So i want to do some q, a with you, because i asked my team like give me some tough questions. What's on the minds of people out there, like the question about video or some of our friends from around the world like what they're dealing with so i want you to do me, a favor in your notes, go to a blank piece of paper, because i think Every one of the questions that my team has reached out here is going to impact every single person watching so vinnie capela from sao paulo brazil right. He asked i'm trying to implement a lot of what i learned from you in my market, i'm in brazil, but there's a lot of things that you say that are unseen here. My question is: is there such a thing as being too soon i mean, should i wait to implement or just go for it and really be in front of everybody, so, first of all, vinnie from sao paulo welcome.

My friend thank you for being here. I appreciate it. Thank you thank you for having me. Yes, thank you so much my friend and listen by the way.

If you don't know somebody in sao paulo, you now do what's your instagram handle buddy. Where can we follow you? It's cabela with double l, vinnie v-i-n-i, all right. I hope you just picked up like 8 000 followers, so capela c-a-p-e-l-l-a vinnie on instagram. Let's follow this guy and let's see what he's doing so, vinnie here's the thing like you're talking to somebody who is probably a little more crazy than the average i actually like going out and not in every case being first, but i want to do it.

The best the fastest, the most aggressive, when i know it's the right thing now, do you like music? Do you like music? Okay? So so my sort of musical icon is david bowie right and it wasn't that he created all this music that i you know. I love, i got all the records, i got it's all on my iphone. It's like my go-to music right, because it just warms me up and fires me up, but what i really love and yes, the song changes is perfect. What i loved about david bowie is how he evolved over time that he saw a trend like i shared this morning, and he went after it and whether it was going from this sort of folk singer right, who wasn't doing very well at all.

Had a couple hits but never really made it on the charts to doing this outlandish ziggy stardust, which is like some of our friends watching right now, starting to do videos like phil gerdes, you with me, it would be that kind of a transformation for them. So my advice to you is this: go at it hard you with me, which means you got to have a crm you with me guys in sao paulo, i guarantee there's no transaction coordinators, there's probably no marketing coordinators. There's no! Is there mls? No right? No, not at all, we don't have any data they have. They have no data.

It's like when i come to. You know to your part of the world. It's like when i go to europe 10 years ago. No mls, no systems no process.

Nobody talks to anybody. You take a listing. No other agents want to sell the listing. Everybody tries to sell it on their own and get all the commission.

Does this sound familiar? Yeah? Okay? So i'm with you brother, so you ready. I want you to go hard. I want you to build a team you with me. I want you to take on other young individuals like yourself right that can want to build something great.

I want you to take everything from our ecosystem and start implementing it and be the first. The number of clients i have around europe that are now making 800 000 euros a million euros which, when i started in europe 10 years ago, nobody was talking about. Everybody was kind of mom and pop in their own little town and kind of like in your town. Right real estate has become more of a thing, the last 20 years and the profession more the last decade, but in europe you don't want to know why most people got into real estate in europe kind of like your town.

They were like. Well, my parents owned this three-story building here in italy, and you know what we have a cheese store down below and then mom and dad live here and my brother and i live up here in the three-story house and when the parents tragically passed away. The boys looked at each other and said i don't want to sell cheese for the rest of my life and they cleared out the cheese and they went into real estate in the same little three-story house and that's how real estate's been done in your part of The world and throughout europe for a hundred years, it's so ripe for you to go out and disrupt it's so ripe for you to go out and do the things that we're discussing. So i'm asking you go all in on content creation stand out, be the most noticeable person in your town.

You walk down the street. You walk down the beach they're like i want to see, like literally girls going and taking selfies, because they see you you're. Vinnie. Look at that handsome guy over there.

I see that guy everywhere that exactly vinnie, that's what i want you to do. Does that make sense? That's what i want you to do now. I will tell you of course, and do you speak portuguese of course? Yes, i do okay, i do not don't even go there, but i have i've spoken in portugal many times and i usually learn like a word or two usually the bad stuff, but i will tell you this: don't go it alone. Guard guardrails, guardrails vinnie.

We coach people all over the world brother. If we can help you you, let us know right, i don't know if the 800 number works, you call my office, you figure it out, we'll put up those guard rails and someone like yourself where there's no competition. My client martine who's, probably watching right now, who like who works um just outside. What's the smoke a lot of pot town in holland, somebody help me out here, amsterdam.

Thank you very much. Martine yeah smoke, a lot of pot martine is killing it because the last couple years you know what he said: i'm gon na go in on video. I'm gon na do geographic farming outside of where he works and smoke a lot of pot. Sorry martine right, but he's killing it now and he's becoming this dominant agent building his little micro team him and two other people on his team.

Doing all the videos. I think he's already done one falling in the pool like the whole nine yards, and you know what he's taking over he's becoming the noticeable brand. So for you, i don't think you'll be first. I just think coming out of this you're gon na.

Do it better than everybody else sound good, all right, let's give vinny a big round of applause man. Thank you. I'm waiting for you to record a podcast with me. Oh that's right! You did yeah.

I got that dm all right. We will make it happen. Give danny a nice round of applause, san paulo in the house guard rails, brother guard rails. We got vinnie and vinnie, i'm not going to try and say your last name, g-o-p-a-l-a-r-k-759 christian right, uh from bowling brook illinois.

He said, oh here, it is. This. Is the question i've been waiting for? I am the am i in the wrong business. If being a content, creator isn't my passion, it seems all this.

Video first is really about content and that's just not something i enjoy. How do i bridge the gap? So i don't know if vinnie is out there on video, but i want to be clear with you earlier when i was in this conversation. I did say to you: if you're not comfortable doing video, then you need to be resourceful and create a character. You need to create an image or an icon or a brand that represents you, snoopy the dog selling insurance.

You all with me on this tony the tiger selling his you know, cereal box. You can do the same exact thing right, jill, biggs, who's, watching right now. In hoboken there, the team basically created like a character of jill and that character would be out selling properties that would be marketing properties. So what i say to you vinnie, is it's not like, like i didn't, buy it when back in 2006 and seven and eight when the re.net super nerdy, you know techy guys were like if you're not on twitter, you're gon na be out of the business.

In five years, that's not going to happen. If you don't do video vinnie, you won't be out of the business in five years. That will not be the issue all the stuff we discussed this morning. All of that will take you out.

Video will just push you into the limelight to be on the consideration set of more people, so i would challenge you on this brother. You probably need someone that can help you do this in our ecosystem. We have masterminds in communities of people that are just like you that didn't want to do it and finally started and what they do. Is they r d, everybody else and they find what works for them? Because vinnie there's something about you? That is magical that can get out there and you might be not as charismatic as a phil gerdes or you know who you saw janelle earlier talking about video and listings, but you're gon na find your tribe, so either snoopy character, character of you, you with me, But you got ta.

Do something because look up here, guys everybody grab your phone and go like this grab your phone and go like this. I said it to you this morning: the very first trend. It's the on-demand economy and the consumer is going to find what they want and someone is going to deliver it in a magical way and if you're, not there, you're, not there don't blame me. It's your business.

I've been telling you to do this for a decade plus. The question is: when are you going to start so this is actually a good, a really good question. I'm not sure if he's here, lloyd, sprague seal beach, california, listen to this tom, i'm a new agent in orange county with a limited budget. I appreciate that, basically, all my extra funds after bills go to marketing and it just feels like it's too much.

What's up lloyd, welcome man good to see you buddy, how you doing i'm good man, i'm good seal beach, california, love it uh, so ready! I know your coaching would multiply my business. I i know it would, but with no extra money to spare on coaching. What would you suggest is the best way to leverage the little marketing dollars that i have so i'm going to give you two considerations: you ready how much what's your marketing budget right now and and where are you currently spending it like give me some context, uh Right now i have about four hundred dollars a month for my marketing budget, yeah, i'm doing about a hundred dollars on facebook ads and then the remaining three hundred dollars. I'm going to start, i am farming and doing dropping some flyers in the neighborhood.

Okay um. I don't have the mail them out, so i'm gon na walk it myself and drop it okay, cool which company do you work with first team dude? I know okay, i've known cameras. Might you know cam raj, the founder of your company and my dad sold real estate in the same office together and competed in 1902, like no kidding man, it's a small world. I was in cam's office just a year ago, doing some consulting it's a super human being so ready, here's the good news.

They provide a lot of free marketing. So why are you spending any money on it? That's a good trip. That's a good point! Yeah! They do provide a lot. They do provide a ton of it's one of cam's secret sauces as a company, so i would be taking all the free marketing and saving the 300 bucks.

That's the first thing: the hundred dollars on facebook ads heads up if you're boosting a listing. That's awesome if you're boosting a piece of content, that's awesome, but if you're spending a hundred dollars a month trying to attract buyers and sellers on a hundred dollars a month, take the hundred dollars every month, light it on fire and forget about it. It's just not enough right, you're now competing especially here in orange county against a lot of other people that are spending ten fifteen twenty 20 000 a month plus companies spending way more than that plus zillow, plus trulia, plus realtor, plus, plus plus, plus plus plus. Does that make sense so yeah here's? What i would ask you to consider.

Are you your newer agent, how long in the business uh only two and a half months going on to three two and a half months, ladies and gentlemen, and he's here inside the summit, give him a giant round of applause? Okay, first of all, i'm looking at my buddy gantry wilson, who is now a veteran veteran veteran gantry. This is like when i met you, except, i think you were like two weeks in the business right gentry who, by the way, is in huntington beach. California, right he's in seal beach, you should connect with gantry here inside the ecosystem, because gantry would be an excellent role model for you. So when i met gantry now what like 1670, this is our 17 summit brother think about that like from mile square park.

California, right doing a little gig at the golf course by the way, two weeks into starting my business, i meet gantry wilson, a brand new agent, ready and gantry said. Like hey, i'm new, i don't know what to do. I'm like brother, you need to sign up for coaching now in fairness, gantry, 17 years ago i needed the money. I was a startup.

I needed you to be a client, so we can get out and kick ass. So god bless you and thank you for giving a startup a shot. I really do appreciate it now. My friend, i can tell you figure out to put yourself in coaching because your coach, you know what they're gon na do they're gon na say to you, hey man, you got no budget awesome, guess what you can do knock on doors.

Make phone calls call expired. Listings go after for sale by owners, you, like jeff, mays, here's what he would tell you all right: you're gon na knock doors around every sale that wasn't yours, knock, knock hi tom ferry, first team, real estate, another property just sold down the street. What do you guys think about the price see if a 10 million dollar producer, like andy c, can go ding dong, real estate update? What could you do? How old are you, man, 24., okay, married or single single kids? No kids, no kids, puppy cat goldfish, the one, and only one, and only okay, all right, so he has nothing else to do right or wrong. My friends then, pour himself into his business brother.

You put yourself in coaching i'm going to give you my cell phone and you and i are going to text every day between now and the end of the year, mary angel. Do you remember when we did this? I'm looking at my friend mary angel over here, who booked a hundred and like three or four appointments from the summit to the end of the year. You and i are gon na - do a similar challenge, but here's the deal. You know what i'm gon na do right.

Anybody remember david goggins, when i had david goggins at the summit a few years back, who remembers david goggins right right so dg and i still text all the time extraordinary human being david. If he was here right now. So if you don't know former navy seal army ranger, they called him the fittest, man in the world. He broke the world record for pull-ups, like 60 000 in 24 hours, and that is his theme song.

Thank you very much. I'm basically going to be your david goggins you're, going to have a coach, that's going to be separate, but you and i texting every single day. How many calls? How many leads, how many appointments? How many calls? How many leads, how many appointments and i'm gon na grind on you, because you know what you need right now: experience guess where experience comes from getting in the dirt fighting the fight getting punched in the face, learning how to duck trying a different script, doing a Different approach, that's how you get good artisans need to get into the work and do it over and over again. So whether you choose to do it or not, i don't care i care about you, but i can tell you this right as someone that's brand new.

Looking at gantry wilson, the serendipity you guys are down the street. I know the measurable impact has made for him and his family, and i know we can do the same and you can get all that marketing for free, because i know your company does that make sense, yeah. Definitely so you're going to text me. I gave you my cell 949-216-5466 and you're going to text me and say i'm in i called the number i talked to somebody.

Okay, i'm scared, as i put myself in coaching, i'm ready to go you with me or not. But if you do we're gon na okay, we're gon na start a massive accountability and the good news is you're down the street from my office. So i just might make you come to my office, like i did my friend lori eastman in newport beach who's watching somewhere, who told me a story. You ready end of the day of the summit.

Oh, my god, i can see myself walking down the aisle and i see her and i'm like lori. Now, what you don't know and laura if you're out there, i'm telling the story baby, i can't help it lori and her husband in the middle of the financial crisis, dealt with the same thing that a lot of us dealt with right. The fear and anxiety of money - and it's not like what we went through with kovit - it's very different right. I mean the economy completely collapsed.

She was a single mom, three daughters and guess what her husband's business was just going down. The toilet and one of her friends said you should go into real estate. Lori you'd be great she's like all right i'll, give it a shot. I got nothing to lose and then we're all cuz.

I i met her socially through a friend. My buddy was like hey um, that guy over there drinking a margarita that sounds like the number one real estate coach on the planet. You should go talk to him. So you know we're chit-chatting and talking total social.

You know just time around town, so she's telling me what's going on and i'm like look i'm doing this event. You should buy a ticket. You should come and check it out. She sits through the four days and she has like the biggest epiphany and what the epiphany was.

Is she had a little necklace that she had a three on and the three for her lloyd, represented her daughters, and what i got her to understand was she would do anything for her daughters and most parents. Would i think many of us out there appreciate that you'll know one day, my friend, if you choose to have children what that means, but you know there is someone in your life that you would do more for than yourself it could be a friend. It could be your parents, it could be a grandparent right. It could be someone that you met at school, but there's always someone that we would do more for and when lori tapped into that the first year.

You know what i made her. Do i made her. Come to my office because she was down the street. I gave her one of my sales desks and she stood there with her laptop open, and i would just stand behind her and say: make another phone call make another phone call make another phone call and guess what my friends she would call like.

Usually her best friends and go hey, it's lori and i just wanted to check in and see how you're doing yeah you know, i'm now selling real estate totally sucked at the script was horrible, but thank god it was like. You know her best friend. He was like is tom, ferry standing behind you right now: okay, i'll just act like we're doing this again, because you've called me eight times in the last four days, i'm not kidding, but guess what, after two weeks, she was texting, she was calling and because of Our environment everybody's on the phone everybody's having all this fun she starts doing and then guess what happens all of a sudden. She goes out and does three deals her first year and then it's like 12 deals and then does 18 deals now she's making like eight or nine hundred thousand dollars a year, and you know what's great her older daughter, carolyn's at usc.

Her younger daughter just got into georgia. She's got the money to pay for it. You with me her other daughter now coming up through the ranks of high school. She is blossomed, as a human being, you want to know why she just got somebody to get her over the fence.

That's all it is. We all need a little help now and then so guard rails, brother guard rails, and if you text me game on brother, because i'm going to kick your ass in the most loving way, you with me on this and you're 24. yeah 24 you'll be hearing from Me dude. I love it because listen man like i'm like half your age, i'm like an old jedi compared to you, so i love this all right.

How many of you guys think he's going to take on the 100 appointment challenge and crush it with me between now and the end of the year right on dude? I'm proud of you, man, good job, good job text me talk to my team. Let me know what you do all right. I got time for one last question: what are your thoughts on feedback around door? Knocking well hello by the way, i think all my coaching clients are now back in. They were in a whole bunch of breakout sessions, so hi catherine, how are you hi? How are you i'm doing outstanding? I feel like i'm in your office, slash gym, because i think that looks like a life cycle or something behind you is that right.

I love it exercise bikes. So, first of all i want to say to you thank you for being here from new york and hanging out with us where so i don't know i i don't know where are you? Are you in like rye county rockland, county westchester county like where is uh sayo set, and i know i'm horribly butchering that, where is that i work in long island, you're, long, island, okay, perfect, okay, i've done a lot of business in long. I got a lot of friends there, so you ready here's my thoughts on door, knocking put a mask on ding dong, real estate update, wear gloves because some people will be freaked out. Does that make sense? Does that make sense and when someone's really freaked out just say sorry just wanted to give you the information and go to the next door and take nothing personally ndc who you saw? Who is a friend of mine and a client for 18 years he's out doing it and the guy does 10 million dollars a year in gci? Now he's doing it right now in silicon valley, ding, dong, andy c real estate update.

So i just want to stress to you: safety first follow the guidelines. If, if new york, because remember new york for a while was like no phone calls till september, you guys remember that one right right so you've got to be re. Is everyone clear on what i just said? The entire state of new york was like no more phone calls. You cannot call.

Of course, all the political parties can call and all those people can call, but we can't call to generate business, so you had to pivot. You had to shift i'd, get out and knock on doors. Just do it safely. Does that make sense? Okay, so tell me: what's your commitment between now and the end of the year, because winter is coming and it's going to get colder.

So what are you committed to a lot of listings? No, no! That's super generic and - and i know what you mean so, how many listings will you get between now and the end of the year 20.? Okay, i'm calling bs. How many listings have you taken so far this year, not enough okay? So how are you going to go from not enough to 20 between now and the end of the year? You've certainly learned a ton the last couple days, but specifically, what are you going to do be more consistent with my calls? Okay, but can you call on the state of new york, i guess september's officially here: did they change the rule, i'm looking to like doreen and some of my other new york city peeps right drains? Like i don't even know right now, you can call your past clients, you can call your sphere, you can follow up on your leads, but you can't call around listings and sales right now, because that would be breaking the law. So don't do that. Don't put your business in harm's way, but what else are you gon na do so make your calls to your database? What else you gon na do videos, okay, good, how many per week 20 20 30 videos a week.

Okay, catherine! Can i do it be honest with you there's the pressure of being on a zoom session like this right or in a video session like this, in the middle of all this, with all these people watching here's what i'm sensing, i think you're telling me what you Think i want to hear versus what you know you're going to do. Do you get the difference? I want you to be wildly successful and i know when someone's kind of just bs in me - and i don't mean like you're bs, i mean like you're trying to pull one over on me, but i think you're like holy. How do i answer this i'll? Just give him a number: can i give you a daily schedule, i'd like you to follow, okay, okay and by the way, the very last session tomorrow and heads up guys tomorrow. Is i'm gon na help you get wealthy? Who wants to get wealthy? Ladies and gentlemen, can i get an eye on that and i don't know what that number is for you, but i got one of my friends who's worth 25 million dollars and has been selling real estate for like 30 plus years, and you know there's nothing that Sucks about being worth 25 million dollars and being a real estate agent, there's nothing about that sucks! He can fly, he can travel flying privately.

He's got second homes like all from his real estate business. Following the same things, i'm going to talk about tomorrow morning at 10 a.m, but i will tell you what we're going to finish with tomorrow is the most important checklists you need to be following on a daily, weekly and monthly basis, the most important checklist on a Daily and weekly monthly basis, so katherine if you go on vacation, do you just say: okay, we're leaving tomorrow, i'm just making this up like in the good old days when we could travel for fun, i'm leaving tomorrow and i'm going to tokyo and i'm going to Go on a sushi binge trip: do you leave the next day without a checklist of what to pack what to wear what to bring do you? Do you not make up any list of all the things that need to be done in your business or do you do the opposite? Do you make a list of everything you need to get ready for, and you make up a list probably two weeks prior of everything that needs to get done in your business before you go away, which one do you do no list or list list list right? Everybody does that, and yet the cardinal sin that people make is they leave a conference like this and they forget the golden rule. If i can create a checklist of the most important activities that will move my business forward and then i put it in my phone into a schedule, i am more inclined to do the things that give me the power. So, for example, i'd want you to have some kind of morning routine, whatever that means to you, i did you guys all enjoy joseph yesterday joseph mclendon right just that you know what do you do in the morning, i put a smile on my face and i Drink some water and i think about what i'm grateful for and then i start my day it doesn't have to be complicated.

The second thing i want you to exercise because i can see you do that. I love it, but when you start getting into the work mode, here's what i want. I want you to first and foremost so get ready to write. I want you to write this down, so you ready.

I want you to study the mls for 15 or 20 minutes every day. I want you to study the market for 15 or 20 minutes every day, and i want you to dig in like that artisan who wants to know it. Like tim smith, catherine tim smith can tell you every sale, that's happened whether he was involved or not. So when someone says to him how's the market, he literally becomes like the terminator.

Seeing everything through you know the grids, because he's got that kind of market research. In his head, but it came from everyday discipline. Looking at the market number two you ready, i want you from there to go right after your hottest leads the buyers and sellers that are interested in doing something right away. You want to know why, because you can get a quick dopamine rush from getting an appointment with someone that already said yeah.

I want to find a house help me, buy we're still thinking about selling and even if the appointment is light and lame it's better than no appointment either. The appointment is just like hey. Why don't we just do a zoom session and, let's do a buyer consultation? Has anybody taken the time, even if it's that it's a quick win and now you're like now, i'm hot, then i want you to talk to five people inside your database five every day, catherine, i do not see you writing. Thank you.

Five people every day in your database, checking in how you doing what shaken bacon? What are you guys doing for the holidays and then remember the script i gave you the three things is your interest rate at the ideal percentage for the dream or the goals you guys have for your property. It isn't, let's discuss it, the very last one. Are you living in the ideal home go ahead, you with me catherine, okay number! Next, i want you to talk to five people. You don't know every day now your original question was knocking on doors.

So do you want to go knock on doors? Do you want to make phone calls, or do you want to go into your database and find every person you have no idea who they are in your database and call them you with me, because, i'm not going to say it's a cold call. Somehow they got into your database, they went to your website. You met them at an open house. You bought some online leads you with me warm them up.

So that's your four five five in reverse, then from there. I want you to shoot a video about everything you did in the morning and document the journey do that for the next. I don't know 75 days between now and the end of the year and watch what happens get up do a morning routine, get to the office study the market by the way. All of you look up here.

All of you, hey one of my daily disciplines is, i analyzed the market for my buyers and sellers, helping them pinpoint with accuracy. Just like a you would hire a stock broker to say what stock should i be buying today, i'm doing that for my buying clients. So i look inside the mls and i'm analyzing what's moving? What's not what price points what's good, what's hot, what neighborhoods are right and then some people say find me the i'm literally just i'm filming me looking at the mls right. This is what we do.

This is how i do my business. I analyze it. You shoot a video on that, then you make your calls and then you shoot a video and say hey. I just talked to 15 people trying to help them discover.

Is their home covet friendly, blah blah blah whatever it is. You do that for 75 or 80 days, that's 14 conversations a day and studying the market in a morning routine and you will kill it. I promise you up, for that. Can i throw one more on top on your checklist? Can i throw one more okay sure how many people do you have in your database, approximately two thousand oh gee, many and what email service provider do you use? How often do you send emails to your database lines decks? I just started yeah dating videos, okay, so with bombbomb, i'm assuming because, like that's their game, so consider this.

You ready you're doing the videos right you're sending out emails, that's awesome! Now! All i want you to be thinking about. Is i've got 2 000 people? I'm now going to send every one of them. The text that i showed you yesterday in the morning, hey catherine. The real estate market is emoji banana banana banana banana banana banana banana.

You with me the bananas are very intentional, my friends because i get that text and what do i see? Seven bananas and i'm like seven bananas. What's that that's the hook! Now i'm looking now i'm reading your text and you saw the results that robert mack and so many others have got for that. That would be the other thing, i would add, don't do a mass text, everybody because you won't be able to handle all the inbound. Do 10 texts a day and do that between now and the end of the year, and i promise you the next time i see you this way or another way, you're going to be like omg, tf you're.

You have no idea, i did it and i killed it. Mary angel who's out here. I did something similar with her a couple years ago, and you know what i said: do a hundred appointments and if you do it i'll give you ten thousand bucks. You know what she did to get her final 16 appointments.

How resourceful this crazy woman is? She started calling people at her church and saying hey. Look. I got a crazy bet with this guy tom ferry from california. He told me if i could talk to a hundred people about selling their house, even if you don't want to.

I just got ta, show up and do a presentation. If i can do it, i'm gon na get to ten thousand and i'm gon na keep some. Maybe donate to the church whatever, and she went on 16 bs appointments to win the bet mary angel. I love you, you know, i'm not calling you out.

We did a video on this, and one of the people said this is great because i want to sell. If you put yourself out there enough good things are going to happen. Shake the tree every day, somewhere in apple falls. That's how it works.

Does that make sense, catherine, are you in i'm in you promise yeah pinky, don't leave me hanging all right, give catherine a huge round of applause. Ladies and gentlemen, love it love, it love, it love, it love, it love it. You.