February 29, 2024 • 57 mins
We dive deep with Lender Cameron Elkins from Guild Mortgage and talk about how to build a thriving Real Estate business the free way.
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Episode Transcript
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(00:00):
I'm not sure.
(00:02):
I'm not sure.
I'm not sure.
I'm not sure.
You guys know each other now?
We do.
That's me.
Sorry about that. Four hands.
You're good.
I grabbed your arm and there's a thing that we plead.
I was like, there's a horror movie about that.
So far we go.
(00:24):
I'm a little mastery.
I got a little...
He's got his massive hands.
My brother's a pianist.
He's the same kite stature as me.
But he's got this long, little piano.
We literally balled with piano hands.
My brother Chris, Chris Piong,
so that's just a name.
But his hand stretches.
When you get a handshake,
(00:46):
it feels like an antaconda.
It's like, slowly choking the life of your hand.
You're like, out.
And you're peeking, he's wrapping back through your thumb.
What's happening?
Alright, so
for you, you're still working on
getting your license, right?
Have you started the class yet?
No, I found which one I wanted to go through
and then my phone took us to the ships
(01:08):
and the language side.
I had a few phones, spin them, repair them,
and I had my information off.
And my phone heard my fence key.
I said, that's where I'm going to go.
So, you know, those were the ones
that were just through.
Just stay focused.
You know,
you're my mentee, so
I don't know.
(01:30):
So, building a successful
real estate business
is pretty easy.
Okay, I'm going to say that right now.
The hard part of it
is getting out of your own way
and doing the stuff
that you think,
well, I can pay to see where it's for
leads, or I can, you know,
dayrealtree.com for leads
(01:52):
or I can pay for this other shiny object
that came up on my newsfeed one day.
Hello.
Hello.
Thank you.
Once you stop
thinking about real estate,
that's how do I spend money
to succeed
and start looking at
the fact that you have a
(02:14):
database
online, right?
Facebook.
How many Facebook friends do you have?
Okay, so that's the first pillar
of real estate is
you know, really
stepping into lead generation
organically, right?
And instead of
(02:36):
spending all this money
throwing money at
a problem that doesn't exist,
that's really what Zolo and everybody
that's trying to get you to pay leads,
that's
what they're doing. They're creating a problem
so they can have the solution
to sell you, right?
When all you have to do
(02:58):
is hop on your
phone on social media
and go through Messenger
each person
independently.
Don't send it out like a mass messenger
because that's people who like
stop standing.
But the message is if you were to buy
your own property in the next six months
if you or someone
(03:20):
you knew were going to buy
your own property in the next six months
you would get the money in the next six months.
You're going to get a lot of people
that are like, I don't even know you.
Why would I give out your information?
Don't let it hurt your heart.
Just move on.
Now you write that person's name down
and you start remarketing
every time
(03:42):
you're marketing something like an open house
or you're a listing.
You make sure that those people
that have already said
I don't know you
make sure they see it.
Make sure that
their name is
in the copy
so it shows up on their feet.
(04:04):
That way they can get to know you.
Give them that opportunity.
So
the three pillars of real estate
right?
We've got
regeneration
follow up
(04:28):
and crafting a successful
sales message.
So what I'm talking about there
is like
your buy up
on all of your platforms
so
as a real estate agent
you get a realtor.com page
you get a Zillow page
and a lot of information
(04:50):
like homes.com
pulls from those
you want to set up
how all of your information be true
correct and the same.
So one bio for
everything.
Make sure that bio is super succinct
to the point
some people
I help people with SEO
(05:12):
all the time search engine optimization
and I'll look at their bio
and I'm like okay I wrote a book
but you don't need to
for your bio.
Let's keep that.
It has to be quick enough for
someone that doesn't read very well
to be able to just scan it
really does.
(05:34):
That's all it needs to be.
I think people are starting to get to know you
that's how they feel
I remember her
from her Zillow page
her realtor.com page
her bio on Facebook is the same
if all of your information is the same
everywhere they see
they're going to remember it
subconsciously they're just going to be like
(05:56):
that's just
hanging out with you
they feel like they're
hanging out with you when they're on
online
to be honest with you
people are going to do Facebook
Instagram and all of that
because today
we've talked a little bit
about
(06:18):
prospecting from the generation
techniques already
reaching out to people
on
Facebook
Facebook is
she can test to it
is highly effective
we call it shaking the trees for a reason
we go in
anytime
(06:40):
I feel like my business
is stressing me out
that's the symptom that
I need to do something within these three
things
I need to work on
a sales message and you can take that
to add copy for
a new pad to be able to
drive attention
to the needs
(07:02):
you create an event
on Facebook
and it goes out to everybody
people see it
they're like
I want to show up
to this person's event
if they've got time
on a Saturday between one and three
they want to be part of your open house
(07:24):
just say you create
every open house you do
we open house you do
Cam and I
we've got one coming up
we do every year
Cam's going to partner with us this year
but
you make an event
anytime we have it listing
that's also going to Facebook marketplace
(07:46):
that's like Facebook
so marketplace
is where you sell stuff but you can create a Facebook event
and
you can invite people to it
and you just
you'll get a community
among
your actual friends
and then your work friends and then just Facebook friends
that you've actually never met but you know 17 mutual people
(08:08):
or whatever
and like you said you get that connectivity
and they'll be interested in it
even if they don't actually go
the fact that they're interested it's going to show up to 25 new people now
and that's one reason why we like
to really we put more stock
in Facebook than any of the others
and one because
Facebook is for old people
and old people have the money to buy a house
(08:30):
like I'm not
if you're going to be scrolling
TikTok for 30 hours a day I don't think
I'm not
I'm not
yes
you probably should be working on your
yeah
I think the magic the magic to bounce back
and forth
so any organic way
(08:52):
how much does it cost to post that
zero dollars
so what can we do make sure that we're
spending all of our
free opportunities
before we have to
lay them to the big
and then make sure that your ad copy
is written
the average person
reads a fourth grade level
(09:14):
sad to say
but that's exactly what the statistic is
and so if you're
the ad copy
like you just graduated
with an English degree
not a whole lot of people are going to connect
to that message
right that's why if you see on Facebook
when I do ad copy it's a line
and then with a thought in it
(09:36):
and then maybe two or three lines
with a thought in it
and then a call to action
and that's it
because that's the
amount of attention span that people have
that's what your question is
why? yeah
and so what I found out is
it makes it really easy on me
right because now instead of
(09:58):
writing like
I do what I'm writing a book
or I do what I'm doing on one of these
together I get to just sit back
and be like okay
if I were in fourth grader
with
like a three second attention span
how would I
want to see that message
come across
(10:20):
and that's what it is they're scrolling
so you're trying to stop that scroll
long enough to get a message and a call to action
for them to
to get to know like
trust right and
call to action
can be simple
right
if you want to buy a house
call me now
(10:42):
I said
make sure you're not over-seeking
and I'll go out there
and you know it would be like
yeah
I'm like
I'm gonna have any phone calls
I put this list of this like
35 30 second minutes ago
and nobody's sitting on
yeah they're on
(11:04):
no one's calling you
sorry I heard that but I feel like when I put my
computer sometime in the place
I can't get to have
or like
like a spand or all of a sudden
change up
I got a business account
or stole money out of the business account
I had for
I don't know
(11:26):
here's the thing with that
like
as the person that owns the business
you have to have a way for them to get a hold of you
spell out one of the numbers
so you just put the actual numbers
530
and then last number's 9
don't put the number 9 spell out
N I N E
choose one of the 7
(11:48):
or 10 numbers in the area
and just like when I'll do it
530 301
5448
I'm sure that type in the 5 I do that
E E 448
so I can't
I do periods instead of cash
instead of the way they do it
so
that's what you do
(12:10):
but you have to be able to put your phone number
out there and it's got to go on
Zillow it's got to go on realtor
it's got to go on Facebook
it's got to go everywhere
because
it's one thing to think well they're going to get a hold of me
now
how are they going to get a hold of me
right
how are they going to get a hold of me
(12:32):
and personally I want my phone number
to be
everywhere
I put it
everywhere
another thing that we do for the lead generation
we have
you notice that in our neighborhood
there was no
Facebook
neighborhood Facebook
(12:54):
so have you seen like
Linda's got one, Edgewater's got one
Slick has one
I'm in all of them by the way
but
in our neighborhood we didn't have one
and we live in the Hillcrest Estates area
and so I made one and we went around
in like old school like lost puppy flyers
and we put flyers at the park and we put flyers on the mailboxes
and we
(13:16):
you know scanned us to our code
it cost me
it cost us what was it
probably $70
so
I nerd out on things
right about this you can see I've got technology
and you can hang out
and you can hang out
but
what I did was I made these
(13:38):
postcards
postcards they're about like that
right and they have a QoC barcode
in the center that goes to
the Facebook group
to join the group
I had Noel here
get every single address
in Hillcrest Estates
if you've ever done that
on the card
(14:00):
you are invited
to the Hillcrest Estates
Facebook page
that's it
and we send them out to everybody
I can't remember how many
we actually sent out
but 70 people joined
it
and now
now there's like
(14:22):
this whole community
they've like put together
fourth of July
parades and get together
we found two lost abys
a couple lost abys
but we've also
had a couple listing appointments
for that
because
we're the real estate agents in that group
(14:44):
do you think that we allow other real estate agents
into our Hillcrest Estates
group
unfortunately
we're not going to be able to show up
because
that's our group and we make rules
and we also advertise
however we want on there
so real estate is very heavy
every time I do a live interview
(15:06):
with somebody
it's getting posted on there
like
we're very much
becoming the Hulk in that poll
so to speak
the one person
that people think about
and real estate
in that area
same thing that we're doing
(15:28):
over at Shane I've been
but on she mentioned
we do that every year
it's the neighborhood history
right?
first year we did it we had
I don't know maybe a hundred kids show up
last year it was five
last year I think just under 500
this year
I'm spacing it out a little bit
(15:50):
but it does theirs
whenever theirs ends
I give it about half an hour
then I start
because they would do it at riverbed
right there
so those things take a little money
but that's money most of it
right
you're not just
throwing it down the
(16:12):
slow
you're just not
going to make enough
return on that investment
like
with doing small events
you know
she's got it to where the egg
doesn't cost the same
so
(16:34):
vendors pay
to play
this year I'm going to ask you
$40 it's going to go into buying the eggs
and the candy and all that and my kids and I put them together ourselves
and then $20
and go towards a raffle prize
and the raffle prize
that's the whole reason we do the event
is because everybody likes free stuff
so to come in
(16:56):
your kids get free candy
you want to win this barbecue set
or you switch it up and have gift cards to local bridge company
coffee
or steel house coffee or whatever
and so people fill out their information
and
not all of them are ready to buy a house
or thinking about buying a house
or being able to buy a house
but that was in our data mix
(17:18):
and
Matt here is the king of follow up
and so
we
we closed
what two in the last few months that you've been talking to him for two years or longer
oh yeah yeah absolutely
you were showcase right
I'm with
you were this
so you were that
(17:40):
yeah
I don't have a set up
so you're going to get a hold of me
you know
not right this second I can't help you with this
but
you will get a hold of me
and we will get together
and we will help you set that up
yeah absolutely
welcome
(18:02):
because that's the best resource
in the world for you
you have your set up
yeah
yeah that's where your contacts live
so all of this stuff
that you're doing right you're door knocking
you're reaching out
to agents and analysts
who are supposed to open house
you're setting up these
(18:24):
like an open house it's just a top of funnel device
so if you
does anybody explain to you the sales funnel
at all
I mean yeah
it doesn't make sense right
it's kind of confusing the way
it's only confusing
so you break it down to its
very bottom
three things right
(18:46):
three pillars of real estate
is like
prospecting
following up
and company salesmanship
so that's the top of the funnel
once people are in
your group once they're in your database
you're just trying to get people
into your KV Core database
so you can
(19:08):
go through set up a call list
and start calling
because that's one of the best
follow up techniques
is calling you
and once they
once they're in your database
and you have it set up
for a KV Core is testing them
emailing you to on your behalf
all of a sudden that call
(19:30):
goes from being a cold call
to a warm call
because they know who you are
what I call people
and I call people all the time
hold on a minute not every day
like I should
like you should
but our business is to the point where
I don't have to call
I don't
(19:52):
it's not going to hurt us
it's just not going to hurt them
and
when I call people though
she's going to test this
and say hey is this nobo's rival
yes it is
it's great to talk to you today
this is Matt Moran with the Moranal Real Estate team
how are you
I'm doing okay
(20:14):
okay well that's good
that's good
how's that going to help you Matt
so I'm just calling around my database today
just trying to follow up with people
and answer any kind of marketer
real estate related questions
and then I shut up and they just
they're like I don't have a house
but I'd like to buy one from you
you know
(20:36):
and I need to get pre-approved
you got a good lending guy
that's exactly what I'm doing
I'm trying to figure out
who is going to buy a house
in the next six months
right I'm doing that
with the Facebook message
if you are somebody you knew
you're going to hire yourself
hold on the next six months
(20:58):
and give them my information
think about the component
in the next six months
I want to play with you
you take them off the top of them
yeah
I mean
I'm going to follow up with you
if you're three years out
it's just not going to be every day
it's not going to be like
(21:20):
I'm not going to call you once a week
if you're three years out
I'm going to get you hooked up with somebody like this
and
you guys can have a conversation
about your credit
you can give your hints on
what they need to do
all of a sudden
I get a call from the lender
it's a Matt
(21:42):
this person that
members don't say who's talking about it
they finally got their stuff done
and they're pre-approved
none of this stuff is immediate
if you're looking for an immediate answer to a problem
that's the one
that's the one
Facebook message is going to be the most immediate
right
and from a time standpoint
(22:04):
one of my active best friends right now
is from Miguel
that was turning to me
a year and a half ago
that I would say
reminders every three months
every three months from each other
sure enough about two weeks ago
turned over reached out
and sometimes she'd respond
sometimes she would
(22:26):
and if she does respond for a couple months ago
naturally some people would be like
maybe I've made a little bit too much
reached out to her two, three weeks ago
hey just checking it out as well
oh my gosh I'm literally on sale
right now there's this house of problems
like let's go
in escrow
but I mean anybody if you let
those opportunities
(22:48):
yeah I'm a year out or two year out
I guess I'm looking the next one
I'd rather make future money
I'd rather trap something today
than I'm going to make Miguel in 2026
than ever
just widening that funnel
yeah and that's not to say that all cases are like that
because
there's a lot of misconceptions out there
that I'm showing you all in that real quickly
(23:10):
in this industry
people who don't think that they can buy
or maybe have gotten so stuck
into the routine of renting
I think that they're perfect candidates
to buy
I was that guy, personally
I was that guy and it was a lender
that pulled me inside and said
what are you doing
wait you ran
(23:32):
dude what are you doing
I don't know man I just
I got some credit stuff but I got the fix
and he says
dude give me your info
again it was
he was persuasive enough
and he was familiar enough
and he was just
he was willing to have the conversation
of me a conversation that I just
(23:54):
kind of avoided
but now there's this person in front of me
who's like let's have this conversation
ran the credit
and he's like dude your credit's amazing
what are you talking about
and it wasn't necessarily
that it was perfect
but I had misconceptions
a lot of misconceptions
we had no idea
(24:16):
that we were ready to buy
so yeah he knew somebody
who recommended and so we walked
into the office no appointment just walked
into the lender's office and we were like hey
we want to buy in like a year
can you tell us what we can start doing now
to get there because we were responsible
yeah and
45 minutes later
we were pre-approved with a realtor on the phone
(24:38):
and in your case you guys were
you guys physically
actually went looking to start the process
yeah and
but we're looking for those people
who maybe
don't know if they're like that's right
if they walk in the door
I train people all the time when you're
when you're prospecting for buyers
you have to
(25:00):
prospect where they live right
where the buyers live they live in the rentals
so we actually
go around and doorknock
apartment complexes
all have her design a fire
and I mean I suck at designing things
so
when I designed something it was a small car
with a QR code and sports on it
she
(25:22):
she designs a flyer
you know this size
and we walk around
and we hand them out because the address is for him
and find out
okay if it's a neighborhood
like houses
we wanted him to let us know
okay this person's
actual mailing address is over here
so that's probably rented out now
(25:44):
we go knock that door
right do that scary thing
I'm trying to break the hand
it's not going to hurt
but that's an icebreaker flyer
and you have something maybe co-branded
with a lender with some
some program it doesn't have to be
that program that's going on right now
they have products
that they want to put on there
(26:06):
no doubt payment don't worry
that's tough
both of your
bases at the bottom
with your contact information
you're just there to have a fun conversation
that's what I do
is it put my mind right
what I'm doing door knocking
I'm not trying to get in the door
I'm not trying to get a client
(26:28):
all I'm trying to do
is have a great conversation with a new friend
that's it
you walk up with that
state of mind
that mindset all of a sudden
when they answer the door
you're like hey I'm at Mariel
how are you today
you're not going to tell me I'm in here
this great opportunity
(26:50):
for you just walking around the neighborhood
meeting people having fun conversations
I don't want to take up too much of your time
because I know that
I just interrupted your day
but take a look at the flyer
if you have any questions let me know
um
that is just the brand of this
you just show up
and they're like ah that's weird as sales
(27:12):
thing
you know
but you can't just do it once
and you can't do it if it says no soliciting
on the house
just don't knock on the door
just do a flyer
exactly right
put the flyer in the door jam
or you just go to the next one
and you can mail that flyer to the house
(27:34):
okay
because if you
technically if you put it in the door jam
it's a solicitation
right
but if you mail it to their house
they're just on your mailing list
how are you to know that they have no soliciting
you can't do that
(27:56):
you can't do that
they're just on their mailing list
that I got from the title
I don't know
with apartment complexes it's super fun
because you can look online so you know what they're paying
and rent
and if that conversation
goes hey I'm just
interrupting your day and all that
if you have any questions about real estate
(28:18):
or if you've ever thought about it you'll maybe buy a house
or move it up or whatever
they're like oh actually I have thought about it
you know that you're spending $75,000
or $50,000
you can figure out what their rent is
like throw that away
this is the two bed right
I had a phone call with a guy that was spending
$3,000 and left him rent
I was like
(28:40):
why
why are you doing that
I said well there's
just a couple things wrong with my credit
I was like that's great let's get you on a plan
to make that credit fix
right now you throw
$1,000 down the toilet
when you could be putting it into
your own mortgage
and then you realize that he's been there for 3 years
(29:02):
he's lost $100,000
yeah
and so I get done
people like that I get in a 3-way text
and the lender
and the client
with the
case of a big camp
that little wavy hand
except
I have the client
(29:24):
that's looking to buy real estate
can you help
send and then you just leave it
for the lender to pick up
thanks Matt for coming to Dutch
they wouldn't be a phone call
he also sees right there
and so I watched
I watched the whole story unfold
right now I know
that that person is in good hands
(29:46):
I follow up with them to see
hey how are things going on camera
is your application done yet
is the camera got you
proof-proofed yet you know
that they're not it's going to tell you
what they are right but
it's just now you have something to talk about
you guys can get to know each other better
you know and all of a sudden
when you're calling they're like
(30:08):
she's got me hooked up with
the lender
she keeps calling me
because she's here to talk to me
she wants me to get into
a better situation and see
how their thought process
unravells
and then all of a sudden
you're showing the house and they're like
this has been the best experience ever
(30:30):
right because
you made a few phone calls
it's that simple
it is
one of the things that I always
love hearing from my client
is when they say man
I thought this was going to be super scary
and
when you make it the opposite of scary
you make it fun and communicative
(30:52):
and you address their needs
and then eventually when it comes through
in a survey you close the gas pipe
and you get another 5 out of 5
and you're like extremely communicative
it was always there to answer all my questions
I was scared up from like I was coming the other day
I was always scared of a real estate
and it always just made me an easy
so it never really ventured out into it
and I couldn't have been more wrong
(31:14):
and when you lead out with
strong communication like that group of texts
my goodness you set the pace
for really good communication
fear
is
kind of stomped out
like communication
because if somebody is afraid about the process
and then you make the process make a ton of sense to them
there's no real fear there
(31:36):
I feel like that's where I pinch you
I like how you brought up fear
because fear is false
expectations appear in real
false expectations
appear in real
so when you're afraid to make a phone call
it's because
something in your brain is saying
that person is going to be rude to you
or
(31:58):
this makes me feel uncomfortable
well
we strive to be uncomfortable
right
that's the most important thing
that I've ever learned
in business
is how to stay uncomfortable
because fear is nothing
more than false expectations
(32:20):
in real
right like
it's taken me from
like selling
zero real estate at all
to where I'm at now
where I've written two books
and I have a career that supports
my family
and
everything I've ever dreamed of
(32:42):
right
because I realize
what fear meant and figured out how to
stay uncomfortable
um
any questions
just a touch back
we'll look on your
consumer marketing
and make you design your products
and try Canva
(33:04):
that's what she does and it's her department
and I have it all set up
she's super good at it
I am not
I'm such a nerd and I can manipulate
pretty much any platform except for Canva
I come to Canva
and I'm just not a visual guy
at all
I didn't design that cover
so I'm kind of
(33:26):
so in the library
he wanted to
do like the Facebook event for
this I think it was
he's like man I can't figure out how to get the faces
and then do this and then do this
and I was like okay well just play with it you'll get it
and he got frustrated and he's scrolling
and he sees a jade kinder event
he goes I want it to look like this
well give me the computer
(33:48):
here you go
maybe you guys should do a
class of that
I'd be happy to help
anybody with Canva
it's
the more creative like I'm not even that creative
I go to some of their templates
I get a little bit extra I probably get
like a hundred extra out of the thousands that they have
because I pay the 9.99 a month
(34:10):
and I just
take one that I kind of like it
throw half the stuff out put my stuff in
call it a day
do they have the AI feature here?
yes they do
surprise the smartphone over
hahahahahaha
so do we all know how to
schedule up houses?
(34:34):
you've done three
what do you do at the up house
do you just like when someone shows up?
no I actually get
I'm very
I'm very disappointed I can say something else
I can say one time
I'm a person
I should
I should have done like
I should have done like
(34:56):
if I had two friends
really could have put in a social
media
whatever I'm not. So that's what I said
the怎 from
yeah
(35:20):
It's
good
But yeah, it was a different experience.
I had a fair of luck dating Dad.
I had a beautiful dad.
I hear a key in it, galahad.
(35:41):
But it was a pretty straightforward thing.
Actually, I was pretty impressed by what they had.
It was a great deal.
So, just scheduling up at house, you'll call somebody that has a listen.
Be careful.
Do they have to date with you?
They don't.
Do you have to date with me?
(36:03):
Don't be like, hey, consent, right?
You gotta get the consent.
Yeah, yeah, yeah.
You have to be in a relationship.
You have to bring that kind over there.
You have to look at the agent and know who you're talking to.
Okay, some agents will be like, no, I'm not going to give you my leads.
Like, if you're not even posting open houses, you're just sitting here, right?
(36:28):
Like, the police are just sitting there.
So, you have that kind of agent that, you know, they're more of,
I'm going to keep everything to myself.
You know, I don't need you to market my property.
Okay, that's fine.
Let's get the model list over here.
And when I'm making my calls to the set, some of those people don't get to get a phone call.
(36:54):
Right?
Unfortunately for them, they've decided to not be within my board.
Right?
Good.
So, yes, they should be with you.
You're saying brokerage.
There's EXP.
EXP doesn't mind us hosting open houses with anybody.
(37:19):
Just like I said, we've been talking to people with different brokerages.
Right?
And people like me, because to be honest, a lot of my messaging is, I recruit people with EXP.
Right?
And so, you can attest to this public perception is Matt's calling.
(37:40):
It's probably calling you.
Right?
So, there's a different point of view when it's me compared to one of the people with EXP.
Right?
That being said, call everybody.
Call, like, you need to get your foot in an order to host an open house.
(38:01):
And you'll learn which agents are more open-minded and more like, hey, you're going to, like,
this house is vacant, you're going to host an open house and you're going to market my listing
and you're going to help me sell this?
Help me get paid.
Yeah.
It makes sense.
A lot of people.
Some people, it's a perception.
If you sell it out, you still have to pay.
They look at you as competition.
(38:23):
Yeah.
Unfortunately.
I'm going to use Omega.
That doesn't mean you sell it out.
So, the competition I have in my life is who I was talking to.
Right?
Everybody else is just looking at me.
That's all I look at.
Unfortunately, not everybody lives in that.
And so, that's what I'm saying.
Some people might be a little more abrasive when you call that to host an open house,
(38:48):
but some people will be super stoked about it, especially if that house has been on the market
for more than 30 days.
There's got to be a reason.
Yeah.
Right?
And it's, yeah, you're not really, so once you get people to the house,
you're not trying to sell the house.
I don't sell open houses to sell houses.
(39:10):
I host open houses to harvest people's personal information in the market.
Right?
So, when they first come to the door, they're like, hey, I've got rain on things.
We come to my open house and they just walk with me into the kitchen here.
I have a guest registry book.
If you could fill it out, I would really appreciate it.
(39:33):
Have the pen ready.
Unfortunately, if they see a pen like this, they want to fill it out.
If the pen is ready for them to write, they'll fill it out.
If you say, please fill out the guest registry, I would really appreciate it.
That's all you have to say.
(39:54):
It, like, shed on my interests, people into filling it out.
Instead of, hey, can you sign my guest registry?
When I said that, people hit me with signatures like I was trying to collect.
On your ass.
Yeah, yeah, here it is.
I usually don't sign on a Saturday.
Thanks.
(40:15):
But the second I started saying it, if you could fill out my guest registry book,
I would really appreciate it.
You've given them a call to action.
And then people, like, are trained.
And it's engraved in them to not lay you down.
And so if you say, I would really appreciate it.
Now they're like, shoot, I want to let this guy down.
(40:41):
And to make it that much easier.
But I'm always in any agent that works with me regularly.
They can always pop into my office and grab a stack, or a short stack,
like $20 or $25, like Target or Visa, or still lost coffee and cards.
And they'll use those to be sent to you by us and sign it.
So if you're hosting an open house, and let's say, you know, somebody signs it,
(41:04):
you always want to, and also because it's not correct for them,
you never want to be an hour into an open house and let somebody sign it first.
Right?
And usually on your list, we maybe throw a name or two down in there.
So it looks like a steal.
I used to.
But now I've realized that it doesn't really matter.
And I teach the guest registry because I'm really good at it.
(41:28):
The way that she does it is even better because it's with her phone.
Right?
And so we'll have our phones already opened up to add contacts.
So when they come in and you shake their hand at the door,
hey, I'm Tom and Mary, great, awesome.
(41:49):
Nice to meet you.
Go ahead, look throughout the house.
I just want to have a couple words with you before you leave.
Just ask a couple questions.
You know, what you like about the house.
That's all.
You know, Roman like you own it.
And so then when they come back at this point,
I'm putting Tom and Mary already set up.
And so they come back.
Hey, what do you think about, you know, would you like about the master?
(42:10):
Would you like about the kitchen?
All that.
Always keep it positive.
Don't ask them what they think.
Ask them what they like.
What did you like about this room?
Then they're going to force themselves to find a positive.
So once you've gotten one or two positives out of them and you've gotten your guesses,
ask them a question that they will say a positive response to over and over again.
Then it's like, hey, you know, how do we want to move forward?
(42:31):
You know, you want to, have you spoken to a lender?
Are you ready to talk to a lender?
You know, are you, is it this area, this, hey, is it this neighborhood that you're interested in?
You know, stuff like that.
Okay, great. Well, let me set you up with, what do you call it, the database?
What do you call it to the client?
You don't call it the CRM.
(42:52):
The system. You just call the system.
Yeah, I'll get my system set up to email you anytime a neighbor, a home in this neighborhood pops up.
And then I just hand them my phone.
Just hand it over.
And while you're still talking, people like clicking on their phone.
They're trying to fill out online.
(43:13):
And so you just keep calmly, positive sound coming out of your mouth as a white noise while they fill it out.
You're like, awesome. I'll get that set up later on today.
You have a great afternoon. Thank you so much for coming.
And I swear, I've gotten, I think I had something wanting to put in their social security.
Like you get first name, last name, email, phone number, birthdays, work emails.
(43:36):
And then you look at their photo, they forgot something like email address.
You just put your email address in real quick.
I just want to make sure that I gave you that list.
Right.
That's how that's how we will be full information that KB core actually has an open house app.
(44:00):
You can assign to a device so you can do it that way too if you want to take in somebody, an expensive device to fill out.
Go get a firetowel.
Yeah, get a firetowel.
Got it.
(44:22):
Once, you know, I still like using an open house.
Once they're done filling that out, I do the same script that she uses.
I go a little negative depending on their attitude because you can tell it was someone's walking around the house.
(44:46):
You're always, huh? I know.
Probably not one for you.
So there are two deal breakers in any home.
You know, there are two areas of the home that are deal breakers.
It's one of them.
And master bathroom is the other one.
And so when I get back, I'm like, what's your thing about the kitchen, the master bathroom?
(45:08):
Right.
And just saying it like that with a little bit of a smile, a little smart, right?
You're like, honestly, sir, I hate it.
Okay, well, yeah, same here.
That's master bathroom.
I can't do that.
You know, and then there's some commonality, right?
(45:31):
It's the same page.
You just cut a bro down with it a little bit.
Yeah.
And then, you have to chew on somebody's bathroom.
That's it.
And then all of a sudden, all of a sudden, they feel like a little closer to you.
You know, if I could find you a place with master bathroom, better senior needs should be interested.
(45:53):
You said that private show.
They're always going to say yes, because they just, you know, realize they realize they hated this master bathroom.
And you can find them something better.
Of course, they're going to be like, I already gave Matt my information.
Like he's going to call me, you know, anyway.
(46:14):
Yeah, I'd be totally open to looking at that house.
Okay, well, if I can find you three options by tomorrow, what time would work for you to first seven o'clock?
A couple options.
Like I'm not in one of those words for me.
I'm actually available around like three.
Great.
(46:35):
Perfect.
I'll be in touch with you very soon.
So now you have a job to do.
You've got to leave.
They gave you permission to call them.
They gave you permission to find them something to look at.
And they gave you the time that they want to go look at houses.
Okay.
Next step is going back and attack other people.
(47:00):
Right.
Make a note that person you have a job to do.
You know, I want to make sure that they are pre qualified before you show more than three houses.
I'll show everybody three houses.
To get the report with them.
(47:25):
And then eventually go to a spot where you don't want to start sacrificing.
Yeah.
They gave you time just for the house just to get a compliment from the lender.
Yeah, their credit said 470 and they have back-up this and you're like,
well, why don't I sacrifice my son in baseball game?
Right.
Not more than a movie.
Right.
Be guarding over your time.
(47:46):
Yeah.
Fourth house to you and you better vote for your camp.
You've had a very long conversation with them.
You know that you're not wasting your time.
Right.
That's one of the most valuable things.
Are you trying out the way to respond to your agent?
You know, be better than those agents.
Yeah.
You know, I don't have anybody sign a buyer's representation agreement because I want them to work with me
(48:13):
because of the quality of work that I provide.
Right.
Not because I got them contractually obligated to then to buy through me and all of a sudden, you know, that's when you're getting...
Right.
Right.
Right.
And I work with a lot of people, like a lot of buyers and sellers.
(48:36):
Now, those things you have to be in contract with them to work with.
But with buyers, it's kind of a free-for-all.
You know, I'll ask if they're working with another agent and if they are, right?
Why is that agent shown in the houses that they show to help them out with the competition?
If they tell me, oh yeah, I've got an agent.
(48:59):
Okay, what's their name?
If they can't answer that, they don't have an agent.
Right?
A lot of line.
If there's any pause there, they don't have an agent.
You know, and the only way that it's really unethical is if they have a buyer's representation, you're going to sign with that agent.
(49:26):
Now, if that boy can't talk to them.
So, you know, you don't have to arrange an issue in the houses.
For sure, business opportunities.
You know what I'm talking about there?
First sell by owners.
(49:47):
That's what I call first sell by owners.
Tom Ferry is a Tom Ferry coach.
Yeah, FSBO stands for for sure business opportunities.
You know, they're just so not motoring and uneducated like themselves.
(50:09):
And really make it easy to be able to shine as a professional.
But they don't make it easy.
You know, you're calling it a for sure business opportunity.
You got to kind of like lean into them like they do have expertise.
(50:30):
Kind of struck their ego a little bit because they feel like the house is listed.
You'll hear them say, I was in my house.
Oh, that's interesting.
I was on that in the West today and I didn't see where to list your house.
Oh, you know, I put it on Zillow.
(50:52):
Did you?
So you just pay in Zillow for a sale by owner.
Okay, how much traffic you can have?
How many people come out to see you?
Done.
Okay, well, how long do you have your house lists?
They just talk to them like the way they're they're the expert, right?
(51:16):
And my house list for 60 days, oh, that's crazy because in today's market,
you know, things are selling between two weeks to a month.
So 60 days on market by a while, usually that's a symptom of advertising or price.
Your house.
(51:37):
Would you be okay with me?
Maybe hosting an open house for you to try to bring some traffic through so we can find you a buyer.
Almost every time these days.
You're harvesting weeds from a for sure business office.
Right.
And you're getting using your open house techniques and use it in the other house.
(52:02):
But here's the trick.
You're going to have to market that house a whole lot harder because it's not all the MLS.
It's like barely anywhere on the internet.
So you're going to have to do the labor for that open house.
That's when you get to set up that event on Facebook for that open house inviting people to the open house.
(52:24):
Make sure that you have your sign set up and have full traffic that way.
And then that.
But can you start making you believe?
There's no nothing illegal.
The house is being sold isn't it? All you're doing is hosting an open house for a seller that has their house on sale.
(52:51):
That's it.
And what you're really doing is teaching them that you're able to bring people.
Even if you have two to five people come through that open house.
That seller will see it.
And they're going to be like, okay, maybe this person does know.
(53:15):
And that's where you keep following up with them.
Keep following you up with them.
Talking to where kind of their walls are down and all of a sudden, you know, paying a five to six percent commission.
Isn't that that?
Right, because you're going to make them want money in the long run.
(53:39):
That makes sense.
Because if I was a buyer, I wouldn't know more.
You're a supplier.
No.
No, as a buyer, you know, you're not paying any commission.
Because I would be scared that they wouldn't drink with me.
But a lot of those for suppliers are getting approached by your savvy type buyers, your investor type, your flipper type you may make.
(54:09):
And what their game is, is to vote on it.
So by the time you get to them, well, average stays on market, and if you're armed with all that data,
average stays on market shows most homes that the price right are selling within this price range for within 20 days.
(54:30):
But they, you're talking to somebody, it's been there for 120 days.
They've probably been billed on so many times by all these investor types.
And they've already run through.
They've already run through.
And what's great about picking up a first year business opportunity listing, that's the angle, right?
You start out by a house in open house.
(54:53):
And so you're building your database, right?
And those clients are all buyers, pretty much, or neighbors.
And the neighbors, I'm trying to middle list it.
But once you list that for sale by owner, house, nobody's ever seen it before.
(55:14):
It's not actually listed, they put it on FSBO.com or something like that, nobody's seen it.
Right?
And so when you market it, it looks like a brand new listing.
Because it is.
Because they don't know what they're doing.
You know.
I have it on here.
(55:36):
Buyer script, seller script, FSBO script, there's a little homework for you guys.
I don't make any money from Tom Berkman, just going to put that out there.
Scan the code.
He's got a bunch of resources on there.
Great scripts.
Great scripts.
He gives away free scripts all day, every day.
You don't have to sign up for his coaching, it costs a lot of money.
(56:00):
I don't.
I go on periodically just, you know, the scripts.
That's a resource for you, this other stuff.
Obviously you have the book in hand.
My other book is overcoming the plateau.
And I have an audio book overcoming the plateau.
(56:21):
Little sales skills.
You have that one?
Okay, cool.
Obviously, you guys have my phone number.
Right, so the call thing doesn't apply.
That's pretty much what I got for you guys today.
(56:44):
Is just start basically building your business.
And anytime, like you want to set up a time where you sit down with us with KB core,
you got to do that, right?
And then, you can't go to the show, show teacher everything.
(57:10):
I mean, I think that was, I don't know.
Me too, and I'm there too right now.
For us, his word team, like, something that I started doing, I started, you know,
implementing this year is like not being as controlling and staying in my life.
(57:34):
Right, and her late is a...
You're at happy slide?
Yeah, so she's like our TC.
But I think...
I'm not sure.
(00:02):
I'm not sure.
I'm not sure.
I'm not sure.
You guys know each other now?
We do.
That's me.
Sorry about that. Four hands.
You're good.
I grabbed your arm and there's a thing that we plead.
I was like, there's a horror movie about that.
So far we go.
(00:24):
I'm a little mastery.
I got a little...
He's got his massive hands.
My brother's a pianist.
He's the same kite stature as me.
But he's got this long, little piano.
We literally balled with piano hands.
My brother Chris, Chris Piong,
so that's just a name.
But his hand stretches.
When you get a handshake,
(00:46):
it feels like an antaconda.
It's like, slowly choking the life of your hand.
You're like, out.
And you're peeking, he's wrapping back through your thumb.
What's happening?
Alright, so
for you, you're still working on
getting your license, right?
Have you started the class yet?
No, I found which one I wanted to go through
and then my phone took us to the ships
(01:08):
and the language side.
I had a few phones, spin them, repair them,
and I had my information off.
And my phone heard my fence key.
I said, that's where I'm going to go.
So, you know, those were the ones
that were just through.
Just stay focused.
You know,
you're my mentee, so
I don't know.
(01:30):
So, building a successful
real estate business
is pretty easy.
Okay, I'm going to say that right now.
The hard part of it
is getting out of your own way
and doing the stuff
that you think,
well, I can pay to see where it's for
leads, or I can, you know,
dayrealtree.com for leads
(01:52):
or I can pay for this other shiny object
that came up on my newsfeed one day.
Hello.
Hello.
Thank you.
Once you stop
thinking about real estate,
that's how do I spend money
to succeed
and start looking at
the fact that you have a
(02:14):
database
online, right?
Facebook.
How many Facebook friends do you have?
Okay, so that's the first pillar
of real estate is
you know, really
stepping into lead generation
organically, right?
And instead of
(02:36):
spending all this money
throwing money at
a problem that doesn't exist,
that's really what Zolo and everybody
that's trying to get you to pay leads,
that's
what they're doing. They're creating a problem
so they can have the solution
to sell you, right?
When all you have to do
(02:58):
is hop on your
phone on social media
and go through Messenger
each person
independently.
Don't send it out like a mass messenger
because that's people who like
stop standing.
But the message is if you were to buy
your own property in the next six months
if you or someone
(03:20):
you knew were going to buy
your own property in the next six months
you would get the money in the next six months.
You're going to get a lot of people
that are like, I don't even know you.
Why would I give out your information?
Don't let it hurt your heart.
Just move on.
Now you write that person's name down
and you start remarketing
every time
(03:42):
you're marketing something like an open house
or you're a listing.
You make sure that those people
that have already said
I don't know you
make sure they see it.
Make sure that
their name is
in the copy
so it shows up on their feet.
(04:04):
That way they can get to know you.
Give them that opportunity.
So
the three pillars of real estate
right?
We've got
regeneration
follow up
(04:28):
and crafting a successful
sales message.
So what I'm talking about there
is like
your buy up
on all of your platforms
so
as a real estate agent
you get a realtor.com page
you get a Zillow page
and a lot of information
(04:50):
like homes.com
pulls from those
you want to set up
how all of your information be true
correct and the same.
So one bio for
everything.
Make sure that bio is super succinct
to the point
some people
I help people with SEO
(05:12):
all the time search engine optimization
and I'll look at their bio
and I'm like okay I wrote a book
but you don't need to
for your bio.
Let's keep that.
It has to be quick enough for
someone that doesn't read very well
to be able to just scan it
really does.
(05:34):
That's all it needs to be.
I think people are starting to get to know you
that's how they feel
I remember her
from her Zillow page
her realtor.com page
her bio on Facebook is the same
if all of your information is the same
everywhere they see
they're going to remember it
subconsciously they're just going to be like
(05:56):
that's just
hanging out with you
they feel like they're
hanging out with you when they're on
online
to be honest with you
people are going to do Facebook
Instagram and all of that
because today
we've talked a little bit
about
(06:18):
prospecting from the generation
techniques already
reaching out to people
on
Facebook is
she can test to it
is highly effective
we call it shaking the trees for a reason
we go in
anytime
(06:40):
I feel like my business
is stressing me out
that's the symptom that
I need to do something within these three
things
I need to work on
a sales message and you can take that
to add copy for
a new pad to be able to
drive attention
to the needs
(07:02):
you create an event
on Facebook
and it goes out to everybody
people see it
they're like
I want to show up
to this person's event
if they've got time
on a Saturday between one and three
they want to be part of your open house
(07:24):
just say you create
every open house you do
we open house you do
Cam and I
we've got one coming up
we do every year
Cam's going to partner with us this year
but
you make an event
anytime we have it listing
that's also going to Facebook marketplace
(07:46):
that's like Facebook
so marketplace
is where you sell stuff but you can create a Facebook event
and
you can invite people to it
and you just
you'll get a community
among
your actual friends
and then your work friends and then just Facebook friends
that you've actually never met but you know 17 mutual people
(08:08):
or whatever
and like you said you get that connectivity
and they'll be interested in it
even if they don't actually go
the fact that they're interested it's going to show up to 25 new people now
and that's one reason why we like
to really we put more stock
in Facebook than any of the others
and one because
Facebook is for old people
and old people have the money to buy a house
(08:30):
like I'm not
if you're going to be scrolling
TikTok for 30 hours a day I don't think
I'm not
I'm not
yes
you probably should be working on your
yeah
I think the magic the magic to bounce back
and forth
so any organic way
(08:52):
how much does it cost to post that
zero dollars
so what can we do make sure that we're
spending all of our
free opportunities
before we have to
lay them to the big
and then make sure that your ad copy
is written
the average person
reads a fourth grade level
(09:14):
sad to say
but that's exactly what the statistic is
and so if you're
the ad copy
like you just graduated
with an English degree
not a whole lot of people are going to connect
to that message
right that's why if you see on Facebook
when I do ad copy it's a line
and then with a thought in it
(09:36):
and then maybe two or three lines
with a thought in it
and then a call to action
and that's it
because that's the
amount of attention span that people have
that's what your question is
why? yeah
and so what I found out is
it makes it really easy on me
right because now instead of
(09:58):
writing like
I do what I'm writing a book
or I do what I'm doing on one of these
together I get to just sit back
and be like okay
if I were in fourth grader
with
like a three second attention span
how would I
want to see that message
come across
(10:20):
and that's what it is they're scrolling
so you're trying to stop that scroll
long enough to get a message and a call to action
for them to
to get to know like
trust right and
call to action
can be simple
right
if you want to buy a house
call me now
(10:42):
I said
make sure you're not over-seeking
and I'll go out there
and you know it would be like
yeah
I'm like
I'm gonna have any phone calls
I put this list of this like
35 30 second minutes ago
and nobody's sitting on
yeah they're on
(11:04):
no one's calling you
sorry I heard that but I feel like when I put my
computer sometime in the place
I can't get to have
or like
like a spand or all of a sudden
change up
I got a business account
or stole money out of the business account
I had for
I don't know
(11:26):
here's the thing with that
like
as the person that owns the business
you have to have a way for them to get a hold of you
spell out one of the numbers
so you just put the actual numbers
530
and then last number's 9
don't put the number 9 spell out
N I N E
choose one of the 7
(11:48):
or 10 numbers in the area
and just like when I'll do it
530 301
5448
I'm sure that type in the 5 I do that
E E 448
so I can't
I do periods instead of cash
instead of the way they do it
so
that's what you do
(12:10):
but you have to be able to put your phone number
out there and it's got to go on
Zillow it's got to go on realtor
it's got to go on Facebook
it's got to go everywhere
because
it's one thing to think well they're going to get a hold of me
now
how are they going to get a hold of me
right
how are they going to get a hold of me
(12:32):
and personally I want my phone number
to be
everywhere
I put it
everywhere
another thing that we do for the lead generation
we have
you notice that in our neighborhood
there was no
neighborhood Facebook
(12:54):
so have you seen like
Linda's got one, Edgewater's got one
Slick has one
I'm in all of them by the way
but
in our neighborhood we didn't have one
and we live in the Hillcrest Estates area
and so I made one and we went around
in like old school like lost puppy flyers
and we put flyers at the park and we put flyers on the mailboxes
and we
(13:16):
you know scanned us to our code
it cost me
it cost us what was it
probably $70
so
I nerd out on things
right about this you can see I've got technology
and you can hang out
and you can hang out
but
what I did was I made these
(13:38):
postcards
postcards they're about like that
right and they have a QoC barcode
in the center that goes to
the Facebook group
to join the group
I had Noel here
get every single address
in Hillcrest Estates
if you've ever done that
on the card
(14:00):
you are invited
to the Hillcrest Estates
Facebook page
that's it
and we send them out to everybody
I can't remember how many
we actually sent out
but 70 people joined
it
and now
now there's like
(14:22):
this whole community
they've like put together
fourth of July
parades and get together
we found two lost abys
a couple lost abys
but we've also
had a couple listing appointments
for that
because
we're the real estate agents in that group
(14:44):
do you think that we allow other real estate agents
into our Hillcrest Estates
group
unfortunately
we're not going to be able to show up
because
that's our group and we make rules
and we also advertise
however we want on there
so real estate is very heavy
every time I do a live interview
(15:06):
with somebody
it's getting posted on there
like
we're very much
becoming the Hulk in that poll
so to speak
the one person
that people think about
and real estate
in that area
same thing that we're doing
(15:28):
over at Shane I've been
but on she mentioned
we do that every year
it's the neighborhood history
right?
first year we did it we had
I don't know maybe a hundred kids show up
last year it was five
last year I think just under 500
this year
I'm spacing it out a little bit
(15:50):
but it does theirs
whenever theirs ends
I give it about half an hour
then I start
because they would do it at riverbed
right there
so those things take a little money
but that's money most of it
right
you're not just
throwing it down the
(16:12):
slow
you're just not
going to make enough
return on that investment
like
with doing small events
you know
she's got it to where the egg
doesn't cost the same
so
(16:34):
vendors pay
to play
this year I'm going to ask you
$40 it's going to go into buying the eggs
and the candy and all that and my kids and I put them together ourselves
and then $20
and go towards a raffle prize
and the raffle prize
that's the whole reason we do the event
is because everybody likes free stuff
so to come in
(16:56):
your kids get free candy
you want to win this barbecue set
or you switch it up and have gift cards to local bridge company
coffee
or steel house coffee or whatever
and so people fill out their information
and
not all of them are ready to buy a house
or thinking about buying a house
or being able to buy a house
but that was in our data mix
(17:18):
and
Matt here is the king of follow up
and so
we
we closed
what two in the last few months that you've been talking to him for two years or longer
oh yeah yeah absolutely
you were showcase right
I'm with
you were this
so you were that
(17:40):
yeah
I don't have a set up
so you're going to get a hold of me
you know
not right this second I can't help you with this
but
you will get a hold of me
and we will get together
and we will help you set that up
yeah absolutely
welcome
(18:02):
because that's the best resource
in the world for you
you have your set up
yeah
yeah that's where your contacts live
so all of this stuff
that you're doing right you're door knocking
you're reaching out
to agents and analysts
who are supposed to open house
you're setting up these
(18:24):
like an open house it's just a top of funnel device
so if you
does anybody explain to you the sales funnel
at all
I mean yeah
it doesn't make sense right
it's kind of confusing the way
it's only confusing
so you break it down to its
very bottom
three things right
(18:46):
three pillars of real estate
is like
prospecting
following up
and company salesmanship
so that's the top of the funnel
once people are in
your group once they're in your database
you're just trying to get people
into your KV Core database
so you can
(19:08):
go through set up a call list
and start calling
because that's one of the best
follow up techniques
is calling you
and once they
once they're in your database
and you have it set up
for a KV Core is testing them
emailing you to on your behalf
all of a sudden that call
(19:30):
goes from being a cold call
to a warm call
because they know who you are
what I call people
and I call people all the time
hold on a minute not every day
like I should
like you should
but our business is to the point where
I don't have to call
I don't
(19:52):
it's not going to hurt us
it's just not going to hurt them
and
when I call people though
she's going to test this
and say hey is this nobo's rival
yes it is
it's great to talk to you today
this is Matt Moran with the Moranal Real Estate team
how are you
I'm doing okay
(20:14):
okay well that's good
that's good
how's that going to help you Matt
so I'm just calling around my database today
just trying to follow up with people
and answer any kind of marketer
real estate related questions
and then I shut up and they just
they're like I don't have a house
but I'd like to buy one from you
you know
(20:36):
and I need to get pre-approved
you got a good lending guy
that's exactly what I'm doing
I'm trying to figure out
who is going to buy a house
in the next six months
right I'm doing that
with the Facebook message
if you are somebody you knew
you're going to hire yourself
hold on the next six months
(20:58):
and give them my information
think about the component
in the next six months
I want to play with you
you take them off the top of them
yeah
I mean
I'm going to follow up with you
if you're three years out
it's just not going to be every day
it's not going to be like
(21:20):
I'm not going to call you once a week
if you're three years out
I'm going to get you hooked up with somebody like this
and
you guys can have a conversation
about your credit
you can give your hints on
what they need to do
all of a sudden
I get a call from the lender
it's a Matt
(21:42):
this person that
members don't say who's talking about it
they finally got their stuff done
and they're pre-approved
none of this stuff is immediate
if you're looking for an immediate answer to a problem
that's the one
that's the one
Facebook message is going to be the most immediate
right
and from a time standpoint
(22:04):
one of my active best friends right now
is from Miguel
that was turning to me
a year and a half ago
that I would say
reminders every three months
every three months from each other
sure enough about two weeks ago
turned over reached out
and sometimes she'd respond
sometimes she would
(22:26):
and if she does respond for a couple months ago
naturally some people would be like
maybe I've made a little bit too much
reached out to her two, three weeks ago
hey just checking it out as well
oh my gosh I'm literally on sale
right now there's this house of problems
like let's go
in escrow
but I mean anybody if you let
those opportunities
(22:48):
yeah I'm a year out or two year out
I guess I'm looking the next one
I'd rather make future money
I'd rather trap something today
than I'm going to make Miguel in 2026
than ever
just widening that funnel
yeah and that's not to say that all cases are like that
because
there's a lot of misconceptions out there
that I'm showing you all in that real quickly
(23:10):
in this industry
people who don't think that they can buy
or maybe have gotten so stuck
into the routine of renting
I think that they're perfect candidates
to buy
I was that guy, personally
I was that guy and it was a lender
that pulled me inside and said
what are you doing
wait you ran
(23:32):
dude what are you doing
I don't know man I just
I got some credit stuff but I got the fix
and he says
dude give me your info
again it was
he was persuasive enough
and he was familiar enough
and he was just
he was willing to have the conversation
of me a conversation that I just
(23:54):
kind of avoided
but now there's this person in front of me
who's like let's have this conversation
ran the credit
and he's like dude your credit's amazing
what are you talking about
and it wasn't necessarily
that it was perfect
but I had misconceptions
a lot of misconceptions
we had no idea
(24:16):
that we were ready to buy
so yeah he knew somebody
who recommended and so we walked
into the office no appointment just walked
into the lender's office and we were like hey
we want to buy in like a year
can you tell us what we can start doing now
to get there because we were responsible
yeah and
45 minutes later
we were pre-approved with a realtor on the phone
(24:38):
and in your case you guys were
you guys physically
actually went looking to start the process
yeah and
but we're looking for those people
who maybe
don't know if they're like that's right
if they walk in the door
I train people all the time when you're
when you're prospecting for buyers
you have to
(25:00):
prospect where they live right
where the buyers live they live in the rentals
so we actually
go around and doorknock
apartment complexes
all have her design a fire
and I mean I suck at designing things
so
when I designed something it was a small car
with a QR code and sports on it
she
(25:22):
she designs a flyer
you know this size
and we walk around
and we hand them out because the address is for him
and find out
okay if it's a neighborhood
like houses
we wanted him to let us know
okay this person's
actual mailing address is over here
so that's probably rented out now
(25:44):
we go knock that door
right do that scary thing
I'm trying to break the hand
it's not going to hurt
but that's an icebreaker flyer
and you have something maybe co-branded
with a lender with some
some program it doesn't have to be
that program that's going on right now
they have products
that they want to put on there
(26:06):
no doubt payment don't worry
that's tough
both of your
bases at the bottom
with your contact information
you're just there to have a fun conversation
that's what I do
is it put my mind right
what I'm doing door knocking
I'm not trying to get in the door
I'm not trying to get a client
(26:28):
all I'm trying to do
is have a great conversation with a new friend
that's it
you walk up with that
state of mind
that mindset all of a sudden
when they answer the door
you're like hey I'm at Mariel
how are you today
you're not going to tell me I'm in here
this great opportunity
(26:50):
for you just walking around the neighborhood
meeting people having fun conversations
I don't want to take up too much of your time
because I know that
I just interrupted your day
but take a look at the flyer
if you have any questions let me know
um
that is just the brand of this
you just show up
and they're like ah that's weird as sales
(27:12):
thing
you know
but you can't just do it once
and you can't do it if it says no soliciting
on the house
just don't knock on the door
just do a flyer
exactly right
put the flyer in the door jam
or you just go to the next one
and you can mail that flyer to the house
(27:34):
okay
because if you
technically if you put it in the door jam
it's a solicitation
right
but if you mail it to their house
they're just on your mailing list
how are you to know that they have no soliciting
you can't do that
(27:56):
you can't do that
they're just on their mailing list
that I got from the title
I don't know
with apartment complexes it's super fun
because you can look online so you know what they're paying
and rent
and if that conversation
goes hey I'm just
interrupting your day and all that
if you have any questions about real estate
(28:18):
or if you've ever thought about it you'll maybe buy a house
or move it up or whatever
they're like oh actually I have thought about it
you know that you're spending $75,000
or $50,000
you can figure out what their rent is
like throw that away
this is the two bed right
I had a phone call with a guy that was spending
$3,000 and left him rent
I was like
(28:40):
why
why are you doing that
I said well there's
just a couple things wrong with my credit
I was like that's great let's get you on a plan
to make that credit fix
right now you throw
$1,000 down the toilet
when you could be putting it into
your own mortgage
and then you realize that he's been there for 3 years
(29:02):
he's lost $100,000
yeah
and so I get done
people like that I get in a 3-way text
and the lender
and the client
with the
case of a big camp
that little wavy hand
except
I have the client
(29:24):
that's looking to buy real estate
can you help
send and then you just leave it
for the lender to pick up
thanks Matt for coming to Dutch
they wouldn't be a phone call
he also sees right there
and so I watched
I watched the whole story unfold
right now I know
that that person is in good hands
(29:46):
I follow up with them to see
hey how are things going on camera
is your application done yet
is the camera got you
proof-proofed yet you know
that they're not it's going to tell you
what they are right but
it's just now you have something to talk about
you guys can get to know each other better
you know and all of a sudden
when you're calling they're like
(30:08):
she's got me hooked up with
the lender
she keeps calling me
because she's here to talk to me
she wants me to get into
a better situation and see
how their thought process
unravells
and then all of a sudden
you're showing the house and they're like
this has been the best experience ever
(30:30):
right because
you made a few phone calls
it's that simple
it is
one of the things that I always
love hearing from my client
is when they say man
I thought this was going to be super scary
and
when you make it the opposite of scary
you make it fun and communicative
(30:52):
and you address their needs
and then eventually when it comes through
in a survey you close the gas pipe
and you get another 5 out of 5
and you're like extremely communicative
it was always there to answer all my questions
I was scared up from like I was coming the other day
I was always scared of a real estate
and it always just made me an easy
so it never really ventured out into it
and I couldn't have been more wrong
(31:14):
and when you lead out with
strong communication like that group of texts
my goodness you set the pace
for really good communication
fear
is
kind of stomped out
like communication
because if somebody is afraid about the process
and then you make the process make a ton of sense to them
there's no real fear there
(31:36):
I feel like that's where I pinch you
I like how you brought up fear
because fear is false
expectations appear in real
false expectations
appear in real
so when you're afraid to make a phone call
it's because
something in your brain is saying
that person is going to be rude to you
or
(31:58):
this makes me feel uncomfortable
well
we strive to be uncomfortable
right
that's the most important thing
that I've ever learned
in business
is how to stay uncomfortable
because fear is nothing
more than false expectations
(32:20):
in real
right like
it's taken me from
like selling
zero real estate at all
to where I'm at now
where I've written two books
and I have a career that supports
my family
and
everything I've ever dreamed of
(32:42):
right
because I realize
what fear meant and figured out how to
stay uncomfortable
um
any questions
just a touch back
we'll look on your
consumer marketing
and make you design your products
and try Canva
(33:04):
that's what she does and it's her department
and I have it all set up
she's super good at it
I am not
I'm such a nerd and I can manipulate
pretty much any platform except for Canva
I come to Canva
and I'm just not a visual guy
at all
I didn't design that cover
so I'm kind of
(33:26):
so in the library
he wanted to
do like the Facebook event for
this I think it was
he's like man I can't figure out how to get the faces
and then do this and then do this
and I was like okay well just play with it you'll get it
and he got frustrated and he's scrolling
and he sees a jade kinder event
he goes I want it to look like this
well give me the computer
(33:48):
here you go
maybe you guys should do a
class of that
I'd be happy to help
anybody with Canva
it's
the more creative like I'm not even that creative
I go to some of their templates
I get a little bit extra I probably get
like a hundred extra out of the thousands that they have
because I pay the 9.99 a month
(34:10):
and I just
take one that I kind of like it
throw half the stuff out put my stuff in
call it a day
do they have the AI feature here?
yes they do
surprise the smartphone over
hahahahahaha
so do we all know how to
schedule up houses?
(34:34):
you've done three
what do you do at the up house
do you just like when someone shows up?
no I actually get
I'm very
I'm very disappointed I can say something else
I can say one time
I'm a person
I should
I should have done like
I should have done like
(34:56):
if I had two friends
really could have put in a social
media
whatever I'm not. So that's what I said
the怎 from
yeah
(35:20):
It's
good
But yeah, it was a different experience.
I had a fair of luck dating Dad.
I had a beautiful dad.
I hear a key in it, galahad.
(35:41):
But it was a pretty straightforward thing.
Actually, I was pretty impressed by what they had.
It was a great deal.
So, just scheduling up at house, you'll call somebody that has a listen.
Be careful.
Do they have to date with you?
They don't.
Do you have to date with me?
(36:03):
Don't be like, hey, consent, right?
You gotta get the consent.
Yeah, yeah, yeah.
You have to be in a relationship.
You have to bring that kind over there.
You have to look at the agent and know who you're talking to.
Okay, some agents will be like, no, I'm not going to give you my leads.
Like, if you're not even posting open houses, you're just sitting here, right?
(36:28):
Like, the police are just sitting there.
So, you have that kind of agent that, you know, they're more of,
I'm going to keep everything to myself.
You know, I don't need you to market my property.
Okay, that's fine.
Let's get the model list over here.
And when I'm making my calls to the set, some of those people don't get to get a phone call.
(36:54):
Right?
Unfortunately for them, they've decided to not be within my board.
Right?
Good.
So, yes, they should be with you.
You're saying brokerage.
There's EXP.
EXP doesn't mind us hosting open houses with anybody.
(37:19):
Just like I said, we've been talking to people with different brokerages.
Right?
And people like me, because to be honest, a lot of my messaging is, I recruit people with EXP.
Right?
And so, you can attest to this public perception is Matt's calling.
(37:40):
It's probably calling you.
Right?
So, there's a different point of view when it's me compared to one of the people with EXP.
Right?
That being said, call everybody.
Call, like, you need to get your foot in an order to host an open house.
(38:01):
And you'll learn which agents are more open-minded and more like, hey, you're going to, like,
this house is vacant, you're going to host an open house and you're going to market my listing
and you're going to help me sell this?
Help me get paid.
Yeah.
It makes sense.
A lot of people.
Some people, it's a perception.
If you sell it out, you still have to pay.
They look at you as competition.
(38:23):
Yeah.
Unfortunately.
I'm going to use Omega.
That doesn't mean you sell it out.
So, the competition I have in my life is who I was talking to.
Right?
Everybody else is just looking at me.
That's all I look at.
Unfortunately, not everybody lives in that.
And so, that's what I'm saying.
Some people might be a little more abrasive when you call that to host an open house,
(38:48):
but some people will be super stoked about it, especially if that house has been on the market
for more than 30 days.
There's got to be a reason.
Yeah.
Right?
And it's, yeah, you're not really, so once you get people to the house,
you're not trying to sell the house.
I don't sell open houses to sell houses.
(39:10):
I host open houses to harvest people's personal information in the market.
Right?
So, when they first come to the door, they're like, hey, I've got rain on things.
We come to my open house and they just walk with me into the kitchen here.
I have a guest registry book.
If you could fill it out, I would really appreciate it.
(39:33):
Have the pen ready.
Unfortunately, if they see a pen like this, they want to fill it out.
If the pen is ready for them to write, they'll fill it out.
If you say, please fill out the guest registry, I would really appreciate it.
That's all you have to say.
(39:54):
It, like, shed on my interests, people into filling it out.
Instead of, hey, can you sign my guest registry?
When I said that, people hit me with signatures like I was trying to collect.
On your ass.
Yeah, yeah, here it is.
I usually don't sign on a Saturday.
Thanks.
(40:15):
But the second I started saying it, if you could fill out my guest registry book,
I would really appreciate it.
You've given them a call to action.
And then people, like, are trained.
And it's engraved in them to not lay you down.
And so if you say, I would really appreciate it.
Now they're like, shoot, I want to let this guy down.
(40:41):
And to make it that much easier.
But I'm always in any agent that works with me regularly.
They can always pop into my office and grab a stack, or a short stack,
like $20 or $25, like Target or Visa, or still lost coffee and cards.
And they'll use those to be sent to you by us and sign it.
So if you're hosting an open house, and let's say, you know, somebody signs it,
(41:04):
you always want to, and also because it's not correct for them,
you never want to be an hour into an open house and let somebody sign it first.
Right?
And usually on your list, we maybe throw a name or two down in there.
So it looks like a steal.
I used to.
But now I've realized that it doesn't really matter.
And I teach the guest registry because I'm really good at it.
(41:28):
The way that she does it is even better because it's with her phone.
Right?
And so we'll have our phones already opened up to add contacts.
So when they come in and you shake their hand at the door,
hey, I'm Tom and Mary, great, awesome.
(41:49):
Nice to meet you.
Go ahead, look throughout the house.
I just want to have a couple words with you before you leave.
Just ask a couple questions.
You know, what you like about the house.
That's all.
You know, Roman like you own it.
And so then when they come back at this point,
I'm putting Tom and Mary already set up.
And so they come back.
Hey, what do you think about, you know, would you like about the master?
(42:10):
Would you like about the kitchen?
All that.
Always keep it positive.
Don't ask them what they think.
Ask them what they like.
What did you like about this room?
Then they're going to force themselves to find a positive.
So once you've gotten one or two positives out of them and you've gotten your guesses,
ask them a question that they will say a positive response to over and over again.
Then it's like, hey, you know, how do we want to move forward?
(42:31):
You know, you want to, have you spoken to a lender?
Are you ready to talk to a lender?
You know, are you, is it this area, this, hey, is it this neighborhood that you're interested in?
You know, stuff like that.
Okay, great. Well, let me set you up with, what do you call it, the database?
What do you call it to the client?
You don't call it the CRM.
(42:52):
The system. You just call the system.
Yeah, I'll get my system set up to email you anytime a neighbor, a home in this neighborhood pops up.
And then I just hand them my phone.
Just hand it over.
And while you're still talking, people like clicking on their phone.
They're trying to fill out online.
(43:13):
And so you just keep calmly, positive sound coming out of your mouth as a white noise while they fill it out.
You're like, awesome. I'll get that set up later on today.
You have a great afternoon. Thank you so much for coming.
And I swear, I've gotten, I think I had something wanting to put in their social security.
Like you get first name, last name, email, phone number, birthdays, work emails.
(43:36):
And then you look at their photo, they forgot something like email address.
You just put your email address in real quick.
I just want to make sure that I gave you that list.
Right.
That's how that's how we will be full information that KB core actually has an open house app.
(44:00):
You can assign to a device so you can do it that way too if you want to take in somebody, an expensive device to fill out.
Go get a firetowel.
Yeah, get a firetowel.
Got it.
(44:22):
Once, you know, I still like using an open house.
Once they're done filling that out, I do the same script that she uses.
I go a little negative depending on their attitude because you can tell it was someone's walking around the house.
(44:46):
You're always, huh? I know.
Probably not one for you.
So there are two deal breakers in any home.
You know, there are two areas of the home that are deal breakers.
It's one of them.
And master bathroom is the other one.
And so when I get back, I'm like, what's your thing about the kitchen, the master bathroom?
(45:08):
Right.
And just saying it like that with a little bit of a smile, a little smart, right?
You're like, honestly, sir, I hate it.
Okay, well, yeah, same here.
That's master bathroom.
I can't do that.
You know, and then there's some commonality, right?
(45:31):
It's the same page.
You just cut a bro down with it a little bit.
Yeah.
And then, you have to chew on somebody's bathroom.
That's it.
And then all of a sudden, all of a sudden, they feel like a little closer to you.
You know, if I could find you a place with master bathroom, better senior needs should be interested.
(45:53):
You said that private show.
They're always going to say yes, because they just, you know, realize they realize they hated this master bathroom.
And you can find them something better.
Of course, they're going to be like, I already gave Matt my information.
Like he's going to call me, you know, anyway.
(46:14):
Yeah, I'd be totally open to looking at that house.
Okay, well, if I can find you three options by tomorrow, what time would work for you to first seven o'clock?
A couple options.
Like I'm not in one of those words for me.
I'm actually available around like three.
Great.
(46:35):
Perfect.
I'll be in touch with you very soon.
So now you have a job to do.
You've got to leave.
They gave you permission to call them.
They gave you permission to find them something to look at.
And they gave you the time that they want to go look at houses.
Okay.
Next step is going back and attack other people.
(47:00):
Right.
Make a note that person you have a job to do.
You know, I want to make sure that they are pre qualified before you show more than three houses.
I'll show everybody three houses.
To get the report with them.
(47:25):
And then eventually go to a spot where you don't want to start sacrificing.
Yeah.
They gave you time just for the house just to get a compliment from the lender.
Yeah, their credit said 470 and they have back-up this and you're like,
well, why don't I sacrifice my son in baseball game?
Right.
Not more than a movie.
Right.
Be guarding over your time.
(47:46):
Yeah.
Fourth house to you and you better vote for your camp.
You've had a very long conversation with them.
You know that you're not wasting your time.
Right.
That's one of the most valuable things.
Are you trying out the way to respond to your agent?
You know, be better than those agents.
Yeah.
You know, I don't have anybody sign a buyer's representation agreement because I want them to work with me
(48:13):
because of the quality of work that I provide.
Right.
Not because I got them contractually obligated to then to buy through me and all of a sudden, you know, that's when you're getting...
Right.
Right.
Right.
And I work with a lot of people, like a lot of buyers and sellers.
(48:36):
Now, those things you have to be in contract with them to work with.
But with buyers, it's kind of a free-for-all.
You know, I'll ask if they're working with another agent and if they are, right?
Why is that agent shown in the houses that they show to help them out with the competition?
If they tell me, oh yeah, I've got an agent.
(48:59):
Okay, what's their name?
If they can't answer that, they don't have an agent.
Right?
A lot of line.
If there's any pause there, they don't have an agent.
You know, and the only way that it's really unethical is if they have a buyer's representation, you're going to sign with that agent.
(49:26):
Now, if that boy can't talk to them.
So, you know, you don't have to arrange an issue in the houses.
For sure, business opportunities.
You know what I'm talking about there?
First sell by owners.
(49:47):
That's what I call first sell by owners.
Tom Ferry is a Tom Ferry coach.
Yeah, FSBO stands for for sure business opportunities.
You know, they're just so not motoring and uneducated like themselves.
(50:09):
And really make it easy to be able to shine as a professional.
But they don't make it easy.
You know, you're calling it a for sure business opportunity.
You got to kind of like lean into them like they do have expertise.
(50:30):
Kind of struck their ego a little bit because they feel like the house is listed.
You'll hear them say, I was in my house.
Oh, that's interesting.
I was on that in the West today and I didn't see where to list your house.
Oh, you know, I put it on Zillow.
(50:52):
Did you?
So you just pay in Zillow for a sale by owner.
Okay, how much traffic you can have?
How many people come out to see you?
Done.
Okay, well, how long do you have your house lists?
They just talk to them like the way they're they're the expert, right?
(51:16):
And my house list for 60 days, oh, that's crazy because in today's market,
you know, things are selling between two weeks to a month.
So 60 days on market by a while, usually that's a symptom of advertising or price.
Your house.
(51:37):
Would you be okay with me?
Maybe hosting an open house for you to try to bring some traffic through so we can find you a buyer.
Almost every time these days.
You're harvesting weeds from a for sure business office.
Right.
And you're getting using your open house techniques and use it in the other house.
(52:02):
But here's the trick.
You're going to have to market that house a whole lot harder because it's not all the MLS.
It's like barely anywhere on the internet.
So you're going to have to do the labor for that open house.
That's when you get to set up that event on Facebook for that open house inviting people to the open house.
(52:24):
Make sure that you have your sign set up and have full traffic that way.
And then that.
But can you start making you believe?
There's no nothing illegal.
The house is being sold isn't it? All you're doing is hosting an open house for a seller that has their house on sale.
(52:51):
That's it.
And what you're really doing is teaching them that you're able to bring people.
Even if you have two to five people come through that open house.
That seller will see it.
And they're going to be like, okay, maybe this person does know.
(53:15):
And that's where you keep following up with them.
Keep following you up with them.
Talking to where kind of their walls are down and all of a sudden, you know, paying a five to six percent commission.
Isn't that that?
Right, because you're going to make them want money in the long run.
(53:39):
That makes sense.
Because if I was a buyer, I wouldn't know more.
You're a supplier.
No.
No, as a buyer, you know, you're not paying any commission.
Because I would be scared that they wouldn't drink with me.
But a lot of those for suppliers are getting approached by your savvy type buyers, your investor type, your flipper type you may make.
(54:09):
And what their game is, is to vote on it.
So by the time you get to them, well, average stays on market, and if you're armed with all that data,
average stays on market shows most homes that the price right are selling within this price range for within 20 days.
(54:30):
But they, you're talking to somebody, it's been there for 120 days.
They've probably been billed on so many times by all these investor types.
And they've already run through.
They've already run through.
And what's great about picking up a first year business opportunity listing, that's the angle, right?
You start out by a house in open house.
(54:53):
And so you're building your database, right?
And those clients are all buyers, pretty much, or neighbors.
And the neighbors, I'm trying to middle list it.
But once you list that for sale by owner, house, nobody's ever seen it before.
(55:14):
It's not actually listed, they put it on FSBO.com or something like that, nobody's seen it.
Right?
And so when you market it, it looks like a brand new listing.
Because it is.
Because they don't know what they're doing.
You know.
I have it on here.
(55:36):
Buyer script, seller script, FSBO script, there's a little homework for you guys.
I don't make any money from Tom Berkman, just going to put that out there.
Scan the code.
He's got a bunch of resources on there.
Great scripts.
Great scripts.
He gives away free scripts all day, every day.
You don't have to sign up for his coaching, it costs a lot of money.
(56:00):
I don't.
I go on periodically just, you know, the scripts.
That's a resource for you, this other stuff.
Obviously you have the book in hand.
My other book is overcoming the plateau.
And I have an audio book overcoming the plateau.
(56:21):
Little sales skills.
You have that one?
Okay, cool.
Obviously, you guys have my phone number.
Right, so the call thing doesn't apply.
That's pretty much what I got for you guys today.
(56:44):
Is just start basically building your business.
And anytime, like you want to set up a time where you sit down with us with KB core,
you got to do that, right?
And then, you can't go to the show, show teacher everything.
(57:10):
I mean, I think that was, I don't know.
Me too, and I'm there too right now.
For us, his word team, like, something that I started doing, I started, you know,
implementing this year is like not being as controlling and staying in my life.
(57:34):
Right, and her late is a...
You're at happy slide?
Yeah, so she's like our TC.
But I think...
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