Hard to argue against the real estate dream being sell enough houses, so i can buy enough houses to build my net worth big enough, so i can do whatever the bleep. I want. That's exactly why i have emily terrell on the podcast today emily. Thank you for joining us you're welcome, you're, welcome! I'm super excited to be here today.

I love it and you came all the way in from san antonio this morning. I did so for the people that don't know you we want to talk about so so just for context. Everybody uh emily is a power broker, crushing started in 2016, though so a short time in the business, but has done a lot. She is the self-proclaimed laziest agent on the planet a little bit, and yet i would argue someone that could build your business to 75.

To 100 transactions a year buy as many investment properties. As you have do all the things you do and then be able to slow down. Do it at a high level and coach for us, i think you're full. You know what would you say lazy so so, who is emily talk to us give us a little back background.

How'd you get here. Why did you get into real estate and let's jump into all the cool stuff that you're doing sure so um? I was a stay-at-home mom. I realized. I was really really really bad at it.

I just it was horrible. So how are you bad as a stay-at-home mom? What is that? What does that even mean? So for me honestly, the biggest thing was. I struggled with the fact that i wasn't contributing to my marriage in a monetary standpoint, um and then honestly, like i love my children, but i am a much much better mom when i don't am not the only person taking care of them watching them, and so For me that that idea of it takes a tribe to be in you know, help raise your children is a big thing for me. So i i found that as i'm working and i fulfill myself on my business and professional side, i actually become a much better mom yeah, so i was stay-at-home mom.

I really found out that again it wasn't a good fit for me and everybody knew i kind of got angry all the time. So i was like. Oh i liked selling our house. When i lived here in the dallas area.

I want to do real estate. It's not that hard. Anybody could do it. Yes, so got my license.

Um and the day i passed my exam and got my license uh. My mom actually sent me a referral and i got him into contract two days later, so it just kind of started and i went from there, but did you actually say this is easy? There had to be some hard moments. Oh lots of hard moments, lots of crying lots of venting lots of stress yeah. I had a typical first year, um, you know sold my very first year: uh 2016 i sold 36 homes um between january and october and when october hit i did.

The typical stayed in the transactions too much and didn't market when i should have been so. I had the typical uh. You know downwards file, and that was almost a depressing three months for me because i didn't have a transaction yeah so from there um. I had to kind of start getting things a little bit more together, so i got a coach and i actually joined the tom perry program was that in 17, uh yeah, that was pretty early.

I mean a year into the business. So this is what i learned coming off like you had to have won rookie of the year. I'm not i'm! Not oh yeah, i'm not debating that people shouldn't get a coach, i'm just saying you know someone that sells 36 homes their first year. Typically, there's some ego there there's some rewards and recognition like i got this so i during that year i switched brokerages because i was actually the first person in my brokerage to even cap and the broker i had at the time uh it was.

You know as a newer brokerage. He was like. Oh we're, gon na change, the splits now and i'm like. No i'm not i'm not comfortable with that.

Like you can't, you know, we had an agreement, we had a deal then, and he didn't he did not approach it in a good way. Yeah. His first reaction, which i thought was his most accurate reaction, was always really bad yeah, so i switched brokerages which actually ended up being the best thing i ever did um the brokerage that i went to aligned with how i was doing my business um. So i switched brokerages, and so there was no awards.

There was no work of the year. There wasn't any of that now, as i've been with my brokerage, i've hit awards. That has gotten me a bunch of stuff and got me where i am today, but that wasn't any of that so and honestly, when i saw 36 deals in my mind, i was like i'm not doing that great like it's. It's only 36 deals yeah.

You know at the time i had uh invested in zillow, which doesn't work for every market, but i picked a very large area encompassing zip code. That was not super saturated with agents smart. So i picked that um. I got uh like 42 percent of my first year's deals came from zillow, okay, so, and i was only paying like, i think, like at the time now it's very different for, like 400 bucks a month, i had a lender that i leveraged to pay half of That so yeah my roi was crazy.

200, a month yeah people pay like 20 400, a contact right now, yeah, it's very, very difficult. A lot has changed, um and then well, and i also got into realtor.com and spent 48 dollars a month, and i got like 10 deals from it and again i picked certain zip codes that weren't oversaturated. You know they didn't have a ton of people, but they encompassed a large area. Now that meant that i had to drive 30 minutes to go to a showing on a yeah and that's a close showing because most of the time they were a lot further yeah.

But i a lot of the clients i have from those times i still am working with. They still have me, come and sell their houses. Have you always been that strategic, oh yeah, because that's like most people are like? No, i want the closest proximity to the area that i'm comfortable with the area that i know well sure um. So and there's no argument against that like it makes a ton of sense if you control your local marketplace, but you were like i'm gon na go farther away where there's less penetration, less agents but opportunity yep and - and it's very specific.

So i my my coach, always which i love my coach - i've had him. Actually, i he's been my only coach which, with mark yes mark gabler, yes um, but he he - and i have always talked about that. Nothing that i do is not without a very specific reason. Yes now it may it sometimes if they're selfish reasons, but there always is going to be a reason why i do pretty much everything.

So for me it was very specific. I was looking for that return on investment. I wasn't looking for something that was just easy for me, yeah um, so i did that we started with zillow um and then in 2017. I got pregnant so and it was by the way it was the best conversation.

I got to have with my coach to be able to tell him he was so excited. It was the best yeah um, but i realized that i needed to. I talked to the babysitter that was going to be watching him and she's. Like look emily, i can't take him until he's nine months.

I don't. I don't have space and i'm like, oh and and to get him like to get my new one in there. I had to take my old one to pre-k yeah by my older one. Sorry, i'm not my old one.

I have my whole old kid, my old kid i had to take my older child to pre-k, so i was switching a spot yes, but we couldn't do that until nine months. So i'm like, oh my god. What am i gon na do with a baby newborn infant at home to be able to do deals, because i i would again go back in going back to. I will get.

I get really frustrated and angry and have resentment when i don't i'm not contributing yeah, and so i was like well and i worked with my coach and it took us probably four or five months, but we built up a plan that an auto texting program that When expireds would come in, they would immediately day of get an email text message and then that program would go out for six months and then once we hit six months, i'd re-look at them and set them up on a long-term texting program. So i have people that i've been texting since 2020, actually for since 2017, yeah just reaching out to them long-term expireds, and then i morph that into for sale by owners, circle prospecting and everything. Okay, but it's i got ta go back to you. So how did you um and it sounds so weird to say it this way, but just how did you solve for i've got a brand new baby and i've got a growing business? Well, my thought was: i can't be on the phone okay, because he's going to be crying in the background yeah and let's be real on my mom and i'm probably gon na be best breastfeeding and it's noisy and it's all kind of i breastfeed a lot of Calls it's fine um, but we i couldn't do that.

I wouldn't be able to have those conversations and be on the phone, so i was like i'm going to figure out a way to do the deals that i want to do to make sure that my business doesn't stall because in 17, while i was pregnant, i Had them in december, i did 76 deals, so i was not going to lose that momentum. I did do less than 18 bucks yeah. I would expect yeah. I did 56.

okay, but did you did you eventually say i need to leverage? I need a showing agent. I did an assistant, i did. I didn't do an assistant, i'm too controlling, which i understand is a false and now that i actually coach, i understand - and i see where leveraging specifically an assistant actually helps. But at that time i was like okay, i can't drive my baby to showings all the time.

So at that point what i started to do is there are five agents in my area that we got along really well yeah, and so we have a air quote team. That's not a team. We have a group yeah, a partnership yeah and so what we do. It's support.

We have a bunch of friends that are all in similar situations and we all get to support each other. I love that so uh three of us are moms with similar age children. One of them is a dad that actually he just he has a two-year-old now and he had some older kids, so we were all similar. So at any time we always know that we can call and do showings yeah, and we would help each other out by doing that, and you know what yeah there's a lot of situations where i'm like hey look.

I've got this lead you're going to have to show them 10 homes. You just want to split at 50, 50. yeah and for me that worked out because i still got to keep that client and i was still primary contact so that when they went to sell, i was still the person they called, but it encouraged the people that Are working with me to help me through my business? Yes and it helped them so i'm of course i was always about helping them and they're about helping me and it actually worked out really well, so we i mean literally the day i went into the hospital one of my clients that had been looking for six Months called, and so i hey rob, listen i'm in the hospital having a baby. Can you take this literally? I was there.

I have so much. I mean i have so many so many clients that have been in that situation and i just i've such i just have such mad respect and appreciation. Yeah right, like you know, i'm a guy, so i don't like. I get it only from a different perspective, but when i look at my wife and you and so many other women that i work with like i'm like, oh my goodness, like it's a level, it's a level of resourcefulness that most people just don't understand.

It can be, i will say, though uh my husband does step up he's. I love him and he's also an extremely good supporter for me, so you have known me how many times we're going to dinner and i'm like hey. We got to stop by and show this house real quick. I know it's 45 minutes out of the way.

Yes, you know, let's leave early to dinner yeah. Can we leave like two hours? Early we've got to go, show three houses, i mean even on my birthday, i've shown houses on my birthday and i'm like hey i'm here. I've had some things to drink. You have to drive us now.

Yes, you know it's it's. You know it's still like having that support system in there with me um. So once so, you have this big personality mm-hmm, but i can tell that you're ruthless. Oh, you have no idea.

No, i i don't. I can tell yeah i i can sense okay, so i wan na i wan na you did 56 transactions at 18. what'd, you do in 19. Oh my gosh.

I don't know why. I remember my older stuff better than my newest stuff. 76. 56.

36. A lot of sixes here, i know 36 76. 56. 19.

19 was around 75. Also because i stated that 20 was a weird year. I still you know we had a giant cove, but i still actually uh my my expired program really caught momentum and was really doing a lot there and i started adding in a lot of video. So i think i came out with i was somewhere around so also that was a really big year because i got to take time off at the end of the year, so i still ended up with about 55 transactions.

Okay, um 21. I did 40, but i specifically only did 40.. I didn't take any more. I sent some referrals out and that was it.

I didn't have to do any more after that because i didn't want to so that's what i want to get to right. So so, obviously, this rocket ship business right and you know like nobody's going to argue 36 first year. Oh my goodness. Second year, 76 added added a couple: low cost lead sources.

Half your business comes from that great and then have a baby sell. A few less houses sounds smart next year, back up to 75 next year, 55 2020 pandemic hits. It was a little. It was a little wonky in the beginning and then 21.

You do 40 and now now you're, taking on coaching right helping people along the way. I remember when we were, i don't remember it was in houston or austin. I was doing like a little half day event. I was with all of our clients in the morning and then afternoon, with guests and and i'm going through, i'm like okay.

This is the way i look at the world when it comes to creating video and you were the only person in the room that was like. I do that. I do that. Here's my formula so so, let's, let's switch gears and let's talk about video first marketing, sure, because that's where i see you killing it today yep.

So i do i going back to me being a little bit lazy i like to. If i can do one thing instead of having to spend you know, i i mean literally as i'm sitting here waiting for this call. I did a reel and created it, put it up and then i'm gon na get out of here and spend five more minutes and get it up to all my platforms right um. But i really wanted to create a process, because i have a very busy life with everything that i do uh my first priority.

I know this is funny, but is family and beach time um and then i go to my investments and then coaching and then or they're kind of the poaching in the investments. Coaching, i'm doing a lot more of so it's coming in there a second and then my last thing. My actual last priority is real estate. Yes, because i have a lot of things on autopilot because of the way that i do it, um i've actually, with the video i've, been able to cut down on pretty much all other marketing that i do so.

I've slimmed my expenses to almost nothing. Yes, because i have been able to just create a platform in which i i get out there, i get in front of people and i have people when i go to events or when i go places. They come up to me because they recognize me from my workout videos um, because i literally will do a workout, video and then post some information about real estate on top of it, and they just see me going to the gym. Yes, every day yeah, and so there i get a lot of people that reach out to me, um.

In fact, the last tom ferry conference i went to in nashville a guy that i've never met and it it happens, he's like you're so motivating to me and like gave me a giant, bear hug and i'm like i love this. Yes, you know and it - and it happens, it's great, but it's just so validating to get that when you're in a completely other state right doing right right. So so, let's talk about the process right. I actually wrote down tech tools to be an effective video.

First marketer sure so so you know i remember talking about the process, but you put it on steroids, so so walk people through you know i literally i listed everything out that you do so walk us through the process like okay. I want to do video, but i don't know what i should talk about and therefore i won't shoot any videos. What do you recommend? So i'm going to preface this with with how i shoot videos and the way i do it, i actually. Yes, i do a lot of the heavily edited and beautiful things and i hire videographers but 90 of what i do is literally selfie style, video phone holding it.

I try to even remember my tripod because most of the time i don't i'm like leaning against you know just crazy random stuff. I did one in the bathroom the other day, not going to the bathroom. Don't worry uh, but i was in the bathroom team was like yeah wait. We don't want to know this because breastfeeding now she's in the bathroom got it.

That was actually the first conversation you and i ever had for the record was breastfeeding, so um, but i i do very just you know off the cuff videos and for me that showcases my personality so and that's important to me it's part of my brand is My personality, my kids, are part of my brand um, and then you know, everything that i do is part of the brand goes back to always doing it with a purpose. That's my purpose is to showcase myself. So the first thing that i do when i'm like. Okay, um i'm gon na sit down and film 30 30 second videos for the month of august.

Then i'm going to get them scheduled out, so i don't have to do any of that. I don't have to mess with it, i'm done so. What i'll do is the first thing i go to is answer the public, great free website. You can ask up to three questions a day.

You type it in homes for sale, san antonio texas, or how do i sell my house in san antonio texas, whatever whatever you know, question that you want to answer and it's going to give you this wheel and gives you a bunch of questions and you have A couple different options of what you can look at, so i usually take those download those into a list because they'll provide it in a list format put it into a google doc clean up the ones i don't want to answer. I usually end up with like 200 questions, so i just cut it off and try to give some variation of what my questions are, and i mean i've answered questions like how do you sell a house that smells like cat pee? Yes, you saw that on your youtube channel, that was good yeah, but okay, but i want to back up first so the the answer, the public, so it aggregates consumer data consumer questions, so you type in some something san antonio real estate. You know for sale or something like that, and it will basically sweep the internet and tell you the questions that people are asking on online forums and others. So it's pretty insane it's a much faster way than you know when you type something into google and then it provides all those additional questions instead of having for you to go through and having a copy.

All that again goes back to lazy. Instead of having to do all that, you just go to a website that does it all for you, yeah and again it's free as long as you're not doing more than three questions. Yes, so figure out your three topics. You want to answer first and then wait till the next day.

So how do you come up with topics honestly um when i, when i'm coaching people and they have questions? So? Thank you very much all my coaching clients. Yes, when they have questions, i'm like. Oh, that's, a good one and i write it down because i'm taking notes for them and i write it down and then i sometimes do reals. So if you see a real something you talked about.

Thank you very much. Yes, um and then a lot of times it's it's just experiences. I've had homes, i've sold things that i do. I mean the cat.

P1 literally. I had a house that i had to sell with cat pee, so it was kind of important that people have to see this. Yes, you know. So it's really just from my everyday life, and sometimes you know i i did series of questions about um.

Getting your house ready to sell, you know outside yard maintenance different stuff like that, so i literally just go for my experience in my daily life and then answer those questions love it. So it's it's helpful in that manner. So after i go to answer the public, i go to a website now. This one is paid.

First was known as conversion.ai then went to jarvis, but now it's jasper, so we're going to clarify that in case you've heard it in any other way. Yes, but uh. So jasper is amazing, i love it. It has been such a lifesaver um.

It will help you with writing content period and just in general, all all types of content. So just to be clear, like i am such a fan of this and like. Let me just nerd out for a second: you can go in there and hit a box called listing descriptions type in five or six different things that are special or unique about the house, hit one button and it'll write one three or five different descriptions. You copy the one you like, maybe dual edit paste and you're done, but the one that i was obsessed on is video scripts yep and i'm assuming that's where you're you're going from public to okay.

So keep going so i go sometimes i'll. Do a video outline. Sometimes i'll do the script and then i also take that and they'll do a youtube video title for me and then i take that video title and it'll write the youtube description and you can write an instagram post. You can write a facebook post and, if, let's say you've, typed something you're like i just i need help with it.

You can take it and put it in there and it'll: rework it for you. So there are it's endless. Did you see the one where they now uh they added this? This was early where they said. If you got a bad review, you take the bad review off any site, you put it into jasper.ai and it rewrites the answer of how you should respond to them.

Oh no, i have not done that. You know it'd, be nice if you didn't get bad reviews, but there's there's knuckleheads out there. So if you got a bad review, you take that google zillow wherever and you put it in jasper and it rewrites a beautiful response. Perfect to that review, and then you post it that's good to know.

I do have one that i needed to respond to so yeah, i'm gon na i have. I haven't looked at that because i stick to primarily the the other ones, but i haven't i i even when i sold my ford f-150. I was like i don't know how to describe a ford f-150 right, jasper, ford f-150. This is my.

These are the these. Are the you know there's many miles, these are the features of the truck, and literally it came up with it, and i was like that sounds great somebody. Somebody from ford called you and said: could you write for us now? Could you do that, like yeah? If you pay me, i will do it all day, so answer the public to know. What's on the minds of consumers, jasper to write it beautifully because you're lazy, i don't think you should say you're lazy.

I think you should say you're ridiculously effective. Well, my coach argues with me on that all the time i, like the word, lazy a little bit. You go with it yeah. I take naps a lot so so, once you have the the script, what do you do so it depends.

It depends on what i'm gon na do with it, so sometimes i'll take the script and i'll go into vocal video. Vocal video is great for me, because it creates a little bit longer form video and you can do them up to five minutes. It creates longer form video, but it'll. Ask you questions, you create your own question, so you can take your video outline and put it in there's form of questions and then you'll go through and it records you and you can do it from your phone or a computer and it just records you answering Those questions and then it stitches it together, for you adds captions, you add logos, it's a super easy way to get a professional.

Looking video edited stuff. I do market updates on there because they're super easy to do that day. I have the questions. I answer.

Every single time i'll do video home tours with it, because i do it well, i'm just like hey. This is emily terrell. You know, let's check out this address one two three banana street uh, but you know - and i can turn it around like it'll - go to the next. You guys all notice.

She immediately went like this like she just went right into oh yeah yeah. I do that. Um but then i turn it around i'll film, the video of the different house, which that one i had to get a gimbal, because i was like crazy shot like that, but um film, that then it stitches it together all nice and pretty put some music on It i film the outro and i'm done yeah like that is the entire thing and yes, i can go get really pretty. You know completely done videos, but again my my entire not goal, but the way i shoot videos is really raw and it's more of just my strategy for shooting videos.

I love it so i'll. Take that i'll put it there or depending on the question, sometimes i'll. Just do a 30 second response or 30 seconds or less and the reason it's strategic to do 30 seconds which you have to practice on. Yes, because 30 seconds is not a long time yep, so you have to practice on it.

My first, like 20 videos were like 32 seconds and it makes a difference um because i'll take that video and i'll either i'll start it usually on an instagram reel. Then once i put it up - and i do use canva to create a thumbnail on my instagram reels and i keep literally the exact same thumbnail every single time, just change the words on my picture um take that down i'll scrub, the uh watermark off of it And then i'll put it in tick, tock and i'll put it in my other. I have a secondary instagram account that i use for more mom stuff i'll put it on facebook reels youtube shorts, linkedin, google, my business as well, and i'll put them on all those places. Now, when i do it, i always do new audio for every single clip.

Talk about that, so this is really awesome. This is a really. This is great content here. Well, so if i'm talking in the clip, then obviously i can't do new stuff, but if it's just if i use the same questions and outlines and everything to do just text on there with music, i use trending audio and the reason at least i found that I do new audio is because, if i take it and i take and i download it from instagram - and i put a tick tock - it puts it in it's emily terrell original audio yeah, but i don't want that.

No, because emily terrell original audio is not trend. It's not trending, so i go and tag the original audio so that i get that tag in there and then i can. My videos are going to be a little bit better because of that. So, even if you take the music as i'll do sometimes, then you just turn the volume all the way down to nothing and then but you're still playing to the algorithm of tick tock right, yep, brilliant yeah.

So i i do that, and i have i have all that audio on there and i try to tag it um, sometimes going over to facebook. It doesn't work as much but facebook. What i found is that sometimes i add in like just random videos of filters - and you know just different stuff like that - trying to be real estate related, but with filters and for some reason those just go. They go crazy.

Yeah, like you'll, get 120 000 views and i'm like i'm okay, i'm doing a thing about yellow teeth but sure about a house with cat pieces. Yeah, it's kind of happy. Does it? Can you see the cat pee? Yes, so answer the public to know. What's on the minds of customers, so you don't have to think too much jasper to write it, so you don't have to take the time to write it all out.

Then you decide: hey! Is this this kind of video or that kind of video? If it's going to be a little more complex video, you go to vocal video because it'll stitch, it all together. Add the music. Add the text clean it all up or you just go straight to camera cell phone upload it to insta tik tok, twitter, everywhere, right um, so so, which one do you find to be the most effective right now, whether it's facebook reels, google, my business tick, tock Youtube shorts reels, which one gets you business all of them in different forms. So so i also always try to do three to five stories a day.

So you know, for example, this morning, i'm on the plane, and i took a picture of myself with my feet and i'm like you know, real estate travel or i said no, i said, have booty bands will travel yes, because i do a lot of workout stuff. I post workout stuff constantly yeah um, so you know i posted that this morning, then i'll post, something a little late. You know and i'll post all these, so uh stories actually do really well for me, because i also oh yeah, i forgot, i take my reels and i post them onto my stories too. Yes, i push them there, which is super easy, but so it kind of just depends.

I mean sometimes my mom stuff, because i put a little bit of real estate in there they're like oh, we love you, sell our house, yes and then sometimes i'll put a facebook reel and i'll get uh two listing appointments on a reel. They got 400 views because they're not always 120 000, sometimes they're 400. right, but it just really depends because i have different audiences on each different platform, so i get business different business from each one strategically. Do you think it's important that the agent listening to this? Like i think of like kirsten jordan, who also like maybe you listen to her podcast like she's, got this she's like hey, i'm like a super mom and i sell a ton of houses and i'm building this thing, and i got a tv show like like.

I am like all about optimizing every part of my life and then she wants to empower other women like you right as you're doing for others like you can do it all right like forget all the old limitations like let's go inside of that. Do you think for the person listening right now that maybe is a mom or doesn't have kids or is a guy and doesn't have kids like? Should they have these passion project platform? You know like instagram pages, as well as their real estate page. So i found that's extremely effective so and the reason i did this and i'll kind of give you a little bit of that story. One time actually right as i was my son, this, the second one uh was going to go back, was going to go to daycare and i had him home with me.

I was kind of struggling a little bit with mom guilt, yeah and it was actually at summit, and that was in august and he was going back to daycare like literally two weeks later. So i was like freaking out and i got up and i actually got to ask the last question and it was how do i get over the i know what to do. But how do i get over the mom guilt and your advice to me, which has actually shaped the way i have built everything going forward was just take your damn. Kids include them.

Don't worry, i don't think i said damn kids did. I maybe no in my mind it's damn kids, it probably isn't, but you probably said include your children right and then you know you gave a great story about how you included your children with the vision board. But for me that was very with me on the road and having them. You know be a part of the experience when they were like four and six yes, so that was really powerful for me, yeah, because i was it, it's not that it gave me permission, but it also gave me a different perspective of just take your kids like And so for me, that's actually been a huge passion of helping other, like especially my coaching clients, you know if they have kids, if they don't have kids, whatever they're passionate about just include it included in your business, include, you know for me working out.

I just got super into working out a lot um, and so that is, i would say, 70 of my videos and stories are videos of me working out in the gym doing a different. You know seven second, clip of me doing something and then it'll have real estate text on it. Or you know it's just a selfie of me in the gym as my story and getting that recognition of including that as part of my life but then also including my children. I do a lot of videos and stuff to incorporate my children into my business and for me, at the end of the day, if somebody doesn't want to work with me because they don't like my children, i'm so sorry, you know good luck to you, but you're.

Not you're, not my vibe you're, not my tribe, i you know, and it's i'm not rude about it and i don't well i kind of do shove, my kids in everybody's throat, but i don't you know, i'm not i'm not upset about it and it's okay. I'll find you a great agent that'll, take care of you that is not as involved with their children right right and for me, that's super passionate. So back to your question. Yes, if somebody has a passion, you can definitely include it yep as long as people also understand that you're a real estate agent, that's the key, that's it, but you can't do it well.

I say i don't ever want to say you can't do it every time, because i know some people, they absolutely do it every time, but most of them it's like subtle. It's like i have a visa dog and we're at the. I don't personally think about my brother, patrick he's like i got the visa dog and we're at the beach and he's with his kids and photos of him surfing, but then, like two posts later, it's like here's, this new listing we're launching and like people connect the Dots right so so what do you think? I i actually just coached a client on this literally a week ago, um her, i went to her facebook, page she's, a newer client for mine yeah, and i went to her facebook page and i'm like okay. I actually have two clients and i'm like i can't tell you a real estate agent yeah for like 10 posts, that's bad, and so i went to them and i and for both my give them the same advice.

I'm like hey. You know this is some of our early calls, but i want to check your facebook page before i come on the call next week and i want to be able to tell your real estate agent. Yes, i want to be able to do that now. That's great like one of them, he is super into basketball.

Yeah like suit, and that's great yes incorporate that right. You know shooting hoops and selling houses, i don't care yeah, but incorporate that into the fact that you're selling real estate, it doesn't all have to be real estate content constantly, but incorporate listings or sales. Nobody wants. Yes, nobody wants to see it, but they do want to hear about it.

So the same thing with like coaching i've started incorporating a lot more coaching, information and stuff like that, and people really know that i'm a real estate coach, i get questions about it. All the time, because i incorporate it kind of on a cadence of every other time and it's not all the time, but it's enough where people really know yes, so same thing: she's a mom she's, a wife she works out. She's got i love him. He knows.

I love him but he's like ugh. I don't want to be on facebook, okay, my wife's, like just keep doing photos of nana yeah, like my mother-in-law, yeah just put nana on there. She loves it, okay, so so let's switch gears. So we talked about you know this whole video strategy and - and i love like just each of those tech tools because i'm a fan of all of them um.

Where else does your business come from and how do you generate it? So i have a couple different things um when it comes to strictly to real estate, because i do investing as well um. That's my last one, oh yeah um! So with when it comes to real estate. I have over time i've built a relationship with investors. Now here's the thing when i say i've built a relationship with investors um some of my investors they're like oh emily, here's the address, sell the house and i'm like okay, here's here's their offer he's like do you.

Do you like it? Okay, great yeah. It's fine! Just send it to me to sign. I'm like here are the repairs? Do they look reasonable yeah? You could probably counter on that one perfect. Do it or counter on that amount.

I already know you know. I know what they're going to ask for and stuff. So i don't really have to ask them. Did you earn this because someone listening is like whoa? That's i have an investor and they're like meticulous and all over okay, they started yeah, they started being meticulous, but i learned what they liked, what they didn't like right and we built to that right now.

I will tell you this: i don't sit there and i don't write offers for them constantly trying to lowball the mls and blah blah, and i don't search for them for the list for deals to buy. I don't do any of that. They come to me when it's done now granted. Yes, i do and i will be honest - i give them a discount because they list 15 homes with me this year, i'm going to give them a discount.

They have earned that for me, just as i've earned their loyalty to me so, but i don't - i am very particular about the investors that i work with san antonio has a large amount of them. I pride myself in my investments that i do so. I make sure that i choose investors to where and i have fired many of investors because they didn't align with my values now granted, i'm in a place in my business, where i can do that. Not everybody might be, but it is something that you should strive for being able to choose the people that you work with.

Yes um, so you know i do a lot of investments i up until right now in our crazy market, i had a large amount of expired listings, um, which i still have levied that into uh circle prospecting. I do an extremely small amount of buyers um, and i say that because i don't advertise or focus on buyers. However, when they're referrals or they're um, you know, for i mean i i just actually just got two some of my tenants from my rentals wanted to buy and they wanted to buy with only me um, i actually with those i even leverage other agents to help Me show those houses, so i don't show the houses very much anymore um, but i write the contracts i take care of it. Yes, i take care of the details and then i do a lot of video related uh listings as well, and then that's kind of my entire pipeline.

Because, again, i'm trying to stick to 30. yeah, don't want more, don't unless yeah this year, 30 transactions nope not great, like how many times you talk to people they're, like you know, and look i mean we're in the business as coaches like okay, we want to Help you achieve what you want. What do you want and i always loved it when someone would say: okay, i'm selling 60 homes a year, but i think, like 50, is the optimal number for me, maybe even 45. If i can raise my sales price and engineer enough higher commission and then like i'm good, like that's enough for me and i'm like god, bless you that's awesome yeah, you know what i mean like you know like: that's.

They didn't want the mega team right. Okay, cool, i'm not against a mega team at all. Anyway, i mean i love it. I coach to mega team.

That is great it's, but it's knowing yourself, oh yeah, 100, because someone right now is listening. Going, oh cool! I just want to do like 27 deals. A year, well, you don't have to that's the big thing. I built my business in my life, exactly how i wanted it to be yeah, and this is the life that i want, and this is what i'm going to do.

I don't give in to the pressure of oh, my god i have to do. You know back to 75 100 transactions. I don't i don't have to do that yeah. I do my transactions, i do them my way and that's it, and if people don't want to work with me because of that that is fine, i don't take yeah okay yeah.

What's the old line there's more nuts and there are squirrels to eat them, so yeah find more nuts yeah, okay, so so investors expireds a little circle prospecting. Obviously your database and then use database is probably right, yep all that um video instagram social stuff, like that, you know again, that is going to be a little bit more of kind of, or i mean i do a whole process and everything like that and keep In mind this whole process, a video first takes me, maybe 10 minutes a day yeah, because it's well because one day you'll shoot the 30 videos. How long does it take you to shoot to typically shoot 30 videos about 20 minutes in a day? Yeah? Oh, i don't have my phone, but i'm just like 30 second videos, yeah, just that doesn't matter that doesn't add up. It's got to be more than that: hey it's emily terrell with august answers.

So let's talk about how you sell a house with cat pee. So the big thing is, it's actually kind of a big deal. Most people, don't like cat pee, so focus on. First, don't steam clean your carpets because it actually brings the cat pee up.

Let's talk to a professional carpet cleaning company to see if there's something they can do and worst case scenario we're going to go ahead and remove those carpets so that we can get rid of that smell. If you have any questions, please let me know thanks. Okay, so you can probably do a lot of those really fast. I guess.

Can you tell them? I was like that is efficient, that isn't there's nothing about that. That's lazy that is efficient. I i you know i i was kind of similar to how my i think it was how my video went. I don't remember um, but it's just it's random and that's it.

I answered it and then i'm like okay done and then i go to the next one and i change shirts periodically. So i don't like i have the same exact same shirt over and over again. Okay. So, let's go back to we started this show by saying the dream is to sell enough, so you can buy enough real estate, so you can build a big enough net worth so you can do whatever the beep you want.

So when did you start investing in real estate, so my first investment property was in 2018. It was actually a show. That's like i can't bleep that out it was horrific yeah i bought what should have been the greatest investment property in the world. I bought three acres in a house for twenty seven thousand dollars.

What i needed needed about. Oh yeah, yeah yeah, we put about 20 grain into it, there's a reason why it was 2017. nope nope that wasn't the reason. Okay, not not why it was a show.

Okay, well, there was technically a reason, so it is a manufactured home. It's san antonio. We have them yeah, i'm not afraid of them. It's fine, yeah, um they're, actually my opinion easier to fix um.

But technically i didn't own the home because the guy's wife had died and the mortgage was in her name and doesn't i tried for three months to get it into his name, so i could buy the whole thing they didn't. I said, that's fine come get the trailer, they never came and got the trailer okay. So i waited and they were like - and i talked to somebody and they're like look we're not gon na come and get it, and i was like okay and there's a bunch of back taxes and i went to the county i'm like. Can you come and get it and the attorney for the county was like i'm not coming to get it you're fine and i was like well then, so i fixed it up.

My put my actually owner financed it with the three acres for the first people. They paid the down payment, half of one payment and then they called me and said: hey. We actually have to file for bankruptcy because we don't have any money. We don't want to screw you over.

Can what can we do to get it back into your name, and i was like i'll take care of the paperwork thanks and i gave them a month to move out and they moved out and it was clean and i was like great yeah. So that was that was the first. That was your first investment, so you learned a lot. You got punched in the face: uh! Oh no! It gets better okay.

So then i get some tenants in there right yeah, they were seemed great. They paid for like four months. Everything was fine, they took care of stuff, they looked at stuff and then they were like hey my dad died. Can we be a few days later on the rent? And i'm like you know what i'm compassionate? That's fine, yeah, nine months later, i'm still waiting on that rent.

That was my first, for instance, here's the thing yeah and you could do nothing about like i was in california. You could do nothing about it. You're like hey! Is there any? No, oh okay and it was mid, coved mid covered. So i really couldn't do anything i'm like, oh my god - oh my god, oh my god.

So luckily again didn't pay a lot for it. So it wasn't killing me to have this so when i finally get in there, they had destroyed it. Of course, i've like stole all the lights done all this stuff, and i'm like so three weeks later and about ten thousand dollars more. I got it fixed back up, i'm a third sets of tenants in there keep in mind.

This is all like in a year. Right got my third set of tenants in there great for the first couple, and i did background checks, had a pi everything. Then they stopped paying yeah. So luckily them, though i got them out really quickly yeah, because i was like look, i know, there's damage to this property.

If you don't get out, i'm i'm gon na go after you because they had yeah. They had opened up. Uh being able to kick them out or uh to you know evict them, so i i knew all this. I could get them out, so they were they.

Actually, they were like okay, we'll be out in two weeks, some like great, and they left a bunch of furniture. That was fine so on that one at during that time i had taken cause again. It was three acres. I had actually cut the backache car off.

Smart put a new manufactured home on there sold it made like 80 grand and was done, yeah um. So this one i was like you know what husband. This is a lot of bad juju for us with this house. We need to be done so we sold it for like 150 000.

yeah um. Some ladies came in and bought it cash plus the 80 plus the 80 i made in the back not bad for 27 000., not ten thousand repairs, 20 and a ten years and months and months and months right. So i didn't think so. I thought i did good yeah, but since then so that was our first yeah now we did a couple of other deals in there.

Where i would do flips, i would buy really nasty properties. Take them. Sometimes i'd split them in half, sometimes then leave them as whole, but i would usually cut them in half put uh nasty trailers, take them off the nasty trailers and put new ones on there, and then i would sell it. Yes um we did really well.

So we had some partners reach out to us and they're like we really want to do this and i said: well, i don't we don't need you yeah and i was real. I we didn't need them and they go. We have money and i was like. Oh okay, okay yeah, give us some money, you take a lower split and you give us money.

So we have just. It was more of just seed money just sitting there. We don't actually really use it. Yeah um, but it's there and i'm like cool.

And then i also have a deal with them. They have to have x amount of money so that, in the event i need to buy something cash right away. They have that available like an open line of credit for you to go yeah yeah and they and they do have that and it works great for us. They get there actually and right now, we've changed our so that was the beginning.

When we were doing flips, we have actually changed our strategy and we don't take any income from any of our rentals right now. It all goes directly back into the business. They don't need it. My husband and i don't need it, so it goes back into it and we're gon na stick like that for the next five to ten years.

Until we really are like okay now we'll take it, so we don't have to work anymore right. So that's kind of our plan, oh yeah, so how many properties do you own now? So last year we bought six okay um this year. Our goal is to get up to 15. now of those 15 that we're going to own this year.

We want to own three of them outright. Okay, our goal is to always have 20 25 of them to be owned outright, because then it opens up our buying power even more, and it gets us more income coming in which then you know the whole snowball of paying them all off type thing. So, what's the what's, like the average sales price of properties, you're buying right now? Well, it's kind of going up, um, probably like 200 to 250. It depends.

I also buy weird stuff um, so, like i'll buy, you know again i'll buy like one acre. That has enough room to put a second house on it. I put a second house and then i cashflow both of them yes and so, and - and i do that because as soon as i buy it, i clean up the front one just a little bit and then just continue on and i have income coming in from It and then put the second one on and i'm good, so i like to do that a lot we also do. We do some flips still because i look at every property when i find it and i'm like okay scenario or rental scenario works here, doesn't work here or vice versa, whichever one works best or it works here until we get tired of it and then we'll sell It so it just depends on the scenario that i'm looking at, but the biggest thing i've learned.

This is what i try to explain to everybody: yeah, don't get excited, yeah, don't go outside your box. It's a math equation. Yes, if you have to make it work yeah, it won't work yeah, hence the three acres for 27th, but it's too good to be true yeah that one actually ended up working out really well. But i have some bad luck with tenants on that one yeah, but it's it's still.

You know it's still. I have a box, i have a specific set of criteria and i get people that send me deals all the time and i'm like nope nope. Yes, no, maybe okay, let you know when i'm i'm able to look at them and do a quick check on it in about three minutes and tell them yes or no. How much of this came from working with investors and and understanding their buy box and seeing how they operated and how it was very unemotional for them? Not really not a lot, because so i grew up.

My dad. Uh was a custom home builder, since before i was born so the construction side of it, i knew it and then literally when we went to go, buy our first one.