November 11, 2025 • 55 mins
We’ve got a powerhouse guest joining us for our next Training — and trust me, you do not want to miss this one. Special Guest: Ali Garced
Ali is an absolute beast in the industry. In just 4 years, she’s closed nearly 200 transactions — all as a solo agent and without paying for a single lead 💥
A little about Ali:
🎖️ Former Special Agent for the Air Force Office of Special Investigations (think NCIS, but for the Air Force).
🏆 2x ICON Agent, ranking in the top 1.5% of 85,000+ agents in her brokerage.
📈 Attracted 100+ agents to her community — half through YouTube alone — without ever booking a call!
🎤 Host of The Agent Goldmine Podcast and Ali the Agent on YouTube.
🌟 Works for 5% commission as a buyer’s agent and still earns five-star reviews every time.
Ali will be pulling back the curtain on exactly how she built a thriving, referral-based business using social media attraction, authentic branding, and strategic storytelling — all while living across the country from her clients. This session will be packed with value for every agent who’s serious about building influence, income, and impact in 2025.
Ali is an absolute beast in the industry. In just 4 years, she’s closed nearly 200 transactions — all as a solo agent and without paying for a single lead 💥
A little about Ali:
🎖️ Former Special Agent for the Air Force Office of Special Investigations (think NCIS, but for the Air Force).
🏆 2x ICON Agent, ranking in the top 1.5% of 85,000+ agents in her brokerage.
📈 Attracted 100+ agents to her community — half through YouTube alone — without ever booking a call!
🎤 Host of The Agent Goldmine Podcast and Ali the Agent on YouTube.
🌟 Works for 5% commission as a buyer’s agent and still earns five-star reviews every time.
Ali will be pulling back the curtain on exactly how she built a thriving, referral-based business using social media attraction, authentic branding, and strategic storytelling — all while living across the country from her clients. This session will be packed with value for every agent who’s serious about building influence, income, and impact in 2025.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:05):
Hey, good afternoon. We are going to get started in
just a minute. Thank you for being on time. My
beautiful co host is not here yet, so soon as
she gets here, we will get this party started. So
stand by. Thank you all right, thank you back. It's
coach Randy Burna. I'm super excited to be here with
(00:26):
this training series today from Like a Boss Coaching, and
we've got the amazing talented ally here.
Speaker 2 (00:34):
Gar said, is that correct?
Speaker 3 (00:36):
Good job, ridy.
Speaker 2 (00:40):
Man.
Speaker 1 (00:40):
They throw some curveballs at me and I'm like, don't
even don't I'm not even going to mention their last name.
Speaker 2 (00:45):
But Gar said, nice to see you here. Plus here.
Speaker 1 (00:49):
So we've connected a couple of times, but we did
a call about a week ago and I was blown
away by your your energy and really your success. The
things that you're doing. I don't think many people are doing.
So I wanted to bring it to my people and
I really appreciate you being here to contribute. We've got,
you know about the next hour, we're going to go
over some of her strategies she's created. Literally, I'm going
(01:11):
to let her brag on herself a little bit. I'm
gonna ask her to brag on herself a little bit,
but she's created a huge business remotely basically. I mean,
this is the cloud based benefit from the XP, but
she's created a significant business without being in that geographical territory.
She's also creating a big organization. We're going to get
into that another call because I want to dig into
(01:31):
what she's doing primarily on YouTube. Right, Ali, that you're
doing to create business without a geographical boundary. That is
exciting to me. That stuff, you know, ramps me up.
So with no further ado, I'd love to invite Ali
to the show, Ali to the call, and you guys
are in for a real treat. So Ali, thank you
for being here, number one, Thank.
Speaker 4 (01:52):
You, Thank you for having me. And to those listening,
I actually just told Randy this. I got back last
night from exp's regional rally up in Canada in Alberta
and where I was the keynote speaker, and I taught
everything of what I'm about to teach you same slides.
So you're gonna get everything.
Speaker 2 (02:10):
A little more privately and more hands on.
Speaker 3 (02:15):
Yeah, yeah, so I I will.
Speaker 4 (02:17):
I'm gonna rip through these slides because there's a lot
of information. Get your phone out and keep them out
for like QR codes and stuff like that, and no
one will trying to get any emails. I'm not trying
to get anything like everything is here for you, open book.
Appreciate I'm thinking that the questions will be like at
the end.
Speaker 3 (02:33):
I don't know if there's like a way for people to.
Speaker 2 (02:34):
Yeah, yeah, last questions at the end.
Speaker 5 (02:36):
If anybody wants to do that, perfect cool, then let
me get it. So I'm going to mute and let
you just run the show. If you need me chime in.
But again, I appreciate you being here.
Speaker 1 (02:48):
I'm personally excited to see this information and share it
with everybody in the organization.
Speaker 3 (02:52):
Yeah.
Speaker 1 (02:53):
Yeah, bat to copies for you as well, obviously, So
whatever we can do.
Speaker 3 (02:57):
To help awesome.
Speaker 2 (02:58):
Thanks Ali cool.
Speaker 4 (03:00):
So, yeah, this is on how I have been running
my real estate business from across the country and even
from another one. So let's begin. My name is Ali
agar Said, and I was an Air Force active duty
officer for a decade. I worked in the special I
worked as a special Agent for the Air Force Office
(03:20):
of Special Investigations, which is NCIS, but for the Air
Force NCIS is for the Navy. I was miserable It
sounds super cool to say, working felony level crimes, traveling
all over the world, gone two hundred days out of
the year, but it was a lot, and I wanted
to leave. I wanted more autonomy over my life. I
wanted to do something for myself. And my wife at
(03:44):
the time said, or rather my wife at the time, said,
why don't you become a real estate agent? And I
was like, no, It's like, I'm not a bimbo. I
don't even own a pair of heels.
Speaker 3 (03:56):
I don't. I don't. I don't fit in with the
rest of these agents.
Speaker 4 (04:01):
And because that's not me, you can't see what I'm
wearing now, but like I wear sneakers, I wear backwards hats.
Speaker 3 (04:06):
Like that's not dressing up.
Speaker 2 (04:09):
You're not for my people, you're my people.
Speaker 3 (04:13):
Yeah.
Speaker 4 (04:13):
So but I was like, you know what, I'll humor
you anyway and I'll just look into it.
Speaker 3 (04:17):
I'll do some research. So I started.
Speaker 4 (04:18):
I started listening to a ton of podcasts, read a
lot of books, and that's when I realized that this
is an actual business. There's KPI to track, there's like funnels,
and I fell in love. So my first year as
a as a real estate agent was four years ago
and I closed twenty homes and that's when I realized, Okay,
I can I feel comfortable leaving the Air Force, leaving
(04:39):
the pension, leaving everything to go all in into this because
I made more as a real estate agent, as a
part time realisted agent, than I did ten years into
being a major in the Air Force. So I separated
and after that I doubled my production and since then
I have I now have one hundred and ten agents
in my organization. But today's chad is going to be
(05:02):
about production and life is good until my wife's dad
gets stage four cancer. They are from Minnesota. I sell
in Tucson, Arizona, and that's where I used to live.
So because my wife had retired, she was an Air
Force pilot, she retired and so we moved over to
Minnesota to be a family.
Speaker 3 (05:22):
And I was a little over a year.
Speaker 4 (05:24):
Into my business at this time, and I just thought,
how is my business going to survive? Like I'm just
getting started. Now I have to start over in a
whole new city with neighborhood names that I can't pronounce,
new street names.
Speaker 3 (05:39):
I have to use GPS to get around New timelines, laws, regulation,
and molsses.
Speaker 4 (05:44):
I'm gonna have to juggle too. It's like, well, I
guess that's what I'm gonna have to do. Like maybe,
up for now, I'll juggle both. I will stop taking
on new clients in Tucson and I will just start
fresh in Minnesota. Even though this is never this is
never going to be pert but at least you know,
that's what I thought. That's what my game plan was, right,
to service the remaining clients that I had in Tucson,
(06:06):
but to refer out the future clients while starting over
ground zero in Minneapolis. But then this happens. As I'm away.
I start paying my homegirl my homeboy, Like, hey, can
you do me a favor? Can I pay you fifty
bucks to just show this house to my clients? Can
I pay you one hundred and.
Speaker 3 (06:26):
Fifty bucks to sit there during inspections?
Speaker 4 (06:28):
Because in case you don't know, in the state of Arizona,
a license agent has to open the door, close the door,
and be there for inspections about the entirety of the inspired.
Speaker 3 (06:35):
We are the babysitters, So I can I pay you
one hundred.
Speaker 4 (06:38):
And fifty bucks to be there for the three hour
inspection period and people start saying yes, and I happily
paid them because I wasn't there. I couldn't be there,
and what I was doing was implementing a new system,
a new process, and I was saving time. So I
pay now forty bucks a showing, and I have a
(07:00):
friend of mine that do it, obviously a license agent,
and like in my community, or if exp like workplace
at the time, but now going to be the hub.
If if no one's available there, then I would use
somebody from a different brokerage, ask your MLS, ask your broker,
all the things. But in Arizona it's allowed. So I
use the app called show Me or Showami, however you
want to pronounce it. I use that and and I
(07:24):
started saving a ton of my time, and I started
telling my clients, By the way, Randy, when you start
looking at homes, my business partner Emilio is going to
be the one showing you homes. And if you're not
in the local area, my business partner Shelby is going
to be the one taking videos of inside the property,
outside the property, and the neighborhood. And we'll start a
(07:47):
group chat and that's where she'll send you all the
all the videos.
Speaker 3 (07:50):
How does that sound?
Speaker 4 (07:52):
And not once did clients ever say no, Alie, I
want you to be the one to open the door.
I want you to be the one at the closing table.
I want you to be there during inspections, because truth
be told, even if when I when I was sitting
in inspections, I'm not a home inspector. I can't talk
about the foundation legally. Legally I can't even talk about it.
(08:12):
Even if I knew about it, I still can't talk
about it. So what the heck is the point of
me being there? And that was a really big like
turn around in or like aha moment in my business
where I thought that the value I was giving was
being physically present with my clients, and that is not
the value that they're looking for. So after I started
(08:34):
implementing this, my business took off even more because I
was buying back my time. I saved twenty five hours
per client with the five to sometimes eight or nine
showings per client plus the inspection period plus the closing
And I used those twenty five hours that I got
back not just to sit on the couch. I spend
(08:56):
about five hours sitting on the couch and relaxing a
little bit. The other twenty I made more YouTube videos.
For the twenty hours that I was saving or buying back,
I could make at least three more videos. That's creating
the script, writing it out, recording it, and reviewing the edits.
And every three videos that I make on YouTube, I
(09:17):
get one more closing, not clients closing. So it was
I mean, it was a no brainer. I was like,
these this is now. I can just do this on
autopilot over and over again and my business can continue
to increase every single year.
Speaker 3 (09:32):
And that's when I realized clients.
Speaker 4 (09:33):
Don't even open the door, but I still wanted to
show up right, Like I still want to provide, like
almost overcompensate for being across the country. So this is
how my clients how I realize that my clients what
they're looking for communication duh, Like that's the reason why
agents are fired. That's the reason why agents don't go
(09:55):
with the same realtor to have them list their home.
Speaker 3 (09:58):
Then they use that realter like to buy the home.
It's staying in front of them.
Speaker 4 (10:03):
My own personal business motto is if a client asked
me a question, it's because I am falling behind, and.
Speaker 3 (10:09):
I didn't get ahead of it.
Speaker 4 (10:11):
Whenever a client asked me a question, I'm like, I
should have already answered that question. That shouldn't have even
been a question for you. I wanted to have squashed
it before, like I want no questions, And sometimes I
get transactions like that. Actually kind of a lot of time,
like fifty five percent, I would say, so good.
Speaker 2 (10:26):
So Ali, quick question.
Speaker 1 (10:28):
You know a lot of still feel they have to
sit at home inspections, sit at the title for an
hour and a half while I signed documents with title companies.
Speaker 2 (10:36):
You don't do any of that.
Speaker 4 (10:37):
Now I don't, I can't, I don't, and I get
a five star review every single time, Like the clients
are happy. So because clients want people that are they
want an agent that's knowledgeable, they want an agent that
communicates with them, that's a good negotiator. Then they want
the feeling that you have their back. So plus I
(10:59):
try to make it as fun of a transaction along
the way by educating them. Yeah, but also my personality
hence YouTube, which is how they even find out about
my personality.
Speaker 3 (11:12):
So now I have been an agent.
Speaker 4 (11:13):
For four years two years, were a two time Icon
in four years of me being an agent. The first
year I did not make it because I was still
part time and still traveling all over the world with
the military. And last year I did not make it
because I was moving across the country. And so I
closed between forty to forty to fifty homes a year.
Out of those closings, fifty percent of them are buyers
(11:36):
from my YouTube channel specifically for buyers, and the other
fifty percent of the closings are outbound referrals. And that's
mainly for my Instagram because remember I spent ten years
in the military. Majority of my following right now are
other military members that are pcsing and moving everywhere Butt Tucson,
So it was connections to DC, Alaska, San Antonio, like
(11:58):
everywhere Butt Tuson. And just so you know, my personal
goal is not to keep it fifty to fifty. I
want to do like eighty twenty eighty percent buyers from
YouTube with Tucson, as opposed to spending the same amount
of hours chasing down an outbound referral to an agent
that dropped the ball or a client that started ghosting,
And you know, I just don't have the control over it,
(12:19):
and I like having a control. The entire year of
twenty twenty five, up until last month, I had been
working for four percent on the buyer side, four percent
plus a five hundred and fifty dollars Transaction coordinator fee.
What a mouthful to say on a Zoom call that
this is my price. I follow a lot of Alex HERMOSI.
(12:41):
I'm not sure if anyone here also follows him. Drop
it on the comments in their chat.
Speaker 3 (12:44):
If you do.
Speaker 4 (12:45):
I paid for his uh like extra like add on
with his recent book promotion, and he said, if when
you're when you're on sales calls, if more than fifty
percent of the prospects say yes and pay you, it's
time to increase your prices. And I looked back at
my previous Zoom calls and every single person except for
(13:10):
one had said yes. I was like, wow, I should
have been increasing it even plus I was already at
four plus the five hundred and fifty dollars TC fee.
Speaker 2 (13:19):
On the buyer side.
Speaker 3 (13:21):
On the as a buyer agent.
Speaker 1 (13:22):
Listing side, that's an argument that it happens a lot,
but I've never heard this on the buyer side.
Speaker 4 (13:28):
On the listing side, I make more on the listing side.
I have a package of either five six or six
point five percent just for the listing side. So it's
like going to a nail salon here, select your package,
which one and if none of them, totally fine. There
are a ton of other great agents out there in Tucson.
We probably weren't going to be a good fit. But
again that that comes to the power of YouTube, where
like they want to work with you, not anybody else.
(13:52):
So it also got to the point too, where as
I was trying to when I thought I was going
to do business here in Minnesota, I don't like, I'm
gonna let my license laps. Don't send men Minunesota referrals.
I only work Tucson. I know that shit like the
back of my hand.
Speaker 1 (14:06):
But as I thought, I that's referrals to Tucson for
buyers and sellers.
Speaker 3 (14:11):
Correct, yes, yes, but you just.
Speaker 1 (14:13):
Mentioned, like in your in your sphere of people in
your YouTube and all that stuff. You send referrals elsewhere though, correct.
Speaker 4 (14:21):
Yeah, whenever I know of someone PC or moving somewhere
else and wanted to buy somewhere else.
Speaker 2 (14:26):
Yeah, okay, cool, Yeah.
Speaker 3 (14:28):
Usually they're only around air Force baces.
Speaker 4 (14:30):
Yeah, yep, a lot of Colorado, the Springs, never never Buckley, right,
So yeah, because of YouTube, I now also happened to
be the number eighteen agent attractor when it comes to
FLA's added in twenty twenty five in the US that
was that's a separate channel, right, but I'm one behind
(14:52):
Spring Ben Benson, as I pronounce the last name Ben
Benson Benson, that's crazy, Like I didn't. My My sponsor
is a who told me that was like, hey, do
you know that you're number eighteen in the country. And
I was like for what, I was like, no way again.
Power of YouTube and sharing your personality. This is one
of my favorite quotes, like by Naval Rabican, like a
(15:13):
thought leader philosopher, you are doing sales because you failed
at marketing. If if I had joined a team, or
if I had been forced a cold call, I would
have failed in this business.
Speaker 3 (15:25):
I would not have lasted. So it's really important.
Speaker 4 (15:29):
Like maybe YouTube doesn't resonate with you, but for others
that are listening, like if YouTube feels like, maybe that's
the right play for you. Instead of open houses, eating
up all every weekends, instead of cold calling, facing rejection
and being hung up on, try YouTube even if you're boring,
you don't need to be like you can just be
yourself and I'll get into that in a bit. So
(15:50):
I want to go through my step by step process
of my funnel.
Speaker 2 (15:54):
Right.
Speaker 4 (15:55):
So I'm obviously not in Arizona anymore, So I can't
do open houses and I would never. I cold called
for like one day and I cried, and I was like, no,
not for me, not really. I didn't cry, but it
was terrible. So long form content should allows you to
show your personality while educating. I'm a big fan of
long form content over short form content. This is tiring,
(16:17):
this is sustainable, at least for me. So the NAR
shows that only twenty five percent of agents even use YouTube,
and out of yeah, and out of those twenty five percent,
majority of what they do with their YouTube channel is
just slapping on some listing videos, low effort, the traditional
(16:37):
like sales and music. No face, no voice, no no personality.
So even though a quarter of the agents have YouTube,
they're not even using it to the extent that they
should or could be. So YouTube is not saturated because
even if every single agent had their own YouTube channel,
(16:58):
you are different, Your expertise is different, your background experience.
Speaker 3 (17:01):
Is different, theaground personality everything.
Speaker 4 (17:05):
Yeah, yeah, like big time and plus it's owned by Google.
So my experience when it comes to like real talk
the numbers. After I made thirty long form videos, that's
what I started getting about two to five leads a month. However,
in the beginning, there are shit leads.
Speaker 3 (17:26):
In the beginning.
Speaker 4 (17:26):
You're going to get renters if you're if your area
pays you for renters, great Tucson does not, Maybe they'll
pay fifteen dollars to find a renter. Like it's it's
I'm not going to work renters. So that's just like
the order of you getting clients or you're the people
that reach out to you from your YouTube channel, it's
what's going to happen.
Speaker 3 (17:45):
Don't get discouraged. Keep making videos.
Speaker 4 (17:48):
Then the next type of people that are going to
be reaching out to you are locals that are already
in in the area that don't plan on buying, don't
plan on selling, they just want somebody to talk to
because they're retired.
Speaker 3 (18:00):
Don't get discouraged.
Speaker 1 (18:02):
So land this out what the expectation is, because that's
where people get, you know, they get discouraged.
Speaker 4 (18:08):
Yeah, big time, Big time, and like it's it's you
have to have a big enough like bucket or portfolio
of videos in order for someone to see your channel
and say, oh wow, this person has been making a
lot of videos. They've been answering all of my questions,
and they're answering questions before I even realized that I
had them. As a question, I want Ali as my
(18:30):
real estate agent.
Speaker 3 (18:31):
So after that.
Speaker 4 (18:33):
Now I have over one hundred and sixty videos, but
about one hundred and ten of those are long videos.
Speaker 2 (18:38):
Long form videos you consider long form eight minutes, four minutes.
Speaker 4 (18:42):
Well, what I consider long form is anything over the
over one, which is considered the short.
Speaker 3 (18:46):
Right, it's either short or long.
Speaker 2 (18:48):
But and then three minutes now for YouTube shorts is
the max.
Speaker 4 (18:52):
Yeah, yeah, like anything anything horizontal is what I consider
long form. My typical videos, Yeah, my typical videos are
about twenty minutes.
Speaker 2 (19:02):
Awesome.
Speaker 4 (19:04):
So my experience, I personally work with clients that are relocating.
They're not in Tucson, they're not in Arizona, They've never
even set foot in the Southwest. My clients are are
military members, so a lot of them come from just
because of the way the Air Force works. A lot
of them come from Japan, their station Japan, and I
help them go move across the country, across the world. However,
(19:26):
if you wanted to work local people in your area,
for example, move up buyers, you can make an entire
channel just related to those that are already in your
city by answering the questions here on the top on
the right hand side, these are all titles that you
can do and create your channel around for move up buyers. Yeah,
(19:50):
and overall, it's like all about the words that you use.
So just make sure that whatever you put out, know
that you're going to get that back in return. If
you talk about this one specific neighbor hood that you
don't really want to work because it's actually kind of
far away, you're going to get that in return.
Speaker 3 (20:04):
Otherwise, don't put it out there in the interwhibs. So
being on camera, a lot of people are like, oh
my god, I don't like the way I look or
I don't like the way that I sound. I get
over it. Take a shot if you need to.
Speaker 4 (20:18):
Like when I first joined EXP, I was part of
a like a mentorship program, not not the mentor program,
but like a different side because of my upline anyway.
They challenge us to go live every single week for
twelve weeks by, and I was scared. I was like,
go live and talk about what like what? I maybe
(20:39):
would go live for like a minute and then I'm
done talking. I don't know what else to talk about.
But I went live and the challenge was for twelve weeks.
By week seven, I was good to go. I was like, Okay,
I can go on live and talk about anything. So
looking back now, had I not done it over a week,
had I gone live seven days in a row, I
could have saved myself six weeks week's worth of time
(21:00):
to make more videos and get more clients. So if
you're a camera shy, I challenge you to do the
same thing of what helped me, which is go live,
but this time go live every single day for at
least three minutes, seven days in a row.
Speaker 3 (21:13):
You're gonna get over it.
Speaker 2 (21:15):
I love it.
Speaker 1 (21:16):
One of the things I coach some of my clients
to have extreme reluctance is go live but keep it private,
so you could go live but have it actually not
go to an audience. It's just so you can go
back and watch it. You can get comfortable with how
to go live and what the timing on the phone
is and stuff.
Speaker 2 (21:32):
But I think what you're saying is brilliant.
Speaker 3 (21:35):
Yeah, yeah, I liked well.
Speaker 4 (21:37):
I like the feedback that I got when I was
live too. You know it was like a couple of
friends here they're like, oh, you're doing a good job,
and like that was.
Speaker 3 (21:42):
Enough for me. It's like, okay, yeah, job. So I
kind of needed that like feedback, right, And.
Speaker 4 (21:49):
As you're recording yourself, very very important that with YouTube
you want to script the first sentence, maybe even two sentences,
because YouTube is huge on making sure that your video
matches what the title is and matches what the thumbnail is.
There's nothing worse than you clicking on a YouTube video.
Speaker 3 (22:11):
We've all done it.
Speaker 4 (22:12):
We've clicked on a YouTube video because the title was
going to answer a question and the thumbnail was like, oh,
this is definitely this is the video. It's going to
answer my question of how to get how to get
back into my locked iPhone, you know, like how.
Speaker 3 (22:23):
To make this one chicken noodle soup.
Speaker 4 (22:25):
And you click on it and they start talking about
their background, they're there, everything else but the freaking answer
that you want.
Speaker 3 (22:33):
So the first two sentences.
Speaker 4 (22:35):
Make sure that you are repeating, you're you're pretty much
laying down your You're assuaging the audience.
Speaker 3 (22:42):
Saying, don't worry. You clicked on the right video.
Speaker 4 (22:45):
I will be answering your question, and you want to
get to it right away. Other important YouTube findings that
I have found you do. By the way, this is
my channel. Do not subscribe. I do not subscribe to
this chain. Never subscribe to a channel that you're not
actually going to be getting benefit from.
Speaker 3 (23:04):
I have another channel.
Speaker 4 (23:05):
That you can subscribe to, because that's about how to
make your YouTube channel, how to build your business.
Speaker 3 (23:11):
Don't subscribe to this one.
Speaker 4 (23:12):
I'm only showing you this photo because I have one
thousand subs, twelve hundred subs. That alone is all I
need to close twenty five deals a year at five percent,
Like you don't need a lot, and maybe a thousand
sounds like a lot to you. It took I mean,
it took four three years of me doing this to
get there. But when you look at others, so who
(23:37):
I'm curious who went to ex pecon Put it in
the chat below. If you went to ex peacon. Also
put in the chat if you happen to go to
my breakout. It was at X camp. I shared the
stage with Katie Spaniac. Spaniac I think is how you
pronounced her last name. She's with xp ella, big audience
on her YouTube channel, seventy thousand subscribe seven zero seventy
(24:02):
and so I was like stoke to.
Speaker 3 (24:04):
Share the stage with her. I was like, oh my god,
I'm gonna learn so much from her.
Speaker 4 (24:06):
I follow her on Instagram, are on YouTube, and we
shared the same message. You know, we just met that
right then and there in case you guys know what
X camp is like it it's the best part of
the xpeak on.
Speaker 3 (24:18):
But so I shared the stage.
Speaker 4 (24:20):
With her, and she shared that when she took off
on YouTube and started getting a ton of subscribers, her
business went down. And that was because so we shared
the same message. Our message is the number of subscribers
doesn't freaking matter. I have a thousand and I think
I closed more deals than she did because in her
YouTube channel she never specified where she works. Her videos
(24:43):
went viral The best paint colors to sell your house
for most the she does listing sides all of her
videos just so many views, and yet no one knows
that she works the suburbs of Chicago. No one, So
we shared the same message of subscribers does matter, views
don't matter. It just matters if you answer their question
and you tell them exactly what to do at the
(25:05):
end of the video. So that's the only reason why
I share this. Also, my title PCs at Davis month In,
a lot of people are like, what the hell letters
or those what are you talking about? This clearly only
talks to my avatar. Only military people know what PCs is.
You know, Davis month In. What the heck is that?
That's the Air Force base and tuson. So I am
(25:28):
I want to be so obvious that I am the
agent for military members that are moving and relocating to Tucson.
Speaker 3 (25:34):
I want it to be a no brainer.
Speaker 4 (25:36):
I don't want it to be like, oh, I work
this and then also I work military, and then also
I work blah blah blah.
Speaker 3 (25:41):
No, I work you. Wow, that's it.
Speaker 2 (25:44):
So separate YouTube channels for that avatar if you will.
Speaker 4 (25:48):
This is my one YouTube channel for buyers, Okay, And
that's it. I mean. So another thing too that I
found is I can make it as specific as possible
for military military will then also work for me to
their friends who are not military, like I will end
up working others. I just want to be the obvious
choice for that one sector.
Speaker 2 (26:06):
I love it, and it's clearly working very well for you.
Speaker 1 (26:09):
So if you had another business in Minnesota, just say
you decided to build a team in Minnesota, you'd make
a separate YouTube page that's specific to that geographical area
and not try to blend the two PCs and Minnesota.
Speaker 3 (26:23):
One hundred percent, yes, yep, yep.
Speaker 4 (26:26):
And if I wanted to create a different channel for
sellers in twos on Arizona, that that's a different channel
because it's.
Speaker 1 (26:32):
A different Ada channel. That doesn't mean another YouTube account,
it's just a channel within your overall YouTube account.
Speaker 2 (26:39):
Is that accurate?
Speaker 4 (26:40):
Yeah, that's right, that's right. So fifty percent of my
closings are from YouTube. And the clients wait until I'm ready,
Like they have access to my calendar, and I could
I block off days, you know, like all of last
week and I've been traveling to Miami and traveling to
Canada for the regional rally, and.
Speaker 3 (26:55):
Like, people wait because they want to work with you.
Speaker 4 (26:59):
So and another thing is don't ever share your YouTube
channel ever, not your mom, not your sister, not not anybody.
YouTube has so much freaking money that they pump into
their own algorithm. They they know how to push your
video out way more than you know how to push
your own video out. So let YouTube do its thing
and don't tell anyone you even have a channel. Don't
(27:22):
let people subscribe to your shit. Yeah because YouTube.
Speaker 2 (27:25):
This is awesome. This is the first time I've heard that,
but it makes sense. Yeah.
Speaker 4 (27:30):
Yeah, because YouTube will see who clicks in, who clicks out,
who watches another video from the same creator back to back.
Speaker 3 (27:39):
That's what you want. And your mom is not gonna
watch your your video back to back in length, we know,
without skipping around. So another lesson learned loved.
Speaker 2 (27:49):
She's not helping us.
Speaker 3 (27:50):
Yeah.
Speaker 4 (27:51):
Yeah, And even if she did, even if she watched
all of your videos, she doesn't take any action, right
Like she she's not going to ask the questions, and
so YouTube will then see what else is your mom
looking at?
Speaker 3 (28:05):
Oh? She also likes.
Speaker 4 (28:07):
Recipes in about how to make pumpkin soup. She also
likes a lot of New Hampshire for some reason, what's
going on in New Hampshire? And then YouTube gets confused
do we push us out for Tucson, or do we
push us out for the mom the raving fan of
New Hampshire.
Speaker 3 (28:21):
And so don't do that make it so obvious that YouTube.
Let YouTube do its thing.
Speaker 4 (28:26):
Let go let you do The other lesson learned is
don't edit your videos. You are not an editor, just
like you would not get your photography license to take
photos of your listings, just like you're not gonna be
doing your own paperwork because you have a TC. Hopefully
you're a negotiator. You're a person. You're a people person.
You're not an editor. So let someone else do that.
I'll tell you exactly how to find a good editor too.
(28:49):
The other, the last important finding is funnel. I put
my phone number out there in the beginning. I put
my email out there in the beginning.
Speaker 3 (28:55):
I don't know why. I never check email ever, ever,
ever check email. My VA does that. Now.
Speaker 4 (29:00):
Lesson learned is I have Callen Lee and I will
share with you my exact script. But I tell in
the I tell people in the video the only way
to book a call with me is to schedule a
call with the link in the description. That's the only way.
Here's some homer for you guys. These top four are
my top performing videos on my channel. And even though
(29:22):
they these may not be the most converting videos, this
is what I call like feeder videos, right, so these
are the highest viewed. They answer very general type questions.
I cover a lot, super beefy, a lot of research
that went into these, and these are are what causes
people to even find my channel and then watch other
(29:42):
videos in my channel, which I consider which I call
my conversion videos. These four videos you can make every
six months. The whole thing of YouTube is you have
to be repeating yourself. You have to be okay with
repeating yourself over and over again because you have to
make sure that each video can stand alone. If somebody's
only going to watch one video, you want to make
(30:04):
sure that everything is out there. So you have to
be comfortable with repeating yourself as opposed to saying, oh,
I already answered this in the other video.
Speaker 3 (30:11):
They probably didn't watch it yet, so say it again.
Speaker 4 (30:15):
This is my full list of videos in the QR
code over here, twenty twenty twenty videos plus a ton
of hooks and a lot of beefy shit. On the
left hand side. These are what I consider my more
so conversion type videos. So the reason when I when
I ask people, the buyers that book a call with me,
(30:35):
what about my channel surprised you or helped you? Like
why me? Which I'll get into this later. Sometimes they
say specific videos and these are the videos that have
helped them. Honestly a lot of them are the negative
videos because real estate agents are too scared to talk
shit about the city that they live in. Every city
has issues. Talk about it, of course in like a
(30:56):
non seering way. Ask your broker, and.
Speaker 2 (31:01):
I freaking love you. It's exactly true.
Speaker 3 (31:04):
Though, So to further, we're out on the.
Speaker 2 (31:08):
Call for like five minutes, I'm like, all right, I
love you. When can we do something together on the
YouTube and stuff? So thank you again for being here?
Speaker 3 (31:16):
Oh my god? Of course of course. So how long
should the video be?
Speaker 4 (31:20):
Uh, it's not really a minute type of question, it's
a value type of question. It's how short of a
video can you make it that has so much freaking
value that as soon as the value ends you cut it.
Speaker 3 (31:32):
That's how long the video should be. It could it
could be thirty five, it could be forty five minutes.
If you're doing a map tour, of every single neighborhood
in Tucson, or it could be six. But if the
value is there, for if you don't delay getting to
the value, get into the value right away, do the
whole thing, and then do the call to action at
the end. That's that's all you need.
Speaker 4 (31:52):
The reason of this photo over here is because who
here has looked up that chicken soup you know, recipe
that you want to make, And the first thing, the
whole page's worth, is talking about their grandmother in the
mountains of Italy and how she first found her long
lost love and now she makes the perfect pumpkin soup.
Speaker 3 (32:09):
We don't care. I want, I want the ingredients. Give
me the ingredients, you know.
Speaker 4 (32:14):
Then if I like it, then I'll decide to read
about your grandmother's long lost love.
Speaker 2 (32:18):
I don't care.
Speaker 3 (32:19):
So okay, the how should each video be so in
the beginning is the hook.
Speaker 4 (32:25):
Like I said before, script the first sentence, the first
two sentences. Make sure you don't say any ums aws, pauses.
Just be punchy. You want to hook people in. And
of course you want to be saying pretty much pretty
much we're gonna be saying.
Speaker 3 (32:39):
Is you click on the right video don't click away.
Speaker 4 (32:42):
Then you're gonna be delivering the value value value value,
answering all the questions that your clients have ever given
you related to that topic, and insert some stories because
you want to show your personality too. You want to smile,
you want to laugh, you wanna laugh at yourself. And
then only about halfway through the video do I do
what I call a soft call to action. And by
(33:03):
the soft call to action, it's like a subtle, subtle
call to action. That's when I introduce myself. I never
introduced myself in the beginning of my videos anymore.
Speaker 3 (33:11):
I have not earned the right to do so.
Speaker 4 (33:13):
Yet nobody gives a shit, so I only mention that, oh,
by halfway through the video. By the way, I'm Ali Garsett,
I'm a real estate agent.
Speaker 2 (33:20):
I also, oh.
Speaker 4 (33:23):
By the way, I've been rambling on forever. The military
also forced me to move here. But I like some
parts of Tucson, and now I'm a real est agent,
and I do these videos because for you anyway, carrying on,
and that's my soft call to action. I said I'm
just like you, and I said I'm a real estate agent.
I did not say work with me. The hard call
(33:44):
to action is at the very very very end, after
you have delivered all the value, if people are still around,
which the right person will be the people that have
stuck around to the very end of your video. They
like you, so sell them and say this. So the
red here is my soft call to action. It's my introduction. Hey,
(34:06):
by the way, I'm just like you, and I'm a
real estate agent. And the final call to action, or
the hard call to action, is in blue below. This
is where I say, once you know, no you are
moving to Tucson, not if you think that you want
to buy in Tucson. No, once you know you're getting
orders to Davis monthan Air Force base, book a call
with me.
Speaker 3 (34:26):
The only way to do so.
Speaker 4 (34:28):
Is to click on the link in the description below.
Make sure you and all buying parties are there, including
your spouse. Otherwise I will have to reschedule. And I
tell them, like I'm already like laying down the law
right that it's going to take you to my calendar.
You can book a time whatever works best for you
in all buying parties, and I look forward to seeing
you there. However, if you don't yet know if Tucson
(34:51):
is for you.
Speaker 3 (34:52):
That's totally cool.
Speaker 4 (34:52):
I have so many other videos on my channel, like
this one over here and I'll see you there.
Speaker 3 (34:57):
So that's it. I essentially give like them two options.
Speaker 4 (35:00):
One if they're hot, if they're ready, then book a
call and I because I want to talk to you.
If not, if they're kind of like, oh, Tucson or
Phoenix or California or I don't know, totally fine, just
do some more of your own research. I've already done
the videos for you. So that's my two for there.
And I point on the screen because on the in
the YouTube studio, you can attach to their video of
(35:21):
where you want the traffic to go.
Speaker 3 (35:23):
And that is what YouTube likes. Oh wow, they stuck.
Speaker 4 (35:25):
Around to the end of the video and then they
clicked a video on her page. That creator must be
answering something of value to them. Let's throw some ads
in front of it. That's what eventually gets you paid
on YouTube. By the way, it's not much. It's like
a stake dinner every day.
Speaker 3 (35:39):
Cool, whoop the doo. I'd rather have five percent.
Speaker 2 (35:42):
So then.
Speaker 3 (35:44):
YouTube description, I don't overthink this.
Speaker 4 (35:48):
I kind of restate the title and what I used
to like, throw all five thousand characters on there and
like make it super beefy and keywords and blah blah.
I just I'm keeping this part simple. Now, I restate
the title. This is what I learned, this is what
I'm teaching you. And if you're a buyer, book here.
If you're a seller, because sometimes I do get sellers
from my buyer channel. If you're a seller, book here,
(36:09):
well that's it. And then some like other of my
most popular videos, the funnel, I use calen Lee. There
are a lot of other options aside from calen Lee.
Callenly is just like one that I got started with earlier, earlier,
since like one hundred and fifty bucks a year, it's
an absolute no brainer. The QR code over here gives
you the exact questions of what I ask the buyers.
(36:32):
So the QR code is what my buyer's book with me.
I'm giving this to you. Calendly allows ten questions, and
I ask all ten questions. This is part of my
qualifying process. I've never had somebody book a call that
didn't answer the questions. Again, it's like it's it's how
bad do they want to buy a house? And how
(36:54):
bad do they want to work with me. So happy
to give this to you.
Speaker 3 (37:00):
You you can copy and paste all of it as
long as the numbers aligne with callum Lee.
Speaker 4 (37:04):
I also set up a as many alerts as possible.
I believe they give you three. I set this up
like a long time ago, set it and forget. It
works every time. I think it's an upon. Once they
booked the call, they get a text in an email,
and I get a text in an email.
Speaker 3 (37:21):
Twenty four hours ahead of the.
Speaker 4 (37:24):
Meeting they get they get a text and an email,
and I get a text. And then two hours before
the meeting they get a text. I get a text
out of I don't even know how many people I've
met with, but I actually no, probably I've sold almost
two hundred homes in four years I've only ever had.
Speaker 2 (37:42):
And you've been in business twenty years.
Speaker 3 (37:44):
Right, my four years of being an agent.
Speaker 2 (37:47):
That's so crazy. Four years of being an agent, you
sold two hundred.
Speaker 3 (37:50):
Homes almost almost home.
Speaker 2 (37:53):
Almost two hundred homes soon to be two hundred homes.
Speaker 3 (37:56):
Yeah, oh definitely.
Speaker 4 (37:58):
And I've only been stood up one time, only been
stood up one time, and I think that's because of Callmly.
Speaker 1 (38:06):
Yeah, one time one time, and all those went through
some kind of funnel like this.
Speaker 3 (38:11):
All them went through.
Speaker 2 (38:12):
Yeah, whoa. So then once big statements, big numbers, Yeah.
Speaker 3 (38:18):
It feels good, Like I love that. So I'm like
shouting this from the rooftops.
Speaker 4 (38:22):
I'm like, you can take a vacation, you can take
a three month on vacation and your business can grow.
Speaker 2 (38:26):
You're You're definitely a giver, so we appreciate you.
Speaker 3 (38:30):
I appreciate that. In return, just follow me on Instagram.
Speaker 2 (38:33):
Yea.
Speaker 4 (38:34):
So then so, so I give this out to the
buyers they're answering the question. Once I receive the the
answers I have, I have one zapp that I had
my friends do for me because I'm not really good
with like zapp or zappire. But then the zapp goes
into my Google calendar. I get all the questions and
then they also get added as a as a lead.
Speaker 3 (38:56):
On my Bold trail.
Speaker 4 (38:57):
So once I get the answers, then I add the
I fill out my transaction coordinators paperwork for the buyer
broker agreement. I add their full names, I add their
phone number, their email, I add my my compensation and
the additional comments for that I do for every single buyer,
and I give it to Judith my TC for her
(39:18):
to start the paperwork. By the way, in a lot
of states, you know, tcs say that they do contract
to clothes. Arizona did too, and I was like, no, no, no,
I don't want to do any paperwork. How much more
can I pay you all of the paperwork? And this
one said one hundred bucks more and I was like done, done, easy.
Speaker 3 (39:37):
Yeah.
Speaker 4 (39:37):
So so she sends she fills it out because I
don't even know how to find the buyer broker agreement
skyslope never han't logged it in a long time.
Speaker 3 (39:45):
So then she sends it to me.
Speaker 4 (39:46):
I don't yet sign it because once I sign it,
then it goes to the buyers and I haven't met
them yet, so I keep it in my inbox. I
just make sure that it's ready to go, and then
I only sign it once we're actually on the zoom call,
like in the middle of the zoom call.
Speaker 2 (39:59):
Say that over again. I think that was a really
powerful statement.
Speaker 4 (40:04):
So I have my TC fill out the entire buyer
broker agreement from the information that I that I got
in my Calendly, she sends it to me I make
sure that the name is correct, the phone nubers correct,
the timeframe, my compensation, the additional comments which I'll get
into in a bit at the bottom there, like cancelation
fee and or a retainer fee, which I do, and
then I make sure I hold it in my inbox.
Speaker 2 (40:26):
Cancelation fee with a buyer. Yes, you're an alien, I
love this. I love this.
Speaker 3 (40:35):
Yeah, that's new.
Speaker 2 (40:37):
Try to disrupt you there.
Speaker 4 (40:39):
No, you're good, You're good. So then I hold it
in my inbox. And then only once in the middle
of my call with the buyers, which is over zoom.
Obviously I'm not in Tucson. That is when I will
go back to Judas email. I'll sign it. It sends
it to their inbox, and I say, great, I've sent
you three emails. One of them is the buyer broker agreement,
and that's when I go into all that. Sometimes they
(41:00):
sign it right there, sometimes they don't, sometimes about fifty
to fifty. Sometimes we'll sign it like the next day
or two days later.
Speaker 3 (41:06):
Totally fine.
Speaker 4 (41:07):
On my side, I keep their contacts in my phone
with a yellow dot before their name, so that way
I know they were not yet in agreement. Once they
have signed the listing agreement or the buyer berger agreement.
That yellow dot turns into a green dot and they
get pinned to the top of my iPhone, so that
way they come first. Green comes first. Everyone else is yellow,
(41:29):
or past clients is purple. Just my own thing that
I do on my phone. This is the same slide
as previously, but on the right hand side. I wanted
to show you two things out of the questions of
why I ask these questions. The first one is that
out of curiosity, how many of my YouTube videos have
you watched? I have found that if they have watched
a lot of them, a lot of them, say eight,
that's been my average, or at least what people are
(41:50):
telling me. I can't prove it, but eight videos, and
it's like a good transaction.
Speaker 3 (41:56):
I love them. We become friends like.
Speaker 4 (41:57):
It's it's it's nice, lovely. If it's anything less than five,
I will text them.
Speaker 3 (42:05):
Depending on the rest of their answers to their questions,
I'll get a sense of what they're looking for.
Speaker 4 (42:09):
I will text them because I have their number because
of Calendly. I'll tek some both in the group chat
and I'll say, hey, I think these video these two
extra videos will help you in your in your process.
That's the only time I shared my YouTube videos because
they already came to me from YouTube. So I'll share
my YouTube videos. I think these videos in case you
haven't watched them, and if they have watched them, I'll
send them other videos.
Speaker 3 (42:27):
I want to get that number up. I want them
to love me.
Speaker 1 (42:30):
I don't want them to think of me adding value
to the equity of the relationship through that process.
Speaker 4 (42:36):
Yeah, yeah, exactly. And then the other thing is the
price range. This is a subtlety of laying expectations. I
used to get a zoom call saying or from buyers
saying that they wanted to buy a property.
Speaker 3 (42:49):
Three bed or four bed, three bath hoals with a
pool in the backyard for two hundred k and Tucson.
That's not happening.
Speaker 4 (42:54):
So like I'm telling them here, if you want less
than two hundred k, you're getting land, you're getting an apartment.
H If you want a house at the pool, that's
five hundred to seven hundred K. So I'm like, that's
just like a subtle way of saying, Okay, great, so
you want to house with the pool, we're looking at
five hundred plus easy.
Speaker 2 (43:09):
Over a million casida for me.
Speaker 3 (43:12):
Yeah.
Speaker 4 (43:15):
And then so presentation, uh, the actual buyer broker. I
it's all about the tone, right, So like we jump
at the buyer broker call. I bring my fucking energy
because I want the energy to match what they have
seen on YouTube, and I have just been bringing an
extra energy. Plus it makes me feel good afterwards too,
so I'm like, ready, what's up, dude, It's so good
(43:35):
to meet you. I'm excited to work with you. That's
my opening line every single time. And they're like, whoa,
she's excited to work with me. Like, I'm already like
establishing that we are working together. So then after some rapport,
after I get the spouse involved, because sometimes the spouse
is a little shy, I want them to talk. Then
I say okay. Usually take these calls. This call in
(43:56):
three parts. The first part is going over the questions
you answered. I want to make sure nothing changed. I
want to make sure I know exactly what you're looking for,
because I don't want to be sending you shit homes.
The second part is going over the Tucson market today.
You may not buy right now, but at least I'll
tell you what where we're at in today's market. And
then the third part is going over the next steps,
(44:17):
how to work with me, how the money flows and
all that sound.
Speaker 3 (44:20):
Good and they're like yeah.
Speaker 4 (44:22):
So then a little bit further into parts one and two.
The first part, when I'm going over what they're looking for,
I have my bold trail up and I'm sharing my screen,
so I'm sharing with them how many homes like, how
first of all, how easy it is for me to
just switch the filters, and then also at the end
we can both see together how many homes actually like
(44:44):
meet their criteria, and usually it's like a huge number,
like two hundred homes, three hundred homes, And this is
how I say it. I'm like, oh, wow, okay, right
now we.
Speaker 3 (44:52):
Have three hundred and fifty five homes available.
Speaker 4 (44:56):
So my goal is to narrow that down, because I
doubt that you want to see three hundred and fifty
five homes. I have found in my past buyer client
experience that they typically once they know exactly what they're
looking for, they're typically looking for like between five to
seven homes that truly meet their criteria. So that's my
goal for you, and then I just move on to
(45:16):
the next part. Well, well, then I'll try to I'll
try to filter it even more right there on the spot, like, so,
let's try to narrow this down a little bit. And
again I'm sharing my screen. Do two stories matter to you?
Do you need one story? What about xyz? What about xyze?
So I shave it off some more, and then I
signed it to them as homework, like, hey, think about
this more.
Speaker 3 (45:32):
Let's start.
Speaker 4 (45:33):
Let's start narrowing this down significantly more. And maybe we
can't narrow it down yet because you're not here in Tucson.
So instead watch my other videos of Veil Arizona and
Marana Arizona and Sawaditha, Arizona and all the different suburbs.
You can get a sense of maybe what area you
want to get you want to move to.
Speaker 3 (45:49):
Instead.
Speaker 4 (45:50):
Part two of the call is I tell them I
go over two data points, nothing crazy unless they are
an engineer type. Then I'll do more research. And again
you can tell a lot by the way that they
answer questions. Majority of the time people, or at least
my clients, are not engineers.
Speaker 3 (46:07):
Soll I go over.
Speaker 4 (46:09):
The days on market for the type of property they're
looking for, and the area where they're looking and the
price point, so a specific days on market and the
list to sell list to sales ratio that percentage. So
I go over those two numbers with them, say so
I say, right now, homes are sitting for sixty five
The type of home you're looking for is sitting for
(46:30):
around sixty five days in the market, and so it
is a it's a buyer's market, but it's nothing. It's
not a crazy buyer's market. Right now, sellers are expecting
to get ninety five percent of what they list at.
That's what they're expecting to get when they sell. So
it's great for buyers right now, but it's not like
two thousand and eight where homes are fifty percent off.
(46:53):
That in blue is what I used to say, and
I used to stop it there. Now I added this
purple line the last couple of months, so drive it
in in even further because I want to be.
Speaker 3 (47:03):
Super super specific.
Speaker 4 (47:05):
So I'll look at their price of what they're looking for,
because they've already told me that, so that I added
this purple line. So if you're looking at a home
that's a four hundred thousand dollars, five percent off means
that we're likely going to be getting it at around
three hundred and eighty, right, So we're not gonna be
placing offers at like forty k below square. We're placing
offers at like five ten fifteen. And that's only once
(47:25):
we've hit the days on market, if it's.
Speaker 3 (47:27):
Anything before that. If we're only thirty days on market,
we're not going to be getting thirty k off you know,
like you know what I mean. And they're just like, oh, okay, I.
Speaker 5 (47:35):
Get it with you A good expectation set, yeah, big time.
Speaker 4 (47:40):
So that's where I'm like, that's just it's not the
market that we're in. Part three of the call is
I explain the truth of what I wish that I
had when I was buying because I started as an investor.
I own like fourteen fourteen fourteen units right now, seven properties,
some suns, yeah, and I had no idea who was
(48:02):
getting paid, when, who is getting kickbacks?
Speaker 3 (48:04):
Who is like who's out to get me?
Speaker 4 (48:06):
So I try to again like let them know is
super transparently where the money flows, and I tell them
like I wish that I had known this, but I
was too Honestly, I was too scared to ask when
I was investing. That is like sign paperwork and I
didn't really know what I was signing, and I never
want to do that with my clients. So I want
to explain to you how the money flows right now.
(48:27):
And then I get into the nar stuff, the LAWSUO.
I'm like, have you heard of them? The lawsuit happening
a couple of years ago?
Speaker 3 (48:32):
They're like no. I'm like, okay, great, this is gonna
be fun. So I tell them how.
Speaker 4 (48:38):
I get paid, that I only get paid at the
very very end of the transaction. Only if we close
in a house do I get paid. And I want
to share with you how the money flows now. So
right now, the sellers are paying for majority of my fee,
which my fee is five percent of the purchase price,
and sellers are paying for three percent of the purchase price.
(48:59):
Plus in today's mark, they're paying for a lot of
your closing costs. So sometimes that would mean like you
would be paying about the difference of maybe like one
percent maybe two percent.
Speaker 3 (49:09):
Toward my fee.
Speaker 4 (49:10):
But either way, whatever it is, you will know exactly
how much that amount is before we go under contract.
That's my promise to you, And that alone has been
extremely helpful to my buyers where they feel comfortable. They
just want to know they're not getting bamboozled, you know,
and there is no bamboosling, Like I want them to
know exactly how much I charge, where the money is
(49:31):
flowing when I get paid, because buyers don't know, and
I feel like a lot of agents are scared to
lean into that, like dude, I'm working for free until
we close. And now that's also where I cover my
cancelation fee, which I think is is this next one?
Speaker 3 (49:46):
Oh no, it's one after that. I'll go into it
in a bit.
Speaker 4 (49:48):
So I tell them you're gonna have three emails in
your inbox. The first one is the is educational. I
give you the contract, the sales contract, so that you
can get a sense of what that looks like. I
give you check your spam for the homes on the market,
and uh, before you before you look, before you show
(50:11):
any homes or give me any homes that you're interested
in seeing, make sure that you've done these three things.
You looked up the crime maps, you virtually walked the neighborhood,
and you looked up the school district.
Speaker 3 (50:21):
If that's important to you.
Speaker 4 (50:22):
If those three are a go, then put it in
in the group chat and we'll get the lender on
it to run numbers for you. And once you find
a property, then I'll have my business partner Emilio, go
to the property, take videos of inside, outside, and the neighborhood.
And that's when you can decide if you want to
UH to go further. The QR code on the right side.
(50:43):
Here is my exact job description of how I hire
an editor. I give them a sample. I say here,
here's a video, here's my b roll. Create a one
minute unpaid sample because they can say that they are
that they are the best in the world, and sometimes
they're not. And then and the bottom, here is the
actual camera that I have. It's an Amazon link. I'm
(51:06):
not making I'm not making money off fit budget. I
share expenses with a lender for them to get the
first app. Bat simple as that. So talk to your lender.
A lot of times they have a bigger budget than
you do. I just realize I'm I'm cutting into time here.
Retainer fee. I have a two thousand dollars retainer fee
(51:27):
when working with investors.
Speaker 2 (51:28):
Own as you're good.
Speaker 3 (51:30):
Okay, I have a meeting. Actually worries you're good.
Speaker 4 (51:34):
So only with investors do I have a retainer fee,
and so you get paid upfront, and it's at least
some buy in, right, some skin in the game from investors.
I mainly charges because I don't really like working with investors,
despite being one myself. Actually probably because I am one myself,
and I do have a cancelation fee. So I make
this very very clear. The more transparent you can be upfront,
(51:56):
the more your clients appreciate that. So I tell them
only after inspections, only after we get the appraisal back,
So think like a couple of days before closing. That
is when the cancelation fee is going to go into
effect of ten thousand dollars. Because remember we've probably worked
with each other for like months at that point. My
TC has done a lot of work, my team has
done a lot of work, and I do want to
(52:16):
get paid for my time.
Speaker 2 (52:18):
And they say, just these contingencies. This is one of
those contingencies.
Speaker 4 (52:22):
Basically, yeah, right, yeah, this is this is after everything,
like if the only if, if you just get cold feet,
I'm getting I'm getting paid, right, and then I do
one year buyer brokers. I don't do single property showings.
I don't even I don't do that. Yeah cool, okay,
Actually this was good timing. So enclosing, I moved because
(52:42):
of personal reasons, but this made me realize that I
can work from freaking anywhere, and so can you. So
take the month long vacation. And in fact, I'm going
to Thailand this December. So if you want to go, baby,
let's go.
Speaker 2 (52:55):
I want to go.
Speaker 3 (52:56):
Let's do it. And that's it.
Speaker 2 (52:59):
You can.
Speaker 3 (53:00):
I'm me on YouTube.
Speaker 2 (53:00):
There you rock.
Speaker 1 (53:01):
So give a plug for your coaching because I told
you I want you to do that. You are like, no,
it's okay. I want to contribute, but I want.
Speaker 2 (53:07):
You to put a plug in for your coaching and
you do some amazing things.
Speaker 3 (53:12):
I appreciate that.
Speaker 2 (53:12):
Yeah.
Speaker 4 (53:13):
Yeah, so I work with a select few. It's expensive.
Speaker 3 (53:17):
I work with a select few of those that want
that know that YouTube is going to be what they want.
Speaker 4 (53:22):
To do to get clients. Because although you can charge
a premium, if.
Speaker 3 (53:26):
So, then I work six months. We do twenty videos
for you.
Speaker 4 (53:31):
Edited scripting, unlimited revisions, and that way, all you have
to do is just record the video and upload it.
Speaker 3 (53:39):
That's it.
Speaker 4 (53:40):
And then just like and obviously follow our funnel like
the Calendarly this the shit that works, so you're gonna
have to pay for that too, but it's it's six
months to do the twenty videos and reach out on Instagram. Actually,
if you're interested, we could chat further.
Speaker 3 (53:55):
Ali the Agent, I love it.
Speaker 1 (53:57):
I appreciate you doing that and appreciate your contenttribution. I
know you've got to run to another appointment, but Ali, wow,
you know I've been through a lot of trainings and
this is firepower. And what's cool is I know you
you're doing it and so you're speaking from a place
of contribution. Thank you for your service. By the way,
I was coast Guard. Love you, love, love what you
(54:19):
did for the country. Appreciate that.
Speaker 2 (54:21):
I think it.
Speaker 1 (54:21):
I think it speaks volumes into what you're having success
wise now right, the military has done a lot of
good things for us, and Tomorrow's with Veterans Day is
like what tomorrow, Yeah, Tomorrow's yeah day. So thank you
for your service and your wife, thank her and.
Speaker 2 (54:37):
Appreciate you so much.
Speaker 4 (54:39):
Randy, thank you so much for having me on. I
hope that it's helped and everyone reach out to Randy
for the slides.
Speaker 3 (54:44):
I'll give it to you, Randy.
Speaker 1 (54:45):
You can just be awesome. Yeah, reach out to me
for slides and all the things. And if you have
any questions, reach out to us and we'll make sure
we get a manswer for you.
Speaker 2 (54:53):
But Allie, thank you. Anything we could do for you,
it's there.
Speaker 3 (54:56):
Thank you so much. Thank you.
Speaker 1 (54:58):
Have a great day. Thanks you events to be in here.
We'll get this processed and we'll get it out to everybody.
Speaker 3 (55:04):
Sounds good.
Speaker 2 (55:04):
Thanks Sally, I appreciate you. Rock and roll. Bye.
Hey, good afternoon. We are going to get started in
just a minute. Thank you for being on time. My
beautiful co host is not here yet, so soon as
she gets here, we will get this party started. So
stand by. Thank you all right, thank you back. It's
coach Randy Burna. I'm super excited to be here with
(00:26):
this training series today from Like a Boss Coaching, and
we've got the amazing talented ally here.
Speaker 2 (00:34):
Gar said, is that correct?
Speaker 3 (00:36):
Good job, ridy.
Speaker 2 (00:40):
Man.
Speaker 1 (00:40):
They throw some curveballs at me and I'm like, don't
even don't I'm not even going to mention their last name.
Speaker 2 (00:45):
But Gar said, nice to see you here. Plus here.
Speaker 1 (00:49):
So we've connected a couple of times, but we did
a call about a week ago and I was blown
away by your your energy and really your success. The
things that you're doing. I don't think many people are doing.
So I wanted to bring it to my people and
I really appreciate you being here to contribute. We've got,
you know about the next hour, we're going to go
over some of her strategies she's created. Literally, I'm going
(01:11):
to let her brag on herself a little bit. I'm
gonna ask her to brag on herself a little bit,
but she's created a huge business remotely basically. I mean,
this is the cloud based benefit from the XP, but
she's created a significant business without being in that geographical territory.
She's also creating a big organization. We're going to get
into that another call because I want to dig into
(01:31):
what she's doing primarily on YouTube. Right, Ali, that you're
doing to create business without a geographical boundary. That is
exciting to me. That stuff, you know, ramps me up.
So with no further ado, I'd love to invite Ali
to the show, Ali to the call, and you guys
are in for a real treat. So Ali, thank you
for being here, number one, Thank.
Speaker 4 (01:52):
You, Thank you for having me. And to those listening,
I actually just told Randy this. I got back last
night from exp's regional rally up in Canada in Alberta
and where I was the keynote speaker, and I taught
everything of what I'm about to teach you same slides.
So you're gonna get everything.
Speaker 2 (02:10):
A little more privately and more hands on.
Speaker 3 (02:15):
Yeah, yeah, so I I will.
Speaker 4 (02:17):
I'm gonna rip through these slides because there's a lot
of information. Get your phone out and keep them out
for like QR codes and stuff like that, and no
one will trying to get any emails. I'm not trying
to get anything like everything is here for you, open book.
Appreciate I'm thinking that the questions will be like at
the end.
Speaker 3 (02:33):
I don't know if there's like a way for people to.
Speaker 2 (02:34):
Yeah, yeah, last questions at the end.
Speaker 5 (02:36):
If anybody wants to do that, perfect cool, then let
me get it. So I'm going to mute and let
you just run the show. If you need me chime in.
But again, I appreciate you being here.
Speaker 1 (02:48):
I'm personally excited to see this information and share it
with everybody in the organization.
Speaker 3 (02:52):
Yeah.
Speaker 1 (02:53):
Yeah, bat to copies for you as well, obviously, So
whatever we can do.
Speaker 3 (02:57):
To help awesome.
Speaker 2 (02:58):
Thanks Ali cool.
Speaker 4 (03:00):
So, yeah, this is on how I have been running
my real estate business from across the country and even
from another one. So let's begin. My name is Ali
agar Said, and I was an Air Force active duty
officer for a decade. I worked in the special I
worked as a special Agent for the Air Force Office
(03:20):
of Special Investigations, which is NCIS, but for the Air
Force NCIS is for the Navy. I was miserable It
sounds super cool to say, working felony level crimes, traveling
all over the world, gone two hundred days out of
the year, but it was a lot, and I wanted
to leave. I wanted more autonomy over my life. I
wanted to do something for myself. And my wife at
(03:44):
the time said, or rather my wife at the time, said,
why don't you become a real estate agent? And I
was like, no, It's like, I'm not a bimbo. I
don't even own a pair of heels.
Speaker 3 (03:56):
I don't. I don't. I don't fit in with the
rest of these agents.
Speaker 4 (04:01):
And because that's not me, you can't see what I'm
wearing now, but like I wear sneakers, I wear backwards hats.
Speaker 3 (04:06):
Like that's not dressing up.
Speaker 2 (04:09):
You're not for my people, you're my people.
Speaker 3 (04:13):
Yeah.
Speaker 4 (04:13):
So but I was like, you know what, I'll humor
you anyway and I'll just look into it.
Speaker 3 (04:17):
I'll do some research. So I started.
Speaker 4 (04:18):
I started listening to a ton of podcasts, read a
lot of books, and that's when I realized that this
is an actual business. There's KPI to track, there's like funnels,
and I fell in love. So my first year as
a as a real estate agent was four years ago
and I closed twenty homes and that's when I realized, Okay,
I can I feel comfortable leaving the Air Force, leaving
(04:39):
the pension, leaving everything to go all in into this because
I made more as a real estate agent, as a
part time realisted agent, than I did ten years into
being a major in the Air Force. So I separated
and after that I doubled my production and since then
I have I now have one hundred and ten agents
in my organization. But today's chad is going to be
(05:02):
about production and life is good until my wife's dad
gets stage four cancer. They are from Minnesota. I sell
in Tucson, Arizona, and that's where I used to live.
So because my wife had retired, she was an Air
Force pilot, she retired and so we moved over to
Minnesota to be a family.
Speaker 3 (05:22):
And I was a little over a year.
Speaker 4 (05:24):
Into my business at this time, and I just thought,
how is my business going to survive? Like I'm just
getting started. Now I have to start over in a
whole new city with neighborhood names that I can't pronounce,
new street names.
Speaker 3 (05:39):
I have to use GPS to get around New timelines, laws, regulation,
and molsses.
Speaker 4 (05:44):
I'm gonna have to juggle too. It's like, well, I
guess that's what I'm gonna have to do. Like maybe,
up for now, I'll juggle both. I will stop taking
on new clients in Tucson and I will just start
fresh in Minnesota. Even though this is never this is
never going to be pert but at least you know,
that's what I thought. That's what my game plan was, right,
to service the remaining clients that I had in Tucson,
(06:06):
but to refer out the future clients while starting over
ground zero in Minneapolis. But then this happens. As I'm away.
I start paying my homegirl my homeboy, Like, hey, can
you do me a favor? Can I pay you fifty
bucks to just show this house to my clients? Can
I pay you one hundred and.
Speaker 3 (06:26):
Fifty bucks to sit there during inspections?
Speaker 4 (06:28):
Because in case you don't know, in the state of Arizona,
a license agent has to open the door, close the door,
and be there for inspections about the entirety of the inspired.
Speaker 3 (06:35):
We are the babysitters, So I can I pay you
one hundred.
Speaker 4 (06:38):
And fifty bucks to be there for the three hour
inspection period and people start saying yes, and I happily
paid them because I wasn't there. I couldn't be there,
and what I was doing was implementing a new system,
a new process, and I was saving time. So I
pay now forty bucks a showing, and I have a
(07:00):
friend of mine that do it, obviously a license agent,
and like in my community, or if exp like workplace
at the time, but now going to be the hub.
If if no one's available there, then I would use
somebody from a different brokerage, ask your MLS, ask your broker,
all the things. But in Arizona it's allowed. So I
use the app called show Me or Showami, however you
want to pronounce it. I use that and and I
(07:24):
started saving a ton of my time, and I started
telling my clients, By the way, Randy, when you start
looking at homes, my business partner Emilio is going to
be the one showing you homes. And if you're not
in the local area, my business partner Shelby is going
to be the one taking videos of inside the property,
outside the property, and the neighborhood. And we'll start a
(07:47):
group chat and that's where she'll send you all the
all the videos.
Speaker 3 (07:50):
How does that sound?
Speaker 4 (07:52):
And not once did clients ever say no, Alie, I
want you to be the one to open the door.
I want you to be the one at the closing table.
I want you to be there during inspections, because truth
be told, even if when I when I was sitting
in inspections, I'm not a home inspector. I can't talk
about the foundation legally. Legally I can't even talk about it.
(08:12):
Even if I knew about it, I still can't talk
about it. So what the heck is the point of
me being there? And that was a really big like
turn around in or like aha moment in my business
where I thought that the value I was giving was
being physically present with my clients, and that is not
the value that they're looking for. So after I started
(08:34):
implementing this, my business took off even more because I
was buying back my time. I saved twenty five hours
per client with the five to sometimes eight or nine
showings per client plus the inspection period plus the closing
And I used those twenty five hours that I got
back not just to sit on the couch. I spend
(08:56):
about five hours sitting on the couch and relaxing a
little bit. The other twenty I made more YouTube videos.
For the twenty hours that I was saving or buying back,
I could make at least three more videos. That's creating
the script, writing it out, recording it, and reviewing the edits.
And every three videos that I make on YouTube, I
(09:17):
get one more closing, not clients closing. So it was
I mean, it was a no brainer. I was like,
these this is now. I can just do this on
autopilot over and over again and my business can continue
to increase every single year.
Speaker 3 (09:32):
And that's when I realized clients.
Speaker 4 (09:33):
Don't even open the door, but I still wanted to
show up right, Like I still want to provide, like
almost overcompensate for being across the country. So this is
how my clients how I realize that my clients what
they're looking for communication duh, Like that's the reason why
agents are fired. That's the reason why agents don't go
(09:55):
with the same realtor to have them list their home.
Speaker 3 (09:58):
Then they use that realter like to buy the home.
It's staying in front of them.
Speaker 4 (10:03):
My own personal business motto is if a client asked
me a question, it's because I am falling behind, and.
Speaker 3 (10:09):
I didn't get ahead of it.
Speaker 4 (10:11):
Whenever a client asked me a question, I'm like, I
should have already answered that question. That shouldn't have even
been a question for you. I wanted to have squashed
it before, like I want no questions, And sometimes I
get transactions like that. Actually kind of a lot of time,
like fifty five percent, I would say, so good.
Speaker 2 (10:26):
So Ali, quick question.
Speaker 1 (10:28):
You know a lot of still feel they have to
sit at home inspections, sit at the title for an
hour and a half while I signed documents with title companies.
Speaker 2 (10:36):
You don't do any of that.
Speaker 4 (10:37):
Now I don't, I can't, I don't, and I get
a five star review every single time, Like the clients
are happy. So because clients want people that are they
want an agent that's knowledgeable, they want an agent that
communicates with them, that's a good negotiator. Then they want
the feeling that you have their back. So plus I
(10:59):
try to make it as fun of a transaction along
the way by educating them. Yeah, but also my personality
hence YouTube, which is how they even find out about
my personality.
Speaker 3 (11:12):
So now I have been an agent.
Speaker 4 (11:13):
For four years two years, were a two time Icon
in four years of me being an agent. The first
year I did not make it because I was still
part time and still traveling all over the world with
the military. And last year I did not make it
because I was moving across the country. And so I
closed between forty to forty to fifty homes a year.
Out of those closings, fifty percent of them are buyers
(11:36):
from my YouTube channel specifically for buyers, and the other
fifty percent of the closings are outbound referrals. And that's
mainly for my Instagram because remember I spent ten years
in the military. Majority of my following right now are
other military members that are pcsing and moving everywhere Butt Tucson,
So it was connections to DC, Alaska, San Antonio, like
(11:58):
everywhere Butt Tuson. And just so you know, my personal
goal is not to keep it fifty to fifty. I
want to do like eighty twenty eighty percent buyers from
YouTube with Tucson, as opposed to spending the same amount
of hours chasing down an outbound referral to an agent
that dropped the ball or a client that started ghosting,
And you know, I just don't have the control over it,
(12:19):
and I like having a control. The entire year of
twenty twenty five, up until last month, I had been
working for four percent on the buyer side, four percent
plus a five hundred and fifty dollars Transaction coordinator fee.
What a mouthful to say on a Zoom call that
this is my price. I follow a lot of Alex HERMOSI.
(12:41):
I'm not sure if anyone here also follows him. Drop
it on the comments in their chat.
Speaker 3 (12:44):
If you do.
Speaker 4 (12:45):
I paid for his uh like extra like add on
with his recent book promotion, and he said, if when
you're when you're on sales calls, if more than fifty
percent of the prospects say yes and pay you, it's
time to increase your prices. And I looked back at
my previous Zoom calls and every single person except for
(13:10):
one had said yes. I was like, wow, I should
have been increasing it even plus I was already at
four plus the five hundred and fifty dollars TC fee.
Speaker 2 (13:19):
On the buyer side.
Speaker 3 (13:21):
On the as a buyer agent.
Speaker 1 (13:22):
Listing side, that's an argument that it happens a lot,
but I've never heard this on the buyer side.
Speaker 4 (13:28):
On the listing side, I make more on the listing side.
I have a package of either five six or six
point five percent just for the listing side. So it's
like going to a nail salon here, select your package,
which one and if none of them, totally fine. There
are a ton of other great agents out there in Tucson.
We probably weren't going to be a good fit. But
again that that comes to the power of YouTube, where
like they want to work with you, not anybody else.
(13:52):
So it also got to the point too, where as
I was trying to when I thought I was going
to do business here in Minnesota, I don't like, I'm
gonna let my license laps. Don't send men Minunesota referrals.
I only work Tucson. I know that shit like the
back of my hand.
Speaker 1 (14:06):
But as I thought, I that's referrals to Tucson for
buyers and sellers.
Speaker 3 (14:11):
Correct, yes, yes, but you just.
Speaker 1 (14:13):
Mentioned, like in your in your sphere of people in
your YouTube and all that stuff. You send referrals elsewhere though, correct.
Speaker 4 (14:21):
Yeah, whenever I know of someone PC or moving somewhere
else and wanted to buy somewhere else.
Speaker 2 (14:26):
Yeah, okay, cool, Yeah.
Speaker 3 (14:28):
Usually they're only around air Force baces.
Speaker 4 (14:30):
Yeah, yep, a lot of Colorado, the Springs, never never Buckley, right,
So yeah, because of YouTube, I now also happened to
be the number eighteen agent attractor when it comes to
FLA's added in twenty twenty five in the US that
was that's a separate channel, right, but I'm one behind
(14:52):
Spring Ben Benson, as I pronounce the last name Ben
Benson Benson, that's crazy, Like I didn't. My My sponsor
is a who told me that was like, hey, do
you know that you're number eighteen in the country. And
I was like for what, I was like, no way again.
Power of YouTube and sharing your personality. This is one
of my favorite quotes, like by Naval Rabican, like a
(15:13):
thought leader philosopher, you are doing sales because you failed
at marketing. If if I had joined a team, or
if I had been forced a cold call, I would
have failed in this business.
Speaker 3 (15:25):
I would not have lasted. So it's really important.
Speaker 4 (15:29):
Like maybe YouTube doesn't resonate with you, but for others
that are listening, like if YouTube feels like, maybe that's
the right play for you. Instead of open houses, eating
up all every weekends, instead of cold calling, facing rejection
and being hung up on, try YouTube even if you're boring,
you don't need to be like you can just be
yourself and I'll get into that in a bit. So
(15:50):
I want to go through my step by step process
of my funnel.
Speaker 2 (15:54):
Right.
Speaker 4 (15:55):
So I'm obviously not in Arizona anymore, So I can't
do open houses and I would never. I cold called
for like one day and I cried, and I was like, no,
not for me, not really. I didn't cry, but it
was terrible. So long form content should allows you to
show your personality while educating. I'm a big fan of
long form content over short form content. This is tiring,
(16:17):
this is sustainable, at least for me. So the NAR
shows that only twenty five percent of agents even use YouTube,
and out of yeah, and out of those twenty five percent,
majority of what they do with their YouTube channel is
just slapping on some listing videos, low effort, the traditional
(16:37):
like sales and music. No face, no voice, no no personality.
So even though a quarter of the agents have YouTube,
they're not even using it to the extent that they
should or could be. So YouTube is not saturated because
even if every single agent had their own YouTube channel,
(16:58):
you are different, Your expertise is different, your background experience.
Speaker 3 (17:01):
Is different, theaground personality everything.
Speaker 4 (17:05):
Yeah, yeah, like big time and plus it's owned by Google.
So my experience when it comes to like real talk
the numbers. After I made thirty long form videos, that's
what I started getting about two to five leads a month. However,
in the beginning, there are shit leads.
Speaker 3 (17:26):
In the beginning.
Speaker 4 (17:26):
You're going to get renters if you're if your area
pays you for renters, great Tucson does not, Maybe they'll
pay fifteen dollars to find a renter. Like it's it's
I'm not going to work renters. So that's just like
the order of you getting clients or you're the people
that reach out to you from your YouTube channel, it's
what's going to happen.
Speaker 3 (17:45):
Don't get discouraged. Keep making videos.
Speaker 4 (17:48):
Then the next type of people that are going to
be reaching out to you are locals that are already
in in the area that don't plan on buying, don't
plan on selling, they just want somebody to talk to
because they're retired.
Speaker 3 (18:00):
Don't get discouraged.
Speaker 1 (18:02):
So land this out what the expectation is, because that's
where people get, you know, they get discouraged.
Speaker 4 (18:08):
Yeah, big time, Big time, and like it's it's you
have to have a big enough like bucket or portfolio
of videos in order for someone to see your channel
and say, oh wow, this person has been making a
lot of videos. They've been answering all of my questions,
and they're answering questions before I even realized that I
had them. As a question, I want Ali as my
(18:30):
real estate agent.
Speaker 3 (18:31):
So after that.
Speaker 4 (18:33):
Now I have over one hundred and sixty videos, but
about one hundred and ten of those are long videos.
Speaker 2 (18:38):
Long form videos you consider long form eight minutes, four minutes.
Speaker 4 (18:42):
Well, what I consider long form is anything over the
over one, which is considered the short.
Speaker 3 (18:46):
Right, it's either short or long.
Speaker 2 (18:48):
But and then three minutes now for YouTube shorts is
the max.
Speaker 4 (18:52):
Yeah, yeah, like anything anything horizontal is what I consider
long form. My typical videos, Yeah, my typical videos are
about twenty minutes.
Speaker 2 (19:02):
Awesome.
Speaker 4 (19:04):
So my experience, I personally work with clients that are relocating.
They're not in Tucson, they're not in Arizona, They've never
even set foot in the Southwest. My clients are are
military members, so a lot of them come from just
because of the way the Air Force works. A lot
of them come from Japan, their station Japan, and I
help them go move across the country, across the world. However,
(19:26):
if you wanted to work local people in your area,
for example, move up buyers, you can make an entire
channel just related to those that are already in your
city by answering the questions here on the top on
the right hand side, these are all titles that you
can do and create your channel around for move up buyers. Yeah,
(19:50):
and overall, it's like all about the words that you use.
So just make sure that whatever you put out, know
that you're going to get that back in return. If
you talk about this one specific neighbor hood that you
don't really want to work because it's actually kind of
far away, you're going to get that in return.
Speaker 3 (20:04):
Otherwise, don't put it out there in the interwhibs. So
being on camera, a lot of people are like, oh
my god, I don't like the way I look or
I don't like the way that I sound. I get
over it. Take a shot if you need to.
Speaker 4 (20:18):
Like when I first joined EXP, I was part of
a like a mentorship program, not not the mentor program,
but like a different side because of my upline anyway.
They challenge us to go live every single week for
twelve weeks by, and I was scared. I was like,
go live and talk about what like what? I maybe
(20:39):
would go live for like a minute and then I'm
done talking. I don't know what else to talk about.
But I went live and the challenge was for twelve weeks.
By week seven, I was good to go. I was like, Okay,
I can go on live and talk about anything. So
looking back now, had I not done it over a week,
had I gone live seven days in a row, I
could have saved myself six weeks week's worth of time
(21:00):
to make more videos and get more clients. So if
you're a camera shy, I challenge you to do the
same thing of what helped me, which is go live,
but this time go live every single day for at
least three minutes, seven days in a row.
Speaker 3 (21:13):
You're gonna get over it.
Speaker 2 (21:15):
I love it.
Speaker 1 (21:16):
One of the things I coach some of my clients
to have extreme reluctance is go live but keep it private,
so you could go live but have it actually not
go to an audience. It's just so you can go
back and watch it. You can get comfortable with how
to go live and what the timing on the phone
is and stuff.
Speaker 2 (21:32):
But I think what you're saying is brilliant.
Speaker 3 (21:35):
Yeah, yeah, I liked well.
Speaker 4 (21:37):
I like the feedback that I got when I was
live too. You know it was like a couple of
friends here they're like, oh, you're doing a good job,
and like that was.
Speaker 3 (21:42):
Enough for me. It's like, okay, yeah, job. So I
kind of needed that like feedback, right, And.
Speaker 4 (21:49):
As you're recording yourself, very very important that with YouTube
you want to script the first sentence, maybe even two sentences,
because YouTube is huge on making sure that your video
matches what the title is and matches what the thumbnail is.
There's nothing worse than you clicking on a YouTube video.
Speaker 3 (22:11):
We've all done it.
Speaker 4 (22:12):
We've clicked on a YouTube video because the title was
going to answer a question and the thumbnail was like, oh,
this is definitely this is the video. It's going to
answer my question of how to get how to get
back into my locked iPhone, you know, like how.
Speaker 3 (22:23):
To make this one chicken noodle soup.
Speaker 4 (22:25):
And you click on it and they start talking about
their background, they're there, everything else but the freaking answer
that you want.
Speaker 3 (22:33):
So the first two sentences.
Speaker 4 (22:35):
Make sure that you are repeating, you're you're pretty much
laying down your You're assuaging the audience.
Speaker 3 (22:42):
Saying, don't worry. You clicked on the right video.
Speaker 4 (22:45):
I will be answering your question, and you want to
get to it right away. Other important YouTube findings that
I have found you do. By the way, this is
my channel. Do not subscribe. I do not subscribe to
this chain. Never subscribe to a channel that you're not
actually going to be getting benefit from.
Speaker 3 (23:04):
I have another channel.
Speaker 4 (23:05):
That you can subscribe to, because that's about how to
make your YouTube channel, how to build your business.
Speaker 3 (23:11):
Don't subscribe to this one.
Speaker 4 (23:12):
I'm only showing you this photo because I have one
thousand subs, twelve hundred subs. That alone is all I
need to close twenty five deals a year at five percent,
Like you don't need a lot, and maybe a thousand
sounds like a lot to you. It took I mean,
it took four three years of me doing this to
get there. But when you look at others, so who
(23:37):
I'm curious who went to ex pecon Put it in
the chat below. If you went to ex peacon. Also
put in the chat if you happen to go to
my breakout. It was at X camp. I shared the
stage with Katie Spaniac. Spaniac I think is how you
pronounced her last name. She's with xp ella, big audience
on her YouTube channel, seventy thousand subscribe seven zero seventy
(24:02):
and so I was like stoke to.
Speaker 3 (24:04):
Share the stage with her. I was like, oh my god,
I'm gonna learn so much from her.
Speaker 4 (24:06):
I follow her on Instagram, are on YouTube, and we
shared the same message. You know, we just met that
right then and there in case you guys know what
X camp is like it it's the best part of
the xpeak on.
Speaker 3 (24:18):
But so I shared the stage.
Speaker 4 (24:20):
With her, and she shared that when she took off
on YouTube and started getting a ton of subscribers, her
business went down. And that was because so we shared
the same message. Our message is the number of subscribers
doesn't freaking matter. I have a thousand and I think
I closed more deals than she did because in her
YouTube channel she never specified where she works. Her videos
(24:43):
went viral The best paint colors to sell your house
for most the she does listing sides all of her
videos just so many views, and yet no one knows
that she works the suburbs of Chicago. No one, So
we shared the same message of subscribers does matter, views
don't matter. It just matters if you answer their question
and you tell them exactly what to do at the
(25:05):
end of the video. So that's the only reason why
I share this. Also, my title PCs at Davis month In,
a lot of people are like, what the hell letters
or those what are you talking about? This clearly only
talks to my avatar. Only military people know what PCs is.
You know, Davis month In. What the heck is that?
That's the Air Force base and tuson. So I am
(25:28):
I want to be so obvious that I am the
agent for military members that are moving and relocating to Tucson.
Speaker 3 (25:34):
I want it to be a no brainer.
Speaker 4 (25:36):
I don't want it to be like, oh, I work
this and then also I work military, and then also
I work blah blah blah.
Speaker 3 (25:41):
No, I work you. Wow, that's it.
Speaker 2 (25:44):
So separate YouTube channels for that avatar if you will.
Speaker 4 (25:48):
This is my one YouTube channel for buyers, Okay, And
that's it. I mean. So another thing too that I
found is I can make it as specific as possible
for military military will then also work for me to
their friends who are not military, like I will end
up working others. I just want to be the obvious
choice for that one sector.
Speaker 2 (26:06):
I love it, and it's clearly working very well for you.
Speaker 1 (26:09):
So if you had another business in Minnesota, just say
you decided to build a team in Minnesota, you'd make
a separate YouTube page that's specific to that geographical area
and not try to blend the two PCs and Minnesota.
Speaker 3 (26:23):
One hundred percent, yes, yep, yep.
Speaker 4 (26:26):
And if I wanted to create a different channel for
sellers in twos on Arizona, that that's a different channel
because it's.
Speaker 1 (26:32):
A different Ada channel. That doesn't mean another YouTube account,
it's just a channel within your overall YouTube account.
Speaker 2 (26:39):
Is that accurate?
Speaker 4 (26:40):
Yeah, that's right, that's right. So fifty percent of my
closings are from YouTube. And the clients wait until I'm ready,
Like they have access to my calendar, and I could
I block off days, you know, like all of last
week and I've been traveling to Miami and traveling to
Canada for the regional rally, and.
Speaker 3 (26:55):
Like, people wait because they want to work with you.
Speaker 4 (26:59):
So and another thing is don't ever share your YouTube
channel ever, not your mom, not your sister, not not anybody.
YouTube has so much freaking money that they pump into
their own algorithm. They they know how to push your
video out way more than you know how to push
your own video out. So let YouTube do its thing
and don't tell anyone you even have a channel. Don't
(27:22):
let people subscribe to your shit. Yeah because YouTube.
Speaker 2 (27:25):
This is awesome. This is the first time I've heard that,
but it makes sense. Yeah.
Speaker 4 (27:30):
Yeah, because YouTube will see who clicks in, who clicks out,
who watches another video from the same creator back to back.
Speaker 3 (27:39):
That's what you want. And your mom is not gonna
watch your your video back to back in length, we know,
without skipping around. So another lesson learned loved.
Speaker 2 (27:49):
She's not helping us.
Speaker 3 (27:50):
Yeah.
Speaker 4 (27:51):
Yeah, And even if she did, even if she watched
all of your videos, she doesn't take any action, right
Like she she's not going to ask the questions, and
so YouTube will then see what else is your mom
looking at?
Speaker 3 (28:05):
Oh? She also likes.
Speaker 4 (28:07):
Recipes in about how to make pumpkin soup. She also
likes a lot of New Hampshire for some reason, what's
going on in New Hampshire? And then YouTube gets confused
do we push us out for Tucson, or do we
push us out for the mom the raving fan of
New Hampshire.
Speaker 3 (28:21):
And so don't do that make it so obvious that YouTube.
Let YouTube do its thing.
Speaker 4 (28:26):
Let go let you do The other lesson learned is
don't edit your videos. You are not an editor, just
like you would not get your photography license to take
photos of your listings, just like you're not gonna be
doing your own paperwork because you have a TC. Hopefully
you're a negotiator. You're a person. You're a people person.
You're not an editor. So let someone else do that.
I'll tell you exactly how to find a good editor too.
(28:49):
The other, the last important finding is funnel. I put
my phone number out there in the beginning. I put
my email out there in the beginning.
Speaker 3 (28:55):
I don't know why. I never check email ever, ever,
ever check email. My VA does that. Now.
Speaker 4 (29:00):
Lesson learned is I have Callen Lee and I will
share with you my exact script. But I tell in
the I tell people in the video the only way
to book a call with me is to schedule a
call with the link in the description. That's the only way.
Here's some homer for you guys. These top four are
my top performing videos on my channel. And even though
(29:22):
they these may not be the most converting videos, this
is what I call like feeder videos, right, so these
are the highest viewed. They answer very general type questions.
I cover a lot, super beefy, a lot of research
that went into these, and these are are what causes
people to even find my channel and then watch other
(29:42):
videos in my channel, which I consider which I call
my conversion videos. These four videos you can make every
six months. The whole thing of YouTube is you have
to be repeating yourself. You have to be okay with
repeating yourself over and over again because you have to
make sure that each video can stand alone. If somebody's
only going to watch one video, you want to make
(30:04):
sure that everything is out there. So you have to
be comfortable with repeating yourself as opposed to saying, oh,
I already answered this in the other video.
Speaker 3 (30:11):
They probably didn't watch it yet, so say it again.
Speaker 4 (30:15):
This is my full list of videos in the QR
code over here, twenty twenty twenty videos plus a ton
of hooks and a lot of beefy shit. On the
left hand side. These are what I consider my more
so conversion type videos. So the reason when I when
I ask people, the buyers that book a call with me,
(30:35):
what about my channel surprised you or helped you? Like
why me? Which I'll get into this later. Sometimes they
say specific videos and these are the videos that have
helped them. Honestly a lot of them are the negative
videos because real estate agents are too scared to talk
shit about the city that they live in. Every city
has issues. Talk about it, of course in like a
(30:56):
non seering way. Ask your broker, and.
Speaker 2 (31:01):
I freaking love you. It's exactly true.
Speaker 3 (31:04):
Though, So to further, we're out on the.
Speaker 2 (31:08):
Call for like five minutes, I'm like, all right, I
love you. When can we do something together on the
YouTube and stuff? So thank you again for being here?
Speaker 3 (31:16):
Oh my god? Of course of course. So how long
should the video be?
Speaker 4 (31:20):
Uh, it's not really a minute type of question, it's
a value type of question. It's how short of a
video can you make it that has so much freaking
value that as soon as the value ends you cut it.
Speaker 3 (31:32):
That's how long the video should be. It could it
could be thirty five, it could be forty five minutes.
If you're doing a map tour, of every single neighborhood
in Tucson, or it could be six. But if the
value is there, for if you don't delay getting to
the value, get into the value right away, do the
whole thing, and then do the call to action at
the end. That's that's all you need.
Speaker 4 (31:52):
The reason of this photo over here is because who
here has looked up that chicken soup you know, recipe
that you want to make, And the first thing, the
whole page's worth, is talking about their grandmother in the
mountains of Italy and how she first found her long
lost love and now she makes the perfect pumpkin soup.
Speaker 3 (32:09):
We don't care. I want, I want the ingredients. Give
me the ingredients, you know.
Speaker 4 (32:14):
Then if I like it, then I'll decide to read
about your grandmother's long lost love.
Speaker 2 (32:18):
I don't care.
Speaker 3 (32:19):
So okay, the how should each video be so in
the beginning is the hook.
Speaker 4 (32:25):
Like I said before, script the first sentence, the first
two sentences. Make sure you don't say any ums aws, pauses.
Just be punchy. You want to hook people in. And
of course you want to be saying pretty much pretty
much we're gonna be saying.
Speaker 3 (32:39):
Is you click on the right video don't click away.
Speaker 4 (32:42):
Then you're gonna be delivering the value value value value,
answering all the questions that your clients have ever given
you related to that topic, and insert some stories because
you want to show your personality too. You want to smile,
you want to laugh, you wanna laugh at yourself. And
then only about halfway through the video do I do
what I call a soft call to action. And by
(33:03):
the soft call to action, it's like a subtle, subtle
call to action. That's when I introduce myself. I never
introduced myself in the beginning of my videos anymore.
Speaker 3 (33:11):
I have not earned the right to do so.
Speaker 4 (33:13):
Yet nobody gives a shit, so I only mention that, oh,
by halfway through the video. By the way, I'm Ali Garsett,
I'm a real estate agent.
Speaker 2 (33:20):
I also, oh.
Speaker 4 (33:23):
By the way, I've been rambling on forever. The military
also forced me to move here. But I like some
parts of Tucson, and now I'm a real est agent,
and I do these videos because for you anyway, carrying on,
and that's my soft call to action. I said I'm
just like you, and I said I'm a real estate agent.
I did not say work with me. The hard call
(33:44):
to action is at the very very very end, after
you have delivered all the value, if people are still around,
which the right person will be the people that have
stuck around to the very end of your video. They
like you, so sell them and say this. So the
red here is my soft call to action. It's my introduction. Hey,
(34:06):
by the way, I'm just like you, and I'm a
real estate agent. And the final call to action, or
the hard call to action, is in blue below. This
is where I say, once you know, no you are
moving to Tucson, not if you think that you want
to buy in Tucson. No, once you know you're getting
orders to Davis monthan Air Force base, book a call
with me.
Speaker 3 (34:26):
The only way to do so.
Speaker 4 (34:28):
Is to click on the link in the description below.
Make sure you and all buying parties are there, including
your spouse. Otherwise I will have to reschedule. And I
tell them, like I'm already like laying down the law
right that it's going to take you to my calendar.
You can book a time whatever works best for you
in all buying parties, and I look forward to seeing
you there. However, if you don't yet know if Tucson
(34:51):
is for you.
Speaker 3 (34:52):
That's totally cool.
Speaker 4 (34:52):
I have so many other videos on my channel, like
this one over here and I'll see you there.
Speaker 3 (34:57):
So that's it. I essentially give like them two options.
Speaker 4 (35:00):
One if they're hot, if they're ready, then book a
call and I because I want to talk to you.
If not, if they're kind of like, oh, Tucson or
Phoenix or California or I don't know, totally fine, just
do some more of your own research. I've already done
the videos for you. So that's my two for there.
And I point on the screen because on the in
the YouTube studio, you can attach to their video of
(35:21):
where you want the traffic to go.
Speaker 3 (35:23):
And that is what YouTube likes. Oh wow, they stuck.
Speaker 4 (35:25):
Around to the end of the video and then they
clicked a video on her page. That creator must be
answering something of value to them. Let's throw some ads
in front of it. That's what eventually gets you paid
on YouTube. By the way, it's not much. It's like
a stake dinner every day.
Speaker 3 (35:39):
Cool, whoop the doo. I'd rather have five percent.
Speaker 2 (35:42):
So then.
Speaker 3 (35:44):
YouTube description, I don't overthink this.
Speaker 4 (35:48):
I kind of restate the title and what I used
to like, throw all five thousand characters on there and
like make it super beefy and keywords and blah blah.
I just I'm keeping this part simple. Now, I restate
the title. This is what I learned, this is what
I'm teaching you. And if you're a buyer, book here.
If you're a seller, because sometimes I do get sellers
from my buyer channel. If you're a seller, book here,
(36:09):
well that's it. And then some like other of my
most popular videos, the funnel, I use calen Lee. There
are a lot of other options aside from calen Lee.
Callenly is just like one that I got started with earlier, earlier,
since like one hundred and fifty bucks a year, it's
an absolute no brainer. The QR code over here gives
you the exact questions of what I ask the buyers.
(36:32):
So the QR code is what my buyer's book with me.
I'm giving this to you. Calendly allows ten questions, and
I ask all ten questions. This is part of my
qualifying process. I've never had somebody book a call that
didn't answer the questions. Again, it's like it's it's how
bad do they want to buy a house? And how
(36:54):
bad do they want to work with me. So happy
to give this to you.
Speaker 3 (37:00):
You you can copy and paste all of it as
long as the numbers aligne with callum Lee.
Speaker 4 (37:04):
I also set up a as many alerts as possible.
I believe they give you three. I set this up
like a long time ago, set it and forget. It
works every time. I think it's an upon. Once they
booked the call, they get a text in an email,
and I get a text in an email.
Speaker 3 (37:21):
Twenty four hours ahead of the.
Speaker 4 (37:24):
Meeting they get they get a text and an email,
and I get a text. And then two hours before
the meeting they get a text. I get a text
out of I don't even know how many people I've
met with, but I actually no, probably I've sold almost
two hundred homes in four years I've only ever had.
Speaker 2 (37:42):
And you've been in business twenty years.
Speaker 3 (37:44):
Right, my four years of being an agent.
Speaker 2 (37:47):
That's so crazy. Four years of being an agent, you
sold two hundred.
Speaker 3 (37:50):
Homes almost almost home.
Speaker 2 (37:53):
Almost two hundred homes soon to be two hundred homes.
Speaker 3 (37:56):
Yeah, oh definitely.
Speaker 4 (37:58):
And I've only been stood up one time, only been
stood up one time, and I think that's because of Callmly.
Speaker 1 (38:06):
Yeah, one time one time, and all those went through
some kind of funnel like this.
Speaker 3 (38:11):
All them went through.
Speaker 2 (38:12):
Yeah, whoa. So then once big statements, big numbers, Yeah.
Speaker 3 (38:18):
It feels good, Like I love that. So I'm like
shouting this from the rooftops.
Speaker 4 (38:22):
I'm like, you can take a vacation, you can take
a three month on vacation and your business can grow.
Speaker 2 (38:26):
You're You're definitely a giver, so we appreciate you.
Speaker 3 (38:30):
I appreciate that. In return, just follow me on Instagram.
Speaker 2 (38:33):
Yea.
Speaker 4 (38:34):
So then so, so I give this out to the
buyers they're answering the question. Once I receive the the
answers I have, I have one zapp that I had
my friends do for me because I'm not really good
with like zapp or zappire. But then the zapp goes
into my Google calendar. I get all the questions and
then they also get added as a as a lead.
Speaker 3 (38:56):
On my Bold trail.
Speaker 4 (38:57):
So once I get the answers, then I add the
I fill out my transaction coordinators paperwork for the buyer
broker agreement. I add their full names, I add their
phone number, their email, I add my my compensation and
the additional comments for that I do for every single buyer,
and I give it to Judith my TC for her
(39:18):
to start the paperwork. By the way, in a lot
of states, you know, tcs say that they do contract
to clothes. Arizona did too, and I was like, no, no, no,
I don't want to do any paperwork. How much more
can I pay you all of the paperwork? And this
one said one hundred bucks more and I was like done, done, easy.
Speaker 3 (39:37):
Yeah.
Speaker 4 (39:37):
So so she sends she fills it out because I
don't even know how to find the buyer broker agreement
skyslope never han't logged it in a long time.
Speaker 3 (39:45):
So then she sends it to me.
Speaker 4 (39:46):
I don't yet sign it because once I sign it,
then it goes to the buyers and I haven't met
them yet, so I keep it in my inbox. I
just make sure that it's ready to go, and then
I only sign it once we're actually on the zoom call,
like in the middle of the zoom call.
Speaker 2 (39:59):
Say that over again. I think that was a really
powerful statement.
Speaker 4 (40:04):
So I have my TC fill out the entire buyer
broker agreement from the information that I that I got
in my Calendly, she sends it to me I make
sure that the name is correct, the phone nubers correct,
the timeframe, my compensation, the additional comments which I'll get
into in a bit at the bottom there, like cancelation
fee and or a retainer fee, which I do, and
then I make sure I hold it in my inbox.
Speaker 2 (40:26):
Cancelation fee with a buyer. Yes, you're an alien, I
love this. I love this.
Speaker 3 (40:35):
Yeah, that's new.
Speaker 2 (40:37):
Try to disrupt you there.
Speaker 4 (40:39):
No, you're good, You're good. So then I hold it
in my inbox. And then only once in the middle
of my call with the buyers, which is over zoom.
Obviously I'm not in Tucson. That is when I will
go back to Judas email. I'll sign it. It sends
it to their inbox, and I say, great, I've sent
you three emails. One of them is the buyer broker agreement,
and that's when I go into all that. Sometimes they
(41:00):
sign it right there, sometimes they don't, sometimes about fifty
to fifty. Sometimes we'll sign it like the next day
or two days later.
Speaker 3 (41:06):
Totally fine.
Speaker 4 (41:07):
On my side, I keep their contacts in my phone
with a yellow dot before their name, so that way
I know they were not yet in agreement. Once they
have signed the listing agreement or the buyer berger agreement.
That yellow dot turns into a green dot and they
get pinned to the top of my iPhone, so that
way they come first. Green comes first. Everyone else is yellow,
(41:29):
or past clients is purple. Just my own thing that
I do on my phone. This is the same slide
as previously, but on the right hand side. I wanted
to show you two things out of the questions of
why I ask these questions. The first one is that
out of curiosity, how many of my YouTube videos have
you watched? I have found that if they have watched
a lot of them, a lot of them, say eight,
that's been my average, or at least what people are
(41:50):
telling me. I can't prove it, but eight videos, and
it's like a good transaction.
Speaker 3 (41:56):
I love them. We become friends like.
Speaker 4 (41:57):
It's it's it's nice, lovely. If it's anything less than five,
I will text them.
Speaker 3 (42:05):
Depending on the rest of their answers to their questions,
I'll get a sense of what they're looking for.
Speaker 4 (42:09):
I will text them because I have their number because
of Calendly. I'll tek some both in the group chat
and I'll say, hey, I think these video these two
extra videos will help you in your in your process.
That's the only time I shared my YouTube videos because
they already came to me from YouTube. So I'll share
my YouTube videos. I think these videos in case you
haven't watched them, and if they have watched them, I'll
send them other videos.
Speaker 3 (42:27):
I want to get that number up. I want them
to love me.
Speaker 1 (42:30):
I don't want them to think of me adding value
to the equity of the relationship through that process.
Speaker 4 (42:36):
Yeah, yeah, exactly. And then the other thing is the
price range. This is a subtlety of laying expectations. I
used to get a zoom call saying or from buyers
saying that they wanted to buy a property.
Speaker 3 (42:49):
Three bed or four bed, three bath hoals with a
pool in the backyard for two hundred k and Tucson.
That's not happening.
Speaker 4 (42:54):
So like I'm telling them here, if you want less
than two hundred k, you're getting land, you're getting an apartment.
H If you want a house at the pool, that's
five hundred to seven hundred K. So I'm like, that's
just like a subtle way of saying, Okay, great, so
you want to house with the pool, we're looking at
five hundred plus easy.
Speaker 2 (43:09):
Over a million casida for me.
Speaker 3 (43:12):
Yeah.
Speaker 4 (43:15):
And then so presentation, uh, the actual buyer broker. I
it's all about the tone, right, So like we jump
at the buyer broker call. I bring my fucking energy
because I want the energy to match what they have
seen on YouTube, and I have just been bringing an
extra energy. Plus it makes me feel good afterwards too,
so I'm like, ready, what's up, dude, It's so good
(43:35):
to meet you. I'm excited to work with you. That's
my opening line every single time. And they're like, whoa,
she's excited to work with me. Like, I'm already like
establishing that we are working together. So then after some rapport,
after I get the spouse involved, because sometimes the spouse
is a little shy, I want them to talk. Then
I say okay. Usually take these calls. This call in
(43:56):
three parts. The first part is going over the questions
you answered. I want to make sure nothing changed. I
want to make sure I know exactly what you're looking for,
because I don't want to be sending you shit homes.
The second part is going over the Tucson market today.
You may not buy right now, but at least I'll
tell you what where we're at in today's market. And
then the third part is going over the next steps,
(44:17):
how to work with me, how the money flows and
all that sound.
Speaker 3 (44:20):
Good and they're like yeah.
Speaker 4 (44:22):
So then a little bit further into parts one and two.
The first part, when I'm going over what they're looking for,
I have my bold trail up and I'm sharing my screen,
so I'm sharing with them how many homes like, how
first of all, how easy it is for me to
just switch the filters, and then also at the end
we can both see together how many homes actually like
(44:44):
meet their criteria, and usually it's like a huge number,
like two hundred homes, three hundred homes, And this is
how I say it. I'm like, oh, wow, okay, right
now we.
Speaker 3 (44:52):
Have three hundred and fifty five homes available.
Speaker 4 (44:56):
So my goal is to narrow that down, because I
doubt that you want to see three hundred and fifty
five homes. I have found in my past buyer client
experience that they typically once they know exactly what they're
looking for, they're typically looking for like between five to
seven homes that truly meet their criteria. So that's my
goal for you, and then I just move on to
(45:16):
the next part. Well, well, then I'll try to I'll
try to filter it even more right there on the spot, like, so,
let's try to narrow this down a little bit. And
again I'm sharing my screen. Do two stories matter to you?
Do you need one story? What about xyz? What about xyze?
So I shave it off some more, and then I
signed it to them as homework, like, hey, think about
this more.
Speaker 3 (45:32):
Let's start.
Speaker 4 (45:33):
Let's start narrowing this down significantly more. And maybe we
can't narrow it down yet because you're not here in Tucson.
So instead watch my other videos of Veil Arizona and
Marana Arizona and Sawaditha, Arizona and all the different suburbs.
You can get a sense of maybe what area you
want to get you want to move to.
Speaker 3 (45:49):
Instead.
Speaker 4 (45:50):
Part two of the call is I tell them I
go over two data points, nothing crazy unless they are
an engineer type. Then I'll do more research. And again
you can tell a lot by the way that they
answer questions. Majority of the time people, or at least
my clients, are not engineers.
Speaker 3 (46:07):
Soll I go over.
Speaker 4 (46:09):
The days on market for the type of property they're
looking for, and the area where they're looking and the
price point, so a specific days on market and the
list to sell list to sales ratio that percentage. So
I go over those two numbers with them, say so
I say, right now, homes are sitting for sixty five
The type of home you're looking for is sitting for
(46:30):
around sixty five days in the market, and so it
is a it's a buyer's market, but it's nothing. It's
not a crazy buyer's market. Right now, sellers are expecting
to get ninety five percent of what they list at.
That's what they're expecting to get when they sell. So
it's great for buyers right now, but it's not like
two thousand and eight where homes are fifty percent off.
(46:53):
That in blue is what I used to say, and
I used to stop it there. Now I added this
purple line the last couple of months, so drive it
in in even further because I want to be.
Speaker 3 (47:03):
Super super specific.
Speaker 4 (47:05):
So I'll look at their price of what they're looking for,
because they've already told me that, so that I added
this purple line. So if you're looking at a home
that's a four hundred thousand dollars, five percent off means
that we're likely going to be getting it at around
three hundred and eighty, right, So we're not gonna be
placing offers at like forty k below square. We're placing
offers at like five ten fifteen. And that's only once
(47:25):
we've hit the days on market, if it's.
Speaker 3 (47:27):
Anything before that. If we're only thirty days on market,
we're not going to be getting thirty k off you know,
like you know what I mean. And they're just like, oh, okay, I.
Speaker 5 (47:35):
Get it with you A good expectation set, yeah, big time.
Speaker 4 (47:40):
So that's where I'm like, that's just it's not the
market that we're in. Part three of the call is
I explain the truth of what I wish that I
had when I was buying because I started as an investor.
I own like fourteen fourteen fourteen units right now, seven properties,
some suns, yeah, and I had no idea who was
(48:02):
getting paid, when, who is getting kickbacks?
Speaker 3 (48:04):
Who is like who's out to get me?
Speaker 4 (48:06):
So I try to again like let them know is
super transparently where the money flows, and I tell them
like I wish that I had known this, but I
was too Honestly, I was too scared to ask when
I was investing. That is like sign paperwork and I
didn't really know what I was signing, and I never
want to do that with my clients. So I want
to explain to you how the money flows right now.
(48:27):
And then I get into the nar stuff, the LAWSUO.
I'm like, have you heard of them? The lawsuit happening
a couple of years ago?
Speaker 3 (48:32):
They're like no. I'm like, okay, great, this is gonna
be fun. So I tell them how.
Speaker 4 (48:38):
I get paid, that I only get paid at the
very very end of the transaction. Only if we close
in a house do I get paid. And I want
to share with you how the money flows now. So
right now, the sellers are paying for majority of my fee,
which my fee is five percent of the purchase price,
and sellers are paying for three percent of the purchase price.
(48:59):
Plus in today's mark, they're paying for a lot of
your closing costs. So sometimes that would mean like you
would be paying about the difference of maybe like one
percent maybe two percent.
Speaker 3 (49:09):
Toward my fee.
Speaker 4 (49:10):
But either way, whatever it is, you will know exactly
how much that amount is before we go under contract.
That's my promise to you, And that alone has been
extremely helpful to my buyers where they feel comfortable. They
just want to know they're not getting bamboozled, you know,
and there is no bamboosling, Like I want them to
know exactly how much I charge, where the money is
(49:31):
flowing when I get paid, because buyers don't know, and
I feel like a lot of agents are scared to
lean into that, like dude, I'm working for free until
we close. And now that's also where I cover my
cancelation fee, which I think is is this next one?
Speaker 3 (49:46):
Oh no, it's one after that. I'll go into it
in a bit.
Speaker 4 (49:48):
So I tell them you're gonna have three emails in
your inbox. The first one is the is educational. I
give you the contract, the sales contract, so that you
can get a sense of what that looks like. I
give you check your spam for the homes on the market,
and uh, before you before you look, before you show
(50:11):
any homes or give me any homes that you're interested
in seeing, make sure that you've done these three things.
You looked up the crime maps, you virtually walked the neighborhood,
and you looked up the school district.
Speaker 3 (50:21):
If that's important to you.
Speaker 4 (50:22):
If those three are a go, then put it in
in the group chat and we'll get the lender on
it to run numbers for you. And once you find
a property, then I'll have my business partner Emilio, go
to the property, take videos of inside, outside, and the neighborhood.
And that's when you can decide if you want to
UH to go further. The QR code on the right side.
(50:43):
Here is my exact job description of how I hire
an editor. I give them a sample. I say here,
here's a video, here's my b roll. Create a one
minute unpaid sample because they can say that they are
that they are the best in the world, and sometimes
they're not. And then and the bottom, here is the
actual camera that I have. It's an Amazon link. I'm
(51:06):
not making I'm not making money off fit budget. I
share expenses with a lender for them to get the
first app. Bat simple as that. So talk to your lender.
A lot of times they have a bigger budget than
you do. I just realize I'm I'm cutting into time here.
Retainer fee. I have a two thousand dollars retainer fee
(51:27):
when working with investors.
Speaker 2 (51:28):
Own as you're good.
Speaker 3 (51:30):
Okay, I have a meeting. Actually worries you're good.
Speaker 4 (51:34):
So only with investors do I have a retainer fee,
and so you get paid upfront, and it's at least
some buy in, right, some skin in the game from investors.
I mainly charges because I don't really like working with investors,
despite being one myself. Actually probably because I am one myself,
and I do have a cancelation fee. So I make
this very very clear. The more transparent you can be upfront,
(51:56):
the more your clients appreciate that. So I tell them
only after inspections, only after we get the appraisal back,
So think like a couple of days before closing. That
is when the cancelation fee is going to go into
effect of ten thousand dollars. Because remember we've probably worked
with each other for like months at that point. My
TC has done a lot of work, my team has
done a lot of work, and I do want to
(52:16):
get paid for my time.
Speaker 2 (52:18):
And they say, just these contingencies. This is one of
those contingencies.
Speaker 4 (52:22):
Basically, yeah, right, yeah, this is this is after everything,
like if the only if, if you just get cold feet,
I'm getting I'm getting paid, right, and then I do
one year buyer brokers. I don't do single property showings.
I don't even I don't do that. Yeah cool, okay,
Actually this was good timing. So enclosing, I moved because
(52:42):
of personal reasons, but this made me realize that I
can work from freaking anywhere, and so can you. So
take the month long vacation. And in fact, I'm going
to Thailand this December. So if you want to go, baby,
let's go.
Speaker 2 (52:55):
I want to go.
Speaker 3 (52:56):
Let's do it. And that's it.
Speaker 2 (52:59):
You can.
Speaker 3 (53:00):
I'm me on YouTube.
Speaker 2 (53:00):
There you rock.
Speaker 1 (53:01):
So give a plug for your coaching because I told
you I want you to do that. You are like, no,
it's okay. I want to contribute, but I want.
Speaker 2 (53:07):
You to put a plug in for your coaching and
you do some amazing things.
Speaker 3 (53:12):
I appreciate that.
Speaker 2 (53:12):
Yeah.
Speaker 4 (53:13):
Yeah, so I work with a select few. It's expensive.
Speaker 3 (53:17):
I work with a select few of those that want
that know that YouTube is going to be what they want.
Speaker 4 (53:22):
To do to get clients. Because although you can charge
a premium, if.
Speaker 3 (53:26):
So, then I work six months. We do twenty videos
for you.
Speaker 4 (53:31):
Edited scripting, unlimited revisions, and that way, all you have
to do is just record the video and upload it.
Speaker 3 (53:39):
That's it.
Speaker 4 (53:40):
And then just like and obviously follow our funnel like
the Calendarly this the shit that works, so you're gonna
have to pay for that too, but it's it's six
months to do the twenty videos and reach out on Instagram. Actually,
if you're interested, we could chat further.
Speaker 3 (53:55):
Ali the Agent, I love it.
Speaker 1 (53:57):
I appreciate you doing that and appreciate your contenttribution. I
know you've got to run to another appointment, but Ali, wow,
you know I've been through a lot of trainings and
this is firepower. And what's cool is I know you
you're doing it and so you're speaking from a place
of contribution. Thank you for your service. By the way,
I was coast Guard. Love you, love, love what you
(54:19):
did for the country. Appreciate that.
Speaker 2 (54:21):
I think it.
Speaker 1 (54:21):
I think it speaks volumes into what you're having success
wise now right, the military has done a lot of
good things for us, and Tomorrow's with Veterans Day is
like what tomorrow, Yeah, Tomorrow's yeah day. So thank you
for your service and your wife, thank her and.
Speaker 2 (54:37):
Appreciate you so much.
Speaker 4 (54:39):
Randy, thank you so much for having me on. I
hope that it's helped and everyone reach out to Randy
for the slides.
Speaker 3 (54:44):
I'll give it to you, Randy.
Speaker 1 (54:45):
You can just be awesome. Yeah, reach out to me
for slides and all the things. And if you have
any questions, reach out to us and we'll make sure
we get a manswer for you.
Speaker 2 (54:53):
But Allie, thank you. Anything we could do for you,
it's there.
Speaker 3 (54:56):
Thank you so much. Thank you.
Speaker 1 (54:58):
Have a great day. Thanks you events to be in here.
We'll get this processed and we'll get it out to everybody.
Speaker 3 (55:04):
Sounds good.
Speaker 2 (55:04):
Thanks Sally, I appreciate you. Rock and roll. Bye.
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