January 29, 2025 • 36 mins
Utilizing Your Database to the Fullest, Production Coaching Call with Coach Byrdman 1/28/25-
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Episode Transcript
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Speaker 1 (00:03):
Welcome to the Tuesday coaching call. Just second, my wife
came in right when I started a live going I
need you, and I listened to her before I listened
to you. So that's what's going on. Good to see
(00:24):
you guys. People are still popping in. Got a good
call plan for you today. We're going to get to
some tactics that are just right now, things that you
can do to connect with your people. And I really
want to teach maybe it's a fundamental principle, but it's
really one of those most powerful things you could do
in your real estate business, which is connections right, how
to do them, how to be purposeful about them, how
(00:45):
to make them happen, and then more importantly, what do
you say right? That's the key. You've got lists, you've
got cell phones, you've got all these things. But let's
be honest. Who on the call is called more than
twenty of their clients in the last week? Patrick, I
thought I might catch you with that number being a
(01:07):
little high, But you know, that's what it's about. It's
about reaching out to that how many has contacted zero
people in the last week in their database? No hands,
baby little baby hand, two baby hands. Thank you, right,
So that's where the rubber hits the road. That's where
we're going to be able to ramp this up. Now,
(01:27):
if you have a business that you're just blessed and
everything is flowing to you effortlessly and easily, and you've
got forty s gros, then this probably is not the
right call for you. If you're not, I think we're
going to really talk about some things. They're going to
help you significantly in that. The first thing to remember is,
you know, number one, nobody's going to hurt you, kill you,
(01:51):
harm you for calling them, right. We don't like to
be called so a lot of times that reluctance lives
in our head. We don't want to be spammed. I
don't like it anymore than you do. I get because
I'm pretty public in my phone numbers and it's on
my YouTube and it's on all things. I get a
lot of text messages that are spammed, right, everything from
(02:12):
how have you been lately? Are we golfing this weekend?
That one catches me every time because I'm like, who
is that? Golf's my favorite thing? Right, So they get
my attention when they mentioned golf, and so they probably
got that off of Facebook algorithm or something somewhere. They
just took a stab at you know that, I'm a
middle aged guy and I like golf. Whatever it may be, right,
(02:33):
But everybody's getting those right, everybody's getting those texts. What's
your first impression of that? When you get a text?
Come off speaker and talk to me. And I don't
need health insurance and I have it. We need health insurance,
don't need extended warranty. What about the ones that just say, hey,
do you have a minute? What do you say to that?
(02:57):
And it's an onknown number, You've never seen the number before.
What do you say? Nothing? Yeah, you don't respond, right,
you just blanket because if you respond, then you acknowledge
in their database that it's a real number and all
that stuff. Right, So I never respond to them. I
always hit report junk and delete. Right. But what separates
you from being that person when you're reaching out to somebody? Right?
(03:23):
I guess my question is, Jacob, in your mind, how
do you put yourself out of that that you're just
one of these salespeople?
Speaker 2 (03:32):
Now, I would say the relationship that you're trying to develop,
it would be a bit like whereas they're just trying
to get something.
Speaker 1 (03:46):
But you don't have a relationship yet, correct.
Speaker 2 (03:49):
Yeah, but I guess the pursuit of a relationship is
what I mean.
Speaker 1 (03:53):
Yeah, exactly. They're pursuing you though, right.
Speaker 2 (03:59):
Uh, you mean the like me if.
Speaker 1 (04:04):
They're cold texting you or cold calling you, they're pursuing
you for something, right. But we're resistant to that because
we have to be right. We've just become so numb
as a society to the amount of advertising, the amount
of impressions, the amount of flashing lights and offers and signs.
(04:25):
So we have to we have to overcome that sometimes
when we reach out to our people, and sometimes the
best way to overcome that is just simply by saying, Hey,
I'm doing this. I'm calling you because of this. Right.
I understand that you get a lot of like unsolicited
or on wanted calls, but I may have an item
of value. May I have just a minute of your
(04:45):
time to explain? And this could if this is somebody
that you obviously know that that recognizes your number, this
is really not that conversation, but it could be somebody
in your database that you don't have that deeper relationship with,
and you open up a diet log that is that
of understanding maybe that it's kind of an unsolicited call,
especially if you're calling for someone owners or homeowners or
(05:08):
expires any of these things. By the way, the rules
all changed got extended another year to yesterday. Was supposed
to be the TCPA where you cannot call anybody without
previous permission, and that was going for even Zilo and
Relator to com and some of the other lead sources. Right,
So that's been stayed one year. And I believe that's
(05:30):
a lot of probably movement in the administration and some
of the beliefs of what's going on in all these things.
There's putting a press on everything, putting a hold on everything,
which I agree with that one, but again I get
abused as much as anybody else. So today I want
to talk about number one, what's our biggest database source? Right?
(05:52):
What's our typical biggest database source unless you have a
really specific database in your real estate system and a CRM, right,
whatever it may be, Kbcore, Boomtown, doesn't matter. But outside
of that, what's your biggest database? Cell phone? Exactly right?
(06:12):
So who have taken purposeful action? My wife just stole
my cell phone, so I can't even show you. But
who's taken purposeful action about going through their cell phone
and looking for the gold, looking for the clients that
they weren't realizing were potential clients, looking for the friends
they didn't think about marketing to from a real estate perspective?
Has anybody done that on purpose? I know you are, Patrick.
(06:37):
How many people do you have in your database in
your phone? And check it's not my main sort of
contacts and go very to the very body disease.
Speaker 3 (06:49):
Thirty thirty contractors, forty past clients, and sixty eight sphere
broken out on my phone.
Speaker 1 (06:55):
Awesome.
Speaker 3 (06:55):
I use my DAT my CRM primarily though, but that's there.
If I need to just call people, usually it's say
I gotta find the contractors.
Speaker 1 (07:02):
Where I go on that? Typically? I love it. So
go to your phone to go to contacts and scrore
to the very bottom, like follow the alphabet all the
way to the zs. Go to the very bottom. Everybody
on the call, and look at how many contacts you
have in your phone? I have thirty five hundred, exactly
thirty five hundred.
Speaker 3 (07:26):
I actually I started when I when I reply to
Internet leads, though I always add them into my phone
because I was on some coaching thing that said that Instagram, Facebook,
all these other ones use your phone when you give
it permission to then suggest you as a follow to Ye,
(07:47):
it's one of the ways.
Speaker 1 (07:48):
Is just contacts more than anything.
Speaker 3 (07:51):
Yeah, so I add them as a contact as I go.
So a lot of the I mean most of the
people I talked to you want you know, reached out however,
many times when they were a cold lead coming in,
but I saved him in the phone just for that purpose.
Speaker 1 (08:02):
So Patrick, I know you and I know you're on
top of your business. How many out of thirty five
hundred contexts, how much gold do you think is in there?
A gold thirty? There's a lot.
Speaker 3 (08:16):
Yeah, I mean there's a lot of fools gold in there.
I mean I make a lot of phone calls, but it's.
Speaker 1 (08:23):
And you know, again, tell me what you mean by
fools gold?
Speaker 3 (08:29):
You know, like I said, a lot of those are
Internet leads.
Speaker 1 (08:31):
And so you have thirty five hundred internet leads.
Speaker 3 (08:36):
Well, I have fifteen thousand in my database through fifteen
twenty years of just having people sign up.
Speaker 1 (08:43):
On that right. So I guess my point is this,
I don't want you to look at it from a
perspective of fools. Gold. I want you to look at
the perspective of gold. Yeah, it's just not been mined yet.
Speaker 3 (08:54):
Yeah, and that's part of the clients, Like I said,
that's the past client sphere.
Speaker 1 (08:58):
Yeah. You you have a unique situation. Most people aren't
putting downloaded leads into their cell phone, right right, right,
it's your prerogative. Who else has what's the number you
guys have in your cell phones? Contact? I got about
fifteen hundred, okay, fifteen hundred, okay, seven hundred, seven hundred awesome. Anna,
(09:19):
what about you? She's trying to trying to unmute.
Speaker 4 (09:30):
Yeah, I'm trying to unmute. Actually, like it doesn't it
doesn't show me how many contacts I have.
Speaker 1 (09:39):
I could show you, do you have an iPhone?
Speaker 5 (09:41):
No, I have an Android?
Speaker 1 (09:42):
Okay, go to contacts, Yeah, and then where you could
search alphabetically, go all the way to the very bottom
past z and to tell you how many contacts you
have on your phone, you might want to have to
drag your finger on the side if you have a lot. Yeah,
well look at that to just and let us know
the point of this is being purposeful about your databases, right,
(10:06):
And I'm going to give you a script today that
you can text everybody that maybe you haven't talked to
in a little bit, maybe to find out where they're at,
maybe to just kind of inspire conversations, called the fire Text.
I love it, simple text, and it's made for somebody
that you have some relationship with, not a cold one,
because it says how's the fam, And it's shortening, abbreviating
words on purpose and things. Anna, did you find that
(10:33):
still looking?
Speaker 4 (10:34):
Yeah, it doesn't give me a number, so on I
scroll all the way to the bottom. It just says
the last few are just phone numbers, and then it
says fifty five places and for one one like nine
to one one, and that's it.
Speaker 1 (10:48):
No worries, no worries. So you know, when I in
my phone, I had sixty five hundred, and I went
through and purposefully started cleaning it up, and I just
went through a'sb cs. Mathematically, let's just say we have
you know, fifty two hundred would be about twenty per
letter minimum, right, or two hundred per letter right, meaning
(11:09):
a's got two hundred, pees got two hundred, c's got
two hundred. Just mathematically. Want you guys to think of
how you can reach through your database and just take it.
Don't bite it all at one time. It will be
too much to handle. But just focus on the a's,
for instance, in the beginning, and make sure every single
A has been contacted, you know who they are, there's
some kind of reference to it. And then I'm going
(11:32):
to put a chat in here. That is a text
that you can use that works very well for me.
This is better if you know them, but I call
it the fire text, right, and I'll use I'll use Patrick, right.
You guys can copy and paste this into your desktop
(11:53):
or into your emails, you save it or whatever it is.
But it's really simple and just says, hey, Patrick, hope
you and the fam are well well. The twenty twenty
five real estate market is really bananas, in case you
haven't heard in Prices have really risen and inventory is
still critically low. Curious about the increased value of your home.
It's just pretty straightforward. And by the way, you could
(12:14):
do this to everybody in the a's. You could edit
it so if you don't recognize the number at all,
you could say, hey, Hope you're well. You're in my phone.
I was just curious twenty five real estate market's really
bananas and so on, Right, And if it's somebody that
you are familiar with, you could send this one that's
a little more personalized and then wait till they respond,
(12:35):
and then focus on connecting with everybody in the a's
and then when you're done with that, move the ones
that said hey, I'm interested, I'm not interested, or I
don't own a home or whatever it is. You can
move those into your database purposefully. Most people were focusing
on about two hundred contacts on their phone that are
considered people I know. Right, it doesn't matter what level
(12:59):
of business you're at. It doesn't matter if you're doing
a million dollars in GCI or you're trying to get
scratch out six transactions a year. This is now business
that usually lives in your phone that people forget about.
And this is one of those things that now there
are things to talk about in real estate. Right. What's
going on with interest rates staying up there? They're staying
(13:25):
up there. Yeah, the Feds haven't adjusted anything yet, but
what's the language around the president After just a week
in office, he's putting pressure on the Fed pressure on
the FEDS to move the rates down right, inspiring the economy,
inspiring housing, all these things will lead to it. In
a big world, oil prices and all these petroleum products,
(13:49):
all these things should add pressure to decreasing prices locally.
But that's a long tail. I don't think that's a
now thing. That's a long tail. But I do believe
he's going to put pressure on the FED the lower rates,
regardless of the leading indicators. I think there's a consensus
that they're going to put pressure on rates because housing
(14:10):
is a big part of the economy, and their laser
focused on inspiring the economy in every way, right, And
he's had language about this. I've seen lots of things
talking about the opposite. They're putting a freeze on rates
and they're going to go to nine percent. I don't
believe that in any ounce of my body. Right. There's
no indicators for that. So again, as you're having these
(14:32):
conversations with people, where's your mindset? Is your mindset and
optimism and hope and excitement about the market. Are you
enthusiastic about the market or are you in a place
where you're not interested? You're still you know, we still
have shrap noel and scar tissue. Right, so you all
(14:53):
are here, I want to add value today. Who wants
to do a role play. I'll let you be the
easy one. I'll let you be the home owner or
the person in my phone, and we'll go through some
scripts on the recording. I post this to my podcast,
I posted this to my YouTube and all the things.
You can go back and listen to it. You can
write it down, provide a script to yourself, whatever it
may be. But who would like to have some dialogue
(15:16):
around this in a coaching capacity? Nobody wants to practice?
Speaker 2 (15:26):
Sure, I'll I'll practice for you.
Speaker 1 (15:30):
Well done, Jacob, Well done, Jacob. How many transactions you
closed in the last year?
Speaker 2 (15:35):
I have not closed any? Okay, I'm brand new brand
Good job.
Speaker 1 (15:41):
Good job being here, Jacob, good job being here. I'm
gonna move my language a little bit to be for you.
I'm gonna beat you calling other people. Thank you, Anna,
I see that. I'm gonna be you calling people. Okay, okay.
Who is your organizational senior partners?
Speaker 2 (16:00):
I organize it like with XP.
Speaker 1 (16:02):
I mean yep.
Speaker 2 (16:03):
So I have Eric as my mentor and I have
Brian Benjamin as my principal broker record yep.
Speaker 1 (16:11):
And your mentor's Eric, Yes, sir, who's your sponsor? My
sponsor I believe is also Eric? Okay? Cool? Eric who Beachi? Okay? Cool?
So what I want you to do is I want
you to use Eric Beachie as your edification. Right, I
know who you are? Now, Sorry I didn't didn't it? Okay?
Speaker 2 (16:29):
I totally understand.
Speaker 1 (16:31):
So Jacob your brand new, you haven't done a deal,
you're in a mentor program, you're excited about real estate,
you got your license. How do you now talk to
your database? Right? And this is going to be the
very beginning levels of the conversation, but everybody can can
edit these to take care of yourself of how long
you've been in the business and so on. So I'm
going to call you in the database somebody that I've known.
You're in my church group, you're in my rugby group,
(16:52):
you're it does not matter. I want you to understand me.
Everybody is a real estate client potential, yes sir, right,
So us do a role play. You're going to be
the person in my phone that I'm calling asking for business, okay,
And I'm assuming you have they know who you are.
If you say your name right? Yes, okay, ring Ring, Hey, Jacob,
(17:14):
this is Jacob. Hey Jacob, this is Jacob bent Barnhardt
over here at EXP. You remember me right from church
or from the Rotary Club?
Speaker 4 (17:22):
Oh?
Speaker 1 (17:22):
Yeah, how's it going? It's going well. Listen. Do you
have time for just a one minute business call?
Speaker 4 (17:27):
Yeah?
Speaker 1 (17:28):
Totally. What's up? Listen? I respect you. I want to
learn about your business and find out ways we can
collaborate a network. Because I got my real estate license,
I'm very excited. I partnered with the number one fastest
growing company and the planet for real estate, and that's EXP.
It's a NASDAQ traded two billion dollar company. And I
partnered with a senior agent here in Salem, Oregon named
(17:51):
Eric Beachey. He's actually my partner. He's my you know,
he's my business associate and my mentor. And we're really
reaching out to people to talk about the real estate
market in twenty twenty five, Jacob, do you have any
intent to buy, sell, invest or rent in real estate?
Maybe in the next six months where we might be
able to help you.
Speaker 2 (18:12):
Yes, I do, real quick.
Speaker 1 (18:14):
I'm super sorry. I'm attention all while I'm at work.
I'll be right back. Yeah, no worries. I saw that's
all right, no worries. Okay, So who else wants to
pick up on a role play? Anna? You got chosen
because you were smiling the most.
Speaker 4 (18:34):
Yes, because it's a lot of in here, but that's okay, yeah.
Speaker 1 (18:38):
It sounds right here. Again, I want to go through
this so you understand how easy this could be and
remove the fear from it. Right, because if you come
from a place of value, you're not selling things, right,
If you're just strictly asking for things, that's that's something
that could be important, right, And I'm jealous you're in
Hawaii right now?
Speaker 5 (18:58):
Yeah, and all the roosters.
Speaker 1 (19:00):
Yeah okay, I can't hear. So, so again, you're you're
a seasoned agent. How long have you been in real estate?
Speaker 4 (19:08):
Twenty years?
Speaker 1 (19:09):
Yep? And how many transactions you do approximately annually?
Speaker 4 (19:14):
Usually about ten okay, ten twelve?
Speaker 1 (19:19):
Okay? Cool? So you want to edify that when you
talk to people, you don't have to lean on a
senior partner or a mentor as much. Okay. So I'm
going to be you, and you're going to be in
my database as somebody I just recognized, and we're going
to go for the recognizable one and maybe talk about
this this fire text. By the way, you could send
this text out to them first, and then it's asking
(19:39):
if you'd like a little information right or a little time,
but if you're going to reach out to your database.
Hey ring ring, Hey Anna, Hi, who is this. It's
Randy Bird exp Reality. You know we've been connected through rotary.
Speaker 5 (19:56):
You play pickleball?
Speaker 1 (19:58):
No, I don't. I just thought that's where we connected.
Speaker 4 (20:03):
Oh huh, okay, remember me at all. I've met so
many people this last year traveling, you know, and with
Tony Robbinson pickleball. I don't quite.
Speaker 1 (20:17):
Yeah, you name two things close to my heart. Well, sorry, Anna,
just real quick. My name is Randy Bird exp Agent.
You know, I recently became really much more purposeful about
helping my database and my people find out what's going
in the real estate space. There's a lot going on
in the real estate market. You may have heard about that,
with everything from presidential changes to rates and to housing inventory.
(20:42):
And I was just curious, you know, you're in my
you're in my phone, and I'd like to be a better,
you know, better partner with you in the future. And
I was just curious, are you looking at all at buying, selling, investing,
or renting real estate in the next six months where
we might be able to help you.
Speaker 4 (20:59):
I'm always looking for good opportunities. I'm not actively searching,
you know, but if something good comes along, I'd like
to pay attention to things.
Speaker 1 (21:14):
Yeah, I'd be happy to help you with that. And
I'm not going to harm another relationship with another agent.
You don't have any signed agreements with anybody, do you?
Speaker 4 (21:22):
No?
Speaker 1 (21:22):
Not at this time. That's fair enough. That's all we're
looking for. So I would now go down the road
of what she's looking for specifically and start taking information
right price point, what are they looking for, and so on.
What we're trying to do is just get to a
point to where they hot, warm and cold in our
database from a perspective of communication. Right, So she's immediately
(21:46):
at least talking to me, and if she's given me
looking for this kind of investment, this kind of thing,
I'm immediately putting it in my database, putting in on
an automation, putting on a follow up campaign to get
to a point to where we can have, you know,
some real estate dialogue along the way and start building trust.
Speaker 5 (22:05):
Okay, Yeah, I think that the.
Speaker 4 (22:09):
With going through my pond, I think one of the
biggest challenges would be to ask for their email, you know,
because people get so bombarded with so much.
Speaker 1 (22:23):
Yeah, and.
Speaker 5 (22:29):
Some of the dis feedback I received, But I what
I was going to say is that I like the
fact that instead of asking for that immediately, you help
them imagine like if, in my case, if that was
the possibility, what would that look like?
Speaker 4 (22:46):
Like what are you looking for? Like going into the.
Speaker 5 (22:49):
Details of the possibilities.
Speaker 4 (22:51):
So I think it's with that objection.
Speaker 1 (22:56):
And I know you well, I want to make sure
the I'm coaching you properly. I don't think you have
a fear about the belief around giving an email or
asking for an email. I don't believe you're closed mind
in that. I think it's a probably a thing that's
at the top of your mind right now because I
know you've I've.
Speaker 4 (23:13):
Been tolering up with a lot of Internet leads like
Facebook messages from posting. That's that's some of the feedback.
Speaker 1 (23:20):
So if you're leading with value, it's very likely that
you're going to get the information because you have some
value to provide. If you're just asking for information. Then
everybody's protective. Right. If somebody called me and just said, hey,
I want your email, I'd love to send you a
couple of things I want to know more.
Speaker 6 (23:37):
Right, Yeah, So what I want, what I want you
to take from this today is don't be afraid to
be purposeful about going through your cell phone and this
new turn of the year right where almost.
Speaker 1 (23:48):
At the end of January now, and just use either
a firescript or some kind of script that is going
to help you get through that language conversation with them.
And you're just saying looking, I'm looking at I can
only service so many people. Last year we sold ten homes,
twelve homes here in Hawaii. I've been in the business
twenty years. I can only service so many people. But
(24:08):
I'm looking for the ones that need help in twenty
twenty five. Are you thinking of buying, selling, renter, or
investing in twenty twenty five where I might be able
to add value and service to you? Right, that's kind
of a yes or no, right, And that's yeah, then
you can match their energy. Okay, great, Anna, So let
(24:29):
me ask you what's that look like? Perfect world. I
don't want to bombard you. I want to honor you,
and I can go as slow or fast as you
like me to. Right. That's again acknowledging their what they're
expecting behavior wise. I can go as slow or fast
as you want me to. So would you like me
to like go fast right now? Or would you like
(24:49):
to like ease into this? Maybe I send you listings
every week every two weeks, totally up to you. How
can I support you? What would be the best answer
for you?
Speaker 4 (25:01):
Oh, at this time, I think monthly would work.
Speaker 1 (25:04):
Well, okay, monthly. So you're really not that excited about
real estate. If I found a smoking deal right now,
you're not the person I should call because you're not
really quite ready. Is that accurate?
Speaker 5 (25:18):
That's yeah, I would say.
Speaker 1 (25:20):
So, Okay, you hesitated because I caught you right by
the less I used. I intrigued you into Well, if
it's a smoking deal, I want to know about it,
right whisper. So okay, here's what I'll do. I'm gonna
put you on the monthly drip list. But I'm gonna
put you on the smoking list. Means it has to
be smoking. It's got to be just literally badass for
(25:41):
me to call you about that. It's a short list
I'm going to add I'm going to add you to
that list. Do I have your permission for these two lists? Yeah?
Speaker 4 (25:48):
That sounds I could idea.
Speaker 1 (25:51):
You see how we went for a month to now
I can call her any time?
Speaker 4 (25:55):
Yeah?
Speaker 1 (25:55):
Okay, It's all just a little bit of language. And
then so now, what's the best email for you? Anna,
Bob perfect? I have one of those smoking deals and
your email bounces what number do I call?
Speaker 4 (26:09):
The number you just called?
Speaker 1 (26:11):
Right? So those are pieces of language you can get
to without saying hey, do you can I? Do you
mind if I get your phone number?
Speaker 4 (26:19):
Right?
Speaker 1 (26:20):
That's kind of how maybe we're feeling. But I want
you to use more sort of powerful language than that.
Speaker 4 (26:26):
Yeah, you get me with the smoking deal. The smug
big deal is one thing, but when you say smoking deal.
Speaker 1 (26:33):
That's exactly. And I also framed it. I said, this
is normal communication, but this this I want to make
sure you don't want to be a part of this.
And you said, well I do want to be part of.
Speaker 5 (26:42):
That, right right?
Speaker 1 (26:44):
Yeah? Right? So is that language? Would it help you
in your business if you addressed your conversations that way?
Speaker 4 (26:53):
Yeah? I think definitely, so.
Speaker 1 (26:57):
Jacob, you back for a minute, Yes, sir, sorry about that.
Speaker 2 (27:02):
It just it was convenient that no customers and customer
walked in as soon as apologies.
Speaker 1 (27:08):
I know you've got a job and you're really trying
to make this a real estate career for you. And honestly,
you're one of the guys I speak to the most
in terms of how do we get off the ground?
How do we get on first base in real estate?
Right there's a lot of agents that do a lot
of transactions, and we look at it, we just don't
understand how. I'm giving you the fundamentals of how right
right now, it's a contact sport. Every minute of the
(27:29):
day that you have three you should be working at
making contacts. I would say if you're if you're really
trying to transition quickly, you want to have ten contacts
a day. Right. That may mean a lot of conversation,
a lot of phone calls, but you're not leaving messages.
You're trying to have these conversations. It could be a
give me a call back, I just have a quick
one minute question, whatever it may be. But you're trying
(27:50):
to add these people to your database to start know,
like in trusting you and then get into a language
conversation where you're helping them and serving them with value. Right,
value is information. They don't have information that we do.
They have Zillo, but they don't have the MLS, they
don't have internal stuff, they don't have off market properties,
they don't have all this data that we have. Right,
(28:11):
that has to be the divide between the two parties,
as you have things they don't have. Right. If you
go I'm going to look on zillo and send you
some things, they're gonna go, why do I need you? Sorry? Yeah, right, exactly.
So again in your language, I would focus on a
script for you, Jacob as we as we do the
call today, my script would sound something like this. Hey,
(28:33):
it's Jacob with the XP Reality. I'm new to reality,
you know, I just got my license, but I joined
Edify the company. I joined EXP Reality, a multi billion
dollar company with ninety thousand agents. So my band with
is massive and they have massive amounts of available properties
that you wouldn't see maybe anywhere else. On the other side,
I partnered with Eric Beachi. Eric Beachi's a proven professional,
(28:57):
proven business owner. He's my mentor's my partner. So you're covered, right,
Even though I'm new in the space. I'm gonna work
harder than anybody else for you. So with all that said,
how can I deliver the most value for you? In
real estate? Are you looking at buying? And I like
the question are you looking to buy, sell, invest or
rent real estate in twenty twenty five? The reason I
(29:18):
like that statement so much is because if you go
are you thinking of any really? Do you have any
real estate needs right now? They might be thinking singular listings,
singular I don't want to buy anything right now, singular
I don't want an investment, singular I'm renting. I'm not buying.
You've got to find out where they're at and talk
to that particular category. If they say a renter, I've
(29:39):
got one of the best first time home buyer packages
on the planet. Let me introduce you to my lender,
Dave Right. Or if they say, yeah, you know, we
own a house. We're going to die in this house.
But we are always looking for good deals aka investments.
That investment conversation comes into play right sophisticated or beginning
to invest or, meaning that you want multiple doors, you
(30:01):
want single family, what are you looking for? And we
keep working through that needs until we get to a
place that we can provide value to them. Is this
helpful for you guys? Did you copy and paste that
fire text? This is a great thing to go through
your phone and just anybody you recognize, like, oh, Sam,
(30:21):
I remember Sam played softball with him. It's been five years,
but I remember Sam. This is a great text to
send Sam right because it's on some way this was
This is great Randy. I really appreciate it, and I
like that script you gave. Would it hurt? Would it?
Would it hurt to add offering a CMA at the
(30:43):
end of that script, So no, I would. I would
stay with it for now because number one CMA is
kind of internal language. And it also come on, if
I call you and go, hey, Mark, I'd love to
provide a free CMA to you, And it's no obligation.
I'm just going to send it right over. That removes
a little bit of the curious value of it. So
(31:03):
I would just say, are you curious about the increased
value of your home? You said increased, and you said curious.
They're going to respond of like, no, we know what
it is. We saw it on Zilo. Then you can
reply to that Zillo request right that Zillo rebuttal Okay, Hey,
you know, eight out of ten zillos that I've looked
at personally are wrong, and the good thing is they're
(31:24):
wrong and the wrong way. So it's probably your house
is worth more. You want to season professional look at it,
not Zillo. Okay, thanks, right, But what I would do
if you want to do something, do an ab test,
meaning take them take my script that we know works.
We did this to like a thousand people in tom Ferry.
We know it works. And then do your own version
(31:45):
of that and send it to different groups and just
see which one gets a better response. I'm not saying
mine's the end of the earth the best. I'm saying
that one's proven the emojis, all the things in it.
Make sure you copy it exactly, because this is what's
making it like I'm going, hey, Jacob, housing markets, bananas
inventories still low. You're curious what your increased value is, right,
(32:11):
I was just thinking of you. You could add things
whatever you want to loosen it up for you, but
that is when you're going to get the greatest value
from that text. And I'm telling you we've sent this
text to one hundred people and have gotten ninety responses.
Just depends the list you're send it to you. But
if it's people that know you, I mean even like friends.
(32:32):
I could think of like Todd. I haven't talked to Todd
in a year. He's a football coach in Santa Rosa.
I can send him this text right now. He'd probably go,
screw you, Bird, that's the first thing you asked me.
You know, he's that kind of friend. He go good
talking to you too or whatever. He go good talk.
But he still would probably answer the question right because
I said, how are you and the fam? Real estate's crazy?
(32:54):
I'm in real estate. Are you curious what your home
value's done? All right? Yes, Alexandra.
Speaker 7 (33:03):
You know, to that point, I was scheduling. I was
scheduling an appointment on a calendar with somebody, and I
met with them. It was somebody I respected, admire, and
then two days later I got a text from him saying, hey,
get on my calendar. It's been a long time since
we've connected. And I was like, ah, you know, I
was personal. It's like we just talked like yesterday or
(33:23):
two days ago. And so when it's automated, it kind
of takes away that feeling of.
Speaker 1 (33:29):
It totally does. He does on that he should have
stopped the automation once you guys had a physical conversation, right,
My automations all pause when I have a physical conversation
with somebody, except my automations to my organization, because those
are meant to be systematically going out every couple weeks
to support them. But every one of my other automations,
(33:50):
as soon as they respond to a text message or
I have a physical conversation with them, they all pause
and then they go into a task list of what's next. Right,
what happened from the conversation, So that was a fault
on his part where he had a physical conversation and
didn't pause an automation. We just that's a great takeaway though,
(34:12):
And let you guys be be warned, right, thank you.
I'm a big automator, but I'm always tweaking the automation,
so you can't tell that it's automated except the ones
that are meant to be that way. Right, So hopefully
this was valuable for you guys today, Thank you, Kenny.
(34:32):
But now put it into play. Don't just let it
be lip service. Don't let just coach r Andy, just
be talking in your ear today. Focus on adding three
is a great number to five people a day in
your database that weren't otherwise in there purposefully, they could
have been in there. They're in your cell phone. You
go just scroll through the a's and just anybody that
(34:53):
you don't know, kind of look at the past text messages,
see what the background on it is. By the way,
this works just as good in Facebook Facebook Messenger. You
can do the exact same thing. All you have to
do is put their name in it says hey, you know,
because when I do mine, it looks like this. So
(35:16):
when I do my upset wasn't it fire text, it
looks just like that, right, and then I have to
go in and have to put their name before the dot.
So Hey Anna, hey Daniel, Hey a Vet, hey Kenny,
whatever it may be. But that's exactly how I do it,
and I can send out dozens and dozens of these
(35:36):
super quick. Right. The recording is always on my YouTube
and it's always on my podcast, so you can listen
to it on podcasts or you can watch it on
YouTube and thank you for that. It'll be posted by tomorrow.
It's usually it takes one day if my teami get
it posted. Okay, I appreciate you being here every week.
I'm going to pick a topic dig into it to
give you guys, actionable things that you can go to
(35:58):
the next thing on. All right, thanks Randy, I appreciate everybody.
Gotta go, have a great day. Thanks for being here.
You too, Thanks Randy. Thank you for
Welcome to the Tuesday coaching call. Just second, my wife
came in right when I started a live going I
need you, and I listened to her before I listened
to you. So that's what's going on. Good to see
(00:24):
you guys. People are still popping in. Got a good
call plan for you today. We're going to get to
some tactics that are just right now, things that you
can do to connect with your people. And I really
want to teach maybe it's a fundamental principle, but it's
really one of those most powerful things you could do
in your real estate business, which is connections right, how
to do them, how to be purposeful about them, how
(00:45):
to make them happen, and then more importantly, what do
you say right? That's the key. You've got lists, you've
got cell phones, you've got all these things. But let's
be honest. Who on the call is called more than
twenty of their clients in the last week? Patrick, I
thought I might catch you with that number being a
(01:07):
little high, But you know, that's what it's about. It's
about reaching out to that how many has contacted zero
people in the last week in their database? No hands,
baby little baby hand, two baby hands. Thank you, right,
So that's where the rubber hits the road. That's where
we're going to be able to ramp this up. Now,
(01:27):
if you have a business that you're just blessed and
everything is flowing to you effortlessly and easily, and you've
got forty s gros, then this probably is not the
right call for you. If you're not, I think we're
going to really talk about some things. They're going to
help you significantly in that. The first thing to remember is,
you know, number one, nobody's going to hurt you, kill you,
(01:51):
harm you for calling them, right. We don't like to
be called so a lot of times that reluctance lives
in our head. We don't want to be spammed. I
don't like it anymore than you do. I get because
I'm pretty public in my phone numbers and it's on
my YouTube and it's on all things. I get a
lot of text messages that are spammed, right, everything from
(02:12):
how have you been lately? Are we golfing this weekend?
That one catches me every time because I'm like, who
is that? Golf's my favorite thing? Right, So they get
my attention when they mentioned golf, and so they probably
got that off of Facebook algorithm or something somewhere. They
just took a stab at you know that, I'm a
middle aged guy and I like golf. Whatever it may be, right,
(02:33):
But everybody's getting those right, everybody's getting those texts. What's
your first impression of that? When you get a text?
Come off speaker and talk to me. And I don't
need health insurance and I have it. We need health insurance,
don't need extended warranty. What about the ones that just say, hey,
do you have a minute? What do you say to that?
(02:57):
And it's an onknown number, You've never seen the number before.
What do you say? Nothing? Yeah, you don't respond, right,
you just blanket because if you respond, then you acknowledge
in their database that it's a real number and all
that stuff. Right, So I never respond to them. I
always hit report junk and delete. Right. But what separates
you from being that person when you're reaching out to somebody? Right?
(03:23):
I guess my question is, Jacob, in your mind, how
do you put yourself out of that that you're just
one of these salespeople?
Speaker 2 (03:32):
Now, I would say the relationship that you're trying to develop,
it would be a bit like whereas they're just trying
to get something.
Speaker 1 (03:46):
But you don't have a relationship yet, correct.
Speaker 2 (03:49):
Yeah, but I guess the pursuit of a relationship is
what I mean.
Speaker 1 (03:53):
Yeah, exactly. They're pursuing you though, right.
Speaker 2 (03:59):
Uh, you mean the like me if.
Speaker 1 (04:04):
They're cold texting you or cold calling you, they're pursuing
you for something, right. But we're resistant to that because
we have to be right. We've just become so numb
as a society to the amount of advertising, the amount
of impressions, the amount of flashing lights and offers and signs.
(04:25):
So we have to we have to overcome that sometimes
when we reach out to our people, and sometimes the
best way to overcome that is just simply by saying, Hey,
I'm doing this. I'm calling you because of this. Right.
I understand that you get a lot of like unsolicited
or on wanted calls, but I may have an item
of value. May I have just a minute of your
(04:45):
time to explain? And this could if this is somebody
that you obviously know that that recognizes your number, this
is really not that conversation, but it could be somebody
in your database that you don't have that deeper relationship with,
and you open up a diet log that is that
of understanding maybe that it's kind of an unsolicited call,
especially if you're calling for someone owners or homeowners or
(05:08):
expires any of these things. By the way, the rules
all changed got extended another year to yesterday. Was supposed
to be the TCPA where you cannot call anybody without
previous permission, and that was going for even Zilo and
Relator to com and some of the other lead sources. Right,
So that's been stayed one year. And I believe that's
(05:30):
a lot of probably movement in the administration and some
of the beliefs of what's going on in all these things.
There's putting a press on everything, putting a hold on everything,
which I agree with that one, but again I get
abused as much as anybody else. So today I want
to talk about number one, what's our biggest database source? Right?
(05:52):
What's our typical biggest database source unless you have a
really specific database in your real estate system and a CRM, right,
whatever it may be, Kbcore, Boomtown, doesn't matter. But outside
of that, what's your biggest database? Cell phone? Exactly right?
(06:12):
So who have taken purposeful action? My wife just stole
my cell phone, so I can't even show you. But
who's taken purposeful action about going through their cell phone
and looking for the gold, looking for the clients that
they weren't realizing were potential clients, looking for the friends
they didn't think about marketing to from a real estate perspective?
Has anybody done that on purpose? I know you are, Patrick.
(06:37):
How many people do you have in your database in
your phone? And check it's not my main sort of
contacts and go very to the very body disease.
Speaker 3 (06:49):
Thirty thirty contractors, forty past clients, and sixty eight sphere
broken out on my phone.
Speaker 1 (06:55):
Awesome.
Speaker 3 (06:55):
I use my DAT my CRM primarily though, but that's there.
If I need to just call people, usually it's say
I gotta find the contractors.
Speaker 1 (07:02):
Where I go on that? Typically? I love it. So
go to your phone to go to contacts and scrore
to the very bottom, like follow the alphabet all the
way to the zs. Go to the very bottom. Everybody
on the call, and look at how many contacts you
have in your phone? I have thirty five hundred, exactly
thirty five hundred.
Speaker 3 (07:26):
I actually I started when I when I reply to
Internet leads, though I always add them into my phone
because I was on some coaching thing that said that Instagram, Facebook,
all these other ones use your phone when you give
it permission to then suggest you as a follow to Ye,
(07:47):
it's one of the ways.
Speaker 1 (07:48):
Is just contacts more than anything.
Speaker 3 (07:51):
Yeah, so I add them as a contact as I go.
So a lot of the I mean most of the
people I talked to you want you know, reached out however,
many times when they were a cold lead coming in,
but I saved him in the phone just for that purpose.
Speaker 1 (08:02):
So Patrick, I know you and I know you're on
top of your business. How many out of thirty five
hundred contexts, how much gold do you think is in there?
A gold thirty? There's a lot.
Speaker 3 (08:16):
Yeah, I mean there's a lot of fools gold in there.
I mean I make a lot of phone calls, but it's.
Speaker 1 (08:23):
And you know, again, tell me what you mean by
fools gold?
Speaker 3 (08:29):
You know, like I said, a lot of those are
Internet leads.
Speaker 1 (08:31):
And so you have thirty five hundred internet leads.
Speaker 3 (08:36):
Well, I have fifteen thousand in my database through fifteen
twenty years of just having people sign up.
Speaker 1 (08:43):
On that right. So I guess my point is this,
I don't want you to look at it from a
perspective of fools. Gold. I want you to look at
the perspective of gold. Yeah, it's just not been mined yet.
Speaker 3 (08:54):
Yeah, and that's part of the clients, Like I said,
that's the past client sphere.
Speaker 1 (08:58):
Yeah. You you have a unique situation. Most people aren't
putting downloaded leads into their cell phone, right right, right,
it's your prerogative. Who else has what's the number you
guys have in your cell phones? Contact? I got about
fifteen hundred, okay, fifteen hundred, okay, seven hundred, seven hundred awesome. Anna,
(09:19):
what about you? She's trying to trying to unmute.
Speaker 4 (09:30):
Yeah, I'm trying to unmute. Actually, like it doesn't it
doesn't show me how many contacts I have.
Speaker 1 (09:39):
I could show you, do you have an iPhone?
Speaker 5 (09:41):
No, I have an Android?
Speaker 1 (09:42):
Okay, go to contacts, Yeah, and then where you could
search alphabetically, go all the way to the very bottom
past z and to tell you how many contacts you
have on your phone, you might want to have to
drag your finger on the side if you have a lot. Yeah,
well look at that to just and let us know
the point of this is being purposeful about your databases, right,
(10:06):
And I'm going to give you a script today that
you can text everybody that maybe you haven't talked to
in a little bit, maybe to find out where they're at,
maybe to just kind of inspire conversations, called the fire Text.
I love it, simple text, and it's made for somebody
that you have some relationship with, not a cold one,
because it says how's the fam, And it's shortening, abbreviating
words on purpose and things. Anna, did you find that
(10:33):
still looking?
Speaker 4 (10:34):
Yeah, it doesn't give me a number, so on I
scroll all the way to the bottom. It just says
the last few are just phone numbers, and then it
says fifty five places and for one one like nine
to one one, and that's it.
Speaker 1 (10:48):
No worries, no worries. So you know, when I in
my phone, I had sixty five hundred, and I went
through and purposefully started cleaning it up, and I just
went through a'sb cs. Mathematically, let's just say we have
you know, fifty two hundred would be about twenty per
letter minimum, right, or two hundred per letter right, meaning
(11:09):
a's got two hundred, pees got two hundred, c's got
two hundred. Just mathematically. Want you guys to think of
how you can reach through your database and just take it.
Don't bite it all at one time. It will be
too much to handle. But just focus on the a's,
for instance, in the beginning, and make sure every single
A has been contacted, you know who they are, there's
some kind of reference to it. And then I'm going
(11:32):
to put a chat in here. That is a text
that you can use that works very well for me.
This is better if you know them, but I call
it the fire text, right, and I'll use I'll use Patrick, right.
You guys can copy and paste this into your desktop
(11:53):
or into your emails, you save it or whatever it is.
But it's really simple and just says, hey, Patrick, hope
you and the fam are well well. The twenty twenty
five real estate market is really bananas, in case you
haven't heard in Prices have really risen and inventory is
still critically low. Curious about the increased value of your home.
It's just pretty straightforward. And by the way, you could
(12:14):
do this to everybody in the a's. You could edit
it so if you don't recognize the number at all,
you could say, hey, Hope you're well. You're in my phone.
I was just curious twenty five real estate market's really
bananas and so on, Right, And if it's somebody that
you are familiar with, you could send this one that's
a little more personalized and then wait till they respond,
(12:35):
and then focus on connecting with everybody in the a's
and then when you're done with that, move the ones
that said hey, I'm interested, I'm not interested, or I
don't own a home or whatever it is. You can
move those into your database purposefully. Most people were focusing
on about two hundred contacts on their phone that are
considered people I know. Right, it doesn't matter what level
(12:59):
of business you're at. It doesn't matter if you're doing
a million dollars in GCI or you're trying to get
scratch out six transactions a year. This is now business
that usually lives in your phone that people forget about.
And this is one of those things that now there
are things to talk about in real estate. Right. What's
going on with interest rates staying up there? They're staying
(13:25):
up there. Yeah, the Feds haven't adjusted anything yet, but
what's the language around the president After just a week
in office, he's putting pressure on the Fed pressure on
the FEDS to move the rates down right, inspiring the economy,
inspiring housing, all these things will lead to it. In
a big world, oil prices and all these petroleum products,
(13:49):
all these things should add pressure to decreasing prices locally.
But that's a long tail. I don't think that's a
now thing. That's a long tail. But I do believe
he's going to put pressure on the FED the lower rates,
regardless of the leading indicators. I think there's a consensus
that they're going to put pressure on rates because housing
(14:10):
is a big part of the economy, and their laser
focused on inspiring the economy in every way, right, And
he's had language about this. I've seen lots of things
talking about the opposite. They're putting a freeze on rates
and they're going to go to nine percent. I don't
believe that in any ounce of my body. Right. There's
no indicators for that. So again, as you're having these
(14:32):
conversations with people, where's your mindset? Is your mindset and
optimism and hope and excitement about the market. Are you
enthusiastic about the market or are you in a place
where you're not interested? You're still you know, we still
have shrap noel and scar tissue. Right, so you all
(14:53):
are here, I want to add value today. Who wants
to do a role play. I'll let you be the
easy one. I'll let you be the home owner or
the person in my phone, and we'll go through some
scripts on the recording. I post this to my podcast,
I posted this to my YouTube and all the things.
You can go back and listen to it. You can
write it down, provide a script to yourself, whatever it
may be. But who would like to have some dialogue
(15:16):
around this in a coaching capacity? Nobody wants to practice?
Speaker 2 (15:26):
Sure, I'll I'll practice for you.
Speaker 1 (15:30):
Well done, Jacob, Well done, Jacob. How many transactions you
closed in the last year?
Speaker 2 (15:35):
I have not closed any? Okay, I'm brand new brand
Good job.
Speaker 1 (15:41):
Good job being here, Jacob, good job being here. I'm
gonna move my language a little bit to be for you.
I'm gonna beat you calling other people. Thank you, Anna,
I see that. I'm gonna be you calling people. Okay, okay.
Who is your organizational senior partners?
Speaker 2 (16:00):
I organize it like with XP.
Speaker 1 (16:02):
I mean yep.
Speaker 2 (16:03):
So I have Eric as my mentor and I have
Brian Benjamin as my principal broker record yep.
Speaker 1 (16:11):
And your mentor's Eric, Yes, sir, who's your sponsor? My
sponsor I believe is also Eric? Okay? Cool? Eric who Beachi? Okay? Cool?
So what I want you to do is I want
you to use Eric Beachie as your edification. Right, I
know who you are? Now, Sorry I didn't didn't it? Okay?
Speaker 2 (16:29):
I totally understand.
Speaker 1 (16:31):
So Jacob your brand new, you haven't done a deal,
you're in a mentor program, you're excited about real estate,
you got your license. How do you now talk to
your database? Right? And this is going to be the
very beginning levels of the conversation, but everybody can can
edit these to take care of yourself of how long
you've been in the business and so on. So I'm
going to call you in the database somebody that I've known.
You're in my church group, you're in my rugby group,
(16:52):
you're it does not matter. I want you to understand me.
Everybody is a real estate client potential, yes sir, right,
So us do a role play. You're going to be
the person in my phone that I'm calling asking for business, okay,
And I'm assuming you have they know who you are.
If you say your name right? Yes, okay, ring Ring, Hey, Jacob,
(17:14):
this is Jacob. Hey Jacob, this is Jacob bent Barnhardt
over here at EXP. You remember me right from church
or from the Rotary Club?
Speaker 4 (17:22):
Oh?
Speaker 1 (17:22):
Yeah, how's it going? It's going well. Listen. Do you
have time for just a one minute business call?
Speaker 4 (17:27):
Yeah?
Speaker 1 (17:28):
Totally. What's up? Listen? I respect you. I want to
learn about your business and find out ways we can
collaborate a network. Because I got my real estate license,
I'm very excited. I partnered with the number one fastest
growing company and the planet for real estate, and that's EXP.
It's a NASDAQ traded two billion dollar company. And I
partnered with a senior agent here in Salem, Oregon named
(17:51):
Eric Beachey. He's actually my partner. He's my you know,
he's my business associate and my mentor. And we're really
reaching out to people to talk about the real estate
market in twenty twenty five, Jacob, do you have any
intent to buy, sell, invest or rent in real estate?
Maybe in the next six months where we might be
able to help you.
Speaker 2 (18:12):
Yes, I do, real quick.
Speaker 1 (18:14):
I'm super sorry. I'm attention all while I'm at work.
I'll be right back. Yeah, no worries. I saw that's
all right, no worries. Okay, So who else wants to
pick up on a role play? Anna? You got chosen
because you were smiling the most.
Speaker 4 (18:34):
Yes, because it's a lot of in here, but that's okay, yeah.
Speaker 1 (18:38):
It sounds right here. Again, I want to go through
this so you understand how easy this could be and
remove the fear from it. Right, because if you come
from a place of value, you're not selling things, right,
If you're just strictly asking for things, that's that's something
that could be important, right, And I'm jealous you're in
Hawaii right now?
Speaker 5 (18:58):
Yeah, and all the roosters.
Speaker 1 (19:00):
Yeah okay, I can't hear. So, so again, you're you're
a seasoned agent. How long have you been in real estate?
Speaker 4 (19:08):
Twenty years?
Speaker 1 (19:09):
Yep? And how many transactions you do approximately annually?
Speaker 4 (19:14):
Usually about ten okay, ten twelve?
Speaker 1 (19:19):
Okay? Cool? So you want to edify that when you
talk to people, you don't have to lean on a
senior partner or a mentor as much. Okay. So I'm
going to be you, and you're going to be in
my database as somebody I just recognized, and we're going
to go for the recognizable one and maybe talk about
this this fire text. By the way, you could send
this text out to them first, and then it's asking
(19:39):
if you'd like a little information right or a little time,
but if you're going to reach out to your database.
Hey ring ring, Hey Anna, Hi, who is this. It's
Randy Bird exp Reality. You know we've been connected through rotary.
Speaker 5 (19:56):
You play pickleball?
Speaker 1 (19:58):
No, I don't. I just thought that's where we connected.
Speaker 4 (20:03):
Oh huh, okay, remember me at all. I've met so
many people this last year traveling, you know, and with
Tony Robbinson pickleball. I don't quite.
Speaker 1 (20:17):
Yeah, you name two things close to my heart. Well, sorry, Anna,
just real quick. My name is Randy Bird exp Agent.
You know, I recently became really much more purposeful about
helping my database and my people find out what's going
in the real estate space. There's a lot going on
in the real estate market. You may have heard about that,
with everything from presidential changes to rates and to housing inventory.
(20:42):
And I was just curious, you know, you're in my
you're in my phone, and I'd like to be a better,
you know, better partner with you in the future. And
I was just curious, are you looking at all at buying, selling, investing,
or renting real estate in the next six months where
we might be able to help you.
Speaker 4 (20:59):
I'm always looking for good opportunities. I'm not actively searching,
you know, but if something good comes along, I'd like
to pay attention to things.
Speaker 1 (21:14):
Yeah, I'd be happy to help you with that. And
I'm not going to harm another relationship with another agent.
You don't have any signed agreements with anybody, do you?
Speaker 4 (21:22):
No?
Speaker 1 (21:22):
Not at this time. That's fair enough. That's all we're
looking for. So I would now go down the road
of what she's looking for specifically and start taking information
right price point, what are they looking for, and so on.
What we're trying to do is just get to a
point to where they hot, warm and cold in our
database from a perspective of communication. Right, So she's immediately
(21:46):
at least talking to me, and if she's given me
looking for this kind of investment, this kind of thing,
I'm immediately putting it in my database, putting in on
an automation, putting on a follow up campaign to get
to a point to where we can have, you know,
some real estate dialogue along the way and start building trust.
Speaker 5 (22:05):
Okay, Yeah, I think that the.
Speaker 4 (22:09):
With going through my pond, I think one of the
biggest challenges would be to ask for their email, you know,
because people get so bombarded with so much.
Speaker 1 (22:23):
Yeah, and.
Speaker 5 (22:29):
Some of the dis feedback I received, But I what
I was going to say is that I like the
fact that instead of asking for that immediately, you help
them imagine like if, in my case, if that was
the possibility, what would that look like?
Speaker 4 (22:46):
Like what are you looking for? Like going into the.
Speaker 5 (22:49):
Details of the possibilities.
Speaker 4 (22:51):
So I think it's with that objection.
Speaker 1 (22:56):
And I know you well, I want to make sure
the I'm coaching you properly. I don't think you have
a fear about the belief around giving an email or
asking for an email. I don't believe you're closed mind
in that. I think it's a probably a thing that's
at the top of your mind right now because I
know you've I've.
Speaker 4 (23:13):
Been tolering up with a lot of Internet leads like
Facebook messages from posting. That's that's some of the feedback.
Speaker 1 (23:20):
So if you're leading with value, it's very likely that
you're going to get the information because you have some
value to provide. If you're just asking for information. Then
everybody's protective. Right. If somebody called me and just said, hey,
I want your email, I'd love to send you a
couple of things I want to know more.
Speaker 6 (23:37):
Right, Yeah, So what I want, what I want you
to take from this today is don't be afraid to
be purposeful about going through your cell phone and this
new turn of the year right where almost.
Speaker 1 (23:48):
At the end of January now, and just use either
a firescript or some kind of script that is going
to help you get through that language conversation with them.
And you're just saying looking, I'm looking at I can
only service so many people. Last year we sold ten homes,
twelve homes here in Hawaii. I've been in the business
twenty years. I can only service so many people. But
(24:08):
I'm looking for the ones that need help in twenty
twenty five. Are you thinking of buying, selling, renter, or
investing in twenty twenty five where I might be able
to add value and service to you? Right, that's kind
of a yes or no, right, And that's yeah, then
you can match their energy. Okay, great, Anna, So let
(24:29):
me ask you what's that look like? Perfect world. I
don't want to bombard you. I want to honor you,
and I can go as slow or fast as you
like me to. Right. That's again acknowledging their what they're
expecting behavior wise. I can go as slow or fast
as you want me to. So would you like me
to like go fast right now? Or would you like
(24:49):
to like ease into this? Maybe I send you listings
every week every two weeks, totally up to you. How
can I support you? What would be the best answer
for you?
Speaker 4 (25:01):
Oh, at this time, I think monthly would work.
Speaker 1 (25:04):
Well, okay, monthly. So you're really not that excited about
real estate. If I found a smoking deal right now,
you're not the person I should call because you're not
really quite ready. Is that accurate?
Speaker 5 (25:18):
That's yeah, I would say.
Speaker 1 (25:20):
So, Okay, you hesitated because I caught you right by
the less I used. I intrigued you into Well, if
it's a smoking deal, I want to know about it,
right whisper. So okay, here's what I'll do. I'm gonna
put you on the monthly drip list. But I'm gonna
put you on the smoking list. Means it has to
be smoking. It's got to be just literally badass for
(25:41):
me to call you about that. It's a short list
I'm going to add I'm going to add you to
that list. Do I have your permission for these two lists? Yeah?
Speaker 4 (25:48):
That sounds I could idea.
Speaker 1 (25:51):
You see how we went for a month to now
I can call her any time?
Speaker 4 (25:55):
Yeah?
Speaker 1 (25:55):
Okay, It's all just a little bit of language. And
then so now, what's the best email for you? Anna,
Bob perfect? I have one of those smoking deals and
your email bounces what number do I call?
Speaker 4 (26:09):
The number you just called?
Speaker 1 (26:11):
Right? So those are pieces of language you can get
to without saying hey, do you can I? Do you
mind if I get your phone number?
Speaker 4 (26:19):
Right?
Speaker 1 (26:20):
That's kind of how maybe we're feeling. But I want
you to use more sort of powerful language than that.
Speaker 4 (26:26):
Yeah, you get me with the smoking deal. The smug
big deal is one thing, but when you say smoking deal.
Speaker 1 (26:33):
That's exactly. And I also framed it. I said, this
is normal communication, but this this I want to make
sure you don't want to be a part of this.
And you said, well I do want to be part of.
Speaker 5 (26:42):
That, right right?
Speaker 1 (26:44):
Yeah? Right? So is that language? Would it help you
in your business if you addressed your conversations that way?
Speaker 4 (26:53):
Yeah? I think definitely, so.
Speaker 1 (26:57):
Jacob, you back for a minute, Yes, sir, sorry about that.
Speaker 2 (27:02):
It just it was convenient that no customers and customer
walked in as soon as apologies.
Speaker 1 (27:08):
I know you've got a job and you're really trying
to make this a real estate career for you. And honestly,
you're one of the guys I speak to the most
in terms of how do we get off the ground?
How do we get on first base in real estate?
Right there's a lot of agents that do a lot
of transactions, and we look at it, we just don't
understand how. I'm giving you the fundamentals of how right
right now, it's a contact sport. Every minute of the
(27:29):
day that you have three you should be working at
making contacts. I would say if you're if you're really
trying to transition quickly, you want to have ten contacts
a day. Right. That may mean a lot of conversation,
a lot of phone calls, but you're not leaving messages.
You're trying to have these conversations. It could be a
give me a call back, I just have a quick
one minute question, whatever it may be. But you're trying
(27:50):
to add these people to your database to start know,
like in trusting you and then get into a language
conversation where you're helping them and serving them with value. Right,
value is information. They don't have information that we do.
They have Zillo, but they don't have the MLS, they
don't have internal stuff, they don't have off market properties,
they don't have all this data that we have. Right,
(28:11):
that has to be the divide between the two parties,
as you have things they don't have. Right. If you
go I'm going to look on zillo and send you
some things, they're gonna go, why do I need you? Sorry? Yeah, right, exactly.
So again in your language, I would focus on a
script for you, Jacob as we as we do the
call today, my script would sound something like this. Hey,
(28:33):
it's Jacob with the XP Reality. I'm new to reality,
you know, I just got my license, but I joined
Edify the company. I joined EXP Reality, a multi billion
dollar company with ninety thousand agents. So my band with
is massive and they have massive amounts of available properties
that you wouldn't see maybe anywhere else. On the other side,
I partnered with Eric Beachi. Eric Beachi's a proven professional,
(28:57):
proven business owner. He's my mentor's my partner. So you're covered, right,
Even though I'm new in the space. I'm gonna work
harder than anybody else for you. So with all that said,
how can I deliver the most value for you? In
real estate? Are you looking at buying? And I like
the question are you looking to buy, sell, invest or
rent real estate in twenty twenty five? The reason I
(29:18):
like that statement so much is because if you go
are you thinking of any really? Do you have any
real estate needs right now? They might be thinking singular listings,
singular I don't want to buy anything right now, singular
I don't want an investment, singular I'm renting. I'm not buying.
You've got to find out where they're at and talk
to that particular category. If they say a renter, I've
(29:39):
got one of the best first time home buyer packages
on the planet. Let me introduce you to my lender,
Dave Right. Or if they say, yeah, you know, we
own a house. We're going to die in this house.
But we are always looking for good deals aka investments.
That investment conversation comes into play right sophisticated or beginning
to invest or, meaning that you want multiple doors, you
(30:01):
want single family, what are you looking for? And we
keep working through that needs until we get to a
place that we can provide value to them. Is this
helpful for you guys? Did you copy and paste that
fire text? This is a great thing to go through
your phone and just anybody you recognize, like, oh, Sam,
(30:21):
I remember Sam played softball with him. It's been five years,
but I remember Sam. This is a great text to
send Sam right because it's on some way this was
This is great Randy. I really appreciate it, and I
like that script you gave. Would it hurt? Would it?
Would it hurt to add offering a CMA at the
(30:43):
end of that script, So no, I would. I would
stay with it for now because number one CMA is
kind of internal language. And it also come on, if
I call you and go, hey, Mark, I'd love to
provide a free CMA to you, And it's no obligation.
I'm just going to send it right over. That removes
a little bit of the curious value of it. So
(31:03):
I would just say, are you curious about the increased
value of your home? You said increased, and you said curious.
They're going to respond of like, no, we know what
it is. We saw it on Zilo. Then you can
reply to that Zillo request right that Zillo rebuttal Okay, Hey,
you know, eight out of ten zillos that I've looked
at personally are wrong, and the good thing is they're
(31:24):
wrong and the wrong way. So it's probably your house
is worth more. You want to season professional look at it,
not Zillo. Okay, thanks, right, But what I would do
if you want to do something, do an ab test,
meaning take them take my script that we know works.
We did this to like a thousand people in tom Ferry.
We know it works. And then do your own version
(31:45):
of that and send it to different groups and just
see which one gets a better response. I'm not saying
mine's the end of the earth the best. I'm saying
that one's proven the emojis, all the things in it.
Make sure you copy it exactly, because this is what's
making it like I'm going, hey, Jacob, housing markets, bananas
inventories still low. You're curious what your increased value is, right,
(32:11):
I was just thinking of you. You could add things
whatever you want to loosen it up for you, but
that is when you're going to get the greatest value
from that text. And I'm telling you we've sent this
text to one hundred people and have gotten ninety responses.
Just depends the list you're send it to you. But
if it's people that know you, I mean even like friends.
(32:32):
I could think of like Todd. I haven't talked to Todd
in a year. He's a football coach in Santa Rosa.
I can send him this text right now. He'd probably go,
screw you, Bird, that's the first thing you asked me.
You know, he's that kind of friend. He go good
talking to you too or whatever. He go good talk.
But he still would probably answer the question right because
I said, how are you and the fam? Real estate's crazy?
(32:54):
I'm in real estate. Are you curious what your home
value's done? All right? Yes, Alexandra.
Speaker 7 (33:03):
You know, to that point, I was scheduling. I was
scheduling an appointment on a calendar with somebody, and I
met with them. It was somebody I respected, admire, and
then two days later I got a text from him saying, hey,
get on my calendar. It's been a long time since
we've connected. And I was like, ah, you know, I
was personal. It's like we just talked like yesterday or
(33:23):
two days ago. And so when it's automated, it kind
of takes away that feeling of.
Speaker 1 (33:29):
It totally does. He does on that he should have
stopped the automation once you guys had a physical conversation, right,
My automations all pause when I have a physical conversation
with somebody, except my automations to my organization, because those
are meant to be systematically going out every couple weeks
to support them. But every one of my other automations,
(33:50):
as soon as they respond to a text message or
I have a physical conversation with them, they all pause
and then they go into a task list of what's next. Right,
what happened from the conversation, So that was a fault
on his part where he had a physical conversation and
didn't pause an automation. We just that's a great takeaway though,
(34:12):
And let you guys be be warned, right, thank you.
I'm a big automator, but I'm always tweaking the automation,
so you can't tell that it's automated except the ones
that are meant to be that way. Right, So hopefully
this was valuable for you guys today, Thank you, Kenny.
(34:32):
But now put it into play. Don't just let it
be lip service. Don't let just coach r Andy, just
be talking in your ear today. Focus on adding three
is a great number to five people a day in
your database that weren't otherwise in there purposefully, they could
have been in there. They're in your cell phone. You
go just scroll through the a's and just anybody that
(34:53):
you don't know, kind of look at the past text messages,
see what the background on it is. By the way,
this works just as good in Facebook Facebook Messenger. You
can do the exact same thing. All you have to
do is put their name in it says hey, you know,
because when I do mine, it looks like this. So
(35:16):
when I do my upset wasn't it fire text, it
looks just like that, right, and then I have to
go in and have to put their name before the dot.
So Hey Anna, hey Daniel, Hey a Vet, hey Kenny,
whatever it may be. But that's exactly how I do it,
and I can send out dozens and dozens of these
(35:36):
super quick. Right. The recording is always on my YouTube
and it's always on my podcast, so you can listen
to it on podcasts or you can watch it on
YouTube and thank you for that. It'll be posted by tomorrow.
It's usually it takes one day if my teami get
it posted. Okay, I appreciate you being here every week.
I'm going to pick a topic dig into it to
give you guys, actionable things that you can go to
(35:58):
the next thing on. All right, thanks Randy, I appreciate everybody.
Gotta go, have a great day. Thanks for being here.
You too, Thanks Randy. Thank you for
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