Latest / Massive Agent Podcast / How to Get Listings In a TOUGH Sellers Market w/ Zeus Kang

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How to Get Listings In a TOUGH Sellers Market w/ Zeus Kang · Massive Agent Podcast

0:00
SPEAKER_03: On this episode, we're talking with Zeus Kang from Hawaii about how the hell you get listings when there are no listings, when there's really no homes being sold.
0:10
SPEAKER_03: How do you be one of those agents to get listings?
0:12
SPEAKER_03: We're going to go through the playbook right now.
0:23
SPEAKER_00: I like to buy houses.
0:24
SPEAKER_00: I like to sell houses.
0:41
SPEAKER_03: What is up, everybody?
0:42
SPEAKER_03: Welcome to episode 162 of the Massive Agent Podcast.
0:46
SPEAKER_03: I am Dustin Brohm, your host.
0:48
SPEAKER_03: Today we're talking listings.
0:49
SPEAKER_03: How the hell can you get some listings when there are none?
0:53
SPEAKER_03: Yep, it's uh it's definitely become the a question that I get most often.
0:58
SPEAKER_03: How do I get listings?
0:59
SPEAKER_03: How do I get sellers?
1:00
SPEAKER_03: I don't want buyers anymore because I don't want to wait, you know, 13 months to find them a house and get an offer accepted when there's seven houses for sale.
1:08
SPEAKER_03: Uh, total, like in the whole state.
1:11
SPEAKER_03: Yeah.
1:11
SPEAKER_03: I saw I saw a hilarious meme the other day.
1:14
SPEAKER_03: You guys may have seen it on Instagram or Facebook, that Tom Brady has now been to more Super Bowls than there are homes on the market.
1:21
SPEAKER_03: And that's painful yet hilarious.
1:25
SPEAKER_03: Because it's just like there's so much demand for housing right now, as you guys know.
1:30
SPEAKER_03: So being a buyer's agent is super tough.
1:32
SPEAKER_03: Now, if you can be a buyer's agent right now and learn how to get deals under contract and how to win multiple offer situations and really hone your skills when it's hard, when it becomes a buyer's market, you're gonna absolutely just clean up.
1:48
SPEAKER_03: You're gonna get everyone if you you know, if you really become good in this hard market.
1:54
SPEAKER_03: Now, at the same time, you need some listings, right?
1:59
SPEAKER_03: You need sellers because listings bring buyers and listings sell super fast, and you know, you might get 93 offers on it.
2:07
SPEAKER_03: Uh, so listings are key.
2:10
SPEAKER_03: So today we're talking with Zeus Kang.
2:12
SPEAKER_03: Zeus is the founder and C sorry, the founder and team leader of Zeus Group Hawaii.
2:17
SPEAKER_03: They are the number one team at EXP Realty in all of Hawaii.
2:21
SPEAKER_03: They do a ton of listings, they sell a crap load of homes, some of them luxury, but not all of them.
2:27
SPEAKER_03: And so I reached out to him uh earlier this week and I was like, Zeus, dude, I keep seeing you guys have new listings.
2:33
SPEAKER_03: How the hell are you getting those?
2:34
SPEAKER_03: You want to be on the show and talk about it?
2:35
SPEAKER_03: And he so he agreed, and he he really gets detailed today.
2:39
SPEAKER_03: He really talks specifics about what to say in a listing presentation and you know how to market for them and what you need to be doing.
2:47
SPEAKER_03: And uh, and it's really, really good stuff, really, really um detailed.
2:52
SPEAKER_03: Now, you're not gonna like some of the answers because they're not um well, I'll just let you listen.
2:57
SPEAKER_03: You can hear from him.
2:58
SPEAKER_03: You may not like some of the answers, but you need to hear them, all right, because they are reality and it's what the top producers, the the top of the top producers, are literally doing right now in the one of the hardest markets to get listings, to get listings.
3:13
SPEAKER_03: So all if you guys have ever done any kind of personal development or you know read uh business and entrepreneurship books, they teach you that if you want a certain thing, find someone who's done that thing and literally do what they do.
3:26
SPEAKER_03: Okay, simple as that.
3:28
SPEAKER_03: So if you guys want listings, you need to find those who are getting listings and do what they do.
3:35
SPEAKER_03: So thank God we have Zeus Kang on to tell you what he's doing, to get listings.
3:38
SPEAKER_03: Now it's up to you guys to actually do those things.
3:42
SPEAKER_03: Will you?
3:42
SPEAKER_03: I don't know.
3:43
SPEAKER_03: Hopefully, some of you do.
3:45
SPEAKER_03: Hopefully, I think a lot of you are, but maybe not consistently enough.
3:49
SPEAKER_03: There's gonna be a little tough love here that uh I think is going to remind you gently to get your shit together and do the things that you know that you should have been doing all along.
3:59
SPEAKER_03: But there's also some some little things that you could absolutely implement right now that'll make a major impact on your ability to get sellers and get listings.
4:06
SPEAKER_03: So uh so we got that going for us.
4:08
SPEAKER_03: Uh, real quick, if you are new to the show, my name is Dustin Brohm, your host.
4:12
SPEAKER_03: I am a realtor in Salt Lake City, Utah.
4:14
SPEAKER_03: I am the founder.
4:15
SPEAKER_03: So uh man, I want to keep saying that I'm the founder of the industry syndicate and just take all the credit.
4:20
SPEAKER_03: But that's just not true.
4:22
SPEAKER_03: Because uh, you know, even though I carry Phil Treadwell, you know, um carry him along on my shoulders 100% of the time.
4:29
SPEAKER_03: Totally joking.
4:30
SPEAKER_03: Uh, I'm the co-founder of the Industry Syndicate Real Estate Podcast Network.
4:34
SPEAKER_03: I uh have a social media what agents should post each day app called Massive Agent Daily.
4:41
SPEAKER_03: You can check that out at MassiveAgentDaily.com.
4:43
SPEAKER_03: It gives you a notification every morning and tells you literally what to post on social every day.
4:48
SPEAKER_03: And then, of course, it's up to you to actually do it.
4:52
SPEAKER_03: But if you can manage that part, I've got your back and will take all the guesswork out of what you should do on social every single day, seven days a week to grow your business substantially and start actually getting deals from social instead of having to run ads and having to pay Zillow and having to, you know, do this, that, and the other.
5:10
SPEAKER_03: Why not just attract business?
5:12
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5:22
SPEAKER_03: Check that out at Massive Agent Society.com.
5:25
SPEAKER_03: Uh this episode and all future episodes will be available on YouTube.
5:29
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5:37
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5:40
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5:41
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5:46
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5:54
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5:59
SPEAKER_03: And I'm gonna be coming out with clips from each episode too that talk about specific topics.
6:04
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6:07
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6:11
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6:16
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6:19
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6:21
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6:23
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6:29
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6:36
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6:43
SPEAKER_03: All right, let's get into the interview with Zeus Kang, founder and team leader of Zeus Group Hawaii.
6:48
SPEAKER_03: This dude is an actor.
6:49
SPEAKER_03: Okay, he is a bodybuilder, he's uh former FBI, he's done some really, really cool shit in his life, and he has amazing hair, amazing hair, amazing muscles, and uh and he he's just he's a badass.
7:01
SPEAKER_03: So I think you guys will really enjoy it.
7:03
SPEAKER_03: And if you if you want to see what I'm talking about after you listen to this, go over to the YouTube channel and watch the interview and uh check that out.
7:11
SPEAKER_03: Zeus Kang with Zeus Group Hawaii.
7:14
SPEAKER_03: Okay, guys, I'm here with Zeus Kang from Zeus Group Hawaii.
7:17
SPEAKER_03: Zeus, welcome to the Massive Agent Podcast, my friend.
7:19
SPEAKER_03: What's up?
7:20
SPEAKER_01: Hey, what's going on?
7:21
SPEAKER_01: Thanks for having me.
7:22
SPEAKER_03: Absolutely.
7:23
SPEAKER_03: Dude, you're you run Hawaii, I swear to God.
7:25
SPEAKER_03: Like you're first off, you're an actor on Hawaii 5.0, right?
7:29
SPEAKER_03: And uh and you do some cool stuff out in Hawaii, and you're you're the exp's number one team, uh, number one producers out in Hawaii, which is super cool.
7:37
SPEAKER_03: And um, you know, following you on social, you get a lot of listings, and a lot of them are nice listings too, like higher end ones.
7:44
SPEAKER_03: And uh, and one of the questions I'm getting asked by far the most often is how the hell do we get listings in these really, really tough sellers' markets where there's no inventory to begin with?
7:54
SPEAKER_03: And you've obviously done a great job of doing that.
7:57
SPEAKER_03: So I wanted to pick your brain.
7:58
SPEAKER_03: Uh before we start, um, I I'm curious, man, like give us give us your bio a little bit.
8:04
SPEAKER_03: Like, how long have you been an agent and and when did you start to grow the team that you currently have?
8:10
SPEAKER_01: Yeah, no, I appreciate you having me.
8:12
SPEAKER_01: Um quick bio, I guess.
8:14
SPEAKER_01: Um I'm from originally from the Washington, D.C.
8:17
SPEAKER_01: metropolitan area, uh Northern Virginia, to be more specific, Fairfax County area.
8:22
SPEAKER_01: Um, I grew up there, I got, you know, I traveled a bunch, I came back, you know, I was just working like, you know, after college, I was working, you know, government jobs, contracting jobs, which is real popular there.
8:31
SPEAKER_01: And um, nothing really seemed to fit.
8:33
SPEAKER_01: You know, I got a business degree in finance, and I had, you know, I had dreams of going up to New York and doing the whole investment banking thing and just make a crap ton of money.
8:43
SPEAKER_01: And um, fortunately or unfortunately, I got a job with the IRS out of college.
8:47
SPEAKER_01: And um really um once I was with the IRS for a year, I realized very quickly that I never wanted to touch that kind of finance.
8:55
SPEAKER_01: So um, long story short, um, 2010, I got a job with the FBI.
9:01
SPEAKER_01: Um, it was about a year and a half process of getting all my clearances, top clearances, uh SCI clearances, and training, of course.
9:11
SPEAKER_01: And once I did that, um, I literally opened up an envelope in training and they said, Um, you're going to Honolulu.
9:17
SPEAKER_01: So I said, Where's that?
9:18
SPEAKER_01: So I'd never, you know, I know most people go to Hawaii when they're younger on vacation.
9:22
SPEAKER_01: I'd never been there.
9:24
SPEAKER_01: So um, yeah, so fast forward 2010, I've got two suitcases.
9:28
SPEAKER_01: I literally know knew nobody here.
9:30
SPEAKER_01: Um, I arrived at the airport and um I was surprised there were even buildings here because I didn't I didn't I didn't have any expectation as to what Hawaii was going to be.
9:37
SPEAKER_01: So um I did investigative work for the FBI for about five and a half years.
9:41
SPEAKER_01: Um I specialized in um criminal uh counterintelligence and um counterterrorism efforts.
9:48
SPEAKER_01: Uh that was kind of my specialty.
9:49
SPEAKER_01: Uh it was a great five five and a half years.
9:51
SPEAKER_01: I learned a lot, met some amazing people, um, saw some real cool things, learned a lot.
9:56
SPEAKER_01: Um, it just really wasn't something that I really saw myself doing for the next 30 years.
10:00
SPEAKER_01: Um, I knew I was always more kind of creative, entrepreneurial in spirit.
10:04
SPEAKER_01: So um I quit that job.
10:06
SPEAKER_01: Um, I always say it's the hardest but best decision I ever made in my life.
10:09
SPEAKER_01: I mean, you can imagine telling your parents you quit the FBI, you know, and it's just it's a tough pill to swallow.
10:14
SPEAKER_01: Um but yeah, so I I quit.
10:16
SPEAKER_01: I took off for a year.
10:18
SPEAKER_01: Uh I traveled, I went to 30 some odd countries.
10:21
SPEAKER_01: Um, I came back and um I got I I always knew I wanted to get into real estate.
10:26
SPEAKER_01: And um I remember buying a condo here, and the real estate agent that helped me said, if you ever come back, um I can I can certainly help you get into it.
10:33
SPEAKER_01: So that's exactly what I did.
10:34
SPEAKER_01: I reached out to her and um she was growing a team as well, uh, a very successful team.
10:39
SPEAKER_01: Uh joined the team, uh, wasn't my thing.
10:42
SPEAKER_01: I I was already kind of ready to to take off on my own.
10:45
SPEAKER_01: So I I left the team my first year out.
10:48
SPEAKER_01: Um very fortunately, I you know I ended up selling, I think, 20 homes or selling and buying or helping people out with 20 homes.
10:54
SPEAKER_01: So I said, okay, I can do this.
10:56
SPEAKER_01: Um, but I didn't really have a life that year, you know.
10:58
SPEAKER_01: I mean, it was it was the only thing I did because my theory was I don't know sales.
11:04
SPEAKER_01: I haven't sold, I haven't sold a you know, a pencil until this day.
11:08
SPEAKER_01: I'm from law enforcement.
11:09
SPEAKER_01: Like, what could I possibly do?
11:10
SPEAKER_01: You know, so I I told myself that I was gonna study what I need to do as a new agent, except if I was gonna just, you know, five or 10x my efforts.
11:18
SPEAKER_01: So if people were doing two open houses, I'd do four open houses a week.
11:21
SPEAKER_01: You know, that's kind of how I built the business.
11:23
SPEAKER_01: And so my second year, I knew I couldn't do 40 homes.
11:27
SPEAKER_01: Um, I just I knew I needed to raise uh my price point, and so that's exactly what I did.
11:31
SPEAKER_01: I sold 23 or 24 homes, um, but my price point doubled to 800,000.
11:38
SPEAKER_01: Um so my third year, again, I couldn't double my volume or double my price point to one six or two million.
11:45
SPEAKER_01: Um so I thought, okay, I need leverage, I need help now.
11:48
SPEAKER_01: So ended up bringing on an agent.
11:50
SPEAKER_01: I hired and fired a bunch, made the you know, the quintessential team leader mistake, you know, of hiring, you know, quit too quickly.
11:56
SPEAKER_01: Um so I made all the mistakes in the book.
11:58
SPEAKER_01: You know, don't get me don't get me wrong.
12:00
SPEAKER_01: You know, I'm not, you know, I didn't get here without making a ton of mistakes.
12:03
SPEAKER_01: But um, yeah, I mean, I never really thought about becoming a salesperson, like real a realtor.
12:10
SPEAKER_01: I wanted to initially learn the investment side of real estate.
12:13
SPEAKER_01: And that's I thought, nope, I mean, what better way to invest and help people, right?
12:18
SPEAKER_01: But this has turned into five years later, you know, kind of where we're at with, you know, a team here on Oahu.
12:23
SPEAKER_01: Uh, we expanded onto Maui, and we're looking to be the first team in Hawaii, um, Hawaiian history, to service, full service the whole island.
12:31
SPEAKER_03: That's cool as hell.
12:33
SPEAKER_03: That's cool as hell.
12:34
SPEAKER_03: Um, okay, so when you brought on your first agent and you made some of those mistakes, what are some of those mistakes?
12:41
SPEAKER_03: Because I think a lot of people listening, maybe they're so busy that they're considering bringing on their first agent to help them scale and to have some leverage like you were looking to do.
12:50
SPEAKER_03: What are some of those mistakes that they should look out for?
12:53
SPEAKER_01: Man, I tell you what, um, you know, interviewing and taking your time, you know, they say, you know, um, hire slow, fire fast.
13:00
SPEAKER_01: You know, I my my new model is hire very slow and don't ever fire, right?
13:05
SPEAKER_01: Because I mean, if you hire the right people, you you don't need to do that.
13:08
SPEAKER_01: So um, I mean, my my big thing is um, you know, it's got to come organic.
13:12
SPEAKER_01: I know team, you know, building is real popular still, you know, kind of kind of blew up with you know KW building all these teams and and that structure.
13:21
SPEAKER_01: Um, you know, don't do it if you haven't earned the right to, you know.
13:25
SPEAKER_01: I mean, being a team leader um is a is a is a deserved, it's an earned position.
13:32
SPEAKER_01: You know, um, if I don't have leads to give to my agents or if I don't have listings for them to sit open house, I don't deserve to become be team leader.
13:41
SPEAKER_01: I just don't.
13:41
SPEAKER_01: It's it's an it's an ego decision to want a team and a logo and yada yada yada.
13:47
SPEAKER_01: I mean, you're really just wasting your time.
13:49
SPEAKER_01: For me, it was again something I never fathomed that I would need as far as a team, but it was something that was that came and kind of grew out of necessity.
13:58
SPEAKER_01: It was, it came very organically.
13:59
SPEAKER_01: You know, I needed support because I had too much business, you know.
14:03
SPEAKER_01: Um, you know, so you know, it kind of came full circle when I was touching base with a client I kind of been in touch with, and I called them and I said, shoot, you know, I should have called them six months ago, kind of fell through the cracks, and they said, Hey, Zeus, so nice to meet you.
14:18
SPEAKER_01: Like, how have you been?
14:18
SPEAKER_01: I said, Great, fantastic.
14:20
SPEAKER_01: Just want to touch base, see how you're doing.
14:21
SPEAKER_01: And they said, Yeah, we're actually getting keys next week.
14:24
SPEAKER_01: You know, it's like, you know, agent's worst nightmare, right?
14:26
SPEAKER_01: So I said, Oh, what happened?
14:27
SPEAKER_01: Like, did you she said, Yeah, you know, we were following you, and you know, we we thought you were just too busy, and so we didn't want to overwhelm you.
14:34
SPEAKER_01: And so we ended up, you know, working with someone.
14:36
SPEAKER_01: So I said, Wow, you know, like that that hurt, you know, and so uh that was kind of the the straw that broke the camel's back.
14:44
SPEAKER_01: I said, I need to get help, you know, I need to build a team, I need to, you know, more support.
14:49
SPEAKER_01: So yeah, to answer your question, yeah.
14:51
SPEAKER_01: I mean, um, put yourself in a position where you earn the right to become a team leader, earn the right to have a team so that you can supply leads, you can provide support um to the agents that are are wanting to join.
15:03
SPEAKER_03: What are some of the things that you look for in an agent, especially your first agent?
15:08
SPEAKER_03: What are some of the things that you should be looking for?
15:11
SPEAKER_01: Um a couple of things for sure, um, as I've learned, you know, um they gotta they gotta have intelligence, you know.
15:17
SPEAKER_01: I mean, you can have the nicest person, the friendliest, most, you know, warm person in the world.
15:23
SPEAKER_01: Um, but this is not that kind of business, you know.
15:26
SPEAKER_01: Um, you gotta have someone that's willing to put forth the effort, you know, initiative is something that I really look for.
15:32
SPEAKER_01: Um so are they asking me questions without Googling it, without doing a little bit of research, you know?
15:37
SPEAKER_01: Um, those are those are tell signs that you know they're not, they're not, they don't have the initiative, you know, they're not thinking on their own.
15:44
SPEAKER_01: You know, if they research and they can't find the solution, I'm here to help.
15:49
SPEAKER_01: But if I'm the first go-to person, a second a question pops in your mind, um, it it shows me that they're not ready to develop and for me to help them build their own business, they're not ready.
16:02
SPEAKER_03: That's uh that's a great point, actually, because you're right.
16:05
SPEAKER_03: Like there's no shortage of information out there, but there's a shortage of willingness to seek it out.
16:10
SPEAKER_04: Absolutely.
16:10
SPEAKER_03: And and it's it's kind of bizarre.
16:12
SPEAKER_03: So yeah, that's extremely telling.
16:14
SPEAKER_03: I wouldn't have thought to really look for that, but that's a huge red flag for sure.
16:19
SPEAKER_03: Um how okay, so when you when did you start because you do a lot of really cool stuff.
16:27
SPEAKER_03: Like, you know, I follow you on social and um, you know, you you act and you're a bodybuilder and you travel all over the place.
16:35
SPEAKER_03: Like, when did you get to the point where you had time to do that extra stuff?
16:40
SPEAKER_03: And is that because of the team, or you just kind of built the team around that stuff?
16:43
SPEAKER_03: How what does that look like?
16:45
SPEAKER_01: I mean, I mean, I think it's very important to realize, you know, that what's portrayed on social media isn't reality, right?
16:51
SPEAKER_01: I mean, oftentimes, you know, um people like to paint or create or fabricate this life that you know people want you to perceive.
16:58
SPEAKER_01: Um, I, you know, I did that, you know, way back when I was bodybuilding.
17:02
SPEAKER_01: You know, I'd create like an image for myself because it was kind of a part of the industry.
17:06
SPEAKER_01: Um, but now, you know, it's just it's really just um planning and structuring your schedule and your business um in balance and harmony with what is also important in your life.
17:17
SPEAKER_01: My first two years, I'll be honest with you, Dustin, like I didn't have any of that.
17:19
SPEAKER_01: I didn't go on vacation.
17:20
SPEAKER_01: I worked seven days a week.
17:21
SPEAKER_01: You know, I know I know it sounds like a broken record for a lot of people, but you know, it it took me doing that of 10xing my efforts, of doing four open houses a week for six months, of of putting, you know, being a nightclub promoter, you know, like putting, you know, flyers on doors and standing outside, you know, um, grocery stores and doing all that.
17:41
SPEAKER_01: It took a year, almost 24, 18 to 24 months of that before what people perceive now on social media that I am bearing the fruits of my labor.
17:50
SPEAKER_01: I mean, to be honest with you, like I don't even think I'm at the point where I am bearing the fruits of my labor because my dreams and aspirations are much greater than what the travel expeditions and the bodybuilding and the acting, you know.
18:02
SPEAKER_01: Like I want to become an A-less actor, you know, I want to travel to 50 more countries, you know.
18:06
SPEAKER_01: And so um, you know, it's it's a double-edged sword for sure.
18:10
SPEAKER_01: You know, I'm never kind of happy with where I'm at.
18:12
SPEAKER_01: Um, so I have to take a step back sometimes and really sit down and say, wow, like I have done a lot.
18:18
SPEAKER_01: I'm very appreciative, humble about that.
18:20
SPEAKER_01: But um, you know, it's it's it's perspective too, you know, it's all relative.
18:24
SPEAKER_03: Nice, I like that.
18:26
SPEAKER_03: Uh and you're right.
18:27
SPEAKER_03: What you see on social media is not necessarily reality, or it's just a very uh curated um version of reality, right?
18:36
SPEAKER_03: It doesn't show the whole picture.
18:37
SPEAKER_03: You're you're absolutely right.
18:38
SPEAKER_03: And it's uh I'm glad you mentioned that.
18:40
SPEAKER_03: So, okay, uh in Oahu, where you're at, Honolulu, super competitive, yes?
18:46
SPEAKER_04: Very competitive, yeah.
18:47
SPEAKER_03: Very competitive.
18:48
SPEAKER_03: Right now, uh this cracks me up because I've seen agents in probably every state posting this, but this meme going around that Tom Brady has more has been to more Super Bowls than there are active listings on the MLS.
19:02
SPEAKER_03: And it's funny, but it's also like, oh shit, like there's nothing to sell right now.
19:06
SPEAKER_03: And so agents are freaking out if they have buyers because they it's taken them six months just to get an offer accepted or to even have a chance to do that.
19:15
SPEAKER_03: And so everyone wants listings.
19:16
SPEAKER_03: You and your team, you've done a great job of getting listings.
19:20
SPEAKER_03: Um, so you know, what are you guys doing?
19:22
SPEAKER_03: Like, how are you marketing?
19:23
SPEAKER_03: How are you attracting business?
19:25
SPEAKER_03: And what would you recommend to people for getting listings in these super tough markets?
19:29
SPEAKER_01: Yeah.
19:30
SPEAKER_01: Um, I think this may, and I apologize in advance, be the most boring answer you'll get for that question.
19:36
SPEAKER_01: Um, but I'm a fundamentals guy, you know, like playing football in high school, you learn the fundamentals, you know.
19:41
SPEAKER_01: Um, there isn't anything out there now in real estate that is gonna accept there's no, there's no um, you know, um safe button, there's no easy button, there's no post, there's no, there's no technology out there that's gonna trump fundamentals.
19:57
SPEAKER_01: There isn't.
19:58
SPEAKER_01: Okay.
19:58
SPEAKER_01: Um so we go back to the fundamentals, you know.
20:02
SPEAKER_01: Um, the last three or four years, we've developed an entire database of past clients, you know.
20:08
SPEAKER_01: Uh, I'm sure it's a it's a recurring theme on your podcast, but that's a gigantic pool that may be a huge area or or database that we can tap into for listings because you've helped them purchase, you know.
20:22
SPEAKER_01: Um, so sticking to the fundamentals and really, um, like you said, that that meme of Tom Brady having more Super Bowls than there are listings, you know, do you really want to fight the current?
20:31
SPEAKER_01: Do you really want to be one of 26 offers going in, you know, and really put your buyer and yourself in that position, you know, your financial your financial future, um, your your family, you know, it's like, do you want to really do that?
20:45
SPEAKER_01: Do you want to swim against the current?
20:47
SPEAKER_01: Or do you need to take a step back and reevaluate, you know, what you need to do to where you're you're finding that channel to where you can avoid it, you know, to where you have the upper hand.
20:57
SPEAKER_01: And for us, it's always been listings.
20:59
SPEAKER_01: And so what we're doing today really is no different than what we've done for five years.
21:04
SPEAKER_01: And so while people are changing their strategy year after year, oh, I was buyers focused and now I'm trying to get listings.
21:12
SPEAKER_01: Well, guess what?
21:12
SPEAKER_01: There's seven listings in Kailua under$2 million.
21:15
SPEAKER_01: If you're gonna be, if you think you're gonna be the eighth, good luck, you know.
21:18
SPEAKER_01: So um, but you can be, you know, so you have to you have to strip place yourself strategically and kind of again, if you're not two steps ahead of the competition, guess what?
21:29
SPEAKER_01: You're a step behind, you know, and so we take a lot of time um assessing where the market is now, where it's going.
21:35
SPEAKER_01: So we've already kind of anticipated for this a year ago.
21:37
SPEAKER_01: Um, that's why we're getting so much, so many listings.
21:40
SPEAKER_01: That's where we're able to leverage a lot of that.
21:42
SPEAKER_03: What are you doing marketing wise to to I mean, obviously it started years ago and it kind of snowballs to where now you're you're reaping the the harvest from years prior and the the efforts you did prior.
21:55
SPEAKER_03: But what are some of those things that the average agent can start doing now to to Build towards listings later on.
22:02
SPEAKER_01: Yeah, absolutely.
22:03
SPEAKER_01: Um, again, very boring answer, but um open houses.
22:07
SPEAKER_01: I mean, whether you're a week in or you're five and a half years in or 16 years in, you know, sit those open houses.
22:14
SPEAKER_01: I mean, these people are literally walking through your office and with a hand raise saying, you know what, I need help, you know.
22:20
SPEAKER_01: Um, so you've obviously have to have a good follow-up system for that.
22:23
SPEAKER_01: You can't just, you know, um sit on your iPhone, you know, uh trolling Instagram and then someone walks in, you're just kind of winging it.
22:29
SPEAKER_01: Um, you've got to come prepared.
22:30
SPEAKER_01: You never want to practice at the Super Bowl, right?
22:32
SPEAKER_01: I mean, you've got there for a reason.
22:34
SPEAKER_01: And so that's that's your performance, you know, that's your 15 minutes on stage.
22:38
SPEAKER_01: Um, so a lot of people tend to forget that they show up at two, you know, 2.05 when your open has to open house starts at two.
22:43
SPEAKER_01: You know, you should be there about 45 minutes before prep, um, script practice as far as what you're gonna do.
22:49
SPEAKER_01: Um, so when you're prepared and you put yourself in those positions, you know, we we we have listings where you know we encourage our agents to make that their office.
22:57
SPEAKER_01: I mean, we have listing in Kahala right now with a 200-degree ocean view.
23:01
SPEAKER_01: I mean, why wouldn't you want to make that your office?
23:03
SPEAKER_01: You know, and so put out 12 signs, you know, sit in your office, wait for people to come in.
23:09
SPEAKER_01: And I mean, I mean, often people often ask also, like, how do you get into luxury?
23:13
SPEAKER_01: Well, sit a luxury open, you know, um, especially if they're vacant.
23:16
SPEAKER_01: I mean, you can do it seven days a week.
23:18
SPEAKER_01: You know, there's no law saying that it's restricted to Sundays, you know, or whatever day in your market.
23:24
SPEAKER_03: So uh I think uh I love what you're saying, and you're right, it's so basic, it's so foundational and somewhat boring.
23:32
SPEAKER_03: I think that uh well, I I know for a fact, okay, because I was one of those agents in this position when I was struggling.
23:39
SPEAKER_03: It's like just just give me that, like tell me what to do and I'll do it.
23:42
SPEAKER_03: Like, but they're thinking that there's some special magical system like super zippylistings.com.
23:48
SPEAKER_03: Go sign up for that, and boom, you get 10 listings.
23:51
SPEAKER_03: Like it doesn't it doesn't work that way.
23:53
SPEAKER_03: And if it did, well, if it did, it wouldn't work that way because then everyone would do it and it would they'd kill it, right?
23:59
SPEAKER_03: So I think that there's just a lot of people who are afraid of work and consistent work and being patient enough to let it build because you can't go do an open house today, and then all of a sudden you get you know a bunch of multimillion dollar listings the next weekend, uh unless you build up some credibility and they see you over and over.
24:19
SPEAKER_03: Um, is it true or false?
24:20
SPEAKER_03: And I'm uh it's kind of random, but uh I think this is super important and I want to get your take on it.
24:26
SPEAKER_03: Open houses are not just to pick up buyers, they're also auditions for other listings, right?
24:32
SPEAKER_03: Other sellers are seeing how you're doing those open houses and how you're marketing them, right?
24:36
SPEAKER_01: Absolutely.
24:37
SPEAKER_01: Yeah.
24:38
SPEAKER_03: What are some of the things that uh first off, have you seen that playing out?
24:41
SPEAKER_03: Like what are some of the things that you guys do to leverage open houses into future listings?
24:48
SPEAKER_01: Yeah, absolutely.
24:49
SPEAKER_01: Um, so yeah, the simply said an open house isn't gonna cut it.
24:53
SPEAKER_01: You know, it's it's uh you're a one-trick pony, you're kind of hoping and wishing you get business.
24:57
SPEAKER_01: Um, nevertheless, it's better than doing nothing or roll calling.
25:01
SPEAKER_01: Um, but how but we we look to we look to really optimizing our fundamentals, right?
25:07
SPEAKER_01: So open houses is one of our fundamental activities.
25:10
SPEAKER_01: Okay, I can't stress that enough.
25:11
SPEAKER_01: If you're a new agent, even if you're not a new agent, if you're not sending multiple open houses a week, I mean you're you're wasting your time.
25:18
SPEAKER_01: Okay.
25:18
SPEAKER_01: Um, so around the fundamentals, okay, for example, open houses, okay, how can we optimize it?
25:24
SPEAKER_01: Okay, so before our listing goes live, we do our pre-listing marketing, okay, which means everybody um on that street or that um, you know, the you see the same mailman over and over again, right?
25:34
SPEAKER_01: He has a route.
25:35
SPEAKER_01: Okay, we find that route out by going on usps.com and we find out what that route is.
25:40
SPEAKER_01: Okay, so everyone on his route is gonna get a direct mailer, okay?
25:43
SPEAKER_01: Now we all know that direct mailers are expensive and they are very low uh ROI, okay, which means that neighbor getting your flyer, in all likelihood, one out of uh nine out of ten chances or odds are are gonna be that he's gonna open his mail, look at it, and then toss in the trash.
25:59
SPEAKER_01: Okay, so you don't want to play those odds.
26:01
SPEAKER_01: Now, um, we do a two or three week campaign, okay, direct mail campaign.
26:05
SPEAKER_01: So the first time he tosses it, the second time maybe looks at it for a little bit longer and then tosses it.
26:11
SPEAKER_01: The third time he may keep it in his coffee table, and then he might see a sign for your open house, and then that's when he meets you.
26:18
SPEAKER_01: Okay, so and then we follow that up with um geo farming.
26:22
SPEAKER_01: Okay, so now he's getting your mailer for three weeks, he's seeing at the open house, he's seeing your open house signs, and now he's getting a call from you.
26:29
SPEAKER_01: Okay.
26:30
SPEAKER_01: And so when you do that, you've turned a super low ROI initiative of direct mailers into now a much higher percentage conversion of upwards of 50, 60, 70 percent.
26:44
SPEAKER_03: I I'm so glad you said that.
26:46
SPEAKER_03: And because when I was struggling, I would do I'd watch a webinar for some uh like magical letters that you send out, right?
26:56
SPEAKER_03: Like they're worded so perfectly that they just rain clients.
26:59
SPEAKER_03: And I put all my money and all my time into that, and I could only send out three or four letters, and it's like, you know, there's a 1% response rate on that shit.
27:07
SPEAKER_03: And that's all I did.
27:08
SPEAKER_03: But you're right, like just the mailers by themselves, not a great return on investment.
27:14
SPEAKER_03: But coupled with the other things, seeing you in multiple places repeatedly, now they're like, Oh, I remember Zeus, I remember that logo, I've seen that name before, you know, boom, boom, boom.
27:24
SPEAKER_03: They start to connect the dots because you're in multiple places and it it all works together.
27:30
SPEAKER_03: It's not any one of them is is gold.
27:32
SPEAKER_03: What's gold is all of them working together to create that effect that uh that you have.
27:38
SPEAKER_03: So, and that's so important, guys.
27:40
SPEAKER_03: Like, there's there's no magic bullet.
27:43
SPEAKER_03: The magic bullet is being seen everywhere as often as you possibly can.
27:48
SPEAKER_03: Uh, what do you do on social media for listings, for open houses, for um just marketing your business?
27:54
SPEAKER_03: Well, can you kind of describe your your social strategy?
27:57
SPEAKER_01: Yeah, I'll just mention one thing real quick um to your point earlier, too.
28:01
SPEAKER_01: Um, the way I'm I'm a more visual person.
28:04
SPEAKER_01: So the way I look at it is there is like the front of your brain, okay, not not literally, but the front of your brain is what you get inundated, the marketing.
28:13
SPEAKER_01: I mean, we see hundreds and thousands of marketing material, right?
28:15
SPEAKER_01: So if you're a drop in the bucket, they're not going to remember, okay?
28:18
SPEAKER_01: Um the repetition starts to move that towards the back of their brain where it becomes more long-term memory.
28:25
SPEAKER_01: Okay.
28:25
SPEAKER_01: So um, you know, I I had I'll give you an example.
28:28
SPEAKER_01: Like, you know, we've done such exposure-wise, um, you know, um extensively to where my friend was flying in from Washington, D.C., had a layover in Los Angeles, just had a small talk with um someone sitting next to him, and you know, he said, I'm visiting my friend Um in Hawaii.
28:43
SPEAKER_01: And she said, What does he do?
28:44
SPEAKER_01: And he said, He's a realtor.
28:45
SPEAKER_01: She asked what his name was, and he said, He's the founder of the Zeus Group Hawaii.
28:49
SPEAKER_01: She recognized that name, you know, and so she may not be looking to buy or sell, but there's brand recognition.
28:56
SPEAKER_01: And that comes from not a single direct mailer, that doesn't come from a single post, but it comes um because it's it's it's a collective effort.
29:04
SPEAKER_01: So when you're when you're thinking of, okay, am I gonna spend this money on a mailer?
29:09
SPEAKER_01: Am I gonna spend this money on a social media boost?
29:11
SPEAKER_01: Am I gonna do something?
29:12
SPEAKER_01: Okay, you got to think, okay, is it gonna be front front brain initiative, or do I have a system to where it's gonna move it towards the back?
29:20
SPEAKER_01: If it's not gonna do that, you might as well save your money and time.
29:24
SPEAKER_03: I love that so much.
29:25
SPEAKER_03: I mean, with this conversation, this is where it starts to make sense to sponsor the high school baseball team and have a banner in the outfield, right?
29:34
SPEAKER_03: Like if that's all you did, if you put all your money and efforts into that thinking your phone's gonna ring off the hook, you're confusing yourself.
29:41
SPEAKER_03: But if if they go to their kids' baseball game and see you, but they've seen your postcards, they've seen your door hangers, they've seen your Facebook ads, they've seen your social posts, they've seen you on the or they've heard about you on the radio, um, they've seen flyers, like all of that together, and they're like, oh my God, like Zeus is everywhere.
29:58
SPEAKER_03: He must be the guy.
29:59
SPEAKER_03: Like the Zeus group must be that that must be the team here in Hawaii because I see them everywhere.
30:05
SPEAKER_03: And we all have the power to create that experience and that perception for people, especially on their phones and their news feed, um, through retargeting and just all that stuff.
30:17
SPEAKER_03: But it it takes piecing together all the different things with that end goal in mind, be seen everywhere as often as possible.
30:25
SPEAKER_04: Right.
30:26
SPEAKER_03: Uh I want to switch gears real quick because uh I I'm so glad that you talked about that.
30:31
SPEAKER_03: I I love when we can get real practitioners, people who have grown a very successful business that are that they understand that, they get that, and they're that's what's helping to grow their business.
30:42
SPEAKER_03: So thank you for sharing that.
30:43
SPEAKER_03: But um, let's talk listing presentation.
30:47
SPEAKER_03: What are you guys doing anything special in your listing presentations?
30:50
SPEAKER_03: Do you have any special tips or or uh or anything like that that you think really helps give you guys a leg up?
30:58
SPEAKER_01: Um, I hate the word presentation, you know.
31:01
SPEAKER_01: Um so we don't we don't ever call it a listing presentation.
31:04
SPEAKER_01: Um we don't um the way the way that we look at it, um a presentation I think is something that happens when you're um in a class looking at a at a at a uh PowerPoint.
31:16
SPEAKER_01: A presentation is something um a car salesman does when he's trying to outline the features of a car.
31:22
SPEAKER_01: Okay.
31:23
SPEAKER_03: It describes a typical listing presentation.
31:25
SPEAKER_01: Yeah, yeah.
31:26
SPEAKER_01: Yeah.
31:26
SPEAKER_01: So you're in terms of that, okay, if you if you're preparing for a listing presentation, okay, um, inherently you become a presenter.
31:36
unknown: Okay.
31:36
SPEAKER_00: Yes.
31:37
SPEAKER_01: So you have you have something that you want to share or to give.
31:42
SPEAKER_01: Okay.
31:42
SPEAKER_01: Really, um, Simic Simon Sinek said it best, right?
31:45
SPEAKER_01: You got to start from the inside out, right?
31:48
SPEAKER_01: So um it's funny, I don't have, I mean, we have a listing presentation.
31:52
SPEAKER_01: I mean, it's a PDF file.
31:53
SPEAKER_01: Um, I don't ever bring it.
31:55
SPEAKER_01: I mean, I literally come empty-handed.
31:58
SPEAKER_02: You know.
31:58
SPEAKER_01: Um, for me, um, when you go into your doctor's office with a problem, um, he doesn't have a bunch of brochures waiting for you in his office.
32:07
SPEAKER_01: Okay.
32:07
SPEAKER_01: Um, you have a one-to-one conversation with him.
32:10
SPEAKER_01: Okay, he's there, okay, to assess what the problem is, and then after a full evaluation, come up with his professional recommendation as to what you ought to do.
32:20
SPEAKER_01: Okay, and that's that's that is really no different than than how we approach it.
32:25
SPEAKER_01: I mean, that is almost exactly how um we approach it.
32:28
SPEAKER_01: And um, so we, you know, we often say we're the doctors of real real estate, you know, and so um I don't go with anything, I don't have a single sheet of paper with me.
32:35
SPEAKER_01: You know, I may have my phone to my iPad to take down some notes, um, which is important so you don't forget.
32:40
SPEAKER_01: But um I don't I don't carry with me a listening presentation.
32:43
SPEAKER_01: I'm there.
32:43
SPEAKER_01: Um I have script, I've done this enough to where I know the questions that I need to be asking on in order for me to help or best help them, you know, and that's really what's there.
32:53
SPEAKER_01: 90 10 rule, okay.
32:54
SPEAKER_01: Um it's not them, it's not you talking and presenting 90% of times and then them saying yes, no, maybe 10% of times, okay.
33:03
SPEAKER_01: It's the other way around, okay.
33:05
SPEAKER_01: 10% allows you just enough um air time, okay, for you to ask the questions, okay.
33:12
SPEAKER_01: 90% of that time, if it's an hour, okay, is spent them telling you what their situation is.
33:19
SPEAKER_01: And that's where you're making the assessment.
33:21
SPEAKER_01: Okay.
33:21
SPEAKER_01: So it's like, you know, when you talk, when you're when your friend calls you after seven years of not talking to you, and he wants to talk his, you know, talk your brain off for an hour, and then you're listening, and the at the end at the end of the conversation he goes, wow, Dustin, like that was the best conversation I've had in 10 years.
33:35
SPEAKER_01: You know, he did most of talking, you know, because he wanted to get off what he wanted to get off.
33:40
SPEAKER_01: But to him, it was still a great conversation, you know.
33:42
SPEAKER_01: And so we try to um structure it, and this is very intentional.
33:47
SPEAKER_01: You know, we don't go in there just winging it.
33:48
SPEAKER_01: I don't want any of your listeners to think that I'm winging it when I go there.
33:51
SPEAKER_01: I'm very strategic in what I do.
33:53
SPEAKER_01: Okay.
33:53
SPEAKER_01: My questions are all in some type of order to where we're gonna, I'm gonna find out exactly what I need to find out from them in order for me to help.
34:02
SPEAKER_01: Okay, that's again, no different than a doctor, right?
34:04
SPEAKER_01: He starts narrowing down, okay, is it sharp pain?
34:07
SPEAKER_01: Is it dull pain?
34:08
SPEAKER_01: How long have you had it?
34:09
SPEAKER_01: Have you had any symptoms?
34:10
SPEAKER_01: Are you taking anything?
34:11
SPEAKER_01: I mean, it's a full analysis, and that's what we do.
34:13
SPEAKER_01: Okay.
34:13
SPEAKER_01: And only at the very end, okay, do you speak up and go, you know what?
34:17
SPEAKER_01: Based on what you've said, this is what I would offer in terms of my personal recommendation.
34:23
SPEAKER_01: And if you do that, I mean, you don't need any presentation.
34:25
SPEAKER_01: I mean, you've already got the business.
34:28
SPEAKER_03: I think most agents in their presentations, it's just a it's a PDF or a PowerPoint with a bunch of crap about their brokerage, a bunch of crap about how long they've been an agent and this, that, and the other thing.
34:38
SPEAKER_03: And the the better ones understand that the seller only gives a shit about how much they're gonna make and what you're gonna do for them and how you're gonna do it.
34:45
SPEAKER_03: Uh, so like if you can just get that tone right and deliver that message, you're gonna do better than most.
34:51
SPEAKER_03: But uh it's interesting.
34:53
SPEAKER_03: I've heard a lot of really, really like top producers kind of laugh at that.
34:58
SPEAKER_03: They're like, I don't have a listing presentation.
35:00
SPEAKER_03: Like, I go and we have a conversation, I ask questions, and I listen.
35:04
SPEAKER_03: And uh, so that that's a very common theme from those that are selling a lot of listings, which means you have to get the listings first, which you're doing.
35:12
SPEAKER_03: Uh, what are what are some of those questions that you ask?
35:14
SPEAKER_03: Like when you show up, kind of walk us through you know, the average um listing meeting, if you will.
35:20
SPEAKER_03: Um, what does that look like?
35:22
SPEAKER_03: And what kind of questions are you asking?
35:23
SPEAKER_01: Yeah, absolutely.
35:24
SPEAKER_01: I mean, um, when I walk in, you know, uh, the first thing I like to do is I I ask for permission to see if um, you know, they would be willing to um show me their house.
35:34
SPEAKER_01: You know, so I'll walk in, I'll say, hey, you know, do you want to walk me through real quick?
35:38
SPEAKER_01: Um, I kid you not, if if they have, if they're if they're eager, okay, they're gonna want you to ask this question.
35:43
SPEAKER_01: Okay, they're gonna want you to ask if they can show them their house, okay, which you're giving them an opportunity and you're also assessing you know what condition the house is in because you're preparing yourself um for the end kind of the dialogue of what the recommendation is gonna be.
35:58
SPEAKER_01: If you go straight to the kitchen table and you start talking and whatever, you can't make a fair assessment.
36:04
SPEAKER_01: So the first thing I do is ask for a tour.
36:06
SPEAKER_01: And usually nine times out of ten, they'll be like, great, fantastic.
36:09
SPEAKER_01: Here's the garage, here's what we've done.
36:11
SPEAKER_01: You know, they're they're eager and they're willing to do that.
36:13
SPEAKER_01: Once we do that, I pick a really good common location, not in the bedroom, not in a bathroom, okay, um, a kitchen uh peninsula or an island or the table, uh, somewhere where we can um uh face each other face to face, um, where it's quiet, that we can have a good conversation, you know, any distractions, anything like that.
36:33
SPEAKER_01: And then um, yeah, and then I basically just start off with you know asking, you know, why am I here?
36:38
unknown: Okay.
36:39
SPEAKER_01: I mean, I know you're a busy person, it's COVID, you you know, you even risk, you know, to a certain level your health.
36:45
SPEAKER_01: Why am I here?
36:46
SPEAKER_01: Why did you invite me here?
36:47
SPEAKER_01: Why did you allow me to enter into your home?
36:49
SPEAKER_01: Okay.
36:49
SPEAKER_01: Um, so I start very broad, um, try to find out just kind of what their um their their problems are or their pains, you know, um, or their pleasures.
36:59
SPEAKER_01: You know, they may be looking to sell down and move to a bigger house, you know, so they're excited about that process.
37:03
SPEAKER_01: So I try to identify those um those um intangibles, okay.
37:08
SPEAKER_01: Um again, it's not, I firmly believe it's not what you say, but how you make them feel that really lasts.
37:13
SPEAKER_01: It's it's it's a lasting memory.
37:15
SPEAKER_01: And so I want to get out, I want to extract as much of those feel-good or painful experiences that they're either feeling or wanting to feel.
37:24
SPEAKER_01: Okay.
37:25
SPEAKER_01: Um, and so yeah, I mean, a series of questions.
37:27
SPEAKER_01: I mean, I won't go through my whole presentation, but I start with that, I get more specific as to, you know, I do ask some real estate related questions, you know, but I want to, again, you want to keep that to a minimum, right?
37:36
SPEAKER_01: Um, as far as our number of bedrooms, bathrooms, and stuff like that.
37:40
SPEAKER_01: Um, I I've even taken a step further and instead of asking, okay, how many bedrooms are you looking for?
37:46
SPEAKER_01: How many bathrooms are you looking for?
37:48
SPEAKER_01: I mean, such a such a real estate question, right?
37:51
SPEAKER_01: So it's it's it, I mean, it it bugs me, right?
37:53
SPEAKER_01: How else can you ask that question and kill two birds with one stone, right?
37:59
SPEAKER_01: Well, do you have a family?
38:00
SPEAKER_01: You know, how many kids do you have?
38:01
SPEAKER_01: They I mean how old are they?
38:03
SPEAKER_01: Are they in school?
38:03
SPEAKER_01: I mean, what's so in assessing that, you can take the initiative and say, well, you've got three kids, um, so I'm guessing you're gonna be what looking for what?
38:11
SPEAKER_01: At least a three, four bedroom, is that correct?
38:13
SPEAKER_01: Right?
38:13
SPEAKER_01: So you've taken the initiative based on, and that also affirms that you're listening, okay, as opposed to asking, okay, you want three bedrooms, two baths.
38:20
SPEAKER_01: Got it, noted.
38:21
SPEAKER_01: Okay, you're asking, well, you've mentioned you've got Karen, Susie, and Joe.
38:25
SPEAKER_01: Um, so I'm sure that the two can share, but the the teenager would probably want their own room.
38:30
SPEAKER_01: So you are we looking for a three, four bedroom at the very least.
38:33
SPEAKER_01: Yeah, absolutely.
38:34
SPEAKER_01: Boom, you've you've built a little bit more rapport than asking how many bedrooms and bathrooms are it looking for.
38:39
SPEAKER_01: Um, so I do that at the very end, again, um I find out I I never, you know, I always address the elephant in the room.
38:45
SPEAKER_01: Uh, they want to know about how much they're gonna net.
38:48
SPEAKER_01: Okay, and and a big part of that is commission.
38:50
SPEAKER_01: Okay, so we talk about commission.
38:52
SPEAKER_01: I have a little one pager that I bring sometimes.
38:54
SPEAKER_01: It literally has an elephant in the room, like a cartoon drawing.
38:57
SPEAKER_01: And I go, we're gonna address this, so don't worry.
39:00
SPEAKER_01: Um, and so that and then I'll go into I'll ask them as and ask them to say, Are you interested in our commission structure?
39:06
SPEAKER_01: You know, sometimes I say, you know what, you've got the job, tell me what it is, we'll get it done.
39:09
SPEAKER_01: I'll send a listing presentation with our six, six percent, seven percent.
39:13
SPEAKER_01: I've even done seven percent um listing fees.
39:15
SPEAKER_01: So I've gotten four and a half percent before.
39:18
SPEAKER_03: So nice.
39:19
SPEAKER_03: Uh okay.
39:20
SPEAKER_03: So to wrap up the whole listing meeting, um, getting them to take action or or asking them, asking for the close, if you will, like like a you know, a salesperson would say, um, what are you doing?
39:34
SPEAKER_03: Like any particular way, or does it just depend on the conversation and how it flows?
39:38
SPEAKER_01: Um, no, it's it's very structured.
39:40
SPEAKER_01: All my closings, if you want to call it that, are are structured the same way.
39:44
SPEAKER_01: There's there's no me asking them, are they gonna sign?
39:47
SPEAKER_01: Um, there's no awkward, like, oh, hey, here's the listing contract.
39:52
SPEAKER_01: You know, now you know you bring out your pen and it gets real awkward.
39:55
SPEAKER_01: There's none of that.
39:56
SPEAKER_01: Um, I don't, if they're if they're if I'm gonna leave that meeting and they're gonna end up interviewing for another agent and then they're gonna bring a sheet of paper and get it signed, that's fine by me.
40:05
SPEAKER_01: Then I really I really haven't done my job.
40:07
SPEAKER_01: So um, I don't bring the listing contract with me.
40:09
SPEAKER_01: Again, I know this may be a controversial thing, you know, it's like, oh, well, you got to get it signed.
40:14
SPEAKER_01: Because if you leave and you know, over the 24 hours, someone else, I mean, that's fine.
40:17
SPEAKER_01: I mean, if if if if within 24 hours someone's gonna jump in and do a better job, then they did they deserve the job.
40:24
SPEAKER_01: Um, so for me, I know full well, I'm confident that when I leave, what we discussed is what's gonna happen, is what's gonna transpire.
40:31
SPEAKER_01: So I leave the conversation, I ask if there's any other questions they have for me.
40:35
SPEAKER_01: I instruct them of what's gonna happen.
40:37
SPEAKER_01: I say, once I leave here, okay, I'm gonna prepare uh a full evaluation, evaluation of your property.
40:44
SPEAKER_01: Okay.
40:44
SPEAKER_01: There's no way if you're an agent out there and you're bringing a comp report with you, okay.
40:50
SPEAKER_01: I don't know how you're making a fair assessment of the house without even having looked at it.
40:54
SPEAKER_04: Right.
40:55
SPEAKER_01: So I do that once I leave, okay.
40:58
SPEAKER_01: I email them within the close of business evaluation based on what I saw and what we talked about.
41:04
SPEAKER_01: Um, I give them a price range as far as um again, you want to control the process, but you never ever make decisions on behalf of your clients.
41:12
SPEAKER_01: Okay, so I never say, seller, you should list that 2 million or 2.5 million.
41:17
SPEAKER_01: Okay.
41:18
SPEAKER_01: I provide them based on my analysis a range.
41:20
SPEAKER_01: So I may say, based on my research, the valuation, the market value of your home is between 1.8 and 2.1.
41:30
SPEAKER_01: Okay.
41:30
SPEAKER_01: And I explained to them during the presentation, I call it a presentation, during the dialogue, that as long as it's within that range, we're within market value.
41:40
SPEAKER_01: Okay.
41:40
SPEAKER_01: It's up to them if they want to go on the lower end, okay, and be more competitive and drive up offers and make it competitive.
41:47
SPEAKER_01: Okay.
41:48
SPEAKER_01: Um, or they can price it on the upper end to where they may risk higher days on market, maybe not, you know, maybe we may be pushing the 30 days on market, which is not gonna be, you know.
41:58
SPEAKER_01: So I always push for somewhere in the middle or on the lower end, so at market value or slightly under is the way I use the verbiage.
42:06
SPEAKER_01: And I explain what the benefits of doing that are.
42:08
SPEAKER_01: It makes your job a lot easier because you're gonna have a lot of interest.
42:12
SPEAKER_01: And also it creates it creates a um a competitive environment to where you can have competing offers, which is what you want for your seller.
42:21
SPEAKER_01: And you explain to them and you bring and you share examples of how you've deployed the strategy, and they've netted more money than pricing it high.
42:30
SPEAKER_01: Pricing it at 2.2 doesn't mean you're gonna get 2.2.
42:34
SPEAKER_01: You know, maybe pricing it at 199, making it competitive, will end up netting you more money, which is usually the case.
42:40
SPEAKER_03: Uh I dude, I love this so much because you're getting specific and and tactical.
42:45
SPEAKER_03: So thank you for that.
42:46
SPEAKER_03: In summary, some of the takeaways there, like the themes, you have confidence.
42:51
SPEAKER_03: So like you, you're like you're instructing them.
42:54
SPEAKER_03: Like you the you use the word instruct.
42:56
SPEAKER_03: You're instructing them and teaching them, here's how this works.
43:00
SPEAKER_03: Like, here's how we're going to do this.
43:02
SPEAKER_03: We're gonna we're gonna do what you want, but here's how we're going to do it.
43:06
SPEAKER_03: And so that just that just exudes confidence rather than asking or hoping, or like, hey, I hope you'd give me a chance.
43:13
SPEAKER_03: Would you consider hiring me?
43:14
SPEAKER_03: Like so many agents do that, and it's because of a lack of confidence or uh, you know, in their skills or whatever.
43:21
SPEAKER_03: So, and you're doing the opposite.
43:23
SPEAKER_03: Um, how long did it take you to learn that?
43:25
SPEAKER_03: Is that something you were taught in the beginning, or is it something you just kind of have to grow into?
43:30
SPEAKER_01: Um, it it takes practice.
43:32
SPEAKER_01: I mean, you could be the worst basketball player, but you do it enough, you take enough free throw shots.
43:35
SPEAKER_01: I mean, you're gonna get better at it, you know.
43:37
SPEAKER_01: But oftentimes, 98% of people aren't the one percenters because they're not willing to put in that work.
43:42
SPEAKER_01: They're not willing to shoot, you know, 150 free throws a day to get better at it, you know.
43:47
SPEAKER_01: And so um, you know, um link up with someone, you know.
43:51
SPEAKER_01: I mean, I all my agents have the luxury of coming with me to all my presentations if they want, you know.
43:56
SPEAKER_01: So, so see it, watch it, say it, practice it.
44:00
SPEAKER_01: You know, I always say you got to memorize it first, okay.
44:03
SPEAKER_01: Um, I mean, verbatim.
44:05
SPEAKER_01: I mean, don't even switch around a word.
44:08
SPEAKER_01: You know, use verbatim what the script we have in place, okay.
44:12
SPEAKER_01: The only way you could really get good at it is after you've memorized it, okay.
44:17
SPEAKER_01: You've got you start to then the next stage of that is to start to internalize it.
44:21
SPEAKER_01: Now, what that means is you know what you're saying, you know the words that are coming out of your mouth, like when I'm on set, I gotta know my lines.
44:28
SPEAKER_01: Okay, I can't get into character if I don't even know my lines.
44:31
SPEAKER_01: I mean, they're gonna tell cut, right?
44:32
SPEAKER_01: The director's gonna say, cut, we're gonna do it over.
44:35
SPEAKER_01: Um, so memorize it for certain.
44:36
SPEAKER_01: I mean, if you need to go practice and say it verbatim, and you're gonna sound like a robot, but do that, you know.
44:42
SPEAKER_01: And then once you've memorized it, once you can say it in your sleep, you know, I always say, hey guys, I tell my I tell my agent, I say, if I run into you in the grocery store and I tell you to script your open house script or your or your new agent, I mean your new online lead script, they should be able to recite it like that.
44:58
SPEAKER_01: I mean, without hesitation.
45:00
SPEAKER_01: When and only when you've done that can you start to internalize it?
45:03
SPEAKER_01: And what that means is they've now really understand the words that are coming out of their mouth.
45:08
SPEAKER_01: Okay, why am I asking about their family?
45:11
SPEAKER_01: Why am I asking about their occupation, their recreation, their dreams?
45:14
SPEAKER_01: Okay, why am I asking these questions?
45:16
SPEAKER_01: When you start to internalize it, that's when you really take a gigantic leap forward, and that's where the confidence comes from.
45:23
SPEAKER_01: Okay, you can't build confidence when you're still trying to memorize, trying to figure out what you're gonna say.
45:28
SPEAKER_01: Okay, only after you've done that and you've in or you've begun or started to internalize the scripting can you become confident.
45:37
SPEAKER_01: And then that just kind of you know goes back and I mean it kind of builds on each other.
45:40
SPEAKER_01: And so um, I mean, yeah, I mean, I I've never had really had a confidence issue, but um, was this easy for me um from the beginning?
45:47
SPEAKER_01: Absolutely not.
45:48
SPEAKER_01: You know, I mean I've you know I've tried winging it, you know.
45:50
SPEAKER_01: I you know, hey, you know, I'm a confident guy, you know, like I'm gonna walk in there and take the business.
45:54
SPEAKER_01: You'll learn very fast that that's not gonna work, you know.
45:57
SPEAKER_01: So have the confidence, but the confidence comes from practice of internalizing it.
46:01
SPEAKER_01: And then only after you've internalized it, okay, only after you've internalized it can you take that and then customize it to your personality, you know, to however you'd like.
46:12
SPEAKER_01: But don't even think about customizing before you've memorized, don't even think about internalizing until you memorize it.
46:18
SPEAKER_03: It's no surprise that you've been able to do so well.
46:21
SPEAKER_03: And in your team is what, number one at EXP in all of Hawaii?
46:24
SPEAKER_03: Is that right?
46:26
SPEAKER_01: Two or three months running.
46:27
SPEAKER_01: I don't know.
46:27
SPEAKER_01: I mean, you know, someone may have come in, but uh, yeah, as far as I know.
46:31
SPEAKER_03: Love it, man.
46:32
SPEAKER_03: That that's that's super cool.
46:33
SPEAKER_03: Um, and no surprise why that is.
46:37
SPEAKER_03: Last question, and then we'll get into the the quick rapid fire questions at the end.
46:41
SPEAKER_03: Um, what what's your number one tip for a brand new real estate agent?
46:46
SPEAKER_03: Maybe they just got their license or they're considering it.
46:48
SPEAKER_03: What do they need to know right now?
46:52
SPEAKER_01: Yeah, I mean, when they're in the business and licensed, um, as we've mentioned a couple of times before, um sit as many open houses as possible.
46:59
SPEAKER_01: Okay.
47:00
SPEAKER_01: I mean, that's so important now.
47:02
SPEAKER_01: Okay.
47:02
SPEAKER_01: Um, the other thing is um really find a good mentor, you know.
47:06
SPEAKER_01: Um, it may not come in the form of a brokerage and probably won't.
47:10
SPEAKER_01: I'm just being real.
47:11
SPEAKER_01: You know, if you're if you're joining a brokerage because they're selling you the idea of support, probably not, you know.
47:16
SPEAKER_01: So find an individual who's gonna dedicate a portion of their time and effort and perhaps money, okay, to helping you.
47:23
SPEAKER_01: Okay, that's gonna be really important.
47:25
SPEAKER_01: Okay.
47:26
SPEAKER_01: Um, work out some sort of fair structure to where if they're helping you, you know, from your first, you know, two or three closings, they're getting a cut, you know, just to make it worth their time.
47:35
SPEAKER_01: Um, but um, I mean, I I mean, you know, we're we're always open to to finding new talent, you know, we're not out actively recruiting, but if someone again shows the initiative, shows you know that they're willing to put in the work, shows, you know, um fits our cultural environment, you know, our culture, our team's culture, then uh we certainly entertain it.
47:52
SPEAKER_01: So I mean, a team could be a fantastic place to learn.
47:56
SPEAKER_01: I mean, I know I know my agents have um I think really kind of benefited from the team support and training.
48:01
SPEAKER_01: But um, yeah, open houses when you start, no matter what, and then finding a good mentor or someone who's a little bit more experienced.
48:08
SPEAKER_01: Um, I would I would really caution that too.
48:10
SPEAKER_01: Um, when I first started, I had plans of interviewing and buying lunch as for as many top 100 agents as possible.
48:17
SPEAKER_01: So I can you know kind of pick their brain.
48:19
SPEAKER_01: Um, I made the mistake of talking to agents that have been 30, 40, 50 years in, you know, and they told me not to cold call, not to do open houses.
48:27
SPEAKER_01: Well, they can afford to do that because they have 30 years of um past clients, right?
48:32
SPEAKER_01: Um, but as a new agent, that's not going to be very effective for you.
48:36
SPEAKER_01: So someone who's maybe two, three, five, seven years at the most in, I mean who have been in your shoes literally four years ago, um, that can kind of tell you, you know, what to do, what not to do, I think will be greatly beneficial.
48:51
SPEAKER_03: Great advice, great advice.
48:53
SPEAKER_03: So at the end of every podcast interview, we like to do these rapid fire questions.
48:57
SPEAKER_03: So I'm gonna ask you uh either or you just pick one or the other.
49:01
SPEAKER_03: You can elaborate if you'd like, but you don't have to.
49:03
SPEAKER_03: And then I have a couple open-ended questions at the end.
49:06
SPEAKER_03: And then after these, we'll give people a chance to uh we'll let them know where they can find you, where they can follow you, and see what you and your team are up to.
49:14
SPEAKER_03: All right, my friend, Facebook or Instagram?
49:18
SPEAKER_03: Instagram.
49:20
SPEAKER_03: Instagram or LinkedIn?
49:23
SPEAKER_01: I don't really mess too much with LinkedIn, so Instagram.
49:26
SPEAKER_04: Books or podcasts?
49:30
SPEAKER_04: Both podcasts or audiobooks.
49:41
SPEAKER_01: Audiobooks.
49:42
SPEAKER_01: Or I don't know, I mean it really depends, but I I would say, again, in that case, both as well.
49:47
SPEAKER_03: Nice.
49:47
SPEAKER_03: iPhone or Android?
49:50
SPEAKER_01: iPhone.
49:50
SPEAKER_03: Good call.
49:51
SPEAKER_03: Alexa or Google Home.
49:54
SPEAKER_01: Alexa just notified to Alexa.
49:57
SPEAKER_03: It's probably a thousand people as Alexa just went off.
49:59
SPEAKER_03: I love doing this shit every week.
50:00
SPEAKER_03: It's funny to me.
50:02
SPEAKER_03: Burgers or pizza?
50:04
SPEAKER_03: Pizza.
50:05
SPEAKER_03: New York or LA.
50:08
SPEAKER_03: Oh.
50:09
SPEAKER_01: We're just in New York, so New York.
50:12
SPEAKER_03: Nice.
50:12
SPEAKER_03: Yeah, your pictures were amazing.
50:14
SPEAKER_03: It makes me want to go there now before the crowds get crazy again.
50:17
SPEAKER_01: Oh yeah.
50:17
SPEAKER_01: I mean, it was it was super crazy to see New York that empty.
50:20
SPEAKER_01: It was I mean, unbelievable.
50:21
SPEAKER_03: It's it's like a movie, right?
50:22
SPEAKER_03: Like I am legend or something weird.
50:25
SPEAKER_03: Like it's man.
50:27
SPEAKER_03: It's kind of sad.
50:28
SPEAKER_03: Yeah.
50:30
SPEAKER_03: NFL or NBA.
50:33
SPEAKER_03: NFL.
50:35
SPEAKER_03: NFL or Major League Baseball.
50:37
SPEAKER_03: NFL.
50:39
SPEAKER_03: Mountains or beach.
50:42
SPEAKER_01: Ooh.
50:43
SPEAKER_01: For me, mountains.
50:44
SPEAKER_01: Yeah.
50:44
SPEAKER_01: I know.
50:45
SPEAKER_01: We live in Hawaii, but I love the mountains.
50:48
SPEAKER_03: You guys have mountains on Oahu, right?
50:50
SPEAKER_01: Oh yeah.
50:50
SPEAKER_01: Beautiful.
50:51
SPEAKER_03: Yeah.
50:51
SPEAKER_03: I still haven't been there.
50:53
SPEAKER_03: Still haven't been there thanks to COVID.
50:54
SPEAKER_03: I was gonna come this year, but I gotta come see you guys.
50:56
SPEAKER_01: Yeah, absolutely.
50:58
SPEAKER_03: Podcasts or vlogs?
51:01
SPEAKER_03: Podcasts.
51:03
SPEAKER_03: YouTube or Facebook Live?
51:07
SPEAKER_04: YouTube.
51:09
SPEAKER_03: Um Uber or Lyft?
51:11
SPEAKER_03: Uber.
51:12
SPEAKER_03: Gary V or Grant Cardone.
51:15
SPEAKER_03: Neither.
51:17
SPEAKER_03: Yeah.
51:18
SPEAKER_03: What's the most impactful book you've ever read?
51:23
SPEAKER_01: Man, I mean I know you get this answer a lot for investment.
51:27
SPEAKER_01: You know, I started off reading Rich Dad, Poor Dad.
51:30
SPEAKER_01: Um for real estate sales, I would say the one thing.
51:37
SPEAKER_03: Is that Gary Keller?
51:39
SPEAKER_03: Yeah.
51:39
SPEAKER_03: Yeah, okay.
51:40
SPEAKER_03: I I'm like waiting for you.
51:41
SPEAKER_03: I'm like, the one thing, what?
51:42
SPEAKER_03: Like the one thing is what yeah, the Gary Keller book.
51:46
SPEAKER_01: Yeah, I believe that's a little title, yeah.
51:48
SPEAKER_03: Nice.
51:49
SPEAKER_03: And then give us an app recommendation.
51:51
SPEAKER_03: Any apps that you're obsessed with right now or that you just discovered that you that you want to recommend?
51:56
SPEAKER_01: Um, I mean, just in general or about real estate?
52:00
SPEAKER_03: Whatever, in general, but whatever.
52:02
SPEAKER_01: I don't know, man.
52:03
SPEAKER_01: I keep my iPhone pretty simple.
52:05
SPEAKER_01: Um I I should probably see what other apps out there, but um, I mean, obviously, Google Calendar, I'm on it every day.
52:12
SPEAKER_01: Um, I use Robinhood for my investments.
52:14
SPEAKER_01: Um, obviously Instagram, so nothing, nothing too crazy there.
52:17
SPEAKER_03: Have you uh been messing around with Clubhouse yet?
52:21
SPEAKER_01: No, no, it's probably good.
52:24
SPEAKER_03: It is okay.
52:26
SPEAKER_03: It I love Clubhouse, I think it's incredible, but it sucks a lot of time.
52:30
SPEAKER_03: Like you it's just a different animal, man.
52:33
SPEAKER_03: It's like live interactive podcasts.
52:36
SPEAKER_03: So uh yeah, once you I think eventually you you'll get into it and you'll like it, but it's uh it can really suck you in.
52:42
SPEAKER_01: Is it like uh like a chat, like an audio chat room?
52:46
SPEAKER_03: Yeah, yeah.
52:47
SPEAKER_03: So there's no DMs, there's no likes or anything like that.
52:50
SPEAKER_03: It's just you jump into rooms and there's certain speakers, and then there's the audience, and you can always raise your hand and be called up on stage to to speak or give your two cents.
53:00
SPEAKER_03: But it's really, really interesting.
53:02
SPEAKER_03: Um, I've I've told this story on the show before, but one of my the first couple days I was on Clubhouse, I jumped into this room that Grant Cardone and Soldier Boy, the rapper, they were like debating wealth strategies and like money and and what to do, and it was bizarre because like it was really good shit, like tactical stuff.
53:21
SPEAKER_03: It's like, wait a minute, I'm I'm listening live to Grant Cardone and Soldier Boy, and then Ty Lopez jumps into the room and starts talking about like how he bought Pier 1 imports, and it's it's just unique.
53:34
SPEAKER_03: Like the gatekeepers are gone, there's no barrier anymore, and it was all happening live.
53:37
SPEAKER_03: It's really, really interesting.
53:39
SPEAKER_01: That's cool.
53:40
SPEAKER_03: Yeah, all right, my friend, where can people find you?
53:43
SPEAKER_03: Where can they follow you?
53:44
SPEAKER_03: Um, so they can see what you're up to.
53:47
SPEAKER_01: Yeah, our real estate website is Zeus Group Hawaii.com.
53:51
SPEAKER_01: Uh, we're now getting ready to again service um all islands.
53:54
SPEAKER_01: Um, my personal um Instagram is the Zeus Kang.
53:58
SPEAKER_01: Um, so you can follow me there on Instagram and um yeah, Facebook as well.
54:02
SPEAKER_03: You have one of the best names in the business.
54:05
SPEAKER_03: You really do.
54:06
SPEAKER_03: How isn't that nice to be able to brand yourself with an awesome name?
54:10
SPEAKER_03: It's a double story because if you piss people off, they'll never forget you, right?
54:14
SPEAKER_03: That's true.
54:15
SPEAKER_03: Good point.
54:16
SPEAKER_03: Yeah, very good point.
54:18
SPEAKER_03: We will link to your social media handles and your website in the show notes.
54:22
SPEAKER_03: So, whichever podcast uh player you guys are listening on, just click to the show notes and they'll be there as well as YouTube.
54:28
SPEAKER_03: If you're watching this on our YouTube channel, they'll be in the description.
54:31
SPEAKER_03: Zeus Kang, thank you so much, my friend.
54:33
SPEAKER_03: I appreciate you sharing all those details and all those tactics.
54:36
SPEAKER_03: That's uh really good stuff.
54:37
SPEAKER_01: Yeah, I appreciate it.
54:38
SPEAKER_01: I love your podcast and um yeah, keep doing what you're doing, man.
54:41
SPEAKER_01: It's very informative and and fun.
54:42
SPEAKER_03: Thanks, man.
54:43
SPEAKER_01: And I we got to link up uh uh in person one day soon.
54:46
SPEAKER_03: Absolutely, dude.
54:47
SPEAKER_03: I'm coming to Hawaii this year, it's happening this year.
54:50
SPEAKER_03: As long as they don't make me sit in a room for 14 days, I will uh uh I'll be out.
54:55
SPEAKER_03: Right on, brother.
54:56
SPEAKER_03: Thanks.
54:57
SPEAKER_03: Like I told you at the beginning, guys, you may not like what Zeus had to say.
55:00
SPEAKER_03: There's there's no magic bullet or magic words or like special secret to like bring listings flying in.
55:07
SPEAKER_03: If you haven't been doing the work to attract listings, you need to start.
55:12
SPEAKER_03: So then you can get listings six months from now, nine months from now, a year from now.
55:16
SPEAKER_03: Okay.
55:16
SPEAKER_03: That's that's how this works.
55:18
SPEAKER_03: Now, of course, you can still run Facebook ads for buyers, but make sure that the list of homes that you're offering is for homes that are not for first timers, like move up properties that are at the median or you know, above the median home price.
55:33
SPEAKER_03: So that those who are those that are clicking on it and opting in and wanting to see the list, chances are they already own a home.
55:39
SPEAKER_03: And if they do, they need to sell it first.
55:42
SPEAKER_03: So that's a huge, huge thing you can do to get seller leads.
55:46
SPEAKER_03: Okay.
55:47
SPEAKER_03: Run run an ad offering a list of homes that are move up homes.
55:51
SPEAKER_03: Okay.
55:52
SPEAKER_03: And then in the lead form on Facebook, ask them, do you currently own a home?
55:56
SPEAKER_03: And if they say yes, boom, there's your seller lead.
56:00
SPEAKER_03: Okay.
56:00
SPEAKER_03: That's how you get seller leads.
56:01
SPEAKER_03: You don't go straight at them and say, find out how much your home is worth.
56:05
SPEAKER_03: That can work.
56:06
SPEAKER_03: I've seen that work.
56:07
SPEAKER_03: There's ads and versions of it that work that we teach in the society that work.
56:11
SPEAKER_03: But the best way to get seller leads is to attract buyers or move up properties, buyers who already have a home, they need to sell it before they buy something else.
56:21
SPEAKER_03: So there you go, there's a little extra for you.
56:24
SPEAKER_03: Um, for today, guys, make sure you go over to the YouTube channel, Massive Agent on YouTube.
56:29
SPEAKER_03: The quick way, if you I mean of course, if you just Google Massive Agent YouTube or MassiveAgent Podcast.com slash YouTube, take it right there.
56:39
SPEAKER_03: Please subscribe and click the bell so that every time, uh, every time we launch a new video, you're gonna get notified and you're not going to miss it.
56:47
SPEAKER_03: And then make sure Friday afternoon, guys, Friday afternoons at 10 a.m.
56:51
SPEAKER_03: Pacific, 1 p.m.
56:52
SPEAKER_03: Eastern on Clubhouse to check out the Massive Agent Mastermind.
56:57
SPEAKER_03: And I'll see you guys there.
56:58
SPEAKER_03: Thank you so much for listening.
56:59
SPEAKER_03: Have a great weekend.
57:00
SPEAKER_03: Go sell some home.
57:02
SPEAKER_03: Take care.