Tuesday knew you’re in rockstars thatcan only mean one thing you’re ready to have a cup of coffee with your cordialReno here is my traditional cappuccino mmm add it’s good stuffyou ready to chat about real estate yeah you’re ready to go all right one moreadjustment hold on a second I’m Manning the shop myself today there you go allright you guys are ready to talk the doom and gloom Zillow has unleashed onour community are you ready to talk about making money having a good timehelping people enjoying this business being a successful real estate agent andyou’re in the right place are you here to ask questions are you here to postcomments you’re in the right place coach Marino with you if this is your firsttime here with us special welcome to you good to have you it is not yourtraditional real estate broadcast or a video yes I use colorful language yes Iuse adult language and yes I speak from the heartafter years of experience as an agent now I took on the mantle of coaching youinspiring and helping you guys that has been my mission and with that big goodwill come to my good man William nice to have you will in from Louisville LosAngeles California mr.Brian English the traditional always present always eagerto learn always wanting to be better and successful good to have you my man andgales intake always eager to learn and grow and get better and help others youare a rockstar at that girl however like thatall right well do we have Therese with us Mary checking in terrific Tuesday toyou as well my dear lovely to have you good afternoon to you all Linda checkingin absolutely fantastic to have you all of you guys we’re going to have a goodlife today and I have an agenda pretty much a single thing I want to talk toyou about first and if with time of course I’ll get on your questions andanswer them but first I wanted to talk about the doom and gloom the demise ofthe real estate industry because of evil Zillow you guys know what I’m talkingabout right you saw the article everybody’s talking about itZillow launches instant offers pilot program for home sellers real estateagents leaving in drones thousands leaving homeless tens of thousandswithout income this is the end of real estate as we know it or something alongthose lines hike you guys see what’s going on there was a great discussion onour forum on our friends and lab codes everybody’s chiming in and some of thecomments on the article will go into a detail what it means and what it meansto you and your pocketbook some of them are intelligent we articulate some moreoh this is good some of them all this is this at the endsome were very emotional ah you know like that picture I showed you someanalyze what was really going on somewhere just like what the fuck what’sgoing on so let’s attack it shall we let’s have alittle conversation and hopefully intelligent conversation with some humorand some good time what it really means in the largest keema figs what it meansto you to your business your income where do we go from here my little twocents from your coach merino when I started in real estate in 1743 whenwe’re sorry the Hutt’s back then when I started this was when the MultipleListing Service was just coming online as a computer system and we wereswitching from those big books anybody remember that anybody in the businesslong enough to remember the big like phonebook through our distich big booksand every 10 days did we get reprinted they would drop off the old drop off thenew ones pick up the old ones and they would switch three times a month andthere were little tiny postage stamp picture of the property a little bit ofa description you are lucky if there was at one photo one black-and-white photoand you’ll flip through it there was an active section there were pendings therewas a list of souls and an expired to the yet and that wasthe resource we will the gate gatekeepers of the information if Iremember that anybody hold enough let’s seeeven if you wear your problems don’t admit it right right yeah Brian likesthat 17:43 that’s about when I startedseriously yeah so anyway that’s that’s um that’s what we hadand for years that’s how it worked and you would get this information with comethrough it all new listings and so on what I hated about it more than the factthat you had these tiny little postage stamp pictures of the houses in a verylittle description this agent was worked hard enough to put something about theproperty there but what was what I hated the most is the fingers as you thumbthrough the page just like a newspaper you know your fingers would get dirtyall the time I hated that so when they started to introduce and roll out MLS asa computer system I was relieved not because I saw the potential of thetechnology you know this is so way back we didn’t really know what that’s goingto really impact how it’s going to impact the industry and change it what Ilike this the fact of my hands when you get dirty anymore so that’s what I’ll iswhat I was excited about and we would have dot matrix printers that would goto the you know in print and we had these classes we were learning how theywork how to log in and all that and there were three camps in the officewhere I worked there was a small size office over about 20-some agents therebut there were three groups of people three camps of agents first cam theywere like yeah okay I gotta get shit done I got a buyer I need to show someproperty or I got to prepare an analyst how do I do that let’s get it done let’sget outta you there was a second group of people who’s a holy shit this isawesome like me I saw the potential of being able to access MLS anywhere notjust in the office where we started with these giant computers and there was athird group of agents third group of people who like I hate this I don’t knowhow to use it and this is frustrating and I don’t know what to do about whenan agent and don don was an old guy he was a retired teacher tall slender grayhair very conservative type you know I mean he liked things a certain way and abig destruction like this meant it ruined his livelihood and he wasn’tdoing they great to begin with given his attitude I’m not surprised but Don wasfrustrated every time I had my cubicle not far from the room where thecomputers were we had two computers and two printers and I could just hear himgrumble oh stop this shit and I know downloadsunless and then you would like and you already can help me here how do I dothat you know and then some good soul would come in and rescue dog notsurprisingly a few months later Don quit real estate and I was not surprised asthe grumble grumble grumble clearly he was not having funthere are times and milestones and events in our life in our business wheresomething new comes along that changes dramatically our lives our industrythink about uber what mate uber so cool I love using uber I’m a huge fan of uberI use it a lot I love it what makes it cool a choice that I as a consumer havea choice between a dirty clunky uncomfortable expensive cab where I haveto pay with some swipe shit now they could the giant screen in my face withsome obnoxious annoying advertising listening to some third-world countrymusic most of the time in a smelly cab that’s clunking bouncing around and it’sexpensive and it’s going to be late and it’s going to be hard to get at timesand I don’t know in advance what the fare is going to be none of that versusI can take the kind of car I want the size of the car I want I can tell rightaway what my fare is going to be I can tell exactly how long exactly very closeto how long it’s going to take to get there I have to do anything the fare ispaid it’s convenient the cars are nicer the cars are cleanthere’s some now the introducing I can have my own playlist it’s usually drivenby somebody very pleasant and charity my experience with uber drivers has beenalways cool people very nice very friendly if you won’thave a conversation that will have a cool conversation with you it’s notthere leave you’ll love it it’s less expensive it’s convenient it’s fantasticnow let’s connect it to our Zillow let me pull up the article so that you’re upto speed so you understand what’s going on check this outso according to a little Zillow launches instant offers pilot program for homesellers illis for the seven of you who don’t know what that is it’s a databaseis an online database to advertise they generate their money through advertisingrevenue majority of their income is from advertising now they launched thisprogram where without or without agent homeowners canentertain instant offers and sell quickly the basic premise of the programis that they will team up with Wall Street investors with certain sellersand want to sell fast who don’t want to deal with an agent or deal with inwhat’s called the premier agent and sell quickly for a set amount of money that’sthe premise of the program freakout explosion like thisright yesterday when they announced it now let’s dive a little deeper intowhat’s really is going on listen to this Zillow says and here’s really youranswer and this is a long answer to your profitability for years to come Zillowsays that the program is a direct response to its research about homesellers concerns the company found that the sellers are frustrated with theunknown that come with listing a house and the inconvenience and stress openhouses staging moving and unpredictable timing sellers are looking for moresolution when selling their home that’s the answer that’s the hallelujah rightthere and that’s the reason why you should not be freaking out at allthere’s nothing to freak about because the reality is this there was alwaysgoing to be a small group of home sellers who don’t give a shit aboutagents and how to deal with agents we will figure out any other way to avoidthe industry juice nothing you can do about it though cider for sale by ownersthose are a pain in the ass sellers those are the difficult ones those arethe ones that think we’re scum and we’re making way too much money you cannotchange them we cannot educate see the Zillow came with this plan not toprotect your best individual doesn’t give a shit about you yes they want yourmoney they created a partnership that’s profitable for many agents and forZillow but it be and why should they protect your best interests how arrogantand how ignorant of so many agents think involves you look should be protectingmy interests they’re using my listing fuck you that is not true at all that’snot how its set up that’s not how it worksit is not driven by the real estate industry it is not driven by Zillow whois driving their consumers the sellers the reason very successful is notbecause Hoover wanted to succeed yes they did but at the end the ultimatesuccess is because we liked it because it was better because it was cheaperit’s as simple as that rule Zillow be the next tuber I don’tthink so and I tell you why Zillow has a big national presence a lotof people know about a lot of people using with agents consumers etc but thisindustry and this business is not like car industry or not like travel industrylike I want to get uber is simple I’m in point a give me quickly inexpensivelysafely and permanently to point B that’s the whole thing I don’t care whether thecar is black or white I don’t care about any other details I want to get therequickly I want to get there safely and I won’t have a pleasant drive there frompoint A to point B it’s that simple the real estate transaction is not thatsimple and I tell you why I don’t think this is a big threat to your businessseveral reasons number one the real estate transactions are way to morecomplex this one so surprised the attorneys and the legal industry hasn’tgotten their hands deeper in the pockets good fuck that they’re making 10 grandtransactions how do we get on that racket you know I mean I mean they triedbut so far it hasn’t worked very well for that thank youthank God for us right now real estate deals the entire process is acombination of very strong big emotions and it’s usually fear I mean look backand all the solos you deal with all the buyers to deal with there’s at least onemassive freakout go ahead please once a week right a lot of emotions and a lotof complex information data transaction disclosures paperwork information marketupdate price there’s a boatload of data that needs to be processed now siteslike Zillow offer data the estimates and all that there are plenty of resourceswhere the consumer can get the data the data is not the issue here what thatdata means how it impacts the consumer and what to do about it it’s a criticalelement that note Zillow not attorney nobody can fill with you that’s itthat’s it because the seller in the complexity we all needs the hand-holdingneeds the advice need somebody they can trust they have no reason to trust somenameless faceless entity called Zillow they have a reason to trust you Brianyou James you Mary you Gail because there’s a blonde there’s a trustdinner is a relationship the money matters yes but let’s talk about themoney the Zillo premise is they will team up they will hook you up as aseller with Wall Street investors hmm think about that Wall Street veryhonored up from people willing to protect the sellers best interest andtheir pocket I don’t think so what is their interest why are they in it tomake profit now if the buyer the Wall Street investors also on it’s cool guysare there to make a profit what chances does the seller stand toget a fair deal think about that will this be a good deal for most sellers Idon’t think so I don’t have a crystal ball obviously but if I look at it froma 10,000 foot perspective I like hold on Wall Street investors where the singleseller I think the single fellow is fucked in most cases because they’rebuying it to make profit to make money that’s the sole reason they don’t give ashit about their situation they really care why are they selling what is theircircumstance is none of that bottom line is all that matters to them they’redollar driven and that’s their business I’m not knocking it fine that’s how youmake a living cool but if you put these together ad doesn’t look very fair to meto the seller who protect the seller who is on the seller side who will handholdthe seller yes Zillow says seller has the option to getthe premier agent which is really where they’re going to probably make themonies try to sell you more shit and some of the agents who have the budgetand the desire and it’s their business model more power to you use it it willbe a good opportunity to get in front of all those sellers does it all make senseso here’s the bottom line you don’t have much to worry about yet this is not adisruption by any means it’s a pilot program than in my case my opinion isnot going to take off in a big way it will resonate with certain small groupof cells but they will always be there those are your physicals nowstatistically you already know a transactions out of 100 are fizzbuzzthey’re not telling this are the lowest number since 1981 they’re not selling onaverage property listed with an agent sells for last year’s stats were 160thousand more median price right according to any are huge discrepancywhy do you think that is good agent on their side good negotiator goodsources marketing in some patients it’s going to take some time even in a hotmarket to find the perfect buyer make sure the property inspector praises allthat stuff I don’t see this happening with investors on Wall Street WallStreet doesn’t have the best reputation to protect the consumers best interestif you ask me you understand what I’m sayingNick Baldwin summarized it really well my good man Nick posted this I read thisquote in Business Journal yesterday and brings up a valid point Zillow presentlyreceives less than 1% of the hundred billion brokerage ecosystem support andthe company has realized that until they accept the blahblah now Zillow isforgetting that one and the most important thing that it would bealthough let me move it so you can see it here we go I’m going to zoom it outbecause the last paragraph is the critical one hold on here that one mostimportant thing that it would be need to firm compete in human being of itsquality of service as agents we still crush Zillow in that department qualityof service no website no entity no uber of real estate can compete with that oncontrary uber won because the quality of the service because it was more personalbut it was more pleasant that’s why over 1 Zillow is not over your uber you’rethe disrupter the Zillow have really that big of a presence in yourneighborhood I don’t think so do you have to deal with it yes there will besome ramifications you have to take it into consideration and you have to stayflexible but what will it take to deliver what the consumer really wantsthe answer was right there in the article the reason Zillow did a researchand found so many sellers are unhappy and are looking for alternative becausethey don’t have the right answers they don’t have the accurate honest truthfulanswers it’s as simple as that that’s your answer right in there it’s in thearticle the uncertainty so now you as a professional high status agent come inwhat does it take to compete not just with Zillow but in general to reallyor any game I made a list you want to go through it real quick let me show youokay so step one or part one is your communication so let’s call it the agame list step one is your communication how youcommunicate they like me like me like me ain’t gonna cut itneither with the high pressure aggressive script and more the consumersare changing the industry is changing the world is changing it has to be agenuine confident connected two-way conversation that’s the answerinstead of automating make it personable connect it so that’s the first onesecond thing on my list is you have to have systems to generate leads leadgeneration no more shooting from the hip that the other system that we have thedisruptors I mean they’re already coming they’re trying and the way you competewith that is you have enough good qualified leads coming through thepipeline that these kind of auxilary disruptions are not going to sway youtoo much and they’re going to make a big dent because it is five listingappointments lined up and one of these cell says you know what we’re going togo with the Zillow deal I mean that’s better for us you say more power to goodluck hopefully that works out for you except most of you don’t have four orfive listing appointment line up you know why you don’t have the systems togenerate good quality leads can Zillow be one of the systems it can beyesterday with that interview summer we’re on it did working out was a goodright it was good Shana Shana did a fantastic job breakingit down she is a new type of real estate agent where most of her business comesfrom technology systems and Zillow is one of them she uses itthe downside is you got to learn it this is not something you’re gonna masterovernight ain’t ain’t cheap she mentioned her budget and it’s a fewthousand dollars a month to run something like that but it works for herand that’s cool it’s just another model my point iswhatever you choose make sure it’s a system make sure you know what the stepsare make sure you know what the components are so you don’t justimprovise it’s planned so you can measure it you can troubleshoot it andyou can scale it make sense next what’s next to my list follow-up your follow-upneeds to be spot-on and there are two components to it your frequency howoften you follow up so many don’t follow up often map they just don’t know whoyou are they forget who you are you may have a good lead who would list with youbut because you screw up your follow up you don’t keep in touch often enoughthey get lost they do you drop them you drop the ball and drop by and you seethe signing go son of a bitch that was that should be my listing what that’sall not enough and the second is quality and knowing them with phone calls Iready to list can be that can be that provide information be cool be helpfulbe personable it’s more about one-on-one to have the massive automated systemthat just keeps blasting texts and emails and and mass marketing bullshitpeople don’t respond to it very well yeah so fix that next you you must beabsolutely crystal I have them when you get one of my systems one of the thingswe do is we have a implementation session for 30 minutes we work togetheron implementing whether you have the physical Reno the expert plus whateveryou have and during that call that I do with you personally one of the questionsasked is what do you bring to the table what do you bring to the table what isunique about you that would cause me to say yes I like Bryan I think I’m goingto list my house with Bryan what do you bring to the table and you got to bevery clear and very specific and you got to watch for landmines like or I’m on mymarketing people don’t really give us you too much about marketing they use itas a gauge compared to ages well this one has these fancy flashy thingsit is not about that that’s just a vehicle that’s just like the uber carthat gets me from point A to point B but it’s not about the car it’s me beingsomewhere else having fun or meeting my friends or going to the airport doingsomething else get very clear what do you specifically you personally bring tothe table that makes you unique that validates and justifies the commissionyou earn that’s not I’m brainstorming it because I guarantee you you gotta havesomething if you already have listings you’ve already have clients you’reworking with if you already sold properties there was something about youthat made those people that do business with you go hmm I like him trust him andrespect him more than everybody else that’s why they do business with youevery single time you need to decide for what is it you need to know the answersyou need to use those answers okay expertise you’ve got to be an expert yougot to be an expert that’s a given you got to know your shit and find outyou’ve got to know your market pricing the business the paperwork you knoweverything comes with it it’s part of your job that’s your job descriptionyou’ve got to know that and it’s mind-boggling to me to still see agentswho’ve been added for two three four years still don’t know the basics stillcouldn’t tell me all that house it’s a four-bedroom three-bath it’s asplit-level about 2,000 square feet they usually sell between four twenty fourtwenty five four thirty if they’re really nice and clean takes about 13days right now to get an offer and a nice clean property right that to beexpected remember their article what it said the uncertainties was driving ourconsumer to find an alternative you and your expertise must be rock-solid whereyou sit down with the seller which bring it to the next point and that’s accurateanswers the sellers expect I mean we’re knockingZilla right you see these posts oh you are how many agents are offcan you really sit down with the seller today present a good listingpresentation whether you have the presentation plus or not doesn’t matterbut do a good job presenting and be rock-solid when it comes to it should belisted for 25 it’s going to suffer about 420 maybe a little bit more it’s goingto take us about two weeks to receive an offer once we complete these things onthe list we’re going to stage the property the cost of the stage in theconsultation is $200 then my stage will give you an estimateof what it’s going to cost to stage it we’re gonna pay to the closest so don’tworry about it’s going to be just another expense we’re going to dopossibly one open house and one broke open house they last about four hours Iwill provide refreshments we’ll set up the house we’ll prepare everythingthat’s what they expect you to do I need to know this you know if it takes threemonths to sell great if it takes six months to sell awesome but you got toknow the answers and you cannot be off you cannot afford to be off so it’s veryeasy and fun to knock Zillow and make fun of them a lot of them who post thosefunny you know the dilapidated Danian Zillow says all that’s worth 300,000 butcan you be that on are you accurate it’s expected the consumers expected if theappraisal who makes what to $300 an appraisal can be dead-on not that theyalways are but you know what I’m saying you earning all these thousands ofdollars damn right you gotta be on study the market preview property really knowwhat’s going on neighborhood the school districts and everything else thatimpacts the value of the property that’s your homework you got to do that it’spart of your job it’s the job description and it’s expected to deliveraccurate answers and the last one trust trust you have to master throughcommunication and marketing and ability to develop connection and Trust I’llgive an example yesterday I had a call from an agent who’s considering comingand doing the next dude camp in August with me so for everybody who’sinterested in the boot camp you and I get on the phone for about 10 15 minutesand have a chat and we were chatting for about 10 minutes and within 10minutes we were discussing some very personal very deep issues concerning herher marriage her relationship and how it impacts her businessI had never spoken with her before we never met before she knew my videos andshe is in rock stars but beyond that should no clue we never spoke beforewithin 10 minutes we had such an authentic conversation she was willingto and it was necessary for us to discuss these things that she wouldn’ttell even to her good friends is it because I’ve magic powers or hypnoticlanguage now I don’t influence or or manipulate people like that but it is askill I have one of the things that I have and I teach you how to do it is howto build that kind of authentic real trust imagine you have that trust withthe seller within 10 minutes they feel very honest and open to tell you what’sreally going on to ask you questions honest questions rather than seeing anenemy a salesperson with whom they have to be defensive they can be honest andopen it’s a lot of skill it can be learned it can be developed it can beproof and it’s going to become essential because you’re now competing with entitythat is a huge marketing budget they can crush you when it comes to onlinepresence for example but it can never crush you in your ability to developthese kind of connections with people this kind of trust and if you combine itwith the level of expertise if you deliver something unique that’s aboutyou if you have a good follow-up in place combined with a good system togenerate good lead if you’re a good communicatorthat’s your a-game you have nothing to worry about this industry will not bedisruptive it just evolves and people who have all these and many of you do orare working progressing that way some with my help thank you thanks for beingstudents and clients this is our agenda this is what I do for a living if youask me what do I do I do this I did you help to communicate I’ll give you somesystems I build your follow-up will find together something you need that youbring to the table and how to communicate it to the consumer I willshow you how you can become an expert fairly quickly how to deliver accurateanswers on how to build trust with people because if you have all this inplace then you can scale the shit out of it and that’s really the secret how somany people regardless of Zillow and regardless of God knows want make alot of money that’s the whole sending right there you take every top reduce tomaking three hundred thousand four hundred thousand or more I guarantee youif I start raiding one to five this would score four or five on almost allof them guaranteed and if you score three or less than you exactly know whatto focus on where the problem is does that all make sense to you can youtake some action points from it right now will this be helpful to you torebuild rethink how you think about it yes what do you think Jennifer has areally good at that that is a brilliant suggestion Jeff really we like it hesays take an appraisal seminar and learn the ten 1000 for MC game-changer Itotally agree I think taking in praise of course is a good idea online oroffline yes I like that good what is the very first item on the boardcan see the very first item is a gain list and the first one is communicationand I apologize you can see it so this is your a game it’s communicationssystems to generate leads follow-up you expertise accurate answers and trustdynamics and I think would you add anything to ityeah Gail right off she’s a genuine confident connected conversation that’sexactly what I’m talking about and you can’t wing it you know and youcan’t fake it there’s no script you can memorize to dothat well that’s impossible I have never met anyone who can do that Victoria I really like that she cords anagent with ancient wisdom it’s not who or what you meet in life that mattersbut how you need it how you meet that’s exactly right yeah I like thatWilliam has a question what is your take on the low inventory do you see theshift in on a horizon as a cold call agent prospector one thing I’ve learnedthe best area at the college area that had higher turnover here’s my suggestionto you William and everybody else if you are doing a lead generation like coldcalling right now and after about 60 days you’re not getting some reallysolid hard leads stop stop because whether the markets going to shift ornot doesn’t really matter something is broken if you put 60 days of effort in alead generation whether it’s expired listings for some by owners cold callingdoor knocking online lead generation whatever if within 60 days you’re notgetting solid leads and or appointments and listings stopped something is brokenI need to figure out what is broken you want to troubleshoot that real quick allof you guys want to do that give me some like CVS let’s see would it be helpfulto answer that how you can troubleshoot that yeah okayso let me wipe this yes okay good so you guys want to go through it quick solet’s say you do a lead generation you have a system set up and this could beFacebook advertising this could be our direct mail this could be a while oppothis could be a z buyer whatever online offline doesn’t matter any system youuse and you’ve been using it for 60 days cool okay you want to see what’s goingon so here’s our trouble sheet so you need to figure out how much money is itbringing and then you can break it down am i getting good lead solid leak nowhere’s my definition of leads somebody who most like to will move in six monthsor less that’s my definition of lead somebody who is most likely going tomove within the next six months if it’s more than six months sometimes I wouldtake them as a lead occasionally based on the circumstances especially if agood relationship and it’s clear that it will definitely move but it might take alittle longer that’s an exception but usually I’m going for somebody sixmonths or less that’s my definition of lead and preferably sellers okay am Igetting appointments listing appointments and am I getting listingsokay if none of this is happening or not sufficient enough to sustain a goodprofit for you stop immediately it’s time to troubleshoot it’s time toevaluate so the first thing you’ll evaluate is numbers and that simplymeans am i reaching enough numbers so let’s say you’re working for sale byowners just for the sake of illustration and let’s say you contact one for saleby owner a week of course that’s not going to produce high volume of leadsappointments and listings now in some areas right now something like newexpired listings are pretty dry because of the market right you don’t have awhole lot of expert so the definitely going to kill the system doesn’t meangoing to pull the plug on it it just means this is the numbers I have I’mgoing to work with what I got as I always tell you do the best you can withwhat you have right but the first thing I would do is can I increase the numberscan I increase the numbers is there a way to do more fizzles can I look foralternative resources where I just need more numbers because you know that themore contacts you make there’s a more chance you’re going to get more leadsmore appointments and more listings so the first way you troubleshoot is I’mjust not doing enough the second thing I would doquality of the first impression what is my first impression i watch this guy whoposted a video of him cold calling and person he’s a good agent he’s sittingdown is a headset on doing something I couldn’t tell what it was but it feltlike or it looked like he was playing a video gamejust to be distracted you know because it’s boring to sit there and thensomebody would become phone hi this is Robert with ABC real estate are youplanning to sell your house in the near future thank youand then he would sit there for five minutes and somebody would answer andyou know he was on a dial and doing that that’s a horrible first impression I wason the call yesterday YouTube contacted me YouTube / Google representativecontacted me says we want to help you we have these things to help you grow yourchannel I’m not cool so I spent about 10 minutes on the phone with the dude whowas pretty much reading the script to me and I even told him at the dude you knowI teach communication this was not that goodI would really work on the communication abilities I mean the script is good yousuck I’m just honest I mean I kind of taken back by it but I was just beinghonest with you horrible first impression to the point where I willfucking YouTube if you just send me a dude sitting and reading a scriptsomewhere come on I want somebody engage in when somebody who ask me questions orI can have a comment and I want to have conversation I wanted to talk to himabout that that didn’t go very well my first impression is like really hmm theamount of money they make this is what I getnot a great impression so the way you can figure this out what is the qualityof your first impression is reaction of course what kind of response you getnumber one number two record yourself put yourself on an iPhone get a lowrecorder just pay attention to how you communicate if you knock on the doorwhat is the first impression the way you look the way you carry yourself okaywork on that very important because that first impression will determine whethersomebody will like you or not and it happens super fast the next thingyou want to do is the system am I using the right system is there a better wayto do that and this will require a little bit of a homework are the otheragents doing something similar like for sale by owners using a different systemcould I incorporate for example something like a data generator like anespresso agent would that help am i looking in enough places because that’sconnected with the numbers do I connect enough numbers can I learn from somebodywho knows how to do this can they teach me can I improve the system and the lastthing would be is there a better way is there a better way do I stick with itlike in Williams case do I stick with the cold calling unless I can improvethese three the answer is no the answer is now don’t do that if in 60 days youfeel like well there’s this is about as high numbers I can have I think my firstimpression is pretty good there’s not much I can do there I think I’m usingthe best system available and there’s got to be a better way to get leadsother agents in your area are getting late so I would kill that funnel if youcan make it work in 60 days and you’re positive that these things are in placethere’s one more to it mindset what do you really believe really what do youreally deep inside be honest no lip serve is no bullshit what do you reallybelieve about you about real estate about money about calling people youknow what I struggle with expires for so long I carried this thing in my head Iwant to bother people I don’t like with people bother me andthen knock on my door and they call me so I’m not gonna bother people now onthe outside I was doing the the right thing or soldiering through but notgetting very good results because deep inside I didn’t believe in any of thatso I had to shift the mindset what is the mindset is that helpful so evaluateevery lead system you have what am I gettingwhat can I fix or should I drop it that’s it because there are only twoways you’re going to make money there are only two ways you’re going to spenddollars meaning something on Y logo or Facebook advertising or Z buyers orbillion other ways you can generate leads these days and evaluate is itreally producing results is the money I’m spending bringing money back or canI invest it better work you either grind your ass off youinvest or a little bit of both combine the two that’s the only way that’s ityeah all right cool Oh some of you remember ray remembersyou Londo remembers ya the MLS remember all right excellentso that would my advice to you guys when it comes to lead generation Dean sayslook at Apple quality – yes yeah it’s a combination yes absolutely true okay allright you guys looks like you’re getting you’re getting it excellent Victoriasays I think the mindset is the most important part I totally agree VictoriaI 100% agree I absolutely agree because the mindset will determine the rest Itotally agree start there start there and it’s not always easy I give you thatespecially if you get beat up a lot or the results are not there and you’rejust questioning pretty much everything and I cut out for this business am idoing the right thing is Barrino really the right dudes to follow you know youquestion it but look at the results and you can click those trouble shoot yeahokay one thing I promised you today there was a post recently should Iinvest and it was a big sum and I maybe I remember it right was thousand dollarsto get fancy business cards and my post was my response was to a very generalyeah um no stop using business cards you shouldabsolutely stop using business cards now some of you right now are going what thefuck is he talking about does he have a little Jack in his coffee no I do not although now that I mention it thatmight taste pretty good let me get a better strategy stop using this cardthis is 2017 you should not use business cards at all everperiod okay here’s a better strategy you meet a prospect at an open house whichever circumstance and they also will do you have a card you say no this is 2017let me text you my contact information what’s your cell number and notice whatI’m doing I’m already getting my phone readyI expect the phone number I have my phone ready I’m expecting them to giveit to me as they give it to me I will log it in and I will show them mycontact information that’s it that’s the whole technique don’t use business cardsuse this this way they have your contact information they have all the detailsabout you your email your cell number everything and you have theirs and nowyou’re communicating because the business card is simply meansokay just another agent which we’ve done it rightwhen you get an insurance agents card or mortgage rep card who come buys youroffice and stuffs it in the inboxes and you go jump jump jump jump jump come onwith all do it you get junk in home you just toss itmuch better way you open the communication hey gray meeting you todayenjoy your conversation looking forward to helping you that’s the answerstart using that no more business cars nonsense stop it be a modern agentengage people like we talked about the Zillo earlier the trick is to have suchmeaningful helpful conversations with these people that we have readilyavailable helpful answers not just data this is not telling them about marketvalue in their neighborhood there is a whole bunch of automated systems someaccurate or not some more accurate than others that can do that which youprovide is insight meaning this is what it means here is how it impacts you thisis the data this is the information and here is under your circumstances what itmeans to you we’re a great attorney I have a fantastic attorney she’s awesomeher name is Debra Debra knows the law she knows it inside out but when we meetwith her I don’t want to hear five minutes of reading from a law book abouta certain particular law you know I mean I want to know this is what it is here’swhat it means this is what we should do I don’t have time or the desirestudy law or understand it I need an expert why pay a lot of money to tell methis is what it is here’s what it means and here’s what you should do and here’swhy but she does it from a human kind heartempathy perspective understanding my situation first can you do the same yesyou ask the right questions number one you understand their situation numbertwo and then together you come to a conclusion this is what’s best for youguys this is what we should do and here’s why and not being attached theysay no we don’t want to do that then you have the right to explore well tell meabout it what’s stopping you what’s what do you feel like it’s the roadblockmaybe they have a valid reason maybe they don’t maybe they just don’t likeyou maybe the issue is trust that’s usuallythe case they question your expertise they question your their best choicebottom line but you can fix that because you’re either perceived as low status orperceived as a salesman or saleswoman or a high status agent cool competentthat’s how they perceive you whether you are not is a completely different issueit’s a matter of perception because in their mind your perception perception ofyou is their reality end of story yeah all right regards to perspective oopsJeffrey has a good suggestion use v-cards to perspective prospect sendcontact yes absolutely Nicole sites are good to know no morecards no more cards don’t be like every other agent don’t do that cards are goodfor open house for your sellers that’s how we’re talking about Jeffrey I’msaying don’t use business cards with your prospects I’m not saying don’t usebusiness cards yes you’re going to use business cards when you preview propertywhen you need another agent when you’re negotiating contract they need yourcontacting four with dome of course you exchange it on a cellphone as well butI’m saying don’t use it hoping and thinking foolish oh they get my card ofcourse they’re gonna call me when they’re ready come on there are some apps to create your ownbusiness card with all their information that you texted to anybody know justforward them your information you want to handle the entire conversation andcommunication as if you are their friend how would you do it with your friends doyou send them business cards do you give them any cards and eye cards and Godknows what now you send them your contact information that’s the kind ofauthentic relationship you need to start work learning to build it’s a shift inthe mindset you’re not a salesperson anymore you’re their consultant you’retheir guide where they’re going to have your personal information where they’regoing to have a connection and a personal relationship especially in thisworld with so much noise and data overload we live in where there’s a oneguy or one gal that they can trust they can respect they can connect with sodon’t look for apps fuck ABS don’t don’t worry about apps it’s about theconnection with them where they drive by a property go holy shit that’s a nicehouse let me text Kristen let me text John let me take scale are you gettingit it’s a different minds a different perceptions a different relationshipdifferent dynamic it’s not about apps very different yeah so do you include business cards in yourexpired package yes you can you can bottom line is you going to reach outand initiate the conversation with them anyway then calling you because left thebusiness card there sometimes but not very likely but a good questionsilly Isis I think a lot of agents forget that they’re offering a servicemore than a product yes you’re finding or helping sell a home but more you’reselling a service your expertise your work your initiative and attention todetail the human component compassion and care are what they look for and needbrilliant insight Tilly absolutely as I agree with that 100% yes yes yes yes allright guys let’s see I want to make sure I don’t miss any of the questionsMarisa so you don’t recommend putting business cards in the experts packageeither I still probably would that’s a good question your contact informationis on the cover letter which i think is the action point of the package yourcontact information is on the trifold brochure which i think is more actionpoint of the package and I think that will get their attention way before yourbusiness card will is it essential I don’t think so okay would it make a hugedifference I don’t think so alright Jeffrey says technology wanes as timegoes on Facebook was even more powerful seven years ago it was 300 percent ofwhat was posted on pages shot in your feet just less user Zillow was trendingtech three four years ago now waning tech it always the challenge of beingthere will always be something new obviously Facebook right now is ahot-shit you can make a lot of money on Facebookif you have the budget for it and the skills or you hire somebody can do itfor you it’s not a bad place if you incorporate it is one of the systems wetalked about you can make it work many agents do just like Zillow you can makeit work if you have the budget and the expertise to make it work contact insideballs Zillow’s fantastic way of getting leads I would definitely go for ittalk to some people make me move although most of them la-la-land they’resmoking some really good shit thing that they’re going to get what they thinkthey’re going to get for it but it’s worth to talk to because occasionallyyou may find a diamond in so all these things are tools they’reavailable yes the economy is changing the world is changing everything ischanging that’s just part of growth that’s just part of life my point isthere will always be a small group of agents who will crush it who will killit because there will always be a demand for an expert there will always be ademand for somebody that can trust somebody I can confide in somebody whocan explain this is what it really means and here’s what we should do there willalways be a room for that and it was always be plenty of people willing topay a lot of money for that service that’s the bottom linethat’s really where we’re going and it’s going to be even more essential for youto stand out in that noisy technology crowd to have that authentic connectionand communication with people you know what makes me stand out I communicateauthentically and I get these comments constantly yesterday somebody sent me anemail saying I should clean up my language you know why I don’t it’s not apose this is not like I try to be cool or sound different I want to beauthentic with you if you can extend the same authenticity – the F words to yourclients you’ll be unstoppable if you combine it with some systems thatgenerate plenty plenty leads that you can select from you’re a rock starthat’s how everybody does it everybody who makes the money you wantto make that has the lifestyle you want to have we still look for that magicanswer you know there’s this one website if you just give money to this websitethey give you the bestsellers and you’re going to crush you’re going to kill itbullshit there’s no one single magic answer the magic answer is you grindyour ass off you work your ass off you combine it with some systems and someskills you’re going to do well with the real estate and medicine law in anyprofession the only difference is to become a good doctor like I told you thestory about a friend of mine who’s have them become a neurosurgeon brain surgeonin San Diego it took in 13 years to get there thirteen years he owes over$300,000 in student loans that he’s going to pay back his salary will bethree hundred twenty thousand dollars a year a lot of money but think about it13 years to get there you can reach that in three years I have students who didit who’ve done it it within three years they reach that same level of thinkingabout everybody and I can guarantee it obviouslybut it’s possible it’s doable zero student loans three years versusthirteen and if you fuck up nobody dies if my buddies is my friend’s husbandfuck so somebody’s going cold six feet under you understand the differencethat’s the difference that’s the opportunity you have so don’t squanderit yes it’s going to be hard we could have hired either way to me making fiftythousand dollars is much harder than making five hundred thousand dollars ayear it’s going to be hard either way don’t get stuck on Tazewell this iseasier fuck that what is profitable what is profitable what is bringingleads what is bringing dollars what is bringing in appointments what isbringing liftings but how you feel about it what’s wrong with youthis is all about feelings feel good I feel good if I’m a hundred five milliondollars you’re a million a year I feel pretty damn good you’re not saying soget over this whole I don’t feel I’m feeling this feeling that rejection andpeople and grow up you have a phenomenal opportunity to be at the same incomelevel as neuro fucking surgeon and you’re gonna throw it away because offeelings fix your feelings change how you feel if you can it’s not just cryingthrough it you make half a million dollars a year you’re gonna have acomfortable lifestyle it’s gonna feel pretty damn good did bring it down goodlooks like a lot of you agree excellent all right justice thank you for avaluable opinion it makes sense what you said about the absent business court nowdon’t overthink any of that I’m just saying if you have the opportunity toinitiate a two-way conversation rely on that not some piece of paper where youhope they’re going to keep and call you back people are busy people aredistracted there are million other agents going for the same lead for thesame business don’t rely on that rely on your high status your expertise yourability to help them you being unique that’s your business card Debra so many CRN’s to choose from mycompany is changing the CRM system and their offering and has a new one but Idon’t want to be with the situation getting would rather have my own notsure which one to use that’s a really good question Debra first of all I don’trecommend you guys should be using your company CRM because if they decide tochange if they go under if some asshole who gets pissed off at the companyfigures out the way to get in and trust me if hackers can figure out to get intoa fortress of a bank your CRM piece of cake to a lot of these people so don’tget yourself your leads are not safe if somebody leaves the company the companychanged there’s all kinds of thing that can go wrong your leads are yourlivelihood your leads is your business you work your ass off I would not letover a few dollars a month if somebody else control over them I would insist tohave my own system now with that being said first of all let me tell yousomething about CRM there is not a perfect solution out there ever neverhas been never will be you have a lot of choices none of them is perfect none ofthem is exactly what you want but there are plenty of them who will do exactlywhat you need okay there are plenty there are three I wouldsuggest normally I suggested two I’ll give you three to look intoRealtyJuggler very basic very simple it will get the job done it will help youstay in touch with your leads it will keep your name in front of them it willremind you and prompt you it will keep you on track and you will get moreappointments more lease more listings more business as a result if you use itit’s going to take you about 2 or 3 days to learn the basics how I put leads howI set up a campaign how are executing campaignhow I update elite that means you talk to someone they said we’ll be ready in amonth we’re still repairing the roof a couple other things let’s get togetherand you need to know how to do that two three days tops then you’re going tohand it off to either your virtual assistant or your actual assistant sothat’s the first one wheel to juggler they are about hundred bucks a yearhoney bucks a year that’s less than ten bucks a monthvery inexpensive it’s not fancy doesn’t have all the bells and whistles butthey’re getting better they were built by real estate agents the two guys whostarted the company Scott is one of them they were in real estate so they knowthe industry well it’s not perfect but it’s good enough it will definitely getthe job done that’s the first choice the second I would recommend is lion disk Ireally like lioness now just like any other system they have their growingpains it’s not perfect they’re working on it they’re good people running it whowant to help you but because of their success some of it because I promoted itheavily and I really believe it and I really like them they’ve grown so fastand so many just jumped on it they’re experiencing some growing pains it’s notperfect again but out of all the choices out there you combine what it’s going tocost you which Lyme disk is about we have a deal with them and I don’t wantto quote you wrong number so I don’t really know but how much it is but wehave a special deal with them it’s like two hundred twenty dollars twenty thirtydollars a year you get like a nice big package and if you really want I canpost it I can post a link to it if you want to sign up for it the third optionis everything else out there there have a whole bunch of others I exact contactthere is top producer there is a follow up boss they have all pros and cons someare really expensive they do all kinds of crazy cool shit but you’re going topay through the nose some are very basic and they don’t do everything but they’reinexpensive at the end don’t overthink it get one learn it use it that the bestCRM you can get the one you’re going to get you’re going to spend a couple ofdays learning it and you’re going to be using it is the best oneDeb our that’s your answer was it helpful that roses be yourselfyou’re awesome fuck you all I get these emails from people you know it’s funnyand the question I always I never really asked it I don’t engage in debate it’snot about debating you know I’m not gonna change this is who I am you guyslike Who I am so whatever if my information doesn’t resonate within mylanguage is not important if my information is not helpful I can havethe choirboy language it’s not going to change anything but here’s the questionI had I have two people one says you need to say fuck a lot the other onesays you should not say fuck at all why should I choose a request from thisguy I’m not this guy how is this guy better than this guy why should I listento that you know what I’m saying like who gave the right to this guy to tellme how to speak and not this guy think about itjust something to ponder Samantha says keep being youoh I promise you Victoria has a really good question I have a bunch of ex-partethat I have not been able to reach and have them on a direct mail how would Ichange the initial conversation when I do finally reach them I allocate acalling session to these that’s a really good idea you haven’t expiredyou went there a couple times knocked on the door nobody home you left thepackage and now you’re following up I would suggest once in a while go backand see if you can revisit them on the weekend I would line up I would play toconnect the dots so here’s what I would do on an average Saturday if I didn’thave appointments so what I would do I would take like five or six or seven ofthose experts make a new set of package is not the personalized one this timeonly the brochure the very basic one generic ones and I would get all expirednumber one expired number two expired number three expired number four expirednumber five then I would pick a couple of new listings in the neighborhoodthere is a new listing I wanted to see I’ll say pending sale here and thenthere is a past client I wanted to say hello here so it had these dots on amagnet back then I’m dating myself today’s remember Tomic guide the bigbook with a big binder it would get shredded after about a year I would haveto replace it big colorful math book those before GPS and all that so it makea black-and-white print out and then I would play connect the dots stop numberone stop number two four six seven eight nine back to the officeand that’s what I would go back okay the language does not change I would askthem I know your house was up for sale I know you probably were bombarded by abunch of agents mailing you stuff calling and all thathave you relisted the house is it back on the marketmost likely no because there’s no sign but you want to make sure that they havethem sign anything and you go right into the dialogue let’s the bar it kind ofdidn’t from nice house really surprised would you still be interested if a buyerwalks in tomorrow they offer a good price they fall in love with the houselike you guys did first time you saw it would you consider would you like tolive somewhere else if you could have it any way you want to where would yourather be would you rather stay here same neighborhood same house andeverything that would you be better off somewhere elsewell why what draws you to to Florida and you engage them in a conversationagain authentic real communication rather than reciting scripts and askingquestions like Inspector Columbo no good okay good answer next you normally andjust go through the question five ten-minute tops then preview theproperty if you can if it’s appropriate and if they allow it which is fine ifthey don’t sometimes the house is a mess they can have various reasons you knowthey may be negligee in the bedroom after a wild night you don’t know emptybottle of champagne or whatever you know that’s just an average Tuesday there andthe Barrino household I hope Amma is not watching anyway but you get me so ifthey allow you to come in fantastic continue the conversation is not to sayfantastic you say you might be ready in a month let’s do this let’s set upsomething right now we could get together for a few minutes meanwhileI’ll send you some cool helpful information who knows maybe this is agood time for you to get down to Florida maybe not but at least you know whereyou stand you have all the answers you will know what is the most a qualifiedbuyer would be willing to pay how much it’s going to take to sell how long arethey any good repairs that would enhance the property possibly more cash in yourpocket and then you decide maybe you are better off staying here I’m not here topressure obviously I’m not here to make decisions for you my job is just to doenough answer so you guys know where you stand you feel comfortable with thedecision what the decision will be will be up to you done nice and easy and I’mnot touched if they say no get lost or they say he’ll come on in you’rething ever or anything in between would you like some champagneYour Honor II that happened that actually happened wine it was wine okayso I hope that was helpful Jeffrey has a really good comment I’mfinding anything that makes you more productive and save time daily is whereyou spend first core efficiency like an assistant or the fourth line dialer orone line dollar versus the phone exactly take your budget that you haveand do the best you can with what you got but look at all these tools and lookat all these systems that will make you faster more efficient generate betterleads more lead faster so you can convert them into listings how peopleget paid that’s really the bottom line now you’ve got to be careful because ourindustry we are kind of played with a shiny new right something new and shinycomes out and oh I want that I need that so be careful evaluate it’s just reallyproducing the result and if you take 60 days and you’re not getting shit youknow you got to pull the plug on it or fix it don’t go for too long that’s whyI would never sign up with any of these deals for a year mm-hmm unless you knowabsolutely you’ve tested it and you know this is producing the results I wantyeah so very good point Jeffrey the vs thank you my pleasure good Christinasays what was the last one the last one what it was really sure what you’reasking okay great all right guys so we took care of theZillow crisis everybody calm down stay focused improve yourself becausereally can you control what dillos gonna do no can you control what the consumersis going to do no you have no control of the public you have no control andhere’s the reality nobody has your back but you nobody cares there’s nobuddy out there who’s got your back other than me of course but I havevested interest I want you to do well and there’s a reason for that once youspread the word – you’re an example to others and I like when you do well thatmakes me happy and you buy more of my shit you give me more of your money youmake more money everybody wins so I am biased in this but if you really thinkabout it your broker does not have your back because statistically over 80% ofreal estate agents fail they don’t leave the real estate it was a greatconversation we had here on rockstars right why agent sale none of the answersof because they make too much money nobody leaves this industry because theygot too rich and they didn’t know what to do with the cash why do they leaveyou understand so your broker knows that only one of two things will happeneither you do well and leave or you fail most likely you will fail eight out often do and look at the turnaround look at the turnover indeed look around whenyou started in your office are they the same people around you’re probably notpeople come and go all the time so your broker doesn’t care nobody really caresZillow doesn’t care your Board of Realtors doesn’t care people care aboutthemselves their profit their well-being they want to feel better they want to dobetter and if you can help them on the way that’s great but it’s still aboutthem just like this wave of new stuff coming out is because the consumersdemanded the sellers demand so you got your back you watch your back youprotect your best interest and do we do that is you take care of your clientsbecause you understand if I take care of my client if I have their best interestsat heart and if I serve well and if I surf enough of them I’m going to crushit and you will there’s no doubt about that’s how it works the sides alwayswork yeah you want us us thanks for another great session I always learn wedo this every week every Tuesday free beats like this I’m telling you thereare coaches out there who do coaching sessions like this one every week andcharge you five hundred dollars a month membership no joke we’re getting apretty good deal and good good honest answers from a guy who actually was inthe trenches like you for years got their phone slammed my face got a doorslammed in my face gun pointed at couple times all kinds ofstuff so I can relate and I climb up you know pull myself by the bootstraps and Iwant to show you that you can do the same or that you if you doing well youcan do better Rey would like to know is yesterdaytraining somewhere to listen to and you replay for yes the yesterday which wasreally good session very different for what we normally do because uh Shana isvery unethical I mean she goes by the numbers and she broke it down here iswhat we did she was talking about the sales dialer here’s what we did here’swhat we called here are the results and here’s how we did it she completelyopened her books where he could see exactly how it was done how theyprospect she also showed you the process and a system and they use sales dialerby the way that within 60 minutes they can get one appointment which is prettycool they’re using four lines their machines prospecting machines the replayis posted we just posted it yesterday on the list University so check it out it’sthere if you remember if you’re not a member come join us it’s a greatresource great site great site where we post all kinds of training and interviewthis Friday I’m really excited mr.Brian kocel is going to join me we’re going totalk for about an hour about him doing business generating leads doing reallywell looking cool driving cool cars being mr.sexy of California so I’m really excited it’s exclusively only for listingUniversity members it’s not going to be live it’s going to be recorded and it’sgoing to be posted over the weekend so if you are a membercheck it out if you’re in the boot camp you for six months of listinguniversities and definitely check it out it’s going to be good I’m really lookingforward to chatting with you Brian that’s going to be really good stuff Ilove talking to people who walk the walk my case says we really appreciate yourlove of this work and willingness to help us I’m very passionate about it Iwas having a child with my son Phillip Phillip you wanna come say hi no he’ssick today he’s hanging out in the house and he just come say hello come on justsay hello he hasn’t been feeling really well but he likes to check out his Papadoing his show say hi to dad that’s Phillip so we had a conversation todayoh look at all the love you’re getting bywe were talking about why I do what I do Philip likes to hang out when I do mybroadcasts and I do my things and I explain to him I’m very passionate I dojust like you love this business and I know it’s hard when you’re not makingthe money you’d like to make or you feel you deserve and I do believe you do thatmakes it harder but if you can find the passion and joy in where you are todaybecause of the potential where you can be tomorrow figuratively speaking that’sa blessing and that’s what I like my kids to find that kind of passionbecause if I’m able to touch your life and make it better and different quicklythen I went whether you’re going to become a client in pain or not is notimportant because I know just like you not don’t click with every client it’sfine I’m doing well and your success is my ultimate currency that’s the numberone yeah what are my friends Mary and everybody is wishing you tofeel well my dear you get a lot of comments from people wishing you goodhealth stay strong post link of listaUniversity Kathy its listing University comm listing University comm you canjoin its 47 bucks a month less than I spend in Starbucks no big I guess socome join us it’s a good program and if you get any of my systems it comes freefor 30 days all right Marcus thanks for great kids boring oh my pleasureMary’s wishing well as well filling Brian wishing you well everybody elseall right my friends let’s wrap this up fantastic to talk to you we’re going todo this again next week by the way one last thing thank you for all the nicewelcome we have cat now joined Kathy joined our our team I’m really excitedwe’re easing her in getting introducing her to our systems to you guys and thankyou for your lovely welcome she received on rockstar she’s very excited to workwith us ma’am really excited she’s going to help us out she’s going to interactwith you she’s going to handle a lot of the customer service the emails the chatthe phone calls and all that we’re getting busy the company’s growing so weneeded somebody to help out and I’m thrilled she has the sweetest nicestpersonality she is so pleasant to work with I’m really excited so thank you forthe hellos to Kat I’ll see you all next weekrockstars who are in the boot camp I’ll talk to you tomorrow next boot campcoming August 23rd I’m really excited about that and with that wishing allfantastic Tuesday afternoon coach Marino signing off let’s go get him I’ll talkto you all real soon bye everybody
