Hey guys welcome back to the podcast, i have so much fun playing peter day. I've got all these amazing coaches and rockstar real estate professionals standing right over here, one at a time. We're gon na hear their very best idea to help you make even more money, sell more houses, get more customer satisfaction, get more joy from your business and ultimately achieve the kind of breakthrough results. You want that's why you're listening to this podcast, so, let's bring up our first guest and by the way this is going to get a little zany.

Just in case, you in case you're wondering the brit bear you're up buddy, move that microphone up big dog, all right, so tell them who you are where you're from why we called you, the brit, bear and all that good stuff, yeah uh, matt beret from tucson Arizona originally from england, do you want the real brit bear story, the one, the dinner story? Oh yes, no! No! No! We'll just leave it at that! We'll leave it at that. All right go um. What do you want to talk about? What's? What's the big idea? What's working, give us context how many transactions we do this year, uh on track to do 65.? Okay, so 65 puts you in the top one or two percent in your marketplace: tucson arizona, right yeah, so you know pretty big market lots of activity. So, what's the idea you want to share so for us this has been a so i'm on a team with my father-in-law uh.

This has been a trial and error thing. Basically, for the last year we were doing the just listed just sold postcards and we noticed that those are just getting thrown straight in the trash. No phone calls um. I at home mistakenly opened a spam letter and i opened it because the envelope was hand addressed, and i thought oh, it's an invitation open it up boom want to sell your house no get in the trash.

So we took that idea to the wait, a minute. That was a good idea. I was like holy. I should.

I should probably start my house um, so we took that concept of if we can send out letters instead of the postcards. We might get some more engagement, so we did that we did the whole. You know we have a buyer in your area. We tried those letters, yeah didn't get a lot from that, but we noticed we had some plus 55 clients looking to move into plus 55 neighborhoods, not a lot out there, but we know because we sell and buy in these neighborhoods that there's a lot of non-owner Occupieds our coach jeff mays was like guys lean into that create a letter, send the non-owner occupied.

So we did, we started sending those out. We started getting instantly great results, um very quickly. In fact. So you know the letter was kind of a case of you know.

We have a buyer in your area. Let's back up, though, so it's it's in a non-descript yeah and the dress, regular white envelope, we started off handwritten and then we transitioned to printed yeah uh printed like a printed version that looks like yeah or a label just a printed label. We we kept it real, easy, so just a printed label so from handwritten to printed label um. We basically boiled it down to that.

Each letter was costing about a buck 14, including stamps letter paper print envelope and hiring somebody to sit there and just stuff envelopes. All day we got it down to about a buck 15 buck 14 per letter um, and how many would you send so we were. We were targeting one of our active adult community neighborhoods and we basically sent out um 500 letters, but we knew that if this was to blow up, i'm going to get 500 text - or you know tom or jill - would get 500 texts. So we would split a neighborhood into thirds.

You take some over here. You take this, you take this we'd have our own letters with our own cell phones and emails, and signatures on and we'd send them out, and the letters started getting the returns, and the great thing was that on the letter it stated you know, we know that This is an investment property um. If you'd like to capitalize on the market, we can facilitate helping your tenants relocate. We can also upgrade or downgrade with a 1031 exchange here in arizona or nationally.

Let us know, can you either text me call me or email me? Yes or no, that was the best. You guys hear that that was the bet. When i read the letter for the first time, like the fact that you said, can you just let us yes or no yeah? How many people just text you and say no loads? Yeah loads yeah and here's the great thing so they just say no hold on. I need to interrupt on this.

What so the the other thing i like about that is you actually made an offer to the the non-owner occupied the absentee owner. That was actually clear and service-based like hey, we'll do this, for you we'll do this, for you we'll do this for you, and that is where i'm seeing the results with the absentee owner versus the hey. Do you just want to sell games or hey? I got a buyer, i got a buyer if you want to sell, give me a call when they start going well. What am i going to do about 10th order exchange? What am i going to do about the tenant and we're not talking about that and that's? Why i think that also is working really well yeah, nice work yeah! Thank you yeah, and this is all right.

What's up coach following so what this is all fantastic and one of the things that we're also seeing so i have a client in connecticut, heather crabtree. She is doing the same thing, she's, also being very specific about the her buyer client. That's looking for a home! So it's real! It's not generic! So i have i'm working with the smiths and they are looking for four four, three: twenty five hundred square feet. What have been very specific at this? Her letters are so dialed in she's doing 700 letters at a time, and this so far this year, she's made over 100 000 gci.

Just with this one lead source yeah. So if you get it dialed into your community, you can really really rock it yeah and absolutely lean into it, but again, specificity being the key and patrick's point about it's about making the right offer yeah um. So just to be clear. So let's say you take this community and whether you use remind or where are you getting your data from title companies for free right exactly right, so you have a company, get the data but you're not mailing to the house you're mailing to wherever they live exactly Somewhere in canada, yeah i'm guessing exactly that.

Yes, it's not exactly that! It's a yeah, no yeah exactly so we're mailing to their primary residence. We're indicating that we have genuine buyers looking to buy in saddlebrook hoa1 saddlebrook hoa2, whatever it is um. The second part, is, you know, would you like to take advantage of this great market where interest rates are still low and you know uh market's still hot and then the third portion of the letter is, if you have tenants, we can facilitate, or would you like To do a 1031 exchange and then the last bit is, can you let me know either way yes or no indifferent, and so i've had text messages at like 9 10 p.m at night. That just say no, and i'm like how do you respond? So it's a case of that's great.

I appreciate that, as you can understand, i've sent out a few letters. Can you just let me know which address we're talking about and they'll just write what you know: one two: three: no, no! No! No street um! That response! Well, and with that information now i've got their phone number. I've got their address. I can reverse engineer the name, my follow-up and our follow-up.

As a team is you know as an appreciation for taking the time to, let me know either way. Would you be against me sending you a market value of your home, nice and every one of them say it again in appreciation appreciation of you taking the time to respond? Would you be against me sending you a market value, update of your home and if you had 10 people that said no, what percent did them say? Sure: okay, every one of them! Why? Because it's free yeah and why okay mary jump in i have a question. Yes, which is how many how many of these have actually turned into a closed transaction? I love that see. I've got data because i knew you're going to ask that question.

Yeah. We killed them on the numbers all right, so the breakdown of how many letters have been said. Do you know the total number of letters sent and then how many appointments and listings and closings and future listings? So we started this in february and this is through end of september. We've sent out 6350 letters for a total cost of 7 300.

Okay, we've closed. Eight deals so took eight listings and closed them, um for a gci of 130 000 and a gross sales volume of over five million. We have three active listings, uh currently so total, with the active listings, close that's over six and a half million dollars of sales volume and we have nine listing appointments set. So these are not occupied right, so the cool thing is you've done something unique to these people.

Are you sending those people that didn't respond? Follow up like here's? What we did uh? We are not, but we do put them into homebot, so they get their evaluations. We put them to homebot and then there's a strip campaign set up in homebot now, because we're seeing success of this actually in our team meeting two weeks ago, we're now retargeting the people that say no saying listen. I know you're not interested in selling, but your neighbor down the street just sold their home for x. Does that or has that helped? You change your mind.

I love that one of the things when i was coaching um when my clients sent out - and i have a buyer letter and they got a result like one in particular. I can think of she sent out. I have a buyer letter, 200 of them. Three people reached out one and she ended putting the deal together.

But what happened? Was she followed up with that? The 200 homeowners? Then she sent out a postcard said. Thank you and great news, and she explained that she had three people that reached out and they now have a new neighbor because she matched these two people up without him, selling the home and buying the home. So she got two more listings off of that. Thank you and great news postcard, so yeah follow up and quite honestly, if you target neighborhoods that you're struggling to get a client to work, buy into there's a double side of a deal right there.

You know if, by the way, like the non-owner-occupied listing presentation, how does that go? It's exactly the same as a regular listing presentation. They you know they they, oh yeah, absolutely absolutely so those those folks that say. Yes, you know at that point give them a call. Follow up set the appointment go down there and i can tell you right now: every every one of them, the first words out of their mouth is so, do you have a buyer? You know well yeah.

We do. We have buyers in this neighborhood um. You know i'm more than happy to share the property with you and then it's straight back to you know you reached out. You have the intention to sell.

Where are you going? What are you looking to do next that and just keep moving down the line? Have you had any um rely on multiple properties like some of that stuff, so yep? So in fact this happened uh you and i were texting and talking about this. So this happened last week, non-owner occupied again in a plus 55 community went down there um. He agreed to list right away. His sister has a non-owner occupied, eight have eight houses down.

She no longer wants to travel to arizona. So she wants to sell that and then he turned around and said you know what we're kind of over the politics of the plus 55 community i'd like to sell our house and get into another house outside of the community. It says four deals right out of one one buck letter, so mistakes to avoid before, as we kind of wrap this up, what what what advice you have like, hey make! Sure you don't do this, don't ignore the nose yeah. I think that's huge! Don't ignore the nose you know, because so many, but you know you get a no it's a case of okay, i'll cross them off the list.

But if you can re-engage give them that piece of value and again i've had i've had no's from people who live in other states. That say we're not thinking about selling that house and i said well, you know, can i give you a free evaluation? They've said yes and then they've asked if they can have a valuation on the home that they're in in la or you know, wherever right and at that point it's a case of. I can't do that, but i can connect you with somebody who can so there's so many opportunities if you keep digging into the nose and don't just go straight for the s's, so fun fact for everybody. Listening 138 million homes in the us, 21 million of them are investment properties.

And if you look at the data, it's basically north of 10 they're they're deemed an institutional investor. Everybody else which is 80 of the properties are just mom and pop owners of one two. Three four anything less than ten, so there's a huge opportunity here, and i love that you're crushing on it. Thank you, congrats man, thanks all right.

Okay, that was the first round of applause. What does that say? It was the one, ladies and gentlemen, he's from alabama. Thank you all right, mary jet you're up woo. I have to pull this down you're a little tall, hello, hey mary! How are you nice to see you? This is very personal, all right, so so mary, how long have you been coaching uh over 30 years? Over 30 years and how many hours of coaching you have now 65 000 under my belt 65, 000, so 10, 000 hours to mastery.

That makes you like six and a half times super coach, all right! So you're gon na share some some things that your clients are doing that are causing them to win. So talk to us. Well: um uh, it's actually taking a turn or a spin off of like what one of our coaching clients, glenda baker, glenda baker does uh and it's how to create increase more exposure to your your past clients database. So most people, they send you.

So your past clients database uh-huh all right so not to your past clients but you're, trying to influence all the people that they know like yeah and it's um. It's interesting because most people, when they do closing gifts or they do like a drop by gift or something like that, they they do it person to person but um if they mail it. You get better exposure because if you look at glinda baker, one of the great things that she does is when she gets a referral. She'll send off cookies, brownies a really sexy looking box and it's like it's people always take a picture of it, and then they put it on facebook and then that exposures, your your database, your their database to you so like somebody, looks at that and says.

Well, my agent didn't give me those cookies. My agent didn't send me pot, brownies yeah, exactly sorry, i just had a sense. She doesn't we're important to add to that so glenda. I owe you a public apology.

I was away and my kids got the cupcakes when i wasn't home, they ripped the box open and they ate them, and i got back and i said how am i going to post she's going to hate me? Like i didn't know, did you not get a picture of it? No because they ate it. While i was on vacation, you know she glinda. She sent me a box of brownies and it was great because it's like they lasted one day in the household with devin and matt. They ate them up, but i did get a picture of them and i put them on facebook.

So that's basically a way to expand your brand. We used to talk about a long time ago. As coaches, we would say if you're gon na send a closing gift, send it to the person at their office where you know 15 or 20 or 80. Teammates would also see it.

Do you find that to still be viable or no michael, franco, hello, michael franco, in new york city in the house? We all know him so well, um. He when he works with attorneys he'll go and um uh, put like a big basket of fruit, something that, like it's, not flowers but something that p. You know eating and the basket comes into the office. And then all the other attorneys see it and they want that.

So it's like exposing your database. So yes, it definitely works that way all right love it so tell everybody what you do now: um like professionally, oh well, i'll just say it personally. Yeah there you go um. I am the president of coaching services, international and i live in irvine, but i also live in dallas now too, so i'm duel, yes, so mary's in charge of basically all of our coaches for all of our coaches out there and all of our people, the coaches.

All know, and then, of course, for our coaching clients, i took the best coach on the planet, meaning retention numbers all the things you do for your clients and she's helped us operationalize this across all of our world-class coaches. So i love you. Thank thank you. Thank you.

Thank you all right. Who's up. Next, i got ta go patrique. This is always fine because i go from you know: marry jed, carrie craig, who i've known forever.

Carrie everybody forever right, and then i i knew him the day he was born. Yes, my older brother, yes all right! What do you got for us uh? I just want to share my favorite uh coach success in the last 30 days. Okay, so this one is awesome, so shout out to adnan faraz up in toronto. Okay, so he says to me: hey patrick: i made 240 000 in gci this last weekend.

Yeah and i was like awesome - tell me about how this went right and he's like this is a game changer, but here's. It was very simple okay, so he was like. Look, i have a nurse single mom. She wants to get a a town home next to the hospital and she says - and he was like look we're in toronto - inventory's super low.

So he's like here's. What i did i did the letter, but but this is like way outside his comfort zone, so he goes, he does the door knock drops. The letter gets the seller. Now.

Here's where it gets interesting: okay, because adnan's awesome so shout out buddy, but what's the letter? No, no, no! No! Let's, let's get to the good part, so he says who's in control here, okay, of course, in you know, in in toronto, for my u.s friends in toronto commissions are very compressed. They got these weird commission rates, so the he meets the seller. The seller says, yes, adam says great, they start talking about the client and then the seller says well. How much are you going to charge me? Adenine goes six percent, the guy goes.

I guess i'm not going to do that and then goes no mls. No photos. No open house, no buyers i'll control the terms i'll put everything together. This is gon na, be the easiest transaction we'll make it happen.

Six percent. The guy goes okay boom. Now, yes, next, then it's called convenience. Yes, exactly so you've been talking a lot about the.

I buyer model and what that marketing message is right and the certainty and it was like convenient, easy stress, free boom and i was like oh my gosh dude, that's amazing! Then he goes it's even better. That was saturday. Then sunday he has a doctor client of his who wants to buy two properties in one community. Does the same thing, i'm sorry on sunday goes.

The letter goes to the neighbors finds two sellers who said the same thing. He goes six percent to both of them and they gave him the same pitch. Absolutely not we're not going to do that. No mls, no photos, no open houses, no buyers, no showings.

No, nothing we'll do the deal done, yeah, so four million in volume one weekend and it was just i mean it's amazing, so there's the script there's the letter you won't share with us because it's the same letter that you know it's just. I have a buyer. This is who they are. This is exactly what it is.

I think you know. I tell all my coaching clients. Look if you just tell the truth on the letter, it works, wow, the truth right right, crazy, yeah who's got it. Who's got a question here.

Who's got a thought here, someone i got a thought get over here, brian get over here. I want to make sure people still see, patrick, that i won't leave the way. Don't worry, you're good! You go with those letters. What's really good, is you add on a qr code with a video from your buyer? So then they know this is actually a real guy.

So no special lighting he's sitting on the couch and yeah. He doesn't have a lot of personality, but they can tell. This. Is a real person, yeah yeah, so that's the add-on! Well, that's even better yeah coach, brian jumping in over the uh.

I just think. I just think that six percent was so amazing to me, because you know i was actually like. I've been prepping, my clients. You know, i think you know carly just did the letter and you know we just did that for one of our clients: 80 homes letter four phone calls we put the deal together now that homeowner's uh mom was an agent.

So it's just a two and a half percent. You know we got two and a half percent. This is great. You know, awesome, easy, millions, six percent and here's the thing it's like.

I'm i'm telling everybody look you're sitting on your hands at your office. You've got this highly motivated buyer and you're doing nothing, and the commission check is right there so now go out there and get that seller and talk to them and put the deal together but be ready to negotiate is the key thing, because i was kind of Telling my clients well look, three percent is good. Four percent is awesome, but when adnan got the six and he used the i buyer pitch, i was like done deal yeah smart game over the charge. More than that, that's right, that's right! He was doing him a favor all right, that's that's it that's good, but let's talk about how we can get 11 on this on one deal.

Six is good, let's get 11., so you go talk to the seller great, but you got your buyers that you're working with and you've used, whatever your your standard is get the buyer agency signed. Whatever your standard is, if it's two and a half it's three whatever it is, but if it's not in the mls, it's five percent, because i have to go, find it for you. So so now, you're finding off market properties, you're bringing the buyer in at five percent. You've got the listing at six percent you're at 11..

I'm still confused. You have to go back turn the camera yeah all right. So you have yours listening at six, but your buyers that you're bringing to the table. You get your buyer agency signed at three percent, but in the notes it says five percent, if not in the mls.

This works for um for fsbos and it works for off-market properties. It was in there replay replay, it was in there okay, so it's five percent that you're getting from the buyer. If it's off market right and then take your listing at six you're now at 11., hey sweet all right check out: okay, big mac right on paul all right: okay, jill banks, you're up, oh yeah, oh there we go i'm like! Finally, it's my turn. Finally, it's my i definitely made you wait.

What's up jb, how are you i'm good? How are you how many people know you just because of your hair? I think it's probably 50 of my business comes from my hair. Get over here say that again. Please me too, listen the the time that i did that branding thing where i removed my picture and all of a sudden things weren't going well like you get 30 pictures on business cards at open houses. Who do you remember? People might not remember my name but they're like oh.

I work with that woman with the hair exactly exactly yeah now. Can you take the wig off just for fun? Oh, my god. Wait. Wait! Wait! I have this.

You did the little character version of you walking around town with your dog right right now. I don't know if anyone can actually blow this up, but okay i'll just click on it. Are we watching a video? Oh, this is me yeah. That's right, my new van and and it has both sides.

One side has brown stones right and the other side says here for that one: that's hilarious! Okay! I love it, but i'm actually more intrigued by that yeah yeah. This is in her backyard. Ladies and gentlemen, in hoboken new jersey, okay, so i was messing with the hair, but i know it is there's something about just being recognizable, but that's not why we're here, but it's just it's something that you just you've turned that brand thing on steroids like if People are talking about you, that's always a good thing. If they're like she's the lady with the hair, like most women, have hair but she's the lady with the hair right good for branding.

It is good for branding. Okay, so really quick grab your numbers. Where are you at here today? Okay, i'm i'm sorry! It's! I have my numbers, though one second, i razz around this all the time i'm like i've got him in my pocket. All of her numbers 387 closed and pending congratulations, uh units right, 386 million in volume 48 of that volume is listings.

55 is done by my team, uh, patrick my new team member, and i do the other 45 and ops is confident that we're going to beat 10 million in gci for the year. So who would have thought for a crazy bartender in miami? Now? Yes and i still wake up and wonder if people are going to realize that i don't know anything, but i have hair yes, that you do have hair and you are okay, you're masterful, a lot of things. But let's talk about like: what's the one thing you want to share with everybody that wants to get better, they want to understand like 386 million dollars in fine, and i ask them what the do i do well like. So i know that that sounds terrible right.

That is storytelling like i actually do tend to go on appointments knowing right the data yeah. However, i tell a story, and - and like my suggestion to newer agents, is to have seven or eight stories that you have in your back pocket that cover every situation. Yes and i'm going to give you an example but tell us like give us like if you had seven or eight stories which i love like i am, everyone knows people remember stories, they don't remember they remember the emotion. They don't remember like the facts right.

So, yes, and - and i give them the example when i tell somebody a price and they look unhappy and shocked - i say: listen, let me tell you about when i sold my own house so a few years ago, when i kicked my husband out of the house, Uh i had my team come over and by the way he's back. I took him back for covid, i'm i'm happy right, it's it's a coveted relationship and he hasn't left. So, oh here's, your glasses. So i had my team come over to my house and they made me paint the whole house.

It was lime, green that they said nobody liked my color and then i color-coded my closets. I reorganized the books. I did every single thing that they said that i should so then we sat down to discuss pricing and they told me their price, and i was like what the my house is nicer than that right. This is how you do listing presentations in hoboken in case you're wondering the person.

That's like she dropped the island right, exactly it's new york and this isn't the south, or maybe it is the south. Whatever don't leave, i don't mean it so trail geography. I uh didn't list at their price right because i know better and i went on at my price and i waited 30 days and then i called up my uh, my incredibly direct business coach. That was you and you said, you're a idiot.

Yes, you hired the professional with love by the way yeah with love, and you didn't listen right right, so i then pulled relisted at their price and i had three offers and i got my price. So i tell that on my listing appointment to the seller and they're, they they empathize right. They feel like that could happen to them. So it's not like i'm the realtor going in there and telling them they're getting less money right, i'm giving them a story, and i use a story for everything.

Yes right, why like? Where did you learn that story? Time was better than just like here's. The data people people pick who they like right yeah, i mean that's the key honestly is besides. Confidence is, if you make them like you, you win yeah, so that you have like a second people like you immediately or they don't right, and so, if you figure out right, which color and i think that's the other thing that i do super well, i know Who you are, and then i can be bold, brief gone right? That actually is who i am if you're wearing purple. I don't really want to hang out with you you're, probably not my person, but i can be.

I can be amiable yeah. I can you know. I, like whatever that is, you kind of have to be the person that you're you know selling to, and it's called it's called the basics of building rapport right right. People want to do business with people they feel just like them and if you're, a high-powered rock star agent name any profession that deals with people you you need to bend to their reality, what they want.

I also think i i i am relatable like i can be, whoever you want me to be. You tell me you're, gay, i'm gay or i have a relative who's, gay or whatever you you like dogs. I, like you, oh i'm, sorry, i say terribly inappropriate things. All the time this is basically the opening of the podcast brian.

In case you were wondering, like that's we're, just going to start with that and it'll just go for that and um i'm giving my biggest tip right for for new agents. There's there's two of them. The number one thing i would tell them is to shut the up. Yeah peop, i watch agents talk themselves out of out of business or they'll, show three properties.

The buyer is ready to write an offer and they say, but we have two more things to see right or just don't keep talking and it's hard, because we need to fill the silence right and i might seem like a chatty cathy. However, i love uncomfortable silences and i can wait forever yeah, you know yeah, like i feel good about it. I didn't used to yeah right now. Well, you actually said: are you talking about also like dealing with deals that are blowing up or crazy moments with agents, because this is where you shine like most people? When something bad happens, what do they? Do? They jump right in your phone rings? Oh my god! It's an emergency.

I got to address it right away, but you've got a different approach. You're gon na talk about. Yes, that was my second. My second tip um hold on.

Don't give your problems life right now. I don't give my problems life because i can't remember them right, but it's it really works for me. If you oh, what does that mean? Don't give them? Okay, if something terrible happens - and you call the buyer and you call the attorney and you call everybody and you work yourself into a frenzy right, you're wasting time and you might have let things calm down by ignoring it. Wait till the next day.

Generally speaking, somebody else worked it out and, and there is no more problem - and i know like i - don't those people that have been doing this for a long time can understand as agents. Nobody likes the agent who calls you. You know 45 times about the deal. Yeah, i want to talk to you once, but also nobody likes newer agents that send offers over and don't call you do.

You know like i get offers in my email. If you don't call me and ask me what's important to the seller, i ignore you. Yeah. Do you know what i mean like it's ridiculous? The first thing you have to do.

I know you actually review the offer and you present it to your clients, but i know what you're saying, but i'm talking about being being in advancing more situations which we are in now. If you have 11 offers right - and you didn't call and ask them every single question about how you can you know, get their seller everything they want, and i think this is all about relationships, and so much of my deal doctoring is done because you're gon na Well, you wan na sell my properties right right, but on top of it it's going to get done. Wait. I have one more funny thing to say.

Yes, like a couple of days ago, i was at uh a funeral that part wasn't good, but i was listening to two of my team and they were, they were talking to somebody and they said that uh they frequently impersonate me. They just show my business card and they go like this and nobody ever notices so anyway, whatever no, i don't know you know anyway. That's uh, that's okay, so i think so seven to eight stories and and don't get caught up in the drama, yeah right because cause most of the time jump in here, mary jack. You have that 15 minute rule.

Oh yeah, that's a good one! Yeah! It's and i'm going to give a shout out to patrick who i learned it from those are shopping. Like you know, i have four children that are also part of every others, yeah every listening appointment. I say i have four daughters and then everyone says: oh god bless you. When i say no, my life is hell and i need that money and then they give me the listing, but that wasn't uh somebody they just didn't, spend okay.

15 minute rule. Oh 15 minute rule yeah. I get a lot of phone calls. I mean actually my phone rings to somebody else now, but if you call me, i or you text me, i ignore you for 15 minutes because you'll figure it out yourself like.

I know that that sounds terrible. I'm talking about other agents like i get so many of my calls that they can't find the lock box. They can't open the lock box. They can't use the key, but if you just ignore them for a while, if they don't call back a second time, i know that sounds terrible.

That's that's a time saver. All right! I'm gon na i'm gon na shut up now and i'm gon na go away. All right, brian okay, this is gon na go down, is definitely one of the craziest podcasts ever right. So yes, all right so coach, brian in the house, tell them who you are where you're from coach brian in the house.

I am from oceanside california, and i i'm actually nine years with you now yeah yeah i've been coaching for three yeah, so it's been a great ride, yeah. So what's the big thing you want to share today, somebody? What are your clients are doing something you're doing talk to us. I want to talk about these amazing clients that we have and the the journey that that they're taking and um. So the first couple that i'm thinking about is scott and jill ferguson out of mason and monroe ohio and back in 2018.

I sold them into coaching, yes, and then they wanted a refund, because i wasn't the one coaching them so then by then i was coaching. So they got assigned to me, so i think they they were like at 80, grand gci and now they're at 80. They sell about 80 homes a year wow. So what were they selling before just for contacts? Well, the price the prices in ohio are like, like 250, a house, so you know on average.

So you know four times i don't know. They're probably selling like like like 30 homes a year, then still a very good producer. Yeah yeah absolutely 80 is significantly better yeah. So the goal at the beginning of the year, thanks to you, was to go on 60 listing appointments, so they hit that at the end of july and now they're on track for doing 80 listing appointments for the year.

So they're they they're on track they're going to hit it they're going to nail it and what are they doing? Well, you know. The first thing that i had them do was watch episode, 56 of the tom ferry show. Do you remember that one reverse engineering, the listing presentation, and so they have been going into their neighborhoods and the agents there hate them, because they've got this phenomenal listing presentation and and jill texted me this morning, 140 step marketing plan. Yes, most of their clients can't make it through point number 100, yes by then they're saying well.

Where do we sign up yeah so just for context right, so our publisher's report says the average real estate there's 11 points in their marketing plan. I'm going to put inside the mls we're gon na take professional photos. We're gon na learn all the websites, but the context is called stacking. The cool right like if you say, but wait, there's more we're gon na do 140 things.

You are, in essence, overwhelming the customer, like i do so much more than everybody else for the same exact fee right. It's a it's a killer, marketing strategy, so they're doing that what else so they're doing that and they're they're doing the um they're they're doing all the postcards by the way to follow jill biggs. Well, you know i used to have hair like hers, and so it is kind of it's like how did she what happened? How did she get all my hair? Yes yeah? So now we know yeah, that's where it went exactly so um, so so they're doing the postcards they're supplementing that with you're gon na love, this um google, my business and google local ads and they um they're, just taking over the town and um they've, been getting Recruited by different now they're with keller williams and they're, loving it and they just keep going and going and going and then the other thing that they do. That gets lots of traction on social media.

Is they have videos of their labradors? And so those videos get like 100 300 views every they can put the same. Video up and they'll get 300 views, yeah lots and lots of exposure. So not everything they're putting on social media is about um, the last house that they sold yesterday. So, just for context for people listening right now, like one of the things we're talking about a lot we're looking at the data around um, like with your google, my business page.

It's one thing: if you just put all your photos of like recent listings and sales and transactions and photos of you um, but human beings like people want to do business with people they feel are like them. So i tell my clients like: if you have a vista dog, put photos of your visa dot cause people would literally go you a visa dog. I have a piece of dog: here's twenty thousand dollars in commissions right like that's the reason why they're doing it, because i can relate to you - i, like you, your kids play soccer. My kid plays soccer.

It's a weird way to make decisions, but people are weird. So my favorite post of scots this week, you know we had the the sun's day we had the national sun's day, the national daughter's day and hey god, bless all the children, but scott put a post out black dog day and he had his black lot labs On his lap yeah, so kids uh, no, they have kids, oh god he's like no. I have to screw my kids. I like my dog way more for sure.

I need to just get contacted nice work, scott, all right so so give us one more point: um! You know, i really think that um the thing is. Is they have a very low-key approach? Um. They pretty much know that when they go to a listing presentation that that they're going to win and if they don't win, the house is probably not going to sell. So then they're going to end up listing it anyway, and so that has really impacted the uh.

You know the success that they've had over the last couple years sure coming in with that confidence: yeah, i'm not 100. So you know everybody's talking about social media, yes and everybody's talking about doing postings, but you know it's social. So the whole point is it's all about engagement, and so my client james galt in palm springs with coal banker. Three years ago he was a barista making about 12 bucks an hour last year last year.

He he just sold the highest property in palm springs, the the gene autry estate and the way he got that deal. Is he reached out via social media to someone he didn't even know, and then he started a relationship with them and then he nurtured that contact for three years and then they called him and said: hey we're ready to go yeah and so sold the gene autry Estate and about seven million yeah, but that's not the good news. Okay, he just relisted it for 11 million. That's the good news so shout out to you james, looking forward to seeing you, as you come out to our summit, nurture, nurture, nurture baby good job.

All right, okay, so timmy, lamb, you're up so tim, tell him. Tell him first of all who you are where you're from and you look like. You just came off the golf course by the way i just got off a plane, no golf course, but maybe this could have been enough for the golf course. So i'm uh this show is brought to you by travis uh, so i'm actually on the other side of the desk.

So i'm a mortgage lender uh in cedar, rapids iowa and have been for the last 20 years uh my team and i i think we're about 250 transactions so far this year. So our team is rocking it. As everyone knows, interest rates are phenomenal. What percentage of it is refi what percentage purchase? I am about 65 purchase and then whatever the rest of that number would be, would be, and the math guy can't figure it out.

We got all that computer stuff taken care of. I love it all right. So you've also been coaching right last three years agents and lenders. Absolutely so what's the idea what you want to share? Well, no matter what side of the desk you're on referrals is the number one thing all right, so i'm going to talk about four strategies to get you more referrals and then one bonus play that you can do uh to help get referrals.

You're speaking, my love language, four strategies, one bonus thing and then one mistake to avoid all right. So here's the first one is this: you have to ask yes, yes, let me repeat: myself tom: you have to ask for the business all of our coaching clients. That's the number one thing these guys are professionals top people here. Sometimes they don't even ask for the business.

Simply just ask for the business and say: hey: have you ever thought about selling your house hey? Do you think you should need to refinance your mortgage hey? What's going on in your life those types of things so number one just simply ask for the business i mean. How simple is that, but that's the number one thing i'm gon na add one more on. There is also ask for reviews all the time ask for reviews all the time because people like, oh, my god, tim you did such an amazing job. Thank you so much we just we just refunded.

Oh, we just closed this transaction you're like oh you're, welcome. It's easy. I love you, hey! Do me a favor, go to google right now and write a review for me. So just a bonus ask keep going.

Absolutely all right. Number two is if they're not wowed throughout the transaction, they're not going to refer you. So, every time you do a transaction you're on stage i mean you're, presenting you're, doing everything that you got to knock it out of the park. If you don't wow them and go above and beyond what everybody else is doing.

You're not setting the stage up to gain referrals from their network from their spear, which is the name of our game. So do you have plays that? You recommend that create the wow that dopamine rush moment. Number one thing: communication, never have your phone ring with a question always be proactive, telling them what the next step is. This is what we can anticipate, so we're kind of forward pacing.

So that way, there's never any concern for them on what's next or what's going on, i haven't heard from tim for two days or three days, whoever the agent, whatever it is. No, i bought it. That's that's such a good point. I don't remember uh, two years ago, at the last summer, when chris voss was on, he was talking about negotiations.

One of the points he bought up with. That was don't. Let them sit there wondering when my agent's going to call me yeah, set up a time in your schedule that the joneses get called every tuesday at two regardless for an update, and even if you call them up and say hey, i don't have an update today. Nothing going on, but just keep it in communication yeah.

So that's that's absolutely huge. I just think a productivity hack if i could say that i get that out, is if your phone's never ringing with questions or concerns and you're proactively, reaching out how much more productive. Can you get things done if you're not constantly reacting, all right, beautiful, so number two is wow. Em number three is: do they know how to refer? You tell me more so, have you done a video for your entire clients client base going it just dawned on me, but i don't know if you know how i grow my business.

Last year, 82 of my business came from people like you and i loved working with you. So, who else do you know that you potentially could refer my direction that i can take care of you at the same level that i did or simply sending them a text saying hey if anyone ever comes across your path that needs to buy a house refinance. Do whatever they need to do? This is how you connect with me text them. Email me copy us in together, then i'll take it from there yeah simple yeah.

They don't know they see the billboard. They see the thing at the grocery store all that kind of stuff. They don't know that our business is built by referrals and the majority of every successful agent out there has that same thing. On the mortgage side of things same thing, 100 teach your clients, your sphere, how to refer you and that you can it's easy.

Just text me i'll, take care of the rest, tim smith, jimmy right. He literally says to people. Do you know anybody's thinking about selling? You don't have to tell me the name right. You can just tell me the address i'll track down the rest like i'll make he's like.

Don't worry about it. You can like no one will know like he's like that, like it doesn't matter all just do everything yeah. Do you know anybody right? He just he just makes it easy, plus number four all right. So one quick thing is, i say, connections, not referrals, because there's something implied in there like if i'm giving you a referral like there's part of me that i'm giving away to make this happen.

But if i'm just going to connect you to tom ferry, there's nothing really there, you know i'm connecting, but i'm not giving anything as a referral, so just a little sidebar there all right. So the second piece is whoever the referral source was. You've got to communicate with them during the transaction, and what we're doing here is we're training that person that referred you that you're taking great care of their clients, you're keeping them updated on what's going on, and it could be a simple video text message saying: hey: We were just out with the johnsons today, thanks again for that referral. We saw six houses today.

I think we found the one it might be. The one you know, thanks again for connecting us simple piece of that puzzle is keeping that referral source in the loop. So that way, you're training them you're, taking care of them they're gon na, be well received. I'm taking care of it doing what we need to do.

Yeah all right number four bonus play here. Okay, after you get the google review, you send a copy of that review back to the original referral source. With a little handwritten note that says: hey thank you again. Here's the johnsons! They did a great job.

We bought them a house they're super happy and thank you very much, yeah, again conditioning your sphere to know that you're taking care of your clients that you build your business through referrals and here's some social proof, so you're not out there beating on your chest, saying I am the greatest i mean more referrals, i'm letting my client or the client that you referred me sell me. It's almost a little note that says you helped make this happen thanks so much absolutely so simple yeah! It is just training your sphere to send you more business. You know, and there's people in your store, they're never going to send you businesses, that's what it is, but the people that do now, love on them take care of them, communicate with them and they'll continue to send you more referrals, all right super good. All right frank: you ready to close it out.

Yes, sir, let's go baby come on down all right, tell them who you are, where you're from give them some context: okay, uh coach, frank harita, myrtle, beach, south carolina and uh. My wife and i have real estate team out there and coach - i don't know 70 or so clients yeah and how many transactions you guys do also uh we're somewhere, usually between 30 and 50 a year yeah yeah, it's a nice, healthy business and a coach all Right you talk about your business or about maybe your house i'm going to talk about. I have a client clients yeah. So one of the things i want to make one quick comment on the database earlier.

You know i have one client ron in houston, texas and one of the things i thought was just genius that he did super simple for everybody before i tell something that's a little bit more advanced is he was trying to reach his uh his database, and so What he did was he went out and he found he got a discount from a manufacturer on water, softeners and generators and in his area they had uh hard water, minerals and that kind of thing in the water and he called everybody. And now his phone doesn't stop ringing because he negotiated a discount for everybody in his database and so just a quick tip for everybody that he's providing service and i think that's huge. So, first of all, big shout out to your client when you go back to the data from thousand watt on loyalty is a two-way street and it's like the lack of trust in many cases with consumers post a transaction. What they talk about is the reason i didn't call frank all right.

I didn't call my agent because i didn't think they knew much more beyond the transaction and like finding these things that bring value to their home and make their life easier and get a discount. Is another way you can show like hey, i'm more than just an agent for you yeah and i think that's my way to help bring value and i think that's on us. You know we don't we don't do that. I mean how many times have you said: uh who everybody says it um.

You know you do a million dollar transaction awesome and then you never contact your client again and it's like big, missed opportunity. So yeah shout out to ron for continuing to do that. Okay, nick clark, yes in maine, shout out to nick uh, so nick has done something pretty cool, and so i thought what i loved about this is it kind of talks about different? It's like a multi-pronged approach. We talk about multiple different things, so he is using property radar.

So we're talking about a way to get specific groups of people and so what he did was he went through property radar. We talked about nearly narrowing it down to super seniors. Okay, smart. One of the biggest one of the biggest uh - you know listing attraction by age right so great.

So what he did was we went in and he found all the super seniors. But he went by 70 year olds and up and 80 year olds and up two-story homes, the numbers were ridiculous. So what he did then was uh we sent out a letter, and the letter is very, i mean nick is a an engineer mba, but he actually wrote a touching letter and it kind of explains how you know he wants to be of service and he can Take care of everything, yes through the transition, which you always talk about that as well. So he puts that in the letter and he talks a little bit briefly about how making the transition is.

Okay, he sends the letter out gets a bunch of calls back. What's really, amazing, though, is this kind of goes to activity breeds activity, so he gets a call from one of the responses and it's a gentleman who says you know what uh they talk for a little bit. I see a little bit of you in me and you know in the 80s. I actually started this non-profit that works with uh people who are transitioning in their life at this stage.

Now he is introducing him to all of his friends and he says hey. Let's start branding you with the non-profit and it's just taken on this whole another level as well he's tackling assisted living facilities, so he's going to assist the living facilities he's doing a little bit of b2b because he's got vendors. There he's meeting everybody forming relationships with everybody and he's about to start doing open houses and seminars at the facilities on transitioning. So it's a really good niche that he didn't you know didn't see, was going to go grow to this, but i think it kind of ties in with adding value because he's trying to help these people 100 also uh with the property radar and narrowing down the The statistics, so you know, as a coach, if you look at our our clients like listings, come from in mass they're past clients in sphere, we've called their database, but that's like six different cohorts inside their database, but the number two uh listing source right now is.

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