September 19, 2023 • 31 mins
This is one of my favorite people on the planet! He is doing huge things in business and explains what you need to do to achieve the same level of success!
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Episode Transcript
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(00:00):
I love that intro.
(00:21):
How you doing buddy?
Rockin' and rollin' movin' with the Moreno's.
That's right.
So we do.
I'm rockin' and rollin', man.
I'm havin' a good time, man.
It's a balmy 60 degrees here in the Northeast.
I feel like I'm in California.
Well, it sounds hot.
(00:41):
It's hot, man.
It's actually, and whether God's forgive me, it's actually uncomfortably hot for the
winter, right?
So we've all had all these winter, you know, in Christmas and holidays, you get all this
winter gear.
And we haven't been able to wear any of it, man.
Yeah, it's usually snowing, right?
It's usually snowing.
It's usually, actually, it's usually a hot, I mean, it's usually a cold, sloppy mess over
(01:05):
here, man.
Slush and it's, the sun was out.
I had to wear my sunglasses today, man.
Crazy.
My mother-in-law lives in Montana, just above Helena.
How cold was it?
With windshield, it was negative 60.
Negative 60 with windshield.
60.
60.
Oh my goodness, man.
(01:26):
That sounds like one of those movies, man, where they're like, you know, at an Arctic
substation, you know.
Yeah, that's kind of what it is up there, you know.
And so she calls us and we're like, just complaining because it was 52 degrees outside
or whatever.
We're like, oh my gosh, it's so cold out, Ruchon, you know.
I can't believe I had to wear a sweater earlier, you know.
(01:50):
You guys need to shut up now.
Meanwhile, she's got like the seal skin gloves on and then she's gonna park.
How?
With ears on it and stuff.
Well, I mean, you know, look, man, we're quite fortunate, man.
I am, these last few years of being cloud-based has really spoiled me.
(02:13):
Yeah.
Like really, really, really spoiled me, you know.
People like, oh, well, you know, when are you gonna come out and, you know, see the property?
I'm like, come out and see the property?
Like, why would I do that?
But we had a cold snap here about maybe a little bit more than a week ago and it dropped
(02:35):
below 30.
It dropped, actually, I think it was something like three below zero.
It wasn't as bad as Montana, okay?
Yeah, right, right.
But because it was so warm earlier, we didn't prep the way we're supposed to and let the
pipe bleed and things like that.
And so all up and down my block, everybody's got the emergency services outside because
it's just flooding from inside out.
(02:56):
Yeah.
You know, it's a good reason to renovate in the winter.
How about that?
Right.
Yeah, I remember here in Yuba City, you know, where we're at, back in, I think it was 2013,
I was the director of security at our mall and it snowed.
And everybody was losing their minds.
(03:17):
They all raced towards the entrances.
Like they've never seen this happen before and I was like, you've never driven up to
the mountains?
Like we're an hour and a half away from snow at any point in time.
And everybody, they just lost it.
I couldn't believe it, you know?
I have a 56-year-old sister who lives in Los Angeles, California.
(03:44):
And she's visited New York several times and, you know, this is an act.
He was a little pissed that this year, New Year's, it was just rain.
All it did was rain.
She's not had a white Christmas.
She hasn't had a snowy New Year or anything like that.
And I was like, you visited the wrong year.
(04:05):
There was a few years ago, it was a blizzard on Halloween.
And I mean, like blanketed the whole world with snow as far as we were concerned.
You never know up here anymore, man.
And so the old ad did you dress for the season, not for the weather?
Yeah, that's gone, man.
(04:27):
That's for the day.
Yeah, right.
Just hope for the best.
I got on short sleeves today, man.
It's crazy.
Dude, man, it's been a while.
What's that?
It's been a while since we kicked it, man.
This is like family reunion, man.
I know.
I usually see you on somebody's Zoom or something that I've been invited to, you know, on Nick
(04:52):
or something.
Yeah, man.
Nick is my hero, man.
Did you see him doing his Flower Girl routine?
Yeah.
Yeah, it was funny.
It was, oh, that's just Nick, though.
That's Nick, man.
He's one of the best guys I know, man.
He helped me to understand that.
(05:16):
So we run a big business and we have a lot of agents that we're talking to all the time.
I make it a point to, I mean, at least 50 of the contacts that I make a day are agent
to agent contacts.
And he's helped to relieve a lot of the pressure on me, man.
I only work with the agents that are swimming towards my boat.
Yeah, exactly.
(05:36):
You know.
There's no reason to work with anybody else, you know.
That's it, man.
Invite, invite, invite until, you know.
That's it.
Dude, I made it to, we have, well, you're a honey badger, man.
I'm using Rapid Funnel and I was at like the 86th rank in the annual thing.
And I started kicking up the, I started using the Rapid Funnel and I was up at number 11.
(06:01):
I know.
I ended up at 37, I think, or 32.
I was like, yes.
You and I, we're going to be purposeful this year, man.
Yeah.
And it's funny because I was watching a live, I think it was with Michael Reese or it was
with Jay Kinder and they're talking about like people, like motivating people, you know,
(06:23):
and people love leaderboards.
And I was like, no, I'm not a competition.
I'm not a competitive person.
You know, the second you put my name on a leaderboard, I'm like, get out.
Out of the way.
I got to get this thing run.
It just instantly turns me on and makes me start, you know, getting stuff done and just
(06:46):
doing something.
I'm like, wow, it does work.
It does work.
This year, my partner and I, we started a new team and modern agent team.
And it is funny that he and I, you know, so he's been in business 35, 40 years.
(07:10):
And they, they finale and I've been in it 25 years or so.
And he and I are competing with each other to see how many agent contacts we can make
and the conversion.
And I told him, I was like, do we have a leaderboard somewhere that I don't know about?
He was like, what are you talking about?
(07:34):
Yeah.
That'd be real short leaderboard, you know, just the two of you.
That's all right.
And we, we, we, in, in attracting agents to our brand now, what we're doing is, is we're
only looking for the black belt mentality, right?
You know, we're looking for agents that are, are not just going to the gym to lose weight,
(07:57):
baby.
We're going to have to go to the gym to, to, to do like an ultramarathon or something.
Yeah.
Right.
Right.
So are you still in production at all?
Or are you just, uh, I have, I did 62 transactions this year.
Let's go.
Uh, virtually, right?
(08:17):
So I did most of my transactions were virtual transactions, right?
And so the first time they saw it was in the final walkthrough.
Got you.
And then I referred over 200 transactions to agents in my sphere.
So I don't know, do you get count, do you get points for that?
Is that production?
So I, yeah, absolutely.
You know, for sure.
Yeah, man.
And so, uh, uh, yes, hell yes.
(08:41):
I'm in production.
Uh, I got five kids, man.
I don't know if I'll ever not be in production.
A lot of groceries, a lot of groceries, but and they eat.
I was talking to Jenelle last night, you know, now I asked her, I was like, what's something
that you would want to hear from Seiku?
And she was like, what'd you say?
(09:04):
Like, how do you, yeah, she's right here.
What up, Jenelle?
So we've been working with our agents about, uh, reluctancy and not wanting to make the
calls and trying to, you know, kind of motivate themselves.
And I was like, if I could hear it from Seiku, I want to know how do you get out of your
own head, get out of your own way and how, what do you tell your agents?
(09:28):
Are they, is it the same thing or is it different?
Uh, well, it's absolutely the same.
Um, and I absolutely get in my own way, Jenelle.
Uh, and so the, the, the, there is a, there's a trick.
This is a million dollar trick.
So anybody listening is a million dollar trick.
I choose a market as far away from my own as possible.
(09:48):
And I call all of her sale by owners in that market.
And I do it in a way that is designed to see how many knows I can get.
Right.
And I wind up getting a yes and I refer that business out.
But the thing is, is that the further away from me, the further away from my market,
the further away from my center that I go, the less impact it has on my business, the,
(10:11):
the less effect it has on my, on my psyche.
So, so the trick is pick up the phone.
Find a number, further away from you as possible and call it with, with, with, with expediency.
Hey man, this is say cool.
I'm, I'm giving you a call cause I see that you are for sale by owner and I'll just, and
just stripped out on them.
No matter what they say, ask the next question.
(10:34):
Like, like it's almost like a mad lives.
You know what I mean?
Like, you know, and if you could tell a place where you're going next, you guys are crazy.
I am crazy, but where are you going next?
Like, you know, it, it, it, it snaps you out of that.
That sort of serious, you know, ultra serious.
I'm like a surgeon, realtor, you know, mindset, but that's what I do and I teach my agents
(10:57):
to do that.
And it's funny, by the way that you asked that question because I've been coaching teams
and the development of teams.
Right.
The very first thing that, that I asked the team members to do is to put together their
version of the team vision.
And how does that connect to your contacts and calls?
(11:20):
That's awesome.
Yeah, man.
I love making, I love making calls.
I got all in, in between my ears about it just recently for some reason.
And I'm like, what is going on?
And so I started calling, you know, my database.
I was like, there's almost a thousand opportunities just sitting right here, just waiting for me
(11:40):
to call like my systems, emailing them, texting them, doing everything set for calling them.
Because that's my job.
Because that's your job.
And it was really interesting what I learned once I started calling these people.
I learned that nobody's educating them on what the market conditions actually are.
I had a guy that he thought that interest rates were like 9%.
(12:06):
I was like, well, where did you get that information?
You know, he's like, oh, I straight up got it online and what I see in the news.
And I'm like, that's too bad.
You know, definitely call me anytime you have a question, call the expert, you know, let
me educate you.
Interest rates are 9%.
And the market's not as bad as you think it is.
(12:30):
And you know, after talking to him for 48 minutes, you know, he's like, yeah, I'm going
to refer anybody that I know to you and when I'm ready to sell, I'm selling through you.
And you know, I've just gone through and it's like having a conversation to reeducate is
way better than having a conversation to ask for business because that component's there.
(12:55):
But how are you going to train them to know, like and trust you just off of saying, can
I sell your house?
No.
You can use car salesman.
So what's funny is you mentioned to use car salesman, right?
And so, so he has really, really, really been like bugging me like the interest rates going
(13:16):
up and down and fluctuating.
It's just that to me, it just makes the market better, right?
Like, okay, buy it today.
Don't wait till tomorrow, you know, because it'll go up, right?
And so I got a buddy of mine on the phone.
He wasn't my database.
I'm doing exactly what you're doing, man.
I'm just going through my database.
I got 190,000 people in this database.
Goodness.
(13:36):
Well, it's only good if I call them, right?
It's only good if I contact them.
And it's something that you said, man.
It's like your CRM is emailing them and texting them is doing all of the stuff that they're
supposed to do.
But you got to call them because I learned that that's my main thing and you don't outsource
your main thing, right?
You are the one that's making those contacts.
(13:58):
So anyway, I'm chewing through this list.
I'm finding the value in this list and I get my buddy, my buddy's out in Chicago and he's
like, you know, man, but the interest rates, interest rates, interest rates.
And I was like, I'm like, tone, you drive one of the biggest, baddest trucks in the entire
world.
I said, what's your interest rate on your truck?
Yeah.
(14:19):
And he's like, I think 9.5%.
I was like, you pay 10% interest on your truck.
I was like, what's your interest rate on your, you don't use your credit cards?
He's like, yeah, I use my credit card.
I'm like, what's your interest rate on your credit cards?
Yeah, he's like in the teens.
I was like, and you're stressed out about a 6.5% interest rate on your house.
(14:40):
Are you crazy?
Yeah.
Could you imagine if media sources started like stressing out over 13% interest rate
on a Visa card?
Yeah.
Everybody would stop using them.
Oh my God.
I tell you what, man, this market has been amazing for us.
These last three going on four years now, right?
(15:03):
It's just been amazing for us.
It's sort of cleared out the clutter.
I know a lot of people are like, oh, well, this happened and that.
It just kind of cleared out the clutter for me, man.
I've been doing so well with communicating with folks virtually now that I'm closer to
a lot of the people that I thought I was close with now than I ever were in the past.
(15:28):
I was in the past.
It's really been interesting.
You bring up the virtual spirit.
I never would have done these lives.
I remember, and I wrote about it in my book, that Steve McCarthy, my sponsor, he and Kelly,
(15:52):
I needed their help on a listing because my picture sucked.
So they went out and did a whole Matterport thing.
He was like, you ready to get a live?
I was like, no.
No, not Mr. Moreno.
Heck no.
And he was like, oh, I remember when I thought people cared about it too.
But click and he just went live.
(16:13):
He was like, live with Matt Moreno at his new listing.
I was like, oh, no.
I just take my career, you know, and then I realized nobody cared.
Nobody cares.
I ended up getting so many leads from that live.
They watched it and they're like, dude, I didn't even know the house was on the market.
And I was like, all right, I think I'll give this little thing a shot.
(16:37):
The last 48 hours, right?
So in the last two days, I've been busy.
So full disclosure, Matt, my mom is pretty sick.
You know, we've been sort of back and forth to doctors and you know that whole dance.
I hope you don't know that dance, but you know, you can imagine.
And so I've been operating from my laptop in the car with a hotspot.
(16:59):
Yeah.
In the last 48 hours, I have shown, let's I'm going to say three properties in four
state.
No, no, I'm sorry.
Four properties in three states.
There you go.
That's the math on there, right?
California, Tennessee and Georgia.
I showed these properties virtually with agents that are local.
(17:22):
I had over 800 views on my socials.
I had over 800 views.
Wow.
Out of 800 views, I had 60 people inquire about properties in other places too.
Like they weren't even just inquiring about those properties.
And there are now four referrals off of those.
There were six, there were six people that genuinely inquired about properties,
(17:46):
those specific properties and for them were qualified.
So if all four of those turn into deals and let's say, I don't know, I get maybe
five grand off of those.
Yeah.
That's what five, 10, 15, 20 grand in 48 hours.
Doing.
Doing.
Doing this.
Yeah.
(18:07):
It was 15.
It was basically the accumulated.
It was about maybe 45 minutes worth of video.
Right.
And we just went live, man.
And we didn't go to the place.
We just were looking at pictures.
We were talking about the pictures.
Oh, really?
As agents.
Yeah.
And pull it up on the MLS and just pull it up on the MLS.
Just pull it right up, you know.
And I even made an appointment with the listing agent.
(18:30):
Yeah.
To preview the property and the listing agent was like, you didn't go to the preview.
I was like, I did do the preview.
I just did it digitally.
Yeah.
I wanted you to get credit.
If somebody buys it, I want you to get credit that I showed it.
Right.
Yeah.
It's just Matt, man, it's not panicking.
You know, these people are seeing the stuff in the news.
(18:51):
People are seeing the stuff.
You know, it's mostly rumors.
I'll be saying I would be remiss if I didn't say they're not even watching the
news.
They're watching Twitter as if it was the news.
Sure.
And hoping the person that's saying it is honest and trustworthy, you know,
right.
And I get a lot of people that are like, yeah, I talked to my uncle.
(19:12):
The other day and he lost his house last time there was a bubble pop and I was,
I'm just like, dude, this is not the same.
Is that you can't listen to people that are experts and expect to get expert
information.
Like I felt like a broken record the last week and a half because I'm just like,
listen to me.
I'm the expert.
Listen to me.
(19:33):
I'm the expert.
I'm the one that studies all this stuff for a living.
I'm the expert.
I'm the expert.
I'm the expert.
I'm the one that studies all this stuff for a living.
Like, Matt, I would go to an expert.
Like you guys are an expert mechanic to work on your car.
What if your cousin was an expert mechanic?
(19:54):
Every single time your car broke down, no matter where you were on the planet,
you'd call your cousin first and be like, dude, this is happening.
What should I look like?
What should I look for?
What should I expect from the mechanic that I use locally?
Right.
And I'm like, man, we are the inside track for your people, man.
And I can't emphasize enough that on their best day, their best day, the amateur
(20:19):
investor, the amateur real estate professional, the amateur real estate agent on their best
day have a fraction of the information that a brand spanking new fresh out the box unwrapped
real estate professional has.
And the real estate professionals need to understand that and not cut themselves short.
(20:43):
Yeah.
You come out the gate as a realtor, more educated than the average bear.
And I wish that there was more accountability with that.
I'm a coach that, so I coach a bunch of agents as well.
(21:05):
So I'm a coach that starts with the vision and the mission for the agent.
And oddly enough, that's the toughest point.
It's getting them to realize.
The vision and the mission, man.
I lose probably about 30% of the agents that I coach with
off of those first three weeks of coaching.
They just can't handle it.
(21:26):
They can't handle it.
And I'm relentless with it.
I'm like, no, let's go back.
I'm like, why do you want to do an open house?
And I know you want to, like, you know, put on your fancy shoes and go out there and show it from your fancy car.
I'm like, but why?
Why are you doing it?
Yeah.
You know, why are you connecting with these people this way?
I'm like, if you want to go and produce off of luck, then keep by all means, keep going.
Yeah, if you want to not be intentional, put on your suit and go to work.
(21:51):
Yeah, see you.
It's convincing the agent far too many of us have been indoctrinated into a
world of employment.
Yeah.
So we're really good at being employees.
We're really good at being the bright, shiny penny on the table and, you know, pencil sharpened
and ready to go when it's time to, to adapt and to apply that stuff to our own business.
(22:13):
That's when we tend to fall apart.
Yeah.
No, I agree 100%.
You know, and that's one reason I wrote my book to is to like help the new agent.
What do you do in the first 90 days?
Real estate, you know, like what did you do?
So I wrote it all down and packed it up for him.
(22:36):
And that is a blessing, by the way, man.
What's that?
That is a blessing, man.
So, so, you know, one of the things that I say when I, when I pray is I say, thank you
for the gift of work and the blessing of creativity.
Yeah.
Right.
And, and so you've done both.
You've taken your creativity and, and, and put the work in to create a product.
(22:59):
Yeah.
I, I, if, if there was one thing that I could tell an agent that would change their business,
if they would listen, it would be to just follow a recipe.
That's it.
Just get a, just get a cookbook and follow a recipe.
Matt, you've written a cookbook for the real estate agent, right?
You just follow the red, just do just step one, step two, step three, step four.
Yeah.
(23:20):
It's not hard.
It's not.
And it took me a long time to realize that this business is just one step at a time over
time doing the same things every single day over and over and over until.
(23:41):
This is what I did this year.
Yeah.
This is what I did this year.
I, I generated the leads from my KV core.
Right.
Right.
I am the Frankenstein monster dude, man, I'll take pieces of pieces and pieces and put
them together.
This is the first time in my life, my head slapping moment where I'm just sort of like
pushing the go button.
(24:02):
Yeah.
One like a, out of the package, you know, CRM.
Right.
And I am incredibly impressed with them.
I love KV core.
I use the playbooks and they'll be set every single day.
So, so, so new realtors.
Listen, check this out.
Don't tell anybody I told you.
(24:25):
All right.
Keeping to ourselves.
Find yourself a demographic.
Yeah.
Right.
Figure out what they're thinking about.
Right.
They're psychographics and then deliver it to them where they are.
They're geographics.
That's it.
That's it.
I live in a highly concentrated rental market.
Right.
(24:46):
And they're not just for the Northeast.
There's nothing but rentals around.
There's condos around in two, three, four, five families as investment.
And so every single day, this is, this is gold.
I take the new multifamily properties that come out.
Yeah.
And deliver them to the list of landlords that I know.
Really?
Ask them if they just want to buy another investment property.
(25:09):
Perfect.
And every day that this grows and grows and grows, but I use right, I just right
at my KV core, I just take two or three of the brand new investment properties
that come out, click a little button, text to hashtag.
My hashtag is investor.
It goes out to 150 investors every day, five days a week.
(25:31):
Every week.
You're in the work for you.
I use KV core like every single time I turn on my computer, I pull it up and
just do something.
You know, let me generate your 10 calls to start your day.
It does everything, organizes everything.
Everything.
I have it set up, you know, to have all of the texts that it auto generates.
(25:55):
Uh huh.
I've, you know, written it all pretty much in my vernacular.
So the point where people like honestly think it's me, I had a, I had a customer
that I had never met.
And she was like, you know, nobody's kept in contact with me like this before.
Like, I'm like, Oh yeah, just trying to play it off.
(26:16):
Like totally.
But it was our CRM just reaching out to her.
Every time she'd communicate, it would communicate back, you know, and a little
to protect.
Yeah, it was awesome.
You know, but it doesn't take very long to get all that stuff set up.
And it's just so, so, I realized that as a national player, right?
(26:40):
As a national player, even an international player, but I haven't done anything overseas
yet.
I had some overseas folks come this way.
I haven't done anything overseas yet, but as a national player, I realized that I don't
have to be absent in the referral anymore.
Right.
Right.
And so, you know, I use the campus all the time.
(27:02):
I meet folks inside the campus inside the EXP world.
I use my virtual spaces, my stream yard, my Zoom.
I use my own KV core and my own website to preview properties and talk to agents.
I mean, talk to customers and clients.
(27:24):
I realize now, man, if you looked at my KV core right now, there are people.
So I'm in the Northeast.
I'm in New York, New Jersey.
Right.
If I shared my KV core screen with you, you would see people from, hold on one second.
Let me see if I can share my screen.
Hold on one second.
Let me see if I have a Chrome tab.
There we go.
I hope that's the right one.
(27:46):
Yes, sir.
It is.
So there's people in here.
I got to add it to the stream.
Hold on.
Okay.
There we go.
This Steven Stelter guy, Stelter is looking in Wisconsin.
Yeah.
He's in Wisconsin.
I will.
All right.
(28:07):
But he's in my KV core as one of my contacts inside looking at Wisconsin.
Mike is looking at Hoboken and this guy Anthony is looking at Delray Beach, Florida.
Right.
Right.
And so the deals are happening, you know, a different price range is 975 and then 1850
dollars.
(28:28):
Yeah.
Right.
599.
This guy right here, this is, this is my buddy out in Chicago, Tony, that's the one I was
talking about.
Right.
He had a property in North Bergen, New Jersey.
Right.
So, so this is all generated just from sending out messages to investors, to landlords, to
my, to my, my sphere of influence on a regular basis.
(28:53):
And because I am not, because I'm open to new experiences, I'm open to doing this thing
virtually.
Now it's like, Oh, well, let me know if you want to see something somewhere and I'll hook
you up with an agent and we'll walk through it together.
Yeah.
I don't have to detach myself anymore from the, from the referral.
(29:14):
We know that most of the fall off in a, in a referral happens at the handoff.
Right.
Right.
Hey, Matt, this guy wants to buy something.
And then, you know, Matt gets on the phone with the guy and the guy is like a dead fish
to Matt.
You know, I, I could refer somebody and be like, Hey, Matt is one of us.
You know, let's talk blah, blah, blah, blah, blah.
We can have a whole conversation and now the handoff is now warm and fuzzy and everybody's
(29:37):
happy deals ensue.
Right.
We're having a good time and I, I, I, this was a challenging year.
2022 was a challenging year for me.
I agree.
I think it was challenging for everyone.
I don't know.
I don't know what it was.
I think it was the delayed response from the quarantine.
(29:59):
You know, it challenged my personal relationships.
It challenged my professional relationships.
It challenged my relationship with myself and, and, you know, the higher beings that,
you know, and like everything my mom says, man, like everything this too shall pass.
And, uh, instead of dreading the challenges of the next day in 2022, what I did was I,
(30:26):
I, I shifted my perspective and started looking forward to the challenges.
Right.
Right.
And, and it, it, man, it changed everything for me, man.
That's awesome.
It changed everything for me.
Man, I really appreciate you coming on with me today.
This has been rad.
Matt, man.
This is like family reunion for me, man.
(30:48):
This is, this is, we, we can do this every day.
Heck yeah.
Well, hey man, I'm going to go ahead and let you go.
Well, can I make an offer to your people for you, Matt?
Oh yeah, for sure.
So, so I've been, we've been doing a lot of different coaching and we've got a lot of
different platforms and stuff like that.
Anytime anyone mentions your name, man, I'm going to give them family discounts.
(31:11):
I'm going to hook them up.
But I want to, I want to emphasize that I'm doing this team coaching.
Right.
That is just awesome, awesome, awesome.
And if they come through you, Matt, man, I'm going to make sure that they are singing
your name around the campfire, man.
I appreciate that.
The Moreno name, man.
So, so, you know, I won't go into any specifics, bro, but I love you enough, man.
(31:34):
I want you to know that your, your people are my people, man.
So if, if they need me, they got.
I appreciate it.
Man, my pleasure.
Hey, stick around for a second.
No problem.
Okay.
I love that intro.
(00:21):
How you doing buddy?
Rockin' and rollin' movin' with the Moreno's.
That's right.
So we do.
I'm rockin' and rollin', man.
I'm havin' a good time, man.
It's a balmy 60 degrees here in the Northeast.
I feel like I'm in California.
Well, it sounds hot.
(00:41):
It's hot, man.
It's actually, and whether God's forgive me, it's actually uncomfortably hot for the
winter, right?
So we've all had all these winter, you know, in Christmas and holidays, you get all this
winter gear.
And we haven't been able to wear any of it, man.
Yeah, it's usually snowing, right?
It's usually snowing.
It's usually, actually, it's usually a hot, I mean, it's usually a cold, sloppy mess over
(01:05):
here, man.
Slush and it's, the sun was out.
I had to wear my sunglasses today, man.
Crazy.
My mother-in-law lives in Montana, just above Helena.
How cold was it?
With windshield, it was negative 60.
Negative 60 with windshield.
60.
60.
Oh my goodness, man.
(01:26):
That sounds like one of those movies, man, where they're like, you know, at an Arctic
substation, you know.
Yeah, that's kind of what it is up there, you know.
And so she calls us and we're like, just complaining because it was 52 degrees outside
or whatever.
We're like, oh my gosh, it's so cold out, Ruchon, you know.
I can't believe I had to wear a sweater earlier, you know.
(01:50):
You guys need to shut up now.
Meanwhile, she's got like the seal skin gloves on and then she's gonna park.
How?
With ears on it and stuff.
Well, I mean, you know, look, man, we're quite fortunate, man.
I am, these last few years of being cloud-based has really spoiled me.
(02:13):
Yeah.
Like really, really, really spoiled me, you know.
People like, oh, well, you know, when are you gonna come out and, you know, see the property?
I'm like, come out and see the property?
Like, why would I do that?
But we had a cold snap here about maybe a little bit more than a week ago and it dropped
(02:35):
below 30.
It dropped, actually, I think it was something like three below zero.
It wasn't as bad as Montana, okay?
Yeah, right, right.
But because it was so warm earlier, we didn't prep the way we're supposed to and let the
pipe bleed and things like that.
And so all up and down my block, everybody's got the emergency services outside because
it's just flooding from inside out.
(02:56):
Yeah.
You know, it's a good reason to renovate in the winter.
How about that?
Right.
Yeah, I remember here in Yuba City, you know, where we're at, back in, I think it was 2013,
I was the director of security at our mall and it snowed.
And everybody was losing their minds.
(03:17):
They all raced towards the entrances.
Like they've never seen this happen before and I was like, you've never driven up to
the mountains?
Like we're an hour and a half away from snow at any point in time.
And everybody, they just lost it.
I couldn't believe it, you know?
I have a 56-year-old sister who lives in Los Angeles, California.
(03:44):
And she's visited New York several times and, you know, this is an act.
He was a little pissed that this year, New Year's, it was just rain.
All it did was rain.
She's not had a white Christmas.
She hasn't had a snowy New Year or anything like that.
And I was like, you visited the wrong year.
(04:05):
There was a few years ago, it was a blizzard on Halloween.
And I mean, like blanketed the whole world with snow as far as we were concerned.
You never know up here anymore, man.
And so the old ad did you dress for the season, not for the weather?
Yeah, that's gone, man.
(04:27):
That's for the day.
Yeah, right.
Just hope for the best.
I got on short sleeves today, man.
It's crazy.
Dude, man, it's been a while.
What's that?
It's been a while since we kicked it, man.
This is like family reunion, man.
I know.
I usually see you on somebody's Zoom or something that I've been invited to, you know, on Nick
(04:52):
or something.
Yeah, man.
Nick is my hero, man.
Did you see him doing his Flower Girl routine?
Yeah.
Yeah, it was funny.
It was, oh, that's just Nick, though.
That's Nick, man.
He's one of the best guys I know, man.
He helped me to understand that.
(05:16):
So we run a big business and we have a lot of agents that we're talking to all the time.
I make it a point to, I mean, at least 50 of the contacts that I make a day are agent
to agent contacts.
And he's helped to relieve a lot of the pressure on me, man.
I only work with the agents that are swimming towards my boat.
Yeah, exactly.
(05:36):
You know.
There's no reason to work with anybody else, you know.
That's it, man.
Invite, invite, invite until, you know.
That's it.
Dude, I made it to, we have, well, you're a honey badger, man.
I'm using Rapid Funnel and I was at like the 86th rank in the annual thing.
And I started kicking up the, I started using the Rapid Funnel and I was up at number 11.
(06:01):
I know.
I ended up at 37, I think, or 32.
I was like, yes.
You and I, we're going to be purposeful this year, man.
Yeah.
And it's funny because I was watching a live, I think it was with Michael Reese or it was
with Jay Kinder and they're talking about like people, like motivating people, you know,
(06:23):
and people love leaderboards.
And I was like, no, I'm not a competition.
I'm not a competitive person.
You know, the second you put my name on a leaderboard, I'm like, get out.
Out of the way.
I got to get this thing run.
It just instantly turns me on and makes me start, you know, getting stuff done and just
(06:46):
doing something.
I'm like, wow, it does work.
It does work.
This year, my partner and I, we started a new team and modern agent team.
And it is funny that he and I, you know, so he's been in business 35, 40 years.
(07:10):
And they, they finale and I've been in it 25 years or so.
And he and I are competing with each other to see how many agent contacts we can make
and the conversion.
And I told him, I was like, do we have a leaderboard somewhere that I don't know about?
He was like, what are you talking about?
(07:34):
Yeah.
That'd be real short leaderboard, you know, just the two of you.
That's all right.
And we, we, we, in, in attracting agents to our brand now, what we're doing is, is we're
only looking for the black belt mentality, right?
You know, we're looking for agents that are, are not just going to the gym to lose weight,
(07:57):
baby.
We're going to have to go to the gym to, to, to do like an ultramarathon or something.
Yeah.
Right.
Right.
So are you still in production at all?
Or are you just, uh, I have, I did 62 transactions this year.
Let's go.
Uh, virtually, right?
(08:17):
So I did most of my transactions were virtual transactions, right?
And so the first time they saw it was in the final walkthrough.
Got you.
And then I referred over 200 transactions to agents in my sphere.
So I don't know, do you get count, do you get points for that?
Is that production?
So I, yeah, absolutely.
You know, for sure.
Yeah, man.
And so, uh, uh, yes, hell yes.
(08:41):
I'm in production.
Uh, I got five kids, man.
I don't know if I'll ever not be in production.
A lot of groceries, a lot of groceries, but and they eat.
I was talking to Jenelle last night, you know, now I asked her, I was like, what's something
that you would want to hear from Seiku?
And she was like, what'd you say?
(09:04):
Like, how do you, yeah, she's right here.
What up, Jenelle?
So we've been working with our agents about, uh, reluctancy and not wanting to make the
calls and trying to, you know, kind of motivate themselves.
And I was like, if I could hear it from Seiku, I want to know how do you get out of your
own head, get out of your own way and how, what do you tell your agents?
(09:28):
Are they, is it the same thing or is it different?
Uh, well, it's absolutely the same.
Um, and I absolutely get in my own way, Jenelle.
Uh, and so the, the, the, there is a, there's a trick.
This is a million dollar trick.
So anybody listening is a million dollar trick.
I choose a market as far away from my own as possible.
(09:48):
And I call all of her sale by owners in that market.
And I do it in a way that is designed to see how many knows I can get.
Right.
And I wind up getting a yes and I refer that business out.
But the thing is, is that the further away from me, the further away from my market,
the further away from my center that I go, the less impact it has on my business, the,
(10:11):
the less effect it has on my, on my psyche.
So, so the trick is pick up the phone.
Find a number, further away from you as possible and call it with, with, with, with expediency.
Hey man, this is say cool.
I'm, I'm giving you a call cause I see that you are for sale by owner and I'll just, and
just stripped out on them.
No matter what they say, ask the next question.
(10:34):
Like, like it's almost like a mad lives.
You know what I mean?
Like, you know, and if you could tell a place where you're going next, you guys are crazy.
I am crazy, but where are you going next?
Like, you know, it, it, it, it snaps you out of that.
That sort of serious, you know, ultra serious.
I'm like a surgeon, realtor, you know, mindset, but that's what I do and I teach my agents
(10:57):
to do that.
And it's funny, by the way that you asked that question because I've been coaching teams
and the development of teams.
Right.
The very first thing that, that I asked the team members to do is to put together their
version of the team vision.
And how does that connect to your contacts and calls?
(11:20):
That's awesome.
Yeah, man.
I love making, I love making calls.
I got all in, in between my ears about it just recently for some reason.
And I'm like, what is going on?
And so I started calling, you know, my database.
I was like, there's almost a thousand opportunities just sitting right here, just waiting for me
(11:40):
to call like my systems, emailing them, texting them, doing everything set for calling them.
Because that's my job.
Because that's your job.
And it was really interesting what I learned once I started calling these people.
I learned that nobody's educating them on what the market conditions actually are.
I had a guy that he thought that interest rates were like 9%.
(12:06):
I was like, well, where did you get that information?
You know, he's like, oh, I straight up got it online and what I see in the news.
And I'm like, that's too bad.
You know, definitely call me anytime you have a question, call the expert, you know, let
me educate you.
Interest rates are 9%.
And the market's not as bad as you think it is.
(12:30):
And you know, after talking to him for 48 minutes, you know, he's like, yeah, I'm going
to refer anybody that I know to you and when I'm ready to sell, I'm selling through you.
And you know, I've just gone through and it's like having a conversation to reeducate is
way better than having a conversation to ask for business because that component's there.
(12:55):
But how are you going to train them to know, like and trust you just off of saying, can
I sell your house?
No.
You can use car salesman.
So what's funny is you mentioned to use car salesman, right?
And so, so he has really, really, really been like bugging me like the interest rates going
(13:16):
up and down and fluctuating.
It's just that to me, it just makes the market better, right?
Like, okay, buy it today.
Don't wait till tomorrow, you know, because it'll go up, right?
And so I got a buddy of mine on the phone.
He wasn't my database.
I'm doing exactly what you're doing, man.
I'm just going through my database.
I got 190,000 people in this database.
Goodness.
(13:36):
Well, it's only good if I call them, right?
It's only good if I contact them.
And it's something that you said, man.
It's like your CRM is emailing them and texting them is doing all of the stuff that they're
supposed to do.
But you got to call them because I learned that that's my main thing and you don't outsource
your main thing, right?
You are the one that's making those contacts.
(13:58):
So anyway, I'm chewing through this list.
I'm finding the value in this list and I get my buddy, my buddy's out in Chicago and he's
like, you know, man, but the interest rates, interest rates, interest rates.
And I was like, I'm like, tone, you drive one of the biggest, baddest trucks in the entire
world.
I said, what's your interest rate on your truck?
Yeah.
(14:19):
And he's like, I think 9.5%.
I was like, you pay 10% interest on your truck.
I was like, what's your interest rate on your, you don't use your credit cards?
He's like, yeah, I use my credit card.
I'm like, what's your interest rate on your credit cards?
Yeah, he's like in the teens.
I was like, and you're stressed out about a 6.5% interest rate on your house.
(14:40):
Are you crazy?
Yeah.
Could you imagine if media sources started like stressing out over 13% interest rate
on a Visa card?
Yeah.
Everybody would stop using them.
Oh my God.
I tell you what, man, this market has been amazing for us.
These last three going on four years now, right?
(15:03):
It's just been amazing for us.
It's sort of cleared out the clutter.
I know a lot of people are like, oh, well, this happened and that.
It just kind of cleared out the clutter for me, man.
I've been doing so well with communicating with folks virtually now that I'm closer to
a lot of the people that I thought I was close with now than I ever were in the past.
(15:28):
I was in the past.
It's really been interesting.
You bring up the virtual spirit.
I never would have done these lives.
I remember, and I wrote about it in my book, that Steve McCarthy, my sponsor, he and Kelly,
(15:52):
I needed their help on a listing because my picture sucked.
So they went out and did a whole Matterport thing.
He was like, you ready to get a live?
I was like, no.
No, not Mr. Moreno.
Heck no.
And he was like, oh, I remember when I thought people cared about it too.
But click and he just went live.
(16:13):
He was like, live with Matt Moreno at his new listing.
I was like, oh, no.
I just take my career, you know, and then I realized nobody cared.
Nobody cares.
I ended up getting so many leads from that live.
They watched it and they're like, dude, I didn't even know the house was on the market.
And I was like, all right, I think I'll give this little thing a shot.
(16:37):
The last 48 hours, right?
So in the last two days, I've been busy.
So full disclosure, Matt, my mom is pretty sick.
You know, we've been sort of back and forth to doctors and you know that whole dance.
I hope you don't know that dance, but you know, you can imagine.
And so I've been operating from my laptop in the car with a hotspot.
(16:59):
Yeah.
In the last 48 hours, I have shown, let's I'm going to say three properties in four
state.
No, no, I'm sorry.
Four properties in three states.
There you go.
That's the math on there, right?
California, Tennessee and Georgia.
I showed these properties virtually with agents that are local.
(17:22):
I had over 800 views on my socials.
I had over 800 views.
Wow.
Out of 800 views, I had 60 people inquire about properties in other places too.
Like they weren't even just inquiring about those properties.
And there are now four referrals off of those.
There were six, there were six people that genuinely inquired about properties,
(17:46):
those specific properties and for them were qualified.
So if all four of those turn into deals and let's say, I don't know, I get maybe
five grand off of those.
Yeah.
That's what five, 10, 15, 20 grand in 48 hours.
Doing.
Doing.
Doing this.
Yeah.
(18:07):
It was 15.
It was basically the accumulated.
It was about maybe 45 minutes worth of video.
Right.
And we just went live, man.
And we didn't go to the place.
We just were looking at pictures.
We were talking about the pictures.
Oh, really?
As agents.
Yeah.
And pull it up on the MLS and just pull it up on the MLS.
Just pull it right up, you know.
And I even made an appointment with the listing agent.
(18:30):
Yeah.
To preview the property and the listing agent was like, you didn't go to the preview.
I was like, I did do the preview.
I just did it digitally.
Yeah.
I wanted you to get credit.
If somebody buys it, I want you to get credit that I showed it.
Right.
Yeah.
It's just Matt, man, it's not panicking.
You know, these people are seeing the stuff in the news.
(18:51):
People are seeing the stuff.
You know, it's mostly rumors.
I'll be saying I would be remiss if I didn't say they're not even watching the
news.
They're watching Twitter as if it was the news.
Sure.
And hoping the person that's saying it is honest and trustworthy, you know,
right.
And I get a lot of people that are like, yeah, I talked to my uncle.
(19:12):
The other day and he lost his house last time there was a bubble pop and I was,
I'm just like, dude, this is not the same.
Is that you can't listen to people that are experts and expect to get expert
information.
Like I felt like a broken record the last week and a half because I'm just like,
listen to me.
I'm the expert.
Listen to me.
(19:33):
I'm the expert.
I'm the one that studies all this stuff for a living.
I'm the expert.
I'm the expert.
I'm the expert.
I'm the one that studies all this stuff for a living.
Like, Matt, I would go to an expert.
Like you guys are an expert mechanic to work on your car.
What if your cousin was an expert mechanic?
(19:54):
Every single time your car broke down, no matter where you were on the planet,
you'd call your cousin first and be like, dude, this is happening.
What should I look like?
What should I look for?
What should I expect from the mechanic that I use locally?
Right.
And I'm like, man, we are the inside track for your people, man.
And I can't emphasize enough that on their best day, their best day, the amateur
(20:19):
investor, the amateur real estate professional, the amateur real estate agent on their best
day have a fraction of the information that a brand spanking new fresh out the box unwrapped
real estate professional has.
And the real estate professionals need to understand that and not cut themselves short.
(20:43):
Yeah.
You come out the gate as a realtor, more educated than the average bear.
And I wish that there was more accountability with that.
I'm a coach that, so I coach a bunch of agents as well.
(21:05):
So I'm a coach that starts with the vision and the mission for the agent.
And oddly enough, that's the toughest point.
It's getting them to realize.
The vision and the mission, man.
I lose probably about 30% of the agents that I coach with
off of those first three weeks of coaching.
They just can't handle it.
(21:26):
They can't handle it.
And I'm relentless with it.
I'm like, no, let's go back.
I'm like, why do you want to do an open house?
And I know you want to, like, you know, put on your fancy shoes and go out there and show it from your fancy car.
I'm like, but why?
Why are you doing it?
Yeah.
You know, why are you connecting with these people this way?
I'm like, if you want to go and produce off of luck, then keep by all means, keep going.
Yeah, if you want to not be intentional, put on your suit and go to work.
(21:51):
Yeah, see you.
It's convincing the agent far too many of us have been indoctrinated into a
world of employment.
Yeah.
So we're really good at being employees.
We're really good at being the bright, shiny penny on the table and, you know, pencil sharpened
and ready to go when it's time to, to adapt and to apply that stuff to our own business.
(22:13):
That's when we tend to fall apart.
Yeah.
No, I agree 100%.
You know, and that's one reason I wrote my book to is to like help the new agent.
What do you do in the first 90 days?
Real estate, you know, like what did you do?
So I wrote it all down and packed it up for him.
(22:36):
And that is a blessing, by the way, man.
What's that?
That is a blessing, man.
So, so, you know, one of the things that I say when I, when I pray is I say, thank you
for the gift of work and the blessing of creativity.
Yeah.
Right.
And, and so you've done both.
You've taken your creativity and, and, and put the work in to create a product.
(22:59):
Yeah.
I, I, if, if there was one thing that I could tell an agent that would change their business,
if they would listen, it would be to just follow a recipe.
That's it.
Just get a, just get a cookbook and follow a recipe.
Matt, you've written a cookbook for the real estate agent, right?
You just follow the red, just do just step one, step two, step three, step four.
Yeah.
(23:20):
It's not hard.
It's not.
And it took me a long time to realize that this business is just one step at a time over
time doing the same things every single day over and over and over until.
(23:41):
This is what I did this year.
Yeah.
This is what I did this year.
I, I generated the leads from my KV core.
Right.
Right.
I am the Frankenstein monster dude, man, I'll take pieces of pieces and pieces and put
them together.
This is the first time in my life, my head slapping moment where I'm just sort of like
pushing the go button.
(24:02):
Yeah.
One like a, out of the package, you know, CRM.
Right.
And I am incredibly impressed with them.
I love KV core.
I use the playbooks and they'll be set every single day.
So, so, so new realtors.
Listen, check this out.
Don't tell anybody I told you.
(24:25):
All right.
Keeping to ourselves.
Find yourself a demographic.
Yeah.
Right.
Figure out what they're thinking about.
Right.
They're psychographics and then deliver it to them where they are.
They're geographics.
That's it.
That's it.
I live in a highly concentrated rental market.
Right.
(24:46):
And they're not just for the Northeast.
There's nothing but rentals around.
There's condos around in two, three, four, five families as investment.
And so every single day, this is, this is gold.
I take the new multifamily properties that come out.
Yeah.
And deliver them to the list of landlords that I know.
Really?
Ask them if they just want to buy another investment property.
(25:09):
Perfect.
And every day that this grows and grows and grows, but I use right, I just right
at my KV core, I just take two or three of the brand new investment properties
that come out, click a little button, text to hashtag.
My hashtag is investor.
It goes out to 150 investors every day, five days a week.
(25:31):
Every week.
You're in the work for you.
I use KV core like every single time I turn on my computer, I pull it up and
just do something.
You know, let me generate your 10 calls to start your day.
It does everything, organizes everything.
Everything.
I have it set up, you know, to have all of the texts that it auto generates.
(25:55):
Uh huh.
I've, you know, written it all pretty much in my vernacular.
So the point where people like honestly think it's me, I had a, I had a customer
that I had never met.
And she was like, you know, nobody's kept in contact with me like this before.
Like, I'm like, Oh yeah, just trying to play it off.
(26:16):
Like totally.
But it was our CRM just reaching out to her.
Every time she'd communicate, it would communicate back, you know, and a little
to protect.
Yeah, it was awesome.
You know, but it doesn't take very long to get all that stuff set up.
And it's just so, so, I realized that as a national player, right?
(26:40):
As a national player, even an international player, but I haven't done anything overseas
yet.
I had some overseas folks come this way.
I haven't done anything overseas yet, but as a national player, I realized that I don't
have to be absent in the referral anymore.
Right.
Right.
And so, you know, I use the campus all the time.
(27:02):
I meet folks inside the campus inside the EXP world.
I use my virtual spaces, my stream yard, my Zoom.
I use my own KV core and my own website to preview properties and talk to agents.
I mean, talk to customers and clients.
(27:24):
I realize now, man, if you looked at my KV core right now, there are people.
So I'm in the Northeast.
I'm in New York, New Jersey.
Right.
If I shared my KV core screen with you, you would see people from, hold on one second.
Let me see if I can share my screen.
Hold on one second.
Let me see if I have a Chrome tab.
There we go.
I hope that's the right one.
(27:46):
Yes, sir.
It is.
So there's people in here.
I got to add it to the stream.
Hold on.
Okay.
There we go.
This Steven Stelter guy, Stelter is looking in Wisconsin.
Yeah.
He's in Wisconsin.
I will.
All right.
(28:07):
But he's in my KV core as one of my contacts inside looking at Wisconsin.
Mike is looking at Hoboken and this guy Anthony is looking at Delray Beach, Florida.
Right.
Right.
And so the deals are happening, you know, a different price range is 975 and then 1850
dollars.
(28:28):
Yeah.
Right.
599.
This guy right here, this is, this is my buddy out in Chicago, Tony, that's the one I was
talking about.
Right.
He had a property in North Bergen, New Jersey.
Right.
So, so this is all generated just from sending out messages to investors, to landlords, to
my, to my, my sphere of influence on a regular basis.
(28:53):
And because I am not, because I'm open to new experiences, I'm open to doing this thing
virtually.
Now it's like, Oh, well, let me know if you want to see something somewhere and I'll hook
you up with an agent and we'll walk through it together.
Yeah.
I don't have to detach myself anymore from the, from the referral.
(29:14):
We know that most of the fall off in a, in a referral happens at the handoff.
Right.
Right.
Hey, Matt, this guy wants to buy something.
And then, you know, Matt gets on the phone with the guy and the guy is like a dead fish
to Matt.
You know, I, I could refer somebody and be like, Hey, Matt is one of us.
You know, let's talk blah, blah, blah, blah, blah.
We can have a whole conversation and now the handoff is now warm and fuzzy and everybody's
(29:37):
happy deals ensue.
Right.
We're having a good time and I, I, I, this was a challenging year.
2022 was a challenging year for me.
I agree.
I think it was challenging for everyone.
I don't know.
I don't know what it was.
I think it was the delayed response from the quarantine.
(29:59):
You know, it challenged my personal relationships.
It challenged my professional relationships.
It challenged my relationship with myself and, and, you know, the higher beings that,
you know, and like everything my mom says, man, like everything this too shall pass.
And, uh, instead of dreading the challenges of the next day in 2022, what I did was I,
(30:26):
I, I shifted my perspective and started looking forward to the challenges.
Right.
Right.
And, and it, it, man, it changed everything for me, man.
That's awesome.
It changed everything for me.
Man, I really appreciate you coming on with me today.
This has been rad.
Matt, man.
This is like family reunion for me, man.
(30:48):
This is, this is, we, we can do this every day.
Heck yeah.
Well, hey man, I'm going to go ahead and let you go.
Well, can I make an offer to your people for you, Matt?
Oh yeah, for sure.
So, so I've been, we've been doing a lot of different coaching and we've got a lot of
different platforms and stuff like that.
Anytime anyone mentions your name, man, I'm going to give them family discounts.
(31:11):
I'm going to hook them up.
But I want to, I want to emphasize that I'm doing this team coaching.
Right.
That is just awesome, awesome, awesome.
And if they come through you, Matt, man, I'm going to make sure that they are singing
your name around the campfire, man.
I appreciate that.
The Moreno name, man.
So, so, you know, I won't go into any specifics, bro, but I love you enough, man.
(31:34):
I want you to know that your, your people are my people, man.
So if, if they need me, they got.
I appreciate it.
Man, my pleasure.
Hey, stick around for a second.
No problem.
Okay.
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