November 28, 2023 ⢠40 mins
It's every Moday at 2pm pst
We talk about prospecting and follow up techniques for business owners
Yes, I am a Real Estate Agent
Yes, we are talking about how to succeed in our current market.
Yes, if you attend this free zoom mastermind meeting you will be uncomfortable but you will be exposed to so much value that will change the game for your business!
Here's the link and I hope to see you on Monday!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
you
(00:02):
Whatæ ¹ hardest thing for us
And
the
(00:40):
to
Hello. Hey, what's happening? Hello. Hi. How are you? I'm good. How are you? Good. So, Sophia,
you are you like, you're an agent, right? Yeah. With Keller Williams? No. No. Oh, you're with the
(01:04):
XP? Nice. Have you ever met Brent Gove? No. Brent goes on with us today. Do you know anything about
Brent Gove? I don't, but I've been learning a lot about a lot of people. So, I'll definitely go look
him up. So, every year, one of the benefits about being with the XP is we get to go to Texas and
(01:34):
hang out with Brent and his friends at Build Conference. He's one of the ones that puts it
on. It's a huge conference. It's amazing. And you come away from it with just so much value.
Okay. You want to talk about it a little, Brent? Well, yeah. First of all, how are you doing? Is
(01:57):
it Sophia? Yes, I'm doing well. How are you? I don't have my glasses, so I cannot read all the
little writing under you guys. It's Sophia and who I can't literally, I don't have my glasses.
My name is Noel. Just think Christmas. Christmas. Well, this is. That's a good way to say it.
Right? We're putting the bulbs up on the tree. For you, baby. So, here I'll show you. We got the
(02:25):
tree up today. There it is. Oh, I love it. Right on. Look at that. We're in, there's my porch. I don't
have to see the lights on the porch. So, I get them out out there. What I want to know is, did
that go up the full hour after last Friday? It went up this weekend. I got it. Oh, man. All right.
(02:46):
We're out here in the Caribbean. And so, you know, you run to Walmart and you do what you can do.
Walmart is the exciting shopping experience here, baby. And they have a check out the
Epic Filet and then parking lots. So, it's good. But yeah, Sophia, we do a conference called Build
(03:09):
Every Summer. We get thousands of agents to show up and we teach people how to build their real
estate practice, their business, build a future, build legacy, build, we need to retirement, all
that good stuff. So, people love it. It's a big deal at EXP. So, and that's what Matt was talking
about. But hey, let's get into it today, man. Matt, what do you want to talk about today? What are
(03:31):
we going to hit today for Noel and Sophia? So, I want to talk about here I can be on.
About prospecting techniques and follow up. I want to hit that every single week, Mondays at two.
I think that right now with the market, the way that it is, that's all that matters is prospecting
(03:52):
and follow up. Because if you're not doing those two things, you're going to end up going to work
for, like you said, there's Chick-fil-A or Walmart or any of these other
worse options than what we do for a living. There's a great quote, Matt. And Sophia,
(04:12):
you and Noel can write this down. Either build your goals and dreams or someone will hire you to
build their goals and dreams. And build your dreams or someone will hire you to build theirs.
And so, in order to do that, you have to be tough on yourself and easy on other people. Never
hurt people. Tough on yourself, easy on other people. And you got to tell yourself what to do
(04:36):
and when to do it and how to do it and put a smile on your face and suck it up and do it when you
don't want to. And if you don't, you'll blow out, you'll have to go get a job and they will tell
you what to do, when to do it, when to be there, how to do it, what you'll do and you will do it.
Fire. But it sounds like, I don't feel like you're an open house to speak. I think I want to pass.
(05:00):
It's like, I'm not going to go to work. They would fire you. And yet, what do we do? I'm not going
to go door knocking or I'm not going to call, for me, my big, big, big, big thing was open houses.
And so, but before I get in there, Noel, what do you do for lead generation, prospecting for
lead gen? What is it that you like to do to work as a worker? Believe it or not, my role is a little
(05:24):
different. I'm not an agent. I work for a title company. And so, I, I, and I wear a lot of hats
for the title company. So, I know that I can attest to what you're saying when,
you know, yeah, yeah, if you were, if you're working in a job, they tell you where to be,
when to be, how high to jump and that's the game. That's the game where, so I think that quote that
(05:51):
you just said resonates, probably on a different level. I'm here, hopefully I can offer maybe
some insight as to some of the resources that we have, but also just kind of lean on my experience.
I've been doing this for about 23 years. And I've seen it all. I've seen all the markets. I've seen,
(06:12):
and I can, I can vouch for some of the things that work and don't work. Because in every market,
there's some pretty, there's some consistent things that still work. And there's some
consistent things that don't. So, are you a title rep? I am. I'm actually the assistant county manager
(06:32):
out here. But I, I am a title rep. And with, with a twist, I like to say, because I, I do more than
just the traditional title rep stuff. I do pride myself in being able to provide you guys with some
real value from the title company. So what title, which title company? Old Republic title, Old
(06:57):
Republic. Great company, outstanding company. Sophia, how long have you been in real estate?
November 30th will be a year. All right. Do you, do you know? Well,
what was that question? Do you know? No, well, no, I've never met. I've sold 5,000 homes in my
(07:22):
27 year career. It's my third market, you know, adjustment, we'll call it. So I'm going to give
you a homework assignment. So, Sophia from somebody sold over 5,000 homes said, I was a
three max agent in California out of 10,000 remax agents out sold them all. So number one thing
you should do is meet Noel for coffee next week. The number one coffee get to know him. Find out
(07:45):
how we can help you. He's got 23 years of experience. He prides himself and not just saying, Hey,
meet the sasquare officer, but how can I get in and help your business? He would not be here 23
years later if he was not a stable human being. And he's staying power. And he's this, this is third
market shift. And we're in a market shift. The fact that you started in a shift is great. Some of
(08:10):
our most successful, all right, all you know is what this market is. It ain't tough. It's just
what you know. It's all you know. It's not hard because you've only been in this market. So here's
the deal for everybody, me included massive actions, what's going to create results. So that
means massive prospecting. Now, I would think they talked to four or five, 10 people a day. That's a
(08:31):
lot of prospecting. No, when you're talking to 20 plus a day, you're doing a lot of prospecting.
You got to push yourself. If it feels uncomfortable, you're doing the right thing.
It write that down. If it feels uncomfortable, you are doing the right thing. And then if you do
the uncomfortable enough long enough, it becomes comfortable. Super easy for me to talk to people
(08:52):
because I did be uncomfortable for a long, long, long time. Samuel, he's been here for 23 years.
I'm sure he's very good at talking to people. It's a skill. And then, but even people who have the
skill, like I could have the skill and know, well, but if I need to grow my business, if I need to go
make some dough, you know, feed the kids, buy groceries, make the car payment, it does your
(09:15):
press clippings, do not buy groceries. Your press clippings, in other words, your trophy. I was at
dinner last night here in Puerto Rico, got pulled out his phone and it said, Todd Lay is number one
again. And that was 1993. That's awesome that he was number one 30 years ago. And he was laughing
(09:38):
about it. And he's actually very successful. He owns a home in Medellin and a home here in Puerto
Rico. And he's from Northern California. I've known him for 30 years, but he laughed. He was
number one paper route guy. He got more people sign up the Sacramento Bee back when they used to be a
paper. Yeah, that was literally your front door. And so that's great that I was a big star in my
(10:01):
past. But if you if you're looking over your shoulder, you're going to walk into a lamp post.
You know, the reason the windshield is big and the rear view mirror is tiny is you're not supposed
to spend a lot of time looking at every rear view mirror. You want to spend more focused time on
where you're going. And so Sophia, and you Noel and you Matt, you want your life to change. You
(10:24):
got to get extreme and radical, which is what I've always done in the area of prospecting. Like at
EXP, you could sell a lot of homes. That's good. You could do commercial luxury. That's good. And
you better do it and tell you but I got really while I was doing that, I got extreme about this.
So I I'm very visual. I drew out the people I was working with. And then I literally helped them
(10:48):
help them and that there's thousands and thousands and thousands and thousands and thousands and
thousands and thousands of people in these lakes I sponsored. But I did it seven years ago. When's
the best time to plant a tree 20 years ago with the next big time today, seven years ago, I started
doing this. Now you got to I mean, this like way out here at 600 500 500, you know, 400,
(11:10):
400, 150, 150, 150, you know, boom, boom, boom, boom. And so these are the different legs that I
hope growth. Those are agents, but that's like having, you know, 10 builders you're selling
homes for something. It's really good. But I had to, you know, grin and bear it. I had to dial for
dollars. And it's not like timeshare, like I have a friend who does timeshare in Cabo San Lucas.
(11:34):
And it's a close. Here's all the benefits. Here's what we have. You need to buy today.
And that's not what we're doing here. Now, when you're showing property, you want to write an offer
and put them in escrow and you want to open an escrow with old Republic, no, old Republic title,
no doubt. And the world can help you with that. You should definitely throw them a bow. And I'm
sure you have a title company by now. But if you don't, you have a team, Sophia, it's your home
(12:00):
inspector that you work with all the time. It's your general contractor that you work with all
the time. It's someone like Noel, who can help you and his escrow officer. They're your team.
And you're loan officer, you have a team. You have a very sophisticated team, but you probably
don't meet with them once a quarter and pull them all together and go, man, what are your goals?
(12:21):
What are you about? Let me try to introduce you to more agents, Noel. And watch what he does for
you. Like, you know, help introduce your loan officer to more agents. Help your loan officer
do more loans. How does that help you? That's what we're made to do. We're made to help people.
The size of the window you give through is the size of the window you get through. The more you
(12:42):
give, the more you get. The more you take, the less you get. Takers lose, givers gain. You'll be a
giver. You went into the room. It's not like, what can I get out of this room? It's who can I help?
How can I help my painter get some jobs so he or she can buy groceries and feed their family?
And when you're like, but I need to do my own, there's time for you too. But it's like,
(13:05):
how do we help people when you add value and you're helping your rougher, you're thinking
about your plumber, you're concerned about your gardener, the guy who most lawns and helps clean
up listings when you get them. If you need them, this is your team. And I gave my rougher so many
ruffling jobs that said, Hey, I need you to re-riff a property. They don't have any money.
(13:26):
Can you build escrow? And hopefully we should sell the next month or two and no clothes in a
month or two. She might have to sit on that rooftop for three or four months. And it took four months
and he re-riffed the house zero out of pocket just for me. I remember 20 years ago, I was sent so
many deals to, to, I was working with First American back then, probably over, I would say
(13:48):
about 350 title escrows a year, pretty good, right? And we, we couldn't direct them all. We were
doing close to 500, but I'd say about 350, we put through First American. I got a, a pickle where
these people needed to move in end of story. They had to move in and the wire didn't get
there in time and the title company, the money, they released it to record anyways on a 450,000
(14:14):
hour home with no money, no wires, not done. But I sent them so much business. They go for you. Yes,
I was in a pickle, my Lenter and he just handed me $20,000. I'd sent him so much business. I didn't
ask. He knew I was in a pickle financially and he was, Hey, come here. I need to meet with you.
He just, he says, not alone. If you want to pay me back someday, of course I did pay him back.
(14:36):
Is that arrest by violation? Probably. Anyway,
the statute of limitations are out. My point is, if you're loyal to people, they'll be loyal to you
and your clients, but you just, you reap what you sow. You are what you are. And so, but let's break
(15:00):
it down to this. Cause I have to take a shower and get ready for a birthday party that's happening
in 10 minutes. So I will say this. So Fio, you've been doing real estate for a year. What's your
favorite way to get a lead for a potential buyer or seller? Like what's your jam? What is your lead
generation jam? I'm sure you've tried maybe the expires for sale by owner, maybe some open houses,
(15:22):
maybe some sphere, working your sphere and asking for the business. What is it that you do,
chamber of commerce? How, why are you after a year? What is it that you're, that you enjoy the most
about which one? I've been doing open houses and I do, I go to a lot of social events.
Good. So that's your two, your two jams. That's my two things. Yeah. So let me ask you a question.
(15:47):
Is it working for you? Be straight up, you'd be brutally honest with me. If you tell me, yeah,
it's going okay and it's not. So I want to know the truth. Is this working for you? Well, I just
came to EXP three months ago. Right. Prior to that, I was at another broker and that's what we were
doing. We were going to all these events. We was, you know, and it wasn't working for me. So I loved
(16:10):
and I came to EXP and I've been doing the open houses and the open houses are working for me.
I'm getting out there. I'm getting exposure. I'm talking to clients. I'm getting referrals. I also,
I took a chance and did a for sale by owner open house and I told the owner, hey, you know,
(16:33):
I'm just going to do an open house for you. If somebody comes in here and buys it, great.
But if people come in here and they don't have an agent, then, you know, you're okay with me,
you know, pursuing them. Sure, sure. So I did an open house for a for sale by owner.
And it went well.
(16:53):
That's super creative. So have you ever seen my open house program that I have on the internet?
No, it's free. The year I sold 427 homes, 318 or strangers I had met at open houses. So have you
ever met when he sold over 300 homes from open houses? Wow. That's great. How about in one year?
(17:15):
I sold 4,000 homes from open houses. So that was my jam. And so if you want to watch that,
I spoke at the county board of realtors like four years ago and somebody each time
live me from the front row. And I did a 90 minute presentation how I sold all those homes in one year.
Like, how is it that I do my open houses? Because Tony Robbins just got back from Dallas from UPW
(17:40):
and he said, you want to succeed as an architect? You want to succeed as a stock broker? You want
to succeed as a title rep? You want to succeed as a real estate agent? You want to succeed as a
stock broker, as an accountant? Find the number one accountant, the number one architect, the
number one title rep in the world. Don't find someone who is good. That is the worst thing you
(18:03):
could do is have a good mentor. Find somebody who's flipping outstanding, I mean outstanding. And
what dissect their business? Like, what is it they do? And if you respect them, I found one of those
people and this guy swore so much. And he was such an ugly person. I'm like, I don't care what he
(18:23):
does. I don't want to be like him. Because you've got to have someone that you respect them. They're
ethics. They're morals. Who they are. For me, that was important. And I finally found one in
Toronto, 3,000 miles away. And I would fly to Toronto twice a year and he would put on events
and I would sit there for two or three days, take pages and pages of notes. And he took me from 40
(18:47):
sales a year to 400. He taxed my business because I didn't know how to do it. But he had a model
that worked. So that's number one model. Number two, I'd love the fact that you love open houses,
because that is my jam. Other people call the expires. Other people work on them for sale
bonus. I took a chance. You didn't take a chance. You kidding me? You had a killer house you could
(19:09):
hold open. There's no chance there was a win for you. There's no chance. The more things you'll
learn by watching my open house, I did it at the Placer County Board of Realtors. They usually have
25 people show up on Fridays. They had 240 show up. They serve lunch. They make lunch for 25
people. When people heard I was going to train on how I do my open houses, 200. They had the most
(19:31):
it ever had come was 30. There were 240 showed up for this and it got FaceTime live. So I posted
at Brinkgov.com. You can watch it. I don't sell the program. It was recorded about four years ago,
maybe five years ago, maybe five years ago, four or five years ago, but the principles are the same.
They have not changed. It's the same thing I've been doing for like 20 years. An open house is an
(19:54):
open house. It's an open house, but not the way I did it. So watch that. Go to Brinkgov.com.
Click on Buyers. I can back Brent up with Brinkgov.com. I go to it. I've been going to it for
years now to gain resources because he doesn't charge you for anything. He's got scripts on
(20:21):
there. If I remember, there's videos, tutorials, all kinds of stuff. It's one of the best resources
in the state. Okay. Great. Watch the video. It's about a 90-minute training. I wish they
turned the video around at the audience. There were two hundred. It's on me the whole time,
(20:43):
which I think is boring. I wish it was jam-packed. I just did a new one. I just lit it up. So you'll
get some, you'll have some aha moments there because you already like it. You already found
some ways to make it work, but watch it two, three, four times. Take some notes. That will help you.
I'll just give you some hints right now. I would put out 30 signs, not five or 10.
(21:07):
Okay. 30. And all my signs had free list of area homes. People may pull up and, oh, it's a two-story.
Let's keep going. Well, not if there's a free list of very homes. Like, oh, let's go in and get the
list. Now you're at the, they drive away or you can't swing the bat. And so that free list of
area homes is like honey. It's what bears want. It's what people want. It's a big deal having
(21:31):
free list of area homes on your open house signs, all of them. And most people put out five or 10.
I put out 30. It took an hour. Doesn't that take a long time? I started at nine at 10. Then I'd work
from 10 to five. I'd put in seven hours. And if they're rolling through the door at five and
starting to get dark, I'd stay till five 30. They're rolling through the door. At five 30,
I'd stay till six. If they're rolling through the door, I'd call my wife, babe, is it cool? I'm
(21:54):
going to be late. They're pouring through the door. I'd stay till nine at night. I would, seven is
12 hours. I'd be doing 14 hours. But I only did it for three months. It wasn't three years or 30
years. I did it for three months. That was it. Three months of my life. At the end of three
months, I had about 80 clients. Most people have two or three while they're starving real estate.
(22:14):
I had 80. Everyone says, Oh my gosh, how do you work with 80 clients? You can't. You only work with
the highly motivated ones that call you. They beat your dare down. They call you and say,
We want to make an offer. You're like, Awesome. Where? They go, We're at this open house. We
found a store of a lender or UBIS city or out in Plumas Lakes or out in Marysville or
(22:37):
Lincoln or Wheatland or Sheridan. We want to make an offer. You're like, Great. And you want to write?
Yeah. And you're like, I'm embarrassed. I don't recognize your voice. I'm a number savior. Oh,
we kept your cord for six months. We met you at an open house a half a year. We loved you,
Sophia. I met this couple and kept my card for a year. I told them a big expensive home in Folsom
because I was different. I was passionate. You can't fake authenticity. And when you're passionate,
(23:02):
people will keep your card and they will call you later. But I have to go. But hopefully this
was helpful. But watch the video at Brentgov.com. Click on buyer advice. Yep. And Noel likes it.
And then I'll let the three of you keep dialoguing on some of the...
Hey, thanks so much, Brett, for coming on with me today. I appreciate it.
Thank you so much. This has been so good. This is good now, Johnty.
(23:25):
Sophia, I have a sweet count that's about you. I can tell you, I've hired 177 agents in a single
year. I've hired many agents that sold seven homes their first year. I've got seven agents
and I have that sold me in the first month that sold seven homes in escrow. Now, they had a model
to copy, which you have not had. You've been kind of fumbling blind with your old... Exactly. Just
(23:47):
going around trying to feel my way. Model. They had my model. They copied my model,
which I copied from the number one remax agent in the world. Outstanding. Good. There's good
managers and there's outstanding. Copy the outstanding. I copied the number one remax
agent in the world. I flew halfway around the world to copy his model. I'm not smart.
(24:11):
I just copied how to make chocolate chip cookies. So, yeah, you're going to make this. I want to
turn you on to one more thing. Every Thursday, we do a team meeting. Every Thursday, it's from 10
to 11. Okay, I'll see you there. I'm going to take a shower. I'll be there. My wife's bailing. Hey,
honey, wave bye. Wave bye. It's a birthday dinner. I'm being very bad today, but it's a quick shower.
(24:35):
I'll be right behind them. But I want to say this, because if this matters, where was I going? Oh,
so this team meeting, it's 10 to 11 every Thursday morning Pacific. Okay. When I started that team
meeting, take a guess. Well, let you guess. Seriously, be realistic. But how many years have I
(24:57):
run that for? One year, three years, five years, eight years? How long do you think, Sophia? Like,
don't miss. Never miss. Well, we take off New Year's Easter Thanksgiving, Fourth of July. Obviously,
we don't do it. Eight years. We're running for 20 years. That's half the battle in life,
(25:25):
is showing up when you book an open house. That's what you're doing. You're not house voting.
You'll get invited to go snow skiing. You'll get invited to go house voting. And you're not going
to want to necessarily, but you suck it up and you put on your big girl pants. We put on our big boy
pants and we do what needs to be done, when it needs to be done, whether we feel like it or not.
People who, I mean, feelings can help you, but most people are harmed by them. That's not motivated
(25:50):
or want to. She's like a teenager, 14 year old, 16. I don't want to clean my room. I don't want
to mow the lawn. I don't want to do the dishes. That's great. Go do the dishes. It doesn't matter.
Adulting is, is sucking it up. You get a ticket to the struggle bus. And when you lean into it and
you go, you create the door things. It creates energy. You have so much respect for yourself.
(26:13):
Self respect is an important thing. You're not like, I'm the greatest. Not like that,
but you're like, you know, and I got the, I got the labels to say, if this is going to have the
if I have to stay up till three o'clock in the morning, this is going to happen. When you have
that and you backed it again and again and again, you could do anything eventually. It may take
you a year longer or three years longer than you thought, but come to my team meeting. It's in
(26:38):
Noel. You're welcome to jump on to it's every Thursday morning from 10 to 11. Open everyone.
We have about 40 people that show up in person. It's in Roseville. You're welcome to show up in
person, Sophia. And it's at my office at pleasant grove in 65. We have a beautiful office, giant
conference room. I'm building my new office for 1.4 million. While people are pulling back,
(26:59):
I'm pushing forward, man. It is stunning. Brand new, put half a million dollars in the furniture.
We're, we're growing that are growing. That's nothing who you hang out with matters. Find people
who are kicking bottom now and make sure you're their friend. I mean, hang out with them. Where
are they? Go find them, seek them out. It rubs off on you. You hang out with four or five people
(27:22):
leaving the industry. That will put fear in your heart and that will rub off on you. So it's every
Thursday from 10 to 11. It's goveteamzoom.com. Gove, it might be goveteammeeting.com. I apologize.
I'm looking it up right now as we speak. Okay. I think it's actually goveteammeeting.com. I'm
(27:43):
literally typing it in. Yes, it's Gove. That's my last name. Teammeeting.com. No password needed.
Goveteammeeting.com. You're all invited and it's every Thursday from 10 to 11. I usually
jump on. Sometimes I'm in town. I'm there in person. Other times I'm on Zoom. We have lenders
(28:06):
coming in and speak. We have title reps coming in and speak. We have escrow officers. We have
home inspectors. We have the mayor of Sacramento, the mayor of Ubus City. We'll get in political
figures. We talk to developers. We talk into how to get buyers to buy and sellers to sell,
how to write counter offers, how to fix broken escrows where everyone wants to sue each other.
(28:31):
We talk about all kinds of stuff that's super helpful to you. I highly recommend you put that
in your calendar on repeat every Thursday from 10 to 11 and tell people about it. We do record it
and we put it on my YouTube channel. It gets seen another 500 times easily. That helps a lot of
people out. That's a good place to start. I think we'll leave it there. My wife's officially gone.
(29:01):
She knows I said I got to do this, babe. I've actually helped her all day. We've been decorating
the place and getting ready. My pastor's flying in sight, Pastor Francis from the Rock of Roseville
in Northern California. Then Pastor George from the Rock of Gainesville. He's literally in the
area just texting me. I'm almost there. He's an hour drive away. He lands in San Juan. I live on
(29:22):
the coast here in Puerto Rico. We're going to play golf all week and hang out. I'm going to be a bum,
but I helped her all day. She's happy with me. No, well, did you want to say something? I saw you
and me yourself and I just kept rambling. Did you want to kick it in? No, no, I just didn't want to
interrupt. It's so good. There are so many nuggets of gold just in that 30 minutes there that I mean,
(29:44):
I didn't really have a whole lot of expectations coming into the meeting.
I'm walking away with myself, which is nuggets of gold Sophia. I don't know if you realize what you
just tapped into, but that was amazing. That's so good. Thank you, buddy. I'm ready to run through
a wall. Hey, no, well, if I can talk for over public, if you want to do a Zoom, I'll do it. I won't
(30:10):
even mention EXP. I helped. I've talked for First American. They freaked out. They're like,
that's the best talk I've ever heard in my life. And I talked to all the reps for First American.
So if you want to get together, 10 of your title reps that I can tell them how to get business from
agents and how to kick butt in 2024. I'd love to do that for you. So, so the way I'm saying you help
(30:32):
other people and then all of a sudden, wow, I got a listing out of nowhere. No, you didn't.
God sees what you do. He knows that you picked up trash when you could have walked by it.
We walked the beach and we came out with handfuls of trash. We're a little bit of here by the time
we got off the beach and we felt good to go to the trash can. Everyone else walked by it, but not
my wife and I. It's a little, it's how you do anything is how you do everything. It's how you
(30:55):
show up in life. So Sophia, we're excited. Matt, you're stud. You know how I feel about you, man.
Hey, Sophia, we only have about nine minutes left. I didn't want to let you know what has been working
for me lately. Okay. We're listing appointments. Right. I want to hear this. Go ahead, man.
(31:19):
I mean, my wife and I were a team. She found out that Hillcrest Estates did not have a neighborhood
Facebook group. Okay. And so she started one. And then I went to Noel and got every address
(31:39):
and owner in Hillcrest Estates address. Right. And I made up a little card like this,
real simple. You're invited to Hillcrest Estates Facebook group with a QR code to join the group.
And I mailed that out. It cost money. It cost me about $70. It was not much money at all. Right.
(32:03):
Printed all the things up at Staples. Noel got me the labels and then postcard stamps. Right.
And you're going to sit there for about an hour putting on these stamps. You're going to bundle
them in with rubber bands and you go drop it off in that blue mailbox. Right. And you mail it out.
(32:23):
And it takes a few days for people to respond. But we got 70 people in that group, 75 in that group,
right off the bat. And now what we do is we make the rules for that group. So who advertises in
that group? You think it's a Moreno real estate team? You bet it's Moreno real estate team. Right.
(32:46):
Everything Matt and Janelle and you know, everybody started interacting with each other.
And one lady like set up a parade, a neighborhood parade. It's our neighborhood, by the way.
It's where we live. And when we moved here, it was just a bunch of old people. So,
you know, it took a few years, but younger folks started moving in and they're the ones that
(33:08):
are going to be showing up. They're the ones that are going to be selling a house every couple years.
You know, their parents are, I mean, if you're 80 living in a house, you're probably not going to
be selling that house that your kids will. You know what I mean? And so we just started target
marketing these different neighborhoods, becoming the Hulk in the puddle in different areas in
(33:32):
U of City, but, you know, we cover a huge area. And from that, we got listing appointments. And
you know, people think, I'm going to sell a house. It doesn't matter if they know somebody,
if they're in your Hillcrest Estates Facebook group, and they're seeing your stuff all the time
(33:53):
there, then they're always going to be seeing it elsewhere. Right. You're at the top of their mind.
Right. That's what they're seeing. So that's something that worked for us. And I wanted to
lay that down for you because it's a piece of value you can take at home today.
Yes, thank you. Where are you from? I'm from Atlanta. Atlanta? So go do it there.
(34:19):
But it's just great because you control the rules of the group. You don't let another real
state agent join that group. Right. Bottom line. Sophia, who's your sponsor and who's their sponsor?
I want to guess what group you're in Atlanta. I'm under Nicole Ambrose.
Cole, I know that name. Nicole Ambrose. Who's her, do you know?
(34:43):
Yeah, she's one of the top producers here in Atlanta.
Who's that? Do you know who's above her? I can't remember who she was above her,
but I know I'm in there with Jay. I think Jay is like number six. Jay Kinder?
Oh, that's awesome, man. Yeah.
Shy. Don't be shy. Reach out to people. Also, Sophia, you can find out who's in your
(35:08):
upline by going to my.exprealty.com. Okay. Sign in to that using your just normal
username and password for the use for KVCore and all that. And you'll see the whole list of
who's there for you. I want to invite you to something. I'm going to be in Atlanta in January.
(35:32):
It's called the Create Conference. It has nothing to do with real estate. And there's about 200
entrepreneurs show up. John Maxwell's been there. Gary Breck has been there. The guy who wrote
Living Naked with the Seals been there. Russ Yeager. He's a Randy Yard. He's on the board of
(35:54):
directors for Tony Robbins. He sits on Tony Robbins board. There's been so many amazing speakers.
So it's in your backyard. And it is pretty amazing. I've been going to this guy's stuff for about 18
months. Every time he does something, I show up. I'm going to fly in from Puerto Rico for this.
(36:15):
And it's in your backyard in January. And if you text me, I will give you the dates and
the links so you can check it out. It's very inexpensive to go. And they do it at a church
there and it's first class venue. Only 200 people. And there are stores that will show up. Les Browns
(36:40):
knew who Les Brown is. Les Brown was there last time. Les Brown was just walking around. He was
sitting there. Les Brown had lunch with John Maxwell. Usually there's thousands where these
guys show up. And this guy who runs at Ken's also and used to be a pastor in Atlanta. Ken knows
everybody. He's personal friends with Grant Cardone and Elena Cardone. And he's just,
(37:03):
you know, Grant Cardone calls him preacher man. But he's retired. He's not doing that anymore.
But he's just, I love the guy. But I'll give you my cell phone and Joel, write this down.
Matt's already got it. It's 916-223-Sophia-223-5555. And send me a text and say,
(37:24):
give me the more information on the Create Conference in Atlanta. It's in your backyard.
You have to come. I'll be there. I'll high five you.
Yeah. So you said 916-223-5555. Or as we say in Puerto Rico, cinco cinco cinco cinco.
(37:49):
Got it. Got it. Thank you so much. Yep. And Noel, send me a text man. What do I do to help you out,
man? We all got goals and dreams and aspirations, whatever I can do to help you in Old Republic.
I'd love to be a part of that. And Matt, you're stud. Thanks for inviting me on. I hope it's not
the last time. But I, you know, I'm going to be doing this every Monday at 2 p.m. I love it.
(38:14):
Sophia, will you be back next week? I will be back. Yes. Will you bring people? Yes. Yes. I got
a few people I can bring. Yes. If you can just invite invite invite all week long for me.
Okay. I want to reach out to as many people as humanly possible so I can I can help as many
people as humanly possible. I mean, this is the way to do it. Matt's a superstar out here in
(38:40):
northern California. So everyone loves him. All right, guys, I got to go. Great. All right. Thank you.
Thank you. You will see you. Okay. Bye, guys. See you. Bye.
Sophia, do you have my my phone number? Oh, no. Can you give it to me? I appreciate it. 530-216-6716.
(39:07):
Okay. And how did you hear about our event today? Well, I met with Brandon J. Sun.
Okay. And he helped me build a funnel so I got all these links coming in.
Awesome. And we were talking and he was talking about my down line. I was like, yeah, I said,
(39:31):
your dad's in my down line. I saw I'm in there number six. He's like, really? So we just he
started inviting me to the groups and telling me get in. He said, you're a honey badger. Get in there.
That's awesome. Right on. Well, that's good. I'm about to go. I don't have the upgraded plan for Zoom
(39:52):
so we only have 40 minutes. Okay. Can I get your number two because I probably will need to title
absolutely 530-237-7546. Okay. Perfect. And then I'll send you my information. Nice meeting you.
Call or text me anytime you need anything. Okay. Okay. I sure will. Yeah, brother. Thanks, Matt.
(40:15):
All right. Thank you. See you later. All righty.
you
(00:02):
Whatæ ¹ hardest thing for us
And
the
(00:40):
to
Hello. Hey, what's happening? Hello. Hi. How are you? I'm good. How are you? Good. So, Sophia,
you are you like, you're an agent, right? Yeah. With Keller Williams? No. No. Oh, you're with the
(01:04):
XP? Nice. Have you ever met Brent Gove? No. Brent goes on with us today. Do you know anything about
Brent Gove? I don't, but I've been learning a lot about a lot of people. So, I'll definitely go look
him up. So, every year, one of the benefits about being with the XP is we get to go to Texas and
(01:34):
hang out with Brent and his friends at Build Conference. He's one of the ones that puts it
on. It's a huge conference. It's amazing. And you come away from it with just so much value.
Okay. You want to talk about it a little, Brent? Well, yeah. First of all, how are you doing? Is
(01:57):
it Sophia? Yes, I'm doing well. How are you? I don't have my glasses, so I cannot read all the
little writing under you guys. It's Sophia and who I can't literally, I don't have my glasses.
My name is Noel. Just think Christmas. Christmas. Well, this is. That's a good way to say it.
Right? We're putting the bulbs up on the tree. For you, baby. So, here I'll show you. We got the
(02:25):
tree up today. There it is. Oh, I love it. Right on. Look at that. We're in, there's my porch. I don't
have to see the lights on the porch. So, I get them out out there. What I want to know is, did
that go up the full hour after last Friday? It went up this weekend. I got it. Oh, man. All right.
(02:46):
We're out here in the Caribbean. And so, you know, you run to Walmart and you do what you can do.
Walmart is the exciting shopping experience here, baby. And they have a check out the
Epic Filet and then parking lots. So, it's good. But yeah, Sophia, we do a conference called Build
(03:09):
Every Summer. We get thousands of agents to show up and we teach people how to build their real
estate practice, their business, build a future, build legacy, build, we need to retirement, all
that good stuff. So, people love it. It's a big deal at EXP. So, and that's what Matt was talking
about. But hey, let's get into it today, man. Matt, what do you want to talk about today? What are
(03:31):
we going to hit today for Noel and Sophia? So, I want to talk about here I can be on.
About prospecting techniques and follow up. I want to hit that every single week, Mondays at two.
I think that right now with the market, the way that it is, that's all that matters is prospecting
(03:52):
and follow up. Because if you're not doing those two things, you're going to end up going to work
for, like you said, there's Chick-fil-A or Walmart or any of these other
worse options than what we do for a living. There's a great quote, Matt. And Sophia,
(04:12):
you and Noel can write this down. Either build your goals and dreams or someone will hire you to
build their goals and dreams. And build your dreams or someone will hire you to build theirs.
And so, in order to do that, you have to be tough on yourself and easy on other people. Never
hurt people. Tough on yourself, easy on other people. And you got to tell yourself what to do
(04:36):
and when to do it and how to do it and put a smile on your face and suck it up and do it when you
don't want to. And if you don't, you'll blow out, you'll have to go get a job and they will tell
you what to do, when to do it, when to be there, how to do it, what you'll do and you will do it.
Fire. But it sounds like, I don't feel like you're an open house to speak. I think I want to pass.
(05:00):
It's like, I'm not going to go to work. They would fire you. And yet, what do we do? I'm not going
to go door knocking or I'm not going to call, for me, my big, big, big, big thing was open houses.
And so, but before I get in there, Noel, what do you do for lead generation, prospecting for
lead gen? What is it that you like to do to work as a worker? Believe it or not, my role is a little
(05:24):
different. I'm not an agent. I work for a title company. And so, I, I, and I wear a lot of hats
for the title company. So, I know that I can attest to what you're saying when,
you know, yeah, yeah, if you were, if you're working in a job, they tell you where to be,
when to be, how high to jump and that's the game. That's the game where, so I think that quote that
(05:51):
you just said resonates, probably on a different level. I'm here, hopefully I can offer maybe
some insight as to some of the resources that we have, but also just kind of lean on my experience.
I've been doing this for about 23 years. And I've seen it all. I've seen all the markets. I've seen,
(06:12):
and I can, I can vouch for some of the things that work and don't work. Because in every market,
there's some pretty, there's some consistent things that still work. And there's some
consistent things that don't. So, are you a title rep? I am. I'm actually the assistant county manager
(06:32):
out here. But I, I am a title rep. And with, with a twist, I like to say, because I, I do more than
just the traditional title rep stuff. I do pride myself in being able to provide you guys with some
real value from the title company. So what title, which title company? Old Republic title, Old
(06:57):
Republic. Great company, outstanding company. Sophia, how long have you been in real estate?
November 30th will be a year. All right. Do you, do you know? Well,
what was that question? Do you know? No, well, no, I've never met. I've sold 5,000 homes in my
(07:22):
27 year career. It's my third market, you know, adjustment, we'll call it. So I'm going to give
you a homework assignment. So, Sophia from somebody sold over 5,000 homes said, I was a
three max agent in California out of 10,000 remax agents out sold them all. So number one thing
you should do is meet Noel for coffee next week. The number one coffee get to know him. Find out
(07:45):
how we can help you. He's got 23 years of experience. He prides himself and not just saying, Hey,
meet the sasquare officer, but how can I get in and help your business? He would not be here 23
years later if he was not a stable human being. And he's staying power. And he's this, this is third
market shift. And we're in a market shift. The fact that you started in a shift is great. Some of
(08:10):
our most successful, all right, all you know is what this market is. It ain't tough. It's just
what you know. It's all you know. It's not hard because you've only been in this market. So here's
the deal for everybody, me included massive actions, what's going to create results. So that
means massive prospecting. Now, I would think they talked to four or five, 10 people a day. That's a
(08:31):
lot of prospecting. No, when you're talking to 20 plus a day, you're doing a lot of prospecting.
You got to push yourself. If it feels uncomfortable, you're doing the right thing.
It write that down. If it feels uncomfortable, you are doing the right thing. And then if you do
the uncomfortable enough long enough, it becomes comfortable. Super easy for me to talk to people
(08:52):
because I did be uncomfortable for a long, long, long time. Samuel, he's been here for 23 years.
I'm sure he's very good at talking to people. It's a skill. And then, but even people who have the
skill, like I could have the skill and know, well, but if I need to grow my business, if I need to go
make some dough, you know, feed the kids, buy groceries, make the car payment, it does your
(09:15):
press clippings, do not buy groceries. Your press clippings, in other words, your trophy. I was at
dinner last night here in Puerto Rico, got pulled out his phone and it said, Todd Lay is number one
again. And that was 1993. That's awesome that he was number one 30 years ago. And he was laughing
(09:38):
about it. And he's actually very successful. He owns a home in Medellin and a home here in Puerto
Rico. And he's from Northern California. I've known him for 30 years, but he laughed. He was
number one paper route guy. He got more people sign up the Sacramento Bee back when they used to be a
paper. Yeah, that was literally your front door. And so that's great that I was a big star in my
(10:01):
past. But if you if you're looking over your shoulder, you're going to walk into a lamp post.
You know, the reason the windshield is big and the rear view mirror is tiny is you're not supposed
to spend a lot of time looking at every rear view mirror. You want to spend more focused time on
where you're going. And so Sophia, and you Noel and you Matt, you want your life to change. You
(10:24):
got to get extreme and radical, which is what I've always done in the area of prospecting. Like at
EXP, you could sell a lot of homes. That's good. You could do commercial luxury. That's good. And
you better do it and tell you but I got really while I was doing that, I got extreme about this.
So I I'm very visual. I drew out the people I was working with. And then I literally helped them
(10:48):
help them and that there's thousands and thousands and thousands and thousands and thousands and
thousands and thousands of people in these lakes I sponsored. But I did it seven years ago. When's
the best time to plant a tree 20 years ago with the next big time today, seven years ago, I started
doing this. Now you got to I mean, this like way out here at 600 500 500, you know, 400,
(11:10):
400, 150, 150, 150, you know, boom, boom, boom, boom. And so these are the different legs that I
hope growth. Those are agents, but that's like having, you know, 10 builders you're selling
homes for something. It's really good. But I had to, you know, grin and bear it. I had to dial for
dollars. And it's not like timeshare, like I have a friend who does timeshare in Cabo San Lucas.
(11:34):
And it's a close. Here's all the benefits. Here's what we have. You need to buy today.
And that's not what we're doing here. Now, when you're showing property, you want to write an offer
and put them in escrow and you want to open an escrow with old Republic, no, old Republic title,
no doubt. And the world can help you with that. You should definitely throw them a bow. And I'm
sure you have a title company by now. But if you don't, you have a team, Sophia, it's your home
(12:00):
inspector that you work with all the time. It's your general contractor that you work with all
the time. It's someone like Noel, who can help you and his escrow officer. They're your team.
And you're loan officer, you have a team. You have a very sophisticated team, but you probably
don't meet with them once a quarter and pull them all together and go, man, what are your goals?
(12:21):
What are you about? Let me try to introduce you to more agents, Noel. And watch what he does for
you. Like, you know, help introduce your loan officer to more agents. Help your loan officer
do more loans. How does that help you? That's what we're made to do. We're made to help people.
The size of the window you give through is the size of the window you get through. The more you
(12:42):
give, the more you get. The more you take, the less you get. Takers lose, givers gain. You'll be a
giver. You went into the room. It's not like, what can I get out of this room? It's who can I help?
How can I help my painter get some jobs so he or she can buy groceries and feed their family?
And when you're like, but I need to do my own, there's time for you too. But it's like,
(13:05):
how do we help people when you add value and you're helping your rougher, you're thinking
about your plumber, you're concerned about your gardener, the guy who most lawns and helps clean
up listings when you get them. If you need them, this is your team. And I gave my rougher so many
ruffling jobs that said, Hey, I need you to re-riff a property. They don't have any money.
(13:26):
Can you build escrow? And hopefully we should sell the next month or two and no clothes in a
month or two. She might have to sit on that rooftop for three or four months. And it took four months
and he re-riffed the house zero out of pocket just for me. I remember 20 years ago, I was sent so
many deals to, to, I was working with First American back then, probably over, I would say
(13:48):
about 350 title escrows a year, pretty good, right? And we, we couldn't direct them all. We were
doing close to 500, but I'd say about 350, we put through First American. I got a, a pickle where
these people needed to move in end of story. They had to move in and the wire didn't get
there in time and the title company, the money, they released it to record anyways on a 450,000
(14:14):
hour home with no money, no wires, not done. But I sent them so much business. They go for you. Yes,
I was in a pickle, my Lenter and he just handed me $20,000. I'd sent him so much business. I didn't
ask. He knew I was in a pickle financially and he was, Hey, come here. I need to meet with you.
He just, he says, not alone. If you want to pay me back someday, of course I did pay him back.
(14:36):
Is that arrest by violation? Probably. Anyway,
the statute of limitations are out. My point is, if you're loyal to people, they'll be loyal to you
and your clients, but you just, you reap what you sow. You are what you are. And so, but let's break
(15:00):
it down to this. Cause I have to take a shower and get ready for a birthday party that's happening
in 10 minutes. So I will say this. So Fio, you've been doing real estate for a year. What's your
favorite way to get a lead for a potential buyer or seller? Like what's your jam? What is your lead
generation jam? I'm sure you've tried maybe the expires for sale by owner, maybe some open houses,
(15:22):
maybe some sphere, working your sphere and asking for the business. What is it that you do,
chamber of commerce? How, why are you after a year? What is it that you're, that you enjoy the most
about which one? I've been doing open houses and I do, I go to a lot of social events.
Good. So that's your two, your two jams. That's my two things. Yeah. So let me ask you a question.
(15:47):
Is it working for you? Be straight up, you'd be brutally honest with me. If you tell me, yeah,
it's going okay and it's not. So I want to know the truth. Is this working for you? Well, I just
came to EXP three months ago. Right. Prior to that, I was at another broker and that's what we were
doing. We were going to all these events. We was, you know, and it wasn't working for me. So I loved
(16:10):
and I came to EXP and I've been doing the open houses and the open houses are working for me.
I'm getting out there. I'm getting exposure. I'm talking to clients. I'm getting referrals. I also,
I took a chance and did a for sale by owner open house and I told the owner, hey, you know,
(16:33):
I'm just going to do an open house for you. If somebody comes in here and buys it, great.
But if people come in here and they don't have an agent, then, you know, you're okay with me,
you know, pursuing them. Sure, sure. So I did an open house for a for sale by owner.
And it went well.
(16:53):
That's super creative. So have you ever seen my open house program that I have on the internet?
No, it's free. The year I sold 427 homes, 318 or strangers I had met at open houses. So have you
ever met when he sold over 300 homes from open houses? Wow. That's great. How about in one year?
(17:15):
I sold 4,000 homes from open houses. So that was my jam. And so if you want to watch that,
I spoke at the county board of realtors like four years ago and somebody each time
live me from the front row. And I did a 90 minute presentation how I sold all those homes in one year.
Like, how is it that I do my open houses? Because Tony Robbins just got back from Dallas from UPW
(17:40):
and he said, you want to succeed as an architect? You want to succeed as a stock broker? You want
to succeed as a title rep? You want to succeed as a real estate agent? You want to succeed as a
stock broker, as an accountant? Find the number one accountant, the number one architect, the
number one title rep in the world. Don't find someone who is good. That is the worst thing you
(18:03):
could do is have a good mentor. Find somebody who's flipping outstanding, I mean outstanding. And
what dissect their business? Like, what is it they do? And if you respect them, I found one of those
people and this guy swore so much. And he was such an ugly person. I'm like, I don't care what he
(18:23):
does. I don't want to be like him. Because you've got to have someone that you respect them. They're
ethics. They're morals. Who they are. For me, that was important. And I finally found one in
Toronto, 3,000 miles away. And I would fly to Toronto twice a year and he would put on events
and I would sit there for two or three days, take pages and pages of notes. And he took me from 40
(18:47):
sales a year to 400. He taxed my business because I didn't know how to do it. But he had a model
that worked. So that's number one model. Number two, I'd love the fact that you love open houses,
because that is my jam. Other people call the expires. Other people work on them for sale
bonus. I took a chance. You didn't take a chance. You kidding me? You had a killer house you could
(19:09):
hold open. There's no chance there was a win for you. There's no chance. The more things you'll
learn by watching my open house, I did it at the Placer County Board of Realtors. They usually have
25 people show up on Fridays. They had 240 show up. They serve lunch. They make lunch for 25
people. When people heard I was going to train on how I do my open houses, 200. They had the most
(19:31):
it ever had come was 30. There were 240 showed up for this and it got FaceTime live. So I posted
at Brinkgov.com. You can watch it. I don't sell the program. It was recorded about four years ago,
maybe five years ago, maybe five years ago, four or five years ago, but the principles are the same.
They have not changed. It's the same thing I've been doing for like 20 years. An open house is an
(19:54):
open house. It's an open house, but not the way I did it. So watch that. Go to Brinkgov.com.
Click on Buyers. I can back Brent up with Brinkgov.com. I go to it. I've been going to it for
years now to gain resources because he doesn't charge you for anything. He's got scripts on
(20:21):
there. If I remember, there's videos, tutorials, all kinds of stuff. It's one of the best resources
in the state. Okay. Great. Watch the video. It's about a 90-minute training. I wish they
turned the video around at the audience. There were two hundred. It's on me the whole time,
(20:43):
which I think is boring. I wish it was jam-packed. I just did a new one. I just lit it up. So you'll
get some, you'll have some aha moments there because you already like it. You already found
some ways to make it work, but watch it two, three, four times. Take some notes. That will help you.
I'll just give you some hints right now. I would put out 30 signs, not five or 10.
(21:07):
Okay. 30. And all my signs had free list of area homes. People may pull up and, oh, it's a two-story.
Let's keep going. Well, not if there's a free list of very homes. Like, oh, let's go in and get the
list. Now you're at the, they drive away or you can't swing the bat. And so that free list of
area homes is like honey. It's what bears want. It's what people want. It's a big deal having
(21:31):
free list of area homes on your open house signs, all of them. And most people put out five or 10.
I put out 30. It took an hour. Doesn't that take a long time? I started at nine at 10. Then I'd work
from 10 to five. I'd put in seven hours. And if they're rolling through the door at five and
starting to get dark, I'd stay till five 30. They're rolling through the door. At five 30,
I'd stay till six. If they're rolling through the door, I'd call my wife, babe, is it cool? I'm
(21:54):
going to be late. They're pouring through the door. I'd stay till nine at night. I would, seven is
12 hours. I'd be doing 14 hours. But I only did it for three months. It wasn't three years or 30
years. I did it for three months. That was it. Three months of my life. At the end of three
months, I had about 80 clients. Most people have two or three while they're starving real estate.
(22:14):
I had 80. Everyone says, Oh my gosh, how do you work with 80 clients? You can't. You only work with
the highly motivated ones that call you. They beat your dare down. They call you and say,
We want to make an offer. You're like, Awesome. Where? They go, We're at this open house. We
found a store of a lender or UBIS city or out in Plumas Lakes or out in Marysville or
(22:37):
Lincoln or Wheatland or Sheridan. We want to make an offer. You're like, Great. And you want to write?
Yeah. And you're like, I'm embarrassed. I don't recognize your voice. I'm a number savior. Oh,
we kept your cord for six months. We met you at an open house a half a year. We loved you,
Sophia. I met this couple and kept my card for a year. I told them a big expensive home in Folsom
because I was different. I was passionate. You can't fake authenticity. And when you're passionate,
(23:02):
people will keep your card and they will call you later. But I have to go. But hopefully this
was helpful. But watch the video at Brentgov.com. Click on buyer advice. Yep. And Noel likes it.
And then I'll let the three of you keep dialoguing on some of the...
Hey, thanks so much, Brett, for coming on with me today. I appreciate it.
Thank you so much. This has been so good. This is good now, Johnty.
(23:25):
Sophia, I have a sweet count that's about you. I can tell you, I've hired 177 agents in a single
year. I've hired many agents that sold seven homes their first year. I've got seven agents
and I have that sold me in the first month that sold seven homes in escrow. Now, they had a model
to copy, which you have not had. You've been kind of fumbling blind with your old... Exactly. Just
(23:47):
going around trying to feel my way. Model. They had my model. They copied my model,
which I copied from the number one remax agent in the world. Outstanding. Good. There's good
managers and there's outstanding. Copy the outstanding. I copied the number one remax
agent in the world. I flew halfway around the world to copy his model. I'm not smart.
(24:11):
I just copied how to make chocolate chip cookies. So, yeah, you're going to make this. I want to
turn you on to one more thing. Every Thursday, we do a team meeting. Every Thursday, it's from 10
to 11. Okay, I'll see you there. I'm going to take a shower. I'll be there. My wife's bailing. Hey,
honey, wave bye. Wave bye. It's a birthday dinner. I'm being very bad today, but it's a quick shower.
(24:35):
I'll be right behind them. But I want to say this, because if this matters, where was I going? Oh,
so this team meeting, it's 10 to 11 every Thursday morning Pacific. Okay. When I started that team
meeting, take a guess. Well, let you guess. Seriously, be realistic. But how many years have I
(24:57):
run that for? One year, three years, five years, eight years? How long do you think, Sophia? Like,
don't miss. Never miss. Well, we take off New Year's Easter Thanksgiving, Fourth of July. Obviously,
we don't do it. Eight years. We're running for 20 years. That's half the battle in life,
(25:25):
is showing up when you book an open house. That's what you're doing. You're not house voting.
You'll get invited to go snow skiing. You'll get invited to go house voting. And you're not going
to want to necessarily, but you suck it up and you put on your big girl pants. We put on our big boy
pants and we do what needs to be done, when it needs to be done, whether we feel like it or not.
People who, I mean, feelings can help you, but most people are harmed by them. That's not motivated
(25:50):
or want to. She's like a teenager, 14 year old, 16. I don't want to clean my room. I don't want
to mow the lawn. I don't want to do the dishes. That's great. Go do the dishes. It doesn't matter.
Adulting is, is sucking it up. You get a ticket to the struggle bus. And when you lean into it and
you go, you create the door things. It creates energy. You have so much respect for yourself.
(26:13):
Self respect is an important thing. You're not like, I'm the greatest. Not like that,
but you're like, you know, and I got the, I got the labels to say, if this is going to have the
if I have to stay up till three o'clock in the morning, this is going to happen. When you have
that and you backed it again and again and again, you could do anything eventually. It may take
you a year longer or three years longer than you thought, but come to my team meeting. It's in
(26:38):
Noel. You're welcome to jump on to it's every Thursday morning from 10 to 11. Open everyone.
We have about 40 people that show up in person. It's in Roseville. You're welcome to show up in
person, Sophia. And it's at my office at pleasant grove in 65. We have a beautiful office, giant
conference room. I'm building my new office for 1.4 million. While people are pulling back,
(26:59):
I'm pushing forward, man. It is stunning. Brand new, put half a million dollars in the furniture.
We're, we're growing that are growing. That's nothing who you hang out with matters. Find people
who are kicking bottom now and make sure you're their friend. I mean, hang out with them. Where
are they? Go find them, seek them out. It rubs off on you. You hang out with four or five people
(27:22):
leaving the industry. That will put fear in your heart and that will rub off on you. So it's every
Thursday from 10 to 11. It's goveteamzoom.com. Gove, it might be goveteammeeting.com. I apologize.
I'm looking it up right now as we speak. Okay. I think it's actually goveteammeeting.com. I'm
(27:43):
literally typing it in. Yes, it's Gove. That's my last name. Teammeeting.com. No password needed.
Goveteammeeting.com. You're all invited and it's every Thursday from 10 to 11. I usually
jump on. Sometimes I'm in town. I'm there in person. Other times I'm on Zoom. We have lenders
(28:06):
coming in and speak. We have title reps coming in and speak. We have escrow officers. We have
home inspectors. We have the mayor of Sacramento, the mayor of Ubus City. We'll get in political
figures. We talk to developers. We talk into how to get buyers to buy and sellers to sell,
how to write counter offers, how to fix broken escrows where everyone wants to sue each other.
(28:31):
We talk about all kinds of stuff that's super helpful to you. I highly recommend you put that
in your calendar on repeat every Thursday from 10 to 11 and tell people about it. We do record it
and we put it on my YouTube channel. It gets seen another 500 times easily. That helps a lot of
people out. That's a good place to start. I think we'll leave it there. My wife's officially gone.
(29:01):
She knows I said I got to do this, babe. I've actually helped her all day. We've been decorating
the place and getting ready. My pastor's flying in sight, Pastor Francis from the Rock of Roseville
in Northern California. Then Pastor George from the Rock of Gainesville. He's literally in the
area just texting me. I'm almost there. He's an hour drive away. He lands in San Juan. I live on
(29:22):
the coast here in Puerto Rico. We're going to play golf all week and hang out. I'm going to be a bum,
but I helped her all day. She's happy with me. No, well, did you want to say something? I saw you
and me yourself and I just kept rambling. Did you want to kick it in? No, no, I just didn't want to
interrupt. It's so good. There are so many nuggets of gold just in that 30 minutes there that I mean,
(29:44):
I didn't really have a whole lot of expectations coming into the meeting.
I'm walking away with myself, which is nuggets of gold Sophia. I don't know if you realize what you
just tapped into, but that was amazing. That's so good. Thank you, buddy. I'm ready to run through
a wall. Hey, no, well, if I can talk for over public, if you want to do a Zoom, I'll do it. I won't
(30:10):
even mention EXP. I helped. I've talked for First American. They freaked out. They're like,
that's the best talk I've ever heard in my life. And I talked to all the reps for First American.
So if you want to get together, 10 of your title reps that I can tell them how to get business from
agents and how to kick butt in 2024. I'd love to do that for you. So, so the way I'm saying you help
(30:32):
other people and then all of a sudden, wow, I got a listing out of nowhere. No, you didn't.
God sees what you do. He knows that you picked up trash when you could have walked by it.
We walked the beach and we came out with handfuls of trash. We're a little bit of here by the time
we got off the beach and we felt good to go to the trash can. Everyone else walked by it, but not
my wife and I. It's a little, it's how you do anything is how you do everything. It's how you
(30:55):
show up in life. So Sophia, we're excited. Matt, you're stud. You know how I feel about you, man.
Hey, Sophia, we only have about nine minutes left. I didn't want to let you know what has been working
for me lately. Okay. We're listing appointments. Right. I want to hear this. Go ahead, man.
(31:19):
I mean, my wife and I were a team. She found out that Hillcrest Estates did not have a neighborhood
Facebook group. Okay. And so she started one. And then I went to Noel and got every address
(31:39):
and owner in Hillcrest Estates address. Right. And I made up a little card like this,
real simple. You're invited to Hillcrest Estates Facebook group with a QR code to join the group.
And I mailed that out. It cost money. It cost me about $70. It was not much money at all. Right.
(32:03):
Printed all the things up at Staples. Noel got me the labels and then postcard stamps. Right.
And you're going to sit there for about an hour putting on these stamps. You're going to bundle
them in with rubber bands and you go drop it off in that blue mailbox. Right. And you mail it out.
(32:23):
And it takes a few days for people to respond. But we got 70 people in that group, 75 in that group,
right off the bat. And now what we do is we make the rules for that group. So who advertises in
that group? You think it's a Moreno real estate team? You bet it's Moreno real estate team. Right.
(32:46):
Everything Matt and Janelle and you know, everybody started interacting with each other.
And one lady like set up a parade, a neighborhood parade. It's our neighborhood, by the way.
It's where we live. And when we moved here, it was just a bunch of old people. So,
you know, it took a few years, but younger folks started moving in and they're the ones that
(33:08):
are going to be showing up. They're the ones that are going to be selling a house every couple years.
You know, their parents are, I mean, if you're 80 living in a house, you're probably not going to
be selling that house that your kids will. You know what I mean? And so we just started target
marketing these different neighborhoods, becoming the Hulk in the puddle in different areas in
(33:32):
U of City, but, you know, we cover a huge area. And from that, we got listing appointments. And
you know, people think, I'm going to sell a house. It doesn't matter if they know somebody,
if they're in your Hillcrest Estates Facebook group, and they're seeing your stuff all the time
(33:53):
there, then they're always going to be seeing it elsewhere. Right. You're at the top of their mind.
Right. That's what they're seeing. So that's something that worked for us. And I wanted to
lay that down for you because it's a piece of value you can take at home today.
Yes, thank you. Where are you from? I'm from Atlanta. Atlanta? So go do it there.
(34:19):
But it's just great because you control the rules of the group. You don't let another real
state agent join that group. Right. Bottom line. Sophia, who's your sponsor and who's their sponsor?
I want to guess what group you're in Atlanta. I'm under Nicole Ambrose.
Cole, I know that name. Nicole Ambrose. Who's her, do you know?
(34:43):
Yeah, she's one of the top producers here in Atlanta.
Who's that? Do you know who's above her? I can't remember who she was above her,
but I know I'm in there with Jay. I think Jay is like number six. Jay Kinder?
Oh, that's awesome, man. Yeah.
Shy. Don't be shy. Reach out to people. Also, Sophia, you can find out who's in your
(35:08):
upline by going to my.exprealty.com. Okay. Sign in to that using your just normal
username and password for the use for KVCore and all that. And you'll see the whole list of
who's there for you. I want to invite you to something. I'm going to be in Atlanta in January.
(35:32):
It's called the Create Conference. It has nothing to do with real estate. And there's about 200
entrepreneurs show up. John Maxwell's been there. Gary Breck has been there. The guy who wrote
Living Naked with the Seals been there. Russ Yeager. He's a Randy Yard. He's on the board of
(35:54):
directors for Tony Robbins. He sits on Tony Robbins board. There's been so many amazing speakers.
So it's in your backyard. And it is pretty amazing. I've been going to this guy's stuff for about 18
months. Every time he does something, I show up. I'm going to fly in from Puerto Rico for this.
(36:15):
And it's in your backyard in January. And if you text me, I will give you the dates and
the links so you can check it out. It's very inexpensive to go. And they do it at a church
there and it's first class venue. Only 200 people. And there are stores that will show up. Les Browns
(36:40):
knew who Les Brown is. Les Brown was there last time. Les Brown was just walking around. He was
sitting there. Les Brown had lunch with John Maxwell. Usually there's thousands where these
guys show up. And this guy who runs at Ken's also and used to be a pastor in Atlanta. Ken knows
everybody. He's personal friends with Grant Cardone and Elena Cardone. And he's just,
(37:03):
you know, Grant Cardone calls him preacher man. But he's retired. He's not doing that anymore.
But he's just, I love the guy. But I'll give you my cell phone and Joel, write this down.
Matt's already got it. It's 916-223-Sophia-223-5555. And send me a text and say,
(37:24):
give me the more information on the Create Conference in Atlanta. It's in your backyard.
You have to come. I'll be there. I'll high five you.
Yeah. So you said 916-223-5555. Or as we say in Puerto Rico, cinco cinco cinco cinco.
(37:49):
Got it. Got it. Thank you so much. Yep. And Noel, send me a text man. What do I do to help you out,
man? We all got goals and dreams and aspirations, whatever I can do to help you in Old Republic.
I'd love to be a part of that. And Matt, you're stud. Thanks for inviting me on. I hope it's not
the last time. But I, you know, I'm going to be doing this every Monday at 2 p.m. I love it.
(38:14):
Sophia, will you be back next week? I will be back. Yes. Will you bring people? Yes. Yes. I got
a few people I can bring. Yes. If you can just invite invite invite all week long for me.
Okay. I want to reach out to as many people as humanly possible so I can I can help as many
people as humanly possible. I mean, this is the way to do it. Matt's a superstar out here in
(38:40):
northern California. So everyone loves him. All right, guys, I got to go. Great. All right. Thank you.
Thank you. You will see you. Okay. Bye, guys. See you. Bye.
Sophia, do you have my my phone number? Oh, no. Can you give it to me? I appreciate it. 530-216-6716.
(39:07):
Okay. And how did you hear about our event today? Well, I met with Brandon J. Sun.
Okay. And he helped me build a funnel so I got all these links coming in.
Awesome. And we were talking and he was talking about my down line. I was like, yeah, I said,
(39:31):
your dad's in my down line. I saw I'm in there number six. He's like, really? So we just he
started inviting me to the groups and telling me get in. He said, you're a honey badger. Get in there.
That's awesome. Right on. Well, that's good. I'm about to go. I don't have the upgraded plan for Zoom
(39:52):
so we only have 40 minutes. Okay. Can I get your number two because I probably will need to title
absolutely 530-237-7546. Okay. Perfect. And then I'll send you my information. Nice meeting you.
Call or text me anytime you need anything. Okay. Okay. I sure will. Yeah, brother. Thanks, Matt.
(40:15):
All right. Thank you. See you later. All righty.
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