the temperature of everything we get.

We cannot run it we cannot will it so if someone says to you guys. If we could go on Youtube right now I can share my screening and gas youll find millions of videos on hustle.

I like the idea because baked within that word hustle is this essence of I'll just going after it.

What they fail the talk about is that if deep down inside the image hasnt been adjusted properly then the hard work we will eventually taper off if you found yourself going after it for a period of time, maybe you had a quick sprint that was a two or three week or a four week sprint and then you found yourself self sabotaging inside.

<unk> comes in all forms it could be just outright neglect of the things that you were doing until such time that you stopped doing that and it could be actually going out and binge drinking it could be distractions or cat videos on Youtube you name. It distraction is a big part of our self image sabotage process. So we cannot run it.

<unk>.

And it will always regulators back to our true self image just like the thermostat on the wall, where the temperature changes at the front door kicks open right now in Michigan and this warm air rushes in the temperature in the room begins to elevate.

So that's when the thermometer picks up that deviation and then of course, a thermostat says okay, we're going to get back to homeostasis back to where we belong. So for this reason that self image that I'm talking about is actually the key to success in real estate.

And that because of one word and that is consistency. Its consistency is absolute consistency. If you can remember one word from this entire yourself image thing just to remember consistency because all of your actions youre feelings.

Behavior and the thing about that too is also your abilities are always consistent with our self image they've already done the studies on that the capacity for someone to do a certain thing based on the image. They hold of ourselves. We will always act like the sort of person we can see ourselves to be in the other thing about it is you literally cannot act otherwise in <unk>.

Spite of all your accomplish conscious efforts and willpower.

So also on hard work when we get you so far because this is an inside job.

And that has been proven over and over again think about a person of one an easy example to look at it and think about a person that goes on a diet.

They haven't changed the inside they've taken a diet pill or some sort of apparatus on the outside to try to take care of the circumference rather than going right to the centers. So we look at that and we say okay that is a doing so youre doing the thing doing solution to a being problem because it's true.

Order of changes be then do then have and when we do that we're putting things in proper perspective, it's the difference between on that circumference versus the absolute center going to the center of view and then going back to the morning process. There is a way that you can change yourself image baked right into that REIT books about people that are successful.

But you want to be like so to emulate certain aspects of those individuals' someone you admire what they're up to do you want to be like that well then just just peel off a little bit and install it.

Okay. So remind me of what I would like to share is Jesus warned us about the fall we are putting a patch of new material on an old garment or putting new wine and old bottle. So if you try to just go out there and work hard its like Youre, putting that new wind into old bottle, you being the old bottle.

Rather than going right to the center so.

That's the benefit those of the benefits of our morning process is all that I described learning about your industry working on your body your spirit, and finally, reading and learning and improving yourself and yourself image. So that you can show up a better version of yourself. So that this market do you think about this as an example like to give them. This is the last one and I'll move on to CEP III.

<unk>.

We can tell.

What someone is up two in the world I can say that in a different way as well we can tell.

Someone's degree of success in some aspects in many aspects and how much they can get done or will get done in their lifetime.

Based on the type of problem that gets them down.

And I say that because if you think about what we're dealing with here. There are some people that are trying to get.

US to go to Mars and colonize another planet now think about the degree of that challenge.

Big Challenge Big massive challenge do you think that might fit into that definition of a worthy ideal I think so Mr. Musk is onto something you see that as a big problem huge problem and what are we trying to do here, we're trying to connect with people to see if they want to have us help them with real estate put our siding.

In the yard influenced them to do you work with us versus someone else do you see and so what does that take it takes studying and learning how to use sales and influence it takes doing things that other people aren't willing to do it tastes experience through.

Applied daily effort, so that you get better at it gained confidence and I'll talk about some of those things as we go through the five steps number three.

Show up every day and treat them like a job if you haven't done. This thus far now is the time.

The question to ask you saw as if you've been showing up part time up to this point, it's time to step up if you want to stay in this business. So.

Are you, claiming to hustle and you're only putting in say 20 hours of 30 hours. It's time to step it up does your bank account balance reflect the balance of someone who is showing up every single day doing the work every day.

Or does it reflect something different this is a question for yourself. So if not it's time to rebate reevaluate their schedule and then.

Start.

Time blocking those DPI as those dollar productive.

The CPA is a dollar productive activities and what are those things so I'll lead generation marketing presenting negotiating and.

And get real with yourself what are you doing what are you filling your time with if its not in your calendar then it's not real.

That happening and so if you don't have lead generation as a two or three hour time block and I wouldn't I would encourage you to think a little bit longer about that one too because if you have nothing going on should you be home weeding Your garden pneumonia lawn or should you be out there talking to people every day.

I'd like to give a little exercise which is.

To set things straight with this one gun to the head of someone that you love and you need to go out and get a new listing to fight within within let's say 10 hours could you do it.

We all know the answer is yes.

We all know the answer is yes, so because the answer is yes, then we know that if we were put to the task. We can do it. So then why aren't we doing why are we doing it you have to attach it to a bigger Y and follow this process move it into number four niche down niche your market down I'm not the only one that is going to be saying this right now, but it is time to <unk>.

Niche, what's one thing that you can learn in this business that will help you do it better than anyone else.

Choose one lane and.

And get so good it's time to go deep incentive wide you have many options here you could be the open house King or Queen you could focus on expired listings call listings call expired from two or three years ago gold mines and there are still plenty of those it just hold the $950000 land deal there was an expired during COVID-19.

You see they are out there for sale by owners something I love to go deep with that gets so darn good added that people want to learn from you because you're so good at what Youre doing.

Facebook marketing video content, social media database. So there's all these things that you could go Super depot listen I'm going to give you a fair warning here when you look at all your potential options and there are many.

Some of these options will put you in direct path. So here you are and here's the buyer or seller is a direct line there and some of them will have you moving all over the place you see that so somewhere potential some of our direct path with potential buyers and sellers and so do you want to thrive.

Thrive not just survived over the next decade, it's imperative that you find one that's a direct path or a more direct path you've got to learn how to influence complete and utter strangers to take action with you and there is a little secret there I just shared it with you now is that those that are going to thrive not just survive.

<unk> has figured out a way to influence absolute strangers.

To do business with them, it's kind of a little secret if you will the top 1% and that way because of that you realize that it doesn't matter what kind of market. It is because your friends and family should be doing visits the anyway. Your sphere of influence your past clients given what happens if they all go away and no. One is doing business and then your stock if you can't.

Walk out the door and ask someone a question and then walk them down a path to agreement Youre in trouble because you've leaned on you rested on your laurels mom and dad and cousin Bill and Joanne in my past clients they've already bought a house is trying to figure out a way to get in front of more people in them.

Fluids complete strangers to doing business with you. So this means prospecting for sale by owners expired circle prospecting you can even call your past clients as a part of your prospecting. Okay. So that's every single day, though every single day, Okay. There I said it had to get it off my chest step number five.

So then it really passionate about.

Is working with the law of compensation.

Working with the law of competent compensation.

Compensation something else I learned from Bob Roger is that our our incomes just think about this I'm a slow it down just for a second our incomes are always going to be a reflection of three factors and they are as follows number one the need for what we do.

Number two is how good are we at what we do and then finally number three.

How difficult is it to replace it so let me go back to number one and second the need for what we do so imagine theres three pizza shops on a corner of a busy busy intersection K. So busy intersection three pizza stores three corners now there is a fourth corner, that's completely wide open and vacant spot and as a guy who says I don't put a pizza shop, there well if these guys.

They're just doing average lukewarm business because it's diluted on that on that intersection then is there a need for what he does.

Can also look at say an elevator operator somewhere they pushed the button goes up with your down how about the hotdog vendor at the ball game. So there's millions of examples. This is more of a supply and demand piece. It's a as technology replaced it are there too many doing that thing I.

I would argue strongly that the market does not need more part time mediocre agents does not cause too many.

Because what happens is when you transact youre actually not able to do it at the highest level because you haven't been through it enough.

So what the market does.

Is it needs absolute probes professionals I got a text from a seller put their home under contract. We sold it for 35000 over list price just three days ago and I've been doing this for a long time, two decades and I looked at that text than I thought.

There's something unique about that there was a statement of gratitude Kevin. Thank you very much I love that and I get that from other clients too.

And then he said we really appreciate all of you have done I like that too makes me feel good insight.

It was a third thing he said that stood out to me and I took a snapshot of it and share it with my wife and I said. This is why do what I do right here. The third one is.

Forwards you are a probe.

That's it.

Our approach that is all it took them like that's it that's the missing piece here for many if youre not <unk> call. The pro than what are you doing it's time to step up. So number one is do something in order to fit within the law of compensation do you need to what youre doing needs to be needed in the marketplace you are filling a void.

So fill the void in the marketplace by being a pro showing up and being a professional true professional in all ways number two.

Is.

The need how good you are what you do some of them. One is the need for what you do number two is how good are you. What you do are you. So good at what you do that people can't take their eyes off of you. That's my own personal version of that and I don't mean like in a in a.

Pump up way or some like trying to impress people that's not what I mean, I mean that if youre on a phone call and you're talking to somebody and someone who will walk by and listen like Matt.

That sounded so great. The questions you're asking you were probing you were go in three to four to five levels keep asking the clients' wide.

You didn't let them off the hook when they tried to give you an excuse for why they didn't want to meet with you of your prospecting you stayed with them you carried it came from curiosity, you started with curiosity and with curiosity and the whole point the whole point of that is it was obvious to me that you were doing it to leave them better often you've found them that's what I'm talk.

Thing about and you'll get the result, as a result of that because youre coming from service.

That's been so good at the thing you're doing which means that number three.

Is taken care of automatically and that is the.

The difficulty in replacing you.

So get some good at what you do that.

You would be extremely difficult to replace meaning in real estate. If you left the industry Tomorrow, let's just use that as an example, and it was like someone even noticed is there's.

There's no ripple effect left.

And the market just absorbs the little activity that want that you were doing or maybe it was because you didn't do it at the highest level or maybe you weren't leading people better off and you found them.

You see that but what if you're a pro what if everywhere you wince.

Everything you touched you put your your your G&A is Oliver everything Youre fingerprint everything you touched every phone call was magnificent every appointment was on point some days, you're going to be off but most of them. You see you showed up every day and you're connected with as many people as you, possibly could lead everybody better off they found it very difficult to replace.

Is that the marketplace would be sorely you would they would certainly miss you as we get to the place that you that you can get to that level of work within the law of compensation do something thats needed I think we have it here in real estate to do it better than anybody else that you know I know, it's a tall order, but its time to step up and treat it like the craft than it needs to be.

Treated as a relative it's going to be something that you are no longer doing because guess what they've got to go do something else that you don't like why would that be is leaning into the aspects of the business. Knowing that if you left here youre going to have to go do something that you don't like.

Pardon me thing to think about and number three that you'd be so so darn hard to replace.

I hope that this is serve you today and I Hope I left you have done I've done what I promised I would do is to leave you better off when I found you. So now here's the thing.

<unk> kind of the goal.

A morning process that isn't that includes learning and studying learning from people that have done it before us create that growth plans get up earlier than you normally have yet to do something thats, a little bit illogical for many that might be a logical sugar everyday treat it like a job and number four is niche down that's down find something to getting your landing just go so deep on.

And maybe maybe it's just the thing that <unk> been avoiding so look at that to what's the thing you've been avoiding and then finally law compensation hopefully these five steps. It serve you I promise you that they've served me and continue to do that anybody else to actually adopt them. If you need to know more about it you can always reach out to me and.

Take care everyone.

Okay.

Yes.

How low are you real estate rock stars. This is Tina call and I am. So excited today can bring you a three part series called now way. So the first thing we're going to talk about is on a brand new agent I just got my license.

Now let.

What do we do when we're brand new real estate agent and we entered the business everybody enters the business for different reasons. Some people enter the business because they just need to make money. This is a job for them and they feel that they're going to be a great real estate agent because they are a great communicator other people jump into the business because their investors they want to know more.

About real estate, they're interested in real estate and they feel they can leverage that license and put a ticket and then other people really get into the business and they just say you know what and great with people I've watched HGTV. This looks like fun and so I'm going to try this I'm going to try this thing and I'm going to help a lot of people buy homes now.

There is ways to build a foundation in this business when you have brand new agents so regardless.

The reason you got into the business. The reality is we have to learn what the business is and have the appropriate mindset to be really successful in the business. So let's start with the first thing we're going to talk about is what is your mindset. What is your mindset about this business because this business is hard if you think.

About the stats one in 10 agents actually makes it in the first five years of the business that means nine people will not have success in the business. One out of every 10 and on a team three out of every 10 are going to be successful. So when you think about this business why is it.

So heart thousands of people get licensed every single day, and they don't make it and I believe it's their mindset. So when you walk into this business I want you to think of something that we use on our team called the 100 zero you are 100% responsible for your success, 100% of the time and you have to give one.

100%.

With zero excuses, so a lot of times, what I find new agents will do and they blame their CRM or they blame their broker or they blame the market are they blame their family for not using them, they're always looking for some source of outside Blaine, but when you really look at their business. They haven't really started to do the things that are.

Going to lead to the success of the business and what is this business again, the maintenance should be that this business that you are entering in a sales business.

Everything to do with sale and it has everything to do with getting on the phone and talking to people you are basically going into being a telemarketer that is what this is you have to get in front of people every single day and could you get in front of people by meeting them for coffee by going to a networking event.

By holding an open house, absolutely, but the reality is you have to have conversations and you have to Blah-blah-blah. Every single day. So you are getting paid to Blah-blah-blah now as a brand new agent. How many conversations should you have in the beginning the rule of thumb for me is when Youre starting out you.

Want to try to have five conversations per day with five different people. So your job is to set a schedule and what I find is most people are coming from corporate America or maybe there you were a teacher or a nurse or you had some other profession, where you had to punch in every day.

And whether a punch in and out every day.

And you had some sort of a set schedule you were responsible and held accountable for the hours that you produced at your job and what happens is the mindset of people coming into the business. They think well gosh I'm an independent contractor now I can just that my own hours I can have flexibility, which sounds really.

Sexy, but the reality is the reason that nine out of 10 fail because were not held accountable to a schedule. We don't have a boss and we don't have enough self leadership at this point can make it in the business. So when you think about your schedule all you have to treat it like a job so.

The next thing I would say from being 100% responsible and having zero excuses.

You set your schedule it has to be a schedule that starts in the morning. My mornings used to start at 730, I would get into the opposite $737 30 to eight I would role play my script and dialogue getting better at knowing what to say and.

We will talk about this book in a minute.

From eight to 11 I would do my al Al Al what are the ALLL that lead generation lead follow up and lead conversion. Those three things are going to be the difference makers in your business I would like to keep things really simple guy.

Al.

Really really simple and I think people over complicate this business. They started talking about social media and video in luxury marketing and all the different things, but the reality is you need to have five conversation every single day five days a week, which is 25 conversations that will lead to almost 1300 conversations at the end of the year.

If you were to close 10% of that business.

You would close one.

130 transactions, which we know it probably unrealistic. So think about closing 3% 3% of that business can you closed 20 to 30 transactions in your first year. If you have five conversations everyday my answer is yes, so youre going to have some sort of document every single day.

Now you can track how many people you're talking to.

And then you set your schedule I would prefer that you treat the schedule like you did your old job, whatever those hours, where which I'm going to imagine are probably 95, you thought you were getting away from that <unk> schedule that idea.

And in punching out at the moment, you walk away and your mindset from that that idea that you have freedom.

Failure your time, I mean seriously it is failure time so.

Want you to think like an entrepreneur, but I want you to think like a smart entrepreneur and think more hours that youre going to put in right. You were working nine to five working for somebody else now you're working for yourself and you're going to put more hours and this is the time not to give out. This is the time not to get lazy I want you putting in 60 hours a week to grow this business because the first two years are a.

Ooh Theyre bad I don't want to use that word, but there are task and thereof, and they're worth it. So we're going to have our mindset 100%.

<unk> ability zero excuses, we're going to be hungry humble and smart really hungry for the business everyday we're going to get in there and we're going to think about what we're going to do and who we're going to call in and work on our success, we're going to be humble right. We're going to we're going to eat humble pie. Our friends are not going to use us in the beginning because they know that we just got our license.

And we're not going to get Mad and use that as an excuse we are going to keep moving on and talk to the public that doesn't know that were new.

The practice on their property right with their equity can you go to those strangers and then be smart having emotional intelligence. This is an emotional intelligence business.

You've got to be self aware self awareness is everything so to lead other people first you have to lead yourself and think about it if you can't even lead yourselves.

Our new business why would anybody higher higher yields.

Think about that if you can't leave yourself, if you can't make this thing successful why should somebody higher yourself.

That has to be sharp your schedule I would like to see you use the same schedule maybe it was <unk> 95 in the office at night. If you don't have an office, which I work for virtual company I'm sitting in my home office right now wherever there is a desk wherever there is a phone and wherever there is a computer that's why I want you to set your day starts there.

First three hours of your day, our lead generation time that is your business building time that is what we're doing to build the business. So I want that to be.

Looking at how many people you can reach out to so if I look at <unk>, you're going to reach out to you I've got a little left here I want you to think about your content.

People that have helped you advertise on aerobics instructor your alarm system company your animal.

<unk>, maybe you live in an apartment talked to the apartment manager. There did you have an architect to work on our property lately talk to them.

Thank you Barbara bartender, hopefully youre not hanging out at bars, but youre bartender who ever so from your cancel your consultative people right in your life of financial planners and anybody that's done any sort of service to your.

Your mutual fund company whoever and when you think about the list right. All your Soi all your sphere or if you were planning a wedding, who would you invite you that wording. So go from your sphere, then go to your <unk>.

All of the people in your life that provide services, let them know you're in the business. So youre getting in in the morning.

And then I want you to set up your.

I call it $9 million box now at <unk>, we have a CRM, we have kv core, but I know a lot of real estate agents and I know you guys are going to lap a lot of real estate are terrible at technology. They are just terrible so if youre going to be terrible at technology, and youre not going to use the technology.

Just have a simple little box right at call it $1 million box.

This little box help me sell over a 130 homes per year, earning $1 million. So last all you want but this does work and the people that are are terrible at CRM start simple start small I want you to grab a little box and I want you to grab a cab right and so you're already some Amazon label them January.

Through February and Youre going to have little index cards in the boxes. So when youre talking to people right Youre, having your five conversations per day I want you to write down Suzy Smith.

The address what you talked about and her timeline, so let's say Susie.

Davidson March right now right since EZ said I'm going to be moving in three months April may June, but I always cut it in half since <unk> said she is moving in June I'm going to move this little card to the end of April I mean, let's take it in there beginning of May and I'm going to call excuse me when I get to that.

Tab I'm going to have all my leads that I spoke to in the months prior right there I'm going to pull them out and those are the first people I'm going to talk to you and then I'm going to move them down the road. So when you think about this little back. It's just a great little system you can use keeping the index cards in your car keeping index cards on your kitchen counter.

Sir you need these little cards put them there so as youre talking to people at the gas station at the local Macdonald at the local coffee shops, you can write down a little card and stick. It in your back now if you are a CRM trial, which I hope that you are you can also put those thing leads indicated core put a little tag on them and then put a follow.

<unk> campaign same way one digital one paper you pick I don't care, but I want you doing that so.

Nine o'clock to 11 o'clock.

Nine o'clock to 12 o'clock in your business building time 12 to one you take mines from one and beyond <unk>.

You would go unemployment when you are brand new youre not going to have appointments. So right away you might but not maybe not every day. So I want you to make an effort to get out and look at properties and want you to know the neighborhood drive around make mental notes of brand new construction go and meet the onsite age.

<unk> talk to that person talked to onsite agents and ask them when I have a client would you mind if I do my buyer consultations right here in the model home would that be okay. With you most of them are going to say, yes, and why do I say, bringing our clients too.

<unk>.

Our model home, because youre selling houses emotional and so if I can fit with our clients and a beautiful model home, maybe its a $2 million $1 million model hump, even though they might not be able to afford that that gives me the opportunity to pulse and emotion out of them get them excited talk about do you love. These countertop you like this backslash do you like hub.

Living room opens to the.

Kitchen or would you rather have more walls and more partition do you love how big the yard is do you like to look at this neighborhood you are having conversations youre, putting the customer right, there, where they can touch and feel the product that they're about to buy.

So I love, having the model home.

For my office space, and Thats, where we teach our agents to meet other people. So youre going to go look at properties, you're possibly going to maybe go visit some open houses that's a great way to get to know the product in the inventory and other agents in the area. So I want you in the morning regeneration.

And middle of the day take a lunch lunch and mindset break in the afternoon go on appointments or tour property. If there are no new construction neighborhoods in your area, maybe you live in.

Downtown Boston, I don't know and Theres really no new construction in your area I want you to go in and they can property I wanted to go to a different price point I want you to look at the inventory I want you to get to know your product your product really really well nobody nobody can touch him.

Last thing is the tools what tools do I need a brand new agent to get started.

Beautiful thing about working at <unk> for me is that everything I need to run my business is included in our $85 a month for brand new agents, we have our TV core so you've got your CRM tool, which I love there is a way to make calls through kv core, which I think is amazing.

The next tool and join a mastermind group.

There are so many mastermind groups at DXP royalty when you joined the company you name a sponsor and that sponsor probably has knowledge or they themselves run mastermind groups every single week ask your sponsor, whereas the best Mastermind group for me to participate to learn from agents that are ahead of me in the path of success.

And carve out one or two masterminds a week for US. We have won every Friday and 11. We have won every Monday at one and so it's really really important the third thing is junior classes, we have about 70 classes.

Yes per week any <unk>. So I want you to get into the University Center and I want you to look at the class schedules take the brand new agent classes and then from there. Once you are done with the jumpstart.

<unk> to put one maybe two maybe three classes a week in your schedule because learning is where youre going to see the growth you have to carve out time in your schedule for learning maybe after lunch just from one to two year is listening to a class because theyre all prerecorded I would love to see you do that and have a notebook journal for fuel.

Your ideas and future things you want to do.

The next thing is your.

Do you need a dialer, some sort of investment and a dialer I love Mojo Dialer I Love Espresso agent I think those are great Dialers Theres Red X.

So many different dealers and what these dialers do is they pull numbers from neighborhoods Youre local area. They also put expired listing they pull for sale by owner listing. So as you scale up and you learn what to say based on the people that you are calling those numbers are going to be ready for you. Each morning, when you get into the office to do yours.

All else right you're in lead generation and lead follow up in your lead conversion.

Everything every single agent Noire season should be doing every single day and the difference between you and those other people that aren't going to make it as that Youre doing it every day because you have a job you run a company you are the boss and you are in charge. If you are not building our business everyday youre going to be one of the nine and I know, it's tough, but it's tough love because I want you to.

Make sure your mindset is correct for the business that you are about to go into sell.

Brand New agent now, let let's go through a quick recap before we end. This video number one it is building the foundation.

<unk> said that is the foundation, what's going on in here your cap your warrior Youre, 100% responsible for what's going to happen to you and youre going to take that responsibility with zero excuses 100 zero, 100% responsible zero excuses I can't say that enough. You are hungry you are humble you are smart you have got a moat.

<unk> intelligence and you know that this is a communication business and this is a business that if you are not have a good regimen and you are not.

Working on your skills everyday you are probably going to be a statistic and we don't want that for you. We want you to succeed and with the tools that DXP, absolutely will succeed as the best place for any agent to work in my opinion I Love This site and.

And you will make it number two set your schedule. If you are coming from another form of employment keep the same schedule and do not act like this is some freedom plan because you get into the business because you want flexibility from your old job you will fail without that strict schedule can keep that strict schedule and want you in the office in the morning.

Or at your desk.

Preferably from 738, I want you role playing and learning your scripts from eight to 11 I don't want you on the phone talking to people in your family or friends. Your sphere of influence calling around neighborhoods doing Jeff listed just solid call.

You can look at other other agents in the area that has sold a property and you can call around that property. So look at the just listed just sold calls online on Youtube Google Google is your friend I know on my Youtube channel, we have a lot of those at teaching you can go there and then.

And then I want you to take lunch and then I want you to go on appointments. If you don't have an appointment I want you to go and look at properties I want you to drive around neighborhoods I want you to look at model homes I want you to know the inventory. So you can be the expert.

Three of the skills right, our three <unk> lead follow up I'm, sorry, it lead generation lead follow up lead conversion. Those are your three <unk> to keep it very symbolic to see that on your board and I want you to think about everyday did I do my three al If you haven't touched the three al you are going to be out of the business very quickly so practice what to say.

This is a great book exactly what to say for real estate agents.

This is a fantastic book because it gives you some scripts and dialogues in key tools for you guys to learn and then your tools I want you to use your kv core learn how to use it become a systems winter I was never a systems lizard. So as I told you guys early on the video I used my little freedom back right Youre freedom.

So you've got your.

Months, you've got your little Index cards, and then you've got your leads and you've got exactly.

What you need to build a business. If you are a paper <unk> posted person your notebook person like me.

And then you've got your opportunity to have a dialing system. Some system that is going to poll numbers for you. So every single day you can make your five context and you can feel accomplished so guys you're brand new agent you are on this journey at DXP royalty, which I'm. So excited for you you are surrounded by.

Genius I want you to tap into that genius I want you to treat this like a job and I don't want you to be a statistic. So I hope. This video is helpful. Thank you guys for watching adheres to your success.

[music].

Sure.

Sure.

[music].

And what I want to do is we will talk about Youtube today.

<unk> been able to leverage it to close 450 homes.

Crazy part as it is just over three years. So this wasn't like a 10 to 15 year process. In fact, I haven't even been license I think I'm coming up on my.

Fifth year right now so the first year and a half was a complete struggle and then develop the system the living and system that thousands of agents across the country now are using to close billions and billions in sales. So there is no prospecting there is no cold lead generation. It is just like celebrity style real estate business, which is exactly what I was.

I just didn't know how to do it and it took me a long time.

And so we don't want to do is just kind of talk today again.

Again, if there's questions you guys feel free to ask me I wanted to give you the basics on how.

How do we.

One shoot the correct videos, but to how to be yourself on camera. That's how we attract our ideal client and that's really the hardest lesson that I learned and then from there all pizza the avenues that we used to get our videos to actually get out there to the right people. So out of my mouth, you'll never hear and I think the biggest problem.

I've coached thousands of agents for for now five years four years.

The biggest problem that we have is the stuff that gets kind of thrown into.

Our faces every day and it's the outward facing metrics. So if youre struggling with videos. The number one of the top five causes of that is because one youre only focused on views and followers right. So all we care about is these vanity metrics of how many views like how many followers, but a lot of times, we don't dig into that agent.

Or that digital marketers business and see how many deals they actually close because us real estate agents, we get paid when we actually close home sales and so the reason I say this because I went down that same path. When I started doing video every day. This was the pinnacle peak of Garry <unk>, saying you need to be the digital mirror, so I shot upwards.

The three videos a day every single day fully edited and I put those at the Facebook Instagram and all I cared about was these views of followers in the craziest part was.

I started to get noticed right I started to get noticed mainly by other real estate agents and I was getting put onto podcasts and I was getting put out there and guess what I was broke as a joke I never got one phone call and I never closed the house from it so I had to be real with myself I moved from a small town to Portland, Oregon No.

No my wife, two kids and I had to be real with myself, that's all I cared about and that's what real estate agents care about these days two of these views of followers, but they don't pay and I have had massive Youtube channels now and you still don't make a lot of money up AD sense. So there has to be about home sales right. The second thing is that's getting thrown in our faces short form videos.

We need to be doing Youtube shorts, tick tock, and Instagram <unk> everyday to grow our business I don't do one of them in fact anytime I do a Youtube sort of my channel. It destroys my channel My videos rarely are under 18 minutes 2025, 30, 35, 40 minutes Theyre going viral and there since I don't care about virality, but I just had a video.

Up 400000 views in its 33 minutes long I got a 126 phone calls in two weeks off that video right for $22 million in future volume, we're closing hundreds of home leveraging long form content and I'm going to explain why here in a little bit why long form dominate short form content.

The other thing is.

And I am going through the list of problems Ryan when I hit all your problems.

Excuse me I'm coming down I think Gulf of Covid, So I'm kind of a mess right now.

But it's the high look at me videos right. So a lot of us real estate agents and you could virtually raise your hand in the audience has a high I am Jackson Wilkie the top real estate agent here, if we've ever started a video like that and yes, I used to start all my videos like that immediately you've lost your audience and secondly, youre just like every other <unk> real estate.

Is it out there right like we.

We hate when we get called that we don't we don't earn our money and we're not worst these commissions right and we always have to convert these people well I'm going to teach you in your videos and even in your marketing your blogs your podcasts and even though when you open these videos to have agents on how you can change.

The insurers are these videos to really hook people right to answer their questions. So the next biggest problem that we have is that we're not content marketing, we hear about marketing digital marketing everyday in real estate, but we don't really know what that is we think that we need to document our lives and we need to.

Show that amount Eaton tacos and doing all of these things.

At the end of the day.

And I'm going to explain it here a little bit what's the number one thing that people buying and selling the house have right. They have a problem that they need to solve now it's not a bad problem. They.

They might sell their house and make a lot of money in equity, but there is something that came up and there's a reason they need to sell their house right and I'm going to explain how you can get to those people. The other aspect of this is consistency.

It's just going to be burn out a lot of this stuff doesn't happen overnight, but the people that are the most consistent with videos. They are the ones that we start seeing closing $20 $30 80 or $100 million from these Youtube channels.

And the other aspect of this why people fail it takes too long for results right.

The thing about lead generation through Zillow Facebook leads any of those as you get that instant gratification that at least I have a lead and I at least I have business, but I've been in the room with some of the top.

Teams in agents in the country doing hundreds of millions of production and really good conversion rate is 1% right. So you have to spend tens of thousands hundreds of thousands of dollars and you have to be able to convert these clients and that means that you need to be working them or your team has to be working. These every day that we wanted to flip that on its head we wanted inbound.

But it doesn't happen overnight, but the beautiful part is if you turn off that lead source right. The zillow. The Facebook leads Youre done do you have no more leads scale you have to work what you have my.

Video my structure my marketing efforts, they're going to last my kids are $11 eight and three there'll be able to use my videos in the future. If they want for real estate like theyre, not going away and they're going to continue to be evergreen working 24, seven so that's the issue that I ran into that I want to.

What I want to cover today right away question, there and how are you using AI for Youtube I actually have a webinar today that I'm, putting on for two hours, how I leverage artificial intelligence for Youtube and it's probably not what youre thinking most people think Oh I'm just going to use AI is going to write my scripts and do my videos for me that's bullshit homies like you Ain't going to close any deals because of <unk>.

Today. These people are calling because they want to work with me, but there are artificial intelligence AI tools that I leverage to make my videos better and to take the guess work out so I could probably leave a link or if you want just go to channel Junkies free Facebook group and you can sign up for the webinar today and it's just the free Facebook group for you.

We don't want to do is get back into.

What I'm teaching you guys today.

So.

A little bit about me she already mentioned it but my name is Jackson Wilkie.

I have traveled the country for over two years and this I haven't done it for about a year and a half now, but I've started 13 real estate Youtube channels with 13 different markets and I have closed over 450 homes from that I've also developed the living in system. So if you've ever seen anybody with a living in channel or talking about it they've came through my training and it has created.

<unk> and billions and billions in sales from its crazy so.

Just just meet my 450 homes has generated $7 $5 million in GCI now Ive got teams in agents that we split all that with but.

It's almost $8 million of gross commissions from free organic Youtube videos, and the thing that happened right.

As I spent basically a year 12 months shooting all of these these videos right all the Instagram video all the Facebook videos linked debt you name. It I was doing videos podcasts and I got discovered again like I mentioned from agents and the only people to comment on those videos were usually other agents and they're like I'm going to steal this right and I see that.

A lot today, if you go to Instagram and look at real estate agents.

It's all the same thing it is trending sounds it is the one thing that I don't like it's crazy is that 90% of the content. The agents are putting out there are these means we were making fun of our clients like.

When my biases.

They can afford 400000 and its like some me, making fun of how clients can't afford anything in.

And these really these post kind of go kind of many viral they get a lot of views and clicks and engagement, but have you ever looked at the comments section. It's always other realtors, saying stealing stealing loved this oh my God, So true so true.

And if you flip the script, let's say you had an ailment with your body back pain.

With your head brain stuff arms.

Could be your heart.

If you went to social media and your Doctor just sat there and made fun of his patients all day long would you ever use that doctor no, but if they're like hey, if you have a low back pain and it hurts just above your waste and whenever you do this move it's probably cost from these three things and we can help you right doctors lawyers physical therapist, they all have marketing down they.

Take your question and the answer it right real estate agents were on this trend, where we're just going to make fun of everybody. All our clients and then we're going to document our life and that is not answering anybody's questions and I did it right. So I can tell you that through hundreds and hundreds of videos and what I did is I went and interviewed all the shops and restaurants and bars, just like they tell you to do.

It didn't answer anybody's question, knowing about Johnny's Taco shop right.

Does that help a buyer or seller with right. It does it and even when we have people teach Youtube for real estate and there'll be like you need to go to the top five restaurants, who's watching that right if you've ever been on vacation. What do you do you search stopped by restaurants, but you're typically going to go to like yelp or Google maps or something but it's going to be when you are on vacation or travel.

To that area, but if you right now today had to move across the country with yourself or your wife or your husband or your dog or your kids or whoever are you going to search Johnny's Taco shop. So I was doing all these things that we're answering my consumers question. So today, what I'm going to teach you real quickly and I don't know, but I have a little bit more time, but I really want to open up the chat for questions because I'm going to teach them.

The sales process right and I know you guys are like Youtube for real estate you sold 450 homes tell me the easy button not easy at the end of the day, it's all about the messaging right because whether you're blogging podcasting or on Youtube you have to learn the sales method and that is content marketing like I mentioned content marketing answering the consumer's question right. That's how we develop.

The trust and that's how we get people, calling us so 100% of my business is inbound I don't convert people big to work with me and I am the Shittiest reorder ever I always say that I can't close the home to save my life. So I have only helped in one transaction that was the first one and I was so bad my business partner, Jesse dials like Youre never doing that again, but I see what <unk>.

Happened on Youtube finally, I will close the deals you just keep bringing them in.

I have not only brought in 450 home sales I have not had to work one of those deals I don't know anything about real estate, but I know about marketing right first thing about the sales process right Theres five aspects to the sales process. This is not my sales process. This is what you need to know with your marketing number one.

Problem recognition, okay. So when we open our videos ago, Hi, I'm Jackson will give them the greatest real estate agent right here in your market. So if you're thinking about buying or selling call me right didn't answer anybody's questions problem recognition means that somebody has an issue right.

They need to learn something so the second part of the sales process with it.

Ever anybody has a problem.

They do information search so.

Number one is problem recognition number two is information search what does that tell you. If people are looking to move to your area. The first thing that they do well they have a problem they need to move they go out and they seek information what I discovered over four years ago was that there our search.

Search engine optimization, we've heard of a SCO and there are actually tools out there that you can see how many times things are search demand right.

Crazy thing was it was when I started discovering this and getting away and understanding that my videos, we're not answering questions and I was not getting any business I started looking at keyword research.

Britain, Oregon was searched.

37000 times, a month I was in the Portland, Oregon market I lived in Beaverton, Oregon. It was <unk> 37000 times a month in Google I was like damn that's pretty cool I went over to Youtube and I use the tool today called to Buddy Dot Com that is what allows me to figure out what people are searching I found out that people were searching Beaverton, Oregon 370 <unk>.

5000 times, a month and Youtube what does that tell you right. They have a problem and they're seeking information and where are they doing it 10 to 12 times more.

In Youtube that also told me they want to see what the Hell, it's like to live in Beaverton, Oregon, one of the biggest aha moments in my life and if you look at the channel Junkies logo you can see it here that is actually me with a gopro because I started blogging with our phone and then I've got a gopro and this is before blogging was anything there wasn't the Walgreens and I had to make.

This thing I'd nuts, and bolts and wires hanging off of it but I needed something that I could go out and shoot with and I traveled the country. All of these markets with that Gopro and now I'm in Houston, Texas, I can live wherever I want an and I still do this to this day. So I realized quickly that people wanted to see these areas and guess what my competition.

At the time four years ago.

Was one shaky cell phone video and it wasn't from a real estate and just some random person of the Beaverton farmers market that was ranking number one for the search term of Beaverton, Oregon Crazy I started shooting videos of what it was like the liver Beaverton and these were not good they were terrible I was trying to learn how to do it but at the time. It was the best video period for Beaverton, Oregon and those video.

Started to rank right. They started to ramp now something bad happened okay.

I started ranking videos and I started making good videos at the time there was a lot of Facebook groups out there of share your videos here I'm going to like I'm going to comment on the subscribe we're going to help each other get more views. So I would take my really good video that I had the keywords are beaverton, Oregon and the other aspect of this is that you have to fill out your Youtube descriptions.

With a bunch of keywords not your contact info.

That would help me to rank my videos now I would take that video and I would place it in the Facebook group with nothing but real estate agents right and they would click on it and the view count would go up but all of a sudden I would look at the ranking it would pull my video out of ranking and I'm like what in the Hell is going on I crack the code and discovered that by sharing my video in a Facebook group with a bunch of <unk>.

Real estate agents that is actually giving Youtube false information I didn't know anything about the algorithms I didn't care about algorithms I do nothing but at the time I was destroying my Youtube channels. So whenever you hear people say don't share your videos on Youtube videos and social media that also came from me after months and months of shooting these videos and learning keyword research because people were searching.

And I was sharing these videos, but what happens is these reorders and weren't really watching it they were clicking on clicking off somewhat average reiterations came down the other aspect of that is even if they did watch it Youtube is trying to find similar audiences right.

We're trying to take your video and place it in front of people most likely to watch it that's how they can sell ads and generate the most money. So when you when you type something in right.

The video that populates at the top the top few videos those are the best performing videos for those keywords and those of the videos that they can charge customers. The most amount of money for advertisement. This is why long form content kills it right shorts, you can't make any money on shorts you can go as viral as you want with Youtube shorts, and you will make me.

$300 on your video it does it pay people do not sell anything on there you can't advertise long form videos are what rank number one right. So I started sharing the videos with all these reorders and then it started to share my videos with people that thought would like it because these people are watching and they werent and my Clickthrough rates My average reiterations everything plum.

<unk> and my videos never rank. So one day I told my partner JC I'm like do we need to stop sharing this thing he's like why that's the best we need to build that I'm like nope.

See what it's doing in my analytics. It is killing US we stopped sharing our videos and we allowed the Youtube algorithm to go out and find the actual correct people in our suggested views started to double so now our average reiteration of our videos back in the day was three to four minutes in the suggested videos because Youtube placed in front of the right people because people search they find.

My video and then they go Wow, there's a lot more other people out here that are searching about Portland will place. These videos out there because they are performing so well right.

That is what happened now my time started doubling okay.

Now I actually have average durations of $10 $12 15 minutes right and that's the only watching $30 $40, 50% of my video, but that means my video is now our 2030 minutes long in a ranking number one because I keep people's attention the longest.

Number three it's not that easy anymore. There is a lot of real estate. He just doing it some of these my market Houston I have 30 of my students with living in Houston channels. So it's getting more competitive but the good news is.

If they have a problem.

They search they seek information number two and three evaluation of alternatives right I always give the example, I am getting into real estate investing right now I've made two investments for short term one of them was a disaster of selling that one right now the first one I'm going to keep but I've learned that that's not the route I want to go right I want to get into.

Do something a little bit different when I seek information about this I typically trying to find people who are in my niche right. Maybe had a short term rental didn't work that well and here's how I dug out and here's how I made it what we think in our mind is grant Cardona is the best So I'm just going to learn from him, but I don't really resonate with the Guy who is sitting there going on out here right now.

By these 5000 apartments for $500 million and I'm going to teach you how to get rich unlike barrel without any my situation right evaluation of alternatives. So if I'm going to seek how to make a better investment than I kind of got my asking for my first one and a guy opens as video or girls says Hey, I made some short term investments and they did not pan out, but I transitioned.

Into doing X y and Z and I actually started to cash flow and I built my portfolio that way that is the exact person I want to learn from right. So when we think Oh my gosh I have to go out there and they have to be exactly like these agents and see what they say and scripted.

Never going to be yourself, homies eyewear T shirts shorts, Jordan's will brands in every video and I get thousands and thousands and thousands of people, calling everyday begging to work with me I'm. The Shittiest reorder ever did I mentioned that they don't care, how long I've been doing real estate when I started in real estate and I would go to these listing appointments, where I cold called they would always ask me Jackson, how long you've been doing.

Well or how many houses if you sold them like none right I always see the comments on all the Facebook groups or if youre getting asked that you're wrong I'm sure you realize that I didn't know how to nice right I had to figure out a way to get people to call me and I've never to this day with 450 home sales had to do the transaction work with the client, but I've also never been asked how long you've been doing real estate Theyre, just begging to work with me.

Right.

To answer the question I am myself, unapologetically, and even like meat or they don't the good news is there's a lot of other students that I have or real estate agents that are in my market and they're different from either not as loud theyre not as outgoing theyre, not whatever and I and my turn off to a lot of people and I you know there'll be like do that Jackson to be low.

He is annoying.

But for some people they like that they're like Oh, My God I'm, a deadly I'm always talking about my kids I got my kids and have my videos are making fun of my partner like My my business partner, Joe and we kind of have a fun back and forth and when the people call us or like I have watched all these other Youtube channel you guys are the best we just love your personality like there's nobody more funding, we just really wanted to.

Work with you so I'm sure the other agents get the Oh, they're there they're not for me, they're not serious enough and we get the Oh, We love you right. So the fourth thing is purchase decision rights and now what they've done is they seek information.

They've found kind of the person that they want and now theyre going to make a purchase decision. So when I started this Youtube journey. It took a long time to figure. It out then I figured out the blog and the channel started to grow right I started to get more views more subscribers, but I still wasn't getting any phone call. Just a couple of random messages here and there and I was sitting there with my.

<unk> at the time.

The manager of that branch and he's like Dude you guys are doing videos like I've never seen a real estate like youre growing that I've never seen it like the student I've done videos I've been on every stage how much business are you getting from it and I'm like.

Nothing really is like nothing and I'm like yes. It goes do you ever tell people to call you and your videos and I'm like no Dude you can't do that sales like everybody says that's two sales.

If youll turn everybody off he does know Jackson people are idiots you have the two it is what he said not many people are idiots you have to tell them what to do you need to start telling them in your videos to call you and that you do relocation. So I came up with a call to action that you hear across thousands of different videos right.

You know if.

If you're thinking about moving to Portland, Oregon, That's where we get calls every single day from people moving and relocating here and we absolutely love. It. So if you're thinking about moving anywhere in Portland make sure you give us a call. She does the tech send us an E mail. These nights weekends, we got your back when move into Portland. The next day, we had 14 phone calls that people were like Oh, My God I've been watching you for months I didn't even.

I know you were in real estate, Hey, we're moving there we got a budget of 800000 can you help us by our house and it changed real estate forever. So that's the thing that you guys need to realize right out of the gate, whether you're blogging podcasting doing even Facebook or Instagram real don't sit there and make funnier clients open up every video with a question that your consumers have right. So.

I've gone a long time I think we're only 30 minutes. So if you have more questions unless if you want to hop onto you can but one of the questions. I got was what setup you use camera, Mike software I'm using a Sony cameras <unk> 10, and this is a I don't even know I'm not a tech guy.

This is a assure microphone it works really well my outdoor combination I love logging with Sony camera and I use the dji wireless microphone.

It's been amazing so if you look at living in Houston, Texas, There's a lot of channels, but the biggest one.

And it says the original you will see that I actually.

What we've logged with and I have the little microphone on my chest. So does Joe.

So that's kind of what we use out in the field and then Gareth as how long did it take you to see the first deal from your marketing question that I get all the time.

It really depends certain markets are hotter than others certain agents get do better on video in those videos perform better I've had deals. So the fastest channel that I ever grew was in my hometown. So the third Youtube channel that I grew was in north, Idaho, and Quarterlane, Idaho as before the pandemic. So I started it in Portland, and then it took me forever to figure it out once they figured it out I went.

The Seattle started channels, Seattle learned that that market was more expensive and it kicked our <expletive> and then I went to north Idaho, because it was way cheaper than everybody was moving there in that video or that channel within the first 72 days I had 1000 subscribers and we had $13 million in contract or closing in the first 70 days. So that was the craziest one I have.

<unk> had and then we've had students within one video have three leads and then some of even my channels takes six months to even start getting reach out. So this is not a game where youre going to build it to get leads today right Youre building for the future I live wherever the Hell I want I travel all the time and I have 13 Youtube channels across the.

The country that are working 24, seven for me I get a paycheck a commission check almost every other day from those videos and these are videos that I shot three to four years ago right. So I don't care about today on building for the future and so that's what you have to do with your real estate business right is build for the future.

That's all the questions, we have and I think I'm right at about 30 minutes. So if you guys have any other questions out there is anything else Elisa Jackson I just have to say you are if you are living the dream.

And I love that and one of the main things I mean, this is such a really great you crammed in 30 minutes.

But one of the biggest things that I was thinking about what it's like.

Wow the way that we think about video is really wrong.

I mean, theres, just not optimal I guess I'd add.

Everybody's heard like Yeah go around our restaurants do that and you're like Okay. Yes, and you are just out there doing maybe the navy that is just a little old school and so everything that you're saying it's almost.

The opposite of what we think Super interesting well. The thing was like you see some of these agents doing it in a lot of times, they're they're bigger agents with big teams. So they can kind of high to justify theyre doing a lot of deals and I will say that when I was doing the digital mirror approach in the restaurants I was getting noticed out in public like all the time Youre the videogame Oh My God.

Senior everywhere.

But they never asked me.

To help them for real estate right like it just never worked for that so I see why like certain agents do it and they have a lot of volume and big teams and it comes across and they get put on stages, but I started a podcast four years ago, where I started talking to all of these agents that I was seeing do it because I was so jacked on it and afterwards.

Started asking them to do that was amazing do you're killing it and that's what it is it's all real estate and I'm like how many deals you closer like well I mean, I can't even quantify it but I know it is helping that was the answer every time, an mi I have my books. So we check it out of the $1 billion channel method and go to audible because I do the whole book, It's me and I don't even redistribute it is my <unk>.

Sorry.

You have zero idea how much pain I went through to develop this system that not only is being used by thousands of agents, but it's being duplicated by other digital marketers because it works so well right.

That pain that I went through brokers, a joke wife depressed on the floor new market don't know anybody it took a year and a half to figure this stuff out and.

You kind of live the dream and the mindset right now, but I still haven't done <expletive> to really say that and I have to reflect sometimes go Oh my God, that's crazy, but I just I know from the pain that like doing those videos. It never closed any deals and I almost went back to working power lines is alignment do.

Because I was so broke and then I just stuck with it youll hear in the story, how my partner Jesse Dal. He bailed me out and gave me like 20% of his business to just.

Do signs and stuff, but I kept on the path and discovered this system. So I just yeah, it's funny, how real estate and we go to all these marketing conferences and the problem is you.

You sit there and you listen to this person on stage, who has a Instagram account of a million people, but they're a magician out of Australia and you like.

And to give you all these great. They tell you what go live right now in Tag Me Thats. Your first meeting and we all get excited but it does nothing for your real estate business right and then we pay for these programs and then like do this trending sound and its a trending sound right.

If you turn on your Instagram everyday and it was organically you doing live video is taking the top five questions and what I would do right. Now is I would talk about the interest rates in this crazy market right now.

What's your biggest fear of the real estate market, 7% interest rates and you probably have a 3% well I'm going to give you a couple of examples of clients that I've helped in fact I had five conversations with clients last week about this three of them I told them. It was a terrible idea to sell two of them. They are actually moving and taking this advice right isn't that a way better video than like a trending.

Sound or a meme, making fun of a client because theres. So many people out there was so much equity in their house.

And they do want a newer bigger house, but theyre fearful to 7%, while there's a lot of new construction developments out there where you can go in and get a 4% interest rate right now.

I'll do it with their lending so that's a video that I wish you would on Instagram and Facebook over a trending dancing zone at all.

Any any day, that's the biggest question that I'm getting right now I mean, that's what everybody wants to know.

[music].

All right Mark and C level, everybody. So I'm super excited to be here today, and we're really going to focus on what we call client funnel now I understand that as an agent you probably have some kind of web site already and so we're going to talk about the three different types of websites, we're going to talk a little.

About why your website may not actually be converting and then I'm going to walk you through client funnels as a whole. So you can kind of see what that client experience looks like so in terms of looking at your website I want you to think about it. This way there's three different types of sites that you are probably going to end up running across the first is your typical.

<unk> <unk> and these are websites that generally are going to focus on what we call top of funnel. The people who are interested in the property, but are not necessarily interested or care, who the actual agent that's giving them. The information is so those are great. However, youre going to find that the challenges you will run into with IBM.

Websites aren't the first is that it takes a lot of money to drive traffic to those sites and so you're generally going to have to have the big budget and because you're generating so many leads youre going to the next thing Youll end up finding is that it's going to take a lot of automation and in a lot of cases, you'll find bigger teams who have those really big.

I just will also hire an inside sales agents or and I say for sure and so for an agent who is like dairy relationship based dairy referral based IV X sight and sound angry and theory, because you're like yes, im going to generate all of these leads and you end up struggling to actually convert them because the way that.

They need to be converted is very different than he would convert a relationship or referral based sort of client so I have great.

Great option. However, there is a lot that you have to build out in your business to be able to make them profitable and the other piece of it is that <unk> <unk>.

Generally have about a 1% to 4% conversion rate, maybe 5%. If you really really really really good and you have really awesome automation and you have an awesome IFA. However, most agents will find that they get maybe a 1% to 2% conversion rate and so youre going to find it's a lot of money a lot of time a lot of expense for very little conversions.

And so that's why a lot of agents get frustrated with IV X sight now the second type of web site that we see a lot is what I call a digital Billboard and these are websites that youre going to find our beautifully designed like agent spend thousands of dollars with all the big companies and they get like these gorgeous images.

Credibly beautifully done and that the challenge that you run into there is that there is generally only one call to action and it's just a little form that this contactor and youre going to end up finding that it is going to be a great a great digital Billboard where if you're doing a lot of farming or you're doing a lot of radio.

So you're doing a lot of Neil or is there something along those lines. When people look you up your site is going to look gorgeous. However, theres not really a lot of opportunity for conversion and so youre almost leaving so much opportunity on the table, especially if you're a relationship or and or referral based <unk> and <unk>.

That's where client funnels come into play.

On the surface look a lot like your typical website. However, once you start getting into it it truly create a client experience that feel.

Very familiar to what what are clients.

Our used to so I want you to think about it like that.

When you go to the Doctor's office and you you walk in you sit in the waiting room. The first person that you generally will interact with is a receptionist and you probably talk to the receptionist. When you were scheduling. Your appointment then you go and see the nurse and then you go see the Doctor and then you come back out and you can see billings, who takes care of your insurance and so on.

A very streamlined process.

In real estate, so often we get a phone call thats like okay, I'm ready to start shopping youre like great. How many bedrooms, how many bathrooms, what price point and what city.

Hop in the car and let's start driving and.

What we find is that that's actually not the client experience that clients want they want speed. However, they want a thorough and deep are sort of connection with the agent that they choose to work with and so that's what clients. So let me just real quick share my screen here and I wanted to show you what that ends up looking like.

So bear with me just one second here.

All right so.

Yes.

He is our kind of the visual of what client funnel look like so this is obviously not what the clients like to see but this is what they will feel as they go through it. So your typical client funnel is going to it's going to be where you drive all your traffic. So I want you to think about like if you're a big on social media, you or call to action instead of being focused.

Around like.

Contact me, if you need an agent because the truth is when you if you're only call to action. Its contact me if you need an agent what you're ultimately, saying its if youre not ready to buy or sell a property right now youre going to add.

It's almost a waste of time for us to have a conversation and so we don't ever want to put that message out to the to the public and sell instead, we focused on driving traffic through our client funnel.

Let's say for example, looking at some of these other options maybe in your email you have a button that says.

A bug a call on my calendar and that drives the traffic to your client.

Our son agents when they do open houses the print.

Ashish that they'll put up throughout the open house that has a QR code that then drives traffic to these client bundles. So theres a lot of ways to actually get traffic in here and keeping in mind that these are not meant to be your AD driven sort of landing pages. These are meant to be pages that you are driving traffic to that you've built some.

Kind of relationship with so let's say the latest generated you are now driving them to the first page, which is the commvault page, where and demonstrate all of this for you. So you can see why don't everything looks like this.

Commvault paint and focused on answering the question can I Trust you because if the client does not know if they can trust to you you will not get our business. So I can tell you personally there has been so many instances where I've gotten a referral and so instead of just being like Oh, Let me just call the person I asked.

Please send them to this page and they're able to see all of the social group.

The clients that I've served a little bit about me and really focusing on how we're going to help them that by the time, we get on the phone with them. There is never the question of how long have you been doing that how many houses do yourself because at that point theyre trying to qualify if youre a good agent or not once they go through this process <unk> already seen at your great agent they seem that they are.

We're not the first ones who've done this with you and so that's truly what does commvault paint.

On the backend. This actually also gives you the opportunity to automatically capture their information into your database, so that youre not having to remember later on to go and add them into <unk> or into follow up asset oriented time or whatever platform that you use and so once they actually scheduled the meeting.

Then the next step as it takes them to an intake for them now I think that agents actually have more resistance to this than the actual clients deal. So the way that I generally presents us because what you'll find is that every step of these client funnels are very much focused on framing.

If I were to say to a client going back to the console action. If I were to say to them, Hey, I'm really busy right. Now can you just go pick a time on my calendar and we will talk later that is going to come across very brash and there it sounds very self serving and so theyre not going to be interested in doing that however, if you flip it around to say look I know how busy you are in a definite.

Don't want to waste your time going back and forth. So why don't you pick a time that's most convenient for you on my calendar Shake out here is the link and people are like great. That's often now when we get to the intake form same kind of concept and you're like Oh, I don't really feel like asking you. All these questions, which I don't think that most agents with Fei, but sometimes that's how the.

The consumer here is that because we're not intentional about the way that we actually sell.

Instead, when we're collecting it then takes intake for them the way that I generally presented to the client.

After you schedule your consultation youre actually going to be redirected to our intake form it's kind of like when you go to the Doctor's office and the Doctor gives you that the information to answer all the questions about your medical history. So that they can make sure that when you actually spend time together. They can focus on whatever is most important to you and not sitting there asking your $8 million question.

Ends up wasting a lot of unnecessary time, and we can really dig in and focus on yield so that takes them through and take form and then depending on if it's a buyer or seller and if it's a buyer we actually take them to a buyer negotiation workshop now.

Field prior agents a lot like your typical sort of.

First time buyer workshop. However, this comes back to framing when we focus on the negotiation element of it and not so much on the first time buyer element of it.

The people are very willing to go through that because number one they're excited and number two is the fact that when when we see the market start to shift everybody starts asking is this a good time to buy like.

They want to make sure they're not going to end up getting screwed over and so when you are presenting at the workshop youre really focusing around the fact that it's going to give them. The most up to date and relevant information. So that we can make sure that they know exactly what's the deal to make a great decision during their purchase and 10 times out of 10 people go and watch it they love it.

And the other thing is a lot of times they find that agents will go through and actually explained the process during the consultation and what Youll find happens is when you do that.

Overwhelmed by the information that there is no pause button, there's no fast forward rewind. They can't go back to and remember what you said and so when we're talking about the workshop, we always tell people like <unk>.

And my job is not to sit here and talk to your offer an hour and a half it's really to focus on what's most important to you. So we recorded this workshop to make sure that you have all that information and you can go back to anytime you have questions and so they really appreciate that and then on the seller side. We as we were testing through this process, we found that seller.

Are you in a different mindset like buyers are very excited about the project and there are even a little bit nervous which makes them open to learning new information because the seller is in most cases.

Already live in the property they already own the property, it's less about the process and more about the price they want to know how much money. They are going to walk away with and they want to know that you can actually get the job done and so they care more about whether or not you can sell the property then actually understanding the process and so we after some testing.

And to begin the <unk>.

<unk> the seller version into a digital and lifting presentation and then at that point, you're now doing the consultation so by the time that you've sat down with the client they have they have you've generated the lead somewhere.

They're already familiar with you than you've shown them that they can trust you because we answered that question can I trust than we entered the question of do you care about me because we have already before we ever even sat down together, we have already asked more questions than probably any other agent will ever take the time to deal and we made sure.

We delivered it in a systematic way that feels more like a process rather than just a realtor. So if we think about like when you go to your attorney or you go to your account or you go to your Doctor practices and Thats, how we deliver a great experience and we get our clients to look.

As professionals, rather than just a real turn where youre just one of many.

Really makes you stand out and streamlines your entire business process and then the next video we're actually going to talk about how this information becomes the foundation of your systems. So that you can incorporate things like selling agent in a virtual assistant so and then the last one is can you help me and so youre showing them your notwithstanding yes I can.

You are actually showing that here's what we do to help you achieve your goals and so now when you go to the consultation is an entirely different experience because they're so excited to sit down and talk to you and they actually come prepared and youre not sitting there talking about yourself you get the focus on that and if.

Of anything a lot of times, we hear agents say things like well I don't Wanna system is my business, because I don't want to lose the personal touch well. If you think if you really think about it when you take them through this process. You are essentially system I think it's a process and and freeing up the time. So you can actually focus on the <unk>.

And chip because the truth is you are probably already doing all of that just not doing it in a way that is systematic scalable and streamlined. So that you can then focus on those relationships so with that let's dive into the actual of pages. So I can show you that.

Each of these pages look like and how the client experience sort of evolves from here. So we're going to do the buyer version because the seller version is pretty its pretty much the same and so.

You will find that we.

Some social proof here. So this is my own personal page and so we have the little inspirational quote here. We have some quick bio any kind of social proof any kind of awards that you have and then again going through the buyer process, specifically buyers are very much invested in understanding the process, making up there.

Decision understanding that there are steps involved and so they appreciate all the kind of baby steps here that we bring them through so sharing that with your buyers allows you to again free up time, so they're not like okay. What do I do now youre showing them curious how we're going to get you to your goal and that truly is the.

<unk>.

I tell you before it's an explanation if I tell you. After it's an excuse we do everything with the intention of telling them before so that they understand rather than waiting until youre going through the process and they're ahead of spending and they're overwhelmed and inkjet and it just doesn't make for a great experience. So here.

Art.

They actually schedule, the consultation and you'll see here that there is the other steps here, but this is the one that we've really focused them on his scheduling the consultation and as we go down here you can see there is all the past client.

Reviews, and so there is everything that they need to know that they are in good hands here. So once they actually schedule of that consultation then we take them to the buyer intake for them and so our buyer intake form is really focused around.

This is actually I don't know why this is looking like that we're gonna have to actually do the celebration.

Okay. So this is the seller version of our intake for himself very similar to the buyer version just focused on obviously that the listing side. So we are collecting all the information here, we get to update the database here, we're collecting all the information about the property now here is where the.

Magic comes in on the seller side.

I found personally when I was taking lifting that I would collect whatever information and then I would always have to go back hey, like can you tell me that because I need it for the MLS himself that ended up being really frustrating or if I was showing property and the buyer wanted to know about something related to the property. It was like Okay. Let me.

I'll ask rather than just collecting all the information about the property that we need for the MLS and we know the buyer is going to act. So that we never forget to ask and we always know that everything is in one place. So here we have.

Everything down to like have you done any work on the property did you ever file an insurance claim can you upload any documents you have here. So you are collecting.

Everything that you need to know to be able to serve the client and eliminate 95% of the back and forth. So here. We're looking at like yes, we pulled permits no we did and so on and so forth. This is the exterior features into your features and so we take them through everything that they need to know that we need to know to serve.

Have them well and so we even down to like do we need the keys or details to access the community do we need a mailbox key are there any liens.

Everything to make it super easy so that we can give the seller a great experience.

This goes and feel like are they planning to buy another property do do they know what they wanted to do with that and even getting into the shelling availability. We already know it's not just like the constant back and forth going into the finance it sounds like how much are you hoping to get to you know how much you all on your mortgage.

Are you current on your mortgage going into the association information collecting everything that we need to know and I will tell you that the seller is that complete that you will almost guarantee that the lifting is yours because they don't want to fill this information out for somebody else again, and so the fact that you've shown them how thorough you add.

Actually are youre going to find that they're like yes, like unsold I already understand that you are going to be my agent and then of course, our preference is to like do they want to have a sign or are they comfortable with.

With a lockbox like do you want how do you want the showings to go so youre asking them everything and now on the buyer side. This is the workshop that I mentioned before so.

Now one thing as I mentioned once they submit this so they would hit submit it would take them on the buyer side. It would take them to this page, which is the buyer negotiation workshop and really focuses them around.

The actual process. So the best way I can explain this is teaching them about the different contingencies and the contract and how they protect them so that as they're going through the transaction all of us that and it becomes like Okay. I remember you said that and they may ask clarifying questions, but youre not having to that's not how we do that that's not how it goes.

It just it makes for a more streamlined experience and you never have to worry about forgetting to tell them something and then on the seller side. So this is our our lifting presentation and youll find that there is actually we include like the pricing strategy, we talked about how we market the properties we focus on.

Around giving them the maximum exposure, making a hyper local impact using our network to be able to give them a great experience, how we execute on the entire process so focusing on.

Seller representation with the attorney making sure that we're we're collecting offer then we actually notified the seller as soon as offers come in which give them a really streamlined process and you never have to worry about like.

Did they see it or anything like that.

We have on our menu of services. So this is obviously something thats optional for different agents. We cover the profit very briefly so they understand kind of okay. Here's kind of what we're looking at here is a little bit about me more testimonial frequently asked question and Thats pretty much the entire process here.

So now by the time that they sit down with you all of a sudden it's like okay, well, yes, you Rmi agent and it's no longer us.

Don't know if it's going to be you or this agent where this agent if you're my age. It now we just got to figure out the timeframe and so on the buyer side, that's generally going to be the conversation that you'll have is focused around when do we start shopping and on the seller side Youre lifting presentation will become less that's a price that makes the most sense. It is going to get you the most amount of money.

And those are the conversations that are really focused on the high level now in the next video as I mentioned, we're going to talk about how to really streamline this so that when those can take form.

<unk> come in you can actually have a virtual assistant help you sort of prepare for the consultation and do everything down to scheduling your showings and making sure that you stay in Europe, what we call Youre, 20%, which is making sure that you keep your your timeframe to lead generation and lead follow up to do more consultations to.

The eight more contracts and to close more transactions and everything else. We take off of your plate to make sure that you are having a great experience so with that in mind and that's pretty much the entirety of what I have to share with you today in terms of client funnel. So we do have an agent Facebook are totally free to join it entirely around business system.

And it's called business systems for real time, So we posted there on an almost daily basis Theres agents constantly asking questions about everything from like how to run profit first down to whats the best way to you what's the best CRM, how do you use the CRM like ultimately how do we free ourselves from our businesses because that is truly the.

Joel and I felt it it's been such a pleasure to get the opportunity to present to you guys.

We'll be back with another video are all focused on really the leverage side of that and so do you have any questions. You can find me on Instagram.

Alexa Rosario underscore I also have my agent Instagram, which is automate with Alexa and then of course, you can train our agent base.

You so much everybody.

[music].

Part time agents listen up Youre, beating yourself up with a dream of and my ever going to transition into real estate full time successfully because youre trying to yet you're trying you're hiding from work you're not spending enough time with your family and its just not a lot of fun and people are telling.

You out there he just got to go all in but that's kind of scary when you're in the transition you want to make that jump. The income is not there you would need some stability to still maintain your family, while you're trying to transition into real estate full time I get it don't worry in this video I'm going to show you exactly a replica.

<unk> two step process.

Youre going to transition into real estate not only successfully but also have a fun time doing it. Okay. We've got to stop stressing. This up my name is Andy Rose and the co founder of the habit, guys, where we teach agents better habits, because when we change your habits. We change your outcomes everything else changes. So now what I want you to do.

<unk> is just take out a piece of paper and a pen.

And start thinking about this it's very simple, but not confuse simplicity with only one of them don't underestimate how simple. This is two keys to dominate as a part time agent Here's what you Gotta do.

First thing you have to do is you have to become a scheduling ninja we call. This the truest weak and our coaching program called habit University, where we teach our students you need to find out what does your truest week look like what does that mean.

Psychologically mentally you're imagining a world of <unk> is going to go part time, working part time dad or mom part time husband or wife, and then doing real estate part time, and then I'm going to do some closings and then I'm going to have some paychecks come in and then I'm going to quit my job that sounds easy.

Until you actually start doing and have realized how chaotic your schedule is and how you are being pulled back and forth into different directions, and then you ultimately burnout youre relationships suffer you get divorced you don't know your kids anymore Youre chasing deals you have commission breath. It has an awful experience.

Don't want that so you have to put on paper.

Monday through Sunday, your Truest week, what does that mean, it's very simple.

Hour by hour year day, So youll put nine to 10 10 to 11 11 and 12 towards the one one to two to three three to write down the entire day and I want you to breakdown your week into three major categories. Okay. Three major categories. So write this down you're going to write down okay. How much time.

And my spending in my job Alright, and in real estate you got to be very clear. So if you work at nine to five job. Okay. Then you put a nine to five job and then youre going to put either six to seven P. M. Our 6% to ATM real estate, Okay, youre going to get very black and white about this you need to know how much time youre going to see.

Spending your job or your other business or whatever it is you're doing part time. So you can see how much time youre going to be able to actually spend on real estate.

So write that down hour by hour, how much down I'm not going to spend on real estate, how much I'm going to spend in my job. That's the first thing you're going to write down the second theme you're going to write down is how much time am I going to spend with my relationships with my family with my friends right.

How much my wife of my Kids My family My Friends Church led the groups whatever little part of you got to put that down as well put down Okay date night with my wife fixed up every Thursday.

Home more time with the kids, a baseball with whatever youre doing youre going to write down specifically.

What time are you going to be spending with those relationships, that's going to be on weekends or weekdays you've got to write it out.

How much time and the third box is going to be how much time for yourself. Okay yourself is very important as well the Jim it could be meditation mindfulness working out it can be your church group it could be journaling, it can be whatever youre doing youre.

Our practice for yourself, Okay, playing soccer, whatever you plug into because I love soccer, So I love the Monday night eight o'clock, you better believe I'm, playing soccer Alright love It that's where I get a charges me up if buyers me up.

On a Monday through Sunday, Youre seeing three things how much time in my spending in my job and in real estate.

How much time in my spending with my family and my loved ones, Okay relationships.

The third thing how much time in my spending with myself with my creator with reflection time Recharging time My time for me. Okay. So those three pillars right. There you need to write it up.

So that's going to be your true it's week youre going to for the first time ever now have a reality check as to how much time are you really going to dedicate to real estate, you'll be surprised two things are going to happen. One is going to be like whoa I have a lot more time than I.

Okay. I can do this this is going to be great I'm going to be able to put more time into real estate and I thought this is awesome I love it.

Some of you were going to realize.

And I must be honest and sort of drugs or something because I was out of my mind I only have one hour a day.

To make a million dollars a year, that's what my dream was but I have to make 600 calls or all of these numbers a day and this is how am I going to do this and showings in negotiating and.

So youre going to realize it's going to be a reality check of okay. Let me start to simmer down and be real with what I'm doing here and then youre going to see wait a minute am I going to be able to maintain this with my family as well does that kind of a family that at a time with me because remember guys.

Don't just jump into real estate part time and then.

I'm, just going to burn about and that's it and then you don't close it.

You don't close for three months six months or a year and then youre going to be stressed out miserable chasing leads around it you don't want to live their life. So you want to be able to look at your truest week to be able to say, okay. I can dedicate an hour or two hours a day.

Can do this and then show this to your husband or wife your family and show Hey. This is my plan of what I intend on doing and you get buy in from everybody around you your wife and kids her husband, Mike tell you you know what.

We should spend some more time together, but what about this what about that so everyone's on the same page. So you don't feel the stretch in the pool of being pulled into different places and so you have to know better peace of mind, knowing that everyone. In your household on the same page as opposed to not telling them.

And then Youre working late hours or times are overlapping and youre not clear as to how much time that you are going to spend with them and it gives them time things to look forward to in the future because they may not see you Monday Tuesday, Wednesday date night, and Theyre looking forward to it because they can count on you because you haven't read it now everyone loves that because now you are being clear.

Okay. So youre truest week now Youre able to handle plan of like this is my idea. We've now things may shake and bake that going on.

Happen right.

It can be I do think theyre going to change I don't know why they shaken baby. That's one of the movie television at night. It is but there you go.

They are going to say it because they're not going to be perfect. So just like this video isn't perfect timing right. So youre going to be able to see now and look you know what I'm not going to probably be able to do as much as I thought or I can do more than I thought so truest week map it out again and share it with the family second thing, it's going to piggyback onto this.

You don't have much time now for those of you that have a lot of times, you're good you'll be a part time agent you can do showings you can do contracts you can do all of that stuff because you have the time and if people call you can move your schedule around great, but for those of you that are saying, Andy how am I going to do both my job My family I only have two hours or days.

Hours, a day to do real estate, how am I going to do this.

Don't worry youre going to be over referral leads what does that mean, it's simple you don't do contracts you don't do showings you don't see negotiating none of that you just become over federal agent, where you just connected people. So youre one hour two hours a day or the time on the weekend that you only have okay, youre going to dedicate that to prospect connecting.

With people getting leads and then they're going to pass those leads on to trusted agents in your neighborhood with ESP, we have them all over the world. So you'll just reach out and build a network with trusted referral agents and that's what I do with my team I get leads and I pushed them on and I collect my 25% to 35% referral fee boom I'm good and.

Sticking to coaching and building my team and that's what I focus on and that's it I don't want to do showing contract I don't have time for that that's why we don't want to do same thing with you part time agents you don't have to do everything is what I'm, giving you permission to understand you can just you can just past deals to other realtors and this is going to be beautiful for you why.

Because this is sustainable yes.

Yes, you won't make as much money, but you know what you'll be a lot happier in their process because youre not chasing deals down a buyer calls you hit on one of your property Tomorrow. I think you have the Hydrophilia boss you had to duck low you've got to change everything around you got to cancel this cancel that because you are running a business and you've got a job it's going to be very stressful and that's not sustained.

So at first we recommend our coaching students do part time because in one hour a day Oh My gosh, you can do so many calls so many conversations so many conversions so many closings and build it and it's sustainable you are having fun in the process. Because you are clear with the truest week that guess, what I'm spending time with my wife and Kids My family My.

Self my creator by business and you can do that for the next year or two and then give yourself more time to make that transition and have fun in the process. Because you all know if youre not having fun in the process guys.

Not sustainable and that's what we teach and our programming with our students with habits and all of that so now you know guys. It's very simple map out your truest week, if youre, a part time agent youre going to map out your truest weaker ideal week of what Youre going to do in your business and your job and your relationships and in your self to yourself theme it out.

How much time do you have audit that okay and share with your family and friends, where everyone's on the same page and second if you don't have much time, you will be over full agent collect your 25%, 35% for sending leads to other agents and have them do the showing they do the contracts David and negotiating they do all of that you guys do that and I collect my check.

On payday and that's at favorable save up a couple of deals you have a better nest egg and then you can be more aggressive in your real estate business got my name is Andy Rose as co founder the have the guys. Thank you for plug in it if you want more free resources I'm going to put up below go to Habig guys Dot com forward slash free.

Where we have a ton of free resources scripts routines to get you to go from part time agents to full time agent not just successfully.

But actually having fun in the process take care guys God bless you.

[music].

Hey, what's up everybody Ricky Ruth here. Thank you so much for being here Super honored to be here and share with you today I feel like today is going to be Super important information just for me to you trying to implant the knowledge in here and try to give that to you for that.

So kind of want to start out with how long you've been in the business 21 years now and so I went through the last let's just call. It 10 year cycle. The 2008 was just a massive crash it was like a.

Once in 100 years type deal honestly, if you look back through all of the other recessionary periods and how the housing market responded.

2008 was definitely an outlier mean, even back in the seventies when interest rates went up to 18, 19% percent home prices didn't go down and honestly, while I'm on that subject.

I really came to the point, where it's a realization that this market shift.

This 10 year cycle that we're experiencing right now is far more comparable to the seventies to the late seventies early eighties than 2008, a lot of people try to compare what's happening now to 2008, and there's really no comparison, it's literally apples to oranges, whereas in the late seventies when mortgage rates went up to 18% it's very.

Similar how the housing market.

Has responded and I will tell you how.

Number one interest rates mortgage rates went up because inflation was really high.

Inflation hit 9% last year and they.

They started to raise rates because of that they would tell you and you heard this over and over again. This is the highest inflation. We've had in 40 years will the comparing it to the late seventies when inflation went up two 9%, 10% and they did the same thing they raised interest rates. The mortgage rates went up more than doubled pretty quickly and the housing market responded very similar.

You know there were people that were sitting on eight 789%, 5% mortgage rates on their current mortgage when rates now are 16, 17, 18, and they're saying, we're not selling why would we sell and move into a higher mortgage rate same thing was happening out sellers are saying I'm not going to sell because I'm not I don't want twice the mortgage rate.

We have now even though I want to I'm not going to so inventory was low prices held solid even continued to go up. It's just very early similar to what we're experiencing right. Now. So every shift kind of has its own personality. If you will.

But the point of the matter is is that.

When you've been through the market cycles, you kind of understand what to expect I got caught with my pants down in 2008 lost everything went bankrupt sleep on France, couches and had to kind of regroup and get back in the business.

But then after that happened.

Crashes Didnt bother me anymore I realize that this is a market cycle and the closings happen every day I'm going to go through all that but for you guys that this is your first major market shift its probably scary, you're probably thinking Oh my God, what you know.

What is this you know what do I do am I going to make it and there's all these fears and self doubt and things of that nature and in securities and a lack of confidence and stuff.

And that's okay. It's totally normal when you go through this you're going to realize that wasn't anything you know bring on the next 10 year cycle and let's continue to build but what's very interesting is that these 10 year cycles can fluctuate your business say, 20%. Okay. So the downside never taken a zero unless you let it unless you slow down with the market, but on the flip side when the market.

Resurges, you can literally double or triple or quadruple your business. Okay. If you set yourself up during the shift and that's what I want to talk about today is setting ourself up right now while things are slower than it was last year and the year before but also this time of year between now and the end of the year is when youre going to plant the seeds to.

Make more money in 2024, then you made in 2022, let's not even compare 2023, alright lets compare 2020 to most of you haven't down years compared to last year. If we're doing better good for you, but the point of the matter right now, especially for new or is it to keep your head above water.

Keep your head above water expand your database and your business will explode when the market researches, which it will somebody go through a lot of stuff today.

So get ready to take some notes and let's dive right in here I talked about the difference in the crash now in the crash in the Seventeens and how closely correlated those are but however.

How are we correlate to 2008 right. So when 2008 hit and I regrouped and I understood. How this whole game worked and then I took what happened in 2008 and used it to multiply my business, So where my business tripled and quadrupled during the resurgence and that's how I got to 100 deals a year as a single agent you can do the same thing right now.

Is your 2008. So this is an illustration of transactions right now the first Red area was 2008, I know its kind of small on the screen here, but just kind of visualize. This the first arrow is 2008 number of transactions in the country that was our lowest year during that entire.

Crash back then.

The great recession, and look at where we are now the last red Arrow, where literally lined up exactly to 2008. This is 2008 right now.

And you can literally set yourself up for the rest of your career based on what you do right now, but if you sit back and you say.

Nobody's doing anything so whats why even try you know there's no need to make the calls are posted on social or are trying to build business right now because just nobody's doing anything that is wrong and youre basically thrown away your career.

You could triple quadruple 510 extra business you know in 2025 and 26 based on what you do over the next 12 months.

Unless you have the mentality that nobody's doing anything siliceous not do it not try and what that tells me is that youre in a short term mindset, you're not trying to build a career, you're just trying to build a 2023 and nobody cares about 2023, youre not going to look back in 2025 and six let's say 2026 are you going to look back at what you made in too.

'twenty three it really care or are you going to be more interested in what youre, making in 2026, what are you going to care, most about which you made in 2023 or what youre, making in 2026, I'll, let you decide but what youre going to make in 2026 is going to be predicated on what you do right now and this is the opportunity. So what did I learn back then right. The first thing I learned.

The closings happen every day no matter, what I didn't know that I wish somebody would have told me that.

So when.

When you realize this revelation.

You start the pressure starts to be released or worried about what the markets do it because they will happen every single day by the truckloads, regardless of market conditions. If you look back at 2008, and 911 dotcom crash all the different scary economic times closings continue to happen every single day no matter, what what did they fluctuate where there.

Some years unless other years, yes, but did they ever go to zero no I'll go back to the last slide. This is the worst time, the first arrow the worst time and there was still 4 million transactions more than 4 million transactions, Okay and that was as bad as it gets could it go down a little bit under $4 million. Yeah, I think that's a possibility in a really really bad year.

But the fact is.

That is basically the bottom of the barrel. Okay. Right now just like 2008, we are down to only the people who have to buy who have to sell and that's what you need to get through your head right. Now is that very few people have to buy half to sell but those are your today clients that you're going to make money on youre trying to make.

Every single prospect, a somebody who closes the deal today, they're telling you they are thinking about it they're telling you that they might if they could they're saying well we don't have anywhere to go if we did sell we'd like to but there's nowhere to go interest rates are too high whatever their excuses. They are basically telling you. They don't want to do anything right now quit trying to get them to do something right now and save them.

For later see those people that don't want to do anything today, they're the exact clients that will triple and quadruple your business in two years with them when the market researches right, but you've got a saving for a rainy day, what do you. How do you do that you put them in your database and go to weekly email at the same day of the week forever.

I only got 30 minutes here I can't cover everything, but I'm going to try.

But the only the only two type of people that are buying or selling right. Now are people that they have to buy herself for whatever reason or b, our investors investors buy no matter what they sell no matter. What these are the two you need to be concentrated on to make money now pay your bills now do deals now the other 95% of people you talk to that might do so.

They're really not save them for a rainy day, a K a weekly email got it the second thing I learned is the business is unlimited you can't do every deal out there nobody can that's why there's millions of agents and they're still all in business because theres plenty for everyone. Okay. You can't do every single deal no matter, what the market's doing theres enough business.

So youre willing to go out there and work for right and always put relationship separate transactions. He I didn't know any of this stuff I thought my business is correlated to the markets ups and downs I thought that business was there was only so much to go around you know I thought that I should just be trying to close close close.

Who cared about creating relationship I'm going to make some money and then it wasn't they can pass the deal.

Best wrong, that's not how you build a career that's how you go out of business. So if you understand these principles you can make it through anything.

Now the first thing we have to do is visualized.

The way that I visualized how this was going to play out for me back to 2008 and all in all apply it to today's market for you.

In 2008.

I I got back in and I realized Oh all of these foreclosure agents are making all this money I want to be one of those guys.

And then I'll learn really quickly trying to become a foreclosure agents working with the bank, but that wasn't what I wanted to do them you basically like an over glorified hourly work or they're making you run all over the place and Youre basically their slave I don't Wanna be anybody slow you'd want to build my own business. So I said, okay I'll do it a different way let me go represent the buyers and this is where I sort of visualizing because I knew that.

It was going to go the market was down it had nowhere to go but up let me go help the people buy these foreclosures that half off and then three years when the markets better and Theres no foreclosures and prices go up they'll sell that property us autumn upgrade to a better one and refer me five friends well Theres eight deals right. There so I knew that spending.

I'm trying to help these people buy these great deals from foreclosures, where bloom into Inspite of web and snowball into hundreds of deals and Thats what happened I got to where I was selling 100 properties year 'cause I visualize this and then committed to it and executed over the course of years same thing right. Now we know that interest rates are eventually going to come down.

I guess, it's not rocket science, maybe they stay longer.

Higher longer than we think shirt because they go up a little higher sure could they come down and then back up a little bit could cause inflation have a second wave in and we see a resurgence of interest for sure all that stuff can happen, but we know long term theyre going to settle out they're going to come back down and the market is going to explode inventory is still extremely low and the.

Away that I see it playing out is that the trade up seller is going to sell their house and then taken out going off the market net even for active listings, but positive for new listings transaction Spike and then first time homebuyers come through which there's tons of them I'll show you in a SEC.

They're going to come through and take a property off the market. So now we have a net negative for active listings. So I've see new listing shooting up transactions shooting up active listing shooting down and this is going to be to your benefit for your business. If you're in position before this wave hits, but if you sit around and say Oh, nobody is doing anything no need to go out there and create relay.

And shows what people in my market. So my business can blow up in two years, then your business isn't going to blow up in two years. When this happens it's really that simple. So we have to visualize this and start to execute command and go all in.

And understand how this is going to play out if we do certain things on a daily basis.

Okay, where are we 2008 level of transactions home prices are holding up due to no inventory right and we have historic pent up demand. The demand is coming from two places one people who want to sell but can't because of interest rates right. The trade up sellers, who want to upgrade or they want to relocate or whatever but they're just not in a pause.

<unk> two they don't want to double their mortgage rate.

But they want to really bad and that that number one that desire to do so is growing every day and then other sellers are joining that group of sellers. It's.

It's continuing to grow everyday and their desire to do so is growing everyday but they can't with where mortgage rates are but that will change and when it changes who they're going to come to to do those two deals.

If you've created a relationship with them now.

What you do between now and the end of the year is going to dictate everything in your business for the next two to three years.

The second place is theres more 33 year olds than we've seen.

In the last 20 years, you can see right here. The last time, we had birth rates. This high 33 years ago was the baby Boomers, which was 20 years before now.

And you can see that the birth rates their stay elevated for a good 16 years, which means we have decades because remember this is 33 year old. So then they're going to be 34 to 35 36, so on and so forth. We have decades tag decades of people coming into the market who went on homes, there's a lot of.

Surveys out there with millennials and you know I mean, there was one in particular.

That showed a certain number of millennials and Gen Z like didn't want to own a home for whatever reasons. They thought it was too expensive.

No. They they they're whatever their reasons are there was a survey that showed all this and it was the typical headline negative headlines type thing and when I looked at the data. It basically the biggest piece of the data I saw was that it was only like 10% to 20% of these these people that were surveyed.

Like 6000 people that were surveyed.

There was only like 10% to 20%, depending on which age which degeneration. They were wanted did.

I didn't want to own a home, which told me because I always look at the glass half full that you got a good 80% to 90% of these people who actually did want to own a home that do want to own a home.

It's insane, so you're always going to have this group just wants to go read whatever and that's fine that's great for me I'm, an investor and I own a lot of rental properties.

But I believe that you're always going to have an overwhelmingly amounts.

Of people, who want to own homes.

Maybe you know who knows what's going to happen in the future. The fact is that we've got based on this survey 89% of people that want to become homeowners, they're younger people. So when we see these birth rates, we realize there's decades and decades and decades of first time homebuyers. What are those first time homebuyers turn into they turn into trade up sellers.

Who sell that first home they bought an upgrade to a nicer when it leaves that first home they bought to another first time homebuyer or another trade up seller, who had a smaller house and then the cycle just continues and transactions continue to churn.

My point is is that you are in an incredible business to be in.

And you've got job security for a long long time do your job helped people buy and sell real estate, it's really that simple we got into this business and its really predicated on one thing helping people buy and sell real estate in mostly helping people you don't know buy and sell real estate because you run through the people you know pretty quickly now it's down to okay, let's blow.

This thing up I got to talk to people I don't know and help them buy and sell real estate.

So the opportunity right now that I see okay. We've got the people who have to buy and sell we've got to be careful here with we need to start getting better at categorizing.

Our prospects is this I'll want to if I could prospect or is this a I have to buy or sell something right now.

We need to we need to really pay attention to this because the people who don't need to they would if they could.

Those arent your clients today and the problem is you're trying to turn every prospect into a client today you know Ricky you know this person the seller said they would move but interest rates are too high what do I do what do I say say great.

Also you've gotta agents, you're going to work with when interest rates come down I'd love to work with you when that day comes in it or is it okay. If I stay in touch with you call. What's a good email lets stay in touch therapy need something to give me a shout boom move on to the next prospect. This next prospect needs to do something right now their leases coming up in 60 days they are preapproved for $4 50.

I've decided they're going to buy something period end of story there minus set the next prospect. Their mother died actually just ran into that today. Their mother died and theyre going to sell it they are not going to keep this property right have to sell right. Those are your clients today that your money today quit spinning your wheels and spending so much time on the people who.

Want to or what if they could right now in this market.

Follow up with them help them stay in touch and.

Go down that road, they may buy something not saying they won't I'm, just saying be careful they'll spend all your time continue trying to build a volume of a huge pipeline another couple of tidbits.

I've been thinking about this a lot lately and that is the circle prospecting, calling random property owners versus expire for sale by owners for rent by owners, so on and so forth.

So 90% of mortgages right now are under 6%, okay, not going to sell like let's see that's that's 90 is like 65% or under 4%.

What is it like 30, something or under 3%, they're not going to sell now there is also 45% of homes in the U S that are owned free and clear no mortgages right, which is incredible for the market.

So I'm not saying, there's no opportunities in a circle prospecting because there is I built my entire business I did nothing else I tried a lot of things, but this was my bread and butter and I built it up 100 deals a year make it a million bucks what they do.

My point is is that in this market.

We need to be a little bit more efficient with our leads are lead generation activities and in my opinion the for sale by owners, Hey, I'll sell the expires, Hey, I'll sell the for rent by owners investors remember people that need to need to buy need to sell and investors right for rent by owners expire.

<unk> for <unk> and.

And I've never been a big for sale by owner person I'm not a big fan of that because you know.

They take a little more you know you got to really get in there they're kind of it take a little more work to kind of get them going.

Some people are masterful at the for sale by owners not me, so much but I love expires and for rent by owners.

But I.

Think about that though if you're one of these is just circle prospecting all the way.

You know kind of understand that might not be the most efficient right now mix. It up do circle prospecting when they expire in one day for sale by owner for rent by owner, but you guys should all be also be doing social media. All afternoon, Alright calls all morning, Social media all afternoon, absolutely crush every aspect of that.

And you'll have a massive business.

Here, we go opportunities I see people that have to buy yourself right start categorizing and using your time efficiently investors investors buying so no matter what the market's doing so at the end of every call every single car in a matter of good or bad it sometimes has to bring a bad call back to life at the end of every call right now.

You should be saying hey, listen.

Before I, let you go while I've got you let me ask you this.

Had a great deal on a rental property kind of smoking hot deal on a rental property would you be interested.

And to just see what they say.

And this could be your next investor client on your Investor list that you're now looking on the hot sheet everyday on MLS looking to see if there's something that fits. This this investors criteria right and then you get into a conversation what do you like single family multifamily commercial what do you like.

And now you've got this new investor client here and you can also use that to go prospect some of those sellers that own those type of investment properties to see if they might sell to your new investor client, but you should be asking this question every single conversation to see who you're talking to anyway. That's also an investor because there.

By yourself.

For example me are buying houses every month if.

If the market goes down and guess what buying houses.

If the market continues to go up guess, what buying houses selling houses buying houses flip and flop it stick and they move it that's what investors do you want a lot of these people, especially in times like this.

Bill massive influence so what you have to do right. This second is you have to go all in with trying to meet as many people as you can now whatever your lead Gen sources, maybe at social media, maybe it's cold, calling maybe his door knocking maybe it's.

Open houses I don't know what Youre, saying is but you need to go all in and try to talk to 510, and 15 20 people a day get them into your database to get the weekly e-mail weekly email on the same day of the week Forever Weekly weekly weekly that way. They never forget you and now you can build this snowball up to the point.

And if you do this hardcore till the end of the year through January February going into 2024, I guess, what's going to happen. Your business is going to explode next year, because we're going to have next year is going to be a better year than this year in my opinion, who knows in my opinion is going to be a better year, and if where you're setting yourself up now youre going to be the one that has that better year.

But not only that like I said in 2026.

Watch out.

Alright, so building massive influence talking to people you don't know getting them to know you give them into your database and remarketing to them. It's not a complicated process alright, and then stack listing so I find it very interesting because.

There's markets these little micro markets like I'm going to Sarasota next week to speak of the board of Realtors and in their market when the national inventory is down 17% across the nation their inventories up 25%, that's a big swing.

There's more inventory days in the market our prices are flat, even though national prices are up like 5% to 10% nationally from January 1st their market flat prices. So these micro markets.

<unk> are different.

Right and it is local.

Real estate is local.

But when I look at that and.

One of my Big messages next week when I go to speak is gonna be like Oh, My God, what an opportunity because in that market. You can literally build inventory you can go out there and get 2030 40 listings you should you should by the end of the year you should have 40 listings.

In a market like that when things are taking longer to sell inventory is way up you've got people listing their property like that is a market.

So that you can really you need to look in your local market and to understand what this data is if you've got a redfin and look at there.

Look at the data center, that's where I get a lot where I like to look at a lot of that data. They took all that data out of the local MLS is and it's really interesting data there's tons of it and you can really get a real good handle also your local MLS really digging in watching the Hotsheet every day, new listings closed deals pennings expired, so all of that stuff.

Alright take 15 minutes every day and do that that makes you a local market expertise within a matter of a couple of weeks. It's just second nature at that point, okay. So people that have to by itself. Okay huge opportunity right now you need to really focus on those clients save and everybody else for a rainy day investors stacked your list of <unk>.

Mr clients and use the line of showed you. After every call to find out who those investors are you're talking to do anyway ask everybody that question. It figure out who they are start helping them find investments stack.

Stack listings.

Stag listings that should go without saying and build your influence and try to take this thing to the next level alright.

And before I get into final thoughts here.

When you when you start to understand the market cycles.

I do stair step your income every single year. So we've taken advantage of the yearly cycles. If you look at the yearly cycles, there's ups and downs every year prices go up and down every year, whether you realize it or not it happens transactions up and down days on the market all that stuff and it's very very seasonal every market is a little different dive into your local stats and figure out what.

Those seasons are but on the busy in the busy season, you're too busy selling to really prospect, but then also season, you've got plenty of time to prospect and build your database larger until it to prepare for the next selling season. When you come into the next selling season, you're going into that selling season with more people know who you are so therefore your business is more youre closing.

More deals next year you do it again you stair step of income every single time every year you do the same thing with the 10 year cycles, you take advantage of them don't do the same thing all the time just the same activities all year long. This you know being the same pace doing the same stuff because you're not you're never really going to grow you have to think database growth how many.

People know, who I am how kind of multiply this and really blow this thing up each and every year and then when the big 10 year cycles hit like they are right. Now then you really double down so that your business true rebels, not just grows by 10% to 20%, but triples, alright. So the big bet right now when you bet big on these market.

Trends that you feel like is going to happen.

I did with the foreclosures back in 2008 that was my Big bet I said, let me go all in on buyers for foreclosures I'm all in and then I'm going to represent them on eight deals over the next five years and that's what happened and I saw a ton of them and it was easier to sell they were half off like the easiest sale in the world. So I want you to.

That's something to think about too so I bet big on that okay. When all in and that's what happened now if it didn't happen that way and let's say it crashed even further guests what I still would because the prices went down even lower than their work guess, how easy it would have been to sell property.

That's right very easy.

Now if we go all in on trying to build as many relationships as we can with homeowners who want to sell but can't right now focus on the people who have to buy and sell and stack. Our investor list, we're going to win short term through the people that have to sell and the investors we're going to win long term because we're building. This huge pipeline of people that are going to come out the wood works when the market reverses.

But what if this doesn't happen what if rates don't go down or something happens.

And people don't come out of the woodwork and people you know never really lists or home something something different happens, let's say prices go down 30%, but you've been preparing for this big Rush Ricky said was going to happen well you still win if prices go down 30%, 40%, how easy is it going to be to sell those homes.

And in that if that happens that means inventory went through the roof. So buyers now have their choice of what they want at a 30% discount how hard is that going to be because remember there will always be people that need to buy and sell.

Masters, the Investor list, you're going to be stacking up guess, what they're going to be doing licking their chops right they're.

I'm trying to get in on all those deals. So I could go on and on here I think it'd be closer to my time Theres a lot more to say so.

I'll ride with it here, but anyway, new listings in my opinion, you are going to spike transactions are going to spike active listeners are going to drop and you will look at active listings dropped me and say Oh no.

But transactions went through the Moon and you need to be the one doing all those deals so the final thoughts here.

The final thoughts here are.

Visualize what you're doing here don't back off of the markets understand that this is a massive opportunity put a plan in place where your daily activities line up with where you want to be over the next three years and go all in because you can have full confidence in the market overall the Clos.

Is it going to happen every day that it doesn't matter. If what you think is going to happen doesn't come true doing what we're what we're talking about doing here is going to put you in a position where you win either way alright.

Alright, I'll put my tax number there tax me there for all my free scripts my email templates all my stuff.

Text me there are 2513128844, you can message me on Instagram happy to help.

DXP Con all that good stuff, let me know what I can do to help you guys build your business, we'll talk to you guys soon.

[music].

Okay.

Alright, two late night <unk> top 10 tips agent injection and also underneath another presentation for production.

Hey, guys.

I guess that really okay. Let me do this I guess, he's telling me at action or inaction I should say thank you. So much for having me today and vocals accident chickens before me.

The company in 2018, even some fast.

Decision than I have ever meeting might be able to see career I have been in vain, let's take it out for 12 years, and then probably the ESP for for the.

It seems to be nice so the first thing you want to talk about today is tentatively transaction and I think a little bit about my agent infection career suicide ESP, because I wasn't a mega icon team when I came over I didn't even have a team I had a very small little I Havent assistant 50 wasn't with ICANN.

When I came over to ESP.

If it wasn't for me has been I had people talk to me about ESG. Many times I for whatever reason didn't see or didn't want to see Navy cos.

Taking the Cooley somewhere else and he was my husband thing and you need to pull the trigger and put us now and almost four years of looking at it and.

Susan I have personally got over 240 agents in my Sunshine and my husband, sometimes so together, we have that opportunity and for the agent.

And today I think organization somebody who in addition to putting although it is over a 1040 agents as of yesterday I Didnt check. It. This morning, so I'm here to share a couple of my thoughts about agent interaction it might be a little different I am eastern European I was on the tough love I have a little bit of a different.

Thanks, and I guess online because it's coming from communism.

So im not too.

Right.

So number one when you do anything like in business I would think of it this way I built everything with social media, but when I see you have an account I mean in business that you would see all have question. It sounds I have personal account, that's where I have fun right until she media, but when it comes to real estate and seeking my business seriously I absolutely do it in social media, if I do it.

The business account chasing you just have a business profile hopefully you already have one and you have the basic I mean based on your business profile do you have to take the business curious if I don't want to see that you're a foodie I don't want to see that you love Yoga and you have a cat none of that do I Love yogurt, Yes, absolutely, yes, I love to travel absolutely do I have a booth.

Yes, they have kids, yes eating up let's see I don't think that this profile because if you don't take your business seriously. They are not going to take you seriously makes sense. So you want to look at your own business. Both things are linked to an instant down all of those as storefront.

There wasn't boulevard, a leo tariffs.

And somebody is walking down in Boulevard and looking at your storefronts are they going to come into your store or our data is going to come into mind. So you need to make sure because there's many deal terms right not only that these many of the answers in the industry <unk> and he can talk to multiyear Eli and Theyre also there are many of the hotels that are already here.

86000 devices.

Somebody who's not an ESP right now they have a choice who they want to join the company.

So I wonder if you keep that in mind that your storefront since that has to be appetizing. So when somebody comes and or what's in front of your store they actually come in to buy something so that's a business profile. So that was number one tip that information that your business profile and business mix at that time to set up for a business and make sure. They can show some deep person.

And right now I don't want you to depersonalize, it too long or too much because you still want people to truly know you my belief things in there that's such a big personality profile.

An excellent check number two and hopefully writing these down to have a new box taken 90000, hopefully learn something today, even if it just learned one thing every single day no matter how small it is even if it's a 1% change in your business by the end of the year, it's a 365% change okay.

If you change, 1% every day at CNA, 65% by the end of the year, So I I'm huge our notes.

Of course, a slight and I know that I can build homes.

Yes.

Here's my exiting globally know, Doug and everybody that joined us ESP. They can get the notebook and Athene Google Pat. This is their first get from me to them and I literally just fill it out to the last page I can literally right now writing them.

But because they ran out and 50 is shipping even if somebody can get here yet.

Personally that nexon.

It sounded like you don't say a brokerage cellular successes.

What does that mean, if you keep saying well if he can give you a tab that ESP, we have health insurance. So that ESP you can have a timeline wise I don't do stuff like that because people who can't right you want to look at it what would change lives. So instead.

Selling the product.

You still need to know that that's not going to talk about them, a little bit, but instead of selling the part that I want you to sell how it changed your life when what parts of the company that made you make the switch right. So number one I want you to create a video if you haven't yet and I want you to call it and why I joined ESG.

What I thought.

So I'm going to call. It why I joined the Expedia deal and I wanted to just see if when are you going to shoot it horizontally. So not that's why when I said in this fight right because anything that you're building into your website like you need to shoot it horizontally because we need to start with.

B why do you need to start on the into getting those kind of things to build that into a website to make sure. She is horizontally make sure you have natural like when you face and just because that just truly talk from the heart what I wanted to just cover into my IGT deal and who you are but I don't want you can go back to your childhood when island volumes, Pennsylvania.

But nobody cash, but you want to give them just enough.

Very short period of time that they have a reason to look up to you. So they can watch the rest of the year right. So you might get for example, I might have said that I wasn't taking for seven and a half years and I want to Keller Williams I think what's happening and you also said so I gave you enough information in that little segment that you're like Oh, She's just happens at auctions in the industry for some time.

Right something so they can look up to you, but not too much about yourself and then I'm going to the three reasons why I joined the MFC might be regions were.

Number one you can't actually cancel them number two is the ability to have ownership in the company no matter. If you are the one <unk> been in the industry for 40 years right and then number three is having a share. So I did come for revenue share because by the time I joined yesterday I had 30, some thousand towers in Sudan, and I would say 90% of them for the answers.

I wasn't communication between answers already trying to change lives and it was taking time away from my production, but I wasn't I never could figure out a way to get paid for that time now revenue should allows me to do what I love, which is changing lives because I love this industry and I think everybody should be I really just.

We want to be able to answer continues no ceiling for us we can do and what we want right.

So don't ask me do I want to just talk for the three reasons why you joined <unk> that this company is the best fit so whoever's watching that video can have that seeing feeling and in the very end of that video you have to assume that they are stupid.

And they have no idea why they just watch this video and you wanted to literally spell it out two years ago.

Well just send it out to him I want you to play selling and jumping to my calendar right and I want you to Dan I want to just send me a message I want you to send me an email Rajeev my cell phone number give me a call I would love to tell you more about it assuming they don't understand why you just see it in this figure and once you once you achieve that I think you're right.

And you'll see I would love if you decided to bring your business over <unk>. It would be my honest with you. We're sponsoring the company. If you would like to learn more about the opportunity just how many do you hear me. He's myself a number how are we going to do it I mean can jump into my candor and English 90 days before they can talk to me, but how do you want to do that that is absolutely up to the last one is facts tell stories.

So instead of saying that yes, you have to have an ATM program and if you start 2000 transactions of the campaign and your own Anniversarying ahead. When we got to 60000 barrels of Who's box do you have to work a little bit for those products.

With us for two years and you have any idea.

Instead of telling facts about it I want you to think of who is that person in the organization who is that person within the company that you know that we have I kind of churn that you could use their story right. So for example, I have in a single organization. If I remember correctly, you have 26 item agenda and out of those 26 Wonder woman.

And she is indeed on Turkmenistan see some extra funds from Dominion incontinence in any event, we have that in time and she joined US in the last year and a half years TICC time. So that's the story instead of me telling you about the item. So that I can tell yeah, two storey bite into her story somewhat unique so <unk> sorry, Scott.

And.

The next one is the fear of missing out now people don't join brokerages people join the people right. So because they can join thank you. Thanks for joining that means they can generally Joe schmo over there right. So soon joining the people and not have to decide who is that people are going to be of course I want to meet and you wanted to you. They want you to.

Do you have just function and I want them to choose me at their center right. So when you. Please follow the fear of missing out how would you do that by showing the good life by showing what youre going to buy showing what this company did to you by showing.

You can do business on the beach by showing that you have a retirement account I, assuming that you've only been with the company for nine months and you I kind of come back right.

Creating phony showing what the company does for you versus just talking about it why do you want them to see it in action. So for example.

That's what I'm driving my car right and not talking about what I, just what DXP, Wisconsin, Lockney niches and they're a very nice clients as you guys want to know.

<unk>.

AMG.

I don't know 20 604 are flushed out, but then it takes out it sounds like in my job.

That's what I had but anyway, what he wanted to do is not talk about the card and the company virtually but shoot a video in the cloud talking about whatever you want to talk about an agency and an icon.

Okay.

Hi.

I think it's 650 or something.

As a class.

Those kind of things I by showing that.

We can afford to go out into the Tahitian to differentially in the euro.

Okay. The next one say noted good things. So you can see yes, two great things. So other than Disney is only one of you and Theres only 24 hours in a day. So if you are constantly saying, yes to everything you are going to go on at that time. So I want you to look at thing is it's a good idea what is you said great.

I'll give you. An example during Covid I opened a few companies for I think to be exact.

Which I have some good ideas and act on it and I opened transaction coordination company.

Is it likely to make money isn't that wasn't a lot of headache and did quite a lot of my time in his daily detail oriented for very little money.

Absolutely. So how long do you to look at this lets say you have choices. This only works if you have choices right. So let's say that this company's ICR. It takes eight hours of your time okay.

And it makes you, let's say $1000.

And then this company here it takes two hours of your time or even data. It takes one hour of your time and makes is $7000 in that one hour.

Where do you spend your time she spent eight hours here for $1000 or should you spend one hour here for $7000.

Right. So you need to features have the opportunities and good opportunities in the great opportunities and when you have multiple and you get to choose but that only works if you're truly making business decisions I've seen decision I don't care, how this company needs to feel at the end of the day, what some money and if there's something that makes me little money for the time.

And then you need to spend the time here. So I want you to think everything too in the future are we spending your time and look at your calendar.

Some of you like well I don't have time, please and taxes I'll make sure. Let me have Kevin just because I can guarantee is I believe five minutes I conclude some stuff up and you will have plenty of time for agent injection. So say no to that so you can see great things.

Actually Dan to be linear.

I am and <unk> said that I am looking for the people who are looking for me.

I don't want to be business partners and people that don't know cathie I don't want to be.

As you all know right I want to hang with my people in a way than I can control, who is 90 people in 19 Global family organization is by showing the rules of who I am what I sense or what is my work ethic and then those people will find me and when they sign something in common with me.

<unk> talked to them and we have their trust eventually they will join them. So what I want you to do it yourself there to be there I don't want to be you and I don't want to have people, because you're probably not going to get along like I went to the knee and I want to find my people and again Franco said I am looking for the people who are looking for me cause this.

Wait you would create a tight T assembly of community Nicole I always the single international how many of the journey because you have internationally because we are a family of agents right.

So to one another they go children's together to hang out I mean indication that comes to my house and see if there isn't uncle <unk>. So it is truly a family and that's what I want to eat healthy I don't want to have to be indebtedness that someone I don't care, how much money I mean, if they're not my people okay.

Everyone have a gamble.

I was one of those agents when I was like Oh, No I will never joined EMC. So everyone in general right now maybe not now.

But one day, then brokers going to piss them off one day that Jack is going to be missing where money has been anything from destination in one day. They wanted something in it because it will continue to improve at a one day there whatever the cap that phase. After they spent 20 years at the company in one day, maybe they finally realized slowdown I mean, and I did spend 20 years. This company and I don't have anything to show up.

That is everyone who's got them all in the next one as well Chuck you need to check everything that you do because if you don't track that you can grow like guy. So theres a lot of charge I think theres a free one in late April.

It profiles if you go on Instagram and you go to Gogo COC.

If you go onto linked there's all kinds of feedstocks and go there.

Have a chat with you and doing and there was an EMC while charge I just suddenly that can then for you to download that and.

And Josh are tracking region.

<unk> celebrated gets dislocated.

So what does that mean I feel like the one thing that DXP doesn't have is that local community, where we can go into an office and have a pop up nicely don't have that you don't have offices I mean, some do but <unk> 15. So it is kind of awkward for me to take my 18th of organization as you said we've seen it does.

It doesn't mean that any time right. So what is my duty as a sponsor and as the leader is still solid.

So make sure that they feel at home and they feel that they belong to communities in the team of organization, we suddenly quite a lot we celebrate.

Actually I think Glenn.

If you wanted to do that any merchandise stories youre going to see it today.

Today is February depending on how Washington, Youre going to see it today.

That's one of our agent Ashington Ctrip icon and Eaton has grown modestly he hadn't branded mark for all of our iconic Leach pad.

Seems like an agent ESP anything actually issued some notes and all that Nissan notebooks in a pattern when they join us so they get a notebook like that's a welcome to T. Mobile and then note inside of it that says if you don't make the T cell and it doesn't exist.

So kind of infer things when an agent signs up with me on the application actually their birthday, and then I call who've seen category AQR.

Now it is torture.

I don't necessarily have Celine Dion weight, but is the thought that counts right is to take the time out of your day to celebrate bead and then decided to partner with you and then every month, we celebrate our <unk> and talking to those factors happened as Susie calculate from the actual numbers that we are able to see it is sometimes not the two numbers because some time because I don't get to see.

What they said is sort of tapping.

Something might be kind of thinking of uneven, but hey, these are the numbers when I get to see them hopefully today, our agents understand that and then absolutely that happens in a factor. So every month, we celebrate the person the agents who bought the most each is that previous months.

So what gets elevated again look makena and celebrating inducing you didn't lose them because agent retention is a thing, meaning you're going to work really hard to get them to come right you're going to have to work just as hard if not harder to make them.

It's a totally different game, so they don't come along that day.

They don't feel like they belong and they feel like they are not heard they're not noticed even on both of them wherever they are and you don't want that to happen.

Tools for attacks you have your own website. So this is number two such action all of that you have to have a dot com you'll need that.

Luke can become message we need on that if you're interested in that's what he does he does he puts update but number one you have to have your dot com.

I think of it as like a funnel.

You have all of the social media platforms. The themes are things like underneath him to take that to mean right and there are people out there do you have to call them today to visit takes off do you have to call them too often people small everybody got cycle. What these platforms do very very well is they they generally the traffic now more jobs, the marketer and by the way the best market when your job as a market is to take them off.

Those types of use those platforms for their traffic organically and then generate that traffic over somewhere well what does that somehow you're going to have to take them off of <unk> website say, so I'm posting a video on Facebook and telling you about the amazing opportunity for you to partner with <unk> I need to tell you click the link below because I think it's going to take you to a website and then what you're going to see my vision.

So why I joined DFT other videos and Theres going to be linked to my calendar police agencies. My calendar you have to control your traffic. If he doesn't have a website because you think that many of us who looked at it.

Talk to you you're going to lose them. If you don't have a website you must have a website.

Also I use a company called CRM ROFO Big brothers' founding.

Founded by an actual ESG agenda and allows you to post videos, but he has a track bringing that back down so you get to see who's watching those videos. So one does that mean, if somebody watches my nine minutes.

And Anthony to second ESP.

Green deal and they watched it for 57 seconds.

As you said.

Okay.

And then when we find them, but if somebody wants that and it's a 90 minute 32 second maybe when they Washington for 90 minutes and 32 seconds.

Interesting should I call them, taking let's say so I see as soon as the dominant they finished the video I see who they are because they have to put their name and email address and phone number in order to watch the video CIC everything about them and I see how long that once the deal. So I know if it was my time to the tableau not so they must be for lending facility Second Trust me I'm all over it I touched them.

How did you like video.

Like what's the.

How does she know it's big brother, So you can see I don't know if thats what I use.

Sheets, so think sheet well he called the clean sheet as our sign up sheet and on the sign up sheet.

So outside of the ICA that the age at a time when they joined I have my own financing right. He called it the clean sheet underpinning She's asking me. This phone number yes, their social media profile. So we can announce them when they come because again you want to keep funnel because as Jessica joined you hit her best friend, Kevin over to you.

Okay formal.

They wanted to social media profile. So you can take them when they join and 91 never Thank you who economies wont happen got it.

And then the gas or what have you when do you want the physical location, because you want to be able to send them love. These gifts and I told you the notebooks the months they have to mail somewhere right.

Need to know if there are agents on poker, because if there <unk> much easier and faster I can take the mining brokers I need to know that ahead of time.

So that's what we call the thing too so I wanted to teach a ogeechee, but again, if you want to know more about the discount just asking you how to treat all of these fields.

<unk> always talked about that already you'll see the group now you need to have a Facebook or Whatsapp group, sorry, one more thing because you need to be able to see that community. Sometimes my communities continues although we do a lot of we can change in a lot of luck with anything that actually comes out of that I need to be able to do gymnastics, you need to create a group or a workplace.

Lupin Media group and then academic calendar you must have content on the website and I was talking about when you say jumping to my candor, that's a casually need where it talks to your account underwrite any shows that make it available to stay between two and four of them.

So you must have challenged some of these are third party companies of course, I think the county, they have C version of stuff, but I think that so I think for Cathy I pay for Jihad ago. All of these something that third party, but you have to think about okay. Even if he just actually wanting to put a license.

So what I'm going to just get one agent eight points up.

All right.

The next one.

Okay.

I noticed that this is on the site laptops DXP calls so I after the Gammopathy and got them onto my website and in the website and get them into my calendar right I'll call. It desktop DSP and <unk> by that time be watch nine videos on my website before they can schedule because I might looks like that you must watch all 90 years before you can enter with me.

If you guys want to see if you can actually just go to go back to that comp arguably seemed like an interesting insight.

So on that one when we finally jumped on the call I only have to answer their objection I don't think I've seen the model I don't think I'll assume that all of the equity offering decided they actually may I kindly ask yeah, I'd have to do any of that because they watch the videos already right.

The next one extremely calls now I do see way calls for my timeline, because many of your agents will feel comfortable attracting or inviting aegis. Your presentation. They don't want to present I have no problem I love presenting I Love. This company changed my this is my duty to him back right. So I do see way caused worthy Thomas named Michael Gap in <unk>.

The presentation. They signed them. They are just really called us in to my website.

It's all about the website. So youll agents, you know down 19, might've guessed a new dam at two of them and you can be on a call just thought let's say, let's call them why not exceedingly presentation, so ideal presentation and they call it wind not DXP everyone.

Yeah.

<unk> agents also comfortably might any name on the antigen presentation presents a problem in the wine on ESP I do a full blown <unk> state. So I go to my way of what I Love about the company how it changed my life the item from them all of those things we call them why not kind of like a mortgage because it's at eight o'clock at night and I, usually do you still have to like so.

One of those financings with people like the National numbers Stakes and network.

Yeah.

Yeah in the people business guys people business here in the people business, we are not selling real estate, IV or selling ourselves and our services.

My job as a as a marketer right is to convince you to work with me in a real estate transaction, where she's working with Joe Shmoe, they're seeing that even in fact shut in your job is to make sure that someone chooses you as their sponsor not mean on Joe Schmo over there right. So how are you would you do that do those relationships. So even doing Colby I feel like we have got.

Often to the point, where people create personal relationship to literally being seen physical speak to someone to leave your house to go do something right number one embraced Brad I want you to believe that every single day, what does that mean, maybe by means of you actually sit down and it takes a month it could be that that's what's for dinner snack whenever you wanted you'd go to restaurants.

They've got it someone have a personal one on one conversation go to events and that's a huge because he's willing to meet people that you would not have a chance to meet otherwise and an excellent and fill the gap. So when you are going to do that.

And somebody and we were kind of teasing that this one ESP thing, but you know that if they come to in advance and they get to meet us and see how amazing at this company not only with the company offer lots of people who are in this company that's going to close them right.

Joining me also feeds the groups because theres a lot of agents in there that you might be confronted with Viking. They won't allow you to be clicking there that you can focus on relationships and I think the conversation on <unk>.

Before you take IC engine, bad just meaning uni knee, but they don't actually get through 10, they didn't give knowledge they don't share and help other agents.

It was going to be really hard guys because the more you get them all yet so the more knowledge I can share it on social media in the more agents are going to follow me and then when they follow me over time, we earn their trust and when I earn their trust.

Right and actually they buy whatever I'm sorry, so that's how you want to look at it.

Five minutes to go through 789, and 10, so let's do that.

Number seven you must know your numbers you must know.