#721: The Real Estate AI Revolution with Gogo Bethke

Episode Transcript
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(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is up, honey?
Bad Nation, man.
Thank you guys.

(00:21):
Tuning into another episode of One BigFire, episode 62, and we've got the one
and only Miss Gogo in the house with us.
What is going on everybody?
Hi.
Thank you for having
me.
Always great to have you.
Always great to have you.
And uh, I'm excited to jump in.
I mean, we, uh, we could have went live.

(00:41):
Five minutes ago, and itwould've already been great.
So already got a little nugget.
Thank you, Gogo.
But, uh, Al I'll let you tee it up.
Um, you, uh, you sent over, uh,something, a fun text about 25
minutes ago and, uh, we all, uh,started going down the rabbit hole.
So let's, uh, let's dive in.
Yeah, I mean, Jay, um, I'll just teeit up for Jay to, to go with this.

(01:02):
'cause he had sent me, well, itwas, it was two days in a row.
First, Mike sent me a really cool.
Well, you know, it was just aninteresting conversation between Mike
Delrey and, and another gentleman who,I don't know, um, just insightful, kind
of like if we were to create the newbrokerage, what would it look like?
Like the brokerage of the future?

(01:23):
And they had some really good points.
It was kind of, some of it wasreal vanilla, some of it was,
which is good because you alwaysgo back to the basic stuff.
Right.
And some of it was super insightful.
I think what they missed on was thenthe next day, Jay, he sent me, uh,
and, and Michael and you now thisGPT he created and asked it what the

(01:45):
AI brokerage of the future would be.
I don't know what promptedyou to do that, Jay?
Like, what I you on that like
eight hours a day?
You, dude, I'm on itall day every day, bro.
I just got done with aZoom call with someone.
Um, it was a very interesting co-sponsoranswer, uh, opportunity with a team
that's running a very similar to this AIcentric model in terms of high split, 85%.

(02:12):
They join the team and they do alot of the stuff on the back end.
It's not all AI centric, but, butit fits kind of the mold of that
and, and cus you know, customizethe whole, here's what you get.
If you co-sponsor with usplan, send it all back out.
Like it's just, I'm onit all day every day.
I use it for everything but.
What made me do that was after listeningto what I would say is probably the

(02:32):
most painful, you know, two hoursI've spent with Mike Reed on anything.
It was, you know, and it wasn't him.
I think it was just, you know, itwasn't they, they didn't have a plan.
They admitted that when they started, but.
I was, so, I was like, all right,you know, I, and instead of giving
chat GPT my thoughts, right?
Like make the case foran AI centric brokerage.
So I just went in and let, I wanted itto give it to me without, 'cause I tend

(02:56):
to, if I give it anything, you know,it leans in that direction, right?
So, um, and so, yeah, I just, I wantedto see, you know, what, what, what were,
you know, what was I missing and whatwas missing from that conversation.
'cause I felt like there was more thatcould have been covered and, and it, uh,
it spit out what was, what I would say is.
Certainly a lot of opportunity forus to leverage, um, to help agents

(03:18):
grow their businesses for sure.
Um, and you know, the brokeragethat nails this is gonna be.
Most likely the brokerage that wins.
Yeah.
And uh, before we dig into that, wehave the Queen B coming all the way from
Romania, a k, a, Florida, a k, a Michigan.
We don't even know where you're,you're bouncing around to these days.

(03:38):
Uh, we are blessed tohave Gogo, queen Gogo on.
Hi, Gogo.
Thank you.
So excited to be here.
I took some notes while you weretalking so I don't forget my thoughts.
Well, you're, you'realways a, you're a builder.
You know, you, you know, you,um, you've been building, um,
since, since the beginning.
You came to the country.
You fought through, you know, learningthe language and, and, and doing all the

(04:00):
things you've been on multiple times.
Everyone's heard your story,but now we're, it's like a new
phase of building right now.
So you, the cool part about thiswith Gogo is the one guarantee
we're gonna get her opinion.
But she doesn't even know what we'rereally gonna go and talk about.
We, we didn't even give her notes on this.
So we're gonna see how she goeson the fly and I know she's

(04:21):
gonna nail it, but I have no
idea what I walked into.
Yeah.
So, you know what's cool about whatyou did with the GPT was it talked
about, you know, the brokerage ofthe future, the AI operating system.
That's the first thingthat kind of caught my.
Attention and it talked aboutlike, you know, and, and we already
know that a lot of this stuffalready exists, but it's not great.

(04:45):
So, for instance, there's companiesout there that, there's people
building, um, GPTs for a ISAs is insidesales agents voice, SMS, uh, bots.
But the, in five years.
You're gonna, you know, I, I don'tremember when we talked about this, but
you're gonna want, you're not gonna wantthe human person picking up the phone.

(05:05):
You're not gonna wantwhat the human answer is.
You're gonna want the AIanswer 'cause it's gonna be
more thorough, more accurate.
You ain't gonna get a stutter,you're not gonna get, no, no offense,
Gogo, but you can't understandfrom the Philippines, you know.
You're, you're, you're gonnabe able to understand them
perfectly clear every single time.
I know I've been frustrated so many times,you know, on a customer service call that,

(05:29):
you know, it's, it's someone overseas.
Nothing against that.
We love our immigrants, but thesepeople are not, they're over there.
It English is a second languageto them and it's a struggle
sometimes to, to hear 'em.
And they don't know.
They just don't have the real knowledge.
They're going through the motions.
They may have a script that they read offof, and that's about all you're gonna get.
And, um, and, and the qualityof these calls are gonna go up.

(05:52):
So I literally wrote it down.
I had my, I asked my team this last week.
I said, how many employeesdid we have in 2022?
Pre COVID, one that waslike the big VA era, right?
Like the VA era just startedand we had 43 employees.
So in 2022 I had 43 employees.
Mind.
These are not American employees.
These are mostly VAs, right?
So I always run a very lowcost of doing business.

(06:13):
So having that many employees is whatit took to run my multiple businesses.
At the time they were mostly, um,VAs guess, guess what I have today?
Still have the same amount of companiesdoing better now than we did in 20 22, 9.
And you know, let's go deeperon how you were able to do that.
And still, yet you'regrowing your business.

(06:33):
More revenue, I'm assuming.
Yeah, more revenue, less expenses.
Um, also when you were saying themhaving accents, but also my biggest
problem was you can't rely on a human.
They get migraines, they get pregnant,they need vacations, they have national
holidays, you know, and especially whenyou use virtual assistance from another
country, their national holidays isdifferent than our national holidays.
Right.
So then suddenly there'sa holiday in Brazil.

(06:54):
Well, I live and work in America.
It's not a holiday forus, but at the time about.
70, 80% of my employees were from Brazil.
So if it's, if it's a national holidaythere, well, I just lost 80% of my
workforce for a day or two becauseit's a national holiday there.
So you are not going to have those.
Right Now, the other thing with the, withan ai, you lose the human element, right?

(07:16):
So if the AI cannot come up with thatNS answer, if it wasn't thought that NS
were, and you can't necessarily think onits own, if it doesn't understand your
business properly, then would it be ableto then guide you back to a, a human?
Right.
That would be my biggest concern.
People do get annoyed with AI and I feellike they don't trust, uh, a company

(07:37):
as much if there is AI versus a human.
So there's a negative side to that.
But the positive side for the businessis, I mean, your overhead is weight loss.
The, the, they work 24 7.
Yes, technology can break, butit's such a small percentage
where it says humans getting sickor, or needing to take time off.
And so.
You said the key word, Gogo, you said,I mean, you, you just said it and,

(07:58):
and this is what we were talking aboutlast week when, when we were talking
about this, bringing this, you know,the, the conversation where AI will
and we will be looking forward tohave a conversation with AI versus
a human was the word was trust.
Yes.
And it's just a matter of time, right?
Trust is just authenticity,vulnerability, transparency.
Times time.
It just needs time.
That's it.
As soon as there and it's trust.

(08:20):
Then, then the game switches and it'sclose and it's going so freaking fast.
It's just, it's, it's, and I and also feel
like if you can clone yourself,so if you already have the
trust in the industry, right?
And the AI that's talking to them isyour AI with your accent, and if it's
a video, then it's your image, right?
I feel like that trust can beearned, and especially if you teach

(08:40):
it some personality and give thema heads up, Hey, by the way, this
is my twin, this is my AI twin.
This is not me.
I know you feel like you're talkingto me, you're talking to my AI twin.
Right?
But if you can.
Create that version of yourselfand, and throw some humor at it.
Right.
I think you can earn your trust faster.
Well, I, I think it's like, you know,we, we've seen the, the early adopter

(09:01):
that that curve as it goes up and we'reso early in this process and, and.
Full transparency.
I'm not, I, I mean, I didn't,two years ago when AI started,
really, everyone's getting GPTs.
I didn't do it.
I, in fact, only from just a couplemonths ago, I got my own chat, g my
own personal, paid for chat, GPTIwas just using the free version.

(09:23):
Why?
Because I didn't, I didn't trust that.
I didn't know there was, it was trust.
John, what you had said.
Over time, that trust is gonna growbecause more people are gonna start
going down rabbit holes on, on their gp.
They're gonna, they're gonna getthe subscription, they're gonna
cave, they're gonna use Google less.

(09:44):
Day when people were like,I'm not gonna use email.
That's stupid.
Mm-hmm.
What is gonna do?
Right?
Like, you would be like, okay, like gotry to pay your, you know, access your
bank account without an email address.
Right.
Like it's, I don't think it'sgoing to be an, an option anymore.
We have to have it.
You know what's crazy?
So I, I jumped on, um, Google just to, toGoogle something and I was, I was like.

(10:07):
Where's Gemini?
And so I, I, I twisted it a littlebit where Gemini spit it out and
I was like, oh, okay, there we go.
Like, that's already to that point.
It's like mm-hmm.
I mean, it's just accelerating.
I mean, you know, the more you'rein it, it's just, it's remarkable
of, of how I think Speed.
Right.
And, and I think that's the,that's the competitive advantage.
And because that's, that's what we want.

(10:29):
People want speed and being able to,to provide that in, in real time.
Um, in, in everything that we'redoing is to speed up, but there's
some really awesome opportunities.
So, uh, I mean, let's talk throughthis while, especially while we have
Gogo's time here and get her perspectiveand, and get her viewpoint on it.
Um, 'cause do you want to kind ofwalk through kind of, you know, where,

(10:51):
where the opportunities, you know.
In the, this, you know, potentialmodel moving into the future.
Yeah, I think the, I think theimmediate obvious first opportunity
that we saw, and that I think mostpeople probably see is in, is in
lead generation and lead conversion.
Um, you know, today, 20, what isit that, you know, this is the

(11:12):
numbers that spit out 25 to 35% ofonline, online leads are contacted.
That's, that's actually pretty high.
That's actually our targetfor when we run ads and, and
agents are making those calls.
Um, and less than 5% convert,actually, probably more like one
to 3% is, is the real number.
So with ai, 70 to 80% contacted rate,you know, calls plus SMS, that's two

(11:35):
to three x times the appointment rates.
It never gets, you know, like Gogo'ssaying, never gets sick, never takes
a day off, never has a bad day.
You know, the efficiencies that yougain with dollars spent in marketing
are going to are, are literally,you know, a, a two, three x and,
you know, we're, you know, that'sthe, that's the biggest opportunity.
Um, you know, from, you know, I thinkan individual agent or a team or

(11:59):
somebody who's, you know, spendingmoney in lead gen, that's going
to be the, the number one thing.
We're already seeing it.
Um, without the AI agent making the calls,there's a lot of, you know, there's,
I've, I've seen many iterations already,and they're getting better and better.
I had somebody come to my house and showme one the other day and I was like,
man, y'all, y'all, this is crazy, but.
You know that, you know, they'restill selling that, right?

(12:20):
So they're gonna bolt that ontoyour CRM and it's, you know, it's
gonna be, you know, you know, 50797 and there was 1197 package.
And you know, it's if you did thedev and built one of these things
out yourself, you know, even thougha lot of this stuff you think you
could do with j Chad, JPT, there'sstill some, some hard cost into it.
Um, you know, you're probably 60, 80,000,but you know, it, it's a high, it's a

(12:42):
high ROI build, uh, to, to put in place.
So brokerages are all gonna happen,so it's not, um, and, you know,
it'll, it'll bolt onto, um, youknow, whatever CRMs being provided.
So, yeah, it, it's gonna bereally interesting to see.
It's gonna adapt, it'sgonna happen so fast.
Um, you know, like I said the other day,you know, you know, right now when I get
an AI on the agent, on the phone, it'sbeen trained with handling objections in

(13:05):
a very small, uh, amount of information.
When it has that information that allthe information and knowledge that,
that we're the experiences in lifethat we've had, you know, all of that,
then you're gonna want to talk to ai.
You're gonna rather talk to ai.
And so.
Yeah, I'd say, you know,it, it, it's fascinating.
But that's, that's the first one.
The first one is leadgeneration, lead conversion.

(13:27):
What, what we're doing with,um, better quality leads.
So 75 to a hundred leadson a three to $5 ad spend.
We're able to drop our lower and lowerour lead cost because we know who's,
guess who's picked the images, not Braden.
Braden used to think he was thebest image picker on the planet.
And, uh, you know, Chad GPTpicks the best image every time.
What market, you know, what pricepoint home should you put out there.

(13:48):
And, you know, you could go do allthe research and say, okay, this is
the hotspot in this market, but youknow, let chat GPT do all of that
heavy lifting with the integrationsinto what, what we're doing on Legion.
And, you know, it getsit right every time.
And so, you know, there's justso many little inefficiencies in
the process of generating leads.
That we're able to be super efficientwith what we're targeting, what we're

(14:09):
going after, and then knowing who theba, the buyer avatar is, what content
to create, to put in front of 'em.
Like all of that is just, you know, you'regaining so much efficiency there, and then
you put an AI agent on the phone, you,and you know, you're talking, you know,
you're talking five x difference in termsof, and so, you know, the, the people that
get it are gonna use it are gonna have wayhigher results and everyone else is gonna

(14:31):
be struggling and outta the business.
I, it does feel like it's, this is movingtowards, especially after reading this,
like this is gonna move towards the,the agents that do 60, 80, a hundred
transactions are gonna be doing evenmore of the transactions and the rest
of the people are gonna be doing none.
That's
the ones that can afford to set thesethings up, and they're also the one who

(14:51):
understand that this is needed, right?
The everyday agent still feels like,well, I'm not gonna spend money on it.
I have time to follow up.
Right?
Where the busy agents alreadylike, oh, my head is spinning,
nor should I be doing this.
Have you seen, I wanna say itwas in Portugal, the first AI.
Google robot agent thatmade a million dollar GCI, I
wanna say it was in Portugal.

(15:12):
Um, so everyone can google thatarticle and read it, but literally,
if it's not even a human thatclosed a million dollars in gci.
Yeah.
Um, so it, it's here to say, theother thing I wanna add on as you
were talking, like, I'm literallygoing through this right now.
I had to fire someone yesterday.
Somebody gave me a twoweeks notice a week ago.
So she's here until Friday.
And then, um, one quick yesterday.

(15:33):
So one quick yesterday when I firedand someone gave me a two weeks notice.
So with that being said, um, you arenot gonna have any of that problem.
So the whole, the, by the time youfind somebody, right, you have to go
through that whole time of finding them.
Then you go through thewhole time of training them.
It takes, I would say, in my case, ittakes a good 90 days for all of my, the

(15:54):
employee that we just hired, to feellike their head is above water, right?
Like they're catching on witheverything that we have going on.
You are only gonna haveto do that one time.
And that AI is gonna be the dumbestat that time, because over time, as
you keep feeding it information, it isliterally going to become a genius, right?
It's always gonna know everything.
You not going to have to hire,you, not going to have to trade,

(16:15):
and it works for you 24 7.
So I think that there's no,there's no way around this.
Like you cannot do better businessthan doing it with technology.
But I always been a technology fan.
You know, when the funnelscame around, I built funnels.
When you name it likeManyChat came around.
I use ManyChat from day one.
So I think it's here to stayand everybody needs to like
get in or you'll be a dinosaur.

(16:35):
Yep.
Yeah, no doubt about that.
Yeah, go ahead Al. Well, I, I wanted totalk about, um, we did a video a couple
years ago, guys, and you were, you, youguys both remember we were all on it
called the death of the real estate team.
And obviously, um, that really had a lotto do with the transformation of what

(16:55):
we were talking about is the old model.
What the, the Gary Keller's, uh,red Book model and how no one really
ever just, I mean, there's very fewpeople that actually could nail that.
It looked great in a book, but youdon't see people running that model.
There's parts of the model thatthey're running, but not that
model and where, how it's evolved.

(17:16):
I wanna ask you guys this.
With that in mind, the value propositionfor a team over the last 10 years, we
could even say the last 15 years, right?
We have the ability to have an office ora space for that team lead generation.
What you just brought up.
Um, and, and keep in mind AI throughoutthis, uh, Jay Lead gen, you just

(17:39):
brought up administrative tasks.
That's another thing.
This is already disrupting.
Exp is now replacing a lot withai, helping us get things in
compliance quicker, reducing costs.
Uh, del Pri even mentioned in histhing, we're one of the, we as a
company, one of the largest companieswith the lowest cost per transaction.

(18:01):
As far as our expenses areconcerned, um, thank you, Glenn
Sanford and Leo Administrative.
So, uh, it also builds community,you know, people join teams
to be part of something.
You know, in, in that culture there'scoaching and there's training.
So every single one of thosewith, with the side, with, with
maybe community and culture.

(18:24):
I would even say, but, butcoaching is gonna be able to
be enhanced by it as well.
But some of these things aregonna be eliminating jobs, which
is gonna be lowering expenses.
But here's my question to you guys.
Is this gonna make team leadersricher, or is it gonna make
'em a little more obsolete?
Are we gonna see thereemergence of the solo agent?
Because they're gonna have thisoperating system that they can plug

(18:46):
right into the, from the brokerage?
'cause think about it.
The teams sucked.
Revenue and profit.
Well, profitability out of brokerages,they had to keep lowering their splits
because people were building theirown brokerage within their brokerage.
Is AI gonna start to, are we gonnastart seeing a, a reemergence
of the solo agent from this?
Yeah, I, I would say, here'smy, my thoughts on this.

(19:08):
Okay.
So, just so you know, I've had alot of calls recently with different
structured teams, um, and, you know,listening to the call with Del Preet.
Team model is gonna go to a higher split.
It's gonna be less margin.
And, and the bro, the broker thatimplements this, is gonna be doing
it on the least amount of marginand giving the most to the agents.

(19:29):
So the solo agents that, that arealready doing business are gonna
adapt this and do more business.
The teams are gonna have to provide,if, if the brokerage doesn't do it,
the teams are already gonna do it.
And so.
The teams are probably the most likelyto integrate, but the brokerage can
integrate it at scale for everybody.
So I think it's gonna be both.

(19:49):
Those are gonna be, I think yourbest teams and your best solo
agents are all gonna get a lift.
And I think there's gonna beless left on the table for the
agents that don't do much at all.
Um, it could, I mean, that could goa different direction than that, but,
um, you know, this team that I'm,you know, right now, at least right
now, maybe the next two years, youknow, this team I was talking to in
San Antonio this morning, 24 agents.

(20:11):
85 up to 85% split.
They do all the backend now.
They don't do all the backend with all ai.
They'll be more efficient andbe able to do all that at 85%
and that's not a lot of money.
So if they go out in the marketplaceand and get to a hundred agents,
they'll be able to do it reallyquickly and scale into other markets.
Will they be able to hold that when abrokerage is offering the same thing?

(20:32):
I don't know.
I don't know if they'll be ableto keep all those agents on
that 85 or that agent's gonna.
You know, unplug and go somewhere else.
But if you look at Compass'smodel, you know, compass does a
very similar thing not using AIon a 10%, whatever it is, split.
Now, I know they're taking morefrom agents, but you know, they're,
they're trying to be the brandand be brand centric and control
the consumer experience and, andthey're moving in this direction.

(20:55):
But agents don't leave Compass.
They got off of their deal.
They paid them more money than they,than, than what they got given in their
original contracts and they didn't leave.
Why?
Because.
Man, is it really worth leaving over 10%?
You know, depends onhow much money that is.
Like there's still some agents that arejust not leaving exp because the pain
of unplugging from that machine thatdoes everything for you is so great that

(21:17):
you don't, you're, I mean, it's just,man, I'm just gonna stay where I'm at.
And so it's gonna be fascinatingto see how this plays out.
But, you know, let meread this to you guys.
So that's a, it was agreat, great question.
Now, like, freaking great question.
Everyone should go back into list ofthat question again because it, it,
this is, this is where we're headed.
But it says, um, ai.
Okay, so the consumerexperience moat, long-term play.

(21:40):
Yes.
This is the, I know you're a little,
yes.
This is this, this is, I was,that's the one I was eyeing, so
I'm glad you're touching on that.
Yeah.
So the first brokerage to give buyers andsellers an AI that feels like a personal
real estate, COO, curates your listings,negotiates for on your behalf, lines up
the financing, best financing contractors,handles all of that moving services.

(22:01):
That's who's gonna win thelifetime value of a customer.
And that's, and that's the, thatis the biggest opportunity in ai.
There's no question about it.
The the curator, when it, once youcan go to a brokerage that has a chat
G-P-T-C-O-O, and you tell it whatI tell chat GBT shit every day, and
it does all of that for you, that'sgoing to be potentially a threat to

(22:24):
the agent and the agent's involvement.
Um, and that's, you know, that'sagain, that's Chad GBT telling
us that obviously, but it
go, go chime in on this because I mean,you know, when, when you look at it
from a business side of things, right?
It's customer acquisitionand lifetime value.
And as long as the lifetime values atminimum three to four over customer
acquisition, you trade those dollars forthe long term dollars all day long, right?

(22:44):
We play that game every day.
So just like from what you're seeing,Gogo, just with multiple businesses.
Obviously, you know, sharing the storyof, you know, 40 something employees
down, down to nine, down to seven, youknow, who, who else do you bring in?
And it's, um, something we're even seeingin larger companies, obviously the example
with exp, but the consolidation of themajor functions even right to where it's

(23:09):
not head of sales and head of head ofmarketing, it's head of growth, right?
And they're responsible for bothand then it's head, it is not head
of operations and head of finance.
Operations and finance together, right?
Where you used to have six or sevenor eight people in the C-suite,
you've got four and that's it.
And, and so that's gonnacontinue to be the trend.
Um, I think Pancaking is kindof what they call it, right?

(23:32):
They're just pancakingthe whole org structure.
Um, and, and everything'sreally being empowered with ai.
So I took a few notes as you weretalking, so I think tcs gonna go bye-bye.
So as a team lead, I think they'regoing to be able to save on the tra
transactional fee because an AI gonna beable to do that by scanning the document.
Like literally I got myhormone test results yesterday.

(23:52):
That's the first thing I did.
Uh, the first thing I did, I uploadedit to Chad GPT and told me I am.
Hey, I'm 43 years old.
Here are my hormone test results.
Tell me what do I need to know?
And then I asked it, howbad is this from one to 10?
And then I asked it, what uh, do Ineed to do to, to fix these numbers?
Right?
It literally told me everything.
So then on the transactional side ofthings, it literally scan the document.

(24:13):
It will tell you exactly what's going on.
So that's number one.
I think TEC is gonna go by by,and team leaders and brokerage
is gonna be able to save there.
The next one is, I think weare gonna go on the team model.
I think they're gonna go down to ashow engagement, because if AI can do
everything, the one thing that AI cannotdo is physically be somewhere, right?
So if we still need to have someonephysically, and the law might
change too, right now we have tohave someone physically there to

(24:35):
enter home in most cases, right?
Uh, and in most states.
But long as that changes, I think westill, the teams right, are going to
need somebody to physically be there.
Other than that.
AI's gonna be able to do everything.
So if AI can do that now the team leadcan take a much higher percentage.
So I think it's gonna be more of atransactional showing agent model on
the team setting than it's going and ata much higher percentage to the team.

(24:58):
So again, team's gonna make more money.
And then the next thing I think that, um,agents are going to have to learn, and
this is where the solo agent comes in.
The solo.
I think we have twocategories of solo agents.
We have the solo agents who understandthat you have to spend money to make
money, and they understand that technologyis here to stay and they understand.
And if you don't learn to marketyourself and create a brand where

(25:18):
people come to you, right, then you aregoing to have to go join a team, right?
Or leave real estate altogether.
So if they could learn, if these soloagents are willing to learn how to
market, but here's the best part.
If you don't even have to learn anymore,guys, you just have to use Chad GPT.
You just need to be really goodat asking very detailed questions
to get very detailed answers.
Right.

(25:39):
So, and, and that was one of my notesI wrote down when you were starting
very talking very early on Albi, isthat, is this going to make us dumb?
Like, are we going to turn intoan in, into a nation of dumb.
Because we don't need touse our brain anymore.
All we need to use is to go and justask Chad, GPT, and he knows everything
and tells you exactly what to do.
So if the solo agent can just get reallygood at asking questions, understanding

(25:59):
their business, understanding theirmarket, understanding who's their target
audience, and if they don't understandthat, just ask Chad, GPT and will tell
you who your target audience is, right?
But you have to be smart enough toask those questions to get the right.
I'll push back.
I don't think it's gonna make us dumber.
I think it'll make people smarter.
They're, when they learn how tojust ask the right question, they're
gonna start becoming educated.

(26:21):
I mean, and it's not just in business,it's in all aspects of your life in,
in relationships, you know, in finance.
I, I
was asking, do you thinkone of the biggest, biggest
challenges you have when you startmaking a lot of money is, what,
what the hell do I do with it?
You know, like, these are thingslike, if you haven't had money,
like everybody on the screen, right?

(26:41):
And all of a sudden you start seeingsuccess, what do I do with it?
So.
I think that it's gonna makethe smarter people smarter.
Mm-hmm.
That's just why.
Yeah.
A thousand percent.
Yeah, and so that, and then also theother thing, so the marketing, right?
So the in individual soul agent isgoing to have to use SHE GPET to
get better at marketing themselves.
And as soon as theydid that, they're good.

(27:03):
They're staying in the game.
And those ones that are not goingto opt into these technology
features, I think they're goingto be out of business or they're
going to be joining those shopping.
Teams in my opinion.
And then lastly, I wrote down, um,the fractional ICFO and CEO, right?
Mm-hmm.
So in the past, if you wanted someonesmarter than you to come and advise
you or you hired them full-time,most people couldn't afford it.

(27:23):
So then you went and hireda fractionalized, CFOA
fractionalized CEO, right?
Which still cost you tens and tensof thousands of dollars Today, I
literally have one GPT that is uploaded240 CFOs and CEOs brain in there,
some of the best in the industry.
And I can go and ask a question anytime.
Yeah.
Creating those, that, that board ofadvisors, if you will, is, is really key.

(27:45):
I wanna, I wanna flipthis over real quick.
It's the question that I, that I keepasking because I'm trying to see, you
know, where we still maintain valueand relevance is the AI educated,
empowered consumer buyers and sellers.
Mm-hmm.
Right?
As they are becoming more andmore, you know, um, educated

(28:06):
and going through the process.
Where do we still fit in the picture?
That's, that's my question.
Yeah.
Yeah.
That's it.
It, it's, uh, yeah, but I basicallyjust asked you, you know, I'm on a,
another thread here that, that thevery earlier thread where it says
that I said, okay, that's the move.
So how do we make that move if you can.

(28:27):
It's gonna be
adoption.
And that v that video that, um, we're,we're, we keep referring to with Del Pre,
they, they, they threw out a statistic.
And, you know, he is Mr. Statistic, he isMr. You know, uh, um, uh, research, right?
And he had said that right now,today in 2025, there are less people
trying to sell by owner and u there'smore people using agents than ever.

(28:51):
The question is, is that gonna, isthat trend gonna remain constant?
And, and I don't know the answer to that.
Uh, will, will, will peoplecontinue to depend more on real
estate agents or because theystart becoming more AI educated
and um, and competent in using it?
Yeah, there was.

(29:11):
There was a stat and Gogo, Iknow you wanna chime in on this.
There was a stat that I saw a coupleweeks ago, and it was the consumer
asked the consumer, you know, agentversus ai and I think it was like 46,
40 7%, no, we just want the agent.
Then there was like 24% thatsaid we want just ai, and then

(29:31):
the remaining percentage was.
AI and an agent.
So it'd be interesting to see where,you know, the consumers take on that,
you know, moves, you know, um, in thecoming months instead of coming years.
Hey, quick pause before we keep going.
This market is shifting fast,and if you've been feeling the
pressure, you're not alone.

(29:52):
But here's the thing, it's not goingto slow down so you can catch up.
I've opened a limited number of executiveone-on-one coaching spots this month for
agents who are ready to stop spinningtheir wheels and lead with clarity.
If that's you, head to John Kitchenscoach and let's make it happen.
Now, back to the episode.
Can I please?

(30:14):
Yeah.
I think it's going to makeus even more important in the
transaction because humans alwaysclaim, claim the, not claimable,
what's the word I'm looking for?
Crave.
Crave the human element.
So that human connection, AI is nevergoing to be able to replace that ability
to, Hey, let's grab coffee at Starbucksafter these showings and discuss it.

(30:34):
AI is never gonna be able to do thatfor AI to truly understand who they
are and what they need and why theywant that area, and then that emotional
connection that's never gonna be thereand humans will need, that's not true.
I
disagree.
That's not true.
What's
without emotional connection?
Hey, lemme,
lemme tell you what I,why I disagree with this.
So.
The, the, the challenge isgonna be for them to upload

(30:55):
that information into, into ai.
If you tell ai, uh, what your, your,your lifestyle, the things you like,
what you, your school community, ifyou gave it, now, most people, again,
we're probably the one percentersusing Chad GPT at this point, right?
That, and maybe some people neverget to this level of using it.
But if you give it like I did mypersonality test, everyone I've

(31:17):
ever taken, and you say, thisis how I want you to talk to me.
Based upon all of these things, and thisis what I'm looking for, this is what's
important to me in order I know that Idon't need to talk to an agent for that.
Like I could talk to 50 agentsand I'm gonna be like, these 50
idiots probably didn't learn.
I mean, that didn't help them at all.
They don't even know where to go chat.
GP T's gonna tell me exactlywhere I'm gonna want to live.
And so that's, it's not necessarilytrue that it's not gonna be able, it's

(31:40):
gonna get you what you put into it.
And so it's gonna be a questionof whether people will put in all
the information they need to toget out of it, what they want.
That's gonna be the, that'sgonna be the tipping point.
How, you know, what is, I mean, thisis one of those things that's like,
like you said earlier, go, go email it,
but hold on a minute.
There is licensing regulations, right?
So right now they have tohave a human to open the door.

(32:01):
Right now they have to have a licensedhuman to negotiate on their behalf.
Right?
Open door
has lock boxes, their house right nowthat you can go up to and scan your
ID or whatever and walk right in.
Yeah,
yeah.
In, in, in some cases you can.
So that's what I mean, like, or are theygoing to change the rules and regulations?
But if they do, then weare all out of a job.
Could be, I mean,
you're not having this, they don'tneed to be having this conversation.

(32:23):
Right.
In my opinion, if, if your potentialclient, and now looking it from
the perspective that for whateverreason they choose that they want
to work with the realtor, right?
If your potential client only has accessto an ai, to the whole process, right?
Because the AI's going to be doing themarket reports, say, yeah, it's gonna be.
Pricing their home, the AI's gonnabe doing the description, the AI's
gonna be doing all the communications.

(32:43):
The AI's gonna tell 'em when andwhere, what time, what to do, right?
I think they are cannot waitto finally talk to an agent.
And I think at some point inthe transaction, they're going
to be looking forward to.
And the better you get at yourjob, the more, because it's just
like how I did everything withlike agent attraction and all that.
The people want it moreif it's not available.

(33:04):
So if I, 90% of the time I'm talking toa fricking robot, I will look forward
to talking to a human on the other side.
So those that are going to choose towork with the realtor, I think will,
will appreciate the realtor even morewhen finally there's another human.
It's just my,
I, I agree
with you on that.
I, I think it'll be the realtorthat's using AI to help them with the

(33:25):
negotiation strike because the, thedifference is what AI gives me, and
when I go to the agent, I'm not lookingfor your advice on tell me what to do.
I'm gonna be more prepared than anybodythat ever stepped in your office.
I know, but you can't think of it.
A Jay Kinder head though.
I know, I, I get it.
You have to look of the average personwho, this is their most money they
will ever spend, and this is thehouse they're gonna live in forever.

(33:47):
They never sold the house before.
They're probably never gonna sellanother one or buy another one.
And to them, this is like the biggestdeal of their lifetime and they don't know
anything about the real estate market.
We're looking at it with our cap on.
As long as the agent is able todeliver the same value that, that
using AI then, then the agenthas a, a place in this world.

(34:07):
I, I think that's probably true.
I,
I think what I think what we're sayingis it's gonna be the elimination of
the average and below average agent.
Certainly, yeah.
A FA is fine.
And how can they
survive?
Yeah.
They can't, they can't, they can't.
Which, you know, what's gonna,who, who that's gonna hurt most?
N they R. Mm-hmm.
Yeah.
I mean, they gotta figureit out otherwise, and, and

(34:29):
is built off of members.
It is of them.
And
to go to Gogo's point, right?
N ar goes away, we go away.
So until that changes, right?
To protect, you know, the rulesand, and, and the things in place.
So it could get interesting.
So here's another perspective.
Let's look at it from abrokerage perspective, right?

(34:51):
Like if they get really good, likea brokerage as a whole of using
ai, then they're gonna get reallygood at, at um, lead generation.
They're gonna have more leads than theyknow what to do with it and they're gonna
feed it back to these everyday agents whoare willing to take it at a 50 50, right?
So I think could be a solution forthe everyday agent that's not willing
to figure it out on their own.

(35:13):
Yeah, there's, there, there is gonna be alarge percentage that they don't, right.
They just want it fed to them.
They don't, you know, um, sothere, there is gonna be gonna
be that place there for sure.
Yeah.
And I, and I'm with you too, I think, um.
I think there is a, a, ahuman connection element too.
So back to kind of your questionnow, there, there's, there's gonna be

(35:33):
the solo agents that want to reallybe efficient, that, that really
get the ai, but there's also stillpeople that crave community, right?
Yeah.
That, that is their, that is theirbelonging, that is their tribe.
And so I think there will still bea place for, for the teams as well.
I literally made a posta couple weeks ago.
I said, I think we are going to goback to the good old eye contact

(35:54):
and handshake of kind of doingbusiness because with this whole AI
thing, people just don't trust it.
Like they don't trust.
Is it really you or is it your ai?
Am I really talking to you?
Like even on my Instagram where I answerevery single message personally, right?
That's the, that's my only job.
I answer every single message Personally.
People always question, is this yourAI or am I really talking to you?
Right?
So I. AI is going to do to us.

(36:16):
It's going to bring back that elbowrubbing potluck in the office, in-person
meetings, handshake, eye contact.
I think people are going tocreate that because they won't
trust the same thing online.
And with that, I have to go,
you're like saying, nahman, we don't want cars.
We're all gonna be riding horses.
Like it ain't happening.

(36:36):
People are gonna, no, I'm
not.
No, I'm, I'm telling you the opposite.
I'm telling you it's gonna happen.
Technology is it, itis not going anywhere.
But what's going to create acraving for a human connection?
I hate humans.
Maybe I'm just different.
I'm just
go, go, go, go.
We appreciate you.
Hey fellas.
Hang, hang for a second.

(36:57):
Go.
This is, this is, I, I love thisconversation because this ties right into
what we've got coming up in four weeks inCleveland, and I've already prepped Joel.
Um, he's, he's reworking the ninebox, remember our old nine box?
Oh wow.
He's rework, he's reworkingnine bucks for 2025.

(37:18):
Oh, yeah.
Um, as, as we have, you know, so many ofthese great sessions and, and where the
nine box falls, uh, for those of you that.
Um, don't understand, um, highestvalue, lowest cost that you
can do as, as an agent, right?
And kind of gives you the perspectives ofall the functions and different things.
So like, it's gonna be reallyinteresting, okay, we used to

(37:39):
have this role, this role's gone.
You don't even need this role here.
Here's how you replace it.
Or if you do need somebody, then youdon't have to go spend $25 an hour.
You can go spend $4 an hour and havesomebody probably even more talented and.
Less lazy as you're paying somebody$25 an hour to do that, but really
around the highest and best.
So I'm really, really excited tosee how this evolves and being

(38:02):
able to roll out in, uh, inCleveland Yeah, in, in a few weeks.
Yeah.
Just, uh, agent to ceoc.com and get your tickets.
Um.
It'll sell out.
It's almost sold out.
We excel it out every year andit's gonna be a great room.
I actually gonna be putting a postup here, um, pretty soon, but I'll,
I'll, I'll just say it in here.

(38:22):
Um, and, and it, and it kind of refersto, um, that it's, if you have a
room for like, that you wanna call amastermind of people that are not vetted.
It's that uneducated, ignorant personthat's loud in the back that doesn't,
that, that will basically make, makethe smart people wanna leave the room.

(38:46):
Mm-hmm.
And you know what I mean?
Like, that's why quality mattersin the right room matters.
And I guarantee you, you're gonna,you're not gonna walk out of this event.
You're gonna float out of this event.
It's not because you're gonnajust be learning some, some
tricky new, uh, strategy.
And we're gonna talk strategyand we're gonna talk tactics.
And it ain't gonna be this,oh my God, this is a tactic.
I can go, you'll get that.

(39:07):
But it's gonna be, it'sgonna be different than that.
It's gonna make you thinkdifferently about what the next
five years is gonna look like foryour life and for your business.
So go get your tickets.
But I wanted to circle back.
I am a buyer right now.
I'm looking in Lake Tahoe.
The, to buy, buy my, I don'twanna call it my retirement home.
It's not that.
This is my, this is my happy placehome where we're gonna be doing really

(39:29):
cool masterminds and I'm gonna gothere and, and, and chill and relax and
snowboard and do all those fun things.
But I'm a buyer and Bill's my realtor.
And Bill, you know, here's how he got me.
I signed a buyer agency agreementwith Bill, and the reason that I chose
Bill, he is like, I have a billionin sales under my belt, just in Lake
Tahoe, mostly in the basin area, like.

(39:50):
That's an expert, and I'll tell you, andI don't even think he, he's, he, he's
ai, I don't, I haven't seen him usingany ai, but like, I don't, I want Bill,
like, I, I need Bill to tell me, youknow, hey, you know, I like this area.
I don't like this area becauseof this, this, and this.
I've had clients thatdoes, you know what I mean?
I'm not saying AI can't, youknow, replace that knowledge.

(40:15):
My trust is still with Bill at thispoint in the game anyway, right?
Like at this point in the game, I wouldn'twant an AI agent finding me a home of
that magnitude in that, that kind of pricerange in Lake Tahoe with that purchase.
I trust Bill who's got a billionunder his, his belt and sales.
So I just wanted to kindof throw that out there.
But man, did we trip over somethingthat I don't think I haven't heard

(40:38):
anybody talking about And the biggestthreat to NAR is not lawsuits.
It might be ai if everything that we'retalking about right now is true or even
has some truth to it, the true eliminationof the a FFA that we were ta, you know,
you guys what, what year was that?
70%. 70% is what we, what we factored.

(40:58):
'cause um, with, with, uh, the a FA, yeah.
70% of the industry.
Mm-hmm.
Yeah.
What year was that?
Where you had the, um, the 20 20
12, 20 13, 20 14. What was his name?
Oh man.
Um.
I'm drawing a blank.
A, a
FA.
For those of you that don't know, averagefrustrated agent, you can put whatever

(41:19):
other words you want in there, but aFA is the average frustrated agent,
right?
Like they're still alive and kicking,and frankly, big, big brokerages
like EX exp, like any, any big,you know, big name brokerage.
The lifeblood is the average agent.
The average agent brings inthe bulk of, of, of the, of

(41:40):
the, the revenue Still today.
Question is in five years, will it.
Yeah.
You know, that's, that'sa great, great question.
And then you, you look at, okay, youknow, uh, get a deep understanding
of, of what NAR protects, youknow, the agent in the industry.
And, and if that goes away, what happens?
Our, our population isn't gonna,I don't believe it's gonna shrink

(42:02):
by 70% in the next five years.
People are still gonna have a placethey're gonna need somewhere to live.
Right?
So maybe it doesn'teliminate the a FA, but what.
I don't know who brought it up,but maybe we're seeing a more of
emergence of we're there's gonnabe a bigger separation of income.
That gap between your, your highearners and your low earners mm-hmm.

(42:23):
Is gonna get bigger because the,the, the people that aren't,
that aren't digging into this,don't want to, don't want change.
And I'm gonna throw myself into this,not into that camp, but my age group.
I'm 50, I'll be 52years old in two months.
People that are older than me thatare in the sixties or seventies
that are still out there doing it.

(42:44):
I'm not cutting on y'all, but they'reprobably the least likely that are
gonna adapt this at a high level.
Mm-hmm.
So now we're gonna start tosee a gap forming, a new gap.
We call it the AI gap,whatever you want to call it.
And the question is, organizations likeNAR are alive and kicking for one reason.
Lots and lots of members,millions of members.

(43:07):
They're paying their dues, they'repaying their, to their state dues,
national dues, local, all that stuff.
When that starts to shrink, how arethey going to even pay their gas?
You know, how are theygonna keep the lights on?
Is the, is the question.
And it's not a matter of do we need nar?
I believe that NAR does serve a, apurpose in keeping ethical practices

(43:29):
and, and things of that naturein check with all these cowboys.
But what'd you put up there, Jay?
Is that you?
Yeah, that's it,
man.
That's the, um, 2014.
So, um, 20, yeah, 68% is, is kind ofwhere we, where we landed with the, a ffa.
Mm-hmm.
Flat fee, low cost, no cost.
Top tier.

(43:49):
I'll tell you, Jay, to be, let'sto be honest, I can't argue that
this isn't how it should be.
There should, there shouldn't bemore than a hundred thousand agents.
There should there, right?
Like that's, I can, I, I cannotargue that they should, that the
level of professionalism needs tobe brought up in this industry.
And I think that's wherewe're finally headed.

(44:10):
So
it's less agents doing more sides.
Yep.
And figuring that out.
What it can't, what it can't replace isrelationships, you know, um, I suppose.
It could replace.
I mean, I, I kind of feellike I'm starting to have a
relationship with my GPT, right?

(44:30):
That's what I was disagreeing with,is like, I treat it like it's God.
Okay?
So like, it, I, it's notthat I don't trust it.
I trust it with everything.
It saved me, saved me.
Last night I was gonnatell y'all this story.
I'll run through real quick.
But you know, I've been, you know, doingthese, I've been following what I, I, I,
you know, I finished all the core value,family stuff, all this stuff, got buy-in,

(44:51):
did the whole system, everything, got itto completion, thanks to chat, GPT, and,
and watching these videos, motivationalin the mornings, in the evenings.
We're making commitments.
We're executing on it.
Rigs did it all yesterday.
He did the things he committed to.
He had a, created a, he wroteit down, created a time himself.
I made him think of the time, everythingagain, Chad, GB t's, telling me things

(45:14):
that I kind of knew but wasn't executingat the level of motivational things
that for Riggs and, and you know,doing the work he needs to be doing.
'cause he'll just sitaround and not do the work.
You know, and so he did it yesterday.
He watched the video,Simon Sinek, about friends.
He took some chips to school andgave them to one of his friends.
He's taking action on all those things.
And then yesterday after practice,he's all pissed off and pissed off

(45:34):
at the world because he droppedtoo many passes in practice.
And you know, I lost my shit.
I was just like, dude, you're,you're wearing me out with this.
I suck shit.
You're gonna suck.
I told you that.
Like do you think whenever you werecrawl, you know like when you were
crawling and you started walking,that you were walking really good?
No you weren't.
When you started walking, youcould barely fucking stand up.
You, we didn't just say, Hey man,Riggs, you're gonna have to crawl

(45:55):
around the rest of your life.
Fucking, you know, it's all, you know.
Sorry bud.
You just suck it walking, bro.
You know?
You're just gonna have tostay on your fucking hands and
knees the rest of your life.
No, you kept trying.
You kept getting better.
You kept getting better.
That's the process you have to go through.
But I lost my shit and so I was like, whoam I if I don't go to Chad GPT and try to
figure out, 'cause I knew I got triggered.
I know I wasn't teaching andleading him in that moment.

(46:15):
'cause I got so mad.
And, and he, you know, it was, youknow, I felt like I was, I was, he was
giving and it broke everything down.
Why there was resistance.
What I should say in that moment,like all the things that I was
making these mistakes on, I waslike, I know I'm doing it wrong.
I don't know what to do.
'cause I've tried for it byforce and it's not working.
And I said, who am I was laying in bed andI was like, I was about to go to sleep.

(46:37):
And I was like, who, if I don't tryto get better personally, then how
the hell am I gonna lead this kid?
And so I, you know, I said,wrote the whole thing out.
And then Chad, GBT gave me thewhole thing and he already said
it, said I already, I had it pulledup, I was gonna read it exactly.
I said, you're tryingto teach an 11-year-old.
He goes here, 'cause I, it givesme things right straight to the
point, like, don't sugarcoat it.

(46:58):
And so it's like you're trying toteach an 11-year-old kid to think
like a Navy seal and dah dah da da.
It's like breaking it down.
I was like, okay, you're probably right.
All right.
Alls like, but again, you'slike, yo, I don't know.
Maybe I'm just a, an anomaly andI use it for everything like that.
Like, but it's where it'shelping me get better.

(47:19):
It's helping me improve.
It's like the self-improvement.
Do
the Right.
I think.
I
think, I think that's thevalue you have to embody right?
Is you have to Oh yeah.
You have to embody that, thatvalue of continuous growth
be better each and every day.
Yeah.
Right.
Whatever, whatever that is for you.
And, you know, I mean, it's, it's,you know, my, my six core values,
it's number one growth personallyand professionally, daily.

(47:40):
Mm-hmm.
Not, not, not.
Mm-hmm.
Not whenever.
I want mm-hmm.
Every freaking day.
And I love that.
But I think you have to embody thatfor, for you to, to have that craving.
That's true.
So yeah, it,
it really comes down to,dude, what a mind fuck.
I might be on another chat g PTright after this, but you know, that.
Yeah.
It's just, it's wild, dude.
That's, that's a wild thing tothink about that, that it's either

(48:01):
gonna enhance people to becomethe best version of themselves
in such a, a more impactful way.
Or you're gonna be, or you're goingto, you're gonna stay at this low
frequency, low level of consciousnessbecause you're not using, and
we can maybe we can wrap,we can wrap with this.
It might be your learning style.
You know what I mean?
Um, where some people need to,to, to learn through conversation.

(48:23):
Some people can, can hear and retain.
Some people need to see thewords and listen to retain.
Some people need to have anactual conversation to retain.
So there's probably gonna be apercentage that falls into certain camps.
Um.
From a learning perspective, there'ssome people that are just lazy that'll,
that'll utilize it to cut corners.
But, but truly to try to be better.

(48:44):
But to AL'S point, I think it's justgonna create a bigger separation gap.
Well, it's, it's, it's teaching.
If you use this correctly, it'slike you're, you're, everyone's
seen the movie Limitless, right?
Mm-hmm.
Take the blue pill and all of a suddenyou're using like 99% or whatever your
brain that we we're not accessing, right?

(49:05):
That's what Nick Creme nailedon that ship, and I know that
I'm not gonna get into it.
Longer story, whatever, but you guysknow the journey I've been on since
I got off that ship where I waspersonally, you know, in, in, in the spot.
I was mentally and emotionally whenI got on it and what I was off of it.
And it was because he, he,he flipped the switch in.

(49:26):
Look, we're either gonna start thinkingof ourselves and, and using this, this
tool, this new AI chat PT tool in, ina linear way, which is what I was doing
last month, two months ago, where I'd askit a question, oh, I needed something.
I just get in there and ask it a question.
I get my answer, I'm done.
No, you go deep.
This allows you to go deep.

(49:46):
It starts to educate you, and youbecome that limitless, you know, thing
that we see in the, in that movie.
And that is gonna be whatwe're gonna start seeing.
Not everyone's gonna do itjust like anything else.
Not everyone's gonna be a top producer andsell 530 homes like you, you and Jay did
when you know, you were at the, you know,at the brokerage and, and killing it.

(50:10):
And you're gonna have that.
But it's gonna enhance, to yourpoint, Jay, your relationships.
Mm-hmm.
How you communicate, not just withyour clients, but with your wife, your
significant other, your husband, yourchildren, like you were just doing.
I mean, if you use itproperly, there is no limit.

(50:30):
To how, how, how, you know, makingthose magical moments even more magical.
Having those conversations that are gonnabe even more impactful by using it, right?
We are gonna, you're gonna walk out ofagent to CEO with a, with an experience,
not just, here, here, go do, do this.
We're gonna actually do it.
And, and it's gonna blow you away.

(50:50):
I think.
I think Al you know, it, it's something,and, and you, you look at, you know,
you, you, Simon Sinek, and you lookat, you know, the, the why statement.
You know, what are, what areyou the best in the world at?
And I'll never forget when, uh, that timein Aspen and it's, it's, it's who we are.
Right.
And I remember Mikey, you know,say the greatest thing that we can

(51:12):
do for, for anybody in this roomis change the way you think and.
You know, to me whereall of this goes, right?
You're seeing the thought leaders, theones that think more, think strategically,
the ones that are constantly questioningeverything, asking questions are the
ones that are accelerating with ai.
Because to me, it's, it's so, right.

(51:32):
I mean, how Jeff Woods breaks it down andthe AI driven leader, I mean, it just,
I, it, it's right, right, to to be that.
Leading, leading the way in thinking andempowering yourself to, to think faster.
I mean, things, things that we'vewould noodle on for months, right?
Be on the whiteboard.
We would just constantly be looking at it.
Now it's, you know, we're solving those,solving those riddles immediately.

(51:56):
I still got my whiteboard, but I'mabout to toss that in the trash.
I mean, don't
need tell us the, it just gave, it gaveme the prediction, so I, I went deep.
And asked it what, what the,what its prediction was.
Don't, don't, don't give mewhat you think I want to hear.
Tell me what's coming.
Right?
Basically, and it broke down,listen to this, what agents

(52:20):
must do right now to survive.
So I asked what, whatwe had to do to survive.
I asked about agent count and what ifwhether this was gonna go consumer.
For, so consumer, um, adopted AI versionor agent adopted, and less agents
more powerful using AI or the consumerand re, you know, replace agents.
I was going in that rabbit hole and so I,I'll just give, do you want me to read it?

(52:43):
Yes.
Yeah, read it.
Okay.
So the fork in the road.
AI agent versus ai, consumer AIenabled agent short to midterm edge.
Agents who adopt AI become10 times more efficient.
Follow up bots, higher legionappointments, marketing copilot
zero time waste on ads andsocial A ITC, all of that stuff.
Um, AI enabled consumer long-term shift.

(53:03):
Consumers will be, will increasinglystart with AI, not agents.
Define homes, estimate value,negotiate lineup, vendors.
Example, a buyer types, uh, into chat,GPT, uh, find me a home within 20 minutes
of downtown with the best school districtunder 700,000 and, and protect my mortgage
plus tax, uh, and, and project my mortgageplus tax, plus remodel cost, whatever.

(53:25):
So, so that's where it's predicted.
So impact on agent count, uh,versus production per agent.
Age account us currently 1.6 milliontoday, oversaturated many part-time
low production agents five years,expect 20 to 30% washout agents who
don't adapt to get replaced by ai.
Plus fewer stronger agents.
10 years could see totalcount under 1 million.

(53:47):
So it's not really predictingthat we're gonna lose agents.
Um, but those are left areAI augmented power agents.
That's a
percentage.
No.
Yeah.
I mean, you know, we wouldn't evenknow they were missing, um, production.
Nobody would, you know, theydon't show up to the office.
Those are the people wedon't even know that are.
No, you're right.
You got a real estate license.
Okay.
Um, production per agent today, medianagent closes one to three deals a year.

(54:09):
Top 10%, close 80% of the volume.
Mm-hmm.
Five years.
Median rises as ai, uh, lifts the floor.
More agents closing.
Eight to 12.
Top producers scaling 100 pluswithout big teams AI equal team.
Um, timeline to shiftnext two to three years.
Early adopters dominate agentsusing ai ISAs plus marketing.

(54:29):
Copilots three to five years consumerapps hit mainstream buyer sellers start
expecting AI experiences, conciergeinstant answers, curated searches
agents without, um, it looked primitive.
That's what I was trying to say earlier.
Um.
Five to 10 years.
AI is the default.
Consumer entry point.
Agent count collapses.
Agents who remain, uh, relevant areconsultants and negotiators, but listen

(54:52):
to this, what agents must do to surviveright now, here's the hard truth.
Being good with people won'tcut it anymore to stay relevant.
Adopt AI is your personal leverage.
Stop wasting time on lead Followup drip campaigns paperwork.
If you aren't running an ai, AIISA plus AI marketing co-pilot
today, you're already behind.
Reframe your role.
Listen to this.

(55:12):
Become a trusted advisor, not a agents whosurvive will be positioned as negotiators,
consultants, and wealth advisors.
Think I help families buildwealth through real estate,
versus I'll help you find a house.
Build a personal brand moat, AIcommoditizes task, but it can't
replace trust plus authority.

(55:34):
How crazy Be the face people wantattached to their transaction.
The local celebrityeducator, wealth strategist
brand, so
influencer, mm-hmm.
Brand.
Lean in, lean into community plus data.
Consumers pay.
May, may trust AI for search, butthey'll trust you for local nuance.
School politics, zoning changes,micro, uh, neighborhood pricing.

(55:56):
Agents who can contextualize dataplus relationships beat AI's.
Generic answers, repeatplus build organization.
As production per agent goesup, fewer agents will be needed.
Those who own organizations, rev shareteams, groups will be, um, insulated.
From being replaced because they'rebuilding leverage through distribution.
It, it goes on.

(56:17):
Yeah.
Send, send that to me 'cause uh,
it's already in y'all's inbox.
Thank you.
And, and how much ofthat did that say that
this resonated with thingsthat we've been saying forever?
What you just said, revenue shareis gonna be an insulator, right?
Mm-hmm.
Yeah.
Yeah.
It is.
It that, that's amazing.
I love it.
That's awesome.

(56:37):
Thank you so much, Carlos.
That was, uh, fantastic.
Um, appreciate y'all, um,everybody listening in.
It's one big fire.
We're, we're here live withyou guys every, every Tuesday
at, um, at noon Eastern.
Um, plug it in the calendar anduh, look forward to seeing you.
If you haven't got yourtickets agent to ceo c e.com.

(56:58):
Uh, get grab a ticket.
We wanna see ya.
Hey, share this episode ifyou like what you're hearing.
Yes sir. Peace.
See ya.
Thanks for tuning in.
If you're done guessing and ready to leadlike a real CEO with a custom strategy,
real accountability and proven systems,check out my executive one-on-one
coaching at John Kitchens Coach.

(57:20):
Fill out the application and bookyour one-on-one call with me.
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