January 14, 2024 • 16 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:30):
I
What is up brother oh boom that was a great little clip there man, that's a good one
(00:54):
Not bad at all those things are fun
Yeah, yeah, I mean not to make I don't know how it is to make them. You know, I pay somebody to
to generate them, but
They're fine. Yeah, I'm really good at making that kind of stuff Matt. I'm kind of a tech specialist myself
(01:17):
No, so what's the day, huh? Yeah, I am I'm um
Somewhere actually I'm a shoot I already forgot
I'm in Rosa. Yeah, this is my fourth city today
So yeah been on the road quite a bit
(01:37):
I'm cruising by myself Kelly's working a different direction. So I am in the Denali office gotcha
Yes, sir nice
Yeah, what's that? What's a big topic today? What are we what are we talking about man?
I just want to get on here and talk to you about a little bit of like what people can do to build a database right now
all database cool, so
(02:01):
Are we talking budget or no budget or you want me to tell you what I'm doing or what's well
Let's relate to them right to people that are hurting
Okay, start with no budget and then work our way a little bit
We got to go back in history then we were a little little rewind so no budget Steve building a database
(02:23):
High focus on low hanging fruit first of all that's how I start my day, right?
So expire fizzbo circle dialing stuff like that at 12 p.m. Actually like 1203 the MLS spits out the
The most exciting piece of data real estate agent can have right boom so 12 o'clock at night
I'm up. I was writing down every single expired address
(02:47):
And then I'm talking no budget. That's super helpful for those of you that don't have any budget
Is I googled each and every single name and address on there which gave me a crapless of
Terrible data, but I had you know 19 phone numbers for each person
And I would call and I would call cousins and I'd call
(03:07):
All daughters and grandparents whoever might have the phone number the person and then I'd hammer to that list and then
Building my own database at the same time
I played games Matt. Yeah, I'm in Home Depot. Yeah, you do. I'm in Home Depot
I'm trying to get the person in front of me to bring up real estate themselves not me like that's the game
(03:28):
I played right and made it fun
So I'd have a lot of really good conversation people I didn't know and I would be I'd be you know trying to get them
Without using you know, hey, where do you live? What do you you know?
Tell me about your real estate experience on your own and I would get it a lot of times
You know and now I would in my mind. I got a point more importantly
(03:48):
I got a new relationship passed off a card gathered information in my phone
You know those kind of things and then nothing beats a sphere
Like your your phone already has contacts in it and I was pretty good about you know sending out a text
Who do you know that's thinking about buying or selling real estate next three to six months question mark, right?
Or I'd call him I did a thing where if I'm driving through like my old childhood neighborhood, right? Yeah
(04:14):
Instantly, I think about ten kids these play football with so I just call them. Yeah, you know call and talk to the ones that I mean
I not that I had every one of their phone numbers, but the ones I still could get in contact with I did
So that's pretty much how I built my database with no money and then when I got into little money
I started spending this is not a recommendation. I'm telling you how to learn from my mistake
(04:37):
Would be I just spent money on every single company that said I could provide you leads. I said yes, I'll take some thank you much
You know and I dumped a bunch of money into it until
Albie Stacy taught me, you know, well, why don't we take a look at whether or not you're making some money off that, right?
Oh great idea
Yeah, turns out I wasn't making nothing so cancel all those so you know
(05:02):
$32,000 I saved off that 30 minute first phone call meet and I'll be thank you. I'll be stasing but
Then it became strategic, you know
trying a lead source
Tracking the data seeing what kind of return I was getting on it if I was getting a return guess what?
Take that commission check that they helped me get and put it right back in there double up the ad spend, you know
(05:25):
So I got a database built pretty pretty fastly
But I'll tell you the database doesn't matter if you don't nurture and follow up, right?
So then comes another season where you're gonna have to say hey, okay, so I've got all these leads
I called them one time and
Either they were all bad or there's something wrong with Steve
(05:46):
So now I got new game
I got to learn how to do follow-up and and build systems and and automations, you know
Get the automatic text and email set out and is it the right one? So that base is a pretty big big subject
You know became really really important over the years. Yeah, I think it's absolutely crucial, you know, I've been I've been talking a lot about
(06:09):
You know prospecting the follow-up right?
and I'm sure you've seen some of the videos meant not out but
I
Think it's really just the most crucial thing that a person can be doing right now is building that database but then
Following up with them. Like I remember there was one day because you know, I've said it before I
(06:32):
My CRM had been emailing people
texting people but
Who's responsible for calling them?
Who's responsible for setting up appointments and being that person that?
They want you to be I had a guy tell me Matt. I was just waiting for you to call. I was like, oh
(06:52):
But then you know, it's those people that you roll through that are like, yeah
I mean I would have gone through you but I bought through somebody six months ago
Because why because that person called those people that person was
In front of them non-stop top of mind doing what
You should have been doing the whole time, you know, and so I really
(07:18):
You know because 2021 was simple for for us, right? I mean for sure if you had a pulse in real estate license
You were gonna sell houses, right?
That's not how it is anymore
No, it's changed a little bit and that like that's a good point and if we know
That the fortunes in the follow-up we hear that all the time yet the ease is in the person
(07:41):
That's ready to go. Well that person is ready to go as likely had
You know the 12 to 13 touches the 20 25 touches and you just happen to be there for the right touch at the end there
But most people will only touch one time to zero times. Yeah, so like
You know, how can you make money doing that? You can't
(08:02):
Know and I think it's crucial to remember that this is a job
Yeah, we may not have someone breathing down our neck to do stuff, but
Anywhere else anywhere else that you go
You would have somebody telling you what to wear telling you what time to wake up telling you what to do during the day
(08:22):
Get on the phone. Tell them this this script, you know, I go do this job
Yeah, why not treat this job real estate the way that you would be treated
Working for somebody else's success story
And it's that's it and it's like you hear people say you want a pro athlete money without doing the practice
(08:45):
Well, you're showing up to the game empty-handed these calls these follow-up calls the learning these scripts
Learning the objections handling all that stuff. That's what gears you up for doing it
So I think I was fortunate to have to start that way because I had
Thousands of conversations that I did really really poorly and got them out of the way and learn how to you know
(09:06):
Stop thinking about me and start thinking about the person on the other end of the phone game changer, right?
So there there there is a pain point to learning so somebody watch this video right now with no budget and said okay
Well, I'm gonna start calling expireds. Well, you're probably gonna suck. That's okay
Like you're just gonna suck until you don't suck anymore. So just you got to get to work and do it
I promise I was one of the whore worst people on the planet when I go over expireds. Yeah
(09:31):
Everybody is you just got to be hard-headed and dumb enough to just keep doing it regardless of how dumb or or how
Terrible you are with scripts, right? There's that there is no magic script that you're gonna say the first time and nail it
Not that you I mean you might get lucky
it takes a long time and
(09:51):
It takes a minute. I mean
You don't just right off the bat. You're able to speak to people on the phone
You know, you have to internalize these scripts and turn them into your vernacular and use them to
To your advantage, yes, but to the advantage of the person on the other side of the phone, right?
Yeah, your job is to keep them on the phone their job is to get you off the phone
(10:15):
But if they're listening to you, they want to at least listen to somebody articulate. They want to at least
Somebody that has something of value for them, right? Because that's at the end of the game
That's that's what it's all about is their value. What what are they getting out of it?
From you, you know, and if you suck it the script, okay
(10:41):
That'll happen at first and I sure did for a long time
For a long time, right? I don't know how many times people have hung up on the phone
cuss me out told me all this stuff and
Yeah, it sucks at first but after a while you kind of get a thicker skin
You're like wait a minute and it goes back to that game of fine, right?
(11:03):
It
It doesn't hurt me if it's a game
Right. No, it's just fine. So why not? What did we do at the office, right? Back in the day?
We'd go for no and yeah
Remember we're keeping tell you how many people, you know said no to to agents and I mean
(11:23):
If you make it a game, it's gonna be fun
For sure notice that
Though more than I've done this the longer that I've been in this business the harder it is for
For me to get a no
Yeah, yeah, boy
Just the fact that they in some way shape or form they've raised their hand and said that they're trying to buy or sell a house
(11:46):
Right, so they're not they're not saying no to not wanting to purchase or sell something in real estate
They're just saying no to you
Yeah, like they have no reason to work with you and no trust and people don't want to be sold to and a lot of people are
Trying to sell them over the phone and convert them with fancy things to say, you know, so
they I
Got better when I learned that there's just a few things that I need to help somebody right and
(12:13):
Somebody recently like within the last year had put out LP mama, right, which is location price
Agent do they have an agent? Do they have a mortgage?
Motivation those kind of things right so like that that's the basics of
Of any conversation in real estate the rest is hearing what they want to do and what they're trying to do
(12:36):
So being able to openly listen to them instead of worrying about what you're saying
When you're learning a script is what really shifts it I think, you know, because I hear a lot of people start
You know making calls and prospecting and doing follow-up and it's not that they're not
Smart or don't know what they're talking about. It's that they they're just not confident enough to just have an engaged
(13:00):
Conversation with somebody else are too worried about the outcome of the call. They're too worried about
Getting the script right they're too worried about these things instead of just
Listening to what the heck it is the person is trying to do in their life and then
Being confident enough to know that
We know how to help them with that part, right? Yeah, absolutely, you know and
(13:27):
Certain scripts aren't gonna work for everybody right I'm not gonna say the same thing that I would say to
somebody in my database that
I've already started training to know like and trust me right I'm not gonna say the same thing to them that I would to an expired or
I would to say a person that a
Is trying to sell the house by themselves right a for sale by owner
(13:50):
I'm going to use different
Verbiage different everything syntax everything is different with those different people right because
You have a different opportunity with them with a for sale by owner. I just want to get my foot in the door
meet them do an open house for them and
(14:10):
That's really what I've found is the easiest way to kind of
Show them my value. It's like how many people have you had come through since you listed it on?
Facebook or whatever and
They're always like none not many well, nobody's really called. Okay. Well, what if I could bring through maybe five or ten people?
(14:31):
This Saturday around five is that
Gonna work for you. Well, sure. Yeah, well, hey, I'm gonna go ahead and host an open house and market it and I'm gonna
Obviously gonna doing that because I want the
The leads to build my database, right?
Sure, and that's that's a win-win for both people on that because that's that's gonna help you build
(14:54):
not only your database with people looking to buy or sell a house, but
They're also impressing a first sale by owner
Sure
Yeah
So
So it's a win-win for both people because you don't even need the listing at that point
It's a simple trade. I'm gonna bring buyers through and the reason I've been willing to do that for you is because the ones that don't buy your house
(15:21):
I'm gonna go show them something else. I'm good. Yeah easy
Simple. Yep. So what's nice on your plate today, man?
I
Can't pull up my calendar right now because we are alive
But I think that I'm heading back to work actually my database because I haven't had much work on it today
I've been going since I got up
(15:42):
Got back from Petaluma at like one o'clock
I had to get my outdoor workout in between one and two
Went better two and then had to turn around and get up early this morning to hit the road, you know, so I've been going
I got some workouts to do and and that kind of stuff
But I know I'll be hitting my database tonight, you know my doing my follow-up. Yeah, perfect
(16:04):
Well, man, I appreciate you coming on today. I don't want to take up much more of your time
This has been fun and
And for just a second you got a brother. All right, bro. Thanks
I
What is up brother oh boom that was a great little clip there man, that's a good one
(00:54):
Not bad at all those things are fun
Yeah, yeah, I mean not to make I don't know how it is to make them. You know, I pay somebody to
to generate them, but
They're fine. Yeah, I'm really good at making that kind of stuff Matt. I'm kind of a tech specialist myself
(01:17):
No, so what's the day, huh? Yeah, I am I'm um
Somewhere actually I'm a shoot I already forgot
I'm in Rosa. Yeah, this is my fourth city today
So yeah been on the road quite a bit
(01:37):
I'm cruising by myself Kelly's working a different direction. So I am in the Denali office gotcha
Yes, sir nice
Yeah, what's that? What's a big topic today? What are we what are we talking about man?
I just want to get on here and talk to you about a little bit of like what people can do to build a database right now
all database cool, so
(02:01):
Are we talking budget or no budget or you want me to tell you what I'm doing or what's well
Let's relate to them right to people that are hurting
Okay, start with no budget and then work our way a little bit
We got to go back in history then we were a little little rewind so no budget Steve building a database
(02:23):
High focus on low hanging fruit first of all that's how I start my day, right?
So expire fizzbo circle dialing stuff like that at 12 p.m. Actually like 1203 the MLS spits out the
The most exciting piece of data real estate agent can have right boom so 12 o'clock at night
I'm up. I was writing down every single expired address
(02:47):
And then I'm talking no budget. That's super helpful for those of you that don't have any budget
Is I googled each and every single name and address on there which gave me a crapless of
Terrible data, but I had you know 19 phone numbers for each person
And I would call and I would call cousins and I'd call
(03:07):
All daughters and grandparents whoever might have the phone number the person and then I'd hammer to that list and then
Building my own database at the same time
I played games Matt. Yeah, I'm in Home Depot. Yeah, you do. I'm in Home Depot
I'm trying to get the person in front of me to bring up real estate themselves not me like that's the game
(03:28):
I played right and made it fun
So I'd have a lot of really good conversation people I didn't know and I would be I'd be you know trying to get them
Without using you know, hey, where do you live? What do you you know?
Tell me about your real estate experience on your own and I would get it a lot of times
You know and now I would in my mind. I got a point more importantly
(03:48):
I got a new relationship passed off a card gathered information in my phone
You know those kind of things and then nothing beats a sphere
Like your your phone already has contacts in it and I was pretty good about you know sending out a text
Who do you know that's thinking about buying or selling real estate next three to six months question mark, right?
Or I'd call him I did a thing where if I'm driving through like my old childhood neighborhood, right? Yeah
(04:14):
Instantly, I think about ten kids these play football with so I just call them. Yeah, you know call and talk to the ones that I mean
I not that I had every one of their phone numbers, but the ones I still could get in contact with I did
So that's pretty much how I built my database with no money and then when I got into little money
I started spending this is not a recommendation. I'm telling you how to learn from my mistake
(04:37):
Would be I just spent money on every single company that said I could provide you leads. I said yes, I'll take some thank you much
You know and I dumped a bunch of money into it until
Albie Stacy taught me, you know, well, why don't we take a look at whether or not you're making some money off that, right?
Oh great idea
Yeah, turns out I wasn't making nothing so cancel all those so you know
(05:02):
$32,000 I saved off that 30 minute first phone call meet and I'll be thank you. I'll be stasing but
Then it became strategic, you know
trying a lead source
Tracking the data seeing what kind of return I was getting on it if I was getting a return guess what?
Take that commission check that they helped me get and put it right back in there double up the ad spend, you know
(05:25):
So I got a database built pretty pretty fastly
But I'll tell you the database doesn't matter if you don't nurture and follow up, right?
So then comes another season where you're gonna have to say hey, okay, so I've got all these leads
I called them one time and
Either they were all bad or there's something wrong with Steve
(05:46):
So now I got new game
I got to learn how to do follow-up and and build systems and and automations, you know
Get the automatic text and email set out and is it the right one? So that base is a pretty big big subject
You know became really really important over the years. Yeah, I think it's absolutely crucial, you know, I've been I've been talking a lot about
(06:09):
You know prospecting the follow-up right?
and I'm sure you've seen some of the videos meant not out but
I
Think it's really just the most crucial thing that a person can be doing right now is building that database but then
Following up with them. Like I remember there was one day because you know, I've said it before I
(06:32):
My CRM had been emailing people
texting people but
Who's responsible for calling them?
Who's responsible for setting up appointments and being that person that?
They want you to be I had a guy tell me Matt. I was just waiting for you to call. I was like, oh
(06:52):
But then you know, it's those people that you roll through that are like, yeah
I mean I would have gone through you but I bought through somebody six months ago
Because why because that person called those people that person was
In front of them non-stop top of mind doing what
You should have been doing the whole time, you know, and so I really
(07:18):
You know because 2021 was simple for for us, right? I mean for sure if you had a pulse in real estate license
You were gonna sell houses, right?
That's not how it is anymore
No, it's changed a little bit and that like that's a good point and if we know
That the fortunes in the follow-up we hear that all the time yet the ease is in the person
(07:41):
That's ready to go. Well that person is ready to go as likely had
You know the 12 to 13 touches the 20 25 touches and you just happen to be there for the right touch at the end there
But most people will only touch one time to zero times. Yeah, so like
You know, how can you make money doing that? You can't
(08:02):
Know and I think it's crucial to remember that this is a job
Yeah, we may not have someone breathing down our neck to do stuff, but
Anywhere else anywhere else that you go
You would have somebody telling you what to wear telling you what time to wake up telling you what to do during the day
(08:22):
Get on the phone. Tell them this this script, you know, I go do this job
Yeah, why not treat this job real estate the way that you would be treated
Working for somebody else's success story
And it's that's it and it's like you hear people say you want a pro athlete money without doing the practice
(08:45):
Well, you're showing up to the game empty-handed these calls these follow-up calls the learning these scripts
Learning the objections handling all that stuff. That's what gears you up for doing it
So I think I was fortunate to have to start that way because I had
Thousands of conversations that I did really really poorly and got them out of the way and learn how to you know
(09:06):
Stop thinking about me and start thinking about the person on the other end of the phone game changer, right?
So there there there is a pain point to learning so somebody watch this video right now with no budget and said okay
Well, I'm gonna start calling expireds. Well, you're probably gonna suck. That's okay
Like you're just gonna suck until you don't suck anymore. So just you got to get to work and do it
I promise I was one of the whore worst people on the planet when I go over expireds. Yeah
(09:31):
Everybody is you just got to be hard-headed and dumb enough to just keep doing it regardless of how dumb or or how
Terrible you are with scripts, right? There's that there is no magic script that you're gonna say the first time and nail it
Not that you I mean you might get lucky
it takes a long time and
(09:51):
It takes a minute. I mean
You don't just right off the bat. You're able to speak to people on the phone
You know, you have to internalize these scripts and turn them into your vernacular and use them to
To your advantage, yes, but to the advantage of the person on the other side of the phone, right?
Yeah, your job is to keep them on the phone their job is to get you off the phone
(10:15):
But if they're listening to you, they want to at least listen to somebody articulate. They want to at least
Somebody that has something of value for them, right? Because that's at the end of the game
That's that's what it's all about is their value. What what are they getting out of it?
From you, you know, and if you suck it the script, okay
(10:41):
That'll happen at first and I sure did for a long time
For a long time, right? I don't know how many times people have hung up on the phone
cuss me out told me all this stuff and
Yeah, it sucks at first but after a while you kind of get a thicker skin
You're like wait a minute and it goes back to that game of fine, right?
(11:03):
It
It doesn't hurt me if it's a game
Right. No, it's just fine. So why not? What did we do at the office, right? Back in the day?
We'd go for no and yeah
Remember we're keeping tell you how many people, you know said no to to agents and I mean
(11:23):
If you make it a game, it's gonna be fun
For sure notice that
Though more than I've done this the longer that I've been in this business the harder it is for
For me to get a no
Yeah, yeah, boy
Just the fact that they in some way shape or form they've raised their hand and said that they're trying to buy or sell a house
(11:46):
Right, so they're not they're not saying no to not wanting to purchase or sell something in real estate
They're just saying no to you
Yeah, like they have no reason to work with you and no trust and people don't want to be sold to and a lot of people are
Trying to sell them over the phone and convert them with fancy things to say, you know, so
they I
Got better when I learned that there's just a few things that I need to help somebody right and
(12:13):
Somebody recently like within the last year had put out LP mama, right, which is location price
Agent do they have an agent? Do they have a mortgage?
Motivation those kind of things right so like that that's the basics of
Of any conversation in real estate the rest is hearing what they want to do and what they're trying to do
(12:36):
So being able to openly listen to them instead of worrying about what you're saying
When you're learning a script is what really shifts it I think, you know, because I hear a lot of people start
You know making calls and prospecting and doing follow-up and it's not that they're not
Smart or don't know what they're talking about. It's that they they're just not confident enough to just have an engaged
(13:00):
Conversation with somebody else are too worried about the outcome of the call. They're too worried about
Getting the script right they're too worried about these things instead of just
Listening to what the heck it is the person is trying to do in their life and then
Being confident enough to know that
We know how to help them with that part, right? Yeah, absolutely, you know and
(13:27):
Certain scripts aren't gonna work for everybody right I'm not gonna say the same thing that I would say to
somebody in my database that
I've already started training to know like and trust me right I'm not gonna say the same thing to them that I would to an expired or
I would to say a person that a
Is trying to sell the house by themselves right a for sale by owner
(13:50):
I'm going to use different
Verbiage different everything syntax everything is different with those different people right because
You have a different opportunity with them with a for sale by owner. I just want to get my foot in the door
meet them do an open house for them and
(14:10):
That's really what I've found is the easiest way to kind of
Show them my value. It's like how many people have you had come through since you listed it on?
Facebook or whatever and
They're always like none not many well, nobody's really called. Okay. Well, what if I could bring through maybe five or ten people?
(14:31):
This Saturday around five is that
Gonna work for you. Well, sure. Yeah, well, hey, I'm gonna go ahead and host an open house and market it and I'm gonna
Obviously gonna doing that because I want the
The leads to build my database, right?
Sure, and that's that's a win-win for both people on that because that's that's gonna help you build
(14:54):
not only your database with people looking to buy or sell a house, but
They're also impressing a first sale by owner
Sure
Yeah
So
So it's a win-win for both people because you don't even need the listing at that point
It's a simple trade. I'm gonna bring buyers through and the reason I've been willing to do that for you is because the ones that don't buy your house
(15:21):
I'm gonna go show them something else. I'm good. Yeah easy
Simple. Yep. So what's nice on your plate today, man?
I
Can't pull up my calendar right now because we are alive
But I think that I'm heading back to work actually my database because I haven't had much work on it today
I've been going since I got up
(15:42):
Got back from Petaluma at like one o'clock
I had to get my outdoor workout in between one and two
Went better two and then had to turn around and get up early this morning to hit the road, you know, so I've been going
I got some workouts to do and and that kind of stuff
But I know I'll be hitting my database tonight, you know my doing my follow-up. Yeah, perfect
(16:04):
Well, man, I appreciate you coming on today. I don't want to take up much more of your time
This has been fun and
And for just a second you got a brother. All right, bro. Thanks
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Cardiac Cowboys
The heart was always off-limits to surgeons. Cutting into it spelled instant death for the patient. That is, until a ragtag group of doctors scattered across the Midwest and Texas decided to throw out the rule book. Working in makeshift laboratories and home garages, using medical devices made from scavenged machine parts and beer tubes, these men and women invented the field of open heart surgery. Odds are, someone you know is alive because of them. So why has history left them behind? Presented by Chris Pine, CARDIAC COWBOYS tells the gripping true story behind the birth of heart surgery, and the young, Greatest Generation doctors who made it happen. For years, they competed and feuded, racing to be the first, the best, and the most prolific. Some appeared on the cover of Time Magazine, operated on kings and advised presidents. Others ended up disgraced, penniless, and convicted of felonies. Together, they ignited a revolution in medicine, and changed the world.