June 2, 2025 • 38 mins
Ever felt that awkward moment when you've had a great conversation with someone, only for it to be ruined with a stilted "if you know anyone who needs real estate help..." at the end? In this transformative conversation, social connection expert Geoff Talbot reveals why most real estate professionals struggle to convert their social media followers into actual business—and it's not about needing more followers.
Geoff introduces a revolutionary approach to relationship-building that moves beyond the traditional "top of mind" strategy to becoming "center of heart" with your connections. Through powerful stories and practical examples, he demonstrates how authentic, two-way conversations create the kind of loyalty that algorithms and ad spend simply can't buy.
The conversation explores why asking people about their childhood home memories creates deeper bonds than typical real estate talk, and how shifting from "asking for referrals" to "figuring out how we can help each other more" yielded a 100% positive response rate for one of Jeff's clients. He challenges listeners to commit to 50 meaningful conversations weekly—where you learn something about them and they learn something about you—as the foundation for sustainable business growth.
Most importantly, Geoff reveals why your business breakthrough isn't hiding in more lead generation or better scripts, but in the courage to have real human conversations. His parting wisdom resonates deeply: "Whatever you need today is only ever one conversation away." Ready to transform your approach to connection and watch your relationships—and business—flourish as a result?
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Rowena Patton (00:02):
well, here we have today, somebody who's a
social legend, jeff talbot, in avery different way.
So, without further ado, let mehand over to jeff what you're
gonna just give us some amazingthings.
Today, jeff and you knowthey're all here you have to
give away three actionablethings that people can work on
what you got oh, that's amazing.
Geoff Talbot (00:22):
I'd love to.
Yes, in actual fact, we'llstart with the action and or and
the idea of action, because Iwant people to know who are
listening to this that if allyou do is listen to what is
often voted as the sexiestaccent in the world, your life
wait, I thought that was mine,mr key no, no, it's mine, it's
mine, it's mine, no, no, it'smine pick me okay, the, the
(00:45):
sexiest male accent in the worldis mine and the sexiest female
accent in the world is yours.
But if all you do is listen tome talk and if all you do is
jump on Zooms, for example, andlisten to people talk, actually
nothing changes.
And so we do want to start withaction, because the way that
your life changes, the way thatyour business truly grows, is
(01:09):
when you take actions thattransform the space between you
and other people, in other words, when you start conversations
with people, whether you startmore conversations.
So one of the things that wehelp people do is we say let's
(01:30):
get you talking more to people.
Like talk to more people, yourbusiness will grow.
We know this about sales.
That volume is part of it, andif you're having more
conversations, you'll make moresales.
But often we're lookingstrategically for conversations
rather than saying screw allthat, let me just be more open,
(01:50):
let me just talk more.
And there are 8 billion peopleon the planet.
There's never, as far as I knowunless you know differently,
Rowena there's never been thismany people on the planet and
there's never been moreopportunity to talk to people.
I'm in New Zealand right now.
You're in the United States.
We're talking, people arewatching from all these
(02:12):
different places.
We've never been more connectedand yet sometimes we kind of no
one knows about me.
Who do I talk to?
Anybody, everybody, like.
There's so many opportunitiesto have conversations and we get
stuck.
Maybe I don't know what youthink, but do you think we get
stuck because there are too manyopportunities?
Rowena Patton (02:37):
It's so funny.
You ask that I've been makingsome posts about this recently
and one of them was aboutscripts, and I basically said
throw the scripts out of thewindow, throw off your realtor
hat and start having humanconversations, because real
estate isn't really about thehouse, it's about memories that
(02:58):
somebody's developed in thathouse, it's about their reason
for moving on.
And I can give you a goodexample of that, where a lot of
us work with seniors and when Isay seniors I mean I don't mean
19 year olds, 90 year olds,necessarily like 50, 60, 70, 80,
90, and they're in these fivebedroom homes and they're
clinging to this box because ofall the memories in there.
(03:20):
Yes, you know, they've got thelittle borders around, I'm sure.
Well, you were in los angeles,so you know all of this yeah but
you're not old enough toremember the little horsey
border wallpaper borders aroundthe top of the room, but you've
probably seen them in houses andthey're still clinging to that,
even though their kids are 50and 16 got their own lives in a
different place.
So when you go to them and sayso have you thought about buying
(03:41):
or selling real estate recently?
It just the message doesn'tconnect.
So I love what you're sayingthere, jeff.
Geoff Talbot (03:49):
Oh, you're so right.
And I, when I was working withrealtors a while back, I used to
tell them the story of when Igrew up in a house that I loved.
It was this big house, it waslots of space, the outdoors were
huge, it was like reallyadventurous.
There was this wild bush outthe back and I lived there from
five till 17.
(04:09):
And then I went off touniversity in a different part
of New Zealand and my parentsmoved.
I was at university for fiveyears and they moved around
about my fourth year, so I'dcome back for holidays, holidays
.
But then one time I went touniversity, they sold the house
and I never got to come back andI didn't really think anything
(04:31):
of it because I'm 17 and I'm,you know, 20 or so at the time
actually, and I'm having loadsof fun in life.
But one thing I noticed was youknow, a few years later was I
was like I have this recurringdream, a literal dream, that
keeps coming back to me atnights, and in my dream I would
drive down the street that welived on, I would go into the
(04:55):
driveway of my car, I get out ofmy car and I knock on the door
and I would expect my mom toanswer the door and in my dream
it was the new person livingthere and I would say say, I
just want to come in and lookaround and they would say no,
and they would close the dooryou know, I realized oh, my gosh
continue.
I realized that's what realestate really is about.
(05:18):
This like attachment to a placeI wanted to say goodbye or I
wanted to stay attached to thememories and when you think
about I love what you weresaying because when you think
about social media and howpeople talk about real estate
and how people engage, they'reoften tempted to think about it
in a transactional way, when,like, what if you sold someone's
(05:44):
house and you managed to givethem a piece of that house in
terms of a memory to take withthem?
What an amazing realty youwould be have you read my book?
Rowena Patton (05:54):
no, I haven't program called the memories
video.
We didn't pick this up, guys, Ipromise like we didn't rehearse
.
No, so the book is free on thelisting royalty app where you're
watching this now.
It's called unique valueproposition, one of the programs
.
I wrote it for realtors so theycould steal.
The ideas came about when I wentwith one a listing agent years
(06:14):
ago that I was training carolinekalpinski.
She was just starting out, shecame from bozeman and she was my
assistant.
I took her out.
She's now one of the toplisting agents in the region and
we were sitting with an elderlycouple and they're in this big
farmhouse and he was in awheelchair, she was in her 70s
and I said I'm changing a name,susan, I can tell you really
(06:38):
don't want to sell this house.
And she said my daughter gotmarried coming down those stairs
and that's where the memoriesvideo was born.
So we a memories video, becauseI said you know what?
I totally understand, butyou're not attached to this box,
you're attached to the memoriesin it.
So let's, let's get thosememories for you.
You don't have to be in thevideo, I will.
I will get them for you.
We'll upload the video ontoyoutube.
(06:59):
We'll make it private.
You can share it with your kidsin their 60s, their kids, your
grand, your grandkids, andyou'll have it forever.
Because that's the bit.
Now.
Imagine, jeff, if you'd hadthat video where you could walk
around the house and remember itall, because we're talking
about memories.
and what about life in the house, not the house?
Geoff Talbot (07:16):
Right and I still sometimes have dreams of buying
that house and I have no realinterest in living there.
In fact, I went back and it wasso different, like I went
physically back 12 years later Iwas like, ah, I don't want to
live here, but I want to liveback there a little bit.
And actually here's our firstaction item for people.
(07:37):
When you're, when you'rethinking about social media and
you're thinking about engagingyour sphere of influence and
your people, one of the thingsthat you want to do is you want
to get them talking with you andsharing what's important to
them with you and with eachother, and so one thing you can
(07:58):
ask is a question like what'syour strongest memory or what's
your favorite memory of thehouse you grew up in or the home
you grew up in?
Now, be prepared for reallyinteresting answers, because
they won't all be good.
That's the first thing to beaware of.
(08:19):
But it doesn't matter whetherthey're good, bad or indifferent
.
You're going to be talking withpeople about the homes they
lived in, the environment theygrew up, in their memories they
grew up in.
For example, I had one person.
I've never met this person inmy life, I've only known them
from social, but I know themquite well over years.
(08:41):
She said my favorite place washiding under the shrub that came
down to the ground becausethere was so much abuse in my
house.
Now, horrible, of course, buthow amazing that another human
being is telling their story andwe don't get to.
(09:02):
You know, we want the warm,fuzzy memories of, oh, my
favorite thing was this or that,and you'll't get to.
You know, we want the warm,fuzzy memories of, oh, my
favorite thing was this or that,and you'll get those and that's
great.
But that's also not thatinteresting, in a way.
What's really interesting iswhen people are real and what
really is powerful from a spherebuilding sales perspective,
relationship buildingperspective.
You know, social media connectspeople and when people share
(09:25):
something that's important tothem, good or bad, then a strong
relationship is formed andthey're not going to want to
choose another real estate agentor another.
Whatever it is that people doLike, they're not going to want
to choose another listing agent,right, because you're the one
they shared the story with.
Rowena Patton (09:44):
A little background here.
I came across Jeff one day andhe reached out a few times and I
can't even remember how ithappened, honestly, but I went
on one of his seven daychallenges or something like
that, and it was amazing and itwas really about, in my simple
terms, slowing down to speed upand opening that relationship.
Because isn't it incrediblethat I have a program in a
(10:05):
best-selling book but I'd neverthought of the option of posting
a question what it, what?
What are the memories of thehouse you grew up in?
That's incredible and it worked.
So I've been having all theseconversations with people that I
wasn't having, and you can useit for anything right, and it's
not.
Some people, jeff, would sayit's a manipulation.
What would you say to that?
Geoff Talbot (10:26):
Well, I would say it's only a manipulation if
you're not genuinely curious,and so part of our work is to go
deeper and say, yeah, likeeveryone here watching this,
they most likely have come tothe site because they want more
(10:47):
listings.
Right, and with our modeling,we look at that and say, yeah,
you want more listings.
But if you think about aniceberg, 10% of an iceberg is
above the surface of the waterand no matter how much wind you
blow at that iceberg, it doesn'tchange the direction of the
iceberg.
And what's above the water foryou is why you maybe came to the
(11:09):
site.
You want more listings and youthink, if only I got more
listings, it will change thedirection of my life.
But in actual fact, it's what'sunder the water that changes the
direction of the iceberg, andwhat's under the water for you
as a human being, that willchange the direction of your
life and your business, andyou'll get way more of the stuff
above the water is this desireto be known, to be truly loved,
(11:34):
to be fully supported, and theoil or the the.
The thing that makes thathappen are the conversations
that you have, and if you'rehaving an amazing conversation
every single day, you're goingto be energized, you're going to
be forming strong connections,you're going to get referred
more, supported more, you'regoing to be more excited about
your life, and that's what'sactually, over time, going to
(11:57):
get you.
All the listings that you wantare the strength of the
relationships you're forming,and so, like you were saying,
rowena, you have to slow down,to speed up, and curiosity is
really found in that slowingdown phase and in that
surrendering phase, and so it'sonly a manipulation if I'm
talking.
(12:18):
Yeah, it's only a manipulationif I'm just talking to you
because I want to get yourbusiness, but if I surrender and
go, I'm going to swear.
I won't swear, but like trustingyou know, like screw it all,
like trusting the process here.
I'm just going to be an amazinghuman being and have incredible
conversations and I'll knowwhen to talk about business.
(12:43):
I'll trust myself as well.
I'll know when it's appropriatebusiness I'll trust myself as
well.
I'll know when it's appropriateThey'll bring it up.
I mean, goodness me.
I think you'll probably agreewith this.
But this notion that some peopleseem to have, probably born out
of anxiety, which is I can talkpeople into selling their
property like ridiculous, likepeople have their own life
(13:08):
challenges, stuff going on.
Like really all you can do ishave conversations with people,
be of service, be a great humanbeing, share what you want in
your life and find out what theywant in their life and figure
out how we can help each other,because you can't like to to
sort of scroll through socialand try and convince people that
(13:30):
they should tell their house,which, if you look at a lot of
people in real estate posts, youwould say that's kind of the
goal.
It's a bit crazy.
Rowena Patton (13:42):
So interesting you say that.
So I think the the part thatyou taught me is not just to
post something on social and say, tell me about your memories,
but then to deepen theconversation and it works.
Obviously it works, but andobviously it pushes the post up
the more comments are on there.
You can call that amanipulation as well, if you
want.
That's right, we don't care,yeah, so on top of that, I can
(14:06):
hear I'm hearing the objectionscoming up.
Yeah, but we get texts andFacebook messages and all this
stuff coming at us all the time.
How do we keep track of allthose messages?
Geoff Talbot (14:17):
Yeah, Right, so that's a really good point.
One of the things that we teachis to kind of cap your talking,
and so we have, if you like, aformula for building a powerful
(14:37):
sphere of influence, and thereare three parts.
And the conversation part is tohave 50 compelling
conversations a week, right.
Rowena Patton (14:46):
And so once you reach that different people, so
10 different conversations a daywith 50 people, or is it 10
conversations with the sameperson, going back and forth?
Geoff Talbot (14:56):
no, I would say 50 , 50 people, 50 compelling
conversations, and we we defineit shouldn't freak you out right
, like it seems like a lot, buta compelling conversation simply
is where you learn one thingabout them and they learn one
thing about you.
That's it.
And sometimes you'll learn 10things about them and they'll
learn one thing about you.
(15:17):
But there always has to be adeepening and the conversations
deep in relationships, and so wecould I could talk about this
for hours, literally, but one ofthe things for people watching
to think about is when I'mtalking with people for work in
real life, am I one of thosepeople who's just really
(15:39):
interested in the other personand ask lots of questions, but I
don't tend to share so much ofmyself, because that will
actually hurt you if that's thecase.
And a lot of people in realestate, great human beings,
amazing at serving other humanbeings, and I've worked with
dozens, more hundreds of thesepeople and when I ask them okay,
(16:04):
let's choose five people whoyou absolutely love in your
sphere of influence, fiveclients, and I'll ask them
questions like five questionsabout those clients.
Do they know, do you know, whatthey do for a living?
Do you know how they getbusiness.
Do you know their story?
Do you know their dream?
There's another one too andthey'll answer yes, they've
(16:24):
learned everything they need toknow about that person.
And then I'll say now, if I askthose people the same questions
about you, would they be ableto answer the questions?
And they're like no, they don'treally know that.
I mostly work by word of mouth.
They don't know that, theydon't know what my goal is with
my real estate career.
And it's like wow.
(16:44):
What happens then is you'vebuilt a service relationship and
I know that people listening tothis will have felt this.
And then at some point in thatrelationship, at some point of
the conversation normally rightat the end, before you run off,
you go hey, if you know ofanyone who wants to buy or sell,
would you tell them about me?
And you feel as awkward as shit.
(17:05):
You feel so awkward because thereason is you feel awkward and
you should feel awkward is,until that point, you've set the
relationship up and theconversation up to be all about
them.
And then you're like and meRight at the end.
And then you're like and meright at the end.
And so what we want to do whenwe're talking with people on
(17:26):
social in real life is make itabout both of us, and if the
other person cannot see you,understand you, has no interest
in you, then great, just let itgo like you're after
relationships in your life andin your business where you're
equally important, where yourbusiness growth is as important
(17:46):
as them finding a wonderfulhouse.
Rowena Patton (17:50):
I wonder if that why is because they are nervous
about saying I'm new in realestate or I've you know, gosh,
I've had a hard year in realestate because they want to use
them as a listing agent or abuyer?
Do you think they're scared toshow the vulnerability of
building their business, andwhat would you say to that?
Geoff Talbot (18:07):
Yeah, I think, as a cultural rule in the cultures
that we're all in British, newZealand, american, australian,
whatever Canadian, whoever islistening to this, whatever
you're Canadian, whoever islistening to this, we're not so
(18:28):
good at making help from otherpeople.
For us, normal, it's justnormal, hey, I mean, it's a
completely normal thing to beable to say, look, things are a
bit slow at the moment, I'mworking hard here and we also
don't have.
We don't have frameworks, andthat's another part of what we
teach when it comes to formingwhat we call committed
(18:50):
co-creators, which is theultimate goal.
You want people to co-createwith you, as we, as we have one
ask, and your one ask typicallyis referrals.
Rowena Patton (19:01):
That's a big thing to ask for.
Geoff Talbot (19:04):
Like huge thing to ask for.
Like you're like, hey, I mean,it's like me saying, hey, rowena
, would you give me 40 grand or50 grand when you're asking for
a referral.
Really, that's like what you'reasking for and that's in some
markets.
Sometimes it's five grand,obviously depends on where you
(19:25):
are like whatever yourcommission is on a listing, and
that's a big thing to ask for.
It's also quite an impracticalthing to have is better ways of
(19:47):
asking for help, and so one ofthe reasons we resist resist
asking for help is we only haveour one big thing and normally
we don't get anything from it.
And if we do ask, we're justasking because we've read a book
where someone told us to ask inthis way, rather than going,
(20:08):
doing some deeper work andsaying, well, what are some of
the things that I want?
Oh, I would like reviews, or itwould be awesome to have some
encouragement.
We have Stacey, one of ourpeople that we've worked with in
our academy, and with abouteight or 10 other businesswomen,
she set up an accountabilitygroup and they help each other
(20:30):
by supporting each other, right,catching up with each other,
checking in with each other.
There's so many different waysthat people can help you.
The key is to have a list ofoptions.
We call it a favor funnel,where you can pull one out and
go hey, why don't we?
This has been awesome catchingup with you.
Could we write each other?
(20:52):
If it's another business person, could we write each other a
review?
Let's just start helping eachother, and so the ask should be
for the relationship and not forthe result.
And so we always teach, andagain this is probably Wow, can
you repeat that?
The ask is always for therelationship and not the result,
and so the language that weteach and help people to use,
(21:15):
we're using AI to help peopleform their messaging as well,
but it's always around thisphrase help each other more.
So, rowena, would you like tojump on a Zoom?
We'll figure out how we canhelp each other more.
The reason that's important isit's about both of us.
So I'm not saying, hey, wouldyou like to jump on a Zoom?
(21:36):
I've got some ideas as to how Ican help you.
Then we jump on a Zoom andRowena's sitting there going
great, what do you got for me,Jeff?
And now she's the receiver andI'm the giver in a way.
Right, and so now it's allabout she's come, passive, I'm
going to get.
Or the other way is more like amentorship relationship where
(22:01):
people will say, hey, would youmind grabbing a coffee with me?
I want to pick your brain.
And then you wonder why thatperson always has a superior
edge and you can't quite breakin and what you really want is
mutual and equal relationships.
(22:23):
So saying to people hey, wantto grab a coffee?
Let's figure out how we canhelp each other more.
We had Patricia use thisparticular language.
At a small business mixer, 16out of 16 people said yes, 100%
want to grab a coffee.
Figure out how we can help eachother more.
When she goes to those meetings,the very first words out of her
(22:45):
mouth need to be I'm so excitedwe're meeting today so we can
figure out how we can help eachother more, because the context
for the meeting needs to alwaysbe set throughout the meeting.
Hey, these are some of the ways.
Talk about all sorts of thingswhile you're meeting, have fun,
explore, get to know them, butalways come back to that thing.
Man, we're going to help eachother some more I love that.
Rowena Patton (23:07):
That's big number two for you yeah, mutual and
equal and you're new zealand andI'm british, so we can make
some humor about a big numbertwo for you, right yeah, quickly
so no, and the reason you'rehere is because you help me so
much and we've got an app thatlots of eyeballs are getting on,
(23:27):
that I took a hiatus to buildto how people understand how to
do different things at a higherlevel, and there's a lot of
great people on there that areso giving and will give
something where, hey, this isyours, this a gift, let me give
it to you.
But I'm doing that becauseyou've given such a gift to me
and it wasn't just, oh, I, youknow I I paid a few dollars for
(23:49):
a course and and it was veryvaluable what I got out of it.
You've kept in touch, so it'slike how can I help Jeff?
And I think that's what you'retalking about, right.
Geoff Talbot (24:01):
Yeah, like, yeah, okay.
Here's another thing thatpeople this is a big thing for
me and I'm guilty of this too.
I think we all are, butespecially online, we think
maybe I need more people.
Like, if I had 10,000 followerson Instagram, I'd be amazing.
(24:25):
Or if I had 20,000 people in myFacebook group, things would
take off and, of course, volumeis part of it.
But let's be honest if you'vegot 5,000 social media followers
and if you put together allyour channels, most people would
have that, some people wouldhave 1,000, some people would
(24:45):
have 5,000, some people havemore.
Have that.
You know, some people wouldhave a thousand, some people
have five thousand, some peoplehave more.
The problem for most people,that's a lot of people, right,
five thousand people is a lot ofpeople.
If you were to put them in aroom, that's, that's a whole big
show right at a very big venueyeah, you wouldn't recognize
most of them you wouldn'trecognize most of them.
(25:07):
The problem isn't that you'renot connected to enough people.
The problem isn't even you'renot connected to enough of the
right people, because for mostpeople in real estate, they want
to do maybe 30 transactions ayear or have 20 referral
partners whatever it is, there'senough people there or partners
whatever it is, there's enoughpeople there.
(25:29):
The problem is you haven'tfigured out how to engage them
deeply.
And so if we just add morepeople to your problem, I
promise you it won't solve theproblem.
If you steal a bunch ofFacebook posts that get people
commenting, but you don't knowhow to engage, how to follow up
(25:50):
Wow, how to ask for co-creativeopportunities, how to process
the business, nothing willhappen.
Like it's not a volume problem,it's a depth problem nearly
always.
Wow, classic example, wow,classic example.
Wow.
Once talked to a realtor who wassomewhat interested in our
(26:13):
system, who was spending.
I got to say he was spendinglike 30K a month, from memory,
on Zillow ads and he was prettyclose to broke like and he was
doing business because of thevolume of ads that he was
running.
I don't, this is going to soundharsh, but within okay,
(26:39):
probably within three seconds oftalking to him.
But let's say, 30 seconds oftalking to him, I could tell
exactly why he had to spend somuch money on ads because his
communication skills were so badthat it wouldn't matter.
Like he just he was dry, he wasboring, he, he, he was
judgmental, like it was justlike he was negative.
(27:04):
From memory Now he was verynegative as well and it's like
until he solves that problem, itdoesn't matter where he gets
the leads from.
He's always going to struggleto convert.
That's a below the icebergproblem, the direction of his.
He's throwing so many leads, somany listings at the top of the
(27:25):
listing, opportunities at thetop of the iceberg,
opportunities at the top of theiceberg, but you know it's
costing them so much not tosolve the real problem, which is
how can I learn to engagepeople in a warmer, more
compelling way?
Rowena Patton (27:44):
right, that's the problem, jeff, because a lot of
real estate agents, especiallywho are spending the 20 and 30
000 what they're doing is sozillow changed the way they do
things in the main.
And um, I've got I knowsomebody right now who's
spending 30 000 on zillow leadsa month to her two real estate
agents who are on call um 8 amin the morning till 9 pm at
(28:09):
night and these buyers arecalling um and, for example,
we've got a system with ourniches where we build a list and
we go out to see them and it's99 a month.
But you've got to go and deepenthe relationships, you've got
to go and meet the senior livingcommunity managers.
You've got to go and meet thedivorce you've got to go meet
the builders.
You've got to go meet thebuilders.
You know the lists all thereand the scripts are all there.
(28:29):
The stuff you wear is all there.
But rather than spending that$99, they'd rather spend $30,000
on Zillow leads.
And those Zillow leads chuck inand then, unless you develop a
relationship with those people,you might do the three or six
deals or nine deals a month.
You need to pay for that andjust even maybe make a little
bit of profit.
The problem is, if you don'tdeepen the relationship with all
(28:51):
those people that you've got,there's nothing under the
iceberg again.
You're just chipping away atthe top all the time.
Is that what you mean?
Geoff Talbot (28:58):
Yeah, and you're also stuck, aren't you?
You're stuck if you're not ableto convert them to referrals,
if you're not able to build agreat relationship.
There's a number of problems,but one is you're always going
to have to keep investing that30K, and then what happens, as
has happened in the past,whether it's Zillow, whichever
(29:21):
form of lead generation you'repaying for, you're at their
mercy.
They put their price up andthere goes your profit.
Or they grow exponentially, andnow you're sharing the leads
with more people and you're ableto convert less.
You're very much at their whim,and so if you truly want to
(29:42):
have power in your business, youwant to own the relationship,
and so that's the other pointabout the kind of conversation.
Work that we teach is, mostpeople who are listening to this
will have been told try and betop of mind, like top of mind,
top of mind yeah top of mind isa very competitive place, like.
(30:09):
I mean, it's 6 30 am here, um,and I, if you ask me what are
three things you've thoughtabout today?
I've been up since four, but Iwould struggle to tell you
because my mind has thought ofmany things and it's thought of
many people, and so top of mindas a goal is about checking in,
(30:31):
following up, adding a littlevalue.
It's actually manipulative,like in my mind, um, but the
goal should be with yourconversations is to become
center of heart.
So, in other words, the realtor, that when you talk about
memories and they've sharedmemories with you, like if
someone shares a memory in reallife of the home they grew up in
(30:54):
, you should share the memory ofthe home you grew up in.
Now you have a connectionaround memories.
Your memories are heart-centric, aren't they?
It's a much better place to beand the heart is far more loyal
and far less competitive.
Like, if you ask me who are thethree most important people in
your life, I'm like gabriel rogepartner, right, it's easy,
(31:19):
right, sweet, done.
My kids, right, sweet, there'sno competition.
Any of you watching this call ifthey're in trouble, my kids are
in trouble and you need me,you'll have to wait.
Right, that's just the way itis and that's the kind of
positioning you want to have inthe minds of your sphere of
(31:42):
influence.
So they go.
Well, I'm not talking toso-and-so.
She's my realtor.
Why would I?
Oh no, I'm fine, I'm sorted.
I've got one who cares right,I've got the best.
That's where you want to be,because one, your life is so
rich.
And that's the other problemwith an ad buying model is you
(32:07):
get all sorts of people comingto you who you have to work with
, and we call that actually um,drinking poison when you work
with someone because they'll payyou but you would never have
them over in your house yeahlike, because you just are just
objectionable for you and soyou're giving me bills here.
Rowena Patton (32:32):
So the the all the programs in in the book and
I'm not selling the book, it'sfree.
On the app it's called listingroyalty, it's all free.
Yeah, um, out of that we'vedeveloped niches, and the reason
we've developed the niches isbecause I'm finding agents.
My whole pitch is get back towhy you started in real estate
to help people.
So, for example, senior living,cpo is all about helping
(32:55):
seniors.
Do you have an affinity forseniors and it's pouring people
to me.
Or do you work with a lot ofpeople who who are getting a
divorce?
Of course we all do.
Sadly, these days um, but youknow, I've done that, I know
that and I'm experienced withthat and I can help people in
that.
Or do you know people who arebuilding a new home?
It might be their dream homeand the first one they've ever
done.
(33:16):
So you're connecting withsomething that means something,
so it gives me chills when yousay center of heart rather than
center of front of mind, frontof heart front of heart or
center of heart center of heart.
So, jeff, what do your programslook like, like?
How do people um, you know?
Uh, you obviously don't.
You've got to put bacon on thetable too, but how does that?
(33:38):
Work with you.
What does that?
What does the ladder look like?
Geoff Talbot (33:41):
right, and so there are two main ways that we
work with people.
The first way is we have acommunity where we teach people
once a week one aspect of ourmodel and we do the work
together.
If you remember, at the start Isaid, and you agreed, that the
(34:01):
sexiest accent in the world mine.
You said mine, we agreed,though that even just listening
to that might give you chillswhich I've mentioned quite a few
times but it won't actuallychange the world for people
listening to it.
What changes your world is whenyou use your voice and your ears
and you form a strongconnection with other people.
(34:23):
So in our community, whichmeets once a week on a Zoom, we
do a little teaching, but thenwe set aside time for action.
So start conversations withthis group of people using this
method.
Organize your sphere ofinfluence this way.
Ask these particularco-creators for a meeting using
(34:50):
this formula, and we have justin the last month, added AI
tools to that so that people,for example, could take a
screenshot of their Facebookfriend list and pop it into our
AI tool, and it would give youquick ways to score your
contacts and then tell you theseare the people that you should
(35:10):
message for a co-creativeopportunity.
Send this message wow so the aitools are making it um, they're
integrated with our models, butthey you still have to think.
By the way, with ai, you stillhave to check where you have ai
models in kiwiland yes did youbring it with you from from los
angeles?
(35:31):
yeah, yeah, yeah, yeah, we'repretty backward, um, but the um,
the whole goal is to make itsuper easy for people to take
action.
I always tell people there'sonly one thing I can't do.
I can't come to your house andturn your Zoom on and get you to
hit send on a message.
(35:52):
But I can make it as easy aspossible and lower the
resistance as much as possibleso that you can take action.
And one of the ways that wehave found to do that with
people in real estate is let'sdo it together.
Let's do it now.
Let's give you feedback.
Let's share results together.
Let's do it now.
Let's give you feedback.
Let's share results.
That's what gets people results, and so we want to make action
(36:15):
super easy, and so our communitypeople join for a year.
It's pretty, um, affordable interms of uh, coachings, um, and
so that's number one way.
And then the other way is somepeople go I want to grow really
fast.
I want to implement your systemsuper quick.
Maybe you want to use your ownform of AI.
(36:35):
We can help you, and that's aninner circle type thing, and I
work with 12 people that way.
Yeah, and then other ways.
There's lots of little likeaffordable things for people.
Sometimes I'll teach a workshop, like one of our workshops that
we teach our sphere academy,that's our community.
Sometimes I'll go and I'llteach that to an office or a
(36:56):
group of people as well I loveit.
Rowena Patton (36:58):
Well, I'm sure you all agree that this is a
really great human being and wehaven't known each other for
that long, but I could just tellhe had something special about
him and I thought this would beso great in real estate.
And then jeff shared.
He works with so many realtorsand helps speak from the heart
rather than take your you knowrealtor hat off.
(37:20):
So if you want to get hold ofjeff, you know where to get hold
of him.
Thank you all for listeningtoday.
Any final words?
Jeff?
Geoff Talbot (37:28):
No, I just think, if you need anything today,
understand that what you need isonly ever one conversation away
, and to me, that gives me a lotof hope.
And so, wherever you are inlife, if you want a breakthrough
, if you want anything at all,it's just one conversation away.
So be brave, talk to people,make a difference.
Rowena Patton (37:53):
I love that.
You know, my mom used to say ifyou don't ask, you don't get.
If you don't ask, the answer isalways no, so how right?
Thank you, jeff, love you.
Geoff Talbot (38:02):
No problem, thank you.
well, here we have today, somebody who's a
social legend, jeff talbot, in avery different way.
So, without further ado, let mehand over to jeff what you're
gonna just give us some amazingthings.
Today, jeff and you knowthey're all here you have to
give away three actionablethings that people can work on
what you got oh, that's amazing.
Geoff Talbot (00:22):
I'd love to.
Yes, in actual fact, we'llstart with the action and or and
the idea of action, because Iwant people to know who are
listening to this that if allyou do is listen to what is
often voted as the sexiestaccent in the world, your life
wait, I thought that was mine,mr key no, no, it's mine, it's
mine, it's mine, no, no, it'smine pick me okay, the, the
(00:45):
sexiest male accent in the worldis mine and the sexiest female
accent in the world is yours.
But if all you do is listen tome talk and if all you do is
jump on Zooms, for example, andlisten to people talk, actually
nothing changes.
And so we do want to start withaction, because the way that
your life changes, the way thatyour business truly grows, is
(01:09):
when you take actions thattransform the space between you
and other people, in other words, when you start conversations
with people, whether you startmore conversations.
So one of the things that wehelp people do is we say let's
(01:30):
get you talking more to people.
Like talk to more people, yourbusiness will grow.
We know this about sales.
That volume is part of it, andif you're having more
conversations, you'll make moresales.
But often we're lookingstrategically for conversations
rather than saying screw allthat, let me just be more open,
(01:50):
let me just talk more.
And there are 8 billion peopleon the planet.
There's never, as far as I knowunless you know differently,
Rowena there's never been thismany people on the planet and
there's never been moreopportunity to talk to people.
I'm in New Zealand right now.
You're in the United States.
We're talking, people arewatching from all these
(02:12):
different places.
We've never been more connectedand yet sometimes we kind of no
one knows about me.
Who do I talk to?
Anybody, everybody, like.
There's so many opportunitiesto have conversations and we get
stuck.
Maybe I don't know what youthink, but do you think we get
stuck because there are too manyopportunities?
Rowena Patton (02:37):
It's so funny.
You ask that I've been makingsome posts about this recently
and one of them was aboutscripts, and I basically said
throw the scripts out of thewindow, throw off your realtor
hat and start having humanconversations, because real
estate isn't really about thehouse, it's about memories that
(02:58):
somebody's developed in thathouse, it's about their reason
for moving on.
And I can give you a goodexample of that, where a lot of
us work with seniors and when Isay seniors I mean I don't mean
19 year olds, 90 year olds,necessarily like 50, 60, 70, 80,
90, and they're in these fivebedroom homes and they're
clinging to this box because ofall the memories in there.
(03:20):
Yes, you know, they've got thelittle borders around, I'm sure.
Well, you were in los angeles,so you know all of this yeah but
you're not old enough toremember the little horsey
border wallpaper borders aroundthe top of the room, but you've
probably seen them in houses andthey're still clinging to that,
even though their kids are 50and 16 got their own lives in a
different place.
So when you go to them and sayso have you thought about buying
(03:41):
or selling real estate recently?
It just the message doesn'tconnect.
So I love what you're sayingthere, jeff.
Geoff Talbot (03:49):
Oh, you're so right.
And I, when I was working withrealtors a while back, I used to
tell them the story of when Igrew up in a house that I loved.
It was this big house, it waslots of space, the outdoors were
huge, it was like reallyadventurous.
There was this wild bush outthe back and I lived there from
five till 17.
(04:09):
And then I went off touniversity in a different part
of New Zealand and my parentsmoved.
I was at university for fiveyears and they moved around
about my fourth year, so I'dcome back for holidays, holidays
.
But then one time I went touniversity, they sold the house
and I never got to come back andI didn't really think anything
(04:31):
of it because I'm 17 and I'm,you know, 20 or so at the time
actually, and I'm having loadsof fun in life.
But one thing I noticed was youknow, a few years later was I
was like I have this recurringdream, a literal dream, that
keeps coming back to me atnights, and in my dream I would
drive down the street that welived on, I would go into the
(04:55):
driveway of my car, I get out ofmy car and I knock on the door
and I would expect my mom toanswer the door and in my dream
it was the new person livingthere and I would say say, I
just want to come in and lookaround and they would say no,
and they would close the dooryou know, I realized oh, my gosh
continue.
I realized that's what realestate really is about.
(05:18):
This like attachment to a placeI wanted to say goodbye or I
wanted to stay attached to thememories and when you think
about I love what you weresaying because when you think
about social media and howpeople talk about real estate
and how people engage, they'reoften tempted to think about it
in a transactional way, when,like, what if you sold someone's
(05:44):
house and you managed to givethem a piece of that house in
terms of a memory to take withthem?
What an amazing realty youwould be have you read my book?
Rowena Patton (05:54):
no, I haven't program called the memories
video.
We didn't pick this up, guys, Ipromise like we didn't rehearse
.
No, so the book is free on thelisting royalty app where you're
watching this now.
It's called unique valueproposition, one of the programs
.
I wrote it for realtors so theycould steal.
The ideas came about when I wentwith one a listing agent years
(06:14):
ago that I was training carolinekalpinski.
She was just starting out, shecame from bozeman and she was my
assistant.
I took her out.
She's now one of the toplisting agents in the region and
we were sitting with an elderlycouple and they're in this big
farmhouse and he was in awheelchair, she was in her 70s
and I said I'm changing a name,susan, I can tell you really
(06:38):
don't want to sell this house.
And she said my daughter gotmarried coming down those stairs
and that's where the memoriesvideo was born.
So we a memories video, becauseI said you know what?
I totally understand, butyou're not attached to this box,
you're attached to the memoriesin it.
So let's, let's get thosememories for you.
You don't have to be in thevideo, I will.
I will get them for you.
We'll upload the video ontoyoutube.
(06:59):
We'll make it private.
You can share it with your kidsin their 60s, their kids, your
grand, your grandkids, andyou'll have it forever.
Because that's the bit.
Now.
Imagine, jeff, if you'd hadthat video where you could walk
around the house and remember itall, because we're talking
about memories.
and what about life in the house, not the house?
Geoff Talbot (07:16):
Right and I still sometimes have dreams of buying
that house and I have no realinterest in living there.
In fact, I went back and it wasso different, like I went
physically back 12 years later Iwas like, ah, I don't want to
live here, but I want to liveback there a little bit.
And actually here's our firstaction item for people.
(07:37):
When you're, when you'rethinking about social media and
you're thinking about engagingyour sphere of influence and
your people, one of the thingsthat you want to do is you want
to get them talking with you andsharing what's important to
them with you and with eachother, and so one thing you can
(07:58):
ask is a question like what'syour strongest memory or what's
your favorite memory of thehouse you grew up in or the home
you grew up in?
Now, be prepared for reallyinteresting answers, because
they won't all be good.
That's the first thing to beaware of.
(08:19):
But it doesn't matter whetherthey're good, bad or indifferent
.
You're going to be talking withpeople about the homes they
lived in, the environment theygrew up, in their memories they
grew up in.
For example, I had one person.
I've never met this person inmy life, I've only known them
from social, but I know themquite well over years.
(08:41):
She said my favorite place washiding under the shrub that came
down to the ground becausethere was so much abuse in my
house.
Now, horrible, of course, buthow amazing that another human
being is telling their story andwe don't get to.
(09:02):
You know, we want the warm,fuzzy memories of, oh, my
favorite thing was this or that,and you'll't get to.
You know, we want the warm,fuzzy memories of, oh, my
favorite thing was this or that,and you'll get those and that's
great.
But that's also not thatinteresting, in a way.
What's really interesting iswhen people are real and what
really is powerful from a spherebuilding sales perspective,
relationship buildingperspective.
You know, social media connectspeople and when people share
(09:25):
something that's important tothem, good or bad, then a strong
relationship is formed andthey're not going to want to
choose another real estate agentor another.
Whatever it is that people doLike, they're not going to want
to choose another listing agent,right, because you're the one
they shared the story with.
Rowena Patton (09:44):
A little background here.
I came across Jeff one day andhe reached out a few times and I
can't even remember how ithappened, honestly, but I went
on one of his seven daychallenges or something like
that, and it was amazing and itwas really about, in my simple
terms, slowing down to speed upand opening that relationship.
Because isn't it incrediblethat I have a program in a
(10:05):
best-selling book but I'd neverthought of the option of posting
a question what it, what?
What are the memories of thehouse you grew up in?
That's incredible and it worked.
So I've been having all theseconversations with people that I
wasn't having, and you can useit for anything right, and it's
not.
Some people, jeff, would sayit's a manipulation.
What would you say to that?
Geoff Talbot (10:26):
Well, I would say it's only a manipulation if
you're not genuinely curious,and so part of our work is to go
deeper and say, yeah, likeeveryone here watching this,
they most likely have come tothe site because they want more
(10:47):
listings.
Right, and with our modeling,we look at that and say, yeah,
you want more listings.
But if you think about aniceberg, 10% of an iceberg is
above the surface of the waterand no matter how much wind you
blow at that iceberg, it doesn'tchange the direction of the
iceberg.
And what's above the water foryou is why you maybe came to the
(11:09):
site.
You want more listings and youthink, if only I got more
listings, it will change thedirection of my life.
But in actual fact, it's what'sunder the water that changes the
direction of the iceberg, andwhat's under the water for you
as a human being, that willchange the direction of your
life and your business, andyou'll get way more of the stuff
above the water is this desireto be known, to be truly loved,
(11:34):
to be fully supported, and theoil or the the.
The thing that makes thathappen are the conversations
that you have, and if you'rehaving an amazing conversation
every single day, you're goingto be energized, you're going to
be forming strong connections,you're going to get referred
more, supported more, you'regoing to be more excited about
your life, and that's what'sactually, over time, going to
(11:57):
get you.
All the listings that you wantare the strength of the
relationships you're forming,and so, like you were saying,
rowena, you have to slow down,to speed up, and curiosity is
really found in that slowingdown phase and in that
surrendering phase, and so it'sonly a manipulation if I'm
talking.
(12:18):
Yeah, it's only a manipulationif I'm just talking to you
because I want to get yourbusiness, but if I surrender and
go, I'm going to swear.
I won't swear, but like trustingyou know, like screw it all,
like trusting the process here.
I'm just going to be an amazinghuman being and have incredible
conversations and I'll knowwhen to talk about business.
(12:43):
I'll trust myself as well.
I'll know when it's appropriatebusiness I'll trust myself as
well.
I'll know when it's appropriateThey'll bring it up.
I mean, goodness me.
I think you'll probably agreewith this.
But this notion that some peopleseem to have, probably born out
of anxiety, which is I can talkpeople into selling their
property like ridiculous, likepeople have their own life
(13:08):
challenges, stuff going on.
Like really all you can do ishave conversations with people,
be of service, be a great humanbeing, share what you want in
your life and find out what theywant in their life and figure
out how we can help each other,because you can't like to to
sort of scroll through socialand try and convince people that
(13:30):
they should tell their house,which, if you look at a lot of
people in real estate posts, youwould say that's kind of the
goal.
It's a bit crazy.
Rowena Patton (13:42):
So interesting you say that.
So I think the the part thatyou taught me is not just to
post something on social and say, tell me about your memories,
but then to deepen theconversation and it works.
Obviously it works, but andobviously it pushes the post up
the more comments are on there.
You can call that amanipulation as well, if you
want.
That's right, we don't care,yeah, so on top of that, I can
(14:06):
hear I'm hearing the objectionscoming up.
Yeah, but we get texts andFacebook messages and all this
stuff coming at us all the time.
How do we keep track of allthose messages?
Geoff Talbot (14:17):
Yeah, Right, so that's a really good point.
One of the things that we teachis to kind of cap your talking,
and so we have, if you like, aformula for building a powerful
(14:37):
sphere of influence, and thereare three parts.
And the conversation part is tohave 50 compelling
conversations a week, right.
Rowena Patton (14:46):
And so once you reach that different people, so
10 different conversations a daywith 50 people, or is it 10
conversations with the sameperson, going back and forth?
Geoff Talbot (14:56):
no, I would say 50 , 50 people, 50 compelling
conversations, and we we defineit shouldn't freak you out right
, like it seems like a lot, buta compelling conversation simply
is where you learn one thingabout them and they learn one
thing about you.
That's it.
And sometimes you'll learn 10things about them and they'll
learn one thing about you.
(15:17):
But there always has to be adeepening and the conversations
deep in relationships, and so wecould I could talk about this
for hours, literally, but one ofthe things for people watching
to think about is when I'mtalking with people for work in
real life, am I one of thosepeople who's just really
(15:39):
interested in the other personand ask lots of questions, but I
don't tend to share so much ofmyself, because that will
actually hurt you if that's thecase.
And a lot of people in realestate, great human beings,
amazing at serving other humanbeings, and I've worked with
dozens, more hundreds of thesepeople and when I ask them okay,
(16:04):
let's choose five people whoyou absolutely love in your
sphere of influence, fiveclients, and I'll ask them
questions like five questionsabout those clients.
Do they know, do you know, whatthey do for a living?
Do you know how they getbusiness.
Do you know their story?
Do you know their dream?
There's another one too andthey'll answer yes, they've
(16:24):
learned everything they need toknow about that person.
And then I'll say now, if I askthose people the same questions
about you, would they be ableto answer the questions?
And they're like no, they don'treally know that.
I mostly work by word of mouth.
They don't know that, theydon't know what my goal is with
my real estate career.
And it's like wow.
(16:44):
What happens then is you'vebuilt a service relationship and
I know that people listening tothis will have felt this.
And then at some point in thatrelationship, at some point of
the conversation normally rightat the end, before you run off,
you go hey, if you know ofanyone who wants to buy or sell,
would you tell them about me?
And you feel as awkward as shit.
(17:05):
You feel so awkward because thereason is you feel awkward and
you should feel awkward is,until that point, you've set the
relationship up and theconversation up to be all about
them.
And then you're like and meRight at the end.
And then you're like and meright at the end.
And so what we want to do whenwe're talking with people on
(17:26):
social in real life is make itabout both of us, and if the
other person cannot see you,understand you, has no interest
in you, then great, just let itgo like you're after
relationships in your life andin your business where you're
equally important, where yourbusiness growth is as important
(17:46):
as them finding a wonderfulhouse.
Rowena Patton (17:50):
I wonder if that why is because they are nervous
about saying I'm new in realestate or I've you know, gosh,
I've had a hard year in realestate because they want to use
them as a listing agent or abuyer?
Do you think they're scared toshow the vulnerability of
building their business, andwhat would you say to that?
Geoff Talbot (18:07):
Yeah, I think, as a cultural rule in the cultures
that we're all in British, newZealand, american, australian,
whatever Canadian, whoever islistening to this, whatever
you're Canadian, whoever islistening to this, we're not so
(18:28):
good at making help from otherpeople.
For us, normal, it's justnormal, hey, I mean, it's a
completely normal thing to beable to say, look, things are a
bit slow at the moment, I'mworking hard here and we also
don't have.
We don't have frameworks, andthat's another part of what we
teach when it comes to formingwhat we call committed
(18:50):
co-creators, which is theultimate goal.
You want people to co-createwith you, as we, as we have one
ask, and your one ask typicallyis referrals.
Rowena Patton (19:01):
That's a big thing to ask for.
Geoff Talbot (19:04):
Like huge thing to ask for.
Like you're like, hey, I mean,it's like me saying, hey, rowena
, would you give me 40 grand or50 grand when you're asking for
a referral.
Really, that's like what you'reasking for and that's in some
markets.
Sometimes it's five grand,obviously depends on where you
(19:25):
are like whatever yourcommission is on a listing, and
that's a big thing to ask for.
It's also quite an impracticalthing to have is better ways of
(19:47):
asking for help, and so one ofthe reasons we resist resist
asking for help is we only haveour one big thing and normally
we don't get anything from it.
And if we do ask, we're justasking because we've read a book
where someone told us to ask inthis way, rather than going,
(20:08):
doing some deeper work andsaying, well, what are some of
the things that I want?
Oh, I would like reviews, or itwould be awesome to have some
encouragement.
We have Stacey, one of ourpeople that we've worked with in
our academy, and with abouteight or 10 other businesswomen,
she set up an accountabilitygroup and they help each other
(20:30):
by supporting each other, right,catching up with each other,
checking in with each other.
There's so many different waysthat people can help you.
The key is to have a list ofoptions.
We call it a favor funnel,where you can pull one out and
go hey, why don't we?
This has been awesome catchingup with you.
Could we write each other?
(20:52):
If it's another business person, could we write each other a
review?
Let's just start helping eachother, and so the ask should be
for the relationship and not forthe result.
And so we always teach, andagain this is probably Wow, can
you repeat that?
The ask is always for therelationship and not the result,
and so the language that weteach and help people to use,
(21:15):
we're using AI to help peopleform their messaging as well,
but it's always around thisphrase help each other more.
So, rowena, would you like tojump on a Zoom?
We'll figure out how we canhelp each other more.
The reason that's important isit's about both of us.
So I'm not saying, hey, wouldyou like to jump on a Zoom?
(21:36):
I've got some ideas as to how Ican help you.
Then we jump on a Zoom andRowena's sitting there going
great, what do you got for me,Jeff?
And now she's the receiver andI'm the giver in a way.
Right, and so now it's allabout she's come, passive, I'm
going to get.
Or the other way is more like amentorship relationship where
(22:01):
people will say, hey, would youmind grabbing a coffee with me?
I want to pick your brain.
And then you wonder why thatperson always has a superior
edge and you can't quite breakin and what you really want is
mutual and equal relationships.
(22:23):
So saying to people hey, wantto grab a coffee?
Let's figure out how we canhelp each other more.
We had Patricia use thisparticular language.
At a small business mixer, 16out of 16 people said yes, 100%
want to grab a coffee.
Figure out how we can help eachother more.
When she goes to those meetings,the very first words out of her
(22:45):
mouth need to be I'm so excitedwe're meeting today so we can
figure out how we can help eachother more, because the context
for the meeting needs to alwaysbe set throughout the meeting.
Hey, these are some of the ways.
Talk about all sorts of thingswhile you're meeting, have fun,
explore, get to know them, butalways come back to that thing.
Man, we're going to help eachother some more I love that.
Rowena Patton (23:07):
That's big number two for you yeah, mutual and
equal and you're new zealand andI'm british, so we can make
some humor about a big numbertwo for you, right yeah, quickly
so no, and the reason you'rehere is because you help me so
much and we've got an app thatlots of eyeballs are getting on,
(23:27):
that I took a hiatus to buildto how people understand how to
do different things at a higherlevel, and there's a lot of
great people on there that areso giving and will give
something where, hey, this isyours, this a gift, let me give
it to you.
But I'm doing that becauseyou've given such a gift to me
and it wasn't just, oh, I, youknow I I paid a few dollars for
(23:49):
a course and and it was veryvaluable what I got out of it.
You've kept in touch, so it'slike how can I help Jeff?
And I think that's what you'retalking about, right.
Geoff Talbot (24:01):
Yeah, like, yeah, okay.
Here's another thing thatpeople this is a big thing for
me and I'm guilty of this too.
I think we all are, butespecially online, we think
maybe I need more people.
Like, if I had 10,000 followerson Instagram, I'd be amazing.
(24:25):
Or if I had 20,000 people in myFacebook group, things would
take off and, of course, volumeis part of it.
But let's be honest if you'vegot 5,000 social media followers
and if you put together allyour channels, most people would
have that, some people wouldhave 1,000, some people would
(24:45):
have 5,000, some people havemore.
Have that.
You know, some people wouldhave a thousand, some people
have five thousand, some peoplehave more.
The problem for most people,that's a lot of people, right,
five thousand people is a lot ofpeople.
If you were to put them in aroom, that's, that's a whole big
show right at a very big venueyeah, you wouldn't recognize
most of them you wouldn'trecognize most of them.
(25:07):
The problem isn't that you'renot connected to enough people.
The problem isn't even you'renot connected to enough of the
right people, because for mostpeople in real estate, they want
to do maybe 30 transactions ayear or have 20 referral
partners whatever it is, there'senough people there or partners
whatever it is, there's enoughpeople there.
(25:29):
The problem is you haven'tfigured out how to engage them
deeply.
And so if we just add morepeople to your problem, I
promise you it won't solve theproblem.
If you steal a bunch ofFacebook posts that get people
commenting, but you don't knowhow to engage, how to follow up
(25:50):
Wow, how to ask for co-creativeopportunities, how to process
the business, nothing willhappen.
Like it's not a volume problem,it's a depth problem nearly
always.
Wow, classic example, wow,classic example.
Wow.
Once talked to a realtor who wassomewhat interested in our
(26:13):
system, who was spending.
I got to say he was spendinglike 30K a month, from memory,
on Zillow ads and he was prettyclose to broke like and he was
doing business because of thevolume of ads that he was
running.
I don't, this is going to soundharsh, but within okay,
(26:39):
probably within three seconds oftalking to him.
But let's say, 30 seconds oftalking to him, I could tell
exactly why he had to spend somuch money on ads because his
communication skills were so badthat it wouldn't matter.
Like he just he was dry, he wasboring, he, he, he was
judgmental, like it was justlike he was negative.
(27:04):
From memory Now he was verynegative as well and it's like
until he solves that problem, itdoesn't matter where he gets
the leads from.
He's always going to struggleto convert.
That's a below the icebergproblem, the direction of his.
He's throwing so many leads, somany listings at the top of the
(27:25):
listing, opportunities at thetop of the iceberg,
opportunities at the top of theiceberg, but you know it's
costing them so much not tosolve the real problem, which is
how can I learn to engagepeople in a warmer, more
compelling way?
Rowena Patton (27:44):
right, that's the problem, jeff, because a lot of
real estate agents, especiallywho are spending the 20 and 30
000 what they're doing is sozillow changed the way they do
things in the main.
And um, I've got I knowsomebody right now who's
spending 30 000 on zillow leadsa month to her two real estate
agents who are on call um 8 amin the morning till 9 pm at
(28:09):
night and these buyers arecalling um and, for example,
we've got a system with ourniches where we build a list and
we go out to see them and it's99 a month.
But you've got to go and deepenthe relationships, you've got
to go and meet the senior livingcommunity managers.
You've got to go and meet thedivorce you've got to go meet
the builders.
You've got to go meet thebuilders.
You know the lists all thereand the scripts are all there.
(28:29):
The stuff you wear is all there.
But rather than spending that$99, they'd rather spend $30,000
on Zillow leads.
And those Zillow leads chuck inand then, unless you develop a
relationship with those people,you might do the three or six
deals or nine deals a month.
You need to pay for that andjust even maybe make a little
bit of profit.
The problem is, if you don'tdeepen the relationship with all
(28:51):
those people that you've got,there's nothing under the
iceberg again.
You're just chipping away atthe top all the time.
Is that what you mean?
Geoff Talbot (28:58):
Yeah, and you're also stuck, aren't you?
You're stuck if you're not ableto convert them to referrals,
if you're not able to build agreat relationship.
There's a number of problems,but one is you're always going
to have to keep investing that30K, and then what happens, as
has happened in the past,whether it's Zillow, whichever
(29:21):
form of lead generation you'repaying for, you're at their
mercy.
They put their price up andthere goes your profit.
Or they grow exponentially, andnow you're sharing the leads
with more people and you're ableto convert less.
You're very much at their whim,and so if you truly want to
(29:42):
have power in your business, youwant to own the relationship,
and so that's the other pointabout the kind of conversation.
Work that we teach is, mostpeople who are listening to this
will have been told try and betop of mind, like top of mind,
top of mind yeah top of mind isa very competitive place, like.
(30:09):
I mean, it's 6 30 am here, um,and I, if you ask me what are
three things you've thoughtabout today?
I've been up since four, but Iwould struggle to tell you
because my mind has thought ofmany things and it's thought of
many people, and so top of mindas a goal is about checking in,
(30:31):
following up, adding a littlevalue.
It's actually manipulative,like in my mind, um, but the
goal should be with yourconversations is to become
center of heart.
So, in other words, the realtor, that when you talk about
memories and they've sharedmemories with you, like if
someone shares a memory in reallife of the home they grew up in
(30:54):
, you should share the memory ofthe home you grew up in.
Now you have a connectionaround memories.
Your memories are heart-centric, aren't they?
It's a much better place to beand the heart is far more loyal
and far less competitive.
Like, if you ask me who are thethree most important people in
your life, I'm like gabriel rogepartner, right, it's easy,
(31:19):
right, sweet, done.
My kids, right, sweet, there'sno competition.
Any of you watching this call ifthey're in trouble, my kids are
in trouble and you need me,you'll have to wait.
Right, that's just the way itis and that's the kind of
positioning you want to have inthe minds of your sphere of
(31:42):
influence.
So they go.
Well, I'm not talking toso-and-so.
She's my realtor.
Why would I?
Oh no, I'm fine, I'm sorted.
I've got one who cares right,I've got the best.
That's where you want to be,because one, your life is so
rich.
And that's the other problemwith an ad buying model is you
(32:07):
get all sorts of people comingto you who you have to work with
, and we call that actually um,drinking poison when you work
with someone because they'll payyou but you would never have
them over in your house yeahlike, because you just are just
objectionable for you and soyou're giving me bills here.
Rowena Patton (32:32):
So the the all the programs in in the book and
I'm not selling the book, it'sfree.
On the app it's called listingroyalty, it's all free.
Yeah, um, out of that we'vedeveloped niches, and the reason
we've developed the niches isbecause I'm finding agents.
My whole pitch is get back towhy you started in real estate
to help people.
So, for example, senior living,cpo is all about helping
(32:55):
seniors.
Do you have an affinity forseniors and it's pouring people
to me.
Or do you work with a lot ofpeople who who are getting a
divorce?
Of course we all do.
Sadly, these days um, but youknow, I've done that, I know
that and I'm experienced withthat and I can help people in
that.
Or do you know people who arebuilding a new home?
It might be their dream homeand the first one they've ever
done.
(33:16):
So you're connecting withsomething that means something,
so it gives me chills when yousay center of heart rather than
center of front of mind, frontof heart front of heart or
center of heart center of heart.
So, jeff, what do your programslook like, like?
How do people um, you know?
Uh, you obviously don't.
You've got to put bacon on thetable too, but how does that?
(33:38):
Work with you.
What does that?
What does the ladder look like?
Geoff Talbot (33:41):
right, and so there are two main ways that we
work with people.
The first way is we have acommunity where we teach people
once a week one aspect of ourmodel and we do the work
together.
If you remember, at the start Isaid, and you agreed, that the
(34:01):
sexiest accent in the world mine.
You said mine, we agreed,though that even just listening
to that might give you chillswhich I've mentioned quite a few
times but it won't actuallychange the world for people
listening to it.
What changes your world is whenyou use your voice and your ears
and you form a strongconnection with other people.
(34:23):
So in our community, whichmeets once a week on a Zoom, we
do a little teaching, but thenwe set aside time for action.
So start conversations withthis group of people using this
method.
Organize your sphere ofinfluence this way.
Ask these particularco-creators for a meeting using
(34:50):
this formula, and we have justin the last month, added AI
tools to that so that people,for example, could take a
screenshot of their Facebookfriend list and pop it into our
AI tool, and it would give youquick ways to score your
contacts and then tell you theseare the people that you should
(35:10):
message for a co-creativeopportunity.
Send this message wow so the aitools are making it um, they're
integrated with our models, butthey you still have to think.
By the way, with ai, you stillhave to check where you have ai
models in kiwiland yes did youbring it with you from from los
angeles?
(35:31):
yeah, yeah, yeah, yeah, we'repretty backward, um, but the um,
the whole goal is to make itsuper easy for people to take
action.
I always tell people there'sonly one thing I can't do.
I can't come to your house andturn your Zoom on and get you to
hit send on a message.
(35:52):
But I can make it as easy aspossible and lower the
resistance as much as possibleso that you can take action.
And one of the ways that wehave found to do that with
people in real estate is let'sdo it together.
Let's do it now.
Let's give you feedback.
Let's share results together.
Let's do it now.
Let's give you feedback.
Let's share results.
That's what gets people results, and so we want to make action
(36:15):
super easy, and so our communitypeople join for a year.
It's pretty, um, affordable interms of uh, coachings, um, and
so that's number one way.
And then the other way is somepeople go I want to grow really
fast.
I want to implement your systemsuper quick.
Maybe you want to use your ownform of AI.
(36:35):
We can help you, and that's aninner circle type thing, and I
work with 12 people that way.
Yeah, and then other ways.
There's lots of little likeaffordable things for people.
Sometimes I'll teach a workshop, like one of our workshops that
we teach our sphere academy,that's our community.
Sometimes I'll go and I'llteach that to an office or a
(36:56):
group of people as well I loveit.
Rowena Patton (36:58):
Well, I'm sure you all agree that this is a
really great human being and wehaven't known each other for
that long, but I could just tellhe had something special about
him and I thought this would beso great in real estate.
And then jeff shared.
He works with so many realtorsand helps speak from the heart
rather than take your you knowrealtor hat off.
(37:20):
So if you want to get hold ofjeff, you know where to get hold
of him.
Thank you all for listeningtoday.
Any final words?
Jeff?
Geoff Talbot (37:28):
No, I just think, if you need anything today,
understand that what you need isonly ever one conversation away
, and to me, that gives me a lotof hope.
And so, wherever you are inlife, if you want a breakthrough
, if you want anything at all,it's just one conversation away.
So be brave, talk to people,make a difference.
Rowena Patton (37:53):
I love that.
You know, my mom used to say ifyou don't ask, you don't get.
If you don't ask, the answer isalways no, so how right?
Thank you, jeff, love you.
Geoff Talbot (38:02):
No problem, thank you.
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