Latest / Massive Agent Podcast / Turning Your Database Into Dollars w/ Ricardo Bueno

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Turning Your Database Into Dollars w/ Ricardo Bueno · Massive Agent Podcast

0:00
SPEAKER_01: Sometimes the most important stuff can get overlooked because maybe it's not sexy.
0:04
SPEAKER_01: It's not as exciting as some other stuff, the bright shiny objects.
0:09
SPEAKER_01: But the tried and true basics often are exactly what you need to grow your business quickly.
0:15
SPEAKER_01: If you have a fucked up foundation that's off, it's hard to build anything meaningful on top of it.
0:20
SPEAKER_01: So today we're going to talk about how to turn your database into a gold mine.
0:24
SPEAKER_01: Okay, how to get the dollars out of your database.
0:27
SPEAKER_01: And we're bringing on Ricardo Bueno from Follow Up Boss to do that.
0:32
SPEAKER_00: The massive agent podcast.
0:40
SPEAKER_03: I love to buy houses.
0:41
SPEAKER_03: I like to sell houses.
0:42
SPEAKER_00: It takes brass balls to sell it.
0:45
SPEAKER_00: Wait a minute.
0:47
SPEAKER_00: Leads a week.
0:49
SPEAKER_00: I've had better.
0:52
SPEAKER_00: Have I got your attention now?
0:54
SPEAKER_00: Here's your host, Dustin Brome.
0:58
SPEAKER_01: What's up, guys?
0:58
SPEAKER_01: Welcome to episode 221 of the Massive Agent Podcast.
1:02
SPEAKER_01: I am your host, Dustin Brohm.
1:04
SPEAKER_01: I am an agent in Salt Lake City, Utah.
1:06
SPEAKER_01: For anyone just joining us for the first time, this is the Massive Agent Podcast.
1:10
SPEAKER_01: So you're in for a treat.
1:12
SPEAKER_01: Today is no different.
1:13
SPEAKER_01: We have Ricardo Bueno from Follow Up Boss coming on the show to talk about how to turn your database into dollars.
1:20
SPEAKER_01: This is uh look, he gets super tactical and very specific with you.
1:25
SPEAKER_01: So get ready to like push pause and rewind it a little bit because you're gonna want to write down the exact verbiage of some of these email responses and text responses and drip campaigns.
1:35
SPEAKER_01: He's just gonna lay it out like, hey, if you want to accomplish this, say these things, do this, send this email, send this text.
1:42
SPEAKER_01: They have all the data, like follow up boss is the top CRM in the industry that all the major producers, teams, brokerages, they're all using Follow Up Boss.
1:52
SPEAKER_01: And so they have Follow Up Boss has all this data of what works, and he's gonna share some of that insight with us today.
2:00
SPEAKER_01: And uh, even though the the concept of mining your database, turning your database into dollars may not sound sexy, I promise you the end result is very sexy, very, very sexy indeed.
2:12
SPEAKER_01: So this is a great episode, guys.
2:14
SPEAKER_01: Uh, if you are new to the show, welcome.
2:16
SPEAKER_01: Uh, this show is really meant to help agents to scale, to become more profitable, to see other business models that are possible, and and to help you grow a meaningful business that that helps you accomplish whatever it is you want to do, whether that's becoming more profitable, spending more time with your family, working less, making more, all of that's possible, but you need to have the perspective, you need to actually understand what's possible in order to do that.
2:44
SPEAKER_01: And that's what this podcast is all about.
2:45
SPEAKER_01: Yes, we go into marketing tactics, yes, we talk about social media, yes, we talk about mindset, of course.
2:51
SPEAKER_01: Uh, and all of those things all go into helping you to become a more profitable agent who maybe you sell more homes, but maybe you sell fewer homes but make more money.
3:03
SPEAKER_01: What is the end goal for you?
3:04
SPEAKER_01: You need to define that, and this show will help you do that.
3:08
SPEAKER_01: So, guys, super, super, super fun interview today with the head of partnerships over at Follow Up Boss.
3:15
SPEAKER_01: If you guys have been listening for a while, Follow Up Boss has been a partner of ours for months.
3:20
SPEAKER_01: Okay, they're they've been a partner, they've been supporting the podcast, which in turn they've been supporting you, and you guys have been supporting them back by you know trying out their free trials, which by the way, you can get a 30-day free trial, massiveagentpodcast.com slash follow up boss.
3:35
SPEAKER_01: If you want to do that, totally free.
3:37
SPEAKER_01: They don't even ask for a credit card, which is amazing.
3:39
SPEAKER_01: But today, Ricardo, I asked him to come on because I mean, follow up boss is this amazing resource for agents.
3:48
SPEAKER_01: They have so much data from so many of the industry's top players.
3:52
SPEAKER_01: Like most of them, most of the industry's top players are all using follow-up boss, and so that's where all the big data is.
3:59
SPEAKER_01: And uh, and I asked Ricardo, I was like, hey, like, do you what are you seeing?
4:04
SPEAKER_01: Like, can you share what's working, what isn't?
4:06
SPEAKER_01: What should agents who are just starting off in their journey as a realtor, what do they need to know?
4:11
SPEAKER_01: How about agents that are kind of stuck uh or plateaued as a solo agent and they're just trying to grow into a team?
4:17
SPEAKER_01: What do they need to know?
4:18
SPEAKER_01: What do they need to do?
4:19
SPEAKER_01: And he agreed to just open the playbook, to open the kimono, so to speak, and show you what's working and give you specifics.
4:27
SPEAKER_01: And near the end of the episode, he gets very specific.
4:31
SPEAKER_01: So you're gonna want to take notes, you're gonna want to push pause and and uh write down exactly what he says because it's pure gold.
4:38
SPEAKER_01: You guys are in for a hell of a treat today.
4:40
SPEAKER_01: So let's jump into the interview right now with Ricardo Bueno from Follow Up Boss right now.
4:46
SPEAKER_01: All right, guys, I'm here with Ricardo Bueno, the head of partnerships over at Follow Up Boss, somebody that I look up to.
4:52
SPEAKER_01: He has a ton of a ton of data, if you will, that uh, you know, he's he hasn't always been at Follow Up Boss.
5:01
SPEAKER_01: So he was working with agents before, and what we're gonna be talking about today, turning your database into dollars, is uh, you know, we were talking off off camera before we started recording about just what a common issue it is to overlook this gold mine that you're already sitting on.
5:17
SPEAKER_01: And so we're gonna help you mine that gold mine and and refocus on that.
5:23
SPEAKER_01: So, Ricardo, welcome to the Massive Agent Podcast, my friend.
5:26
SPEAKER_01: How's it going?
5:27
SPEAKER_03: It's going great, man.
5:28
SPEAKER_01: Thanks.
5:28
SPEAKER_01: Thank you.
5:28
SPEAKER_01: It's uh awesome to be here.
5:30
SPEAKER_01: Thank you.
5:31
SPEAKER_01: Thank you.
5:31
SPEAKER_01: No, this this is cool.
5:33
SPEAKER_01: And uh, you know, you and I have known each other since before you were at Follow Up Boss.
5:37
SPEAKER_01: And, you know, obviously, Follow Up Boss is a partner of ours here at the podcast, and that's been amazing.
5:42
SPEAKER_01: But I'm excited just to talk a little bit more about the database.
5:47
SPEAKER_01: Okay, that it's something that isn't it isn't sexy.
5:51
SPEAKER_03: We all know we need one.
5:53
SPEAKER_01: We all know we need one.
5:54
SPEAKER_01: Some agents don't have one, or it's just like a Word doc or an Excel spreadsheet, or or they use Realty Juggler or some random CRM.
6:03
SPEAKER_01: Cool.
6:04
SPEAKER_01: Um, but what are you seeing?
6:06
SPEAKER_01: Like let's start at the beginning, my friend.
6:08
SPEAKER_01: Like, what why are we talking about databases instead of like better TikTok videos, something sexy?
6:16
SPEAKER_03: That's funny.
6:17
SPEAKER_03: It's funny that you say talking about my database or talking about databases isn't sexy because you're right, it's not.
6:24
SPEAKER_03: When we talk about or think about technology, when we talk about, you know, forward-thinking or yeah, forward-thinking marketing campaigns.
6:31
SPEAKER_03: I think the thing is you don't need to spend thousands or or you know, tons of thousand tens of thousands of dollars to do good marketing.
6:41
SPEAKER_03: You don't to become uh to develop a brand and to become authority in your market.
6:46
SPEAKER_03: You you just fundamentally don't need to do that.
6:48
SPEAKER_03: It's great if you have the funds to do that, but you don't need to do that.
6:52
SPEAKER_03: I think that um a lot of the best realtors, a lot of really good realtors, are are just brilliant at the basics.
6:58
SPEAKER_01: Yes.
6:59
SPEAKER_03: And and one of those items of being brilliant at the basics is having a strong, sturdy sort of database that you continue to nurture over and over and over again and over time.
7:12
SPEAKER_03: Um I think like you had said, we we met.
7:16
SPEAKER_03: It's been a long career for me.
7:17
SPEAKER_03: It's been about 11 going on 12 years in the industry, so it's kind of wild to think about.
7:22
SPEAKER_03: Yeah.
7:23
SPEAKER_03: Um, my first CRM was ACT, if you guys remember that.
7:27
SPEAKER_03: If you all listening remember remember a CRM called Act.
7:31
SPEAKER_03: I don't, I haven't even heard of that.
7:33
SPEAKER_03: Um it's it's old school.
7:36
SPEAKER_03: And you know, it's been an interesting career.
7:38
SPEAKER_03: I've worked I've worked at a lot of software companies.
7:40
SPEAKER_03: Um, and for me, it's always been not just an issue of like soft.
7:45
SPEAKER_03: It my teaching style is not just this is how you use the tool.
7:50
SPEAKER_03: It's this is why this tool is important.
7:53
SPEAKER_03: Here's how you leverage it in your arsenal to develop like an all-encompassing marketing strategy.
7:58
SPEAKER_03: Um, and I think that's how you need to think about technology.
8:01
SPEAKER_03: I think a lot of people ask, well, what's the best tech stack?
8:04
SPEAKER_03: Answering that question is so elusive because you know, we don't all run our businesses the same way.
8:11
SPEAKER_03: Right.
8:11
SPEAKER_03: The way agent A runs his business is not the same way agent B runs his business, et cetera, et cetera, et cetera.
8:17
SPEAKER_03: What you have to do is like when you're analyzing your tech stack is kind of assess how is it that you run your business and then mold leveraging that technology around your processes and procedures, if that makes sense.
8:31
SPEAKER_03: But but one of the things that I always did when I went on appointments, um, and at my previous role, one of my previous roles, you know, my job was to go out in the field, meet one-on-one with agents, uh, analyze their tech stack, and come up with a system to basically get them to implement in their market to get better at doing what they do.
8:52
SPEAKER_03: And so one of the questions that I always started with was instead of trying to spend thousands of dollars to generate leads, let's focus on the low-hanging fruit.
9:03
SPEAKER_03: Let's focus on the stuff that we already have.
9:05
SPEAKER_03: And most people have been in the business for four years, six, you know, eight years, a decade selling real estate.
9:12
SPEAKER_03: So the question I had was was well, the low-hanging fruit is all of your past clients.
9:18
SPEAKER_03: What are you doing to nurture them and convert them into repeat and referral business?
9:25
SPEAKER_03: And one of the ways that you follow up with your past clients is you look at your database and you just kind of assess, what am I doing to touch and nurture all of my past clients to turn them into brand advocates that are really going to refer me, etc., etc.
9:39
SPEAKER_03: So one of the questions I would always ask is, um, you know, all right, Dustin, let's let's take a look.
9:45
SPEAKER_03: Um, how big is your database and what are you doing to manage it?
9:48
SPEAKER_03: And it's always this like embarrassing, ha ha ha, good question, Ricardo.
9:53
SPEAKER_03: I know I should have one, but I don't.
9:56
SPEAKER_03: Yes.
9:57
SPEAKER_03: Or I've been in the business for a decade, uh, this is my database.
10:01
SPEAKER_03: Like, awesome.
10:03
SPEAKER_03: It's amazing that you've been doing like, you know, four transactions a month and you've been doing it for a decade.
10:08
SPEAKER_03: But you know, that's why we um I've met realtors at plateau at their production level, and they can't get past that production level year over year over year.
10:17
SPEAKER_03: And when you look, it's because we're not doing anything to you know delegate busy work to automation and and and leverage technology and really leverage our database.
10:26
SPEAKER_03: So um I think we're talking off-air.
10:30
SPEAKER_03: The the last year I was at my previous role, I went on close to, if not more, than 400 one-on-one appointments.
10:37
SPEAKER_03: And all of those one-on-one appointments started with, let's look at your tech stack and tell me about your database.
10:43
SPEAKER_03: How do you manage your database?
10:44
SPEAKER_03: And eight times out of ten, it was always this embarrassing.
10:48
SPEAKER_03: I know I should have one, but I don't.
10:51
SPEAKER_03: Or I use whatever system was given to me by the MLS, or I use whatever system was provided to me by my broker, or I have an Excel spreadsheet, but it just sits there.
11:03
SPEAKER_03: I need help actively managing it because I don't know what to do with it.
11:07
SPEAKER_03: Right.
11:07
SPEAKER_03: And and I think that's just it.
11:09
SPEAKER_03: If you give me an agent who has 3,000 leads in his database, leave me alone for like 24 hours, we'll run a nurturing campaign or a re-engagement campaign to start to nurture that database before I recommend let's turn around and spend, you know, three grand on generating new leads.
11:28
SPEAKER_03: You can throw money at generating new leads, but if you don't fix the foundation of what's wrong with your process, you're just gonna be in the same place 30, 60, 90 days from now.
11:38
SPEAKER_01: A thousand percent.
11:39
SPEAKER_01: So three thousand, that's a big database, right?
11:42
SPEAKER_01: Um you know, I've I've uh from when I first got into real estate, I've learned that if you have 200 people in your database, like you can make a good living off 200 people if you have a system and a process, right?
11:56
SPEAKER_01: So um what since you're at follow-up boss and you can kind of see behind the scenes, you know, what what are some of the best practices you're seeing?
12:05
SPEAKER_01: Like how if somebody has a small database, you know, uh what should they be doing versus somebody who does have 3,000 in their database, or is it the same thing?
12:14
SPEAKER_01: Like speak to that a little bit.
12:16
SPEAKER_03: I think I think it's so depending on you know who you coach with, and there's a lot of different coaches in our industry.
12:23
SPEAKER_03: Um, they always say sphere of influence.
12:25
SPEAKER_03: So you may have that many contacts in your database, but how many of them would recognize you by name if you walked into the grocery store?
12:32
SPEAKER_01: Great question.
12:33
SPEAKER_03: So so those the the ones that would recognize you by name if you walked into the grocery store, like, hey Dustin, what's up, man?
12:40
SPEAKER_03: Good to see you.
12:41
SPEAKER_03: Those are people that are within your immediate sphere of influence.
12:44
SPEAKER_03: So you may have 3,000 contacts in your database, but the ones that recognize you by name are, you know, 20, right?
12:51
SPEAKER_03: Or or 50 or 100.
12:53
SPEAKER_03: Your goal should be to nurture those 50 or 100 and to turn more of those contacts into sphere of influence.
13:00
SPEAKER_03: So what I tell agents, it's like it's not your job to convert a lead into a transaction.
13:05
SPEAKER_03: It's your job to convert a lead into a sphere of influence contact.
13:11
SPEAKER_03: Develop that that sort of um there's always this trust gap that exists.
13:16
SPEAKER_03: That lead we call online leads, we call them button pushers and form fillers because they're filling out information not just on your website, they're filling out information on about a thousand other websites.
13:26
SPEAKER_02: Right.
13:26
SPEAKER_03: The problem is we have no um we have no like sense of delayed gratification.
13:32
SPEAKER_03: We want to take that lead and turn it into a commission check.
13:35
SPEAKER_03: So so one of my top producers once told me, this business is actually easy, Ricardo.
13:41
SPEAKER_03: We tend to overcomplicate it.
13:43
SPEAKER_03: The the I think that you know what I try to tell the new realtors that I recruit is this business is easy.
13:48
SPEAKER_03: It's just meet and talk to people, uh, meet and talk to people, nurture the relationship, and then close the transaction or negotiate the sale.
13:56
SPEAKER_03: It's that it's that middle part that gets a little bit messy, the nurture of the relationship.
14:00
SPEAKER_03: We often want to skip that part because we're trying to close the sale.
14:03
SPEAKER_03: Right.
14:03
SPEAKER_03: And we're not listening to the things that the prospect is really saying.
14:07
SPEAKER_03: There's they're not saying no, they're just saying, okay, yes, but I have these concerns, help me address these concerns, and then I'll know and then I'll trust that you're the resource that can help me with this transaction.
14:19
SPEAKER_03: Or it's uh it's not no, it's just not right now.
14:23
SPEAKER_03: Well, why is it not right now?
14:25
SPEAKER_03: Is there a certain life event that they're waiting for and putting off?
14:28
SPEAKER_03: Um, so they have to wait till after summer, son's graduation or something.
14:32
SPEAKER_02: Right.
14:32
SPEAKER_03: Um, it's that it's it's again that that nurture the relationship that becomes a messy middle that we end up dropping the ball on because, well, this lead didn't want to close, let me move on to the next one.
14:43
SPEAKER_03: So I think that all of our best agents, again, they're just brilliant at the basics.
14:48
SPEAKER_03: They practice the fundamentals, right?
14:51
SPEAKER_03: So every lead that comes in, it it's what am I doing to narrow that trust gap that exists?
14:59
SPEAKER_03: To you know, am I putting them on an action plan?
15:02
SPEAKER_03: Am I um there was a study that was done, I forget the name of the company, but it was like practicing six times equal success.
15:11
SPEAKER_03: Your chances of converting a lead into a customer increase dramatically the more you try to reach out and connect with them.
15:18
SPEAKER_03: So are you trying to call them once, twice, and then giving up, or are you practicing this mantra of six times equal success?
15:26
SPEAKER_03: Um, I think that our best agents have a really good process for following up with leads.
15:31
SPEAKER_03: They have a really good process for asking qualifying questions, and then they have a really good process for automating that nurture process, not just for the immediate short term, but for the long term.
15:43
SPEAKER_03: So it's putting them on a long-term group campaign.
15:46
SPEAKER_01: Well, let's talk about that because it's a question that I get asked quite a bit is okay, I have this list, I have my database, and especially with newer agents, you know, we tell them just go write down everybody that you know, like put them all on a list, and whether that's social media or whatever, just who do you know?
16:04
SPEAKER_01: Like who's your your database?
16:05
SPEAKER_01: And then the next question naturally is now what?
16:09
SPEAKER_01: Now what?
16:10
SPEAKER_03: What do I do?
16:10
SPEAKER_03: What do I say?
16:11
SPEAKER_01: Yeah.
16:12
SPEAKER_01: And this is where I think this is where we overcomplicate it and overthink it and and possibly spread ourselves way too thin with you know weekly written newsletters and like you know, all this other stuff.
16:24
SPEAKER_01: Um look, all of it works.
16:27
SPEAKER_01: Everything works and nothing doesn't.
16:30
SPEAKER_01: But what are you seeing that's like the tried and true, whether it's a drip campaign or you know, a drip campaign drip campaign combined with something else, what should you be doing once you have your list?
16:42
SPEAKER_01: What's the next step?
16:44
SPEAKER_03: That's a that's a that's a tough question, and I can go a couple of different ways with this one.
16:49
SPEAKER_03: But I think the biggest challenge is yes, it's true.
16:53
SPEAKER_03: A lot of times we get stuck because we don't know what to say next, or we don't know what comes next.
16:58
SPEAKER_03: What's really happening is just uh is fear.
17:01
SPEAKER_03: Fear is stopping us in our tracks from what to say because we're afraid of sounding dumb if we say the wrong thing, or we're afraid of rejection.
17:10
SPEAKER_03: This business, the business of sales is rejection.
17:13
SPEAKER_03: It's getting comfortable with the rejection and and then practicing and doing so many at bats that you know you start to hit those home runs.
17:23
SPEAKER_03: But if you don't put in the reps, if you don't put in the practice, then you're not gonna overcome that hump.
17:27
SPEAKER_03: And that that hump is always there.
17:30
SPEAKER_03: Um I had met a few years ago, I met this brand new agent, and um her coach had recommended um I forget the context of the whole story, but uh, she brought it up as a way to encourage other agents in the room.
17:44
SPEAKER_03: She's like, hey, this stuff actually works, and it's just getting comfortable with being uncomfortable.
17:50
SPEAKER_03: Here's what my coach asked me to do, and here's what I did.
17:53
SPEAKER_03: And I think it was right around like Thanksgiving, December, so November, December.
17:58
SPEAKER_03: Um, she was just getting licensed, or she had just gotten licensed or whatever.
18:03
SPEAKER_03: She had just passed a real estate exam.
18:04
SPEAKER_03: And she was practicing going out on a listing appointment.
18:08
SPEAKER_03: Now, she's never sold a house, she's a brand new agent.
18:12
SPEAKER_03: She's like, How am I gonna do this?
18:13
SPEAKER_03: Like, how am I gonna go and just get a listing?
18:15
SPEAKER_03: That makes no sense.
18:16
SPEAKER_03: Why would you hire me?
18:18
SPEAKER_03: So, what she did is um she regularly went to church.
18:22
SPEAKER_03: So she went to church uh one weekend and she reached out to a group of people that, you know, friends and and acquaintances that she's met in church, and she said, Hey, so my coach challenged me to go on 20 listing appointments, just mock listing appointments, so that I can practice.
18:39
SPEAKER_03: Um, I just got my real estate license, I'm joining this awesome real estate brokerage, and you know, I want to get good, and the only way for me to get good is to really stumble and fall, you know, fall flat on my face until I get better.
18:50
SPEAKER_03: So can I come over to your house later today and just practice?
18:53
SPEAKER_03: And then you can coach me and give me feedback.
18:55
SPEAKER_03: What did I do well?
18:56
SPEAKER_03: What did I do not so well?
18:58
SPEAKER_03: And would you have chosen me to be your agent based on, you know, my listing presentation?
19:03
SPEAKER_03: So she said she went on about 14 of those.
19:06
SPEAKER_03: You know, 14 people said yes, come by uh later today or come by, you know, Tuesday after dinner, whatever.
19:12
SPEAKER_03: She said 14 people said yes, and by the time she got to number seven, that couple was like, Hey, you did such an awesome job.
19:20
SPEAKER_03: We actually are thinking of listing our house, and you did so great, we want you to we want to list it with you.
19:25
SPEAKER_01: I love it.
19:26
SPEAKER_03: It was awesome, like it's amazing.
19:28
SPEAKER_03: And I think part of the lesson that it teaches is that people want to see you succeed.
19:34
SPEAKER_03: So, so don't be afraid to share your story with friends, don't be afraid to share your story with colleagues, don't be afraid.
19:41
SPEAKER_03: Uh basically just to share everything that you're doing because people want to see you succeed.
19:46
SPEAKER_03: Like, think of somebody who doesn't want to see you succeed.
19:49
SPEAKER_03: I just can't come up with it.
19:51
SPEAKER_03: Right.
19:51
SPEAKER_03: Um so it's getting comfortable with being uncomfortable and then and then um creating a sort of marketing campaign out of that and and reaching out to your database, your contacts, letting them know what you're working on, etc.
20:03
SPEAKER_03: etc.
20:03
SPEAKER_03: The thing beyond that, I think, is is finding ways to deliver um items of value.
20:10
SPEAKER_03: What are you doing to deliver value to your database?
20:13
SPEAKER_03: Saying things like writing a weekly newsletter, not gonna knock it.
20:18
SPEAKER_03: Um so I got started in this industry right before the subprime market collapse.
20:24
SPEAKER_03: And I used to write two to three articles per I used to do the boring stuff.
20:29
SPEAKER_03: I would uh cold call on farm books, if you remember those.
20:33
SPEAKER_03: I would get a big farm package delivered by my uh our title company, and I would just flip through it, and it was the most boring thing ever.
20:39
SPEAKER_03: I would literally pound the phone for uh talk to people, see if they were interested in getting lower interest rate.
20:44
SPEAKER_03: It was brutal.
20:46
SPEAKER_03: Um, the next thing I would do is like, well, I don't want to do this.
20:49
SPEAKER_03: I want to um build a website and get in front of people that way because this stuff hammering through the phone and cold calling, like not for me.
20:57
SPEAKER_03: What I did was I wrote two to three articles a week called um Los Angeles Mortgage Rates Report and then the date.
21:04
SPEAKER_03: And then I would talk about what's happening on the economic calendar that's gonna impact mortgage rates.
21:08
SPEAKER_03: Should you lock or float your rate?
21:10
SPEAKER_03: Here's pricing on a 5-1 arm, uh 30-year fix, etc.
21:14
SPEAKER_03: etc., subject to pre-qualification, of course.
21:16
SPEAKER_03: And I would publish that again, two to three times a week on my website.
21:21
SPEAKER_03: And then I would go out and um do these uh lunch and learns.
21:26
SPEAKER_03: I would do lunch and learns that I would promote to consumers, but I would also do lunch and learns that I would promote to realtors and realtor partners.
21:34
SPEAKER_03: Um, and it was funny because I was so young then, and realtors would tell me, go get some experience, then come talk to Virgo.
21:40
SPEAKER_03: Oh, thanks.
21:41
SPEAKER_03: I already have an in house lender.
21:42
SPEAKER_03: But I'd gotten so good at uh at doing the marketing, um, and I was getting calls off of strangers that I that I met from my website because my website started ranking on page one of Google for the phrase Los Angeles mortgage rates.
21:56
SPEAKER_03: Um the the lesson in all of this.
22:00
SPEAKER_03: is you have to know your numbers.
22:02
SPEAKER_03: You have to know your market.
22:03
SPEAKER_03: You have to know your market inside and out.
22:07
SPEAKER_03: Every time you go on on a listing appointment, you're interviewing against two, four, six other agents that are, you know, or against four or five other agents that are two, four, six years your senior.
22:18
SPEAKER_03: So you got to look the part, you got to talk the part, and every single piece of marketing collateral that you're delivering needs to say, dang, this guy really knows the market better than each and every one of those agents.
22:30
SPEAKER_03: So do you send a templated you know stock newsletter that it because you want to scratch something off your list, like there's a marketing activity, I got this, I shipped it, like I got this one done for the week.
22:43
SPEAKER_03: Or with a recipe in it.
22:45
SPEAKER_03: With the recipe in it, right?
22:47
SPEAKER_03: Or do you do you find other ways to deliver items of value?
22:51
SPEAKER_03: So like one of the way one of the biggest ways and most profitable ways for a lot of a lot of my clients and one of my previous roles of delivering this item of value is if you're farming a specific neighborhood and you're doing your uh there's a local print company here that's been in the business for I think 17 years.
23:11
SPEAKER_03: And they have this uh eight-week eight touch campaign and they they send out just listed, just sold and and it's a series of postcards that goes out every week because consistency breeds that that sort of uh brand recognition and trust right yes um what was I gonna say with with with these postcards on the back of the postcard it's kind of like it's it's that peel effect like the postcard's peeling it's a website and it says want to know what your home is worth go to Ricardo's homevalues.com right so you get some of these leads that that they do because the neighbor's house just sold for 50,000 above asking or 100,000 above asking how crazy this market is.
23:53
SPEAKER_03: Right.
23:54
SPEAKER_03: Um they they're curious they want to know well heck how much would I get for mine?
23:58
SPEAKER_03: So they fill out this form maybe that form is a homebot form right so now you've got them on an automated drip campaign and you're delivering this this home bot uh monthly digest that says you know your home value has been updated for one two three main street the way I would think about am I delivering value is one of the one of the scripts that we use 30 days after you put them on home bot or or or my list report or home beat or any number of these tools that are out there.
24:27
SPEAKER_03: The tool itself doesn't matter it's that you're delivering some item of value.
24:31
SPEAKER_03: And and people want to know what their home is worth like believe me they do.
24:35
SPEAKER_03: Yes um they check it the way they check their checking account balance or the way they check their stock price on whatever stock they own.
24:42
SPEAKER_03: It's it's what's the word I'm looking for it's uh it's sticky.
24:47
SPEAKER_03: 30 days after that what we do is we send out um an email blast so if you're in a system like Follow Boss or whatever CRM you're using you just pull up a segment that says show me all of my contacts who are you know getting a monthly home value update.
25:02
SPEAKER_03: And then you can send a a bulk email blast to each of those contact records and the email would say hey Dustin you've been getting my my free wealth building tool home bot I imagine you looked at it and thought well my home is worth way more than this well here's what you need to know realtors and uh tools like Zillow and worse other real estate professionals are using tools like this to figure out your home's value as well but for a home like yours technology isn't enough you need human expertise and storytelling to inspire people to see your home's value beyond the algorithm.
25:39
SPEAKER_03: If you'd like an expert human valuation of your home reply to this email and we'll take care of the rest.
25:46
SPEAKER_03: That's gold.
25:47
SPEAKER_03: And it's like it that that's solid right because if you would like an expert human valuation of your home reply to this email and we'll take care of the rest.
25:57
SPEAKER_03: It's as well too you just work you know a thousand percent a thousand percent what I tell people most people get stuck on well how accurate is the value?
26:09
SPEAKER_03: The accuracy of the value doesn't matter doesn't matter because for how many years have people been looking at what's the one place people would always look at to see what their home is worth Zessimate or county records.
26:22
SPEAKER_03: Yeah right right so every time you go on a listing appointment what was the single biggest objection you would always get the Ricardo but Zillow says my house is worth X amount more.
26:34
SPEAKER_02: Right.
26:34
SPEAKER_03: So the accuracy of the value doesn't matter you're just shifting the conversation I was almost going to say shipping.
26:40
SPEAKER_03: You're just shifting the conversation um and really just educating them like you said on how the process actually works um so so it's just thinking through you have to think through how am I going to be strategic how am I going to shift people's perception whether it's faulty or it's not but but really how am I going to educate them and and deliver some value there to put my foot or to give myself an opportunity just to get my foot in the door get my foot in the door to and set myself up to have a conversation with this prospect.
27:14
SPEAKER_01: That's what this is it I there was so much gold in in that you know specific verbiage on on a follow-up email and all that stuff.
27:24
SPEAKER_01: That could also be a video that you do that all of a sudden shows up in their news feed if you learn some retargeting or or do a bomb bomb video or whatever.
27:32
SPEAKER_01: But the you know you just showed that they just have to start right it yeah I think so many agents are thinking okay well I need to hit a home run every single time and they're trying to figure out how how all that works so then they don't even do the first step.
27:51
SPEAKER_01: They don't they're not just like the there's a lot of agents who have never announced that they are realtors to their database correct they they never launched properly correct maybe you've been an agent for eight years and you've never actually introduced yourself as a real estate agent to your database yet.
28:10
SPEAKER_01: Correct there's basics that you do and then it leads to the next thing and the next thing and it's the it's the combination of all of it that the right people filter through.
28:21
SPEAKER_01: Correct so you just gave some great perspective that hopefully you know flips the flips the thinking a little bit with a lot of agents that are trying to just hit home runs all the time but you don't control that you just control creating this funnel and a few different steps and let you just get some people in it and then they will find their way through if they're right.
28:42
SPEAKER_01: And how simple is that yep I mean hundred people gotta have some tools to make it happen but those are simple too you know yeah so Ricardo let's talk a little bit more through that uh the tools for example so to implement something like what you just mentioned you mentioned Homebot which there's a lot of agents on my team that swear by Homebot.
29:05
SPEAKER_01: I mean it's it's like it's like the credit karma for your your home value.
29:11
SPEAKER_01: That's right a hundred percent in the consumer's eyes with credit karma they're like hey your score went up or down this month and they just get notified every month.
29:19
SPEAKER_01: Well homebot's like hey your home value went up or down and it's graphs and cool stuff.
29:24
SPEAKER_01: So many points correct doesn't matter if it's accurate not the point.
29:29
SPEAKER_01: Yes yes and I'm so glad you mentioned that too it should open the door to a conversation where you remind people hey uh this is just an algorithm telling you what your house is worth they've never seen inside you should if you want to know how much your home is worth someone should probably look inside and consider the interior.
29:49
SPEAKER_01: Correct.
29:49
SPEAKER_01: So it it's an opportunity to educate.
29:52
SPEAKER_01: And uh so what are some of the tools needed to implement something like this?
29:58
SPEAKER_03: So I mean I mean your everything should start with your CRM.
30:04
SPEAKER_03: Every single marketing activity that you do should start with your CRM.
30:07
SPEAKER_03: So when I when I set up my previous role I went on on like 400 appointments that was in one year.
30:13
SPEAKER_03: That's not including that's not including classes.
30:15
SPEAKER_03: I would do about eight to twelve classes a month the uh during the pandemic a lot of those switched to webinar so it's virtual um prior to that it was a lot of like live classes so um I live in Orange County California and I thought to myself I I didn't know this but I figured out that the local I think it was Total Wine will give you free meeting space and free wine tasting if you can put 15 butts in seats.
30:46
SPEAKER_03: What that's great.
30:47
SPEAKER_03: That's that's wild to me and some of these locations have an amazing like um it looks like a freaking conference center a big projector that pops down uh an area for like serving food and catering because they do what they do wine tasting and I was like wait you'll you'll give my audience free wine tasting if I just bring them and do a class and you'll give me the room for free this is amazing.
31:12
SPEAKER_03: And I would start yeah it's brilliant.
31:14
SPEAKER_03: I would start to tell my realtors like hey stop hosting lunch and learns at the office and come do them at Total Wine.
31:22
SPEAKER_03: Not the point of any of this story whatsoever.
31:25
SPEAKER_01: Well now we know about Total Wine which I'm in Utah and I have no clue that that exists.
31:30
SPEAKER_01: So that's cool.
31:31
SPEAKER_03: That's awesome.
31:33
SPEAKER_03: The point of this story was that those are a lot of face-to-face meetings and that's a lot of follow-up for me to to to do with both the people in my classes and the people that I was meeting one-on-one.
31:46
SPEAKER_03: Right there's no way that I can manage remembering a conversation that I had or remembering just where to go from there or what the next step would be.
31:57
SPEAKER_03: So my brain the way the way my brain works and the way I function is um and a mentor taught me this maybe like two years ago it was you need to get yourself to a place if you want growth if you want explosive growth Ricardo you need to get to a place where you're operating a hundred percent out of highest and best use of time so how can you automate delegate or delete the stuff that is wasting your time and and literally what I did was um when I had baby number one so I have two kids now uh just recently had a baby boy nice uh my daughter is a year and eight months when I had my daughter I knew that I wanted to take 30 days off um because that time is invaluable and they just really do grow up so fast.
32:50
SPEAKER_03: Oh yeah.
32:52
SPEAKER_03: So I wanted to spend time and I wanted to spend time with family because this was a first kid and you know new life we're gonna be flipped upside down uh and it's just the new journey right I knew that I want to spend more time with family so I hired a personal assistant.
33:09
SPEAKER_03: And what I did was I went through the and and uh different companies will tell you but like a good practice is I I basically went down and I wrote what I'm doing every 10 to 15 minutes uh throughout my day.
33:22
SPEAKER_03: I basically uh wrote down my day I put an asterisk next to the stuff that didn't require my unique skill set so my brain building a funnel or my voice me being on the phone that's the stuff that I can delegate to the assistant.
33:37
SPEAKER_03: And so um one of the other unique talents that I have is one of the first companies software companies I worked at was a company called Dever Solutions.
33:47
SPEAKER_03: It was an IDX provider had the first uh indexable WordPress IDX plugin we had four different versions of our product I literally wrote uh all of the product training and documentation for all of our product it amounted to a little over a hundred like technical documentation a little over a hundred uh written and video articles um that walked you step by step how to implement and do different things with our product so because my brain thinks that way what I did I do with my assistant I wrote down an SOP for all of the stuff a standard operating procedure for all of the stuff that I needed needed to get done and wanted her to do.
34:28
SPEAKER_03: And then I created Loom videos to talk her through the process.
34:32
SPEAKER_03: So right now some of that stuff is like building a landing page for a webinar I can do it I can do it really quickly but I'm at a point in my career where you know should I be doing that?
34:43
SPEAKER_03: Yes I love tinkering with building a website building a funnel etc etc but I can my time is better served doing something else.
34:51
SPEAKER_01: Yes.
34:52
SPEAKER_03: So I hand that off to my assistant and she has um I use Basecamp she has step by step tutorials.
34:59
SPEAKER_03: Here's how you build the Canva template for the header here's how you build the landing page here's how you build the opt-in form here's how you do this here's how you do that blah blah blah blah blah blah and if she ever gets stuck um I have the loom video that says hey Stephanie um here's what we're gonna cover in this video here's why we build the funnel this way here's why we think of it this way here's why we do the steps in this order um if you have any questions or suggestions for how to improve this flow uh don't hesitate to get in touch and so I have so many of those SOPs for so many different redundant parts in my day-to-day and what did that give me it gave me more time to spend with my family yes the other the other things that I do is is um I forget where I read this I I follow a a few um I think it was Dr.
35:46
SPEAKER_03: Julie Gurner Garner or Gurner uh they call her the uh Wendy Rhodes of of billions the real life Wendy Rhodes of billions here's if you've ever seen the show billions oh god yes I love Wendy Rhodes she's a bad yeah oh yeah heck yeah 100% so so this is the real life version uh of her and um I think she posted one day and said if you have a problem with delegation you don't you don't have a problem with delegation you have trust issues yeah and so like for me it's don't get me wrong there's a lot of things that I was like scared to delegate or hand off because I thought to myself well only I know how to do this well that's not true um turns out my assistant knows how to do a lot of things really well and even if she's only shipping it at 80% or 90% like that's better than nothing.
36:41
SPEAKER_03: Right.
36:41
SPEAKER_03: And that's going to get too right that there's a thousand percent a thousand percent not only is she like willing to learn and and how to troubleshoot and workshop through something but but she gets it so so like nearly 100% of the way there.
36:57
SPEAKER_03: And so over time like if if you have a problem with delegation you have trust issues you you you kind of do because guess what there is somebody like you can afford to delegate this and your business will probably be better off for it a thousand percent.
37:11
SPEAKER_03: And then the last part is is um delete delete the stuff in your workflow or your day that doesn't serve you any purpose.
37:20
SPEAKER_02: Right.
37:20
SPEAKER_03: So so going back to the the point of any of this um was it was a lot for me to follow up with so what I did is I basically built um in follow boss we call them action plans I basically built drip campaigns.
37:36
SPEAKER_03: What I created was I created a form on my website that only I had access to and then I checked off okay had a great meeting with Dustin we talked about follow boss check we talked about homebot check we talked about um Real Scout because he's using Real Scout to send uh listing listing alerts to his clients and then we talked about a few of these other tools and for each of those products I had a drip campaign that said and it was an educational sequence hey Dustin it was great meeting you today and talking to you about follow boss here's a recap about here here's a recap of some of the the tools that we talked about and it was follow up us um homebot um etc etc over the next couple of days and weeks you're going to be getting emails that'll educate you on how to better use these products in your business.
38:24
SPEAKER_03: If you have any questions along the way uh please feel free to reply to any one of these emails or just go to my calendar here and book a follow-up appointment.
38:32
SPEAKER_03: This way it was out um out of sight out of mind is the wrong is the wrong thing I think but this way I had a way to to to kind of have a legitimate business excuse to be in their inbox.
38:45
SPEAKER_03: They were opening my emails I was staying top of mind I was delivering value educating them all the way up until we scheduled that follow-up appointment and that follow-up appointment was just an audit of how far along have you gotten with with follow-up boss have you implemented the stuff that I've been teaching you over the last you know few days weeks how far along have you gotten with Homebot etc etc and I wouldn't let them schedule that follow-up appointment until they uploaded their database to follow boss until they uploaded their database to Homebot and we had some actual data to analyze during our next meeting so this all sounds great Ricardo but um you know I don't really get it I'm a realtor how do like how do I spin this to to make sense for me it's it's literally the same thing.
39:28
SPEAKER_03: You're going out and meeting how many dozens of different people how many dozens of different conversations how many dozens of different you know scenarios and objections and etc etc and how many times do you lose a listing because you dropped the ball you forgot to follow up with that person or that buyer who you thought you know you were going to get across the finish line all of a sudden went and closed with someone else like what the heck happened right um it's you need to automate your touch points with each of those different people so that you are um top of mind constantly you are delivering value and you are differentiating yourself from those again those four or five other people that you're competing with for their business.
40:11
SPEAKER_03: So for me if I met somebody at an open house I'd put them on a drip campaign and you know we we I think of it as let's get aggressive within that seven day window because what did I say earlier online leads or even people at those open houses they're their button pushes and form fillers they're not just giving your information to you they're giving it to about 10 or 12 other different people on websites.
40:33
SPEAKER_03: So I want to get aggressive within that seven day window my first email might be like hey details from one two three Main Street hey Dustin it was really great meeting you I wanted to shoot you over the the listing details for 123 Main Street.
40:46
SPEAKER_03: You know it really is a great home but I understand that great for one person isn't great for every person.
40:50
SPEAKER_03: So would you like me to send you a list of homes similar to 123 Main Street?
40:53
SPEAKER_03: If so just hit reply and let me know.
40:56
SPEAKER_03: I'll follow up with a text so that you have my number in case it's easier to call or text and then you get the text message.
41:02
SPEAKER_03: In Follow Boss you can automate the first uh text message that goes out.
41:06
SPEAKER_03: Uh hey Ricardo uh or hey Dustin it's Ricardo wanted you to have my phone number in case it's easier to call or text feel free to um reach out anytime.
41:14
SPEAKER_03: Talk soon.
41:15
SPEAKER_03: Next email uh in case they don't respond is uh something like not yet question mark hey Dustin maybe one two three main street isn't the right home for you so can you tell me a little bit more about your dream home how many beds are you looking for how many baths are you looking for a specific feature like a big swimming pool for those awesome summer barbecues um I don't know if you know this but you know most portals out there only have about 60 to 70% of the listings as a local real estate professional I have access to 100% of the listings straight from the MLS including some off market properties too.
41:45
SPEAKER_03: Whatever the case uh just want you to know I'm here to help talk soon and then the last email we get a high response to this one is hey Dustin um I'll take your not responding as a sort of back off signal I totally get it right now may not be the right time to buy for you but I just want you to know that whether you're looking to buy in two years uh in two months six months or two years my team and I are here to help.
42:08
SPEAKER_03: In the meantime I'm gonna set you up with the HomeBot Monthly Market Digest.
42:12
SPEAKER_03: It'll help you explore the market based on what's most important to you.
42:15
SPEAKER_03: And if you have any questions please don't hesitate to get in touch.
42:19
SPEAKER_03: And then that's it.
42:19
SPEAKER_03: You move them off of your seven day aggressive drip campaign you're delivering now a monthly item of value and then you check in once a quarter.
42:27
SPEAKER_03: A quarter from now you might say uh hey Dustin it's been a while since since we talked about buying a home are you still thinking of buying in Costa Mesa this year question mark and in Fall Boss you can use a merge field to show them you know five of the latest listings that they've maybe looked at on your website.
42:43
SPEAKER_03: That's so awesome if they don't engage if they don't engage or convert then you put them on a six month uh re-nurture sequence.
42:51
SPEAKER_03: So I do this with my database this is your version of doing it with your database once uh once every six months with my database um I send one of two emails and it's just a cleanup email.
43:02
SPEAKER_03: I'm trying to clean house and delete any um inactive subscribers um I'll say I'll send an email that says open up or lose me forever or open up baby good stuff inside.
43:15
SPEAKER_03: And it's just like hey Dustin it's been a while since you opened one of my emails here are some of the most impactful webinars that I've delivered or podcasts that I've recorded over the last uh two months.
43:26
SPEAKER_03: Um I'm gonna be cleaning house soon.
43:29
SPEAKER_03: If you want to stay on this email list just click the link below and if you don't no hard feelings uh wish you the very best and then that's it if they click um they stay opted in if they don't then I remove them from my list and it's a way of of keeping my open rates high engagement level high etc etc right now with every email that I send I get about uh fifty one, fifty four fifty six percent open rate.
43:51
SPEAKER_03: Um that's pretty good for our industry.
43:53
SPEAKER_03: Like those are pretty good industry averages.
43:55
SPEAKER_01: Yeah anything over I I think so.
43:59
SPEAKER_03: Yeah.
44:00
SPEAKER_03: Um, if you're if if the the real estate version of this, it's um sending uh what we call a re-engagement campaign.
44:08
SPEAKER_03: So, hey Dustin, it's been a while since you contacted me about buying a home.
44:11
SPEAKER_03: The market has changed, so I have interest rates, and I just wanted to reach out to share some of the latest updates and options for buyers.
44:16
SPEAKER_03: Uh, let me know when's a good time for us to chat.
44:19
SPEAKER_03: Otherwise, I'll try you in the morning.
44:20
SPEAKER_03: And then you send another follow-up email and then another follow-up email.
44:24
SPEAKER_03: And the version of that not yet email, uh, it's the same one I used before.
44:28
SPEAKER_03: It's hey, I'll take your not responding as a sort of back off signal.
44:32
SPEAKER_03: Uh, whether you're looking to buy two months, six months, or two years, uh, want you to know I'm here to help.
44:37
SPEAKER_03: In fact, why don't you email me back your story?
44:42
SPEAKER_03: I look forward to hearing from you.
44:43
SPEAKER_03: And the reason we say, in fact, why don't you email me back your story?
44:48
SPEAKER_03: I look forward to hearing from you, is because you've already tried the call to action of let's schedule an appointment to see what your buying or selling needs are, let's schedule an appointment to see what your buying needs and study aren't.
44:58
SPEAKER_03: And you've you you basically didn't hit.
45:00
SPEAKER_03: And it's because they don't have a buying or selling need right now.
45:04
SPEAKER_03: That CTA on that last email is different because I'm trying to uh uh solicit a different response from them.
45:11
SPEAKER_03: I want to know, hey, what's going on in your life right now that is making this not an option for you?
45:19
SPEAKER_03: And it's so if you say, in fact, why don't you email me back your story, I look forward forward from hearing from you, what you're gonna get is a ton of responses.
45:26
SPEAKER_03: And some of those are gonna be, hey Dustin, you know, it's really great hearing from you.
45:29
SPEAKER_03: Unfortunately, um, I'm sorry to say, we already sold our house and we're happily living in Idaho now.
45:35
SPEAKER_02: Right.
45:36
SPEAKER_03: Or, or, hey, um, you know, it's not that I'm not interested, I am, I just I'm waiting for my son to finish high school before we move over, blah, blah, blah, blah.
45:45
SPEAKER_03: You know.
45:46
SPEAKER_03: Uh, what'll happen is people will start to email you their life story.
45:50
SPEAKER_03: And that's also a great place to be.
45:54
SPEAKER_01: Um dude, Ricardo, this is this is gold.
45:58
SPEAKER_01: And uh I wasn't expecting us to go into like the you know, what the drip campaigns look like and the verbiage and everything.
46:06
SPEAKER_01: I'm so glad you did.
46:07
SPEAKER_01: Uh, because this it's a very common question.
46:10
SPEAKER_01: It's like, cool, I know I'm supposed to do drip campaigns, but what do they say?
46:14
SPEAKER_01: Uh all all that.
46:15
SPEAKER_01: And and like there's no magical words, but if if you can get these concepts uh dialed in, say it your own way, yeah it works better than if it's like this big long paragraph and a really shitty, uninteresting subject line.
46:30
SPEAKER_01: You know, thousand percent terrible with subject lines.
46:34
SPEAKER_01: Um all of this helps.
46:36
SPEAKER_01: So, Ricardo, this has been such an educational episode.
46:39
SPEAKER_01: I'd love to have you back again and dive deeper.
46:41
SPEAKER_01: I mean, I we we have a hard stop at the top of the hour, so I hate to hate to stop you in the middle of this.
46:47
SPEAKER_03: Oh good, oh good.
46:49
SPEAKER_01: Yeah, uh, but I want to make sure we we blow through the um the what are they called?
46:54
SPEAKER_01: I want to call it the lightning round.
46:56
SPEAKER_01: The uh the the I can't fire questions.
46:58
SPEAKER_01: The rapid fire questions.
47:00
SPEAKER_01: Thank you for remembering before me.
47:02
SPEAKER_01: Um yes, and then we'll let everyone know where they can find you and learn more about you and follow-up boss and all that, and then we'll we'll wrap it up.
47:09
SPEAKER_01: So, Ricardo, either or you don't need to elaborate on these, um, just pick one or the other, and then at the end we'll let people know where they can find you and and learn more from you personally.
47:20
SPEAKER_01: Facebook or Instagram?
47:22
SPEAKER_03: Oh, Instagram thousand percent.
47:24
SPEAKER_01: Yes.
47:25
SPEAKER_01: Instagram or you did that.
47:28
SPEAKER_01: Instagram or tick tock.
47:32
SPEAKER_03: Instagram for some reason.
47:33
SPEAKER_03: Can't get into TikTok.
47:35
SPEAKER_03: Books or although they do uh share some good recipes.
47:40
SPEAKER_03: Books a hundred percent.
47:41
SPEAKER_03: Physical book's a hundred percent.
47:44
SPEAKER_03: Okay, physical book.
47:45
SPEAKER_03: I don't know, I don't know why.
47:47
SPEAKER_03: Um, and then podcasts occasionally, if uh, but I have to listen to them on one and a half or two times speed.
47:54
SPEAKER_01: Oh, absolutely.
47:55
SPEAKER_01: I I can't listen to podcasts or audiobooks at less than one and a half.
47:59
SPEAKER_01: I'm like, I'm like, spit it out.
48:01
unknown: Come on.
48:02
SPEAKER_01: Uh rental properties or flipping?
48:06
SPEAKER_03: Oh, rental properties all the way.
48:08
SPEAKER_03: My my parents have owned uh rental properties growing up.
48:12
SPEAKER_03: I I'm not handy with these hands.
48:15
SPEAKER_03: I I can build I can build the world's most complex funnels, but not flip a property.
48:21
SPEAKER_03: Just not for me.
48:22
SPEAKER_01: Well anyone that's held rental properties over the last decade is doing pretty well.
48:27
SPEAKER_01: Pretty well.
48:28
SPEAKER_01: This is true.
48:29
SPEAKER_01: Yeah.
48:29
SPEAKER_01: Uh burgers or pizza?
48:32
SPEAKER_01: Dang, burgers.
48:35
SPEAKER_01: New York or LA?
48:38
SPEAKER_03: Ooh.
48:39
SPEAKER_03: I'm gonna say LA.
48:41
SPEAKER_03: New York is the one city I've never visited.
48:45
SPEAKER_03: Really?
48:45
SPEAKER_03: And it's because every time Inman New York has come up, I've always had a paid opportunity somewhere else.
48:51
SPEAKER_01: Ah.
48:52
SPEAKER_01: I get it.
48:53
SPEAKER_01: I love New York, man.
48:54
SPEAKER_01: I mean, COVID made it just insane, and I haven't been back.
48:57
SPEAKER_01: So elusive.
48:58
SPEAKER_01: Yeah.
48:58
SPEAKER_01: But we both need to go.
48:59
SPEAKER_01: Maybe maybe we'll go at the same time.
49:02
SPEAKER_01: Um NFL or NBA?
49:05
SPEAKER_01: Oh, NBA.
49:07
SPEAKER_01: Uh basketball or football?
49:09
SPEAKER_01: Basketball.
49:11
SPEAKER_01: Okay.
49:11
SPEAKER_01: Mountains or played basketball growing up.
49:14
SPEAKER_03: Um mountains.
49:17
SPEAKER_03: I think I hate the sand.
49:19
SPEAKER_03: I hate the dirtiness of like having to wash your car after being at the beach all day.
49:25
SPEAKER_03: Fair enough.
49:26
SPEAKER_03: But I will I would love to go snowboarding, maybe mountain biking.
49:30
SPEAKER_03: I don't enjoy mountain biking as much as snowboarding.
49:33
SPEAKER_01: Love it.
49:34
SPEAKER_01: YouTube or Facebook Live?
49:37
SPEAKER_01: YouTube.
49:40
SPEAKER_01: Uber or Lyft.
49:44
SPEAKER_03: There's a new show on uh Showtime uh talking about Uber and Lyft.
49:50
SPEAKER_03: I forget the name of it.
49:51
SPEAKER_03: Oh, yeah.
49:52
SPEAKER_01: Uh Uber.
49:54
SPEAKER_01: I need to watch that.
49:55
SPEAKER_01: That looks good.
49:55
SPEAKER_01: Uh last one.
49:57
SPEAKER_01: Gary V or Grant Cardone.
50:02
SPEAKER_03: That is so funny.
50:04
SPEAKER_01: Um I'm gonna go Gary V.
50:07
SPEAKER_01: Right on.
50:07
SPEAKER_01: I'm with you.
50:08
SPEAKER_01: Ricardo, where can people find you and follow you and you know hear more of your your expertise and brilliance?
50:14
SPEAKER_01: That's awesome.
50:15
SPEAKER_03: Um I write and uh record or deliver publish podcast episodes over at Ricardobueno.com.
50:23
SPEAKER_03: Nice.
50:24
SPEAKER_03: Um I'll give you a link to the scripts that I shared with you.
50:27
SPEAKER_03: Uh those are at follow-up.link.
50:29
SPEAKER_03: So follow up.link.
50:32
SPEAKER_03: Okay.
50:32
SPEAKER_03: You can download those there.
50:34
SPEAKER_03: We'll add those to the show as well.
50:37
SPEAKER_03: Yeah, yeah.
50:38
SPEAKER_03: And if you want to learn more about follow up boss, what we do, how we do it, uh, that one's easy too.
50:42
SPEAKER_03: Just go to follow upboss.com.
50:44
SPEAKER_01: There you go.
50:45
SPEAKER_01: There you go.
50:46
SPEAKER_01: Uh Ricardo, I really appreciate you coming on the show.
50:48
SPEAKER_01: I appreciate um, you know, you personally, I appreciate Follow Up Boss.
50:52
SPEAKER_01: You guys have been great partners of this show and of agents in our industry.
50:56
SPEAKER_01: It's just an amazing platform and tool.
50:58
SPEAKER_01: Um, I'll definitely have you back so we can dive deeper on some of the stuff we were we were just getting into there at the end.
51:04
SPEAKER_01: But I appreciate it so much, man.
51:06
SPEAKER_01: Oh, thank you, and thank you guys.
51:08
SPEAKER_01: Absolutely.
51:09
SPEAKER_01: Talk soon.
51:10
SPEAKER_01: All right, guys.
51:11
SPEAKER_01: Make sure you go over to the show notes, click on the links, follow Ricardo on social, go to his uh go to his website.
51:17
SPEAKER_01: He's somebody that you're going to want to follow because he puts out such great stuff as you saw right there.
51:24
SPEAKER_01: Uh, I appreciate you guys listening.
51:25
SPEAKER_01: This is this was an exciting episode.
51:27
SPEAKER_01: I wish we could have gone for an extra hour, but we ran into a hard stop there at the end, and I had to cut it short at the worst possible time.
51:34
SPEAKER_01: I wanted to just let him keep rolling because it was pure gold.
51:37
SPEAKER_01: But we'll have him back.
51:38
SPEAKER_01: We'll we will definitely have him back.
51:39
SPEAKER_01: But make sure if you connect with him, or when you connect with him, that you reach out and just thank him for coming on the show.
51:45
SPEAKER_01: Let him know that that you heard about him or came across him on the Massive Agent Podcast.
51:50
SPEAKER_01: I think he'd uh he'd appreciate that.
51:52
SPEAKER_01: Um, and show him some love.
51:53
SPEAKER_01: You know, go go follow him and and connect with him.
51:56
SPEAKER_01: I appreciate you guys listening so much.
51:58
SPEAKER_01: If you if you found value in this episode or any of our other shows, please share it with some someone else in the industry.
52:04
SPEAKER_01: Share it with your agent partners, share it with your broker, share it with your team, share it with your your friends within your brokerage, share it on your story, share it in a Facebook group.
52:14
SPEAKER_01: Just help other agents discover something that you just found helpful, don't keep it to yourself.
52:19
SPEAKER_01: It it's really cool when you can pass it on, pay it forward, and help other agents to grow and succeed as well.
52:25
SPEAKER_01: So, uh, and when you do that, you're helping me out, you're helping the show out by helping us grow and reach a larger audience.
52:32
SPEAKER_01: Appreciate you guys so much for listening.
52:33
SPEAKER_01: Please take action on what you learned today.
52:36
SPEAKER_01: And if you if you want to see what follow up boss is all about and check out some of these features that Ricardo was talking about, they're giving you a 30-day free trial, no credit card required.
52:45
SPEAKER_01: You don't need to put in your credit card, which is amazing.
52:47
SPEAKER_01: Just go try it for 30 days.
52:49
SPEAKER_01: The only way to get that trial is to go to Massive Agent Podcast dot com slash follow up boss and they'll hook you up.
52:56
SPEAKER_01: Guys, thank you so much for listening.
52:58
SPEAKER_01: We'll see you next week with another episode of the Massive Agent Podcast.
53:01
SPEAKER_01: Take care.