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MAP 091: Why the Title Company You Choose is So Important w/ Jeff Fargo · Massive Agent Podcast

• 0:00
  SPEAKER_01: On this episode of the Massive Agent Podcast, Jeff Fargo joins us to talk about why your choice of title company and title rep is actually super important.
• 0:09
  SPEAKER_01: And what kind of craziness is happening behind the scenes with technology and disruption in the title industry that you as agents need to know about.
• 1:06
  SPEAKER_01: He is with North American Title out of Las Vegas.
• 1:09
  SPEAKER_01: And this guy, this guy's a practitioner.
• 1:11
  SPEAKER_01: He's in the trenches doing the things, and he's really frickin' good at it.
• 1:16
  SPEAKER_01: And uh he also has an amazing perspective of what's going on behind the scenes in the title world.
• 1:21
  SPEAKER_01: As agents, I feel like the vast majority of us don't really care or want to or really want to know what's going on at the title company.
• 1:30
  SPEAKER_01: We know that the title companies are important.
• 1:32
  SPEAKER_01: We know that, you know, you can't be overcharging clients and they have to be competent and everything like that.
• 1:38
  SPEAKER_01: But there's so much more that a title company can do to make our jobs easier, to make our clients' lives easier, to make the transaction faster, cheaper, better.
• 1:47
  SPEAKER_01: And some of them have no interest in doing that, and some do.
• 1:51
  SPEAKER_01: So we're gonna talk about that today.
• 1:53
  SPEAKER_01: Definitely some perspective you need to have as an agent.
• 1:56
  SPEAKER_01: And you're gonna learn some cool marketing tips as well, because Jeff Fargo is an amazing marketer.
• 2:02
  SPEAKER_01: If you are new to the show, welcome.
• 2:03
  SPEAKER_01: I am I think I've introduced myself twice now, which is good because I'm making up for previous shows where I haven't introduced myself at all.
• 2:10
  SPEAKER_01: So I am Dustin Brome, your host.
• 2:13
  SPEAKER_01: I am, of course, uh the this this is, of course, the number one podcast hosted by me, and the number one podcast that starts with the word massive.
• 2:20
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• 2:21
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• 2:23
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• 2:26
  SPEAKER_01: Just trust me.
• 2:27
  SPEAKER_01: And yeah, I'm a national speaker, trainer, and real estate marketing coach, host of the Industry Connected show, also a podcast wherever you're listening to this, you can find Industry Connected.
• 2:36
  SPEAKER_01: I'm a realtor with EXP Realty in Salt Lake City, co-founder of the Industry Syndicate Real Estates Media Network, and finally the founder of the Massive Agent Society.
• 2:46
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• 3:30
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• 3:33
  SPEAKER_01: Uh before we get into the episode, real quick, I want to thank our sponsor, which you'll find is actually quite relevant to some of the stuff we talk about in the interview when we talk about postcards and some mailers.
• 3:43
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• 3:49
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• 3:53
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• 4:05
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• 4:09
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• 4:19
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• 4:31
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• 4:51
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• 4:55
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• 4:58
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• 5:11
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• 5:18
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• 5:19
  SPEAKER_01: All right, uh, so Jeff Fargo is the division manager of the Southern Nevada region for North American Title, and he just moved over from First American Title a week or so ago.
• 5:30
  SPEAKER_01: Um I I've met Jeff.
• 5:32
  SPEAKER_01: We were I met him at Inman in July.
• 5:35
  SPEAKER_01: Uh super, super knowledgeable guy, great human being, and I think you'll really enjoy him.
• 5:40
  SPEAKER_01: He's frickin' hilarious.
• 5:41
  SPEAKER_01: Um, but you'll you'll soon find out he's not just a pretty face.
• 5:45
  SPEAKER_01: He's not just a frickin' hilarious guy.
• 5:48
  SPEAKER_01: He knows his shit.
• 5:49
  SPEAKER_01: He really does.
• 5:49
  SPEAKER_01: So this was a very enjoyable interview.
• 5:51
  SPEAKER_01: I think you guys will like it too.
• 5:53
  SPEAKER_01: So let's jump into it with Jeff Fargo from North American Title.
• 5:56
  SPEAKER_01: What's up, guys?
• 5:56
  SPEAKER_01: I'm here with Jeff Fargo coming at us from Las Vegas, where it's probably still 193 degrees, uh, or close to it, maybe not, but it was last time I was there.
• 6:06
  SPEAKER_01: But Jeff, welcome to the Massive Agent Podcast, my friend.
• 6:09
  SPEAKER_01: How's it going?
• 6:10
  SPEAKER_01: Thank you, sir.
• 6:11
  SPEAKER_01: How are you?
• 6:11
  SPEAKER_01: Doing good, man.
• 6:12
  SPEAKER_01: So how hot is it today?
• 6:14
  SPEAKER_00: Uh today, I think uh it's actually quite chilly.
• 6:18
  SPEAKER_00: It's 97 degrees with like 5% humidity.
• 6:21
  SPEAKER_00: Look at that.
• 6:21
  SPEAKER_01: Double digits.
• 6:22
  SPEAKER_01: Look at you guys.
• 6:23
  SPEAKER_00: Yeah, yeah.
• 6:24
  SPEAKER_01: So cute.
• 6:25
  SPEAKER_01: Look at you guys go.
• 6:27
  SPEAKER_01: Jeff, I wanted to have you on the show.
• 6:28
  SPEAKER_01: Uh great timing.
• 6:30
  SPEAKER_01: I mean, first off, you are such a wealth of knowledge.
• 6:33
  SPEAKER_01: And I was I I was honored to be able to have the chance to have breakfast with you at Inman Connect in July.
• 6:39
  SPEAKER_01: And and we've been following each other on Instagram for a while, but you are such a wealth of knowledge, not just on the title world, but on the real estate business, on marketing and getting new clients.
• 6:50
  SPEAKER_01: And so I wanted to have you on the show.
• 6:52
  SPEAKER_01: And then I find out you just you just changed jobs.
• 6:55
  SPEAKER_01: You just switched companies.
• 6:57
  SPEAKER_01: So congratulations on that.
• 6:59
  SPEAKER_01: Why don't you take 60 seconds or so and let the massive agent audience know who you are and what you do, and we'll roll from there.
• 7:06
  SPEAKER_00: Sure.
• 7:07
  SPEAKER_00: Thanks.
• 7:07
  SPEAKER_00: Um I'm six foot three, 230 pounds.
• 7:11
  SPEAKER_00: Uh, I enjoy long walks along the beach and poems in iambic pentameter.
• 7:16
  SPEAKER_00: Uh I'm the division manager for Southern Nevada for North American Title.
• 7:20
  SPEAKER_00: I'm also the strategic advisor uh for digital strategy uh nationally for North American Title.
• 7:26
  SPEAKER_00: I advised um our um national sales director on uh on digital strategy, and uh I began playing around back uh while I was getting catfit and AOL back in the early 90s.
• 7:40
  SPEAKER_01: Those were the days.
• 7:41
  SPEAKER_00: Oh, those were the good old days with the 9600 uh you know bandwidth on my style of modem.
• 7:48
  SPEAKER_00: So you know, and I I but I started then to realize in the infancy of digital, uh, you know, of the legs it could have and the the approach and appeal it could have to people.
• 7:58
  SPEAKER_00: And uh I I my family had a large real estate portfolio in upstate New York for years, and so uh one of the uh things that we we owned a 24-unit college housing complex, I was doing organic um ads uh on MySpace back in 2000 through 2003 and uh and was getting people into the the apartment complex.
• 8:19
  SPEAKER_00: And then I jumped on Facebook about 14 years ago, and uh I've been doing ads on Facebook ever since they opened it up to the masks, probably 2011.
• 8:29
  SPEAKER_00: Uh I started doing um ads on Facebook and before the Cambridge Analytica scandal, I was actually coloring uh within the lines and doing it right, but learned how to harvest data.
• 8:40
  SPEAKER_00: And uh really, you know, now what my my approach has been, and this is something that I'm I'm teaching uh, you know, the my my teammates here at North American Title is the hybrid of leveraging data and which is abundantly available and the most valuable commodity on the planet is data, but also with still interweaving that human aspect because people still want to be talked to and people still want to be treated with respect.
• 9:06
  SPEAKER_00: And so if you can kind of hit that sweet spot in between, that that's it.
• 9:11
  SPEAKER_00: That's that that's the the you know the the meaty part of the plate to be hitting home runs on a daily basis.
• 9:17
  SPEAKER_01: I love it.
• 9:18
  SPEAKER_01: And you're you're in such a great spot now with with that expertise because you're not just you're not just the guy pulling strings, you're you're doing this stuff, like you're you're running those ads yourself, you're in there playing with these systems and you're a practitioner.
• 9:32
  SPEAKER_01: And I think that's why you're in such high demand and and why I respect you so much is you're actually doing this stuff yourself.
• 9:38
  SPEAKER_01: So uh I I've got to say, uh I think you're the first.
• 9:42
  SPEAKER_01: So you're no, you're definitely the first title person, and I know that's painting you with a broad brush, you know.
• 9:48
  SPEAKER_01: You're you're a marketing guy, but you're with a title company.
• 9:51
  unknown: Yeah.
• 9:51
  SPEAKER_01: Uh you're the first title company person besides Chelsea Pitts on the show.
• 9:56
  SPEAKER_01: And and so uh first off, like what what are some of the things?
• 10:00
  SPEAKER_01: Because you see agents of all stripes, from you know, all those that are killing it, those that aren't.
• 10:07
  SPEAKER_01: What are some of the things that the best agents that you've worked with in the past, what are they doing to differentiate themselves?
• 10:14
  SPEAKER_00: Uh it's very easy.
• 10:15
  SPEAKER_00: They hustle, they just hustle.
• 10:17
  SPEAKER_00: They they have they have a plan and they stick to it.
• 10:21
  SPEAKER_00: Uh, and they either are on large amounts of Adderall or just don't have ABD.
• 10:26
  SPEAKER_00: Yes.
• 10:26
  SPEAKER_00: Uh because it's also they don't go after all the shiny balls that get thrown at them on literally a daily basis.
• 10:33
  SPEAKER_00: On, oh, here's a better CRM.
• 10:36
  SPEAKER_00: Oh, I can get you more leads online, oh, I can make your life easier.
• 10:39
  SPEAKER_00: You can just sit home and do nothing and cash your commission checks.
• 10:42
  SPEAKER_00: No, it takes hard work.
• 10:44
  SPEAKER_00: And the the top producers that I work with and that I advise have that just woven into their DNA helix that they're gonna get up every day and bust their butts, but they know that after a certain period of time, that it will come back to you know grow not only their business but themselves and and they become just you know better people.
• 11:08
  SPEAKER_00: Uh, you know, when when you're working on it's the most stressful, most you know valuable financial decision someone's gonna make is buying or selling a home.
• 11:16
  SPEAKER_00: And if you have a transactional attitude towards that and towards your methodology, well, you'll be making about 40 grand to 50 grand a year, maybe, and good for you.
• 11:27
  SPEAKER_00: But if you look at it more as a relationship with people and how can you be you know woven into their lives uh for eternity, well, then you the the sky's the limit in terms of your compensation, but more importantly, from a karma standpoint, you've made their lives better, and that's what's more important.
• 11:46
  SPEAKER_01: And it all starts with having that perspective and and changing your mindset.
• 11:50
  SPEAKER_01: If you do have a transactional mindset and you're just trying to get a deal closed, you're not realizing that that client uh you're having a major impact on their life and their family tree.
• 12:01
  SPEAKER_01: Like literally, like where somebody lives is so massively impactful on who they are as people and what happens to their kids and the and the people their kids spend time with and everything.
• 12:13
  SPEAKER_01: And so we we're instrumental in helping that happen, but also with that, if we do a good enough job, if we're not so damn focused on the transaction, that one client can turn into 10 clients or 20 clients.
• 12:25
  SPEAKER_02: Correct.
• 12:26
  SPEAKER_01: But it it takes looking at it differently, and so you so you're seeing that the best agents you work with not only hustle their ass off, but they're not transactional.
• 12:35
  SPEAKER_00: Yes, exactly right.
• 12:37
  SPEAKER_00: Uh the Mike, any any topper, I mean what I see right now in the market is you literally have two types of agents, well, three types of agents.
• 12:45
  SPEAKER_00: You have the millennials that are coming up that are just working their tails off.
• 12:50
  SPEAKER_00: And it's amazing.
• 12:52
  SPEAKER_00: Uh and you know, and and they're seeing now the fruits of their labor.
• 12:56
  SPEAKER_00: Um, and then on the other end, you've got the boomers who are saying, who are looking at themselves and going, hey, I better kind of catch up to the you know everybody else and become tech savvy.
• 13:07
  SPEAKER_00: And so they're learning about how to brand themselves, whether it's on Zillow, on LinkedIn, on Facebook, on on Instagram, uh, you know, which is mostly millennials, but how to do Instagram ads.
• 13:20
  SPEAKER_00: And but then you've got the middle of the road.
• 13:23
  SPEAKER_00: Uh, you know, I always say it's the it's the the part-time agent that drives a white Honda Odyssey and has 7.4 kids and is eating salad at Cafe Rio every single day for lunch with all of his or her friends.
• 13:36
  SPEAKER_01: And and and you're describing the typical Utah family here.
• 13:40
  SPEAKER_00: Well, having having spent uh seven years in St.
• 13:43
  SPEAKER_00: George, I'm well qualified, which is also the also the also the uh the that's also the home of um of Cafe Rio, by the way.
• 13:51
  SPEAKER_01: That's correct, which is fantastic.
• 13:53
  SPEAKER_01: If you don't know, now you know.
• 13:54
  SPEAKER_00: Awesome.
• 13:55
  SPEAKER_00: Awesome.
• 13:56
  SPEAKER_00: And excellent salads, and they they marinate their pork.
• 13:58
  SPEAKER_00: Um so so it's it's great.
• 14:01
  SPEAKER_00: But I think that those people, the ones that look at this as a part-time job, um, are gonna be eviscerated by the by the folks that are hustling and also by the i buyers.
• 14:11
  SPEAKER_00: I think that though those people that are just phoning it in um are are gonna be taken out by the kneecaps within the next, I'd say three to five years, they're gone.
• 14:20
  SPEAKER_01: I think you're spot on with that.
• 14:23
  SPEAKER_01: I don't three to five years sounds right, but so much can happen in two years.
• 14:27
  SPEAKER_01: So much can happen, but I think three to five feels right.
• 14:31
  SPEAKER_01: You you just never know, because we're talking about massive changes here.
• 14:34
  SPEAKER_01: And look, look, we've talked about these changes a lot on the show.
• 14:37
  SPEAKER_01: Most recently, episode 88, just uh what was that, three episodes ago, or was that no eighty-nine, with Kevin Kaufman talking about iBuyers?
• 14:45
  SPEAKER_01: You've got to get up to speed on that, guys.
• 14:47
  SPEAKER_01: If you don't really have the context on iBuyers, you need to.
• 14:51
  SPEAKER_01: It's not a scary thing, but you can use them to sell more homes.
• 14:54
  SPEAKER_01: You just have to know how they work and what they want.
• 14:56
  SPEAKER_01: But with all this disruption and all these changes, Jeff, what is uh so you've been at uh at uh two very large title companies now and seen the behind-the-scenes stuff that that we as agents don't see or honestly don't really care to see.
• 15:12
  SPEAKER_01: Yeah, uh, what what does title need to change or adjust with everything that's coming?
• 15:18
  SPEAKER_01: Or what are they?
• 15:19
  SPEAKER_01: What are they changing, or what do they need to change with everything that's happening?
• 15:22
  SPEAKER_00: Uh two words, less paper.
• 15:25
  SPEAKER_01: Yes.
• 15:26
  SPEAKER_00: Yes, I mean, honestly, less paper, man.
• 15:29
  SPEAKER_00: I I I swear that I I think that you know, through through both companies I've I've worked at, um, I know that at North American Title, we are we are much more uh you know with a digital focus, but with at my predecessor, I think we had logging rights to Oregon, uh, you know, along with some lenders, probably.
• 15:47
  SPEAKER_00: And which is fine.
• 15:49
  SPEAKER_00: I mean, that that's that's that's their shtick and and what they do and what's you know made them very successful.
• 15:53
  SPEAKER_00: It's awesome.
• 15:54
  SPEAKER_00: And so I just think that we need to go to more of where a more of a tactical approach.
• 16:00
  SPEAKER_00: Um, the the the most valuable commodity of someone right now is their time.
• 16:05
  SPEAKER_00: And so we need to be very sensitive to that and literally account for every second of someone's day throughout the transaction, throughout someone buying a home, what does what does their day look like for those 30 days up until close?
• 16:22
  SPEAKER_00: What do they have to be doing?
• 16:23
  SPEAKER_00: And how many times do they have to sign a document or wait for the mobile notary to show up to their house or the CD wasn't right, so it gets it gets updated again and they have to look at something again, and it's these redundant measures that you know just will drive people to madness.
• 16:42
  SPEAKER_00: And it's just getting to where, you know, at North American Title, we are working on to where it's going to become literally, uh, you know, instead of a month, it comes down to days for the closing to happen.
• 16:54
  SPEAKER_00: That's our goal.
• 16:55
  SPEAKER_00: And we are really on target to hit that goal, uh, to make things much more focused on artificial intelligence and machine learning, to take over, to think for people so they don't have to.
• 17:09
  SPEAKER_01: That excites me as an agent.
• 17:11
  SPEAKER_01: Why wouldn't we want that for our clients?
• 17:14
  SPEAKER_01: Okay, it gives our clients a competitive advantage when in multiple offer situations.
• 17:19
  SPEAKER_01: You know, hey, we can close in a week, we can close in 10 days, whatever, uh, if you're with the right title company that has that available.
• 17:26
  SPEAKER_01: Uh, it's better for the clients, it's uh it's better for everyone involved.
• 17:31
  SPEAKER_01: And so it's it's amazing to me uh how many title companies, it seems like on the outside, aren't interested in uh uh making these changes.
• 17:41
  SPEAKER_01: They I think they're so worried about self-preservation and there's gonna be a lot of people in the middle that aren't gonna be necessary anymore when technology streamlines things, uh, and that that's their priority is uh saving themselves versus saving the industry and making life easier for consumers.
• 17:57
  SPEAKER_01: Um you mentioned that you know, less paper obviously because it saves time.
• 18:03
  SPEAKER_01: You're you're 100% right.
• 18:04
  SPEAKER_01: Uh Jeff, I think it's beyond that.
• 18:06
  SPEAKER_01: I think now it's the expectation of the consumer.
• 18:08
  SPEAKER_02: Yeah.
• 18:09
  SPEAKER_01: Uh so like I uh this happens to me all the time now.
• 18:12
  SPEAKER_01: Uh I'll be like I'll be at an airport, I'll be waiting on my my Uber.
• 18:17
  SPEAKER_01: There's a taxi right in front of me.
• 18:19
  SPEAKER_01: I could just walk up and jump in and take off, but I'll wait an extra five minutes for the Uber because I like the experience of doing it through the app.
• 18:27
  SPEAKER_01: You don't have to mess with payment, there's no haggling, there's no like it's all through the app.
• 18:31
  SPEAKER_01: That's my expectation.
• 18:33
  SPEAKER_01: That's what I want and like.
• 18:34
  SPEAKER_01: And so consumers are expecting that now.
• 18:37
  SPEAKER_01: They want that in all aspects of their life.
• 18:40
  SPEAKER_01: Why shouldn't the closing and the closing process be the same?
• 18:45
  SPEAKER_00: It's it's literally taking everything that you're doing and putting it under a microscope and thinking, all right, how can we make things better?
• 18:51
  SPEAKER_00: How can I make things faster without compromising um quality and detail?
• 18:57
  SPEAKER_01: Yeah.
• 18:58
  SPEAKER_00: That's it.
• 19:00
  SPEAKER_01: And it's not just paper.
• 19:02
  SPEAKER_01: You know, paper is it's it's insane, the amount of paper used.
• 19:06
  SPEAKER_01: But what is what are some of those things that can be streamlined the the quickest or the easiest?
• 19:12
  SPEAKER_01: Like what's what's some of the lowest hanging fruit that can be improved upon and streamlined?
• 19:18
  SPEAKER_00: Title commitment.
• 19:20
  SPEAKER_01: Okay.
• 19:20
  SPEAKER_00: Title commitment, I think, uh, is something that uh we're we're owned by State's title.
• 19:26
  SPEAKER_00: And uh, and this is public knowledge.
• 19:28
  SPEAKER_00: Uh we state's title has a actually a um a patent on a on a process that that we're gonna be uh um putting out into market in 2020 that will be taking the the prelim process down from you know a day to two days to under a minute.
• 19:46
  SPEAKER_01: That's amazing.
• 19:47
  SPEAKER_00: Yeah.
• 19:49
  SPEAKER_01: I love it.
• 19:50
  SPEAKER_01: Yeah see anytime the process can be made more efficient, I that I love that.
• 19:55
  SPEAKER_01: That excites me because as agents, we can service more clients if we spend less time with all the bullshit.
• 20:01
  SPEAKER_01: So that's awesome.
• 20:02
  SPEAKER_00: And your your job, uh a realtor's job is very, very simple.
• 20:07
  SPEAKER_00: Be in front of buyers and sellers as often as possible.
• 20:10
  SPEAKER_00: The end.
• 20:11
  SPEAKER_00: That's it.
• 20:13
  SPEAKER_00: Everything else is noise, and every time you've got to do something else to deviate from that ultimate goal, you're not monetizing.
• 20:23
  SPEAKER_01: That's right.
• 20:24
  SPEAKER_01: That's right.
• 20:26
  SPEAKER_01: It really is simple.
• 20:28
  SPEAKER_01: Uh it doesn't mean that it's easy to implement, but it it's a simple concept.
• 20:32
  SPEAKER_01: You're 100% right, and that was that was extremely concise.
• 20:36
  SPEAKER_01: So I applaud you for that.
• 20:37
  SPEAKER_01: Thank you.
• 20:38
  SPEAKER_01: So, a question that that I get, especially from newer agents and even well-established ones, why should we even care which title company our clients go with?
• 20:47
  SPEAKER_01: What why does it matter to us?
• 20:49
  SPEAKER_01: Why should we care?
• 20:50
  SPEAKER_00: The biggest reason why a realtor should care about what title company they're using is your rep and your escrow officer are key in the growth and defense of your brand as a realtor, just like a good lender is, uh, just like a good inspector is, the appraisers that are out there, all that stuff are are huge for uh for a realtor.
• 21:13
  SPEAKER_00: And so to get an escrow officer that knows your style, a lot of times realtors are now you're not this way, and I'm sure your audience isn't this way, but there's a lot of realtors that are out there, they're lazy.
• 21:25
  SPEAKER_00: And this is probably the first time you've ever heard this before.
• 21:28
  SPEAKER_00: But realtors can be lazy sometimes and they don't want they want no interaction whatsoever.
• 21:34
  SPEAKER_00: They're just like, here's the contract and tell me when to pick up my check.
• 21:38
  SPEAKER_01: Yeah, yeah.
• 21:38
  SPEAKER_01: There's uh some deep seated entitlement there.
• 21:41
  SPEAKER_00: Right.
• 21:41
  SPEAKER_00: And and that's fine.
• 21:42
  SPEAKER_00: Uh, you know, if if that's where they want to be, okay.
• 21:45
  SPEAKER_00: Uh, you know, and so we it's it's really having the relationship where you have on the other side, you have those people that are like, I want to be on every email, CC me on everything.
• 21:55
  SPEAKER_00: If you go and uh stop at your keyboard, escrow officer to go brush your hair.
• 22:00
  SPEAKER_00: I want to know what you had for lunch today.
• 22:01
  SPEAKER_00: I want to know everything that you're doing and everything related to my file.
• 22:04
  SPEAKER_00: Okay, great.
• 22:05
  SPEAKER_00: Everyone has a different style.
• 22:07
  SPEAKER_00: And it's just like a you know, it's just like having a fingerprint.
• 22:10
  SPEAKER_00: Everyone's different.
• 22:12
  SPEAKER_00: And so you need to find uh a realtor needs to find an escrow officer that matches up with them and their style.
• 22:20
  SPEAKER_00: And they should interview escrow officers, not just throw them a deal.
• 22:24
  SPEAKER_00: Uh, you know, again, it's look how hard a realtor works for a transaction and and and works to get that executed contract.
• 22:35
  SPEAKER_00: You shouldn't just blindly turn it into an escrow officer that is recommended to you.
• 22:40
  SPEAKER_00: You should interview that person, sit down with them.
• 22:43
  SPEAKER_00: How long have they been in business?
• 22:44
  SPEAKER_00: What's their style?
• 22:46
  SPEAKER_00: Do they work on weekends?
• 22:48
  SPEAKER_00: Do they at least return emails or text messages on weekends?
• 22:52
  SPEAKER_00: That's a big one.
• 22:54
  SPEAKER_00: And then regarding a sales, a sales rep, a title rep, uh, title reps these days, in my opinion, if you're just showing up to offices and handing out desk calendars and pocket pen protectors and pens, uh, Costco is always hiring.
• 23:09
  SPEAKER_00: And you should probably go there for more uh for more um definitive income because you will not be in this business long if that's all you're doing these days.
• 23:18
  SPEAKER_00: Uh a rep these days needs to be extremely savvy as to what type of style uh a realtor has.
• 23:26
  SPEAKER_00: They might not be digital and they just might say, you know what, I want to do open houses and I just want to go knock doors.
• 23:32
  SPEAKER_00: Awesome.
• 23:32
  SPEAKER_00: Then they should be really good at pulling the data for farms to make sure that you're knocking on doors in a neighborhood that's not already getting pummeled by other agents and that have a high turnover rate.
• 23:43
  SPEAKER_00: And, you know, also to be good with.
• 23:45
  SPEAKER_00: I mean, some people love postcards, some people hate them.
• 23:48
  SPEAKER_00: Postcards work, but it takes six to 12 months sometimes for them to work.
• 23:51
  SPEAKER_00: And you have to send stuff every single month.
• 23:54
  SPEAKER_00: And for the love of escrow title marketing Jesus, don't be sending out just solds, just listed, and market updates because you become noise and people will just throw it out.
• 24:07
  SPEAKER_00: You need to be empathetic with your target audience and think about what is it that they're interested in that they would look at, what's engaging to them.
• 24:15
  SPEAKER_00: And a good title rep will show you how to do that stuff.
• 24:19
  SPEAKER_01: Absolutely.
• 24:20
  SPEAKER_01: Yeah, it's uh I've worked with uh a few different title reps at different companies.
• 24:25
  SPEAKER_01: The the personal fit, like, do you get along with them?
• 24:29
  SPEAKER_01: Do you like them?
• 24:30
  SPEAKER_01: Are your personalities clicking?
• 24:33
  SPEAKER_01: Like, that's important stuff.
• 24:34
  SPEAKER_01: It there's all the other tools and and assistance and support they can provide, of course, and you want to make sure it's a reputable company that's gonna be around, you know, a month from now, let alone you know, 10 years from now.
• 24:46
  SPEAKER_01: But the the the person you work with is is a very, very big deal.
• 24:51
  SPEAKER_01: I I think that's fantastic advice because that's how it's been for me.
• 24:54
  SPEAKER_01: Like I there the the escrow officer that I am very um loyal to now, they drove uh across Utah for a couple hours to get a document signed in the middle of a snowstorm.
• 25:06
  SPEAKER_01: And uh and that right there was like, okay, this is somebody that uh I can rely on.
• 25:12
  SPEAKER_01: And then they've proven that since.
• 25:14
  SPEAKER_01: Uh I don't I don't you know, all the other stuff to me was fluff.
• 25:18
  SPEAKER_01: That trumped everything.
• 25:20
  SPEAKER_01: So be picky.
• 25:21
  SPEAKER_01: It's okay to be picky, guys, with with the people you bring into your business because you're bringing them into your business.
• 25:30
  SPEAKER_01: Yeah.
• 25:30
  SPEAKER_01: 100%.
• 25:32
  SPEAKER_01: Uh what are you what are you teaching new agents?
• 25:35
  SPEAKER_01: Okay, so the new agent comes to you, and they're like, Jeff, I hear you're the shit, which they all hear, of course.
• 25:41
  SPEAKER_01: Um, what do I need to do?
• 25:43
  SPEAKER_01: How do I get this thing off the ground?
• 25:45
  SPEAKER_01: How do I get the ball rolling?
• 25:46
  SPEAKER_01: You like my analogies there?
• 25:47
  SPEAKER_01: That's pretty good.
• 25:47
  SPEAKER_01: I can't believe I kept them straight.
• 25:49
  SPEAKER_01: I do really good.
• 25:50
  SPEAKER_01: Yeah.
• 25:50
  SPEAKER_01: What do I need to do to start selling homes?
• 25:53
  SPEAKER_01: What do you teach those new agents?
• 25:55
  SPEAKER_00: Uh the laundry list of stuff that I'll go through in terms of when whenever I meet with an agent for the first time, or if I'm I'm training, you know, reps that are my teammates at North American Title, it's first talking to the agent about, well, where do you live?
• 26:08
  SPEAKER_00: And is it a is it a you live in a house?
• 26:11
  SPEAKER_00: Well, yes, I do.
• 26:12
  SPEAKER_00: Do you rent or own?
• 26:13
  SPEAKER_00: Well, I own the house.
• 26:15
  SPEAKER_00: Okay.
• 26:15
  SPEAKER_00: Uh are you farming your neighborhood at all?
• 26:18
  SPEAKER_00: Because the one thing that realtors hate the most, the most, is when a listing goes up in their neighborhood and they don't get the listing.
• 26:30
  SPEAKER_01: Oh God, yes.
• 26:31
  SPEAKER_01: Yeah.
• 26:31
  SPEAKER_00: That drives you insane bananas, crazy.
• 26:36
  SPEAKER_00: And so, and that's and it's it's your fault because you're not farming, you're not getting an effective message out to those people so they connect with you and your brand so they can entrust you to sell their home.
• 26:50
  SPEAKER_00: That's what it is.
• 26:51
  SPEAKER_00: So take the emotion out of it, shelve your ego, figure out why you're not in front of them or what's the messaging that you're using.
• 26:59
  SPEAKER_00: And so the first thing I'll ask any agent that comes into my office that looks to build their book is well, where do you live?
• 27:05
  SPEAKER_00: And if it's it's if it's a home, even if you're renting that home, you can still farm the neighborhood and look at other people in the neighborhood that have listings there, call them up and see if you can do an open house for them.
• 27:17
  SPEAKER_00: Do an open house for a FISBO.
• 27:19
  SPEAKER_00: It's okay.
• 27:22
  SPEAKER_01: I love that.
• 27:23
  SPEAKER_01: Yeah, we're we're always thinking about.
• 27:25
  SPEAKER_01: Well, let me back up.
• 27:27
  SPEAKER_01: I think a lot of new agents are listening to mentors, as they should, but the mentors aren't realizing that we're talking about a brand new agent who has no credibility in the business yet.
• 27:36
  SPEAKER_01: And and the mentors saying, No, you know, hold your ground.
• 27:39
  SPEAKER_01: You know, FISBOs are this, that, or the other, or we only work for this amount of commission or whatever.
• 27:44
  SPEAKER_01: They don't realize that sometimes you have to you have to help out a FISBO with no expectation of something in return to learn, to build confidence, to to show them that, hey, you are willing to just help.
• 27:56
  SPEAKER_01: And that stuff is so valuable.
• 27:58
  SPEAKER_01: So new new agents, especially, I think that's fantastic advice.
• 28:04
  SPEAKER_01: It's it's amazing how rigid we get in this.
• 28:07
  SPEAKER_01: And it really is entitlement.
• 28:09
  SPEAKER_01: And some of it's justified, depending on who you're at and where you're at in your business.
• 28:12
  SPEAKER_01: But this, I'm putting my foot down, I know my value, I know my worth.
• 28:16
  SPEAKER_01: Well, sometimes that causes you to make really stupid business decisions.
• 28:20
  SPEAKER_00: Exactly.
• 28:20
  SPEAKER_01: Yeah.
• 28:21
  SPEAKER_00: Exactly.
• 28:21
  SPEAKER_00: And uh the other thing I I recommend to any any agent at any level is a Google business page.
• 28:28
  SPEAKER_00: Um, if you if you Google Jeff Fargo, Las Vegas, you'll see my Google Business page come up.
• 28:34
  SPEAKER_00: And it's free, it's free to put together, and it's very easy to go out to people, whether you're a brand new agent and you have friends, can give you a character reference, or if you've been in the business for 30 years, and to go back to people and say, hey, would you mind Googling Jeff Fargo Las Vegas?
• 28:51
  SPEAKER_00: And could could you give me an honest review of you know of how I've I've I've worked with you?
• 28:56
  SPEAKER_00: And because at least here in Vegas, everybody's full of crap.
• 29:01
  SPEAKER_00: Everybody here is full of crap, and everyone's selling you something, whether it's your dentist or the the guy at Jiffy Lube, they're all trying to upsell you to something.
• 29:11
  SPEAKER_00: And it's so much easier to be transparent and say, you know what, I have not earned the right to ask you for your business yet.
• 29:19
  SPEAKER_00: But if you Google me and if you see uh you'll see my name, take a look at who's given me reviews.
• 29:25
  SPEAKER_00: I'm sure that some of your peers are going to be there, and they've said some pretty nice things about me and how I've helped them uh increase their net worth through the marketing tactics that I've lent and also through the work that my escrow officers have supplied for that person as well.
• 29:41
  SPEAKER_00: And it really takes that sales type of relationship off the table.
• 29:46
  SPEAKER_00: It's gone, and it's totally transparent through a Google Business page, which if I mentioned already, I'll mention it again, it's free.
• 29:56
  SPEAKER_01: And I've received so many deals from mine, it's crazy.
• 29:59
  SPEAKER_01: And you don't need a million reviews for it to stand out and for people to contact you.
• 30:05
  SPEAKER_01: I was getting people reaching out to me saying, Hey, I love your your reviews, when I had like 10.
• 30:11
  SPEAKER_01: So you don't need a million of them.
• 30:13
  SPEAKER_01: Uh fantastic advice.
• 30:15
  SPEAKER_01: And that's why the third party validation is so important.
• 30:20
  SPEAKER_01: Of course, from you, if you're just telling someone how great you are, they're like, Okay, they're just trying to get my business, you know, it's very self-serving.
• 30:28
  SPEAKER_01: But if you're like, hey, forget about what I have to say, how about these people?
• 30:33
  SPEAKER_01: This is what these people had to say about me, then it's credible.
• 30:36
  SPEAKER_01: That's why we all go to Yelp uh to find out where to go to eat.
• 30:40
  SPEAKER_01: Exactly.
• 30:41
  SPEAKER_01: We want to find out what's actually good, not just who's telling us they're good.
• 30:45
  SPEAKER_01: I love it.
• 30:47
  SPEAKER_01: Uh Jeff, we on the show, whenever we have a guest, we have rapid fire questions.
• 30:52
  SPEAKER_01: It gets lets us get to know you a little bit.
• 30:53
  SPEAKER_01: They're either or questions, and you you don't need to elaborate unless you want to, but just pick one or the other and uh it'll find out exactly who Jeff Fargo is.
• 31:05
  SPEAKER_01: Bring it.
• 31:05
  SPEAKER_01: All right.
• 31:06
  SPEAKER_01: Facebook or Instagram?
• 31:08
  SPEAKER_01: Instagram.
• 31:09
  SPEAKER_01: Instagram or LinkedIn?
• 31:11
  SPEAKER_01: LinkedIn.
• 31:12
  SPEAKER_01: Oh, okay.
• 31:14
  SPEAKER_01: Book or podcast?
• 31:15
  SPEAKER_00: Oh, podcast.
• 31:16
  SPEAKER_00: I have ADHD.
• 31:17
  SPEAKER_00: I can't read a book.
• 31:18
  SPEAKER_01: Me neither.
• 31:19
  SPEAKER_01: I'm too damn slow with it.
• 31:20
  SPEAKER_01: Forget it.
• 31:21
  SPEAKER_01: Books, please.
• 31:22
  SPEAKER_01: Yes.
• 31:23
  SPEAKER_01: iPhone or Android?
• 31:24
  SPEAKER_00: iPhone.
• 31:25
  SPEAKER_01: Do you pre-order?
• 31:27
  SPEAKER_00: Uh yes.
• 31:28
  SPEAKER_01: Which one?
• 31:30
  SPEAKER_00: Uh I've got the uh not this one, not the brand new one, but like the XS XR, whatever, the one the last year's model that came out that's like amazing, which I I I enjoy.
• 31:41
  SPEAKER_00: I enjoy very much.
• 31:42
  SPEAKER_01: You don't you don't want the 16 new cameras on the on the on the iPhone Pro?
• 31:46
  SPEAKER_00: It's and I I'm not the person that has like what's the the phobia of like circles and dots that are people it it just looks creepy.
• 31:53
  SPEAKER_01: It just does.
• 31:54
  SPEAKER_01: It just looks creepy.
• 31:55
  SPEAKER_01: Yes, it's not for me.
• 31:56
  SPEAKER_01: Even though I I ordered the shit out of it and I'm very excited to receive it on September 27th.
• 32:02
  SPEAKER_01: Of course you are.
• 32:03
  SPEAKER_01: It still looks ridiculous.
• 32:04
  SPEAKER_01: Yeah.
• 32:05
  SPEAKER_01: Whatever.
• 32:06
  SPEAKER_01: It'll work well.
• 32:06
  SPEAKER_01: That's right.
• 32:08
  SPEAKER_01: Burgers or pizza?
• 32:10
  SPEAKER_01: Ooh, ooh, burgers.
• 32:12
  SPEAKER_01: New York or LA?
• 32:15
  SPEAKER_01: New York.
• 32:17
  SPEAKER_01: Alexa or Google Home?
• 32:19
  SPEAKER_00: Alexa.
• 32:20
  SPEAKER_01: Are you a sports fan?
• 32:23
  SPEAKER_00: I am.
• 32:24
  SPEAKER_01: Baseball or football?
• 32:26
  SPEAKER_00: Baseball.
• 32:27
  SPEAKER_01: Who's your team?
• 32:29
  SPEAKER_01: Yankees.
• 32:30
  SPEAKER_01: Nice.
• 32:31
  SPEAKER_01: Yes.
• 32:32
  SPEAKER_01: Mountains or beach?
• 32:34
  SPEAKER_01: Ooh, mountains.
• 32:36
  SPEAKER_01: Are we in a real estate bubble nationally or is this not a bubble?
• 32:40
  SPEAKER_01: Not a bubble.
• 32:41
  SPEAKER_01: Why do you say that?
• 32:42
  SPEAKER_00: Um, I I think that with rates coming down, um, will empower buyers.
• 32:49
  SPEAKER_00: I think that it comes down to realtors setting proper expectations before a listing contract gets signed, and don't just be a prostitute and accept whatever they say because you're gonna get paid.
• 33:03
  SPEAKER_00: Uh you know, I tell everybody here, you know, we live in Las Vegas, prostitution is not legal.
• 33:10
  SPEAKER_00: Period.
• 33:10
  SPEAKER_00: Right.
• 33:11
  SPEAKER_00: And you know, have you need to have control respectively, but to have control with respect over your client.
• 33:19
  SPEAKER_00: And if they're saying that they're gonna list their property, but they want 450,000 for it, when the comps are saying 375, walk away.
• 33:29
  SPEAKER_01: Oh, completely.
• 33:30
  SPEAKER_01: One of the best pieces of advice I ever got from my mentor was sometimes the best client is the one you never work with.
• 33:36
  SPEAKER_00: Amen.
• 33:37
  SPEAKER_01: Absolutely.
• 33:39
  SPEAKER_01: All it takes is one nightmare client that in hindsight you know you shouldn't have ever worked with.
• 33:43
  SPEAKER_01: All it takes is one time, and you're like, that's right, never doing it again.
• 33:47
  SPEAKER_00: The brain damage alone that it causes upon you is the money that you lose in terms of spending you know your own you know cerebral bandwidth on that person or that transaction, you're you're losing tens of thousands of dollars.
• 34:03
  SPEAKER_01: Oh, absolutely.
• 34:04
  SPEAKER_01: And you know that person's never gonna refer you.
• 34:07
  SPEAKER_00: Oh, no.
• 34:08
  SPEAKER_01: A nightmare situation, they're not gonna refer you out.
• 34:11
  SPEAKER_00: Right.
• 34:12
  SPEAKER_01: Because you're the bad guy, right?
• 34:14
  SPEAKER_01: Yeah.
• 34:14
  SPEAKER_00: So yeah, I don't I don't I I don't think there's a bubble.
• 34:16
  SPEAKER_00: I think that I think we're gonna see a soft landing um nationally.
• 34:22
  SPEAKER_00: Uh I think that here in Vegas, we're gonna see an extremely soft landing because we've got so we've got about$27 billion of construction going on right now, and a lot of it is infrastructure, which was a big thing that bit us back in 05, 06, 07 was take out the subprime problems.
• 34:40
  SPEAKER_00: We didn't have the infrastructure here to handle everyone moving here.
• 34:43
  SPEAKER_00: And now uh we just we just completed a billion-dollar uh Project Neon highway project, widening roads.
• 34:50
  SPEAKER_00: So, and anybody, you know, if you see those orange cones in your community where they're widening roads or burying utility lines or uh, you know, uh increasing the capacity of sewer and water lines, that's a good thing.
• 35:03
  SPEAKER_00: You want to see that happen.
• 35:04
  SPEAKER_00: And it might be a pain in the neck for traffic for a year or so, but coming out of it, it's so much better for your community and for the sustainability and growth of that community that you need to embrace that stuff.
• 35:16
  SPEAKER_01: Love it.
• 35:17
  SPEAKER_01: Absolutely.
• 35:19
  SPEAKER_01: Podcasting or vlogs?
• 35:21
  SPEAKER_01: Ooh, vlogs, YouTube or Facebook Live?
• 35:26
  SPEAKER_01: YouTube, Uber or Lyft?
• 35:29
  SPEAKER_01: Uber.
• 35:31
  SPEAKER_01: Gary V or Grant Cardone.
• 35:33
  SPEAKER_00: Oh, Gary Vee, all day long.
• 35:34
  SPEAKER_01: Love it.
• 35:35
  SPEAKER_01: Awesome.
• 35:36
  SPEAKER_01: And uh what what are some of the apps or what one app?
• 35:40
  SPEAKER_01: Give us one app recommendation, an app that you're obsessed with.
• 35:43
  SPEAKER_01: It doesn't have to be real estate related at all.
• 35:48
  SPEAKER_00: Um wow, to get me to focus on that one, I gotta take my Adderall.
• 35:52
  SPEAKER_00: Um, I think that uh there's one that I have, it's called uh D Shake.
• 35:58
  SPEAKER_00: And because everybody's videos are shaky.
• 36:01
  SPEAKER_00: And so I and I actually have my hands shake.
• 36:04
  SPEAKER_00: Um I have um I have it's called uh what's I have some type of tremor in my hand.
• 36:08
  SPEAKER_00: And so these the so D Shake will take it to make it almost like it's totally like you know, stable and phenomenal and raises the production value of your video greatly.
• 36:20
  SPEAKER_01: Oh, that's cool.
• 36:21
  SPEAKER_01: So if you don't have a gimbal, this gimbalizes the video.
• 36:26
  SPEAKER_01: Correct.
• 36:26
  SPEAKER_01: That's cool.
• 36:27
  SPEAKER_01: Yeah, I didn't know I've heard of like image stabilization stuff, but but it works pretty well.
• 36:32
  SPEAKER_00: It's my it's my favorite one.
• 36:34
  SPEAKER_00: I use it for every video I shoot, I I put through it.
• 36:37
  SPEAKER_00: Yes.
• 36:37
  SPEAKER_01: Awesome.
• 36:38
  SPEAKER_01: I'll check that out.
• 36:38
  SPEAKER_01: Good stuff, man.
• 36:40
  SPEAKER_01: Jeff, I appreciate you being on the show.
• 36:42
  SPEAKER_01: Where can people find you?
• 36:43
  SPEAKER_01: What's the best place to find you and follow you?
• 36:45
  SPEAKER_00: Uh, best place is probably Instagram.
• 36:47
  SPEAKER_00: Uh and just do uh Jeff.fargo.
• 36:50
  SPEAKER_00: Um, I have a genetically superior family that I pimp out all the time.
• 36:54
  SPEAKER_00: And uh I have a uh three and a half year old son, Jack, with fire engine red hair, and his hashtag is Jack the Ginger.
• 37:01
  SPEAKER_00: It's gone viral more than once because he's insane.
• 37:03
  SPEAKER_00: And I love him, fruit of my loins.
• 37:06
  SPEAKER_00: And uh it's even though it's a business page, I I market it like it's uh, you know, it's it's a hybrid, it's it's personal, but also it's a business page.
• 37:13
  SPEAKER_00: And I probably it's 85% of what I post on there is just motivational stuff or uh, you know, stuff about my family and traveling and everything else.
• 37:21
  SPEAKER_00: And people seem to enjoy that because I I honestly, for people that ever see me in person, I I I have a face for radio, so I don't know why they're looking at me and why they think that's engaging, but some people I guess do.
• 37:32
  SPEAKER_01: And I'll vouch for that.
• 37:34
  SPEAKER_01: Definitely follow Jeff on Instagram, great stuff.
• 37:37
  SPEAKER_01: Jeff, I appreciate you being on the show.
• 37:38
  SPEAKER_01: Congrats on your new promotion, your new gig.
• 37:41
  SPEAKER_00: Thank you, sir.
• 37:42
  SPEAKER_01: And uh appreciate you spending the time.
• 37:44
  SPEAKER_00: My pleasure.
• 37:45
  SPEAKER_01: As the industry keeps changing, especially with blockchain and machine learning and AI and everything that's going to affect in a positive way the title insurance industry and how we do transactions, we're gonna have to have Jeff on uh on the show again because he's he's plugged in, he's at the top, he knows what's going on, he's he has perspective from multiple different companies now, and uh and he's super knowledgeable.
• 38:10
  SPEAKER_01: So that was a great interview.
• 38:12
  SPEAKER_01: Hope you guys enjoyed.
• 38:13
  SPEAKER_01: Um I'm gonna be on the road traveling and doing some speaking.
• 38:17
  SPEAKER_01: So if you guys are gonna be anywhere in the area, I'd love for you to come and see me in person and say hey and learn a few things and get your questions answered, and and we can even do a frickin' selfie if you'd like.
• 38:27
  SPEAKER_01: I can't believe I used the word selfie because I hate the word selfie.
• 38:31
  SPEAKER_01: Ever since people started using the word selfie, I've always hated it.
• 38:33
  SPEAKER_01: I don't know, there's something about it just sounds so lame and douchey to me.
• 38:38
  SPEAKER_01: But a uh a self-portrait.
• 38:41
  SPEAKER_01: Yeah, yeah, like that's better.
• 38:42
  SPEAKER_01: Like that's not douchey.
• 38:43
  SPEAKER_01: We'll do a frickin' selfie, how about that?
• 38:45
  SPEAKER_01: So I'm gonna be at, let's see, my little list here, uh September 24th, I'm gonna be in LA at the California Realtors Reimagine Conference.
• 38:54
  SPEAKER_01: Uh I'm gonna be speaking at around 11 a.m.
• 38:57
  SPEAKER_01: uh on uh stories, Facebook stories, Instagram stories, Snapchat, all that, and then I'll be moderating a panel of other agents who are killing it on social later that same afternoon.
• 39:08
  SPEAKER_01: Then I'll be in Staten Island on October 4th, speaking at a Lunch and Learn for the Staten Island Board of Realtors, the Salt Lake Board of Realtors on October 16th, and then I'll be in Madison, Wisconsin for Neil Mathweg's Agent Rise Summit.
• 39:22
  SPEAKER_01: I highly recommend you guys check that out.
• 39:24
  SPEAKER_01: That's gonna be super in-depth.
• 39:26
  SPEAKER_01: It's a it's a true mastermind.
• 39:28
  SPEAKER_01: It's not a conference.
• 39:29
  SPEAKER_01: It's not a well, it it is a summit, literally, but it's a mastermind where there's only like 50 people that can even come.
• 39:36
  SPEAKER_01: Like it's not a huge room, and masterminds don't work well when there's hundreds of people.
• 39:40
  SPEAKER_01: So uh I highly recommend you check it out.
• 39:42
  SPEAKER_01: October 24th through the 25th.
• 39:44
  SPEAKER_01: I will be speaking and attending.
• 39:46
  SPEAKER_01: I'm there to learn too.
• 39:47
  SPEAKER_01: I'm there to learn and mastermind with with you and everyone else who's there.
• 39:52
  SPEAKER_01: So check that out, agentrise summit.com.
• 39:55
  SPEAKER_01: At the beginning, I mentioned our Massive Agent Society.
• 39:58
  SPEAKER_01: And if you are looking at that, if you've already gone to the Society website, you're looking at the pricing, and it's not in the cards, or you just want to save the money or whatever, uh, we do uh you've heard me talk about uh how I'm building a national team with EXP Realty.
• 40:12
  SPEAKER_01: I'm looking for agents who are hungry and ready to turn over a new leaf, ready to really um really want to take advantage of a major growth opportunity with the fastest organically growing real estate brokerage in the country, EXP Realty.
• 40:27
  SPEAKER_01: And if you come join our team, you will get free lifetime access to the Massive Agent Society.
• 40:32
  SPEAKER_01: All the tools that I have available to help you to sell more homes, I'm gonna give you.
• 40:36
  SPEAKER_01: That's what's so great about the synergistic workings.
• 40:40
  SPEAKER_01: Well, that doesn't sound right.
• 40:42
  SPEAKER_01: The the synergistic uh nature, that sounds better.
• 40:46
  SPEAKER_01: The synergistic nature of EXP Realty.
• 40:48
  SPEAKER_01: You come join, you join my team, Link Arms with me.
• 40:51
  SPEAKER_01: Now I'm financially incentivized to help you sell more homes.
• 40:56
  SPEAKER_01: Every time you sell more homes and you make a crap load more money, I make a little bit more too.
• 41:01
  SPEAKER_01: So I want you to sell more homes.
• 41:03
  SPEAKER_01: And then I want to help you to help other agents to help them sell more homes.
• 41:07
  SPEAKER_01: You see how this works?
• 41:08
  SPEAKER_01: It's nothing else is like it out there where you're getting other top producers to be fully open to just sharing all their secrets.
• 41:17
  SPEAKER_01: They'll give you their listing presentations, myself included, listing presentations, everything that we know, our coaching programs, because we want you to succeed.
• 41:25
  SPEAKER_01: And that's because of the business model EXP has set up.
• 41:28
  SPEAKER_01: So if you are looking, if you need support, if you just need that little extra bit, you want support, and you want more income streams, if you want the ability to earn a bunch more money on top of just closing deals, and you also see that there's a lot of brokerages out there that are basically like Blockbuster, and there's there's another one that's basically Netflix, we all know who that is, right?
• 41:49
  SPEAKER_01: Obviously, EXP is the Netflix because of its cloud-based nature, everything's online, it's very mobile, we can expand into new countries by clicking a button, and we are going to grow extremely fast over the next 10 years.
• 42:03
  SPEAKER_01: So we're in a good spot right now to profit from that and take advantage from that growth opportunity.
• 42:08
  SPEAKER_01: If that intrigues you at all, then you need some information about the details, how it works, how you know what it looks like, what the fees are like, commission structure, all that.
• 42:18
  SPEAKER_01: So let's get you that information.
• 42:20
  SPEAKER_01: Go to MassiveAgent Podcast.com slash exp, click play on the video, or reach out at Massive Agent on social media and let's talk.
• 42:28
  SPEAKER_01: If you have any questions, just say, hey, you know, I've been thinking about EXP, you know, what's the deal?
• 42:33
  SPEAKER_01: Let's have a conversation, either or.
• 42:35
  SPEAKER_01: If you don't want to have a conversation, cool, just click play on the video.
• 42:39
  SPEAKER_01: If you don't want to do that and you want to get specific questions answered, reach out, let's talk.
• 42:44
  SPEAKER_01: And ultimately, make sure you get the information, all the information, not just what some dude that you've never met has said on the internet.
• 42:53
  SPEAKER_01: Don't take their word for it.
• 42:54
  SPEAKER_01: EXP doesn't work because of this, that, or the other.
• 42:57
  SPEAKER_01: Well, they're wrong, or that's just their opinion or their perspective.
• 43:01
  SPEAKER_01: Get the real facts, okay, before you make up your mind.
• 43:04
  SPEAKER_01: That's all I ask.
• 43:05
  SPEAKER_01: So do that.
• 43:06
  SPEAKER_01: And thank you for tuning in, guys.
• 43:07
  SPEAKER_01: Appreciate you listening to the show.
• 43:09
  SPEAKER_01: Uh, if you have not yet heard our Alexa flash briefing called the Massive Agent Minute, please do.
• 43:14
  SPEAKER_01: Just go to Amazon.com and then in the search bar under Alexa Skills, so pick the category Alexa Skills, type in Massive Agent Minute.
• 43:22
  SPEAKER_01: Boom, and then enable that sucker.
• 43:24
  SPEAKER_01: Or you just say to your Alexa device, Alexa, enable the Massive Agent Minute.
• 43:29
  SPEAKER_01: That's it.
• 43:29
  SPEAKER_01: And now the flash briefing's enabled.
• 43:31
  SPEAKER_01: I do one every single day.
• 43:33
  SPEAKER_01: A new one every single day, seven days a week.
• 43:35
  SPEAKER_01: Episode 420 just came out today, the day that I'm recording this.
• 43:40
  SPEAKER_01: So we've been doing well over 400 of those straight and we'll continue.
• 43:44
  SPEAKER_01: So if you're looking for an extension of this show, a supplement to this show, check out the Massive Agent Minute Flash Briefing.
• 43:50
  SPEAKER_01: And if you've been listening, I would love you to death.
• 43:54
  SPEAKER_01: I would love the shit out of you if you would go and leave us a review or a rating so that we can be seen by more people, and so that the Alexa platform shows it to more people when they search for real estate flash briefings.
• 44:05
  SPEAKER_01: Same with iTunes, same with this podcast.
• 44:08
  SPEAKER_01: If you have not left a review or a rating, please do.
• 44:11
  SPEAKER_01: The same goes if you've done all that, I love you to death.
• 44:14
  SPEAKER_01: But you then if you listen to Industry Connected and haven't left a review or a rating for that, please do that as well.
• 44:19
  SPEAKER_01: That is how you can give back.
• 44:21
  SPEAKER_01: This show is completely free.
• 44:22
  SPEAKER_01: I do this out of my own pocket.
• 44:24
  SPEAKER_01: I take a crap load of my own time to do this.
• 44:27
  SPEAKER_01: And the, you know, all I ask in return is that you share it if you've been receiving value.
• 44:32
  SPEAKER_01: If you've been receiving value and you enjoy it, if you keep coming back, please share it and let people know, hey, this is good stuff.
• 44:39
  SPEAKER_01: That's all we ask.
• 44:40
  SPEAKER_01: Guys, thank you so much for tuning in.
• 44:42
  SPEAKER_01: Enjoy and go close some loans, go sell some homes, have a great weekend.
• 44:46
  SPEAKER_01: I'll be back next week with another amazing interview.
• 44:49
  SPEAKER_01: Take care.