Sharran Srivatsaa St. Louis Presentation

please welcome strong how's everybody doing that was terrible Stu so we'll do it again just to like my for my fragile egos that cool on out kind of three one two three how's everybody like you know that's all the interaction I'm asking for today right so sorry you had to watch that video my team like forces me to play that video every time and it makes me cringe but it's only like 47 seconds long so hope you were able to sit through that stuff how many of you came here on an invitation from a friend a loan officer or someone else hey can we give it up just for them for extending you this invitation awesome right so they didn't they didn't have to do that they didn't have to do that but and you guys didn't have to come so thank you thank you for being here fascinatingly I live in Laguna Beach California and it is actually colder in Laguna Beach today than it is here we have the once every three 365 days of you know 51 degree weather and tomorrow it'll be back at 70 so which is great so us Californians we always talk about the weather like always because we pay like ninety seven percent in taxes so we should at least have good weather as a part of this right how many of you are like okay this is interesting I wonder what the heck is gonna talk about we've got a bunch of like ballers in the room are like hmm what does he got that I don't know I don't know my goal here is to give you something that you can probably take away my goal is to give you one thing that you can use in your business today there is no hype there's no theory and I'm not gonna talk about a vision and a vision mission value like I don't care about that stuff I care about you and me getting rich like seven people are interested in you and me getting rich I don't like what about the rest of you and the interesting part is you're a really good Midwestern folk and you don't want to talk about money like I talk about money all the time like I let my son who's 7 years old deposit our checks you think I'm joking like I'm not joking at all like my son deposits our checks because I want to teach like someone's got to care of the family Empire when there is one right and it's important because the more we talk about the things that are important to us the better we do would you agree and so I want us today maybe hopefully this is a safe environment where we can actually talk about like simple stuff cash hey how do you write that email can you actually send nine words and still get it done do you actually need your pink font to send your postcard that you haven't sent out for the last six months I know you have like you've been working on the postcard for six months you haven't sent it out and it's okay I know why you didn't send it out because you're a perfectionist and you should rather be a marketing coordinator not a real estate agent I get it it's okay but I'm gonna be super brutally honest with you if you allow me the permission to do that like again nine people want to give me the permission to do that okay is it okay if I am brutally honest and very candid with you thank you and being brutally honest and being very candid actually sorry I'm oh you're good you're good i I am like totally a DD ADHD so I like a can okay if I stand here I feel like okay you know I feel like Fitzer king of the world right like just sorry well you didn't hear that so I I was I was born to some just really great parents and I want to tell you a story or what happened at up and up on a park bench when I was 10 years old and if I'm gonna be honest with you you really need to hear the cold hard truth and I want to share something that's important that actually will feed into what we're doing today so I was I am call blind I am tone deaf I have ADHD I have dyslexia when I was a kid I was I didn't I didn't hit my growth spurt until I was I don't know like 11th grade right I mean I was I I think I was four one for like the first 16 years of my life and because of that the problem was when you're not good at when you can't do math when you can't read when you can't spell like when you're decent at sports but not fantastic you get picked on a lot and I got bullied a lot and so my parents realized that I mean I would actually take a circuitous route to go from one classroom the other classroom said I wouldn't get bullied and beaten up right and I shared this it took a lot of years of therapy to share that by the way like you know say good job Chiron like good job thank you thank you see you see I'm like I'm just getting you to prayer Mike this is fantastic right I got a video debris on my ego I got you have to give me a great introduction to play on my egos just fantastic so my dad realized this and when I was 10 years old we were sitting on a park bench and I and I said dad how do I do it how do I get better and we were not very well off we're poor I lived in a one-bedroom single bedroom apartment for the first 14 years of my life and my dad said to me you know what dude we got to do better we got to do better and we got to find your way out of this country and I was born in India and what my parents did was they sold a story of what how I got but he sold everything that they had every personal belonging everything right and they moved in with their sister and brother and they gave me one check so I was not this guy that showed up in the US with $25 in his pocket and made a dream out of it no I had one check for one year of college so I had an amazing head start but I only had one one year's worth and a hundred dollar bill and off I come to write my first dish I get this cheque that I can go deposit at college so I show up I show up the first day August 16 1997 I show up at school I we made the decision really late so I couldn't you know I actually played on the pro tennis tour and that was my way of getting out of India but once you play pro tennis you can't play college tennis so you can't go from pro to amateur status which I didn't know right so I was like oh I got to not take any of these big-time scholarships I got actually pay for school so I found a small school in Iowa it's nice talking to Midwestern folks as they know where Iowa is in California or like you know Iowa's they're like Iowa and I'm like who are you guys right like if you told them Beach they know where it is but like Iowa don't know who I was anyway so I show up with the first day of school I'm really excited I go to financial services I deposit my check and the lady as nice as can be nice as Midwesterners can be she says she wants just fantastic thank you awesome hear your keys to your dorm room I'm like don't warm room fantastic this is great she goes hey since your check is an international check gonna take ten to 14 days to clear no problem but the problem was I there was a problem I didn't have any money and I didn't have money for food and so I was so I went to every pizza party like the next three days right it's like do you want to rush do you want to go to this do you want I want every pizza party possible I drank so much what is it the root beer floats and parties right like college parties and root beer floats that's all I did and then a couple days went by no more parties over the weekend I didn't have any money I didn't have any food this is me being really honest and I didn't tell this story to my parents until last year right so I'm jealous tour with my 20 years and I was walking by a dumpster I was walking by a dumpster and I saw two kids throw two big boxes of pizza into the dumpster and I hadn't eaten for a couple of days and so it's like okay I am not quite there yet but I'll wait around maybe until it's dark so that no one sees me jump into this dumpster so waiter around put my hoodie on jump into this dumpster grab this couple of boxes of pizza there were two slices dorm room I was super grateful super grateful that I could eat was good another couple days went by I hadn't eaten much walked by this dumpster again and in fact I was just gaining by it to see what would happen so I saw these two guys throw two big Subway sandwich bags into this dump so I was like oh jackpot and so I wait till I wait till the the Sun Goes Down I jump in the dumpster and I grab this this these two Subway sandwich bags I also see the great American Dream which is strawberry pop-tarts I see this box of strawberry pop-tarts right and I look at these box of strawberry pop drops Caleb and I say what is this this is amazing and I grabbed the box of pop-tarts and suddenly something pretty wild happens I say two glowing eyes looking at me there was a raccoon inside the dumpster and the raccoon and I all I know is something slaps me in the face and I start to bleed the record just whacks me in the face I said I'm just I'm bleeding in this dumpster this is all happening in like a span of four seconds right I grab this box of pop-tarts they grab the subway sandwich bag this record and did you not like it's fight or flight I escaped the Gras and I jump dumpster I'm running so I'm like wait today eat first or should I just go to health services so I did the right thing I ate then I went to health services I got my tetanus shot and I sat outside back another park bench and I realized and I don't share this with you for you to feel pity for me or anything like that my check cleared and I got better and I got money and all of that good stuff but I sat down on this I'm sick and tired of just fighting for survival wouldn't it be amazing if someone just handed me a formula and said hey Shawn do these five things and it'll be amazing but no one ever gave me a formula and why do we like recipe so much so if you ever got a recipe and you got all the ingredients you feel fairly confident that you can make that pie right why because you have the recipe you have the formula and in all worlds what happens is as agents we get into this business generally generally speaking for two reasons is it that we want to manage our own hours would you agree raise your hands if you were to agree you want to manage your own hours all right we want to have an unlimited uncapped ceiling for our income the number to raise your hands if that's true okay you agree that those two are true but that's all we know no one actually ever tells us hey do these five things and you will be successful and everybody has their own version of do these five things we actually have their there I'm a big fan of coaches and consultants but we actually have some coaches who have never actually talked to our client telling you what to talk to a client about like I know agents that memorize scripts that are written by somebody in 1983 that has never talked to a consumer I am not joking let me actually tell you what happened I was in a seminar I was teaching this alas I did this hot seat whereas this question of an agent she comes back with like an amazing answer right the answer was crap but the her delivery was fantastic right Duluth delivery was fantastic and I was like ma'am where did you learn that and she was like oh you won't believe it and she pulls out a script book from her bag and I'm like this is fantastic let me show you something I shared this with a couple of people in our private mastermind group this morning I took the squib book I flip it over I might borrow your pad for a second I took the scrip up I flip it over and there's this I won't tell you what yes so I read in the bottom it's like call this number if you want to order more script books right so I take on my phone I do Kim Kardashian style put it on speaker right and I put a near my near my mic and I I call the number another really nice lady answers the phone and I say ma'am I am I have one of your script books in my hand I'd like to all she's like oh honey fantastic and I said I just have a couple of questions first question could you tell me when this was revised last let me find out for you she comes back and says oh honey the last time that book was revised and reprinted was 1983 does it surprise you first no okay the next thing I asked just I am live this is a thousand person audience this like pin drop silence and I know a lot of people have the script books a pin drop silence right I'm totally gonna get beaten today then I say ma'am do you have any idea who wrote it's a fair question to ask she's like oh honey I have no idea who wrote this so essentially the script by somebody who's never talked to a client before and they want you to memorize that so you can continue saying the most stupid things that still exist that don't actually benefit anybody in today's marketplace and that I have a deep problem would you agree that like I should have we should all have a problem with that would you agree like that that's my soapbox like I'm not gonna I'm good now I'm gonna actually like stop and be more happier alright cool so the reason I tell you the story is that I hadn't told the story to my parents until last year they heard me say this live on a forbes podcast interview and my mom sends me this email saying subject line PopCap podcast we need to talk we don't have not about this topic right like I have no courage to talk to my parents who sold everything to do this but the reason I want to tell this to share this with you is oops sorry I want to make sure that I can give you five strategies like a formula a proven formula that even if you put one of these and install them in your business right now you will see instant results cool helpful how many any math majors in the room Wow you don't do math you do percentage two-and-a-half percent three percent that's all you got that's awesome so I want to give you III do this only two I'm a math major after being dyslexic I'm a math major by the way just so you know this is your formula to double your business you guys good alright see you later No so so over the next 20 minutes I'm gonna break down the pieces of this for you and you guys can take notes etc but I'll make sure Jeff has the slides and everything I have nothing to tell you today if I reference a tool or an idea I might tell you where to get it but please feel no pressure dude I'm not trying to sell you anything today because I'm just here to be of service to Jeff and share with you guys is that cool okay let's fire through this so in the last I want to I want to share with you something how many of you in the last six months have been on a listing appointment awesome so I have this amazing fascination with being in the living room and I want to give you some stats so in 18 months I went on 161 listing appointments cold cold do not know the did not know this client and agent said Chiron can you come with me okay we won 152 out of 161 okay that is a four hundred and fifty seven million dollars in listings taken that's California so you know whatever all right now I said there's got to be a way to do this better so in the next five months I want on 87 appointments and we want all 87 because I nailed something down so overall 23 months we went on 248 listing appointments for close to a billion dollars in listings taken there is no way you will win if I go if you go against me I am not being there's no hubris here I am my pricing scripts are like seven ways deep to Sunday there's no way you will win and I want to tell you exactly how to do that today go okay the interesting part here is we ended 2018 with 91 appointments gone on all cold never met the clients before and won all 91 right and I want to tell you one thing that we did in every single appointment that you can too and I want to save I want you to save your judgement until I finish what finish telling you how to do this okay everybody walks into a listing appointment and I want to tell you what I did I did an appointment in Auckland New Zealand so it works in Auckland New Zealand it works in Laguna Beach and it will work in st. Louis there are some rules that are different board MLS etc you have to work around them I get it so you go to what let's go to what is possible can you offer me that right okay I did this in every single appointment every single of the children 48 appointments this is what we did actually let me actually tell you the story the story is 10:10 oceanfront condos and they're not they're not built yet they want to sell each condo for 10 million dollars a piece they're not built yet okay they're interviewing three brokers one of the brokers brought said to me hey Ron will you come fly to New Zealand go on this appointment with me because this is a hundred million dollars worth of business so I was like dude they haven't even built anything yet like why are we going on this appointment he goes well they want to start talking to agencies and brokers right now I said great fire up a zoom like I don't need to fly over for this so we were the third broker pitching and so we we pitched in the first five minutes I could see the room just totally glazed over having been pitched all morning have you ever walked in a listing appointment you're the second or third and you're like you can see they're physically tired right and so I asked him I was like hey forgive me it's like 11 o'clock at night here I don't wanna take up too much of your time I know you've already done two hours of this what are you trying to do you know what the guy tells me you're the first person to ask us that weird but let's move on right let's and I said they said you haven't had anything built yet what are you to do they said well we're trying to make sure to establish a comp because if we can sell one unit for 10 million we know that we can pre-sell the others for 10 or more or comped around it makes sense right so the goal was not to sell 10 units at 10 million the goal was to sell 1 unit under contract at 10 so they said to me well what is your what's what would you like to offer so I'm texting this agent in Australia to New Zealand saying don't say a word like I got this I said what are the other budgets that every other brokerage is office asking oh it ranges from a hundred thousand to five hundred thousand and I was like that's a lot they're like well what is yours I'm like how about five hundred dollars the guy's like what are you gonna do with five hundred I was like I don't know if I'm actually going to use the five hundred so we built something called a countdown timer website how many of you seen something like this right I show you this because our company builds is you can use anything that you want essentially all we said was a exclusive Auckland estate no address nothing and we thought the active buyer is either gonna come from Shanghai or Sydney that's it that's what we decided and we did a hundred dollars worth of Facebook ads to Shanghai a hundred dollars Facebook guys to Sydney four days home under contract we sold one for nine point nine million four days do you think we got the other nine right we all we told them was pre-launch that there's insane insane power and pre-launch and I know that they're going to new rules in the state of Missouri so I'm gonna tell you this right now and I actually tell you how to work around that I know they're gonna new rule the state of Missouri where you cannot actively promote some form of a coming soon right and let me tell you what that's that's a very scared MLS because they don't want you to double pop but they don't want you to do pocket listing they want to make sure the clients get full public market exposure cool that's why they want to do it are you guys aware that there's a some weird coming soon rules coming down the pike right I called two states the state of Washington and I called the state of Missouri the board's the only rules are these and you should double-check them with your broker the only rules are these you can't very specifically say one two three Main Street in this area is coming soon you just can't you can be generic to the neighborhood so you know as long as you don't reference a property by address or a certain type if you want to do a group you can actually do that you they just don't want you singularly identifying the property with its characteristics or its address but double check that is that cool can I get some head nods smiles maybe okay the problem is here's what most agents will say and I know that at some point in your time in your career you have said this - hey mister mister seller let's do whatever it takes to get do it as soon as possible to get your home on the MLS so that we can get the right as possible reach for your home do not lie you have said something like that in the past yes well why but I don't disagree with that but sure Sean and Jeff are saying the same exact thing in the living room would you agree conceptually speaking especially when it's related to that so when the consumer starts to listen to the same thing happen over and over the consumer is like everybody's the same therefore I'm gonna nail you and grind you on proton on Commission why do you think we get what do you think we get Commission grinding there's only one reason because everybody sounds the same why do you think when you go to a to buy a car why do you think they shop cars across dealerships and want to drive the price down because they believe the car is the cars the car do you believe the agent is the agent is the agent absolutely I'm sorry do you believe all agents are made the same okay so so we need to find a way to showcase that we're not I will tell you I spend close to a third of the appointment actually talking to a client on what we do before home comes to market one-third can you imagine spending a third of the time and would you like the exact script for that the problem most people don't want to talk about what pre-launch is would you agree that you do a lot of things pre-launched but we just don't you do it normally but you just don't talk about it because we do it all on the preparation for home to come to market yes but we never talk about what we do to get home to go to market because we think that everyone else does that therefore the clients don't need to know that I'm gonna give you a quote you should probably write this down showcase the complexity deliver the simplicity the clients have no idea everything that you do you got to make it so overwhelmingly complex for them they understand how much you do have anybody actually shown a client a live MLS input screen in the living room why not isn't that complex it's deeply complex they think all you do is like speak mu2 into the air and hit and turn you get buyers that's what the that's what the client thinks by the way but if you show them look at all of this like I actually show the client exactly what we do and you want to I told this in the morning how many of you have heard agents say oh mister missus client when when we get your home listed I'm gonna make sure it gets on 258 different web sites do not lie you have used that at some point in some way do not lie would you agree like give me a shake head give me like a wink something you have used that room actually do sure the client MLS this is what we do walk them through the painfully ugly MLS and say oh this is really complex but I got you this is why I never get the home go on Thursday you show them the granularity and then right before I hit enter I'm like you're talking to others and did anybody mention to you that they're gonna get your home on two hundred and forty eight different websites like Zillow realtor trulia.com excetera oh yeah let me show you when I hit this button right here it automatically goes to them did you know that the clients like wait you mean you don't go put it on no I don't that's free I hit enter and I get the other agent really tell you that they were gonna get it on two hundred but you do it all the time I mean no no like why do you think why do you think it's easy to win it's easy to win because it like the average agent says stupid things and because we are not taught hard enough like no I'm serious isn't that there isn't isn't when you hit enter on the MLS with some kind of syndication it goes to all these 248 website isn't it true right so you it isn't it also true that yes the client gets the benefit but we actually take it on as something cool that we do to showcase to them that we actually do that so that we should win based on that we do that right but it's absolutely not true because was doing it so you might as well put them down so you can look really cool you like it but it as you're an integrity with what you're saying you're gonna win now if you think this is hokey and you're not gonna say it continue doing that because I am going to continue to win right and the people that are gonna execute are gonna continue to win these are small things because the clients remember the small things and the small things are what starts to get them the shifts because they're not going to remember that you have a forty seven point marketing plan but they are going to remember that every other person has said said to them that they're 248 websites indication that they don't have to do they're going to remember that hey what else did Jimmy tell me that is not true right and you know I'm not telling you to put anybody else down I'm just telling you to call it what it is okay let me give you the exact script are you ready for this clip miss missus client it looks like between now and when you want the home to come on mark in about 18 days we need to declutter d personalize maybe do a little staging maybe do a little front yard grooming etc to get your home on the mark in the next 18 is is that right they say yes so when there's 18 days in today's market it feels like a opportunistic dead period so here's what I'm gonna do I want to show you a pre-launch strategy where I can actually cheat the market wait what do you mean you're gonna cheat the market well what we need to do is there are 512 active homes in this neighborhood 13 of them are 500 ohms in his neighborhood 13 of them are active for pending and 6 have sold out of the 6 that are sold wanna set a record price would you like me to show you my 7 step plan to get you to be the next record price the clients like wait what are you talking about you're like well if we go pre-launch it allows us to test and cheat the market because now without actually putting an accumulating days on market I can actually test to see if the pricing that we came up with is the right one to launch with and you and I can make a determination the day before it goes live what are they just there I basically made price a non-issue in the appointment people will ask me well how do you what if Jimmy said he would list it for 386 thousand when the price is only 300 thousand it doesn't matter because if you've taken away the buying of the listing out now it's like you and I are gonna launch it we're gonna see we're gonna try to cheat the market and then we're going to determine what it is the day before placing is out you don't have to compete our pricing anymore I'm the person that gave him the higher price irrelevant they're done because now you're gonna do a collab or live with them good do you need me to say that again yes okay you're like are you gonna record me now we're gonna record this right Jeff okay do you see the value of the pre-launch though it's how you pitch the pre-launch I say the same thing every time mister mrs. Klein we need 18 days before we come on the market it looks like there's a dead opportunistic period there as we get your home ready for sale wanna be amazing if we had you don't need photos you don't need copy you don't need address you don't need anything you're just testing the market and now you must ask me you're probably gonna ask me okay Shawn this is cool this is a random landing page on a random website somewhere in the on the interwebs right how is this actually gonna get to the masses is somebody thinking that okay four people are thinking that is somebody thinking that so the smart client is gonna ask you hey Shawn this is very cool I see this website I like it who's ever going to see this how our potential buyer is gonna see this and you say well there's three ways potential buyers are going to see this and that's why this is very important number one I know the agents that have actually sold listings in this marketplace so I'm gonna make sure that they get the first email right when we have our listing sign today do you see the embedded command right when we have our listing signed today there's no the I'm making the assumption close number two in the last six months we've had close to three hundred and twelve people come through our open houses and I know out of the 312 at least 42 need to buy a home in the next 90 days I want to make sure I get this to them right away before it goes live and number three you know you've heard of Facebook advertising etc and some people think it works some people it doesn't but it's my job to make sure that no stone is left unturned so I'm actually gonna drive Facebook advertising traffic to this because when people hit this site they can squeeze and enter an email address and gives me a chance to follow up with them and figure out if they're the right buyer or not cool you just got to have a struck now you have it's like having a Porsche but not actually knowing where to drive it right how do you get it on the highway you always say that your agents are one your existing buyers are number two and then how you actually target using Facebook whatever is number three if you work with our platform you hit three buttons and we just do it all for you which is pretty cool but cool helpful I'm gonna take a pause questions on pre-launch yeah you got it you got you just want me to stand up and be king is what you're saying our pre-launch is is that is that cool is it helpful is it give you a sense of hey I might be able to weed this in in some way who can share with me who's had a listing come on that's had maybe a three week kind of lead-up period three week lead up here delisting come on come on raise your hands right is there something that you have done in that three week period ma'am tell me what you did you have what have you done in the three week period it's not a quiz just I'm curious you did it coming soon you put a sign outside keep going keep going this is good okay coming soon sign no this is good this is good coming soon sign coming soon on Facebook coming coming soon on Zillow and you claim the listing this is good awesome is there something different you create a safe for the house so you got it you got a you got a specific website for the house okay it's the site for the house good awesome sir okay good so you just have a you just have like a dedicated website for all coming students right good and you put them on that that way you can market them right good awesome what else sir awesome do you actually tell the client that you're going to do that okay awesome so so I said what's your name so what he said it was awesome he said hey I actually go to my sphere I figure out who may actually fit in that parameter and then I might do some personal reach out to see if it's a good fit the interesting part there's that's a lot of work and that's good and you're doing it which is the right thing to do I believe that you should find a way to showcase that in the listing in the living room because the average person is not showcasing that and the way to showcase that is using the magic words let me show you right if you have I'm gonna make some numbers up say you have 200 people in your sphere right and you say hey Sharon you know when you get when you list your home I have 200 people that are actively thinking about buying and who have deep connections with this now all 200 may not be the right fit for you but there's an exercise that I do but I call this my center of influence deep dive I'm making this up right let me walk you through this process I go through this list and you show them the list I go through the list this one by one by one and I do this for each of my clients because each of the homes and each of the potential buyer profiles are different right and then you say I go through them and I go through them and then I check them off and after I go to them I leave each one of them a personal voicemail personal video a personal message because we know that our best clients fingers our best buyers if you said that in the living room now they're completely cheating now that they're like wait he's gonna spin his personal network to bring us buyers that's insane as opposed to just hitting enter on the MLS anything that you do I'd love for you to use the words let me show you and it totally brings that concept to life cool would you I mean you already do the hard work you might as well just pitch it what do you think ma'am you gotta thought around this right write that down that's awesome is there good that help anytime what else do you guys do for coming Sims one more one more sir yeah I love it I love it do you pitch that in the living room okay do you believe that that's an insane value proposition yeah like and here's what I would do I am can you guys memorize some stats you should write these down right just write this down I do this in every single apartment every single time and every single time the clients jaw will drop every single time right mister mrs. Klein let me zoom out for a second there's a hundred and thirty-one million housing units in the United States thirteen point eight million California nine hundred and seventy-three thousand homes here in Orange County in Laguna Beach we have a hundred and seventy five thousand units in this community we have five hundred and forty two homes of which 19 are active which we call active which is homes for sale seven are pending which means they're under contract those are our best comps notice what I'm doing those are our best comps and four have sold out of the four that have sold in the last six months there's a wide variety of buyer pools associated with that as a part of getting you the right buyer pool we're gonna we're gonna figure out how to reach each of those buyers that missed out on those four sales okay there's a bunch of seeds that happen right because then when you get to the pricing thing and they say well that listing is at 1.6 million you're telling my mom owes and you're like well I told you that what's under pending is the right comp now it now it's a completely different conversation do you got a seed along the way because everyone will ask me hey what's the pricing objection handler I'm like the pricing of if you have to deal with the pricing objection handler it is way too late you have not seated it so far early that's why everything that you do you seed so much further earlier so I would find a way to present that as a system and it's like hey mister mister seller there's seven things that we do that is unique to us that actually helps us sell homes in today's marketplace let me walk you through it some of these are really manual because we want to do the best effort possible to get your home sold in the highest price possible right so build a system around it cool great awesome one more one more for coming soon what else do you guys do as you can see I'm a little nerdy and excited about the stuff okay one more anything else for coming soon I just want it sorry you circled out that's awesome right it's a little like you got it not more than like 10 to 12 a year because people get irritated by that stuff but but circle darling is really cool hey I got something coming this is good right so I'm gonna write it down here's what I want to show you there is a lot that happens and can happen in the coming soon period that do you believe that if we if you end up doing all of those before the list thing went live do you believe that it will give your listening momentum yes so I should totally talk about it and forgive me for saying this if you never actually do any of that that's it's okay sometimes it's a pitch and it's okay I'm not telling you to be disingenuous I'm not doing that what I am suggesting is if you can say hey there's 10 different strategies we can use for coming soon and just a pre lon I always talk about pre-launch I only want to do this because everybody is going to say the same thing mr. mrs. client we should do everything possible as soon as possible to get you home of the market as fast as possible so what is possible audience and you're just doing that to refute that process good I do this every single time and every single appointment and the client will say no one's ever spent this much time and being so meticulous on bringing our home to market whatever you do in coming soon will completely change how you answer the rest of that tough objection questions and we can take a little bit of time later and we'll do like live objection handing I can tell you hey if someone says well Jim you said my home was worth 380,000 and you think it's worth 300 and you think Jimmy's gonna buy the listing I can show you how to like refute that right without making the client feel like a jackass like you don't want to crush the objection you wanted to be a collaborative understanding because you having a great objection handler is only going to piss the client off because they feel like you had an amazing script and you did you pulled a once over on them so everybody that is teaching these scripts are teaching you how to have like a winning conversation with the clients but it's not a winning conversation you want to show them that it's extremely collaborative and that you know what that you're talking about does that make sense right okay cool is this like remotely entertaining come on okay good so far on the companies I got a clap Wow thanks brother I appreciate it good on the good on the coming soon okay getting into the interesting part then this is pre-launch okay Geographic farmers in the room how many Geographic farmers in the room come on right not have hands raise your hands raise your hands raise your hands okay I'm not telling you what you should do or shouldn't do I will tell you I interviewed the 72 of the top teams in North America u.s. and Canada and I was trying to find the number one thing that was common to all of them and it took me here a long time and I could not find it it was like an 18-month study and then I realized that every one of those teams had a geographic form and I just offered that as a data point okay I just offer that as a data point there's there's anybody want to share with me a reason and if you can be honest with me that would be great and I'll actually give you the first reason why you don't have a geographic from and I'll give you the first reason it's probably a little expensive to farm right can I get a not a head just something like that okay well any other reason why you wouldn't have a geographic farm time again okay good so you know one spend the money so you can either do like a check equity or you're gonna sweat equity right you can do a knock whatever okay cool awesome why would you not want to farm please be honest with me oh yeah yeah it takes a while to build up to get returns right awesome and you're like and you also don't have any feedback loop of knowing whether something is working or not and you're like I don't know if this is working I got to keep doing it with no result and then I'm gonna find out that like I'm not getting any result anywhere in my 18 months is down the tubes something like that or five years right okay good good this is good so the uncertainty of results would be one the potential cost and expense would be - okay good what else you don't notice with the mechanics of actually doing it would be three good often what else if I handed you a geographic farm today and you had seven percent market share already built in right Payton was gonna walk into a farm is five hundred homes and he had seven percent market share built in and he could just start as of today should he take it yeah so net dead what you're telling me is if the farm existed and you got the market share and you got the buying and you got the results it's probably a good thing for your career that's what you're telling me right that was the awkward yes yes yes yes yes totally cool but I'm you don't want to do but I want to share something super important with you the first thing I want to share with you is would you be okay if I shared with you how to pick a geographic farm give me can I give you that one-minute version of how to pick a geographic farm anybody already know I'm not going to be offended at all awesome two out of four very good one more who said that the one you had the one you like all right very simple so let's let's go it this way there is first one is total number of homes by the way I did like a five-minute podcast on this and so including the slides I'll just include the podcast five minute podcast with Jeff and then you can just listen to the five minute one so you don't have to bust your brains on this that cool okay the number one question that clients have ever that agents have asked me like I tell you going from thirty-five ages to six hundred agents a number one question every single week throwing hood would be could you grab me from that I'm never going to farm right they're never gonna farm it I know but they're gonna ask me anyway and I'm gonna tell them anyway it's totally cool right sorry I'm a little like little jaded by the stuff okay total number of homes the second one is average sales price I would like a six month trend the third one man you got it right there's two numbers one is called turnover and the other is velocity and let me tell you what those are and the last one is a dominant agent okay you should know these for your farm regardless so I'm gonna say this is farm one this is farm 2 so total number homes you're gonna say hey there are five hundred homes in the farm I'm gonna just make this make a random numbers up the average sales price is two hundred and fifty thousand here it's three hundred thousand the turnover turnover just means the number of units that sell on a per year basis okay do I have bad handwriting sorry it's sorry I bad handwriting velocity total umber homes average sales price turnover velocity dominant agent good turnover is the units sold please like these are the only five numbers you need to know so please help me out here you don't need to like no function math and all that okay turnover so out of the 500 units say 50 units sell per year right the turnover is 10 percent right 50 over 500 right the velocity we know that every unit has two sides to a transaction right so to me the velocity is 20% because you have that many potential Commission sides to go after good good so far that's not not hurt and then dominating I would tell you anybody that has over 8 percent market share to me the dominant agent I we did we did 212 zip codes I had I had a title folks in here today but title folk title folks in here raise your hand title folk title title ok title folks are great because they're super helpful they have access to all the data and I had title of folks pulled farm numbers for 220 farms up and down the California coast and I found 3 sorry out of 220 that had one agent doing over 8 percent 3 would you really do this insane amount of market share available to you we're always oh my gosh Shawn's got that market covered not really and you have multiple sides the reason I'm bringing this up to you is is very specific every time he went into listing appointments the number one competition like I did not worry about who I was going up against the only person I struggled was going up against what they call the local market specialist a local market expert because there were always the safe choice that person could be a total dumbass but they're always the safe choice they don't even have to have sold much they just have to portray that they're the resident expert right my wife my wife tells me we're driving through my neighborhood my neighborhood is like the worst neighborhood for an agent to live in and let me tell you why because you have to go through a neighborhood go up the golf course and you have to see every available sign of every other listing to actually go through your entire neighborhood it is the worst and it's even worse for a person that owns a real estate company that is driving and seeing all the signs that are not like my company signs it is like it was excruciating I told my agent I was like I will pay for unlimited farming when I Drive through those through streets I need to see tella signs all over it's insane so my wife tells me hey that gal she's doing a lot of business I'm I go really she hasn't sold one home she has her own home for lease in my neighborhood and she does circular signs thursday friday saturday sunday circular open house signs they're just like points to it doesn't point anywhere you think that's unethical illegal whatever but my wife thinks she's like the boss it's amazing it's amazing the hardest part when you go up against in a listing appointment is when you go up against a geographic form I will not like even I I would rather how many of you agree that from a safety perspective like you you almost can't lose if you give that person a shot and I don't know why we don't do that so I want to give you a couple really simple ideas would you like it's really simple ideas to go Geographic farming which are cheap cheap okay how many of you believe can I erase this is this cool so if you if you if you're not if you're picking a farm by the way just do this hey 10% market share here Oh 60 homes sell but the velocity is you know whatever and you say there's you know three dominant agents right there are three dominant agents the three dominated is doing over 8% there's some still room I like this farm over this farm well if there are no dominant agents yes ma'am you said about like taking time if you can find a farm as long as it has velocity I think you will you know the math is always on your side okay so I want to give you let's talk about farming really quickly what do you do one of the easiest ways to to farm without spending a lot of money okay very easy look so can you all be honest with me how many of you like despise door knocking okay totally cool right so you're just not gonna do it and I love you for it that's totally okay how many of you like have no problem with door knocking okay awesome there's only two things that you do in door knocking right it's invitation and information like don't overthink it right invitation and information you can either invite that to something or you can give them information about something like don't overthink it okay what is the entire job of door knocking sir yeah face get face to face okay good so they see your face often your conversation often familiarity builds trust right do you actually get contact information or your okay good so hey I am committed to doing this process I'm gonna be in your face as many times as I can at some point over time if I talk to you multiple times I'll be more comfortable asking for contact information yes something like that okay good anybody else do door knocking that would do differently yes ma'am okay good oh good social proof anyone else ma'am good awesome fantastic so you got the free home value right so invitation information okay give me in any other way that you can start doing Geographic farming cheap let me actually push do you believe that if you show up for appointments and you have Geographic farming and recognition you will win more naturally yes we can we just agree to that okay awesome if that's the case let's just talk about like what else can you do would you agree that Direct Mail is expensive so real this is what we believe I got 500 homes I need to mail EDDM to all 500 homes like three times a month or two times month or whatever that stuff gets expensive right is it fair how many of you think um what do I send this month what do I send next month what do I send the month after how many of you actually struggle with like I need to pull up get new content get new pieces designed etc do not lie to me yes you actually get I'm gonna offer you something for the next six pieces don't change the pace then the same piece over and over again do you remember a piece that you have gotten and the second piece at the same time you've no memory of it it does not exist send the same piece why are you sending the piece you're setting the piece for recognition branding getting warmed up excited recognition right send the same piece don't even build one piece send it every two weeks for 18 weeks I'm that joking like make it really easy but here's what I would start with tell all your friends a title to just pull all the corner homes and start with them first because you get one corner listing you put your double sign up and then everyone has to drive past that stop sending anything else if you have more time more money send the main drags main drags and corner homes are the only things that are going to drive value and direct mail everything else is 100% useless you're gonna think this is crazy I mailed to to secret farms for five years to secret farms five years one 500 ohms one 400 ohms do secret farms five years we kept changing it up and small things like how many of you said and I have a buyer lever you guys know what I have a buyer letter is Jegs can't be and I have a buyer letter so can I tell you funny stories of my wife gets this I have I have a buyer and there's like a ladder and my wife is reading the letter she goes what does this mean I was like what do you mean what does this mean she has a buyer she's like well what does that mean I said well she has a client that wants to buy our home she's like see that I was like wait what so I took the last I have a buyer post card in our secret farm I took I have a buyer out and I said my client wants to buy your home every time you send the card out got a call 100% of the time we are so stuck in like our own lingo well let's do a buyer strategy consultation you really think your buyer knows what a buyer strategy consultation is hey the selling side agent is this you really we have agents that don't know what a selling side agent is you really think a consumer knows what a selling set agent is we just inundated with so much jargon we don't talk in their world and that's why these things break down oh we know I have a pocket listing who knows would a pocket like who knows like what does it even mean right like we gotta get and start talking like a regular regular language stuff and that's why when you start to you can test very easily so I'm gonna give you one more last way to test can I show you can I show you this way you like that may I show you so I'm going to show you something hopefully this pup this puppy works so there is a you do not have to use this by the way I'm just I'm just showing you an idea so this is this is our this is our puppy loading up okay so this is art this is our software called Kingston laying calm and I want to show this to you how this works so here's so you see this little box that says generate seller leads do you see this you guys can see the top right box over there here's how easy this is you click launch campaign and it says I want to spend $100 so you don't have to look at my video you say $100 I want it and says I want to run a home valuation campaign so one click home valuation campaign it's a zip code or postal code somebody give me a zip code six three one two three and then I say order and I'm done that's it could you do something like that now you may think wait wait wait what just happened how many of you thought wait wait wait what just happened so you just said I want to find a hundred bucks I want to spend it in six three one two three go so what our team does now because we know that anything else you're gonna get overwhelmed with so our team actually goes we'll give you a free home valuation landing page we build a Facebook guys we run hundreds of thousands do all of Facebook ads a day we run four to sixty eight campaigns with your branding to your leads to your to your marketplace and you automatically get all the leads and inside all the leads we give you the response scripts built in I'm not telling you to do this what I'm suggesting is what I'm suggesting is if you don't do this yourself what you should do is you do generally you do $100 ad maybe you get twenty five leads 15 of them are address only ten of them have email go with the idea right now you have 15 homes to Dornoch that I've already raised their hand so every three weeks you spend a hundred bucks you get 15 more homes and only torn off those homes so none of them are cold though over every three to four weeks you spend $100 you could guaranteed leads and you only form those leads you take all those leads and you put it in your mailing package and including the corners and the main drives you mail them to that's what you're farming is you only form two people that have already raised their hands questions dots around it simple maybe like by the way it's like free to log in so gonna change very soon so you may want to get it at some point you like that sales pitch there that was good okay okay Jeff I just wanted to show you how simple it was because I realized that it's hard for kind of agents to do that stuff right good okay I want to show you that I'm gonna flip through that is that is that good for geographic farming good is that helpful anybody picked something up that they may consider using like give me one thing that you thought you may use corner houses right super easy yeah but the only thing when you get corner house is usually how many of you currently have a corner home listing if you have a corner homeless thing I will tell you right now you have to put up two signs one on one like you have to you're totally missing out if you don't put out two signs that's the entire reason why you get this corner lot good helpful okay awesome the reason I tell you all this is because I anytime I used to go on listing appointments I talked to the agent I'm like hey who are we going up against and then you'll say Oh Jim Jack and Johnny and I'm like tell me about Jim tell me about Jack you like the three wise men Jim Jack and John come on guys like we're gonna have a happy hour after like you're gonna get anyway whatever so like Oh Jim's cool Jackson out-of-area agent and Johnny's a local marketing I'm like oh my god so now we spend like an hour just prepping on on these key points not Johnny's key point how to go again so I know the questions we're going to get asked so we completely workaround that good awesome all right question helpful okay cool so um hoping houses open houses who does open houses okay this is my favorite tactical scripts you like you like scripts I always tell people I'm not a um scripts are not gonna help you win but scripts will help you make sure you don't lose right I don't want to take away your humanity from the process you don't want to sound scripted like a robot but when in a tight situation it'll get you out of the tight situations so that you can do your magic so if we if you don't believe in scripting it's taken from somebody that is me crazy story I had 39 individual one-on-one interviews to get a job at Goldman Sachs let me add thirty nine scheduled individual one-on-one interviews this is not including coffees dinners so 39 one-on-one em to get one job right and one of the conversations it was it was crazy this was during the financial crisis the managing partner comes in he's really upset something blew up why should I hire you we go through all of this and finally he tells me he pulls out a notebook from his back he goes what's on the table like him all my prospects and he pushes a phone towards me like a boiler room he goes are you ready to call them and get me some appointments now if I did that to you what would you say some people are like Oh bring it baby and other people are like what the heck so weird right and so I didn't know anything about financial services so I was young kid and I said sir do you have a script that I can call with I don't know think I'm gonna say just you have a script you know what he tells me puts his book back in his in his backpack grabs his backpack shakes my hand he's like you'll do great and just walks out the door because he's like after that I talk to me like everybody did that to would like pick up the phone try to be a rock star I come up with their own scripting wanna like they want to innovate on the spot he's like dude just give me a script and I'll call whoever the heck you want because all you want is that first conversation right so how many view two open houses open out this okay if you were sleeping and taking a nap afternoon coffee all that's totally cool can you give me like three minutes so because I think this will help you okay three minutes first one the first thing that when someone walks into an open house just please for if you do this don't tell me that you do this just don't do it anymore here's what you never do hello ma'am I'm sure on what brings you in today like please don't don't ever like what brings you in today like should be eliminated from your vocabulary your open house I think brings me in today you know the first question you ask and then unless you have a better one the first question you ask is this did you see the signs or did you find us online hey I'm Sean welcome did you see the signs or did you find us online very simple right why do we ask this any any suggestions why do we ask this say again sure you're like I want to know what's working did I put up in a science to define me online like who is this person are they if they say they're as they saw the science maybe they live in the neighborhood so reconnect so Brian I can go down the smells Brian can be properly for a second right so I say I say Brian did you see the signs here you find us online awesome right so sir 99% of the time so he's trying to throw me a curveball because it is cool dude right but 99 which which I can answer 14 ways to Sunday cuz I'm just too good at this because I've done this for a very long time but but I see this little did you see the sign whenever you give somebody a sorting this is called a sorting question whenever you give somebody a sorting question they will generally pick right and it's a very easy sorting question so if they say oh I saw the signs oh great do you live in the neighborhood like you can go down any path oh you saw the signs Oh have you been looking for a while which side did you see this on you can completely go down that path right and if the smart aleck walks in and says oh my agent sent me I'm so glad that your agent sent you who's your agent and which company do they work with who is your agent of which company do they work with not who is your agent who is your agent and which company do they work with 99% of consumers cannot answer that because if they can't answer that they're not committed to their agent correct 100% right so sorry am I am I getting excited and like other people are getting excited with me I appreciate that is this helpful okay second is easy question because you ask this and you can go down any path right next question you ask this regardless you ask this every time you doesn't matter when you ask this all the time even if you know the answer Oh awesome are you an investor are you looking for a home to live in why are you asked if this is the self identification question right like it's you're sorting and now I'm telling you right now that I am looking for a home to live in I'm actually going down the path with you if I tell and if they're sure I'm sure they're like oh actually I invest as well now you've uncovered a whole new group that you never thought of before right and I love this I asked us all the time you can ask this in multiple situations I'll show you where to ask those and my last one is this this is the non pressure question I always try to ask this in every single open house hey are you looking to buy a home in the next three to five years why three to five years first ranges are disarming right because they never have to commit second if it's far out enough they know you're not going to hound them which is fantastic right but if they tell you yes you know right away they're buying something now right and if they say no that means they're thinking they're not walking to the open house if they're looky-loo every looky-loo is looking there's a there called a looky-loo they're looking right they're looking so so i if you ask these three questions you will instantly you'll instantly start to figure out where they go these three should be your first three questions at the open house don't give them anything don't hand them anything while it can't grab your sheet for a second while you do this you're like and you can hand them you can hand them the sheet you say while you're talking or this is since this is a private residence the insurance policy requires that everybody just sign in I'm sure that's no problem I'm sure that's no problem there you don't leave the clipboard and say please sign in and grab a cookie which many of us do by the way like police I'm gonna grab a cookie on your tour and I'll mean I'm serious like Han the entire reason why you're doing the open house is Ward to get people to sign in like if I could stand outside the open house and just let people sign in and leave like I would rather do that what is the entire job of the open house to get people you write you actually think that a person that is actually interested in the home is going to come do the open house and not do another private showing has it ever happened unless it's a super hot market a real buyer always comes through the second time just to double-check and make sure that god is okay right so you have to get them to sign in otherwise you're just you're being you're doing a disservice to you and to your client okay how many of you believe that you can use these three questions effectively going forward okay anybody used anything else that they like help help a brother out right really good one have you sold your home just yet what would be the answers that you can get from that no not yet no not yet it's on the market oh we're so renting we just moved here we're not here yet a lot of it opens up a lot of questions right it's better than where you're from because if they're going to buy some have you sold your home and I really like that a lot that's awesome any other questions that you like it's good helpful okay awesome let's fire through let me tell you how to find an open house story so I was on I was in Chicago Lake Shore Drive one of the agents called me in for this appointment it was three five million dollars a piece already being built right now and amazing foot traffic just like perfect for people are gonna see this brand-new construction we were the fourth we have one of four brokers we went last so I show up we show up fourth which is our good luck and how many of you like the first I don't even like to be first how many you like to be last how many you don't care you're that good okay whatever well I like you you ready how many of you have no opinion on this matter as long as you get called to the table I I'm like that because I sighs as long as I'm and I'm good right so we show up with the appointment and the kind actually tells us this he said hey this is a high foot traffic area what is your open house strategy good question I appreciate that right so the agent that I was with Duke has a great job she just walks her and she's like oh we're gonna do this we're gonna do that we do this we do that and she went through like a team in a really really structured pitch of what they're gonna do for open house client looks at me and says I really appreciate that but the other three agents said something pretty similar to what you just said I don't you said that I just can't understand I know which one works and which doesn't that hurts how many of you if I asked you right now you would tell me hey whenever I do an open house I do these nine things these ten things these 15 things would you you could you could come up with a list of things you do right so I was like okay engineer client builder developer everyone has pitched the same kitchen sink to him so I need to think about something on my feet so I said oh mister missus client or so mister mister developer what my colleague is trying to say is he wanted to share a lot of the ideas that we do but what is really important is our four one two formula for how we dominate open houses I'm totally making this up live right live right and I'm like I just have I just need what the heck this four one two means I'm making it up okay tell you is the system the clients like Oh what is your four one two formula for doing open houses and so I say well the four is what we do four days prior the one is what we do on the day of and the two is what we would do for the two days after that way we give you a seven days swell for every open house that we do I'm still making this up live right now I have to figure out what we do four days prior so I say let me walk you through what we do for a is prior on the four day prior on day one we go to king silane we do a Facebook ad and we make sure that they get good penetration into that into that community three days prior we door knock and we door drop in the neighborhood so that the community knows that this is what we do two days prior we email the brokers and on all the buyers that we know that are actively looking and one day prior we do something very special which most agents don't do which actually gets us the best results and let me tell you what it is we do the neighborhood neighbor courtesy what we do is we walk to every neighborhood that in the neighborhood every neighbor writer on the home and say knock knock mr. mrs. neighbor hi my name is Sharon I listed this home 1 2 3 main street you know it's a beautiful home it's going live on the market this week we're having two open houses this weekend it's gonna be from 1 to 4 on Saturday and Sunday this is just a courtesy knock they maybe some foot traffic in this neighborhood I just want you to know I'm doing everything that I came in from security perspective to make sure this works well here's my card if anything comes up during that time just call me and I'll make sure to handle it as opposed to saying Oh I'm awesome I just listen at home do you want to come and take a private look that's what that's what that's what people say that's what people say that's what some random person who's ever never ever talked to a neighbor will tell you to go do would you rather do that or would you rather do the courtesy door knock the courtesy door knock here's what happens when the courtesy door knock the neighbor closes the door walks inside honey did you know the Johnsons listed a home oh yeah how did you know that well this this young lady just stopped by she was as nice it's going to be the first time she told me that they're having this open house and she just said that she was there for us and she was gonna take care of it maybe a little busy and she just wanted to make sure it was a courtesy knock how amazing do you think that conversation went how easy is that to do I'm making this up live this is four days and I'm like oh my gosh what do we do for the day off so I'm drawing this out live with this client right so I said the day off I say we actually mister mister client we do the video we do a video before because most I'm work really hard during the open house again I'm sitting we work really hard during the open house well we do a video before and the video before is actually how we wanted people in the neighborhood to know how we do the video before here's the interesting part have you guys have you guys seen open house videos on on Facebook these days let me tell you what they look like hey Jerrod one two three main street this is amazing like we got this home and I'm gonna keep it open and like I'll be here we got food we got cookies you gotta come check out the spanish-colonial some version of that without the caffeine right like some version of that right what you want to do is you want to follow a format what can I give you the video format for open houses okay super easy super easy say that this is your say that this is your open house uh I'll use the mic say there's your mic is the open house for sale sign when you put a video on Facebook you're scrolling I get like a cool picture I got a picture of kids I get like a random ad and then I get like a big face how do you ever notice that most of our really good-looking but your big face is weird on a small screen is that fair right especially like mine so you want to warm them up to your big face on the small screen this is what you do you start your Facebook live on the sign because as I'm scrolling you get free branding you like that this is what you do you start on the sign and looking at the sign you're like Hayes's sure on srivatsa with the USA you know real estate I'm here at 1 2 3 Main Street I'll be here from 12 p.m. to 4 p.m. on a home that just hit the market click flip the camera ah there you are totally cool be casual um yeah and then you go I kid you not movement is really powerful you move you move if you don't move they're stuck and they're like wait what just happened they transition blah blah blah you move like and the move is let me walk it to the move he'll know the average person cannot do this because they've never done this I'm telling you the average person is teaching you how to do video and they've never done video Jeff does video every single day I'm telling you like this stuff worked by the way for for you folks that you think you have double chin like a little higher you know that right you know that right okay so just a little not straight just a little higher right so totally cool now you say ah there you are I want to tell exactly do not change I want to tell you the 5 reasons why you should come and see this home today not the 5 reasons why you should buy this um not the 5 reasons why this is cool what is the job of that video to get people to come to the open house I want to give you the 5 reasons why I did come into the home today come with me now take them on the tour just take them on the tour hey this is the barn door this is this just take them on the tour because now you've already gotten permission I'm saying hey my cell phone number is up top if you want to schedule a private that is your only call to action do not say hey just message me anytime at 3 1 4 9 5 5 like if the next time I see any of you do like your phone number on a video I will fly here and I will beat you with a banana like this is insane you really think they're gonna stop when hit pause write your phone number done are you serious like just say my phone number is just send me a text for a private showing that's it right star the sign click flip ah there you are right you got that little semi Michael Jackson move right and then do it a little higher and take him on the tour that's how you do the open house tour good easy all about the hook and then the intro and then you do this story or come come come this is a bit have you ever seen videos where they do that come come come like you want to be part of this the other thing is also when you do the warm up it warms up your voice it warms out and you're like I got to start that over you don't have to like it's warmed up your voice and you can stay on there as long as you want you can feel a little clumsy and it's totally okay and in the middle of the thing it's not like as soon as you get your face you're not like fixing your hair or any of that stuff it's like totally fine good the struggle is real you guys totally know what I'm talking about this this struggle is real I love it what would be even more powerful is if you had a friend or a colleague or a teammate the teammate would just say come on up I get all the pretty woman stand right here right the teammate will just say so I will sign and you're just talking right you see right there you stay right there you say hey you say you know hey I'm J what they you know what the disloyalty group I'm here on one two three main I'm so pointed the sign and then your teammate flips Touche hey there you are and then you say hey I want to give you the five reasons why and then you say go ahead come with me come with me and then you just go to the tour I'm just following you the other way to do it is have the team mate do it that way you don't have to like flex your bicep while you do it thank you thank you thank you does that make sense though it's super easy but do it over complicate this up it's the same thing you have to know your five before you actually start otherwise you're going to like struggle through this entire process right and do the five in the order like walk to the house and be like I like that I like that I like that I like that I like that awesome just do the tour in that order and then you say text me for a private showing that's it good neighbor courtesy video before video here's what I would do with that video I would totally if you did it alive on Facebook which would be cool I would totally hit $5 and boost it into the zip code like you guys know like hit the boo button which is Boost and like don't overthink the stuff blue button boost because then if you get like 3000 views then you can actually take a screenshot and send to your client saying I got my video right you can totally do that the other thing you to do is in the comments you should tag your client and then you should send a text to your client saying hey do you own a video can you hit share share getting your clients to share the video is actually very good ok good helpful so then I tell then I tell these developers hey we do the video before I actually shoot a video for the after right away how many of you don't lie to me how many of you call everybody that registered in your open house contact them within the first 24 hours ok so half of the room totally cool that's normally what it is how many of you actually do it within three hours of the open house ending how many of you would do it within three hours of the open house ending if it was really easy so here's what I say record the video of what you're gonna send in a generic way before the open house so here's what you would do you'd stand behind the most either by your sign or the most noteworthy feature of the home the red barn door whatever right hates Chuan srivatsa I excited this for you to stop by thank you for stopping by the one two three main street you cannot forget this home on your tour you remember this red barn door hey I just wanted to follow up I'm doing for private showings this week before our homes are before our clients are gonna receive offers and it's on Tuesday and Thursday would you like to schedule that now just give me a quick message below stop copy-paste send that to everybody do not change anything that way when the thing is done you sit in your car you look at your registry copy paste and copy paste and copy paste and copy paste copy paste send don't change anything because you'd them getting that video from you within two three hours of them not being there is actually the biggest win because Monday morning it's carpool at school time it's all of that they have forgotten could you do that okay so I was like that's what we do and then I was like how do I come up with what we do two days after two days after hey we handle all increase within the first 24 hours we go and we make sure the agents in our office know exactly that we did the open house and what the results were and then sir you baseball cap backwards I don't know your you said something really cool agents would have done sales in the neighborhood we actually go to those agents and remind them that the deal actually that that we had a cool deal for them and this is the seven things that we do to create groundswell an hour for one to open house formula would you all agree that you do most of these anyway so now all you have to do is come up with your own for one two or three one seven or eight one six or three three three whatever formula and now you just explained that to the client would you agree that in every listing appointment people talk about open houses you have to you end up talking about it you might as well have an amazing presentation of it I would actually put this out and it's like this is our formula I don't I just walk them through it make it as simple as possible the developer told us that number one reason why you hired us was because of our for one to open house formula that I made up on the spot I really hope the developer does not see this video but but do you see what I mean though it's like you take whatever you're doing and put it into a system and you can do a lot more with that system quote helpful okay I got two more how many of you know this movie which movie Glengarry Glen Ross what is it what does it say on the board always be closing I really have a big problem with that because that forces us to be like this narcissistic salesperson right we're not what are we were advisors our job is to do what our job is to close our job is to activate buyers and sellers so that we can actually get them to the process so it's a be a always be activating I'm gonna give you three script that activate buyers and sellers right now three scripts how many of you have a phone number somewhere that is just a phone number and it says Bob and you don't know who it is I guarantee you do do not lie do not lie okay so here's the easiest text message to them it's called the Curious George script hi this is this George secure George super easy hi is this George right it doesn't matter what the answer right 99.9% the time it's gonna be yes who is this right you don't even say who it is you go into are you still interested in buying a home and st. Louis if you took all your dead leads right now from your open houses everybody and you like right now and you did this today you take ten dead leads from how many of you have open house registries from the last two years that are just lying around right are you still interested in buying a home sir in st. Louis copy pasted send to ten people I guarantee your phone a light up like a Christmas tree I guarantee you because people cannot help but have to answer that question and weird it's totally weird so you can say hey this is Sharona I met you on the open house and 1 2 3 Main Street next text are you still in Justin buying a home in st. Louis then they'll give you the answers you're going to get it oh we actually just bought three months ago and I guarantee you that will happen too right this is the hey it's called a hand race script you want to see what they actually do so the first one is highs is George the second one is are you still into buying home and third one you've seen this before are you an investor looking for a home to live in this is how you have anybody that has dead email addresses that has dead phone numbers this is what I do by the way if you have email and no phone number you can do the same thing would you like me tell you how you like me to tell you how email subject line it will be amazing if you had a name and an email address normally from the email ah because you can pick out a name so it like just gonna assume you have a name subject line is always their first name Bob and it's the same script in the email and your signature block don't say I met you here I met you there nothing subject line Shawn are you still interested buying a home and st. Louis question marks and that's it because when I'm scanning my email and I see my name do they I'm going to open it 100% I'm going to open it right so that's what you do for email and for text use text good how many of you may use something like this I will tell you right now please commit to me if you have dead open house registry sheets that you have not talked to in a while I am not joking just take one just one when you get home tonight it doesn't matter what time nine o'clock are you still under than buying a home and st. Louis question mark you just copy paste send like 15 people I'd guarantee you I guarantee you you'll get responses guarantee you and I'd say for every 15 you'll probably said appointment just like copy paste send pretty cool right okay keep going anybody I've like maybe five more minutes and then we'll take a break is that cool okay five more minutes I want to talk to you about the velvet rope system so what is the what is the number one anybody do email marketing send emails to clients four people seven people if you're doing email marketing please raise your hands thank you totally like missing medicine with me here okay so what is the what are the common things that we as agents send to clients what did you say Chuck that's a hit that's funny please don't address recipes are fine but I'll share the verdict later over alcohol on that one most common things that we send our clients with email marketing just listed just sold market update and if you have some kind of idx system you do some kind of MLS alert type thing most common things that are saying I'm gonna say market update slash news newsletter right would you agree that these are mostly sentiment tie my shoelace for a second so the average consumer knows how many agents okay three three or four right and they get ten of these a week just listed just sold market update maybe a drip that is only from agents the average consumer considering homes are also subscribed to primarily just so you know red phone alerts of the most popular of all portal alerts my wife we're in the rules of business she subscribes to retro Lords alerts prettiest emails ever is what she says what happened right redford alert and they generally have read filler words they probably have some kind of Zillow alert that's an addition to everything else and then some random drip that some random person put them on so on average they're getting what 10 to 15 just was it just all market update newsletters would you agree would you agree that's noise I want to offer you a very simple method that you can put in place today that will completely change how your clients perceive you for the rest of your careers and it is actually easier than sending out just listed just sold and market updates who's skeptical it's a little skeptical maybe okay I want to call it the VIP list but I'm going to tell you exactly how to do it so here's how the VIP list works so the problem with sending out recipes summer drinks concerts in the park santé showings and all of that it's totally cool but here's what here's what happens does your attorney send that out no because you're your advisor does your accountant send it out no because you're the reason we send that out is because we don't know what else to send out that's the point the attorneys and the accountants are like hey this is who I am this is what I do therefore I'm gonna send out stuff that is in line with who I am and what I do why don't we send out stuff that is in line with who we are and what we do we do that's why we say no just listen just sold market update that's because we think that's in line but the problem is they don't want they know what is listed and sold and the market Abhijit they generally know the value of the room they generally know what we're sending that would you agree that's why that's not relevant now how can we send them something that is still relevant to them for a real estate but also makes you look like a rockstar I'm gonna offer something to you it's called the deal of the week and it's as simple as that sounds okay it's your VIP lists deal of the week so about two years ago one of my friends in Chicago his name is young young comes up to me and says hey I want to change my business model I have 300 people in my sphere I'm gonna reduce my spending on these portals because they're not converting as well what I advice do you have I said dude listen very simple but all your clients on a weekly deal of the week VIP list and he's like dude like how am I supposed to do that and I go no email marketing no system nothing put all of them in BCC don't over complicate this he's like really and I'm like yeah so here's what his VIP list looks like for two years here's his email you're gonna think this is crazy by the way it's from two subject line is the IP deal of the week he sends it every Wednesday evening this is all of this the deal of the week this week is this here's a picture this can be a pocket are coming soon something that he's scrubbed from the MLS the best deal that he's found for an investor he keeps rotating it every week it doesn't have to be his listing maximum four to five bullet points around it and then he says if you'd like to buy sell or invest in the next three years please send anybody that would like would it would benefit from this that's it so he starts this newsletter two years ago last year he sent something out and I bought something I sent it to him and I bought the deal that he put on the list so he text me he's like bro and I'm like what I'm like this is real he's like yeah and I go what can i buy it you're sure I don't want to know where's Liz I'm like I don't want to know where it is I don't want to know the address if the numbers pencil like this is great send me the contract right he's like this is amazing you're the eighth deal I've done he just sends this weekly and after the third email that he sent here the first thing he got was just a leased listing he's like oh I didn't know you do leases and then he's like oh do you have more investment property oh yeah we have this we have that oh and I'm trying to buy something and so he referred to you he's just sending out one deal every week one deal scrubbing the MLS takes him ten minutes not overthinking it picture four bullet points and this goes every week and the idea is that his clients cannot get this information anywhere else because he's curated it for them good helpful now a lot of you are thinking about how am I going to actually implement this is it thought in your mind sort of so we have I want to show you something very quickly so one of the programs we have in our company I'm actually going to give you the answer here one of the programs you have our companies we believe that most agents are hustling and grinding a lot you believe that you guys are hustling and grinding almost seven days a week do not lie to me give me hands up higher okay do you believe that when you move from hustle and grind to systems and scale it completely changes the way you run your business you get more systematic way of running your business so we have this program which we run and every 30 days we build one new system and we build the whole thing and we hand it to our agents in our program so I'll give you an example this month in February we're actually building this VIP list system so here's how it works I want to draw it for you so you understand it so there is a there's a website that we build we build all of this right there's a website that we build it's got a beautiful branding picture of I'm gonna call it Jeff right and then it says welcome to my VIP list all my private deals only here's what you get one two one one email a week blah blah blah no obligation and then there's a box that says sign up here good just conceptually you guys are good and this is a so we give him this website and then when someone comes here and they fill out this email they go to a page that says say a video or something that says thank you from Jeff and it says thank you for signing up and here's an example of the deal of the week so that way they know what they're getting good as soon as this happens they get three emails that says hey you're confirmed for the VIP list it starts coming on Wednesday here's what the first ones gonna look like hey by the way I did a video on this and how a client actually got an amazing deal for me so they get three emails in three days okay good so far and then what we give our agents is a template on an email marketing software that all they do is they drag a picture in the bullet points are here it's already hooked up to this list and they click send and they have to do this once a week you have to do some work right but they have to do this once a week we build all of this and we just hand it to the agent now the agent go gets Jeff VIP list comm right and he points it to this site right next time he goes live he goes on the open house whatever he's like hey I'm on the one-two-three by the way if you want to schedule an appointment with me here's my text message or if you want to jump on my VIP list where I share my best deal every week with my private clients go to Jeff VIP list com this puts this everywhere random person sees it online random person signs up random person gets in the list random person get to thank you they get the three email sequence Jeff has no idea every Wednesday Jeff just writes one email would this be a cool system that you would like in your business right so I'm not I'm not selling you anything I'm just telling you that our goal like for our agents is every month we want to build them one system and we just hand it to them because if you build more systems you win more can you imagine after this all you have to do is 10 minutes write one email a week and people just get into your VIP list that'd be pretty cool would that be pretty cool if you have 300 people in your VIP list 300 people I kid you not gets three other people in your VIP list and you email them once a week for 52 weeks I guarantee you you never have to do cold prospecting ever again you actually think my friend young in Chicago he only does coffee meetings and sends one email a week to his VIP list that's it but he what he does is pretty something pretty cool he adds one new person to his list every day that's his job he wakes up in the morning and he says my job to talk to somebody talk to a lead talk to a past wine talk to his fear talk to somebody that wants to be in my list and the kind of qualification is this if you're looking to buy sell or invest in the next three years you should be on my private VIP list there's a qualification there it gets him on the list once a week he sends them a deal and then once a month he sends in a success story that's it that is his entire marketing if you add one person to your list every day three years later you have six hundred people on your list how amazing is that your list in a tough time your list in a good time you touching them with the right cadence is what's gonna win if you think oh my gosh I don't know what to put on this I don't know what deal to make I don't know what you're missing the point you could put like garbage in here it doesn't matter 'bitch but you could put whatever you go to an office meeting and someone says hey here's a pocket what do you put the pocket up there it doesn't matter what it's just that they should not be able to get access to it otherwise right cool awesome hey take a picture of this just take a second all you all I'm if you want information on that program that I was talking about what I offered to GF is that it's by invitation only and what I would do is if anyone was interested in that I will do a 30-minute free strategy session with you one-on-one to see if that was the right fit for you okay is that cool that was my promise to Jeff so you can go to 30 days system comm it has my name on it just click and you can actually book a calendar appointment I set it up just for you guys cool I'm not giving 30 minute consultation to anybody right it's my promise to Jeff so I wanted to make sure that it was good for you guys good no pressure I'm gonna move on all right last one you guys ready how many of you have heard the hour of power how many have heard the words the hour of power okay what happens during the our power Peyton so good Peyton says you're going to be trying to be as productive as possible for an entire hour and you're going to do one hour of lead follow-up right how many of you do one hourly follow-up every day two people don't have people would you agree that one hour of lead follow up every single day jamming the phones is freaking boring come on give me a smile or something I got like one minute left okay I want to offer you a new method where I don't believe that an hour of lead follow-up is humanly possible for high energy sales people like you guys are not wired to do an hour of lead follow-up it is not in your DNA to do it and for the people that is in their DNA like you are very special it's like it's hard to do that would you agree is hard to do an hour of how boring is an hour of lead follow-up are you joking and then you get rejected all the time in your voicemail and they're like oh my gosh I can't believe she's calling again it's terrible so I want to give you a different elite hour of power format that I've been teaching a lot of the top agents that I've been working with are you guys ready for it you take your hour and you bake it up into four parts the first 15 minutes is our entire job is to get as any coffee meetings as possible because the more coffee meetings you get the better you do I'm going to give you the script for the coffee meeting are you ready it's like it's past clients fear lead whatever but do not innovate on the script keep it as simple as possible and you say Peyton it's been a while since I've seen you I'd love to catch up I'm happy to come to a Starbucks near you send I'll do it again Peyton it's been a while since I've seen you I'd love to catch up I'm happy to come to a Starbucks near you Elia Peyton is a jerk does he say no to that because there is no out Peyton it's been awhile since I've seen you oh I'd love to catch up nice dude I need to come to the Starbucks near you he's gonna make it easy for me - now the only thing you can do is no problem let's do it in March you're like done March 18 pic 2 p.m. or 4 p.m. down it's on the calendar if you start your your success if you start loading up your meeting with your schedule with coffee meetings I tell you your business is going to go through the roof because the only reason you're not gonna convert is probably probably out you're not asking the right questions in the coffee meeting and I can help you with that but you're already getting appointments right it's amazing so the first 15 minutes and don't do it for longer 15 minutes get one or two or three coffee means if you get nothing that's fine first 15 minutes get coffee meeting how many of you believe that's easy enough to do Peyton has been a while since I've seen you I'd love to catch up I'm happy to come to the Starbucks near you do not change because if you innovate you're gonna put more stuff in oh my gosh how are the kids no we don't care about any of that we just want a coffee meeting right you can talk about the kids at the coffee meeting okay good the second one I'm sorry you have to do like some follow-up not an hour but hey whoever came to open houses do some responses whoever inquired on you're listening to some responses whatever you said here listening appointment do some follow-up 15 minutes I'm asking for 15 minutes of follow-up per day I is it okay can you give me and yourself permission that it's okay to do 15 minutes of follow-up per day okay number three I'm gonna call it the sphere of influence deep dive how many of you believe that a lot of your business comes from your past clients on your sphere okay awesome close to 50% of the room I want you to so let's assume that Jeff is in your sphere here's what you would do you would kick your feet up on your desk or your culture where you're working from and today's person of focus is Jeff and you're like Fitzer hmm what does Jeff like that I can add value to his life with I'm gonna go on Jeff's social feed I'm gonna look at Jeff's emails I'm gonna see what he just posted about Jeff loves video Jeff loves this Jeff's loves running oh he loves running well I saw this really cool running shirt called run stl on Amazon I should get Jeff that shirt go get Jeff the church shipping about Amazon write him a note you're done because now you've taken 15 minutes to think about one person one and either sent them a great article you sent them a nice note a handwritten note bottom a gift said I'm a book whatever it doesn't matter but the problem is we want to do this whole client appreciation party get our entire clients and our past clients together once a year and you think they actually think of you instead think of the one person add the mantel value to them that one day for 15 minutes and move on to the next person how amazing it is when you get that thoughtful note gift handwritten card whatever it's for one person a day do you think if someone did that to you you could actually tell the thoughtfulness associated with it yes okay that's number three for 15 minutes and number four I call the social love how many of you are on social media Facebook Instagram Twitter like any of those any of those all of you right so you got I got like a half shake what's going on with a half shake maybe maybe not okay so so you get on you get on social media let's say I am your I'm your friend a past clients fear you see I posted something and say hey I just went to Bali with my children this was amazing here are some pictures and then in the comments this is what we generally see like like hard hard cool amazing awesome how fun which I was there is that fair that's what you see right here's what you do stop go into the comments and write three sentences social love hey Jeff the vacation looked amazing I've never been to Bali but I've always wanted to go instead of Bali we maybe go in Hawaii this year have you ever been it looks great family's growing up it's been a while since we've caught up I'm happy to come to a Starbucks near you you can do it the entire idea is to get more coffee meetings you don't have to do the lie but you can do that but here if I did at three senses inside my social love do you think Jeff is actually going to read it like hard like a wash run and he just reads the whole thing and then he he's he feels compelled to either respond or say something and he doesn't know what to do so he either texts you or whatever and now you've reconnected so easy and you just sit there on your phone for 15 minutes and goof off and write few sentences like I'm not joking we cannot do an hour of lead follow-up I mean how many of you believe that this is way easier right way easier how many of you have teams teams like you should make your team like they have to do all like an hour you're like not broken up into four 15-minute blocks like in one hour sit down do this and you're done so easy right I tell you just starting to do this will get you in the mode of doing more business develop and sometimes your coffee meetings but you'll be like whoa I suddenly have seven coffee meetings on the calendar that I never had before because I dedicated time to getting them small things will help your business grow a lot right so we talked about oh cool pointer pre-launch geographic farming open house domination velvet-rope system power power 20 days a week 20 days a month make sense you know there's like some method to this madness right I want to show you something very quickly so here's what I did I want to give you guys a quick gift I I did a hundred I went through though I do I do a lot of podcasts I did I went through my last hundred real estate podcast that I've done and I picked out 17 of my best ideas my best profitable idea so that you don't have to listen to a hundred podcast and I put them all into one email and you can get them at so take a picture of this you can get them at this site for free of course 17 podcasts secrets.com so just go I took all my hundred podcast I put in bullet points and you can go download them and use them and I have links to each of the podcast if you wanted it took me all of the holidays to do that and my wife thought I was crazy because I really listened to a hundred podcasts I'm crazy please take advantage of all the time I put in so that you can just read the bullet points and so you listen to 100 podcast okay was it someone valuable okay okay I'm gonna put you on the spot for maybe a minute Jeff and then I'll turn it over to you five people so I have a fragile ego just like you all know five people can just tell me hey either a question or hey I like that idea I'm gonna use that or anything else that you thought was exciting or entertaining give me five and then we'll take a quick break who wants share sir yeah awesome awesome Fantastic Four one two formula and put on whatever you want in the boxes but you have a way to explain the system very cool thank you well ma'am yeah just say if you believe that it needs to it's a deal of the week and you say you don't you can put it away in the bottom that says this is listed by someone else that call back if you want but you're promoting someone else is listing it's - its - yeah so if you if you wanna yeah and and if you wanna if you want to if you feel if you feel like you know an agency you were in a hot water and it just say hey and here's the link to the here's the Zillow linked to the property and someone says anything you like or here's the MLS link to the property whatever right like I prefer you say Zillow into the property because or if it's your websites even better if you have an ID acts cuz it buries their name on the bottom if you're worried about that I would just kind of I like doing more open how more off market stuff as much as possible because that's just up they will never have access to or investment property stuff and most agents that list investment properties up they don't care that you want to get it sold so if you feel like you may get in hot water just put the link yeah good question okay three more yeah so just spending in a little bit more time on the coming soon right just yeah okay so the best part about coming soon is this they're not expecting a lot of the you to talk about they're coming soon so you're gonna get very few pieces of pushback very few objections doing that that time so it's a complete education time which is way cool as soon as you start talking about pricing and marketing you're gonna get pushed back anytime you talk about pricing is there any time that you don't get pushback you always get pushback I don't want to keep 90% of the appointment where I control a whole appointment so I get no pushback and we can do it we'll do some when in the next part we'll do some objection role play just so we get you guys comfortable with it - cool so prior Tummie search more ma'am okay good awesome and if there's a main drag down in the neighborhood totally donald the main drag in cuz every time someone drives by there it's really powerful like corners are my favorite Oh awesome oh one more one more Sarah yeah yeah yeah cool awesome very cool and if you anybody is doing uh I have a buyer letter just change it to my client wants to buy your home also I like using client because it shows that you're in representation in some way and it's you're a professional right use client all the time the other word I'm just gonna do the one last thing here how many of you you're like oh I can't believe that Charan didn't use me on this transaction like you've said that before the operative word there is use you're not a commodity like could you please help me catch yourself and never use the word use again this is you to buy a home nobody you are not a doormat right of course they're gonna grind commission down no one uses you oh you really want to be used the limits of our language are the limits of our world you got to use language well to help people actually get inspired right he's like my client I represent represent client represent client represent client very very very important right and I was driving this happen as I was driving with an investor I was in the backseat investor agent in the front seat I was in the back seat and the investor the agent says oh yeah I sold at home and the clients like no you didn't sell at home I bought it you didn't write like but we think that we can use the terminology you didn't sell it you didn't have you Dennard in the first place you were a fiduciary representative see it we play an amazingly important role in this industry let's own that right super super important so can I at least get a commitment that you will not use the word use cool and if you use the word use like catch yourself and like don't use it again cool awesome so hey I appreciate you guys here's what we're gonna do here's what we're gonna do and I turn it over to Jeff we're gonna do a quick break and then we're gonna do something pretty cool which is stuff that you have never seen before it's called a hot seat on the hot seat is I'm in a lot of mastermind groups and you have you really do not want to know how much I pay for these right and where it's like eight CEO sitting in a room I walk up I explain my problem on the board I'm like seven high-powered CEOs basically dress me down and build me back up it is like the most gratifying you get painful thing that can ever happen the clothes see you top agents that I mentor I do hot seats with them all the time and I want and we rarely do it in public right today we got a couple of very brave volunteers and I promise to be very loving to to Sarah here I want you to see something I want you to see and Jeff's brothers gonna do it too right I want you to see how to actually break a business down and how to actually create momentum so that she can go crush it later so that you can be like oh my gosh this is how you actually do it and this comes from an operator I run the business I know how to do it right I can actually you'll find me I have no idea I met her too so I'm going to do this cold and you're gonna see two hot seats and you're gonna see how to actually do it live and you can do it for yourself if you have team members you can do it with them but I want to show you alive how this stuff works let me frame this for you you're gonna say huh he asking some really basic questions then when Sara comes up you're like huh sean has the same questions over and over again he wants to see him for numbers this is really mechanical this is boring like when we get our foundations right we can do a lot of cool things right and how I want you to think about it is you should be able to do this live for your business if you are a team leader mentor to others you should be able to do live for them as well the hardest part about a deconstructing somebody's business it tastes two things number one the person needs to be and then share right I will tell you 9 out of 10 I'm not joking 9 out of 10 business transformations lie in the personal realm he's got nothing to do with the tactic that I'm gonna be able to give me 9 out of 10 and I'll tell you most of the time it take me 2 3 4 times to get the personal transformation and sometimes it happen the second is that you always want to found a I'll walk you through that foundation today good you guys ready ok thanks for doing this man so give everybody kind of like tell him who you are what market use you work in hey can you jump over here have you guys ever seen like a a sand that I like if you see there there there they just pictures they connect top do things like not crazy it's not they are that alive if you go to Armed Forces you know etc they do that live so it's a very good media board and so when you're thinking about stuff you always think on paper right so as as needs talking I'm gonna be like okay been in the business here's all I would ask you how long you been in the business so 12 years you have an assistant right now okay full-time full-time assistant and what did he or she helped with so ops TC marketing okay other agents on the team one buyer's agent and does this agent get to do listings as well okay awesome do you have a geographic farm okay kind of okay good so the total number of homes average sales price do you know turnover numbers okay good that's fine okay good good so far you guys are good so you know you're getting a sense of his business so here's what we're gonna do now 2018 2019 right this discovery process is super powerful first I'm gonna say is hey how many deals did you do in 2018 43 deals list versus Buy sixty-forty okay volume 9 million do you see I [Music] okay good always know where you're starting very hard to pick where you want to go there okay 2019 give me some goals okay okay and we'll okay guys and supe super how many of you are like now if I could every single person in this room actually tell me and come up with exactly this most people don't know their numbers and I'm telling you it's okay but it can can we give can we give Nate a round of applause for just being able to walk through this stuff right it's amazing to me you can't do anything without this like in three minutes I understand his business right away okay so the first thing I always want to do is to say hey so how are you gonna go from and you'll think this is a Socratic method I'm not like telling him what to do he already has all the answers I want to see where his answers are so I can give him one shift my entire idea today is to give him one shift right to get to buy speed it's always good as the coach as the mentor to know what shift you're bringing that person my one shift that I want to bring and I'm stating my intention is to give him one shift so he can buy speed to get more certainty to get to 75 deals good you guys should all be thinking the exact same way how can I give Nate one shift and I'll tell you we're gonna have 150 opinions in the room and that's totally okay I have to figure out the right time to give him the one shift so he's actually open and accepting it cool helpful okay how are we gonna get from 43 to 75 [Music] okay this is really good he got to the right part of the end it's very easy when we want to grow a business that we start to add channels hey I do geographic farming for example I'm gonna add physicals I'm going to add expired we instantly go to adding new channels remember this adding new channels is there's a skill set increase that's necessary and there's a cost increase that necessary and there's time you can't just add a physical Channel tomorrow because you're gonna have to work things out it'll take time all right we want to get to 75 with clarity and with speed right okay this is good so the first question I would ask is do you have enough leads or opportunities to work with right now so if I got you two more buyers agents do you have enough enough opportunities to keep them busy okay good so now we're now think about it you there our business is in has three parts of the puzzle you got to have opportunity I don't like calling it leads because leads are baggage in today's marketplace right so you've got opportunities it could be from open houses it could be from Zillow it could be from whatever you're going to shove those opportunities into a system the system will nurture whatever and then that's gonna spit out contracts and then hopefully that contracts give it referrals and opportunities good con opportunities some kind of nurture contracts we do a good job spit out more opportunities the first thing is to always figure out is if he has enough opportunities and whether you as a human capital problem what he has he doesn't have a human capital problem what problem does he have an opportunities problem the total number of opportunities so now he could he can get three new agents on board but they don't have enough opportunities to work right so that I would actually the first thing that I would I would offer is how can we add more opportunities to your pipeline right so how many active listings are you carrying right now okay can can you do can you double up on open houses can you just Saturday Sunday's can you do multiple days or is it not E as easy okay so think about this see see where I'm going with them and this is interesting you how I'm thinking so you can think similarly right the first thing I'm doing is saying what existing assets does he have in his business that I can actually create more opportunities from the opportunities that he already has so I'm not saying hey you need to go buy leads right now that was the first thing that most people will tell you I don't want to do that I want to see what he already has right okay so first thing you say is hey okay open houses and I can't do much good totally okay second thing past clients fear how big okay so I'm gonna say 400 so you use believed that there's opportunity here okay easiest opportunity right now you would start the VIP deal of the week list no-brainer easy to do one email it'll start creating opportunities for you right I would I would those on turn those on right away so let's actually start to erase you guys good you guys good with how we're doing this is this helpful okay so so this is good so you always do actions right so the first action is one he's gonna take his SOI and start doing the VIP list and I always like to say this is zero cost right - so we've talked about the SOI where are you generating opportunities right now where your leads coming from opportunities coming from okay okay this is good so you are you're already working for supposing expired okay this is good thing you have system so the physical isn't expired awesome so Sharonda agent comes in you can actually teach me and ramp me up to work so if you had any Errol who is willing to opportunities from the systems that you already have okay so okay so this is good right he has a goal with the idea whatever this is he has a physical system he's saying hey Shawn if you show up in my business tomorrow I can tell you exactly what to do the formula and that will create opportunities I'll come on these appointments I'll hold them for you will share them whatever you guys see a big opportunity there okay so he has a physical system I like I don't even want to go into like him investing in new stuff because this is the easiest way I can say hey go buy new leads like I don't want to do that we want to use a well-oiled stuff that he has right now yes good are we good so he's got the physical expired what I would say is hey what works what converts better Fizbo expired high-level okay please Bruce convert better okay so now he he has originally thought was a an opportunity problem he can actually mitigate that with the people with people so instead of buying your leads he can bring people on I'm gonna conceptually say for free like conceptually because you get paid on the result right so if you've got three people tomorrow who would follow your system would that start to add opportunities to the table okay so over the next ten days what is the only thing that nade does for the first hour of the day first first hour what should he do recruit would he's what he spot I don't know what he's doing right now but it's probably not your top priority right now yeah so the problem yeah it's very easy to say dude turn on Zillow for you know for the next three months and see like I could easily say that he'd have more opportunities but now he's have to build systems to actually work those opportunities instead he's already seeing success here the heart be recruiting now so would you believe that if he spent an hour a day for the next 10 days he's actually going to make progress and get a sense of what is out there yeah that's that's but there's there's now there's a problem right he's gonna have to go get an agent get the agent in the office pitch the agent and then close the agent on his economics what does what does need out you have to do to get ready to go recruit let's say he got a call let's he got an agent to come to meet with him in the office what happens now the value prop 100 percent so natured be like okay Sharonda agent comes into the office hey Sean I'm working through some insane growth in our business what I've done is over the last 12 years I've put together a system which actually converts for sale by owners into an insane amount of money let me show you here's case study number one one two three Main Street we did this we did this we did this we got this result here's number two one two for division we did this we did this we got this result here is number one we did this we did this we did this we got this result do you see that we're doing the same things yes would you have any interest in doing this because if you did that as an average sales price of three hundred twenty-five thousand you make eight thousand dollars for doing this activity that is the pitch if the agent now why do I say if the agent says no then you know it's not a good fit if the agent says yes now there's self accountability you're like dude I told you to make eight thousand dollars per deal these are the three activities because it gets this and I go on the appointment would you like any more help with these three activities no awesome from 8 to 12 you're going to do this and then out pops $8,000 would you like to do more of this you should say you do these like my favorite thing you do these things and it'll rain appointments the reason I'm seeing to be really mechanical right now is I want to be I won't have hate to be in a mad dash to get to the clarity of 75 goals 75 units right heel has now if it was building a system I would offer something completely different would you be able to articulate the three things that they need to do and the three case studies okay have you already shown the three things that they can do can result in okay so how powerful is that proof and here's what we generally do we walk into an appointment we're like hey come on board my team is awesome we have great culture you can make a lot of money and meet sean meet Jeff if you do this if you do that it'll be pretty cool no give them bring them in under mechanics if you get mechanical commitment and mechanical rapport everything changes so I would say the first two things that that Nate would do in parallel number one he's got to figure out how to get people into an appointment and number two he's got to figure out what he actually shares with them in the appointment because the entire part of going on a listing appointment is just because get a bunch of listing appointment that's it would be terrible if you go into the listing appointment and don't deliver anything of value because you you indexed more on getting the appointment as opposed to delivering a great appointment okay so if you can build this you are a winner because you can just say like just do this map right now let's talk about getting the appointment would you like me to show you a framework where you can actually do and add an email whatever on Facebook to actually recruit the type of agent that you want okay how many of you were in the morning when I showed you the intentional capture and even the morning framework but I'll show you how this actually works right Nate's thinking okay you have some hesitation or you're thinking well how do I actually find people that fit this mold that actually want to talk about that how many of you are thinking the exact same thing yes maybe okay this is concept is called intentional capture I want to recruit and have to be you have to do this in on paper okay so Nate's thinking okay I want to who was the type of person that he wants to get in the appointment right now give me the type of person hungry so we're gonna write out some characteristics hungry keep going what else sorry Sagan hard-working so if the work ethic good flexible good accountable good coachable again nany get so no ego okay let's take a pause there these are the characteristics that this person should have generally the problem for us right now is we don't have the ability to take this and convert this into an avatar of a person would you agree let's actually do that what is their word so what is the result we want so we want to push I do not know this is live I have no idea we're making this up as we go along right just like the four one two open house formula all right let's do this right now so you want a person that is that is willing to follow a plan to make money good something like that that is willing to take initiative take a proven system and actually get results awesome you want to have person that will willing to follow a plan with a proven system with the right culture so here you see how I'm thinking about it and so you're like you're looking for somebody that is a you know entrepreneur minded who wants to follow a proven system to create wealth is that good kind of you know it's this hungry entrepreneur mind it I'm trying to use these words to create that right so this is the hardest part of the entire thing and could you please like take a second and work with me on this right just just give me one minute of your focus we are going to we're gonna write down six words or phrases we're gonna write down six words or phrases that are in the mind that is in the mind of a person like this so we're gonna call this person Jeff right it's always easy to give this person an avatar in a name what is just thinking about right now give me the entrepreneur minded proven system to create wealth right now what are they thinking so use the words in their head so let me give you an example the person is thinking he wants this entrepreneur minded person who wants to beat the nine-to-five hey how do I beat the nine-to-five how do I beat the nine-to-five an idea right ok so they're thinking how do I beat the nine-to-five so like I'm gonna call it the 9 to 5 grind how do I beat the 9 to 5 grind it's in their head use the words what would be something else they're thinking financial freedom okay good how do I get some financial freedom okay keep going what else is in their head you use the words in there now what do you think it should be control my awesome how do I do things on my own time how do I control my time so I'm gonna call it time I need to use time in some way because that's that's a I've how do i what do I do with my time okay keep what else is in their heads I'm driving to work I am Jeff I'm driving to work what is the conversation in my head say again positive motivation good let's I'm gonna dig in a little bit what does that mean so one second go ahead no no no no we're staying with you wanting earn more so open-minded right so I'm thinking oh so what I'm thinking is I always go deeper right if only someone would take a chance on me if only someone would give me an opportunity if someone someone would give me a formula that I can do I'm thinking that right so maybe like open-minded open-minded and maybe give me give opportunity right it does encapsulate what you're thinking okay I don't put words in your mud these words are super important that's why okay give me two more sir you said something or someone said something over you okay so what would be he be thinking in his mind say again it's a slogan okay okay ma'am good okay so he's think go further what is he thinking in his mind good awesome awesome how do I make more money this is very good because we never talked about enough about it very good one more what else is in his mind or harmine control coach can tell me more okay how can i how can i create a path to to wealth maybe something like that maybe something like that to go with that right so would you agree that these encapsulate that would it be okay if I gave you a Facebook ad and capsulate it exactly like this or a video that Nate could do okay the framework is very simple it's called you guys should all write this down it's called a hook a story and the offer let me break this down for you the hook is are you an entrepreneurial minded person stuck in your nine-to-five that wants a proven system that can create wealth okay are you seeing I'm not deviating from this board right otherwise we're like oh we started doing you follow a language copy thing no are you an entrepreneur minded person that wants to break out of the nine to five grind and wants a proven system to create wealth does that completely change and if I read that and I'm that person does it mean something to me I want to beat the grind okay so let's let's let's write it out so are you a entrepreneurial minded person breaking the nine-to-five who wants a proven system to create wealth good now this is when the story happens this is when I look at the ad and I'm like okay I'm in and then you see on the ad it says Seymour right did you click now this story now the story watch me as I do the story would you agree that I have never done this before like this is live right you can say here's how the story goes and this is what this is what Nate would actually write he would write in bullet points I was just like you at one point I was in the nine-to-five I was in the nine to five grind I wanted to break out of it I just did not know how I just yearned look at this I just yearn for financial freedom I just wanted to make sure what I was working for was actually gonna pay off for the rest of my life most of all I was just sick and tired of my time being spent doing something that gave me no joy that gave me pain I wanted to create an impact I wanted my time to be something more meaningful the funny part is I want to work as hard I wanted to work just as hard as you want to work and I all I was looking for was an open-minded mentor that would give me an opportunity that give give me a chance and it create a completely new future for myself a lot of people took a chance on me my brother took a chance on me and I want to do that and paid forward I want to create something so special for somebody I want to help them make more money and most importantly I want to help them get out of the 9 to 5 grand grind and create a pathway to Walt if this sounds like you and a career where you want to beat the 9 to 5 and want a proven system to create wealth just message me below for all the opportunity that I have to create to get a strategy session with me calendar link below do you see what I just did I just went through this right he could do that on a video the way to do that is actually like on a Facebook post you know these emojis with the green check box that's what you do green check box green check box green check box and then the pointing down arrow with the calendar link right that add put a picture of your entire team standing together with a sold sign and hit boost into the area target agents wake up the next morning and just look at appointments that's how you recruit right but it was very specific because we said if we didn't get Jeff the avatar we couldn't build any of this you see how I did that like this is super important right this is more important this is not like this is not okay do you guys agree with that the problem is with how do I write this ad looking for it let's go look hey I'm gonna go on a random Facebook group with some random coaching company hey anybody ever random ad for an agent I'm gonna copy paste it and like what put it on indeed.com are you kidding me no I'm serious like we have an insane opportunity we got to be so dialed in because now the entire strategy is in here if we didn't write it together like how cool do you feel like that encapsulated what you were selling right you guys got that now his entire job should be and he should tag his friends tag his fear and say please share this as an opportunity of a lifetime if he wants to do video he should do the same thing on video and the video should be just someone on his team just interviewing him hey mate tell me about this hey you know what I just wanted to be the 9 to 5 grind it's for somebody and it's not for others but I just wanted financial freedom and I wanted to serve my clients along with the way and you know the most important thing we have is time time to be with our families time to be and time to serve our clients you just go with the words in their mind as you do that they totally connect with it and they're like I want what that guy just did right that's what you're trying to do and that's what start to really change everything good helpful comments comments could you do this ok and so so too big too big take so first take away VIP list second take away the the 3 steps that they need to do or the 5 steps that they need to do and the three case studies proving that if you do those three or five steps that they're gonna get a result here I'm gonna go on the appointment with you you don't need to do any of this etc and then run the app and keep running it because you just want as many people as possible because you already have the system the problem with opportunities and leads is let's say have a hundred leads and let's say three agents can work 100 leads go with the idea right three agents can work 100 leads now if Nate has to bring on three more agents he needs hundred more leads but when you have a system like this Nate doesn't need any more leads he just needs great people who will follow a system he's sitting in an insanely powerful position right now he just needs good people they're going to be harder find but when he finds the one or two right people and he can hand in the system he's home free because now he can spend his more time building the system and dialing in it okay take a pause reactions yeah design yeah good so while you were all you're all watching was this a like a interesting experience right can we first give it up for nature being cool and being up here and sharing this stuff awesome so I know he's got to go go go do your thing thanks brother I appreciate it yeah very much thank you so what did what did you get here I'll grab the phone microphone for me ideas that you picked up like two or three Adam correct awesome awesome great is that helpful was that good to go through that process it was it was not it was easy to see it happen but like you guys should be able to do that constantly with your team and your business and the more you can do that the more you understand their business right so like I don't need any prep for this I've seen so many opportunities that is kind of unfair that I can I can do this right what else what any other any other things that you thought was ah why did he ask that question that was interesting why did he start with existing opportunity wasn't like what would you have what were you thinking and what direction did did anybody think that that was a direction I was going to go what direction do you think I was gonna go leads right you were like oh my gosh how does he get more like leads are not the answer right I wanted people to have joy be the answer we got to get remember it is speed to get his result if it was how do I get 200 deals or 300 deals over the next three years yes I would have thought about it completely differently but it was a how do I get from 43 to 75 I'm like dude I want to reuse the assets that you have in your business so I can get you there faster speed money love speed like always think how can I get this fast fast fast fast fast it's not about I want to build a business over the next 18 months that get like next 18 months I have no idea that economic conditions were gonna be and I want to speed I want it now cool all right give me one or two more takeaways that you guys that you guys saw I'm just gonna wait here till you'd yeah awesome yeah yeah because then they connected with your mission right like we're like hey I want people to fit into my culture no like we want the right fit okay awesome so too tonight their mindset okay good awesome one more anyone else yeah yeah yeah that's why I would offer you that there's this really amazing saying it says fear has no place on paper fear has no place on paper and the reason why we over complicate stuff in our head is we daisy chain daisy chain and then there's like a and there's you you may say what we what we label as complexity is just our own fear and it's okay like I'm totally scared too but I try to put every that's why I try to write everything down and then when they'd start to see his entire business on the whiteboard he's like ah like I feel safe and then you can start to actually think right that's why I wanted you to see this live because I didn't deviate from these six things I just stayed here and did you notice I went in order we didn't make this up in order like I wrote it up however you guys told me to and I just went in order but we've thought about it from the clients perspective so the order even if you jumble it up it doesn't matter because the hook is the same the story is the connection and the offer is the calendar link right so you can do anything in the middle with a bunch of check boxes and now you can do it in video you can do it in email you can do it in whatever heck he should write this and he should send it out to his past clients and his fear and be like hey if you know anybody that wants to do this please hit forward medicine to completely start to change that good totally totally yeah and and I love great point I also love something where I'm a big fan of doing a ton of work upfront so I don't have to manage a ton of work later and what I mean by that is the last thing I want here is somebody to say message me below no I don't get back to them on time they're like Sean's too late and get it back to me he's not actually serious about this none of that they read this they're excited they schedule an appointment they show for the appointment if they don't show up for the appointment they're not a good fit move on write to me I want to do everything possible I call it front loading the effort I wanted everything possible up front so then I don't have to do work later so I just do it like you try to build a system up front so things start to really work awesome great catch was that good was helpful okay awesome can you give it up for Sara and we can do something do it again okay everyone say hi Sara it's like it's like a it's like oh I'm sure I'm alcoholic you know I'm not by the way like I'm you know this is vodka yeah is this fun though like you guys enjoying this is that Lisa is early and entertaining okay entertaining so you're gonna find this they did didn't they take a picture of this okay because like I'm not gonna give a come up with that again that was really we're not gonna do that again because that was pretty good but interesting I just share this with you guys on folks who's here in the morning like in our private session so we did something similar in the morning right what did we did it and you saw it second time you're like okay yeah I did the same exact process we did the same thing and but I probably do this ten times a week right whenever I write an ad I do this ten times a week so you get you get good at it and you get the confidence that it really works when you can do it over and over and over again cool helpful would you guys you'll try that right okay awesome okay very cool I'm glad before we talk to how many of you saw like similarities in your business as I was talking to Nate right here like oh yeah I do that oh I'm very close to that deal flow oh I don't want to add leads oh I have this if I can bring someone on Oh like there's similarities and we all have that's why having agent-based mastermind groups is super super important and if even if you don't want to do stuff that is in your marketplace and you feel awkward about it like go outside of your marketplace or talk to Jeff and his team and maybe they'll connect you with agents around the country but coach you'd appreciate that like mastermind goats are super powerful yeah okay awesome how are you we're gonna do the same process I didn't see him on a whiteboard like every same thing don't know don't know same line don't overthink this right okay how long you been in the business okay thirteen years oh here let me got it for you thirteen years for thirteen years four years with the team awesome okay I'm gonna say 13 years and on the team what do you do do you do listings and buyers production up awesome so that you lead the team which is awesome how many people on the team 13 people on the team including admin and Ops okay tell me agents on the team first how many okay [Music] okay and can they do listings or buyers only do buyers listings do listings and some how does it work okay awesome so 4 and 2 that's 6 you've seven in ops ok and the new agents are they new licensees ok new licensees ok good and how many ops [Music] for for UPS good good awesome so this is good 2018-2019 so units how many 201 parlor love it listing list versus buy okay good volume awesome and average sales price okay give a team as a geographic form okay good good good good awesome do you guys get a good sense of our business the team's business already right would you all do me a favor and like you should be able to go do this for yourself for your business just so you can always have this in front of you cool okay it's not hard right now dart okay goal for 2019 three thirty seventy nine point two this stays the same roughly okay good so 201 to 330 like that's a 70% jump I'm kind of making it up I think that's big jump right so now you asked the discovery questions so walk me through what worked last year what worked last year and how do you grow so first let's talk about what worked last year yeah Belted melted [Music] good fear how big is it your pest lines okay so I'm gonna call it 3k people in sphere web leads you're dialing him back so this is good pay always ask the question here know on your team how many of you have bought have dad paid lead sources in the past okay good cuz it half of the room totally okay to move away from that right totally okay how many leads in the past do you have in the repository so like you've had paid Legion for a while you've gotten those leads you have contact information what are those what's in that bucket on drip yet they're not being nurtured yep you hear that so like that was like a you know if it's big opportunity here big opportunity here right away not being nurtured which has an opportunity as well right awesome what is the and you're gonna phase out of creating new web leads which is good I think you have enough opportunity what is the growth plan how do you get from two or one two three thirty into our team where the entire team that's so cool I I totally I totally am geeking out on that if someone like that how cool do people to understand what you just said like that was she just said hey we're creating the system called the promise and the idea is that correct me if I'm wrong the idea is that there's a 90 day total transaction and the entire team is committed to touching and delighting the consumer during those 90 days so that they can activate a referral within that 90-day period am I correct do you understand what she just said like that's insane because this is what we do I got a bunch of people my past clients in fear it'll be awesome if they like refer to me something no no we are in the total like past clients in here I hope they send me something model right and they have taken that and made it intentional right super super powerful like I've I've known a lot of teams talk about that I have yet to see anybody do it so I'm super excited like hopefully you'll give me a behind the card and look at how you guys are doing that super super curious about it right but how cool is that right so that's a big that's a big opportunity did I just want to make sure you guys understand what she's just saying I'm not even saying you need to put in place a system where generates a referral before the deal closes I'm just saying at some point it may be okay if for the last Kleinjan sphere that you already have that you have some kind of plan maybe over the next 15 years that they can actually create some referrals for you I'm being a total jerk right now like you know it see look at the look at the intentionality in that 90-day period versus like we already have a lot of opportunity right we should be doing more with it okay awesome so the first one is you hopefully we'll see more referral based business go up right that's number one what else do you do on growth yeah this is good so the idea is to add an expired source correct okay okay and and so the listing partners Liz and your other listing partner is going to like heavily focus on that or how does that work definitely whatever dude okay good so you noticing like a few things came on first thing that she popped out was and it's great to get people talking and I'll you'll get a lot of information the first one was hey we have we need to like we need to activate these opportunities that's the first one that comes to mind right the second one is hey we have we're gonna do expires so Liz s up her game I'm just talkin you have to prop you probably need a skill set upgrade to figure out how do I talk to these people etc you need an appointment and skill set upgrade and you're they're probably not already so you need a follow-up campaign so you need a system for that and then one of the partners is getting pulled out who's been producing last year and they're gonna go do developer division but so there's product production might scale back a little bit but hopefully you have some developers already lined up correct okay okay okay okay awesome so you know how many of you think that we can go like 14 different directions with this right so let's keep it super simple the goal is the goal is to get ser ideas that you can do stuff right now two biggest things that I see right away are you got three thousand people in the sphere and for the amount of deals that your team does some form you do like a VIP list yeah yeah awesome so the first thing I would do is put a weekly or three times a month you know deal of the week like idea on the drip so three times a month VIP list four times the fourth touch is the success story super simple that's all we do right and they touch the list and if they unsubscribe they unsubscribe whatever we don't care we got to stay in touch with them that I think is like what that would that three thousand leads that's insane our fear that know who you are that scale is insane I will tell you if you have 200 people and you hit them once a week like you you in in like 12 months you will reign business like you're gonna you didn't think I'm crazy you will reign business because all they've been getting is crap which is just let's adjust so market updates alerts and now you're coming in and saying hey listen I'm gonna give you something pretty cool that will be my first one right I'm gonna give something you guys would probably execute on this I'll drop the blueprint for you and I'll actually show you guys the blue 1500 potential leads those are problem it's yes I'm gonna I'm gonna erase this I'm gonna show them a format so let me give you a little education on how how buyer leads work and you should be able to not just explain what you do with buyer leads you should be able to explain what the buyer leads are so for example oh cool so yeah this is math you guys know what this is okay this is called a normal distribution right a bell curve right basically this is hundred percent of the people in the world right so we're saying there's fifteen hon the fifteen hundred potential people that are in the pond that have not been warmed up right the over the last five years of our tests online web or like it buyer inquiry leads fall into four categories okay and you guys should know this because this is how you deal with them so you speak to them first are it's ten percent ten percent forty forty it's called a ten ten forty forty rule okay ten percent of people want to do something right now okay 10% of people never want to do anything but you have no idea that they never want to do anything so you have to treat them like they want to do something good 40% need time and 40% need education 90% need time and education so when we generate a buyer lead for every hundred buyer leads we generate ten may wanna do something right now in five years of testing did you know that if you send fourteen touches in eleven days you can activate 10% of the 10% one out of a hundred if you do 14 touches in 11 days are you telling me that you know somebody that is doing 14 touches in 11 days after a little you are amazing amazing this will carry over but super super important right super important all right good with this super important you guys need to know this right what has happened now in in serious situation is that they have 1500 buyer leads for example and if you were to do one thing I would do this we have no idea who that 10% of yeses we have no idea because it's probably sitting for a while would that be fair to say okay good so this is good and you know that's very normal across the board right can we all like totally agree that that's how it worked this is like like totally in my face and this making me freak out no no you're totally good I like I'm weird a nuanced okay so when you take so I'm gonna take the so we're gonna take there's forty that need time and forty percent that need education right always lead with education first and then if they don't respond to education then you drop them in the time bucket and the time bucket just becomes deals of the week and things like that cool so let's try the education say if I were you I'm gonna draw out a system you guys are all gonna be like I can't believe you're so crazy that you're gonna draw this out but I'm gonna draw it out for you anyway and you can use the part of it or all of it etc right I want you to think about what I'm gonna call an evergreen buyer master class have you guys heard of what an evergreen by our master classes so it's I'm gonna write it out it's the evergreen buyer master class so this is how this works they have 1500 leads right she's gonna bucket them in two pods of a hundred each okay and they're gonna send each of these hundred I'm gonna I'm gonna overdo this but I want you to get the idea right they're gonna send each of these hundred three emails and each of those emails are gonna say something like this for the last 200 buyers that we worked with we've realized that there are five things that they always wanted to know during the process instead of you know forcing you to go spend time with us or research crazy sites on the internet that we're unsure about our team actually put together a master class that is only 15 minutes long and it covers the five things that you need to know before you buy a home in today's market click here if you would like private access to that master class don't overthink this I'm going to show you exactly how to do all of that all right they're not gonna respond to the first so you're gonna get thirty three thirty three percent and then they may just drop off right so they drop off they're gonna go into a another pool and I'll teach you how to what to do with that pool so they go in here now whether they take the first email or the second email the third email and by the way I'm going granular because I know your team can handle it right so I'm I want to go detail into this all these all three of them are gonna go to one page and the page is going to look like this and it's gonna say it's gonna have a picture of your team with a sold sign or something like that and then it's gonna say evergreen buyer masterclass you're gonna learn one two three four five sign up here good when they sign up there they get to a page that says this is called a thank you page the Thank You page the Thank You page says awesome you are fantastic we are preparing your private master class check your email this is all a ruse the reason is that if they sign up for the master class I could just give it to them but if I gave it to them it's not special I want them to click through that shows me their seriousness hey you're just like oh my god Sean you're so weird like I can't believe you're doing this okay are you tracking with me so far okay and you may also think like this is not like the four one two formula like I am NOT making this up on the spot like we have been running this for the last five years right so I know I know this inside out okay so so there's a thank you page once the Thank You page happens here's the first thing immediately they get an email saying Sean congratulations we got your request with a master clock our team is actually preparing the private viewing area for you we'll get back to you as soon as this is ready congratulations sure on this is like this is almost ready right this is hey the viewing area is ready close to fifty percent will actually click hit this the other fifty won't and you're like hey Sean fYI I've been doing this only for my private clients I don't want to leave it up and actually I want to be you know have high integrity with them this is gonna go down in the next seven days just to remind I just watch it in the next seven days okay now all of these link to a single page with a video that is a slideshow video with five slides and losers just talking through it super easy by the way for our clients we have it I even recorded the video for them because I know they were not gonna do it so I just recorded the master class right so but you don't you have to understand something the master class is 100% irrelevant it doesn't matter what's on it that what matters is they went through this process and they raised their hand and now they know you know that they raised their hand so you can call them right because it's education so the master class is basically you know it says here are the five things it's five or ten minutes of saying hey this is how you get prequalified this is what happens to do this when you write an offer this is what you do if you see a home on Zillow realtor truly a center to us first so we can do the diligence whatever the five things are nice catch that was awesome where's our insurance guy Dan are you here so so after this look at look at what happens here at the end of this on the bottom there's a calendly link and it says you know sign up for a strategy session here's why I gave you all of this once you build this this is what happens she throws a hundred people into the first email a week later she throws another 100 week later throws another hundreds of 15 she just throws a couple hundred because you don't wanna get spammed out that's the problem right and she doesn't do anything else she just waits for calendar appointments you know there's nothing else to do here how amazing is that so for every hundred three appointments pop up amazing every time this pool grows every so every month you take your every week to take your hundred deadest leads and you throw it into that you keep throwing 100 Dead leads into so you're doing it for the rest of like the next three years open house lead great throw it into that but you're doing a hundred at a time and out pops an appointment on the other end if it does if it doesn't no problem because now you're going into the VIP list so now they don't need education than you time you do this that is this easiest way to warm up your 1500 otherwise you're gonna get people to start and call and they're gonna get really pissed off yeah but no but doesn't say so you know like let's talk I'll give you this model and I'll give you the like I'll give you everything right you should just you should be able to turn this on once you turn this on you're like just throw people in the funnel does this make sense I'm sorry like I'm very nerdy when it comes to this kind of stuff right but but we need greatness is in the granularity you need to know all the how these pieces work but imagine this I want to show you something if somebody built this for you you never have to touch it ever again ever you just slowly you have you go to open house 13 people sign up you try calling them for a week or two they don't respond 13 people in the first team not you're done if they don't respond they pop out on the other end they just drop into your VIP list you start doing the a pillared once a week you don't do anything else you got to get your business where you add a bunch of people to a list you do what the appeal is you do a webinar like you're just doing cool things that you like there was otherwise it's like instead you're gonna do like an hour of lead follow-up are you kid like I say well now let me do a scripts let let let me know works let's let's actually train them little is actually call them and they're gonna be all pissed off you haven't called me in a while I think this is crazy right but always think what else can then you may think what else can I do for education so let me have this idea that says hey we did this masterclass on this hey their interest rate environment is changing we're gonna do another webinar related to how to take advantage of the interest rate market anybody that has gone through this that's that has gone through this already send them all an email hey I know you went through our buyer masterclass and it wasn't the right fit for you but we know that the interest rate landscape is changing on a lot of our clients want to know what it is jump on this with our chief economist jump on this with our loan officer partner and in 15 minutes they'll be able to tell you this do is zoom webinar registration everybody lights up you want to do stuff that is super easy one to many skill everyone thinks that they need to activate leads by going and activating one by one you do that like you there's no speed in that you want to activate leads at scale good could you try it so VIP list for you there is there is no there there is no try okay was that I was that I got to friends they're like Tron you're crazy I'm just gonna leave no totally I'm totally joking I've no no no please guy I appreciate you being here thank you thank you they're like oh my god he really is crazy what is that while I went through this super mechanically would you like me to give you an idea on how to do this super easily so assume none of this you send one email one and you say hey I'm doing a and see every Thursday at 10 o'clock you're doing them by your master class say you have your five slides and you're doing it live hey if you're interested in this just sign up and here's the zoom link for the webinar they just come on they don't come on whether whether there are three people or thirty people you'd still do it you don't need any of this you just send one email and every Thursday at 10:10 to 10:45 you do a buyer webinar once you bring on Jeff once you do it yourself once you're being our credit repair but whatever it takes you go to open houses and you tell the folks at the open houses hey on Thursday our team's gonna do a buy room it's one of our most well attended things it'll only take 30 minutes just jump on and now you just start getting people standard to that rubbing all the time and you see who shows up because now you know they're warmed up so instead of doing all this is 100% automated and I am like geeky and like 100% automated because I like waking up in the morning and seeing oh I have four calendar appointment this is fantastic like let's put more money on Facebook because I'll get more appointments on the other end it's gonna rain money cuz now I have to actually convert those that's totally okay but you can do this very low-tech as well I wanted to show you the high tech so you understand what I'm trying to do but you like you guys can do like a zoom webinar click click here to do this send one email put everybody in BCC like you don't need an email marketing system you can do it super simple yes am I am I totally like not bsee or are we good okay is it was this helpful what direction did you think I was gonna go but no idea right like I had no idea either no it was super open like I had no idea I wanted to give her because to me I zeroed it on two things 3,000 people in the sphere and 1500 people that are not nurtured and she's like that's an opportunity you she's like I gotta bring her is a whatever I was like oh come on you know I would actually start this you guys should just start this get this I can give you the outlay for the five slides or five topics you can customize it for your marketplace and I would do I would send the first hundred don't even do anything I would send the first hundred I'll link directly to the zoom webinar just do a zoom webinar on Thursday like test it right now nine people show up it's a amazing win and it's a one to nine appointment like how amazing is that right I would do it and then everybody that attended your open house tournaments under that email to Thursday from 10:00 to 10:30 losers just gonna do this appointment like you're gonna do it three times then you're like great I don't even have to show my face click slides blah blah blah drink a cup of coffee before like you're gonna get it on autopilot right and that's the you do one Thursday sellers one Thursdays buyers one Thursday sellers one Thursdays buyers and just drive everybody to a one-to-many webinar and that's how you nurture cool was it helpful okay so takeaways takeaways give me like three yes ma'am very cool yeah so use the assets on what you already have very cool awesome great take away two more automate the heavy lifting 100% because dude the hardest part is once you get that down you app you bring joy back in your business right very cool automate the heavy lifting all right one more Brian yeah yeah yeah yeah yeah yeah yeah yeah what is he talking about yeah yeah yeah awesome so I want to give you I'll leave you guys is one one cool nugget so to me anytime I see something the nerd and me will go to how do I pitch this in the living room right I instantly go to how do I pictures in the living room so we built the system like November for our for our inner circle client so we actually built all of this and handed to them right so they didn't have to do anything you just put the hundred leads in and out popped appointments so I took the model that I built I don't have I took the model that I built can we turn the TV on for a second nevermind oh sorry yeah no no of course stay stay stay stay for a second stay for a second so I took the model that I built I had this right and what I did was I took it to an appointment and I was like hey mister mister seller as agents as we get you know buyer enquiries a couple of things happen I've done the last ten open houses in or buyer inquiries in the last ten listings in this area and we have 97 leads 97 inquiries well you may think that every agent has these 97 later they're gonna all call related just to your house but you know they're not so the value I bring to the table is twofold number one all my leads are being nurtured my inquiries are being nurtured this way and I know who's ready to buy now let me walk you through this and I walked it through this they're like wait what and I say as people come through your open houses and make my room I put them back to this because I want to figure out if they're actually are they need time or they need education because now everybody that I have in my system for the last 10 years you get the benefit off because I'm constantly nurturing them every other agent wants to get buyers for your home today I'm using all the buyers that I have I'm trying to nurture them to see if one of them fits your home tomorrow and the clients like you do that for us I'm like this is like the greatest slam dunk ever right so I I do this and I know this and I just sit there I'm like let me show you and I just showed them the system and I actually have the reason I wanted to show you live is I actually have this in boxes so I actually showed them like a video and I showed to them as and I build it live for them on the screen and that's what I wanted to show hey Jordan could we turn the screen on please one more time thank you and because I want to show to you and you will be like okay now I get because I showed the client that and other clients like oh shrine has all these systems to activate leads like we should totally go with this guy and I don't know how to do anything you don't have to put anybody through anything you just have to tell them and show them what you have with the video and they're like now you're miles apart and then that's why I tell a lot of right and why do you wonder like we win more because I show so much more right you think if I show this is gonna impress a client yes it's gonna go over their heads but that's great but that's like I know my I know my I know my stuff really well right and if you could you know you don't get a lot of times with whiteboard but if you could show that stuff it gets very exciting very quickly they're good okay can we give super big hand for Sarah [Applause] how amazing that like she knows to the decimal point of the goals in her business right and I'll tell you the hard part is if you know those numbers it's super easy to help like I was I was waiting I'm like okay what am I looking at what I can go you know if we had multiple days I would be like okay tomorrow we're gonna work on VIP list day after we're gonna work on this right and but today I was like how can I give you something really really fast

Channel: Nick Niehaus

Views: 8,783

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Id: ORVIsU8OUiA

Length: 175min 25sec (10525 seconds)

Published: Wed Feb 27 2019