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Sneak Peek Inside Members Only Mastermind Call · Mortgage Marketing Radio

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Hey, listeners, what's up, Jeff Simphur, your Hubble host of the mortgage marketing
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radio podcast. Thanks for tuning in again. This is the place where we help mortgage professionals
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get agent engagement referrals at scale without begging chasing hang for leads or selling
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their soul. We do it by leading with education and helping originators move from the bottom
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of the pyramid of solicitor and vendor to the top of partner and peer. And how do we
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do that? We lead with education. That's right. We provide content resources to our local
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real estate agent partners to help them solve problems in their business. Matter of fact,
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I got a brand new story for you coming from our mortgage marketing pro members Tiffany
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Sackston was up Tiffany. Congratulations. Tiffany just completed the three, the third series.
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We have a three part Reels for real estate class. So she hosted part three of the Reels
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for real estate class. And she decided to do something smart. Now pay attention here because
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these are the kind of ideas that come about by our weekly mastermind and coaching calls,
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which you're going to hear today. But stay tuned. So here's what Tiffany did. She decides to host
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the Instagram Reels class, right? She does the three part class series, which is by the way,
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is very smart because it allows you to build engagement and following and brand awareness repeatedly
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over time. So every class she's done since doing these three classes. There's a larger and larger
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turnout. And I'm just reading her comment in our private Facebook book. It says Facebook group says
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I'm starting to meet new agents that are now looking to partner. For this class, here's the
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billion idea for this class. Tiffany decided to co-host the Reels class part three of the class
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with a top producing agent who tripled his business by using Instagram Reels. So think about that.
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Maybe you're not great on Instagram Reels like me, right? Maybe you don't, maybe you feel like,
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oh, I can't present this topic because I don't have thousands of followers. First of all,
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I would say you come into our program, we're going to change your mindset about that number one.
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But number two, back to Tiffany's idea, how smart is it for her to identify a local agent
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who's doing well with Instagram Reels? And she reaches out to that agent and says, hey,
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I'm hosting a class for local Reels agents. You are obviously crushing it on Reels.
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Would you be open to coming and sharing your journey, your story, about how you're succeeding with
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Instagram Reels? Mind blown, right? Think of all the things that are happening there. She gets
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to reach out to connect with an agent. Most agents that are successful at that level that are
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doing good stuff on social media want to share and are willing to share.
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And it goes off like gangbusters, right? So they co-hosted the event together. The agent actually
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went live on Instagram during the class. And because of that, Tiffany now was able to tap into that
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agent's network and immediately five agents sent Tiffany a DM
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since watching that live stream that the top agent hosted and decided to go live for some point
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during that class. Folks, that's called leverage, right? That's called free marketing. That's
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called the power of collaboration. Tiffany is just getting started. So congratulations to you,
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Tiffany. So that was just one of the ideas that came out of one of the recent private mastermind
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calls that we do. And in the spirit of sharing, right? What I decided to do is let's share a
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recent call that we had so that you can hear for yourself, what are some of the ideas that we
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are sharing in our private group, our small group? What are some of the things that we're working on?
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Where are we getting better? How are we getting traction and engagement with Reels
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data agents? How are we growing our business and getting referrals? What activities are we planning
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and putting in place for the stretch here of Q4? So what you're going to hear is me entering this
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conversation more already a few minutes into our call. And so I'm going to cut into the call here
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at a certain point that I think is impactful and valuable for you. And then you're going to hear a
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lot of other members sharing, right? You're going to hear me ask them about some of the things they're
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doing, their activities, their local market, the results they're getting, and they're going to come
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to the call and share. And look at one of the reasons why I do this, especially two reasons.
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One is you listen to this, you're going to get ideas. I mean, the Tiffany idea I just gave you,
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right, is an idea you can swipe and deploy for yourself. Secondly, you're going to hear ideas
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talked about in this private member's call that you can also take swipe and deploy, okay?
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What is the saying I heard, right? Good artists, borrow, great artists steal. I don't know if
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I forget what it is, but you guys want them to say it, get what I'm saying, right? This book
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steal like an artist. Guys, swipe these ideas. Lastly, are you looking for a place, a community
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that you can become a member of and actually get better, where you can have a place to not only
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share and learn and grow, but a place that's going to encourage you and hold you accountable.
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Are you looking for more engagement and referrals from real estate agents? Are you looking for more
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ideas in social media? Maybe this is for you. You want to learn more? You can go check out
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mortgaredmarketing.pro. What could call with me? And we'll have a conversation. We'll see if it's
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right for you. Mortgaredmarketing.pro check it out. And so let's get into this week's show.
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So this was one of the takeaways that was in that video from 2018.
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Q4 hustle equals Q1 muscle. What does that mean? Q4 hustle equals Q1 muscle.
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It just means that the activities that we're doing right now, Jeff, are going to come to fruition
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three, four months from now, right? Because all the activities that we're seeing right now, all the
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closings we're having right now, all the relationships that BM built were all done three, four months
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ago. So all those people that are going to take off, there's a lot of real estate agents, a lot of
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lenders are going to take off the next 60 days. And then think that they can just come right
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right in January 1st with their 2024 business plan to be ready to kill it. And they're going
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to be three to four months behind already. And they don't know that. Well, they're absolutely
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well said. Well said, Travis, 100%. And we're going to talk more about the activities in here
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in a moment. It's interesting. I thought the class yesterday for Stuart title, the new class
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that you guys will be seeing here in a few minutes, which is master the market of the moment.
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And I was asking the title reps a couple of couple of questions. And they were actually echoing
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that exact sentiment that that some of the vibe from real estate agents is that they're just
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taking a time out until December or January. I see a bunch of heads nodding. Yeah. And so
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those aren't necessarily, I mean, that's just is what it is, right? I don't want to get all like
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are those agents we want to work with and all that kind of stuff. We all know that that, you know,
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the very successful agents aren't doing that. That's not the game they're playing. That's
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ultimately who we want to get in front of. That's a process. However, to Travis's point to the,
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right? Comment about Q4 hustle equals Q1 muscle. Don't fall into that trap. I mean,
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yes, holiday season is coming. Yes, we're going to have other things going on in distractions
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and think like that. But more important, this is why I opened up was this is a serious time.
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And I mean that. The market is challenging. Interest rate or challenging. Inventory is challenging.
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Mindset is challenging. It's all challenging. As a matter of fact, yesterday in front of the agents,
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you know, when everybody's like bitching and moaning complaining about the market and things
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like that, what I said to them is what, hey, guess what? Everything's hard. Getting 10 offers on
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a listing is hard, right? Getting your buyer off or accepted is hard. This is hard too.
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Finding the truly motivated is hard. Finding the frigging diamonds at the deals in this market is hard.
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It's all hard. And by the way, I see you guys commenting, second jobs, all kind of stuff. Look
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at people got to feed their families too. So they're going to do what they have to do. And no
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judgment there, right? I don't immediately call that a bad agent, okay? All here's what we got to do.
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We got to keep playing our same set, our music set, our set list. If you know what I mean by that.
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So like, you know, I'm a love music, love going to live events. And if you think about like these
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bands, right, they have a set list that pretty much stays the same throughout the most of the tour.
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Yeah, they mix it up, paint a few stones here and there. But bottom line is you got a set list
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that you need to play and repeat over and over again. Yeah, just need to keep playing offense,
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man. And so let's talk about what that offense is, okay?
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This is your scoreboard from here on out. This is your Q4 hustle. That's going to create Q1 muscle.
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And I'm going to, you know, really pressure you, could Joel, you maybe antagonize you
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to actually do this and create a calendar and create a scoreboard and a schedule. Meaning,
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how many weekly conversations do you want to have? And I would say you need to have more than the
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normal, obviously in this market, right? And those are with prospects, partners and clients.
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Do you have a weekly goal? Do you measure it? You know, there's the old saying, which is that what
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gets measured improves. And that what, which gets measured and reported improves exponentially.
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What is DSP, baby? Daily sales process? Daily success plan.
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Daily success plan. Okay, cool. I also like DMO, daily method of operation.
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And so if you're not tracking this, how do you know you're on track number one? But if you
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track this and now you report it, you share it. It's out on your wall or whatever. Accountability
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partners. We got some accountability partners in this group. Janelle, we want to learn more about
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the accountability thing you posted a week ago. Remind me to not leave the scene without talking about that.
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And I know this sounds like obvious guys. But so is like, you know, working out. So is staying
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no to that friggin extra piece of cake or to all the friggin usual, the fundamentals, right?
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I still have it on my board. Be brilliant in the basics. That's been up there for a year.
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I don't care what scenario, what metaphor you want to use. Football, right? I mean, how many times do
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those guys run the plays in practice so that they can perform it on the field in the game?
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Over and over and over again. Why does the military train, right? Because in the moment of battle,
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you can't stop and think, what do I need to do? It needs to be automatic. Jeff Nunley,
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you need to ramp the classes back up. You could use an accountability partner. Well,
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today starts day one of that. But if anything, you're going to walk away with here today,
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is you put together a schedule for yourself on your calendar with a target of weekly conversations
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and how many conversations from each of those categories. And if I'm forgetting a few,
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you add your own. If anybody wants to, like, you know, how do we support each other in this?
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How do we hold each other accountable in this? Let's definitely talk about that as we go through
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this here today. The next thing is events and classes. Obviously, for Jeff's comment just now.
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So we know about the age and classes. Obviously, a few weeks back, I talked about you guys
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planning out the rest of your year for the quarter for your classes, whatever that frequency is,
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whatever that looks like. You should have that built out already. I know Mike Del Prado guys,
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because Mike's on hold was switching over to the new platform because he's got his classes
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built out. Which is awesome. But don't forget about the holiday event, too.
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Right? I mean, we're doing business with people, right? It's about relationship. It's like,
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we want to also, we want to, it's about how we make people feel. So we want to enjoy
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doing business with other people. So don't forget the opportunity to spend some quality times
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people if that's a holiday event, or if you're doing the sand in the park thing,
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or whatever that, does anybody do those kind of things by the way here?
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On the mortgage side, I'm curious.
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Greg, I see you're setting up five classes for each other email.
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So yeah, I'm going to come back full circle and see how we can hold each other accountable.
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Obviously part of the group is that, but let me pause on that for a second.
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I'm curious if you guys do any types of, you know, how the realtors do these like,
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you know, sand in the park type stuff? Anybody planning out of holiday?
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I'm planning a February one for a client and realtor appreciation event,
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like a winter themed celebration.
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Cool.
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And that's in February, right?
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Yes.
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A winter themed event. Okay, so how, you guys are promoting that to both of your databases?
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Yes, to clients and agents. Since agents are really our number one client.
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Okay, you're doing it together.
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You're inviting agents.
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Got it.
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Yep.
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Very smart.
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Very smart.
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Relationship.
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Julie, she does an annual Santa meeting in the coffee company.
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Your agent owns and you invite all past clients.
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Photos with Santa.
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Absolutely brilliant.
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Pat picks with Santa.
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Smart Christie.
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I've seen that one done.
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Oh, I like that one.
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Pumpkin patch appreciation.
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Toy drive for your office for veterans.
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Partnered up with salute to service.
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So this might be interesting for you to think in your head,
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or maybe, you know, this afternoon, take a few minutes and think about
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who are the top three, maybe five agents that you enjoy working with the most,
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who are, quote unquote, people persons, right?
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Who might be open to doing something with you like this?
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And, you know, they've got to be worth your time.
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It's like, let's not get a freaking bottom theater to do one deal last year, right?
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Let's get somebody who's got some business, right?
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But maybe you want to think about just, hey, calling them and asking them,
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hey, just curious.
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We're heading into Q4 holiday time.
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Normally, at this time, right?
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People start to think about doing events and things like that.
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I'm just curious, John.
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Do you have an event plan coming up for the holiday time at all?
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So, see, Liz Reese, she partners with an agent.
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It does grinch instead of Santa.
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Yeah, I used to work with coach that with somebody at movement years ago
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who did that as well every year in freaking rock.
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You can get your underwriter to dress up as French.
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So, seriously, guys, take this one idea.
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If at anything, it's an excuse to call some agents.
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Remember, conversations leave the contract, okay?
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Love those ideas.
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And as you guys are doing these, by the way,
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over the next coming week and stuff and you're starting to prepare
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and you've got opportunities for pictures,
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please share those in the group.
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You're already going to be sharing them on your social feed, right?
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Yeah, these are all videos, social posts, opportunities for you.
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Hey, Jeff. Can I mention something real quick, too?
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Yeah.
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I think it's important that Liz and I were kind of talking about this the other day,
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but we should follow each other on social because, you know,
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I stole something from Liz the other day and it went crazy on my page.
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And I'm sure people have stolen stuff from me that's gone crazy on their page.
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So, we should be following everybody and just stealing each other's ideas
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and using them. We're in different markets,
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even if we're in the same market, we have different spheres.
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So, there's a lot of ideas and posts that we could do
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that could help each other out.
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And I don't care if any of you still from anything I'm doing.
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What's the idea you stole?
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Liz put those monkeys that were getting into that bag of stuff, right?
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And so she took something, so we changed it to
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when rates come down and rates are slowly coming down
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and more monkeys are jumping in and grabbing their piece of the food, right?
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So, those are huge.
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That started about 10 or 12 different real estate engagement conversations
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that we now have meetings with three or four of them.
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So, just little things like that that we can do to share with each other.
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I think it's huge.
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Smart idea.
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Yeah, I saw that video.
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That was crazy.
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But look at that's called being smart.
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Looking at that video, not going, oh, that's like in moving on,
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going, hmm, how can I use it?
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Liz, that video has 17,000 views.
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Wow.
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Fantastic.
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By the way, guys, I don't know if you've heard of this book.
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Feel like an artist.
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Ain't no shame.
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There's nothing original on the earth, right?
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So, it's okay to swipe and deploy.
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Hey, Jeff, I just did a happy hour in head shots.
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I know it's an oldie, but a goodie.
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And that was hugely successful.
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I mean, I had like 70 agents show up.
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The follow-up has been great.
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Of those 70, I would say probably about
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60 to 65% of them are agents that I'd never interacted with.
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So, I mean, it was a huge event.
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Thank you, by the way.
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Sorry, Jeff.
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Dustin, would you call that again?
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It was head shots and happy hour.
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So, just bought several bottles of wine from Tosco and set them out.
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And it was one of those things where, you know, a lot of times,
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you have those happy hour events or networking events.
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And people just kind of come.
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They don't, they group up in their own little group.
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And, but this was, I don't know if like the head shot aspect of it really broke the eye.
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But people hung around.
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People really actually networked.
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It was, it was pretty phenomenal.
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I mean, I mean, of course, we do a lot of networking events with what we do.
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And this was one that was actually a successful networking event as far as people actually
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networking, really collaborating with each other.
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I mean, I've seen a lot of people that have, I've seen where they wouldn't
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had coffee or lunch or with other realtors with at different brokerages after the event.
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I mean, so I consider that a hugely successful event.
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Yeah.
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Yeah, thank you for bringing that up, Dustin.
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I remember I think you and I talked about that, but my memory serves you.
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Yeah, I think I think we talked about it on my onboarding call.
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So, yeah.
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And so you're right.
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It is an oldie but a goodie.
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It's one of those plays that can be done several times throughout the year.
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70 agents show up.
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I mean, let's just say it there.
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Can I ask you about it?
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Can I ask you about that?
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Go ahead.
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Sorry, I didn't interrupt.
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I'm just getting in the car.
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Did the photographer, did you pay them or was it kind of a like
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networking thing for the photographer as well?
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So, a little bit of both, the photographer gave us a huge discount.
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I partnered with a title company.
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And so the title company actually is who did a majority of my
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majority of the inviting because they have such a large list of people.
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But because of that, now I have that entire list of people as well.
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And so we were really selective with the groups that we did in
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all high producers, people, agencies that we really wanted to work with
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that we hadn't gotten to in the past.
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And sorry, I'm parking trying not to hit something.
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But yeah, so the photographer gave us a pretty good discount.
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I mean, she only charged us $500 for a two hour time slot.
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She didn't do any editing or anything on the photos.
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So I mean, just kind of a high level.
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But they turned out great.
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I mean, the event ended up being really good.
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I've had a lot of feedback.
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A lot of people changed their profile picture to the photo.
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She didn't watermark the photos, which I thought was very kind to her,
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which I think she could have.
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But yeah, I mean, it was really successful.
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And she's a pretty successful photographer in the market.
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I'm in Oklahoma City.
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She's pretty successful.
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But she did a huge favor in only charge us $500.
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And putting that with the paddle company was really helpful.
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And be able to say, hey, come get a free edge shot.
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That that your people in immediately.
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So yeah, where did you host it at?
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So the thing that I work for we actually have a co-working space.
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So we did it there.
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It was supposed to be inside the day ended up being phenomenally gorgeous,
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which in Oklahoma, we haven't been having that lately.
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It was like 75 degrees.
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So we moved it outside to a courtyard, set up a table outside,
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put all the refreshments and stuff outside,
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held it in the courtyard.
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It was it was beautiful.
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And it was a happy hour thing.
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So what time did you start it at?
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It was actually at one.
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So there wasn't actually a ton of drinking that happened.
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I mean, well, there were a few.
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I mean, they're still real safe.
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So it was at one.
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You know, I kind of posted it.
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I put it out there on my social media about two months before I hosted an
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ask when would you guys want to come to this and just kind of did a Instagram poll.
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And that two to four was kind of the sweet spot that we got.
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And so we hosted it from it was either two to four one to three.
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It was kind of come and go.
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We had some that showed up to the picture left,
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but I would say a majority of them really sit around and just enjoy the networking side of it as well.
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Brilliant, brilliant, brilliant.
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I'm just trying to look you up on Instagram.
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Did you post some of that stuff too?
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Yeah, there's a real, there's a real on there.
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My Instagram is just is the underscore AMES underscore.
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All right, I'm going to have a pretty cool photo on there.
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Yeah.
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Yep, just got it.
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It should be at the top of the page of the real of of what I was sitting here.
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I'll share this right now just so people can see it.
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And then you can also follow him as well and check that out.
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Real quick here.
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Okay, so here's Dustin's Instagram.
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There's his handle up there at the underscore AMES underscore.
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So I'm on his reals page.
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And so these are the actual, this is one of the reals for the headshots, right?
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And so the...
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Yeah.
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That was not good.
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Yeah, great.
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Great lighting.
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Okay, now a couple of highlights I want to make here.
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Number one, like the overhead and cost for this was minimal.
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Like even if you did spend 500 or a thousand bucks, it's still worth it.
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You got in front of rep was it 70 agents?
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Yeah, 70 agents.
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70 agents.
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Most of whom you didn't know before.
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Yeah, I would say 60 to 70% of people for ones that I had never met before.
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You did a video about it, right?
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Yeah, that was probably about two months before,
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a month before.
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Yeah, about a month before.
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And that was a title office with a guy toasting with my nephew.
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So again, I think there's some key points here, guys.
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Well, first of all, number one, you're tapping into something that we know every agent needs,
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and that's an updated headshot.
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So this is kind of serving what they know they need.
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You're facilitating what it's just kind of like when we do the reals class,
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and you're offering to schedule them to shoot their first three reals hooks
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with a videographer after that class.
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It's the same thing.
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It's like you're making it easy to get the thing done.
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That thing know they should do, right?
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So swipe and deploy this.
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This is one of those events that would be perfect this time of year.
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Yeah.
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So I'm looking forward to seeing all the posts from you in our Facebook group
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about your creative image for the headshot happy hour scheduled.
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You're going to share that in our group.
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You're going to have that ready to go, right?
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But I would say do this before Thanksgiving.
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You've got a window right now, basically 30 days roughly.
25:58
Yeah, I mean, I think we're going to do it.
26:00
What we talked about was doing it quarterly.
26:02
I mean, there, I mean, it's kind of one of those things where we had a lot of feedback.
26:09
One of the things that we're going to do is my bank actually, we have a
26:13
a Santa Claus kind of what you were talking about earlier.
26:17
And so I'm going to schedule a night with Santa
26:20
where you can bring your kids and do hot chocolate
26:23
and get with the Santa Claus.
26:26
Our Santa Claus is really good.
26:27
He's a phenomenal Santa.
26:31
He's the real Santa.
26:33
He is.
26:34
He is.
26:35
Cool.
26:36
All right, so find a photographer.
26:38
If you're married to one like Travis, that makes it easy.
26:41
But there's plenty of photographers.
26:42
You can find Google, Yelp, whenever.
26:46
Talk to realtors.
26:46
Who do they use as photographers?
26:49
Talk to tidal reps.
26:51
When and Jeff kind of mentioned something real quick.
26:53
Yeah, so they're in my area here and say,
26:56
there's a lot of people who do real estate photography for, you know, for homes, right?
27:00
So what I would do is I would invite one of them and say, hey,
27:04
this is your opportunity to be in front of 50, 60, 70 real estate agents
27:08
who are going to have listings coming up or have these.
27:11
And you're going to do the headshots, but you're going to need to do them for free.
27:14
But this is an opportunity for you to be in front of all these agents.
27:17
So that's what I do.
27:20
That's a great point.
27:21
Yeah, I mean, obviously, it is an opportunity now.
27:23
I wouldn't I wouldn't say no if they charged you, right?
27:26
A fair amount because to your point, yeah, it's a great exposure opportunity for that.
27:31
Yeah, but just call and ask them like, hey, do you want to be part of this?
27:36
Right, exactly. Hey, yeah, I'm putting this together.
27:38
And then let them get to the whole price conversation if that even comes up.
27:41
Yeah, you know.
27:46
Okay, I'm just reading the notes here.
27:47
Cool.
27:47
All right.
27:48
And yeah, you guys, the cool thing about this is you get some updated headshots too, right?
27:52
Our social posts or whatever the hell you want to use it for.
27:55
Okay, so who here's going to do that idea?
27:57
Yes.
27:58
Raise a hand.
27:59
Raise a hand.
28:00
Touch the screen.
28:02
You're healed.
28:06
All right.
28:07
Hey, the new guy brings us out of you.
28:09
New guy, look, everybody.
28:11
Welcome, Dustin.
28:12
I didn't I didn't even ask that on the skull who's who's first time around the skull.
28:16
Sorry, I normally ask that everything a week.
28:17
Dustin, obviously, I don't know, boy, if you're first time or not.
28:21
I can't see everybody, but great share.
28:24
Great share.
28:25
And by the way, last thing he said, don't forget, you can play that game.
28:30
Run that play, I should say, every quarter.
28:33
Yeah.
28:34
Think of the awareness that you would build.
28:38
I mean, we build the awareness with the agent classes and stuff.
28:40
If you think of the additional awareness, you're going to build.
28:42
And by the way, this is an event for Dustin's point.
28:48
Do I think more agents would come to headshot happy hour than a class
28:52
about Instagram or else?
28:54
Probably.
28:55
Yeah.
28:58
So add that to your roster.
29:01
And maybe in the coming weeks, we'll have some templated images or something in
29:05
camp before you two.
29:06
Okay.
29:07
Nice work, Dustin.
29:08
Yes.
29:09
Thank you.
29:10
Let me get back to our few four playbook here.
29:13
Sorry if you hear my gardener.
29:16
Okay, weekly conversations.
29:18
This is your scoreboard.
29:19
Have a goal.
29:20
And by the way, the goal is conversations, not calls.
29:23
Calls are pretty much useless.
29:25
It's all about talking to people.
29:27
Events and classes, we covered that.
29:29
Lastly, I would urge you to also have a calendar of frequency of posting content.
29:37
What does that schedule look like?
29:39
This is me coaching me once again on this.
29:41
I think this is one of the areas I suck the most.
29:45
Is consistent social content posting.
29:48
I'm working at getting better at it.
29:50
I'm going to the gym and I'm getting abused in the social media gym
29:54
with my videos and posts and engagement.
29:57
Some well aware that this is a weakness for me.
30:01
Yet, I also know how important it is.
30:04
Because, let me ask you guys here.
30:06
I know Travis.
30:07
I know some others.
30:08
Probably Kevin.
30:09
Both Kevin's.
30:12
Tiffany, I think you as well.
30:14
Who's gotten at a minimum agent meetings and conversations
30:18
or deals from social media?
30:21
Show your hands.
30:23
Okay.
30:23
Look at that.
30:24
About half the hands on the screen just went up.
30:29
Now, for those who's hands didn't go up,
30:32
would you like to be raising your hand three months from now?
30:35
And say, yes, I've gotten deals.
30:37
I've gotten realtor meetings from social media.
30:40
What's the difference, guys?
30:41
Who wants to volunteer for you guys who've gotten engagement or deals from social media?
30:48
How would you coach the people who haven't done that yet?
30:50
I can speak if no one else wants to.
30:52
I know I speak a lot.
30:54
So, sorry.
30:54
Please.
30:56
And I'm not saying this to be boastful,
30:58
but we're probably going to do about 4.6 million.
31:01
My team is this, this month.
31:03
And I would say 4 million of that has come from social media relationships
31:07
I've built in the last six months.
31:11
And what's the key, though?
31:13
What have you done?
31:15
Like, you started over here.
31:17
And now, you're over here, right, frame.
31:21
What's led to that?
31:22
Doing it once in a while?
31:24
No, so we started posting four to five times a week.
31:28
And we started, we started this October 2nd of last year.
31:31
That's it.
31:31
And we were posting four to five times a week, maybe three times.
31:36
So there was some consistency there.
31:38
We just didn't know what to do, how to do it.
31:40
And this last two months, we're posting three months.
31:44
And this last two months, we're posting about three times a day.
31:48
So just different content, talking head videos, some funny stuff.
31:53
So we're doing a lot of content.
31:55
So, and it's ramped up dramatically.
31:58
Our engagement is crazy.
31:59
We've seen 150,000 views per month.
32:04
So just consistency.
32:06
And we make it a non-negotiable.
32:08
Just like doing these classes should be a non-negotiable.
32:12
Calling our agents every week should be a non-negotiable.
32:14
It's not for a lot of us, but why?
32:17
It should be.
32:18
And so social media, social media, video content should be
32:22
a non-negotiable for you.
32:24
And if it's not, you need to make it that way.
32:28
Do you remember that?
32:29
Yeah, go ahead.
32:29
People are going to ask you some questions.
32:32
Are you posting on, well, what platform do you use most?
32:35
And are you posting on the personal page or the business page?
32:39
Yeah, so we made a, sorry, we made a James.n.travice page for Instagram and TikTok and Facebook.
32:49
But we collab with ourselves.
32:51
So I collab with my personal page and James' personal page, right?
32:55
So we post it everywhere.
32:57
We mainly use Instagram.
32:59
That's where our business is coming from.
33:01
That and Facebook.
33:02
But we still post a TikTok, YouTube shorts.
33:04
And the other platform is occasionally linked in.
33:08
I think linked in stocks, but it is what it is.
33:12
So we mainly post to those four.
33:14
We're not getting much from TikTok because we're just not that cool yet.
33:18
But Instagram and Facebook is where it's at for us.
33:22
Okay.
33:23
Thank you.
33:23
Is that coming from the agents or is that coming from direct?
33:29
Yeah, Kevin, just like a lot of loan officers,
33:33
I was tired of working with agents, hated them, hated the ones I was working with.
33:37
But so we went into this a year ago thinking we're going to get a lot of consumer direct
33:41
business.
33:42
It's going to be great, consumer direct.
33:43
And we are getting some.
33:45
But what we realized more than anything is that we are now working with agents
33:49
that we get to choose who we work with.
33:52
And they're the ones saying that's business.
33:54
So I'd say 95% of the business is real estate still driven and 5% consumer.
34:00
But again, we switched that mindset.
34:03
So now we're working with agents that we enjoy being around.
34:10
Are those local agents or those spread out?
34:13
Like what's the obviously social media is all over?
34:16
Yeah, those are just my market.
34:20
So I'll put our Instagram in there.
34:23
You guys can check it out.
34:24
But we are following 2,000 more agents that are following us.
34:29
I'm following 4,500 agents.
34:31
And I'd say 4,600 people, 4,300 of them are agents in my market.
34:38
So that's all we do.
34:40
And the outward engagement is what we're doing to get a lot of business from them.
34:44
All right, we'll hold on right there.
34:46
You just dropped one of the key things in your strategy.
34:49
The outward engagement is how you're getting a lot of the deals.
34:52
What does that mean?
34:54
Well, I'll put this in the comments as well.
34:58
But we use the boards app to do a lot of outward engagement.
35:01
It saves me a lot of time.
35:03
But you can't just post in ghosts like a lot of us used to do.
35:08
You can't post this stagnant little picture and expect to get deals from it.
35:11
It doesn't work that way.
35:12
So I spend about a half an hour a day, 15 in the morning, 15 at night.
35:17
And again, this is non-negotiable of outwardly engaging on the realtors post.
35:22
Hey, that's an awesome listing.
35:24
Congratulations.
35:25
You're killing it.
35:26
Good luck at the Open House.
35:28
I hope the Open House is awesome.
35:31
And these are outward engagement that I'm doing consistently every single day,
35:35
seven days a week for 30 minutes.
35:38
And those things start DMs with real estate agents who are thanking us for the comments.
35:43
Or, hey, thanks for believing in that, sir.
35:45
Or thanks for the motivation.
35:47
And that has built so many coffee appointments for us.
35:51
Or now they're coming to our classes that we're hosting.
35:55
Because they see the value that we're given to them.
35:57
We're not we're not trying to ask for business on any of these things.
36:01
We're just giving them encouragement and giving them value.
36:04
And they see the value in that.
36:07
And then they send us deals.
36:10
What's the boards app?
36:12
Yeah, I'll put that in there.
36:13
So the boards app, what's that?
36:14
What that does is the boards app enables us to I can put some pre-programmed responses
36:22
to everybody's comments or everybody's posts.
36:25
If they have they have an Open House flyer, they just put up.
36:28
I will comment through the boards app.
36:29
It's a different it's a different keyboard you can have on your phone.
36:33
And so but I have all these pre-programmed genuine responses like
36:38
like that's a beautiful home.
36:39
Good luck on the Open House.
36:41
That's just a one button push.
36:42
So I'm not typing it out every time.
36:45
So these are all my responses that that I came up with that
36:50
that are still genuine, right?
36:52
But it's just a keyboard shortcut that saves me a boat loan of time.
36:56
That would usually take me about an hour and a half to do all those
37:01
engagement.
37:01
But now it takes me about a half an hour.
37:03
So.
37:06
Okay, so you find that in the App Store.
37:08
Michael Prado also says Chris Bap.
37:10
Yep.
37:11
This is cool.
37:12
I've not heard of either one of those.
37:14
Yeah, and the boards app is about seven bucks a month.
37:16
But man, I get so much use out of it.
37:18
So yeah, you know, that's such a great post because
37:22
it does take some time to write out that kind of intentional
37:26
your style, your tone, response.
37:29
But what I found in doing that too is I generally do have the same six or eight
37:33
responses, right?
37:35
And so that's a huge time.
37:37
So it just makes it so easy to hammer through those.
37:40
Yeah, for sure.
37:40
I can show you real quick.
37:42
Yep, I can bring up bring up to the to the screen here.
37:45
But uh, so here's here's my boards app right here.
37:50
So I have, I can just scroll on through.
37:52
I have, you know, 30 different free responses in there.
37:57
And it's just another keyboard, right?
37:59
Yeah, emojis as well.
38:02
Yep.
38:02
Yeah, I think emojis are don't go emoji happy.
38:05
Just one emoji for a post is all you need.
38:07
Okay.
38:09
More?
38:11
Scaling.
38:11
Right.
38:12
I love it.
38:12
Love it.
38:13
That's brilliant.
38:14
Brilliant.
38:14
Thank you for sharing that.
38:15
And he dropped his Instagram handle in there as well.
38:19
So you guys can follow him.
38:20
And by the way, I always like to, to, you know, kind of frame,
38:25
if you will, when we're looking at other people's Instagram,
38:27
whether it's agents or whoever.
38:28
And it's not just Travis.
38:29
It's other people out there.
38:31
Like, you know, Travis is, I don't know how to describe it.
38:34
Out of, if you do four quarters, maybe he's in his second quarter,
38:37
or third quarter of maturity on his Instagram content, right?
38:41
There's a lot of money.
38:42
There's a lot of money.
38:43
I'm in the, most third.
38:47
What I mean, like in terms of familiar, like comfort.
38:50
And now he's really got some really cool stuff down.
38:53
Like, but obviously he didn't start there.
38:55
You know what I mean?
38:56
And so the point being is because he might have some more
39:00
quote and quote produced type content.
39:03
Like, that doesn't mean you got to do his style.
39:06
You can just do in the backyard,
39:08
walking and talking to the farm.
39:10
You know what I mean?
39:11
Do you be you, Boo?
39:13
That's what we're saying.
39:15
Check out the repost app.
39:19
And reach app reaches that texting app, I believe.
39:21
Yeah.
39:23
And the repost app is something I was telling Liz about the other day.
39:25
But it allows you to steal people's content in a good way.
39:30
You can take a video from anything that they did.
39:32
And it strips off all of the Instagram watermarks and things like that.
39:37
That's what I did for Liz.
39:39
I just took her stuff off, put her stuff on.
39:42
And that cost $2.99 a week.
39:45
A little bit more expensive.
39:46
But we probably use that thing like 15, 20 times a month,
39:51
maybe 30 times a month.
39:52
So, wow, love it.
39:56
Awesome shares.
39:57
I'm going to check out that as well.
39:58
I think, see, that's interesting.
40:00
I think that's what's gotten in the way of me,
40:03
quote unquote, being better with social is that's my excuse.
40:06
There's the time stock, you know?
40:08
But you just like shared some stuff that's going to save me time
40:12
and allow me to execute it.
40:15
It's called the repost app.
40:16
It's right above the your question toy.
40:20
Travis's comment.
40:21
So, go to the app store, repost.
40:24
And the other one is the boards,
40:26
B-O-A-R-D-S or the crisp, crisp app.
40:30
C-R-I-S-P.
40:31
Jeff, you mind if I jump in real quick with the question?
40:34
Please.
40:35
Is there any hacks to follow much real estate agents
40:38
without just searching real estate agent that, like, local?
40:43
Go Travis.
40:44
Yeah, yeah, yeah.
40:45
That's my, this is my favorite topic, actually.
40:47
So, if you go into Instagram, Mike,
40:49
and you just, you go find fidelity
40:52
or first American title,
40:54
or whoever your title company is, is local, right?
40:57
They're following everybody.
40:58
And so, you go into their followers,
41:02
punch in the word, or the letters R-E-A-L,
41:06
and that will pull up real tours and real estate agents.
41:09
And then I just went through and bam, bam, bam, bam, bam, bam,
41:12
followed everybody.
41:13
So, I did that with all the local title companies.
41:15
I did it with all the local,
41:17
all the inspectors, like, home inspectors,
41:21
because they're following all those real estate agents.
41:24
And then also, I did it with the local photographers
41:26
that do home, home photographers.
41:28
And that was huge.
41:30
I was able to follow 4,600 people real quick.
41:34
Now, Instagram will let you do 200 a day,
41:36
and then they kind of freeze your account.
41:38
So, just try to do 150 throughout the day,
41:41
next day, next day, next day.
41:43
But we got it to 4,600,
41:44
and those are all local agents.
41:48
The other thing you can do is start following local hashtags,
41:51
like Las Vegas real estate agents, Las Vegas real estate,
41:55
whatever your town, Chicago, wherever you're at, right?
41:57
Because then some of that content will start shown up in your feed.
42:01
But also, you can find that list of other people
42:04
who follow those same hashtags.
42:05
And that's another way to kind of uncover agents.
42:11
Bam, bam, what a clinic today, Travis.
42:14
Well, again, we talked about this yesterday.
42:16
We did a big class on branding yourself yesterday, right?
42:20
Or you're the brand.
42:21
And we just told the agents, like,
42:23
we've only been doing this for a year.
42:24
So, we're only slightly ahead of them.
42:27
But again, that's all you have to be is a couple weeks ahead
42:30
of the person you're teaching.
42:31
We talked about that a couple of weeks ago.
42:32
So, you don't have to be an expert,
42:34
and I'm by no means an expert.
42:35
I'm just slightly ahead of some other people.
42:38
There you go.
42:39
Because you keep learning.
42:44
Look at that in the chat.
42:46
You're going to get busy with that text, Travis.
42:47
Be careful.
42:48
Yeah, that's fine.
42:49
I'll share it with everybody.
42:51
I think we all want it.
42:52
It's safe to say.
42:54
Just text me and I'll send it to everybody who wants it.
42:57
I have to do it individually, unfortunately.
42:58
So...
43:00
All right, well, there's only 300...
43:03
No, I'm just kidding, 30 people on this call.
43:06
So, check the notes, people.
43:07
If you don't know what we're talking about, check the chat.
43:09
And you want the board's pre-programmed responses
43:12
relevant to agent responses on their posts.
43:15
Game change.
43:16
Who'd gladly part of this group right now?
43:17
Can I give it a-man?
43:20
All right, keep going for a second time here.
43:24
All right, let's get into wins of the week.
43:28
I've already got the name written down.
43:31
What's Nick Fendig?
43:32
Are you here, man?
43:34
People got questions from Nick Fendig.
43:36
I don't see him here.
43:38
So, he can't share his thing he did with the class.
43:43
Brent Napp.
43:45
I feel like a teacher in class.
43:48
All right.
43:55
D-nice.
43:58
D-nice.
44:01
J-quellen's here.
44:03
J-quellen.
44:05
All right.
44:07
Amy Leblanc.
44:08
Amy, Amy, not here.
44:10
See me after class.
44:12
Okay, who's got wins of the week they want to share?
44:14
Seeing as those people didn't show up.
44:20
Jump in.
44:21
Fueler, fueler.
44:23
Then, I did my first class.
44:26
So, I just joined like a month ago.
44:27
I did my first class.
44:28
Eight people showed up in person.
44:31
Really, really good engagement.
44:33
And four of the eight I never met before.
44:37
And I think all found me on my Instagram.
44:42
And so, I posted about it on Instagram.
44:43
And they all signed up.
44:44
I threw it in the link in my Instagram.
44:46
So, make sure you're posting.
44:47
When you're doing a class.
44:48
That right into it is great.
44:51
Love that.
44:51
Which class did you do?
44:53
Chat GPT.
44:54
Chat GPT.
44:55
First class.
44:55
Round of applause.
44:57
Way to go, way to go.
44:59
So, what happened since then?
45:03
Benjamin, what's happened since then?
45:05
Yeah, so it's great.
45:06
So, the follow up is great, right?
45:09
Hey, I'm going to send you the slide deck afterwards.
45:11
So, I think that's a really positive for people
45:12
reaching out and connecting with.
45:15
And then, for the agents, I realized more
45:17
ages I know that give me deals regularly.
45:20
And I realized four right up one of like,
45:23
I didn't have to go out to coffee with four separate people.
45:25
But I got faced to face time with them.
45:27
It's so much more efficient than one on one.
45:30
But it's still the same feeling the before or the after.
45:33
So, it was, yeah, really, really strong.
45:36
Fantastic. Is your next month's schedule?
45:38
Yes, yep.
45:38
So, I just set them up for every last Thursday of the month.
45:41
And so, I just said like, we're doing these.
45:43
Pull the guys, everybody was excited about the next one.
45:46
So, yep, already set.
45:48
What is your next one?
45:49
Well, so, that was going to be my question to you.
45:51
As I'm talking to you, everybody wants to talk about
45:53
how do we win at 8% rates, right?
45:55
And so, I want to do something tied to buy down,
45:59
something tied to two one, something tied to perlite.
46:02
So, every agent wants to know, you know, all of that, that stuff.
46:06
So, I guess that's an open question of the classes.
46:09
Is there a class we could tie that to where we could say,
46:12
you know, so, my thought process was to do a personal branding one
46:16
and then say, brand yourself as the expert.
46:17
Let's spend five minutes at the end of class talking about strategies
46:20
for an 8% world.
46:22
You know, give thoughts on that.
46:26
Anybody, I'm just taking notes.
46:28
The, the, the, the embrace the ship.
46:30
Oh, great.
46:32
I have a necessity.
46:32
I built a two one, buy down class, along with the straight buy down.
46:37
And they didn't take that long.
46:38
It was like five, six slides.
46:40
And because I had a ton of realtors just as they don't understand it,
46:43
they don't understand how to put it in a contract.
46:45
They don't understand how it all works.
46:47
And so, really, I just pivoted it off of that.
46:49
But I did, when you're talking about embrace the shift,
46:52
that's where I added, I slid that into that class.
46:55
So when I do that class, that's part of that also.
46:59
Yeah, I was going to piggyback on that and basically the same thing, John.
47:02
Jeff, the embrace the shift might be a good one too.
47:04
I added an attempt buy down to that one.
47:07
I've been advising against permanent buy downs.
47:09
So maybe we tweaked that a little bit because of the refice comment
47:12
that permanent's not a good way to go.
47:14
And 10th is an ad.
47:15
I had to, I don't have mortgage coach.
47:17
So I had to do my own little like,
47:19
snippet and canva and it didn't turn out amazing.
47:21
But it was good enough.
47:23
But maybe that's a good one to update with what's going on now
47:25
with the 10th buy down stuff and making a little sexier.
47:29
For sure.
47:31
My recollection is I have a reference to buy downs in there.
47:34
If I'm correct with using mortgage coach.
47:37
I think it was just the permanent, I believe.
47:41
But it was kind of more like,
47:43
last maybe June 2022 or something like that.
47:46
Right.
47:46
We're a little bit higher, but now that they are,
47:48
they are, it's more tempting, less permanent.
47:51
And that's actually on my list to talk about here today.
47:54
The new class which may or may or may or may not replace embrace the ship
47:58
that I did yesterday.
47:59
But I want to see if anybody else wanted to add
48:02
to that question that Benjamin had.
48:09
I think it's a great topic to definitely discuss.
48:11
So let me table that.
48:12
We'll come back to that in a second.
48:13
Brent, Brent Adams.
48:15
I know you were ready to hot and heavy to go about a win of the week.
48:18
Yeah, actually gave the 10 ways to get more listings class yesterday.
48:23
Had five new agents show up to it.
48:26
I've already got three appointments set for next week with those agents.
48:31
The feedback that I got was,
48:34
it was kind of interesting.
48:35
I've from one of the agents said that was too much information.
48:39
And my response was that's kind of the idea.
48:41
I want you to pick one or two so we can get together.
48:44
And actually narrow down what you want to focus on.
48:48
And she's like, that's fantastic.
48:50
When can we do it?
48:51
So yeah, it was a lot of information,
48:55
but it was great information that they all just were chomping at the bit for.
49:00
Well, that good strategy and way to leverage that.
49:03
That's usually why a lot of the stuff you see I do,
49:05
which is what was your one big idea at the end of the class.
49:07
So that's the way to kind of bring it all up front and center.
49:09
Because there usually is one to three that they're kind of focused on.
49:12
Smart.
49:13
And by the way, Brent, congratulations on continually executing,
49:16
even with some resistance hitting you would.
49:19
And I apologize, Jeff. I know that's been mainly user error.
49:22
And I appreciate your patience.
49:23
Oh, man, we're all here learning and growing, right?
49:27
Who else? Thank you, by the way, for sharing.
49:28
When's the week?
49:30
I can jump in if nobody else wants to roll.
49:33
I had an agent call me up on Tuesday saying,
49:36
hey, just want to give you a heads up that I'm adding you to my buyer's guide agent list.
49:40
She pretty high producing agent.
49:43
She volunteered with me about two, three weeks ago from another agent that I,
49:47
you know, recently, um, relationship.
49:49
Either one of them will go to a class that are above that kind of thing.
49:52
But she said the stuff you're doing with the volunteering and the classes.
49:55
Her sister is kind of a junior agent.
49:57
My sister needs to go to your classes.
49:59
I think it's very impressive.
50:00
So I want to add you to it.
50:00
I don't, she didn't ask.
50:01
I was like, go go on my process.
50:02
I mean, she's like, no, I don't care about that stuff.
50:04
So she, she added me without ever knowing the deal together.
50:07
I think that just having the recommendation from the other agent
50:11
and then knowing I'm doing the classes.
50:12
So that's just again, consistency for higher agents.
50:14
They like to see that, but they're not going to tell the classes.
50:16
So it's an interesting kind of dynamic.
50:19
Brand positioning right there.
50:22
That's the strategy of preeminence.
50:25
When it you become the obvious choice,
50:27
when is that mind blowing to think?
50:30
She doesn't need to meet with you.
50:31
She doesn't want to deal with you, but I'm adding you to my buyer's guide.
50:36
Yeah, it's like.
50:37
Wow, they don't care about the details.
50:39
We know that, but we all want to, we're, we're detailed
50:41
raising people.
50:41
That's why we're in the mortgage side, right?
50:43
So we're like, hey, check this out.
50:44
They're like, now we're good.
50:45
Just get it, get the job done.
50:47
Right. So the assumption is is like, well, damn, he's doing all this great stuff.
50:50
He shows up all the time.
50:51
He must be good.
50:52
Yeah, exactly.
50:54
By the way, we'll quick add on to that.
50:56
They don't come to classes.
50:58
In that case, what I would propose you attempt with her and other agents like this
51:04
is you send them a text or email message, which is geared towards
51:12
showing them the 90-day CMA idea.
51:17
And that, you know, whatever she said, hey, I don't come to class,
51:19
or whatever she said, hey, got one idea that, you know,
51:22
other agents are using to get conversations and listings.
51:25
It's a totally unique approach to video CMAs.
51:29
Only takes 15 minutes to share it with you.
51:31
Would you be open to learning more?
51:35
Something like that.
51:36
That's fishing.
51:37
Some will say, I don't care.
51:39
It's like, get somebody on the hook.
51:40
They're going to do that.
51:42
Case in point, Kevin just did a 90-day online.
51:45
What do you mean by that there, sir?
51:51
So I just did the 90-day online and had nine agents show up.
51:56
I had done it before live.
51:59
And I had one agent who we figured out a way to cut that half-hour time for each CMA
52:06
down to 12 to 15 minutes.
52:08
And he's committed to doing a hundred of these a month.
52:14
Really?
52:14
The past clients?
52:16
I'm sorry?
52:17
Two past clients?
52:19
To past clients.
52:20
We figured out a way to do it with fizz bows.
52:23
We figured out a way to do it with expires.
52:26
Mm-hmm.
52:28
So how did you you taught that class online first over zoom?
52:32
No, I taught it live first and then I so I teach them live first with a title company
52:39
and then I take it and do it over zoom.
52:42
So like I've talked about before.
52:44
Two weeks later, you repeat that same one over zoom.
52:46
Yeah, it's actually the next week.
52:48
Okay, there we go.
52:49
I do it Wednesday live and then the following Wednesday, I do it on zoom.
52:53
Yeah, you're just moving that crowd along, you know.
52:56
The parade.
52:58
Kind of love that love that very smart.
53:02
Congrats on that by the way.
53:04
Um, that's a lot.
53:05
Did you know that agent before?
53:07
No, not before the live class.
53:10
Interesting.
53:11
And I've had several conversations with them and we crafted,
53:15
you know, a different way of doing this.
53:18
You know, so that he could get more done.
53:20
And, you know, if he's successful in doing it this way,
53:25
then he's agreed.
53:27
He'll be the model and we'll attract a lot more people.
53:30
I love that.
53:31
Let's do this.
53:32
Let's come back and on a future call or in the group or something,
53:36
dive deeper into how you, you know, are doing it differently.
53:40
Just because we don't have seven minutes left.
53:43
So make sure you, you know, remind me of that, you know, how to reach me.
53:46
Um, I wanted to comment on Greg's question, which is actually being answered live real time.
53:51
Which is, uh, you know, any agreement on the top classes to get butts and seats.
53:55
This 90 day CMA thing is one of them.
53:58
You know, and I don't care if you retitle it.
54:00
Call it something else because when you say 90 day CMA, like, I don't know,
54:04
some people like it, some people don't, uh, you know,
54:08
obviously the kind of title we use internally.
54:09
The one video idea that generated 11 million listings in 90 days.
54:13
That's a hell of a headline and a hell of a hook for a social post.
54:16
It's a long class title.
54:18
But, uh, it's a way to get some people interested.
54:20
Um, and by the way, Bill, congratulations, uh,
54:24
Bill saying he did a quick and dirty 90 day one on one with a new agent.
54:28
She shared it with her managing broker,
54:30
which got him invited to their Monday morning meeting with 10 agents
54:33
and six of the 10 1 to attend his future classes.
54:37
I did that yesterday.
54:38
I taught this class the new class.
54:40
I'll show you in a second here and I got with a title manager beforehand
54:44
and then I said, because we had, we had no next class scheduled.
54:47
And I'm always like, well, what's the next thing, right?
54:50
I can't walk out of here without another meeting scheduled.
54:53
So I said, hey, we have this one idea which is like the whole 90 day CMA thing.
54:57
I pinched that idea.
54:58
Yeah, she's like, that sounds great.
55:00
And so I pitched it to the agents in the room and I kind of took a pause in the class.
55:04
I didn't show it at all.
55:06
I just said, hey, we have this one idea that, right, is being used.
55:09
I got this idea from an agent in Florida who did this
55:13
and over 90 days he did 72 CMAs and he enlisted the left thing.
55:16
It's old 90 and it's using Google Earth in this cool way of doing an unsolicited CMA.
55:22
And they're all like, yeah, what the hell's that?
55:24
I go, who would be willing to come to that?
55:26
So we booked that class for November 1st at the back at that same title.
55:31
Right there, they didn't see a damn thing.
55:32
No screenshot, no nothing.
55:35
So when I advertised this, what I did was I took out CMA and I took out video.
55:42
Because sometimes with agents they see video and they're like, oh, no, no, no, I don't want it.
55:47
So I took out all that.
55:48
All I said is stop bitching about not having listings.
55:52
You want to learn how to get listings?
55:53
Here's how one person got 11 million in listings in 90 days.
55:58
And that was my advertisement.
55:59
That was yeah.
56:01
Which by the way, I'm trying to get Jimmy to come to our call.
56:03
Jimmy Burgess, you know, DMed a couple of weeks ago and he said agents are still using that idea.
56:11
That idea, by the way, is like two years old.
56:16
I mean, it should really never go away.
56:17
There's no reminence.
56:18
Right.
56:18
It's gold.
56:19
It's yeah.
56:20
If you have a database, it'd be new to for a while.
56:22
It's why wouldn't you do that?
56:23
We've got a good YouTube channel too.
56:26
Destiny is a very good YouTube channel.
56:28
Yeah, I'm swiping some future class ideas from him.
56:32
So Liz, Google Class told them if they wanted to meet with me,
56:35
I'll show them a shortcut for asking Google Review Book of Time.
56:38
And you could have taught it in the class, but I wanted a reason.
56:41
Absolutely.
56:42
You got five appointments.
56:43
So guys, think of the wisdom of this.
56:46
This is what I've been trying to do for some time here.
56:48
And you've got examples of fellow members doing this right now.
56:53
Don't leave the scene of the class without a call to action.
56:58
Because in the car business, anybody car business car sales,
57:02
you know, you walk on the lot and people are like, hey, you know what?
57:05
I'll be back.
57:06
There's a standing in the car business.
57:08
There are no be back.
57:11
Once somebody leaves the lot, they're not coming back.
57:14
Okay?
57:15
So once you have them in your zoom or in your in person thing,
57:18
do not leave the scene without a commitment.
57:20
I'm doing this next.
57:21
Do you want it?
57:24
Okay?
57:27
Love that.
57:28
Fire stuff today.
57:29
Okay, we're almost out of time.
57:31
And I didn't get through all my agenda.
57:32
So class updates.
57:36
So okay, I got to tell you I did the class yesterday.
57:39
This new class title is called Master.
57:43
Let me go screen share right here.
57:48
I did record it live and in person as well.
57:51
So remember, I've been telling you guys that I'm going to have more of my live classes
57:54
than I'm teaching recorded.
57:55
So you can see me in a live class setting.
57:57
I did it.
57:58
It'll be up next week.
58:01
Here is the Canva assets that we've got on this right now.
58:05
So I'm going to show you.
58:06
This is what I'm covering.
58:10
So this is the populates.
58:11
Actually, I need to delete this.
58:12
This is not the correct flyer because I did this class yesterday.
58:16
I did it.
58:17
It took an hour and a half, right?
58:18
And so at the end, I got to the end of the class and I realized,
58:21
we're going to delete this the AI stuff.
58:24
I was trying to pack too much into that class.
58:26
So this is the content, right?
58:31
So we open up and talking about obviously the three things
58:35
that you can, what is it, the three skills, right?
58:39
Mindset, skill set, and shit.
58:42
What's the third one?
58:42
I can't remember.
58:43
Anyway, it's a really great class.
58:44
Put it that way.
58:45
Overcoming via reluctance.
58:47
So this is, by the way, where you might want to bring in
58:50
your seller buy-downs.
58:52
Let me show you here.
58:52
This is one of those classes where you are going to take some creative liberty
58:57
and adding stuff that because I think, I believe,
59:00
pull hardly in this market.
59:02
This is where you, the loan officer, are so much more vital, right?
59:07
Like, when there's 10 offers on a property,
59:09
all right, there's only so much we can do.
59:11
When it's all about qualifying and financing and all the stuff we know,
59:15
this is where you come in.
59:17
And so, yes, I am using screenshots and examples of things like
59:22
MBS Highway, the cost of waiting.
59:25
Now, some of you may not have these tools.
59:27
If you don't, I'm sorry, you can still represent these images
59:32
because the whole point of showing these,
59:34
when I showed these to realtors and there was two LOs in the room,
59:40
they start to get it.
59:42
They start to get how they need to change the conversation
59:45
because people don't have the confidence, right?
59:47
So they need context.
59:48
And the narrative from the media is all negative.
59:50
And the market's going to crash and rate sugar.
59:53
I'm going to wait for rates to come.
59:54
So you guys know the conversation we need to have,
59:56
which is what's the cost of waiting,
59:58
buying versus renting,
1:00:00
waiting on the loss of, if I go back here,
1:00:02
the total loss on appreciation and amortization on your loan, right?
1:00:07
So, and this is where I currently don't have any seller buy-downs in here,
1:00:11
but this is where you might want to add some scenarios of seller buy-downs
1:00:15
to facilitate those conversations and keeping in mind
1:00:18
that the idea is to have conversations after the class
1:00:22
because you've positioned yourself leveraging finance
1:00:24
as a way to get more qualified buyers.
1:00:28
Does that make sense?
1:00:32
Okay.
1:00:32
Now, so I'm thinking that this class might replace disruptor-die.
1:00:39
Was that, no, sorry.
1:00:40
What was the one?
1:00:42
My, my, what's the one?
1:00:44
Rebrace the ship, sorry.
1:00:47
Yeah, embrace the ship.
1:00:50
Because there's some more current obviously relevant stuff in here,
1:00:55
and I don't know, this is how I'm feeling.
1:00:58
So, if you guys disagree, you can let me know.
1:01:00
But the other thing that I thought was cool in here and I,
1:01:04
so what I did is I paid for the video recording of the Tom Ferry Summit
1:01:08
and I scoured that thing to get ideas for real estate agents.
1:01:11
And one of those ideas is seller seminars,
1:01:15
which we've heard about here or there over the years,
1:01:17
but nobody really talks much about those.
1:01:19
So, I have this example from this agent right here.
1:01:22
This is her intro video where she's...
1:01:24
Hi guys, it's Melissa, but the boring folks.
1:01:26
Promoting her class, these are the postcards and emails she sends to her database.
1:01:32
And this is the key points for, you know, doing the seminar.
1:01:37
These are the topics she talks about.
1:01:39
This is her follow-up process, right, which by the way,
1:01:42
you could probably take a page for your own follow-up process right here.
1:01:46
And these are her results just over the first eight months of this year.
1:01:50
15 new listings, 18 million in sales.
1:01:53
This is my favorite part, 250 sellers added to her database.
1:01:56
Hey Jeff, is there a weed for us?
1:01:59
Are we going to do a class on this?
1:02:01
Is that what you're hoping?
1:02:02
That is the new class, yes.
1:02:04
Okay, that's awesome.
1:02:06
Yeah, thank you.
1:02:07
Yeah, that's just one of the ideas.
1:02:08
Obviously, I usually like to do a good job
1:02:10
in showing them different ideas.
1:02:11
I don't want to just talk hype and 30,000 feet.
1:02:14
I want to show them actual ideas.
1:02:16
This one right here, this video from this real estate agent,
1:02:20
is annual equity reviews.
1:02:23
And this is kind of cool because he's like
1:02:25
celebrating the anniversary of, right, their own purchase.
1:02:29
Hey Jane, it's John.
1:02:31
I just wanted to shoot you.
1:02:32
And this guy's doing this equity review,
1:02:34
bringing it up comps and just showing them
1:02:36
the positive position that they're in, right?
1:02:40
So if I had more time, I'd be going through the slide,
1:02:43
but you'll obviously see the recording of it.
1:02:45
All right, we're officially way over.
1:02:47
I apologize for going late.
1:02:49
Next week, it's going to be Empower Al Lo here
1:02:52
going through some of the features in the new platform.
1:02:55
So if you want to learn how to use the platform,
1:02:57
there's additional workflows in there,
1:02:58
like real-ter outreach campaigns and stuff,
1:03:00
show up for that call.
1:03:01
There's every second Friday of the month,
1:03:05
is their call right now.
1:03:06
And then two weeks after that,
1:03:07
we have a special guest on our call,
1:03:09
Candace Sorapolo, who's, I don't know if you guys know her,
1:03:12
she's a superstar gal,
1:03:14
she's all about finding your ideal client avatar,
1:03:16
personal branding, she used to work for Ryan Serhan.
1:03:19
So she's going to be here talking about that kind of stuff.
1:03:21
And appreciate you all, appreciate the patience
1:03:23
as we go through some of these growth changes
1:03:26
and all that kind of jazz.
1:03:27
And we will see you next week, okay?
1:03:29
Have a great weekend, bye.
1:03:31
Hey guys, what's up real quick?
1:03:32
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