January 9, 2024 • 39 mins
We had a great time learning from one of the best in the business today, Sekou Pyle!
Thank you Sekou for providing value on my live zoom training and I can't wait for the next one!
If you missed it please click on the link and check it out!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
I got some good stuff for you today, man.
(00:14):
I'm hyped up.
Nice.
You know, so whenever you're ready, I'm ready and we can rock a roll.
We'll wait, I guess, a few minutes for the folks to get in if they got the right code.
Yeah, I sent out a couple people the new code.
They're like, passcode's wrong.
You always know when people are going to engage in what you're doing when they're like texting
(00:38):
you like, hey, Matt, you made a mistake.
Let's fix it.
Well, that's, you know, my motto is make a mess and clean up the progress, right?
Mm-hmm.
You know, so.
That's what I'm all about, man.
I mean, I'm all about helping people this year.
I've got a philosophy that's based on Legos, man.
(00:59):
It's like the best stuff is not built one brick at a time.
The best stuff is built when you dump the Legos out on the floor and you just, you know,
you just start going crazy.
Right.
You see above me, I got my, my bobbleheads all above me here.
And I got, I don't know if you can see, there's an octopus right here.
(01:21):
Yeah.
Right there.
That's the, that's the logo.
I know.
We do it all at the same time.
There's a lot of chaos going on, man.
And the octopus is like an avatar for extremely organized chaos.
Right.
Right.
The left side and the right side don't necessarily have to even agree, but they, they, they, everybody's
(01:43):
doing their job.
Right.
So, RT.
So Noel is a title rep from Old Republic title.
Old Republic title.
Let's go title.
I was working with a title company that I, that I wasn't exactly happy with, man.
And I, I challenged them.
(02:04):
I was just like, listen, if you want to work with me, man, you got to work on getting your
reputation and your brand together.
And I said that, you know, I wanted them to come to my workshops because I, I didn't
feel comfortable working with them, with the brand.
I won't say who they are.
They're national.
(02:24):
Was it, it wasn't no RT, was it?
No, it wasn't.
No, no, no, not at all, brother.
Not at all.
I am, I'm all about working with, with people of color, people of, you know, when the, when
the brand is, is, is diverse, it brings some joy to me.
Right.
You know, when there's people on top that, that represent all, all of the tapestry, you
(02:49):
know what I mean?
And, and, you know, I know that a lot for a lot of folks, DEI is like a, is a bad word.
For me, it is the best word, man.
I, I want everybody to win.
You know, what I'm just, I like that.
About, you know, rocking and rolling, getting that call to action together.
And that is my call to action.
My call to action is to make millionaires out of everybody in my ecosystem.
(03:11):
That's right.
Sound me up.
Yeah, man.
Push the button, baby.
Push the button.
Let's do it.
Push the button, baby.
Push the button.
Let's go.
Sorry, guys.
I think I lost audio.
Give me a second.
Okay.
Somebody's calling them.
It looks like he's in his, it looks like he's in his office with his seatbelt on.
Yeah.
(03:32):
I told him, man, I say, Hey, I'm jumping out, but just ignore the fact that I'm in my car
right now.
Right.
Those are the ones that do the best work, man.
The folks that are working from the road.
My kid came in here, right?
My kid comes in the door and he's like, yeah.
You know, my friends want to go cause it's, I don't know where you are, Noel, but it's,
there's a, there's six inches of snow where I'm at right now.
(03:56):
And it's the first time it snowed like this in the last three years.
Oh, wow.
I'm in, I'm in North New Jersey, man.
I'm right across from New York city, right?
And there's this huge storm that hit Saturday and Sunday.
It's been snowing all day Sunday.
It was snowing Saturday.
You know, it is almost 50 degrees out today.
(04:18):
So the kids are trying to take advantage of the weather, the snow and the slopes.
Right.
So I got, I got this huge property.
I got hills on the back of my property.
And so they're going down the back toboggan in and, and, and tubing on the back of my
property.
And it's a reflection of the abundance that I've been in in the last three years, man.
(04:38):
It's, it's, you know, I've been, I've been losing a lot.
2020, 2021, 2022, we lost a lot.
And 2023, trying to recognize to get our foot back on the gas pedal, you know, and going,
I was like, you know, I got to take my mom.
My mom is, you know, she's in, uh, uh, she's a cancer survivor.
(05:02):
There's no other way to put it, right?
And so she does chemo every two weeks and then every three weeks, et cetera, et cetera.
She can't walk around the way she used to walk around.
I'm not a young man, you know, so she, you know, she's got me by a few years.
Let me just tell you that, right?
And so we just got this house.
Maybe bought this big house.
I am a city boy.
(05:23):
I grew up in Harlem and I am in the suburbs.
I am a fish out of water and I had more fun trying to figure out how to get stuff done.
So everything's not it like an arms reach when you're you step out of the city.
Bro, let me tell you the biggest frustration that I have, and this is, this is all a part
(05:44):
of the lesson that I'm going to give, man, is like, you got to break stuff in order to
build stuff, right?
You got to, you got to actually put your hands in and everybody is worried about the end
results.
I don't give a crap about the end results.
I give a crap about the start results, right?
Like what happens when you start, right?
What happens when you mess up?
What is messing up look like?
(06:05):
How do you fix the mess up?
Right?
And so I buy a leaf blower, right?
Because I got trees on my property.
I got these two big, big, red maple trees out front.
And I'm like, yeah, I'm going to have to be raking and shoveling for hours trying to get
that thing done, right?
So I bought this leaf blower and it doubles as a mulcher.
(06:28):
So I was, I figured I was good, right?
Yeah, man.
Them brothers across the street, when they leaf blow, they put four of them in a row and
they blow those leaves.
And it's like, it's 20 minutes and they're completely done.
I'm out there with my leaf blower for four and a half hours trying to figure out how
to get the leaves just to one pile and get it done.
(06:50):
And so I'm humble enough now.
I wasn't when I was younger, but I'm humble enough now to just go ahead and just ask,
because I know I don't know enough about anything, right?
So I go across the street and I'm like, dude, what am I doing wrong?
He says, you keep blowing into the wind.
He says, if you notice, we'll stop blowing every few minutes.
(07:11):
I'm like, yeah, I didn't notice that.
He says, every time the wind blows, you stop blowing.
You're not going to beat mother nature.
Sure enough, I would do it in short bursts and not let the wind blow while I was blowing.
And I got it done in another 20 minutes, man.
It's just little things like that, man, that I would have never understood if I didn't
just go ahead and do it, right?
(07:32):
You could have theorized about it.
You could have told me, man, ahead of time that, hey, don't leaf blow on a slightly breezy
day.
You could go on a windy day, but not a slightly breezy day.
A slightly breezy day is going to mess up your whole job.
It's going to frustrate you.
And so what I had to do, man, is I had to make a decision on the outcome I was looking
(07:55):
for.
So if you guys don't mind, I'm going to jump right in, Matt.
And so the first lesson that I got in sort of taking action was understanding the action
that was taken.
It's understanding the why of the action.
(08:19):
And so I coach, I'm a part of a program, I'm a part of a page, I develop a page that
has over 480,000 agents on it.
And so I constantly ask these agents all the time what their job is, what is your job,
what is your mission, what are you doing?
(08:41):
And everybody always answers incorrectly, right?
And I'm like, you guys are not paying attention to the world.
Everybody is like, oh, well, I'm going to sell properties, or I'm going to go help these
people buy properties, or I'm going to be an investing agent.
And then I'm like, dude, you're not paying attention.
You're not thinking big enough.
I'm like, what you are doing right now, your call to action is equivalent to standing out
(09:04):
of McDonald's cash register and taking orders.
If you ask a McDonald's cash register person, what their job is, is like, I'm going to sell
these burgers, I'm going to help them get these burgers, I'm going to transfer money
for these burgers and these shakes and these sodas.
And I might ask them if they want to supersize.
You are not a glorified used car salesman.
(09:25):
You are a glorified fast food employee.
Okay.
So I want to just take our brain out, shake it up a little bit, wash it off, dust it off,
and reinsert it back in there like a clip.
Okay.
And we're going to do something really, really big today.
We're going to create a call to action that is going to literally 10X your business.
(09:47):
I know that's a, I don't know if that's a copy written statement, a 10X business, but
that's all I know how to do.
I do just so that, you know, my name is Seiku Pyle.
I'm in the Northeast, New York, New Jersey, metropolitan area.
I do no less than a deal a day every single year I do business.
I work 222 days a year.
(10:09):
Last year I did 242 deals.
I usually work with a team.
I show everyone in my ecosystem how to do over a deal a day.
My singular focus, I have a singular focus.
All I do is make millionaires out of the people that work with me.
(10:30):
So if the people that are working with me are leaning in on their business, if they want
to grow their business, they grow their business to an astronomical level.
I have a young lady that started in the business in 2020, she was a part time, she was a, what
do they call it, a substitute teacher.
She was in the Raleigh Durham Triangle area of North Carolina.
(10:52):
She had never made, listen to me carefully, never made more than $45,000 a year.
That young lady today is one of the top agents in the Raleigh Durham area.
I don't want to blow her up.
I could, but I don't want to blow her up because she's very humble and she's a very, very nice,
nice, nice woman.
(11:13):
If we coach together, I'll share that language with you, you'll get to meet her.
But she does no less.
Listen to me carefully.
She does no less than 10 transactions a month.
Now I don't know if you are paying attention, but there's 12 months in a year, that's 120
transactions a year.
She went from making $40,000 to $1.2 million a year in income.
(11:36):
Now, because we run a business, you never net $1.2 million, right?
We run a business, you usually let net between one and 3% of your income.
She still did incredibly well.
I don't know if anybody's paying attention to that.
That's a lot.
(11:56):
That's a lot.
That's a lot.
She's got the new house.
She's got three investment properties now.
Her son is in the business with her.
She has not thought about teaching in three years.
She took the step away from the teaching job and all we did was some really, really simple
call to action business strategies that I'm going to share with you all today.
(12:16):
There is no difference between what I give away and what I sell.
And so what I'm going to do today is I'm going to give you a million dollars worth of business
if you're willing to lean in on it.
Matt, you don't mind if I give stuff away, right?
I'm all good.
Yeah.
Okay.
I'm going to go out here.
It's helping out people.
That's my answer.
And so I was all with Noel, man.
It was just his season, man.
(12:37):
It was the first Noel just a few minutes ago.
What up, big Chris?
What up, Guteche?
Did I say that right?
Guteche?
Guteche?
All right.
So listen, anybody can do what I am going to tell you to do.
This is a simple, simple strategy, right?
The very, very, very basis of what we're going to do is you're going to build out your
(13:00):
brand.
Now everybody in their mom talks about branding, branding, branding, marketing, branding,
if I asked you, if we had some time, I would ask you to do some definitions for me, but
I'm not going to go through that.
Branding is not what you think it is.
Let me just say this again.
Branding is not what you think it is.
(13:21):
ORT is a brand, but that is not branding, right?
So what we need to understand is that a brand, listen to me carefully, y'all, we don't have
much time.
So I'm going to just say it to you guys.
A brand is a name that reminds people of a story they can see themselves in.
(13:42):
A brand is a name that reminds them of a story that they can see themselves in.
So I'm 194 pounds.
I used to be 265 pounds when I was 265 pounds.
I was draped in under armor when I went to the gym.
(14:03):
Under armor is the name that I see myself in.
It's a story.
I see myself moving around the gym, doing all of the stuff that the gym folks did, et
cetera, et cetera.
It had absolutely nothing to do with me losing weight, but in my brain, it's a story that
I can see myself in.
Okay.
And this, right?
(14:24):
The same gym, those under armor brands are not as expensive as some of the other brands.
And I would see people in the gym in Balenciagusta.
So I want you to understand this, the difference between a brand and a premium brand.
You ready?
A premium brand is just the name that reminds people of a story that they can see themselves
(14:46):
paying top dollar to be in.
It's a name that reminds them of a story that they can see themselves paying top dollar
to be in.
Does that make sense, y'all?
Yes.
All right.
So the difference between Mercedes and a Hyundai mechanically is not, there's not much difference.
(15:08):
All cars are made well.
All cars have safety features in it.
All cars have computers in it.
All cars have four wheels.
All cars have, you know, disc rates.
All the cars have power windows now, right?
There's no real difference mechanically between a Mercedes and a Hyundai.
The Mercedes is a story that people can see themselves paying top dollar to be in.
(15:35):
Does that make sense, y'all?
Yes.
So when you think about your real estate business or your title business or your insurance business
or whatever other business you might be running and developing, what is the story that you
are projecting that people can be in?
(15:55):
This is your CTA.
This is your call to action.
So I'm going to tell you a story.
Watch this, Noel.
I'm going to tell you a story about my brand.
My brand is called Start at Zero.
Start at Zero.
Those people hear zero and think nothing, right?
(16:17):
But we are a business and we know that as a business, we start in the negative.
We've invested all this money.
We've done all of this time.
We've done all of this research.
We might have had to do classes and education.
We might have to get certified, right?
We have to do all of this.
Then we've got to do enough just to get the first person to say, yeah, I could see myself
(16:40):
in that story, right?
So when I say start at zero, most people think they're going backwards to zero, that they're
somehow in the plus and they're going backwards to zero.
I'm telling you, you're starting in the negative and you have to get to zero to start.
Does that make sense, y'all?
So my mission, I mentioned it earlier.
(17:01):
I did it very casually, but this is the story that people can see themselves in.
Watch this.
When that started zero, we are on a mission to find and make millionaires out of every
single person in our ecosystem.
In order to achieve this, what we're going to do is we're going to share every single
angle and understanding that we have with every agent that leans in on it so that they
(17:23):
can develop a deal a day or an opportunity a day and they can delve into exactly what
they need to do to build a big business and be audacious enough to tell it to their public
so that they can turn in and be a part of it.
Now, let me ask you this.
Who here wants to be a millionaire with me?
(17:45):
Now that is a brand, right?
It wasn't it wouldn't even matter what I was selling.
Chris says, here, let's go, let's grow.
And so now the essence of your brand, write this down if you're taking notes, the essence
of your brand has to be ready, forward facing and easily identifiable.
(18:08):
And I'm going to use this word identifiable.
I'm going to use it in the literal term and not some figurative term as Matt Moreno, if
he was to come to start at zero, I'm going to start calling them a start.
I let's go big start.
Let's get it going.
I'm not interested in end results.
(18:28):
I'm only interested in start results.
What's the results you got?
I'm going to start to have him identify with the brand in the first person.
It's forward facing.
It's easily identifiable.
I'm going to say something else.
Every one of you agents have to create a commercial.
(18:50):
You have to get strangers looking at your brand and then identifying with it.
This says to me, whoa, say commercial.
Didn't you say that this shit was going to be free?
Excuse my language.
I didn't mean to curse.
Matt, I'm trying to do, I'm trying to turn over a new leaf for 2024.
I hear you.
It's all good.
So check this out.
(19:11):
If I offered you, watch this, watch this, Matt, watch this, watch this.
I'm going to put Noel on the spot.
If I offered you the opportunity to have a commercial running at the Super Bowl for free,
would you be able to do it in a heartbeat, wouldn't you?
Yeah, yeah, I'd have it by tomorrow.
You'd have it finished by tomorrow.
So watch this.
(19:31):
I tell agents every single day, put together a three minute video and put it on YouTube.
YouTube has three times the visual, the viewers, than the Super Bowl on its best day.
And it's free.
(19:54):
And I can't get agents to put together even a half a minute or two minutes worth of video.
If you do this, listen to me carefully, ladies and gentlemen, if you do this, write this down.
You will have a 24 seven, three 65 Super Bowl commercial running for free all the time.
I want you to write this down really quickly.
(20:16):
It takes seven, listen to me carefully, seven minutes of content to control the minds of
your prospects.
Take seven minutes of content to control the minds of your prospects.
The average person only watches two minutes of content per view.
(20:41):
This is why TikToks are so powerful.
This is why Shorts are so powerful.
The stories, etc., etc.
So grotesque says to me, well, if seven minutes is what it takes, but they only watch it for
two minutes.
Come on, man.
What are you talking about?
I'm telling you to put three minutes of videos together daily and allow it to aggregate
(21:03):
over time.
Last month you ready for this?
I had people watch 10,000 hours of my video.
So you take that divide that by seven minutes.
There were a lot of people that were connecting with me.
So what it takes is your commitment to just put your message out, put your brand out,
(21:29):
put the story out that people can see themselves in, put it out daily.
So Matt, I'm going to ask you this question.
What is the biggest idea about your real estate business that you'd like your friends and
family to know?
I'm putting them on the spot, by the way, guys.
(21:50):
So he was not prepared for this.
So I put it out in all of my messaging and you'll see it because I do video a lot and
I do a lot of marketing, right?
So you'll see in my outward messaging that I'm all about helping people.
I'm all about helping the community.
I'm all about working with my wife and making sure that we bring the value into the transaction
(22:16):
that they can take away the keys, not just the keys, but take away a sense of experience
working with me.
So when my clients work with me, they're not just working one-on-one with me and I'm not
showing up with a contract for them to sign by hand unless that's absolutely necessary
(22:38):
because they're 90 or something of that nature, right?
But they know through my messaging that when they start working with me, they have a litany
of resources, not just calling, texting and emailing, but they know that if they need
to know about what goes on at the old Republic title, right?
(23:04):
What goes on at the title office.
How does Estro work?
Noel's literally in a video with me on my YouTube page.
He's on both of my podcasts with that recording explaining the difference between title and
Estro.
What title does an Estro does?
(23:25):
Noel, do you remember doing that video with me?
Oh, yeah, absolutely.
Yeah.
All right.
Let me time you guys out.
Let me time you guys out.
I'm going to give you guys a million dollars worth of business right this second.
This is perfect, by the way, Matt.
This is perfect.
This is what I'm going to suggest all of you do.
This is, I'm going to use this as an example.
You guys can manipulate this however you want, right?
(23:49):
I suggest you create a blooper reel.
I suggest you create a reel of mistakes and pitfalls that you've had to do and overcome
in order to achieve that goal of getting people across the finish line.
I suggest you take it over the next 30 days or so.
(24:11):
And all you're going to do is every time something goes crazy or wrong, you're going
to record 30 to 50 seconds out.
Okay.
You're going to tell a story like this, the goal, the pitfall and overcoming whatever
that pitfall is.
So Matt is saying, I got my boy Noel from ORT and title and this is what we do with
(24:36):
title.
No one in the world knows what the hell you're doing with title.
I study to become a damn title agent and I still don't know what the hell title does.
Right.
I know that you guys sell insurance.
That's all I got.
I had to do an insurance test in order to become a title rep, right?
But what if we did this?
Noel is on a call with Matt and they are discussing something that they have to overcome for client
(25:01):
A. Noel calls up and like, hey, we've got a problem.
Such as such, Orange Tree is hanging over the borderline of property A and the Orange
Tree guy is freaking out that they're going to build a fence, a five foot fence and it's
going to cut into some of his branches.
Right.
(25:22):
That's a huge problem.
The goal is to sell this house.
Right.
The goal is to get this house closed.
Right.
Noel, can we get this house closed with that tree hanging over?
Absolutely.
Okay.
So because there's a problem, right, I go to my boy Noel and I'm like, no, we got a problem.
Noel is like, don't worry about it.
(25:43):
This is what we're going to do.
But record that.
Share that with the world.
Forward facing.
Your brand has to be forward facing.
It has to be easily identifiable.
The one thing in the world that everyone identifies with is stuff going wrong.
Yeah.
Okay.
Now, here's what's funny.
(26:04):
Do people watch reality shows for harmony and bliss?
No.
No, not even, not even the good, not even if you were to take like super religious Christian
show or whatever, etc, etc.
They would still watch it for the drama behind the scenes.
Nobody watches NASCAR to watch the cars go around the track.
(26:25):
Nobody watches NASCAR for this.
This is pretty boring.
Everybody watches NASCAR and he's got them in the corner and oh my God, he's got to go
to the pit.
He's lost the wheel.
Right.
I'm a brother from Harlem.
The bout as much as I've seen of NASCAR is days of thunder and I thought I'd throw it
in so you can start figuring out how to not be in the city anymore.
(26:50):
So I tell you what, what I want from you from what I want from you all Chris Gordette Gordette
I want some drama.
Now the real easy answer is and this is really, really, really easy.
You're going to take your drama.
You're going to put it in short form on YouTube.
(27:10):
This is your call to action.
Remember, I'm telling you guys to call the action.
You don't have much time.
I'm here for a short time, not for a good time.
So I'm going to tell you right now, you take your videos and you could drop it into Opus
clip.
Like let's say you've got a longer video and you want to just shorten it.
You could drop it in the Opus clip.
(27:31):
AI will shorten it for you.
Okay.
Anna to put the little, what do you call them, the little captions on.
You may have to adjust it a little bit, but don't worry about it.
It's not much work.
You're going to take that short form video and you're going to put it in YouTube.
Ready for call to action.
You're going to share the YouTube to your other social media platforms starting with
(27:54):
Facebook.
Facebook is for customers and clients.
Instagram is for other agents.
I think that X I was going to call it Twitter.
Black folks still call it Twitter.
Right.
You change the names.
We can still call it what it was before.
So, you know, I don't know.
So, you put it on Twitter.
Twitter is for arguing.
(28:15):
So if you ever want to, if you ever want to create engagement on Twitter, you always
put a counterpoint on Twitter.
I think this is this.
What do you think?
Or, you know, everybody says it's this and you're going to find somebody to argue with
you.
Right.
That argument is engagement.
Okay.
Tic-Toc short form video.
You can take the short form video.
You're going to put it on Tic-Toc on any place where you put it, any place where you put
(28:41):
it, you're going to say three different call to action phrases.
You're ready for these call to action phrases.
Take notes.
Ready?
First call to action phrase that you're going to take is if you see something you like,
don't hesitate.
Let me know and we'll see if we can get it for you.
Right.
So, Noel has title.
(29:02):
Let's say Chris has a bakery, Mac, but let's say whatever, whatever it is that you do in
the video, right?
In the video, if they see something they like, I'm going to connect you to.
Right.
So let's say in the video, Matt is talking to Noel.
Noel is at a pizza parlor and Matt is in his office and somebody is like, yo, where'd
(29:28):
you get that pizza from?
That's something they like.
Ask me about it and I'll connect you with it.
Right.
The second thing that I want you to, the second thing that I want you to put into any and
all of your videos is if you don't see something you like, but you have a question, make sure
to either put a fire emoji in the comments or drop in my DMs.
(29:54):
Is that clear?
And this is the third and most important thing.
Here's my calendar link, if you want to set an appointment with me to discuss anything,
whether you saw it or not.
Here's my calendar link, discuss anything, whether you saw it or not.
(30:16):
Now, so I'll give you a great example.
I sell coaching.
So there's a cost to my one on one service.
So in my video where I say, here's my calendar link where they drop it to the calendar link,
I make sure to mention that there is a charge for one on one service or they can do this
for free or they can do this or they can do that.
(30:41):
Because the last thing about your brand, right?
The last thing about your brand is you want to become the person people say yes to before
they know what the opportunity is.
You want to become the person that people say yes to before they know what the opportunity
(31:04):
is.
Right?
Hey, Noel, man, my name is Seiku.
I'm a real estate and business coach.
My job is singular.
It is to make millionaires out of everyone in my ecosystem.
And so when I meet with an agent, I'm always going to ask them whether or not they want
to become one of my universe, one of the arms of my octopus.
(31:26):
So that's setting them up to say yes before they even know what the offer is, before they
even know what the opportunity is.
Does that make sense, y'all?
Yes.
Yes.
So I see you're about to have a question.
I know that we're limited on time, so I'm going to stop so that you can ask a question,
but I want to get to this point.
Right?
(31:46):
I want to ask you this question for you to write down.
This is rhetorical.
You do not have to answer now.
What is your offer and why should they say yes before they even know what it is?
So why would I work with ORT?
What is the offer?
What is the offer to the end user, the client, the customer, the prospect?
(32:08):
What is the offer to the agent?
What is the offer to the broker, the team leader?
What is the offer?
And why should I say yes before you even make the offer to, right?
So think about that for your real estate business, for your title business, your lending business,
for your discount muffler business, for your bakery, et cetera, et cetera.
(32:29):
Okay.
I think within 30-something minutes, I think I got to the crux of what I was talking about.
Does that make sense, y'all?
It does.
We're at seven minutes left.
Questions.
So, Noel, do you have any questions?
No.
Processing.
I don't have any questions off the top or not off the top.
(32:52):
All right.
So processing.
This is something that Noel just said it is vital, right?
It is vital.
Noel is just the most powerful thing you could ever do in my line of universes.
It is said to me, I never heard this before.
I'm ingesting this.
(33:12):
So I want you to write this all down, agents.
This is a fundamental cornerstone of how I run my business, how I do my trainings, how
I, if you understand this, you understand all of my coaching.
You have millions of dollars worth of coaching and training for free.
Understand this.
I want you to be a know nothing agent.
I want you to be a know nothing agent that makes a mess and cleans up to progress.
(33:38):
So as, as a business person, I am going to mess things up.
I'm going to mess things up.
There's, I've never, I've done hundreds, maybe even thousands of deals.
I don't even know at this point, but I've done hundreds of deals, 20 years, at least
10 of those years I've done over a hundred deals a year, right?
(34:00):
I've done over a hundred deals a year.
Right, I've done hundreds of deals, right?
And in those years, I've never done two deals that were the same.
Right.
Never.
I could sell the same unit to a family member in the same building and the deal is completely
(34:21):
different.
So I understand that I'm not going to know the answers before they're asked.
The questions are asked.
So I am a know nothing agent.
I make no assumptions.
I don't make statements.
I ask questions.
And then last but not least, I make a mess and I clean it up to progress.
(34:41):
So the way that this sounds, this is my brand, Chris, I'm going to just tell you this.
This is the unlocking the key to my brand.
Hey, you know what?
I don't know that.
Is it important to you?
Why don't I go find out for you?
Right.
So Noel, I'm going to ask you this.
So Noel, I'll tell you the number one issue that I had with that other title company.
(35:03):
The reason why I left them behind is that they kept telling me that they could solve
every issue that I had.
They kept telling me, you know, listen, I got this.
I got this.
I got this.
And I'm like, I don't have this.
How do you have this?
And I don't have this.
I don't even understand this.
Right.
And so what wound up happening is that they kept trying to fit the peg into the hole.
(35:28):
And I need a title company that's going to widen the hole.
Right.
And so they, they weren't speaking my same language.
And so therefore I started seeing myself less and less in the story that they were telling.
I didn't want to be involved with the story that they were telling.
So I'm looking for a forward facing story.
(35:50):
That's easily identifiable.
Right.
Forward facing story that's easily identifiable.
It is a story.
It is a name that reminds me of a story that I can see myself in.
This is the key, the crux to your call to action.
Every single person that I ever asked to do a call to action because of the way I built
(36:14):
my brand, they all click on my link by my book, sign up for coaching, whatever it is.
And I'm an expensive coach.
And one with me costs a lot of money, but I built a premium brand that is a story that
reminded that it reminds people of a story that they would pay top dollar to be a part
(36:36):
of.
Does that make sense?
It does.
All right.
255 Matt.
So I do these every single week, Mondays two and say, what I've been really hammering in
these things is prospecting and follow up.
Because since the shift happened, and this is according to National Association of Realtors,
(37:00):
we've lost about 60% of real estate agents going back to making somebody else's success
story work.
Right.
And I'm really all about making my success story work.
And as a result, your success story work because it's all about giving back, right.
But there's absolutely no way I could have cleared the deals that I cleared this year
(37:24):
without doing two things.
Prospecting and following up.
That's it.
And everybody's so afraid to get on the phone.
And I'm like, look, I made a phone call one day and the guy in my database said, Matt,
I was just waiting for you to call.
Can I tell you guys a real quick story?
Yep.
Real quick, about one minute.
(37:45):
I did five deals off of one phone call.
Right.
I called, I called up for sale by owner, got them on the line, got them to meet with
me, met with me, asked them where they were moving to.
I was like, well, I got a place that's over there.
I wonder if you'd be interested in seeing that.
So I called up a person that I prospect the year before, right.
(38:07):
And asked them if they're still willing to hear an offer on their place.
It was like, dude, in this market, I'm like, yeah, in this market, it was like, sure, can
you help us find a place?
No worries.
So then I found, I went and met with them, found out the price, put them under contract
with the first person was selling their house, got that under contract with a person from
outside the market, found out that they were selling their parents were selling a house
(38:31):
down the shore, that these people in property number two was interested in put them in a
property that's one, two, three, four, five deals that was done off of one phone call.
That's what I didn't even want to make that phone call.
Yeah.
But you did and you saw major success from it.
That's it.
(38:52):
Every day of my life is a result of making that phone call, making that mess.
I want to thank you for coming on me today, brother.
I really appreciate it.
It's always fun.
It won't be the last time I know it.
I'm probably going to give you a phone call after this.
No problem.
Let people know that every morning, every week, day morning, I spent three hours a morning
lead generating their morning.
(39:12):
Welcome to jump on.
You'll have the information they could jump on for free is no cost.
All right, guys.
Well, I'm going to close it out.
It's got less than a minute.
Have a great afternoon.
If you guys need anything, as always, give me a call or text.
Made it, guys.
Thank you for having me.
I'll see you guys next time.
I got some good stuff for you today, man.
(00:14):
I'm hyped up.
Nice.
You know, so whenever you're ready, I'm ready and we can rock a roll.
We'll wait, I guess, a few minutes for the folks to get in if they got the right code.
Yeah, I sent out a couple people the new code.
They're like, passcode's wrong.
You always know when people are going to engage in what you're doing when they're like texting
(00:38):
you like, hey, Matt, you made a mistake.
Let's fix it.
Well, that's, you know, my motto is make a mess and clean up the progress, right?
Mm-hmm.
You know, so.
That's what I'm all about, man.
I mean, I'm all about helping people this year.
I've got a philosophy that's based on Legos, man.
(00:59):
It's like the best stuff is not built one brick at a time.
The best stuff is built when you dump the Legos out on the floor and you just, you know,
you just start going crazy.
Right.
You see above me, I got my, my bobbleheads all above me here.
And I got, I don't know if you can see, there's an octopus right here.
(01:21):
Yeah.
Right there.
That's the, that's the logo.
I know.
We do it all at the same time.
There's a lot of chaos going on, man.
And the octopus is like an avatar for extremely organized chaos.
Right.
Right.
The left side and the right side don't necessarily have to even agree, but they, they, they, everybody's
(01:43):
doing their job.
Right.
So, RT.
So Noel is a title rep from Old Republic title.
Old Republic title.
Let's go title.
I was working with a title company that I, that I wasn't exactly happy with, man.
And I, I challenged them.
(02:04):
I was just like, listen, if you want to work with me, man, you got to work on getting your
reputation and your brand together.
And I said that, you know, I wanted them to come to my workshops because I, I didn't
feel comfortable working with them, with the brand.
I won't say who they are.
They're national.
(02:24):
Was it, it wasn't no RT, was it?
No, it wasn't.
No, no, no, not at all, brother.
Not at all.
I am, I'm all about working with, with people of color, people of, you know, when the, when
the brand is, is, is diverse, it brings some joy to me.
Right.
You know, when there's people on top that, that represent all, all of the tapestry, you
(02:49):
know what I mean?
And, and, you know, I know that a lot for a lot of folks, DEI is like a, is a bad word.
For me, it is the best word, man.
I, I want everybody to win.
You know, what I'm just, I like that.
About, you know, rocking and rolling, getting that call to action together.
And that is my call to action.
My call to action is to make millionaires out of everybody in my ecosystem.
(03:11):
That's right.
Sound me up.
Yeah, man.
Push the button, baby.
Push the button.
Let's do it.
Push the button, baby.
Push the button.
Let's go.
Sorry, guys.
I think I lost audio.
Give me a second.
Okay.
Somebody's calling them.
It looks like he's in his, it looks like he's in his office with his seatbelt on.
Yeah.
(03:32):
I told him, man, I say, Hey, I'm jumping out, but just ignore the fact that I'm in my car
right now.
Right.
Those are the ones that do the best work, man.
The folks that are working from the road.
My kid came in here, right?
My kid comes in the door and he's like, yeah.
You know, my friends want to go cause it's, I don't know where you are, Noel, but it's,
there's a, there's six inches of snow where I'm at right now.
(03:56):
And it's the first time it snowed like this in the last three years.
Oh, wow.
I'm in, I'm in North New Jersey, man.
I'm right across from New York city, right?
And there's this huge storm that hit Saturday and Sunday.
It's been snowing all day Sunday.
It was snowing Saturday.
You know, it is almost 50 degrees out today.
(04:18):
So the kids are trying to take advantage of the weather, the snow and the slopes.
Right.
So I got, I got this huge property.
I got hills on the back of my property.
And so they're going down the back toboggan in and, and, and tubing on the back of my
property.
And it's a reflection of the abundance that I've been in in the last three years, man.
(04:38):
It's, it's, you know, I've been, I've been losing a lot.
2020, 2021, 2022, we lost a lot.
And 2023, trying to recognize to get our foot back on the gas pedal, you know, and going,
I was like, you know, I got to take my mom.
My mom is, you know, she's in, uh, uh, she's a cancer survivor.
(05:02):
There's no other way to put it, right?
And so she does chemo every two weeks and then every three weeks, et cetera, et cetera.
She can't walk around the way she used to walk around.
I'm not a young man, you know, so she, you know, she's got me by a few years.
Let me just tell you that, right?
And so we just got this house.
Maybe bought this big house.
I am a city boy.
(05:23):
I grew up in Harlem and I am in the suburbs.
I am a fish out of water and I had more fun trying to figure out how to get stuff done.
So everything's not it like an arms reach when you're you step out of the city.
Bro, let me tell you the biggest frustration that I have, and this is, this is all a part
(05:44):
of the lesson that I'm going to give, man, is like, you got to break stuff in order to
build stuff, right?
You got to, you got to actually put your hands in and everybody is worried about the end
results.
I don't give a crap about the end results.
I give a crap about the start results, right?
Like what happens when you start, right?
What happens when you mess up?
What is messing up look like?
(06:05):
How do you fix the mess up?
Right?
And so I buy a leaf blower, right?
Because I got trees on my property.
I got these two big, big, red maple trees out front.
And I'm like, yeah, I'm going to have to be raking and shoveling for hours trying to get
that thing done, right?
So I bought this leaf blower and it doubles as a mulcher.
(06:28):
So I was, I figured I was good, right?
Yeah, man.
Them brothers across the street, when they leaf blow, they put four of them in a row and
they blow those leaves.
And it's like, it's 20 minutes and they're completely done.
I'm out there with my leaf blower for four and a half hours trying to figure out how
to get the leaves just to one pile and get it done.
(06:50):
And so I'm humble enough now.
I wasn't when I was younger, but I'm humble enough now to just go ahead and just ask,
because I know I don't know enough about anything, right?
So I go across the street and I'm like, dude, what am I doing wrong?
He says, you keep blowing into the wind.
He says, if you notice, we'll stop blowing every few minutes.
(07:11):
I'm like, yeah, I didn't notice that.
He says, every time the wind blows, you stop blowing.
You're not going to beat mother nature.
Sure enough, I would do it in short bursts and not let the wind blow while I was blowing.
And I got it done in another 20 minutes, man.
It's just little things like that, man, that I would have never understood if I didn't
just go ahead and do it, right?
(07:32):
You could have theorized about it.
You could have told me, man, ahead of time that, hey, don't leaf blow on a slightly breezy
day.
You could go on a windy day, but not a slightly breezy day.
A slightly breezy day is going to mess up your whole job.
It's going to frustrate you.
And so what I had to do, man, is I had to make a decision on the outcome I was looking
(07:55):
for.
So if you guys don't mind, I'm going to jump right in, Matt.
And so the first lesson that I got in sort of taking action was understanding the action
that was taken.
It's understanding the why of the action.
(08:19):
And so I coach, I'm a part of a program, I'm a part of a page, I develop a page that
has over 480,000 agents on it.
And so I constantly ask these agents all the time what their job is, what is your job,
what is your mission, what are you doing?
(08:41):
And everybody always answers incorrectly, right?
And I'm like, you guys are not paying attention to the world.
Everybody is like, oh, well, I'm going to sell properties, or I'm going to go help these
people buy properties, or I'm going to be an investing agent.
And then I'm like, dude, you're not paying attention.
You're not thinking big enough.
I'm like, what you are doing right now, your call to action is equivalent to standing out
(09:04):
of McDonald's cash register and taking orders.
If you ask a McDonald's cash register person, what their job is, is like, I'm going to sell
these burgers, I'm going to help them get these burgers, I'm going to transfer money
for these burgers and these shakes and these sodas.
And I might ask them if they want to supersize.
You are not a glorified used car salesman.
(09:25):
You are a glorified fast food employee.
Okay.
So I want to just take our brain out, shake it up a little bit, wash it off, dust it off,
and reinsert it back in there like a clip.
Okay.
And we're going to do something really, really big today.
We're going to create a call to action that is going to literally 10X your business.
(09:47):
I know that's a, I don't know if that's a copy written statement, a 10X business, but
that's all I know how to do.
I do just so that, you know, my name is Seiku Pyle.
I'm in the Northeast, New York, New Jersey, metropolitan area.
I do no less than a deal a day every single year I do business.
I work 222 days a year.
(10:09):
Last year I did 242 deals.
I usually work with a team.
I show everyone in my ecosystem how to do over a deal a day.
My singular focus, I have a singular focus.
All I do is make millionaires out of the people that work with me.
(10:30):
So if the people that are working with me are leaning in on their business, if they want
to grow their business, they grow their business to an astronomical level.
I have a young lady that started in the business in 2020, she was a part time, she was a, what
do they call it, a substitute teacher.
She was in the Raleigh Durham Triangle area of North Carolina.
(10:52):
She had never made, listen to me carefully, never made more than $45,000 a year.
That young lady today is one of the top agents in the Raleigh Durham area.
I don't want to blow her up.
I could, but I don't want to blow her up because she's very humble and she's a very, very nice,
nice, nice woman.
(11:13):
If we coach together, I'll share that language with you, you'll get to meet her.
But she does no less.
Listen to me carefully.
She does no less than 10 transactions a month.
Now I don't know if you are paying attention, but there's 12 months in a year, that's 120
transactions a year.
She went from making $40,000 to $1.2 million a year in income.
(11:36):
Now, because we run a business, you never net $1.2 million, right?
We run a business, you usually let net between one and 3% of your income.
She still did incredibly well.
I don't know if anybody's paying attention to that.
That's a lot.
(11:56):
That's a lot.
That's a lot.
She's got the new house.
She's got three investment properties now.
Her son is in the business with her.
She has not thought about teaching in three years.
She took the step away from the teaching job and all we did was some really, really simple
call to action business strategies that I'm going to share with you all today.
(12:16):
There is no difference between what I give away and what I sell.
And so what I'm going to do today is I'm going to give you a million dollars worth of business
if you're willing to lean in on it.
Matt, you don't mind if I give stuff away, right?
I'm all good.
Yeah.
Okay.
I'm going to go out here.
It's helping out people.
That's my answer.
And so I was all with Noel, man.
It was just his season, man.
(12:37):
It was the first Noel just a few minutes ago.
What up, big Chris?
What up, Guteche?
Did I say that right?
Guteche?
Guteche?
All right.
So listen, anybody can do what I am going to tell you to do.
This is a simple, simple strategy, right?
The very, very, very basis of what we're going to do is you're going to build out your
(13:00):
brand.
Now everybody in their mom talks about branding, branding, branding, marketing, branding,
if I asked you, if we had some time, I would ask you to do some definitions for me, but
I'm not going to go through that.
Branding is not what you think it is.
Let me just say this again.
Branding is not what you think it is.
(13:21):
ORT is a brand, but that is not branding, right?
So what we need to understand is that a brand, listen to me carefully, y'all, we don't have
much time.
So I'm going to just say it to you guys.
A brand is a name that reminds people of a story they can see themselves in.
(13:42):
A brand is a name that reminds them of a story that they can see themselves in.
So I'm 194 pounds.
I used to be 265 pounds when I was 265 pounds.
I was draped in under armor when I went to the gym.
(14:03):
Under armor is the name that I see myself in.
It's a story.
I see myself moving around the gym, doing all of the stuff that the gym folks did, et
cetera, et cetera.
It had absolutely nothing to do with me losing weight, but in my brain, it's a story that
I can see myself in.
Okay.
And this, right?
(14:24):
The same gym, those under armor brands are not as expensive as some of the other brands.
And I would see people in the gym in Balenciagusta.
So I want you to understand this, the difference between a brand and a premium brand.
You ready?
A premium brand is just the name that reminds people of a story that they can see themselves
(14:46):
paying top dollar to be in.
It's a name that reminds them of a story that they can see themselves paying top dollar
to be in.
Does that make sense, y'all?
Yes.
All right.
So the difference between Mercedes and a Hyundai mechanically is not, there's not much difference.
(15:08):
All cars are made well.
All cars have safety features in it.
All cars have computers in it.
All cars have four wheels.
All cars have, you know, disc rates.
All the cars have power windows now, right?
There's no real difference mechanically between a Mercedes and a Hyundai.
The Mercedes is a story that people can see themselves paying top dollar to be in.
(15:35):
Does that make sense, y'all?
Yes.
So when you think about your real estate business or your title business or your insurance business
or whatever other business you might be running and developing, what is the story that you
are projecting that people can be in?
(15:55):
This is your CTA.
This is your call to action.
So I'm going to tell you a story.
Watch this, Noel.
I'm going to tell you a story about my brand.
My brand is called Start at Zero.
Start at Zero.
Those people hear zero and think nothing, right?
(16:17):
But we are a business and we know that as a business, we start in the negative.
We've invested all this money.
We've done all of this time.
We've done all of this research.
We might have had to do classes and education.
We might have to get certified, right?
We have to do all of this.
Then we've got to do enough just to get the first person to say, yeah, I could see myself
(16:40):
in that story, right?
So when I say start at zero, most people think they're going backwards to zero, that they're
somehow in the plus and they're going backwards to zero.
I'm telling you, you're starting in the negative and you have to get to zero to start.
Does that make sense, y'all?
So my mission, I mentioned it earlier.
(17:01):
I did it very casually, but this is the story that people can see themselves in.
Watch this.
When that started zero, we are on a mission to find and make millionaires out of every
single person in our ecosystem.
In order to achieve this, what we're going to do is we're going to share every single
angle and understanding that we have with every agent that leans in on it so that they
(17:23):
can develop a deal a day or an opportunity a day and they can delve into exactly what
they need to do to build a big business and be audacious enough to tell it to their public
so that they can turn in and be a part of it.
Now, let me ask you this.
Who here wants to be a millionaire with me?
(17:45):
Now that is a brand, right?
It wasn't it wouldn't even matter what I was selling.
Chris says, here, let's go, let's grow.
And so now the essence of your brand, write this down if you're taking notes, the essence
of your brand has to be ready, forward facing and easily identifiable.
(18:08):
And I'm going to use this word identifiable.
I'm going to use it in the literal term and not some figurative term as Matt Moreno, if
he was to come to start at zero, I'm going to start calling them a start.
I let's go big start.
Let's get it going.
I'm not interested in end results.
(18:28):
I'm only interested in start results.
What's the results you got?
I'm going to start to have him identify with the brand in the first person.
It's forward facing.
It's easily identifiable.
I'm going to say something else.
Every one of you agents have to create a commercial.
(18:50):
You have to get strangers looking at your brand and then identifying with it.
This says to me, whoa, say commercial.
Didn't you say that this shit was going to be free?
Excuse my language.
I didn't mean to curse.
Matt, I'm trying to do, I'm trying to turn over a new leaf for 2024.
I hear you.
It's all good.
So check this out.
(19:11):
If I offered you, watch this, watch this, Matt, watch this, watch this.
I'm going to put Noel on the spot.
If I offered you the opportunity to have a commercial running at the Super Bowl for free,
would you be able to do it in a heartbeat, wouldn't you?
Yeah, yeah, I'd have it by tomorrow.
You'd have it finished by tomorrow.
So watch this.
(19:31):
I tell agents every single day, put together a three minute video and put it on YouTube.
YouTube has three times the visual, the viewers, than the Super Bowl on its best day.
And it's free.
(19:54):
And I can't get agents to put together even a half a minute or two minutes worth of video.
If you do this, listen to me carefully, ladies and gentlemen, if you do this, write this down.
You will have a 24 seven, three 65 Super Bowl commercial running for free all the time.
I want you to write this down really quickly.
(20:16):
It takes seven, listen to me carefully, seven minutes of content to control the minds of
your prospects.
Take seven minutes of content to control the minds of your prospects.
The average person only watches two minutes of content per view.
(20:41):
This is why TikToks are so powerful.
This is why Shorts are so powerful.
The stories, etc., etc.
So grotesque says to me, well, if seven minutes is what it takes, but they only watch it for
two minutes.
Come on, man.
What are you talking about?
I'm telling you to put three minutes of videos together daily and allow it to aggregate
(21:03):
over time.
Last month you ready for this?
I had people watch 10,000 hours of my video.
So you take that divide that by seven minutes.
There were a lot of people that were connecting with me.
So what it takes is your commitment to just put your message out, put your brand out,
(21:29):
put the story out that people can see themselves in, put it out daily.
So Matt, I'm going to ask you this question.
What is the biggest idea about your real estate business that you'd like your friends and
family to know?
I'm putting them on the spot, by the way, guys.
(21:50):
So he was not prepared for this.
So I put it out in all of my messaging and you'll see it because I do video a lot and
I do a lot of marketing, right?
So you'll see in my outward messaging that I'm all about helping people.
I'm all about helping the community.
I'm all about working with my wife and making sure that we bring the value into the transaction
(22:16):
that they can take away the keys, not just the keys, but take away a sense of experience
working with me.
So when my clients work with me, they're not just working one-on-one with me and I'm not
showing up with a contract for them to sign by hand unless that's absolutely necessary
(22:38):
because they're 90 or something of that nature, right?
But they know through my messaging that when they start working with me, they have a litany
of resources, not just calling, texting and emailing, but they know that if they need
to know about what goes on at the old Republic title, right?
(23:04):
What goes on at the title office.
How does Estro work?
Noel's literally in a video with me on my YouTube page.
He's on both of my podcasts with that recording explaining the difference between title and
Estro.
What title does an Estro does?
(23:25):
Noel, do you remember doing that video with me?
Oh, yeah, absolutely.
Yeah.
All right.
Let me time you guys out.
Let me time you guys out.
I'm going to give you guys a million dollars worth of business right this second.
This is perfect, by the way, Matt.
This is perfect.
This is what I'm going to suggest all of you do.
This is, I'm going to use this as an example.
You guys can manipulate this however you want, right?
(23:49):
I suggest you create a blooper reel.
I suggest you create a reel of mistakes and pitfalls that you've had to do and overcome
in order to achieve that goal of getting people across the finish line.
I suggest you take it over the next 30 days or so.
(24:11):
And all you're going to do is every time something goes crazy or wrong, you're going
to record 30 to 50 seconds out.
Okay.
You're going to tell a story like this, the goal, the pitfall and overcoming whatever
that pitfall is.
So Matt is saying, I got my boy Noel from ORT and title and this is what we do with
(24:36):
title.
No one in the world knows what the hell you're doing with title.
I study to become a damn title agent and I still don't know what the hell title does.
Right.
I know that you guys sell insurance.
That's all I got.
I had to do an insurance test in order to become a title rep, right?
But what if we did this?
Noel is on a call with Matt and they are discussing something that they have to overcome for client
(25:01):
A. Noel calls up and like, hey, we've got a problem.
Such as such, Orange Tree is hanging over the borderline of property A and the Orange
Tree guy is freaking out that they're going to build a fence, a five foot fence and it's
going to cut into some of his branches.
Right.
(25:22):
That's a huge problem.
The goal is to sell this house.
Right.
The goal is to get this house closed.
Right.
Noel, can we get this house closed with that tree hanging over?
Absolutely.
Okay.
So because there's a problem, right, I go to my boy Noel and I'm like, no, we got a problem.
Noel is like, don't worry about it.
(25:43):
This is what we're going to do.
But record that.
Share that with the world.
Forward facing.
Your brand has to be forward facing.
It has to be easily identifiable.
The one thing in the world that everyone identifies with is stuff going wrong.
Yeah.
Okay.
Now, here's what's funny.
(26:04):
Do people watch reality shows for harmony and bliss?
No.
No, not even, not even the good, not even if you were to take like super religious Christian
show or whatever, etc, etc.
They would still watch it for the drama behind the scenes.
Nobody watches NASCAR to watch the cars go around the track.
(26:25):
Nobody watches NASCAR for this.
This is pretty boring.
Everybody watches NASCAR and he's got them in the corner and oh my God, he's got to go
to the pit.
He's lost the wheel.
Right.
I'm a brother from Harlem.
The bout as much as I've seen of NASCAR is days of thunder and I thought I'd throw it
in so you can start figuring out how to not be in the city anymore.
(26:50):
So I tell you what, what I want from you from what I want from you all Chris Gordette Gordette
I want some drama.
Now the real easy answer is and this is really, really, really easy.
You're going to take your drama.
You're going to put it in short form on YouTube.
(27:10):
This is your call to action.
Remember, I'm telling you guys to call the action.
You don't have much time.
I'm here for a short time, not for a good time.
So I'm going to tell you right now, you take your videos and you could drop it into Opus
clip.
Like let's say you've got a longer video and you want to just shorten it.
You could drop it in the Opus clip.
(27:31):
AI will shorten it for you.
Okay.
Anna to put the little, what do you call them, the little captions on.
You may have to adjust it a little bit, but don't worry about it.
It's not much work.
You're going to take that short form video and you're going to put it in YouTube.
Ready for call to action.
You're going to share the YouTube to your other social media platforms starting with
(27:54):
Facebook.
Facebook is for customers and clients.
Instagram is for other agents.
I think that X I was going to call it Twitter.
Black folks still call it Twitter.
Right.
You change the names.
We can still call it what it was before.
So, you know, I don't know.
So, you put it on Twitter.
Twitter is for arguing.
(28:15):
So if you ever want to, if you ever want to create engagement on Twitter, you always
put a counterpoint on Twitter.
I think this is this.
What do you think?
Or, you know, everybody says it's this and you're going to find somebody to argue with
you.
Right.
That argument is engagement.
Okay.
Tic-Toc short form video.
You can take the short form video.
You're going to put it on Tic-Toc on any place where you put it, any place where you put
(28:41):
it, you're going to say three different call to action phrases.
You're ready for these call to action phrases.
Take notes.
Ready?
First call to action phrase that you're going to take is if you see something you like,
don't hesitate.
Let me know and we'll see if we can get it for you.
Right.
So, Noel has title.
(29:02):
Let's say Chris has a bakery, Mac, but let's say whatever, whatever it is that you do in
the video, right?
In the video, if they see something they like, I'm going to connect you to.
Right.
So let's say in the video, Matt is talking to Noel.
Noel is at a pizza parlor and Matt is in his office and somebody is like, yo, where'd
(29:28):
you get that pizza from?
That's something they like.
Ask me about it and I'll connect you with it.
Right.
The second thing that I want you to, the second thing that I want you to put into any and
all of your videos is if you don't see something you like, but you have a question, make sure
to either put a fire emoji in the comments or drop in my DMs.
(29:54):
Is that clear?
And this is the third and most important thing.
Here's my calendar link, if you want to set an appointment with me to discuss anything,
whether you saw it or not.
Here's my calendar link, discuss anything, whether you saw it or not.
(30:16):
Now, so I'll give you a great example.
I sell coaching.
So there's a cost to my one on one service.
So in my video where I say, here's my calendar link where they drop it to the calendar link,
I make sure to mention that there is a charge for one on one service or they can do this
for free or they can do this or they can do that.
(30:41):
Because the last thing about your brand, right?
The last thing about your brand is you want to become the person people say yes to before
they know what the opportunity is.
You want to become the person that people say yes to before they know what the opportunity
(31:04):
is.
Right?
Hey, Noel, man, my name is Seiku.
I'm a real estate and business coach.
My job is singular.
It is to make millionaires out of everyone in my ecosystem.
And so when I meet with an agent, I'm always going to ask them whether or not they want
to become one of my universe, one of the arms of my octopus.
(31:26):
So that's setting them up to say yes before they even know what the offer is, before they
even know what the opportunity is.
Does that make sense, y'all?
Yes.
Yes.
So I see you're about to have a question.
I know that we're limited on time, so I'm going to stop so that you can ask a question,
but I want to get to this point.
Right?
(31:46):
I want to ask you this question for you to write down.
This is rhetorical.
You do not have to answer now.
What is your offer and why should they say yes before they even know what it is?
So why would I work with ORT?
What is the offer?
What is the offer to the end user, the client, the customer, the prospect?
(32:08):
What is the offer to the agent?
What is the offer to the broker, the team leader?
What is the offer?
And why should I say yes before you even make the offer to, right?
So think about that for your real estate business, for your title business, your lending business,
for your discount muffler business, for your bakery, et cetera, et cetera.
(32:29):
Okay.
I think within 30-something minutes, I think I got to the crux of what I was talking about.
Does that make sense, y'all?
It does.
We're at seven minutes left.
Questions.
So, Noel, do you have any questions?
No.
Processing.
I don't have any questions off the top or not off the top.
(32:52):
All right.
So processing.
This is something that Noel just said it is vital, right?
It is vital.
Noel is just the most powerful thing you could ever do in my line of universes.
It is said to me, I never heard this before.
I'm ingesting this.
(33:12):
So I want you to write this all down, agents.
This is a fundamental cornerstone of how I run my business, how I do my trainings, how
I, if you understand this, you understand all of my coaching.
You have millions of dollars worth of coaching and training for free.
Understand this.
I want you to be a know nothing agent.
I want you to be a know nothing agent that makes a mess and cleans up to progress.
(33:38):
So as, as a business person, I am going to mess things up.
I'm going to mess things up.
There's, I've never, I've done hundreds, maybe even thousands of deals.
I don't even know at this point, but I've done hundreds of deals, 20 years, at least
10 of those years I've done over a hundred deals a year, right?
(34:00):
I've done over a hundred deals a year.
Right, I've done hundreds of deals, right?
And in those years, I've never done two deals that were the same.
Right.
Never.
I could sell the same unit to a family member in the same building and the deal is completely
(34:21):
different.
So I understand that I'm not going to know the answers before they're asked.
The questions are asked.
So I am a know nothing agent.
I make no assumptions.
I don't make statements.
I ask questions.
And then last but not least, I make a mess and I clean it up to progress.
(34:41):
So the way that this sounds, this is my brand, Chris, I'm going to just tell you this.
This is the unlocking the key to my brand.
Hey, you know what?
I don't know that.
Is it important to you?
Why don't I go find out for you?
Right.
So Noel, I'm going to ask you this.
So Noel, I'll tell you the number one issue that I had with that other title company.
(35:03):
The reason why I left them behind is that they kept telling me that they could solve
every issue that I had.
They kept telling me, you know, listen, I got this.
I got this.
I got this.
And I'm like, I don't have this.
How do you have this?
And I don't have this.
I don't even understand this.
Right.
And so what wound up happening is that they kept trying to fit the peg into the hole.
(35:28):
And I need a title company that's going to widen the hole.
Right.
And so they, they weren't speaking my same language.
And so therefore I started seeing myself less and less in the story that they were telling.
I didn't want to be involved with the story that they were telling.
So I'm looking for a forward facing story.
(35:50):
That's easily identifiable.
Right.
Forward facing story that's easily identifiable.
It is a story.
It is a name that reminds me of a story that I can see myself in.
This is the key, the crux to your call to action.
Every single person that I ever asked to do a call to action because of the way I built
(36:14):
my brand, they all click on my link by my book, sign up for coaching, whatever it is.
And I'm an expensive coach.
And one with me costs a lot of money, but I built a premium brand that is a story that
reminded that it reminds people of a story that they would pay top dollar to be a part
(36:36):
of.
Does that make sense?
It does.
All right.
255 Matt.
So I do these every single week, Mondays two and say, what I've been really hammering in
these things is prospecting and follow up.
Because since the shift happened, and this is according to National Association of Realtors,
(37:00):
we've lost about 60% of real estate agents going back to making somebody else's success
story work.
Right.
And I'm really all about making my success story work.
And as a result, your success story work because it's all about giving back, right.
But there's absolutely no way I could have cleared the deals that I cleared this year
(37:24):
without doing two things.
Prospecting and following up.
That's it.
And everybody's so afraid to get on the phone.
And I'm like, look, I made a phone call one day and the guy in my database said, Matt,
I was just waiting for you to call.
Can I tell you guys a real quick story?
Yep.
Real quick, about one minute.
(37:45):
I did five deals off of one phone call.
Right.
I called, I called up for sale by owner, got them on the line, got them to meet with
me, met with me, asked them where they were moving to.
I was like, well, I got a place that's over there.
I wonder if you'd be interested in seeing that.
So I called up a person that I prospect the year before, right.
(38:07):
And asked them if they're still willing to hear an offer on their place.
It was like, dude, in this market, I'm like, yeah, in this market, it was like, sure, can
you help us find a place?
No worries.
So then I found, I went and met with them, found out the price, put them under contract
with the first person was selling their house, got that under contract with a person from
outside the market, found out that they were selling their parents were selling a house
(38:31):
down the shore, that these people in property number two was interested in put them in a
property that's one, two, three, four, five deals that was done off of one phone call.
That's what I didn't even want to make that phone call.
Yeah.
But you did and you saw major success from it.
That's it.
(38:52):
Every day of my life is a result of making that phone call, making that mess.
I want to thank you for coming on me today, brother.
I really appreciate it.
It's always fun.
It won't be the last time I know it.
I'm probably going to give you a phone call after this.
No problem.
Let people know that every morning, every week, day morning, I spent three hours a morning
lead generating their morning.
(39:12):
Welcome to jump on.
You'll have the information they could jump on for free is no cost.
All right, guys.
Well, I'm going to close it out.
It's got less than a minute.
Have a great afternoon.
If you guys need anything, as always, give me a call or text.
Made it, guys.
Thank you for having me.
I'll see you guys next time.
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