Production Mastermind - Commit to the Process: Building Consistency in Real Estate Lead Generation

All right, everyone put in their biggest challenge. Let's see, brand new agent feels like I'm drinking from— yeah, so let's cover, uh, I can cover that for sure. Cause we got a couple of new agents on here and it's the same for, for every, everyone. Um, you'll be working on the same systems forever if you're really trying to sell a lot of homes and do it in a simple, predictable way. It's, it's doubling down on the core things over and over again. And I think even with tech and AI, I think it's even more important. Open house follow-up not converting. We can cover that. Need prior team call. Need prior. What does that mean? Need prior team calls. Best times to call buyers. Respecting my schedule. Time blocking. New to FastCap. Yeah, getting in FastCap. You guys remember? Oh, I was listening to the call. I don't know if this person's on the call now. He's going to feel horrible if he is. Um, were you guys on when Stacy Peterson did her, um, her talk? This is probably a couple months ago, and I was listening because I— she ran it for me because I was driving. Then a guy came on the call, and she asked him if he had signed up for FastCap? And she said, he said, yeah, I tried it. I went to the first session and I got a gist of, of what it was. So I didn't go back. Meanwhile, you could like love it or hate it and say, I don't like the leads or whatever, but it's proven that you'll have like 5 signed buyer agreements or whatever in a 6-week period. So if you have no business and 6 weeks later you can have 5 clients and you don't know what the heck to do otherwise, it's like, but that's like everything. Like everyone, I don't know if it's just a sign of the times where everything is instant gratification, um, and it's definitely ruined my kids, um, but everything to just takes like, it takes reps, you know, you got to actually sit down. Tristan, when did you first— your, your main lead gen is mostly cold or leads, right? How long? Yeah, so all cold leads. How long did it take you to get good enough? Are you wired in a way where it just doesn't matter what the person says on the other end and you're just like, I'm just going to do it because there's like a gazillion case studies out there that it works? Or like, how's your brain wired around doing something long enough to get the result?

So when I first started, it was like, it was very stats-driven. So whenever I was at KW and there was like this I don't know what it's called, the Locker Room University. It was like something, and it said like if you just call a certain amount of people, it was like 1 in 500. Like, I just read the stats. And then that was also like when my faith journey really started to like begin, and I got baptized shortly after. But there was a proverb, it was 16:3, so commit your actions to the Lord and your plans will succeed. And it was, uh, what was profound about that specific scripture was like committing your actions. Like, you can't promise the results. I can't I can't commit what I'm, what's going to happen from it. But if I just say, hey, every single day I'm going to call, like, despite what's going to happen, I will commit the action to it. Then your plans will succeed. It's not like sometimes they'll succeed or potentially succeed. Like, they will for sure succeed. So it was faith-driven and also stats-driven. And then also it was like a game I played where it's like, it just sucked, you know, like, and embracing the suck was fun in a sense. Like, I just turned it into like, oh dude, if they say no, like, that's their problem. Next. Next.

Yeah, that's really good, man. I love that. I didn't expect that answer. That's powerful. Um, yeah, there's a saying, I didn't come up with it and I don't know who did, but it's, it's marry the process, divorce the result, you know? So marry the process, just be confident that you've chosen a lane that like is gonna end up like you've got enough proof that enough agents, you know, that have a similar style or demeanor or whatever. And just marry that one thing for long enough to get the result that you're looking for. It's— and that's where time management comes from. That's where lack of production comes from. That's where I have seen agents— I mean, Brent Gove is a good example. He did like 50 or 60% of his business, or even more, I think, from just open houses. And that's— if you were an agent on his team, he just— he taught you how to run an open house properly. And he would get like 50, 60, 70 people to an open house. He would get on a chair. He would have a lender in the back room approving people, like, but he's, he's done hundreds of them, hundreds and hundreds of open houses. Um, and to Debbie's question, you know, so what's a, what's a good follow-up system, you know, assuming you've built rapport with someone at an open house. Um, come up with a way to add value like nobody's adding value. Like just sit down and say, okay, if somebody met me, a complete stranger met me. And so Jim, whether he lucked out or he's like supernaturally friendly or, you know, whatever he did to make that connection, anyone that you get contact information from and you build a certain level of rapport, that's going to be on a scale. So maybe some, you know, they come out like Jim and this other guy were best friends and they're gonna do $4 million worth of real estate together in the next 3 months. Or it's just like, no, it was a young couple. We only talked for a minute, but I did get their contact information. 'Cause I told them I can send them a hot list of homes in this specific area. Either way, what would have to be true over the next 10 to 21 days or whatever for them to be like, I never even thought a real estate agent did this amount of value. And I haven't even indicated that I would even consider using them. And so it's every day for the next 7, 10, 14, 21 days is like, you're either probably not calling, maybe calling once a week, definitely call on the Monday or Tuesday and just say, hey, listen, I've just got some free resources for you guys, you know, based on where you are in your journey. That I'm going to be either be texting you or sending you over email. I just want to make sure that that's okay with you. Totally. You're not asking them to be your client. And then just go to ChatGPT and say, what would I send buyers that I met on a Saturday the Monday through 14 to 21 days after that? Would it be a series of PDF guides or videos that I would shoot, or should I do audio text messages or video texts, or there are things you can do and say, and ChatGPT can figure it out all for you. And then you just set that plan into place for 3 months, and then you see if it works, and you tweak it along the way. But it's awesome. Yeah.

So one of the things that I kind of struggle with is, is, you know, with a touch point every single day, right? So if I've had an opportunity to talk with them and you're trying to get that engagement, and, you know, they don't want like the sales guy just pushing them. Is it— is every day really okay to be reaching out to them? And I'm, I'm just trying to get an idea, and not criticizing, I'm just sharing what I would think and, and how I feel.

Yeah, but you said a sales guy to be reaching out to them, so I, I would just take a different mindset with them when you call them. And even if they don't answer I'd probably send them a video message. I'd literally hold up my phone and be like, hey, Jim and Nancy, you know, I know we ran into each other briefly at the open house at 123 Main Street. I've got a bunch of, like, whether or not we ever do business together, I've got a bunch of resources that are 100% going to help you in your journey. And if it's cool with you, I'm going to send them over. I've got your email, as long as that's a good email. Never any obligation. You know, to use me as your agent, but a lot of people have benefited from the resources I'm going to send over. Um, just hit me back with a quick text, let me know if that's okay.

And if you get a— you get any lack of enthusiasm or it is just super slow, um, okay, so you just put them on an automatic then at that point? And until—

yeah, because to Tristan's point, you are— and this is why, uh, agents don't get momentum because they're building a different system every month or two. Yeah. Like if I forced you to only generate business from open houses over the next year, and all you had to do were figure out what open houses to hold, figure out the Monday, Tuesday, Wednesday leading up to it, figure out how to promote it on social, figure out the follow-up system. That's a monumental amount of work. Getting one single system to produce 50 closings per year. Is hard. I know I could do it. Like, I mean, I, I bet a lot of money that if you made me produce, build a system, um, before I built any lead gen system, I mentally had to be 100% sure that it would produce 50 closings or more a year.

Okay.

Because I knew I was building a bigger business and I didn't want to mess around with these businesses, these teams that were like, they had 20 lead gen sources, no tracking whatsoever. And they had no idea. They might sell 100 homes, but they're doing it off of, and they're, you know, 20 lead sources. They have no idea where any closings are coming from. So, and if you launched into open houses, it was with that level of detail and working on it and working through it and be like, man, I held 7 open houses and I have no active dialogue going on with any of them. What am I doing wrong? You know? And it's looking back, oh, I didn't make the calls on Monday morning, you know? And I slipped that week. And so those, you know, 13 leads, they didn't even know who I was when I called them on Thursday or Friday.

It's been too long.

Yeah, so, so, but you're constantly auditing the single system because you're building it with whatever baseline standard you, standard you have around transactions. And if you're building an expired system 190 days and then a FSBO system 190 days, and then, um, you're kind of working in your database and social, and then you're layering an open house because the FSBO didn't work like you're never getting enough traction in any of it and doing any of it in a high enough, like at a deep enough level to get closings from it.

Okay. And then so maybe when I'm, when I say time management, again, this is kind of the beginning of this, but I'm feeling like at what point, like you get, there's a, I mean, you have more than most of us, I'm assuming these meetings and calls on the phone and things like this. And so while these are really great information, I'm looking and going, all right, I'm learning from here, but these are not revenue-producing things at this moment. And so that's kind of the piece that I'm juggling back and forth. Like, this is—

yeah, it's easy to take 10 or 12 hours of your week and feel like you're being productive, but you're like, you're getting information on something that's not going to directly— I think AI is going to be that for a lot of agents. I think a lot of agents are going to spend a lot of time researching AI and thinking they're being productive. And granted, maybe in the long term you will be because you'll be a little bit ahead of the curve on those things. But Tristan has his hand raised. If I told Tristan he has to spend 8 to 10 hours a week researching AI, he would say, this is not the year for it. I'll do it next year, you know, when I have a little bit more time and my assistant is hired. It's like, it's not time management, it's priority management. Yeah, okay, you know, so it's okay to like go through your calendar and just say no to a bunch of shit, like delete, delete, delete. Um, I had a, a guy in my highest level, we had a boardroom, it was like 3 grand a month. Um, I don't know how I let it slip, and this was what I was more like actively engaged in one-on-one, but he just wasn't getting any traction. And I think it was like year 2 in the mastermind, and he was a smaller team in the mastermind, and he really wanted to grow. And I opened up his calendar, um, literally I made him open up his calendar, and he kept a calendar. Like, it was like totally— and I found stuff in there that he had been doing. Like, he was sitting once a week for 6 hours at like a, an assisted living facility at like a kiosk. And I'm like, have you gotten any business from that? And he's like, no, not in the last 6 months. I'm like, what are you doing? Like, you know, so you can go through your calendar. You have to time block everything. I feel like, so at least, you know, even if it's all your personal stuff that goes in there first. And Kim, that's a good one. Like you, in order to have any balance, you need to know when you're not working. So like there's one night you've negotiated working late. With your spouse, and then maybe Saturdays by appointment only. Sundays is you're kind of checking your phone and keeping transactions going. But I generally don't work Sundays. You should know, looking at your calendar, if you're available or not available, and you just stick to it. And there will be consequences, but it might force you to get leverage earlier than you're ready because you can't— like, if somebody wants— if you've got 3 active buyers and you've already designed your calendar, and now like they want to go out when your calendar says you're not working, and you give in to the clients, That should be the trigger. That should only go on for 90 days because that should be the trigger that allows you to bring on a junior agent to show your buyers as a service to them. Because otherwise it's just too easy to work all the time. And I forgot what question I was at. Tristan, your hand's been up for a minute. What do you got?

Um, I was just gonna reply to Jim's thing about the following up too much. Um, I have like 3 good stories from like literally this morning where I've been following up with these people. Like my philosophy around following up with people is as long as it's with value, you can follow up with someone as much as you want until they either block you, go under contract with someone else, or they die. I mean, like there is no, you just keep going. And a few people called this morning and I hit them with like, you know, they're not really following up with me. And so then it's like, hey, I found this property under $400,000, the place you're looking, interested? And then they ended up calling back. And then I was like, yeah, hey, you know. And then they said, hey, I just went under contract on this other house. And I was like, oh dude, excited. Like, I had no clue that they had— were working with another agent. I just kept following up with them anyways. Another person said it right after, so it was like two right hooks to the face. Well, then third person found him at an open house, just been following up with him. He goes, me, goes, me. I still— I'm following up. It's like all one-sided text, you know, just blue on my side. And then eventually he's like, Oh yeah, actually, you know, my mother-in-law, uh, she's come back in town and now she's gonna help us buy. So we actually need to sell ours and buy. And it was like 2 right hooks, but then eventually you get one that's like, all right, let's rock and roll. So yeah, like you, as long as you just keep following up and like you just keep following up, keep following up, but with what they want to follow up with, like those 3 people were buyer-focused. And so it's like, hey, I found kind of what you're looking for. Are you interested? I don't send it to them until they say like, oh yeah, I'm interested, send it to me. And I get them on the phone, you know, like I want to hear their voice, I want to talk to them. And, uh, you, you make yourself like the, the piece of value. Like they had to go through me to find the piece of value, which is, hey, I have this thing that you want, you want to see it, yes or no?

Sure. Cool.

Yeah, people's impression of real estate agents, it's really low, right? Like, no doubt. Yeah, I mean, so if you're not following up and you're not aggressive before they become a client, like they literally think we just trip into clients and we collect $20 grand. You know, like they have no idea how competitive, how many freaking agents there are, how many like 2 or 3 deals a year agents. Like, I think there should be a minimum standard of like you can't have a license unless you sell 12 homes a year sort of thing, or some bar. Because think of all the unqualified agents that get like a few deals a year just because their family feels bad not using them. And there's no way they're getting the best representation possible. You know, so I'm, I'm with Tristan. There's— it's only your belief that you're bothering them, you know, but there isn't anyone— like, if they're— yeah, Tristan, I can't add anything to what Tristan said. It's buy or die.

Either they buy or they'll even let you know, like, like, annoying, and then you're just like, oh yeah, look, I don't care if you buy this year, next year, or 10 years from now. I'm just letting you know. And like, that's always like my catch-all is like, oh yeah, dude, I don't care, it doesn't matter to me.

So I asked that question to Lars only because our other partner was like, hey Jim, it's different than new home sales. You can't look to be closing everybody. It's more of a long-term relationship and you're going through kind of slow your pace down. And so I'm just, I'm looking for the rails, you know.

And yeah, that's—

but we're not even talking about that. We're not talking about what, like, um We're talking about the systems and processes you have to have in place to be able to build a pipeline of business and just go through. You manage the process every day. So when you hit your database and you have 12 follow-ups for that day, with your current mindset, you may judge each one and be like, ah, they weren't really warm at the open house. Should I text them? Like it says in my CRM. It's like what I'm saying is just go through the 12 and just knock them all out.

Okay.

Yeah. And you're not trying to close anyone. You're just trying to add value. Tristan just said he's sending people like, hey, this off-market property, just like, I just found out about it. It's probably $50 grand under market price. Would you be interested? There's no like hardcore sell or anything like that. It's just, I'm just letting people that I've met before know that there's a good deal or there's a new listing. There's a coming soon, just hit the market in 'Asbury Woods, which is a hot neighborhood. Are you interested?' Gotcha. They don't know the address. They can't go to Zillow and find it and go around you. So, you're just not judging any contact. I would see agents go into the CRM and before they would reach out to someone, it's a simple task, follow-up. It's like they would research the properties they've been looking at in BoomTown and get a sense of, do like 5 minutes of research and then like not get them on the phone. Like, you know, it's just like make the call, they don't answer, leave a voice message and then send them a follow-up text. And that would take a minute versus the 5-minute. And then, you know what I mean? And you're just processing, you have to process way more leads than you think, even if it's like warmer database leads that you don't have the time to judge each one or to overthink it or am I closing or not closing. Just so everyone knows, Jim's I'm Jim's co-sponsor and Jim's sponsor. Uh, we are diametrically— well, this— no, that's diabolically— we're diametrically different personalities. So Jim's been on here before. He is partnered with Jason Shimpa, who is like the relationship guy of all relationship guys. Love this person to death. I have been wired by God to be less like that. Being in Jason's life has drawn me a little bit closer, like a lot more. Jason and I have really, um, we've talked about this too. Um, God does not have me here to be like a hermit and not talk to people. So Jason called me out on that, but I do think we have different wirings. Um, so when Jim brings up something like that, he's, he's coming from someone like just love them forever versus like there, there's a part of real estate that you have to be like just doing the work and doing it consistently. And you have to know that, okay, if there's 100 people that I've met, or 250 people between like leads and my SOI, it's like, I just have to do the tasks every day and get through it with no judgment about if I think they're ready or not ready. Because you'll only find out after the fact, like, oh crap, you went to another open house. And some other agent, you know, was able to convert you. And now they signed a buyer agreement with somebody else. Because you thought you didn't have a good relationship with them or whatever.

Okay.

So thank you. All right, for sure. Um, and then I would say if you're newer or your business, I think I've kind of, I've kind of made the point here. If I were a new agent or even me, I would, I would run open houses. Like if you're a new agent, I would find agents in your market that have listings that it's easy to say, you know, go into our community, grab, there's two open house systems in there. Come up, document how you run open houses, and just share a PDF with any listing agent, a dominant listing agent, and say, hey, listen, I, I'm new, I want to have open houses as a pillar of my business. I don't think I'm at the point where I, I'm going to mess with listings yet. I'm not saying that you shouldn't necessarily, but, um, so they don't think you're competing in the neighborhood. You could easily use an open house to generate listings in the neighborhood. You don't want to let them know that because they may be a little bit standoffish then to let you hold their listing open. Um, but that's how I would start if I had no business at all. And then I would build the database, I would do brand authority. Inside of school, those are the core systems that, that we would teach. Um, and then what else would I do? Any other advice for the old-timers in here or the high producers about what you would do as a new agent if you needed money? Quick.

Yeah. I've thought about this a little bit. Like if I were to go back, but it also includes the sales skills that I know now, but it would just be open houses. Like you could, like my whole system around open houses is obviously you post it on the MLS that it's for sale, or then that there's an open house at the end of the week, but then you door knock the entire neighborhood, letting them know like, hey, there's an open house, not selling you anything. You know, do you know anybody that's looking to buy? And it's super simple, like low sales. And then if they seem like somewhat interested, this is where you ask them, like, because they'll like look at your flyer. Oh, then I guess I print out flyers. You're like, they'll look at the price. And if they're staring at the price too much, like you kind of curious, like what your house is worth. And they're like, yeah, like you want a quick, you know, 5-minute price evaluation. Then they say yes, you just walk inside their house. They'll move out of the way. And then you just give them a quick price evaluation and then you follow up with them, get their information. And then after open house, then it's like knowing what to say, how to say whenever they walk in. And so that you are positioned as like a, as like a pro. And like one of the things I took from Russ Lagon that murders every time, um, whenever they come into the open house, you ask like, do you like, do you want me to awkwardly follow you throughout the house or you want me to just like kind of leave you alone? And they'll always say, leave me alone. And then I say like, yeah, like no worries. Uh, let me show you these quick 3 things and then I'll just leave you alone. But like the first thing is like way on the other side of the house. The second thing is in the basement. The third thing's outside. So I've shown them the entire house and in between each thing I'm asking them questions like, where are you from? What are you looking for? What is it that you're actually interested in? What's your— tell me what you're looking for. And then at the end, that's where you can kind of gauge like, hey, you really don't like this house, do you? They're like, no, not really. Like, okay. I do a lot of door knocking or, and you can say this because you've actually done it. So like now you actually believe in yourself. Or you cold call, whatever it is that you do, or handwritten letters. Like I find a lot of off-market properties, like things that are not on Zillow, not on realtor.com. If I found something that like really worked for you, you want me to send it to like your Facebook Messenger or what's best for you? And then they'll say, oh no, send it to my number. Like text me. Like, oh cool. That's a great idea. You know, I didn't think about that. And then you get their phone number, you get their email, and then it's a real easy follow-up from there. So then the next day you just follow up with them and you say, hey, I found something that might work for you. It's actually on the market. Um, it's, you know, under $400,000. Then you just begin the next thing and then say, have you been pre-approved and talked with a lender? Like, no, not yet, blah blah blah, you know. And then you set up the appointment. It's just easy from there.

Yeah, this is my first script I ever learned because I only worked with buyers like almost for my first 3 full years, and it was a Craig Proctor script. Anybody do Craig Proctor Universal Follow-Up Script? It was, um, the line that got every buyer, and I still think it would work it was like, hey, would it be okay if I sent you over a free list of off-market properties, builder closeouts, and distressed sales? Like, would you be interested in that list in the area that you're looking for? There is no buyer that's going to buy in the next year or 30 days or whatever that would say no to that. Offer. And then, then we would close to the in-person appointment. Um, but to Tristan's point, you know, if you're already face-to-face with them, it's whatever you need to do to get them to agree to receive information from them and then just make sure it's valuable, you know. And, and Tristan's angle was like, you're just going to assume that you're working with them. And the next logical thing, if they, if you were, they were a client of yours and you showed them a home, that wasn't good for them, you would go back to the drawing board and find another home for them. So he was just assuming that they would want you to go find a home for them and say, hey, listen, that one on 123 Main Street didn't work, but there's one on Grand Avenue that seems to fit what you guys are looking for. You know, when's a good time that we can take a look at it? Saturday, we're free. Okay, great. The law requires we get together ahead of time. I've just got to go through some disclosures. You know, there's a Panera right around the corner from there, or you can come to my office, whatever you guys feel more comfortable with. And then you might get an objection with that, which is great. And you'll figure out how to manage that. Right. So it's a really good point. All right. Any other things I didn't cover here? So time blocking, does everyone time block? Who doesn't time block?

Nobody?

I thought there'd be a few brave souls. Well, if everyone time blocked, I think it'd be really hard to succeed in real estate or any business at all that's super competitive like real estate is if you didn't know what to do every minute of the day, including to me calling Kim out on not working, right? So like, if your calendar Has everyone seen our ideal calendar? I still think I would run this calendar if, if I was— if I got back into the business. I don't know what— how I would run this any different. Let me share my screen real quick. The only difference is, I guess, I'm a little bit more into working out these days where there is— there is not a workout. Oh, there is. There's one on Monday. So there's only one workout session. It would have to be a really hardcore session to be enough for the, for the entire week. Um, but this is, uh, if you don't have an ideal calendar, I believe this one is worth screenshotting. So I would figure out first part of the day, do something, even if you don't share my faith, do something where you ground yourself. Um, I do the Abide app. It's really good. Julie and I do it together and then we pray. And then there's usually a little bit of time buffer time in there with the family, but there's no, like, if you have this calendar and you, you in a sober state, you put this together, like, this is my ideal week. Um, every 90 days you get another, this is a little bit aspirational. So you kind of set this in motion. Everything is, is actually recurring time blocked in your calendar. So when you get to wherever you work, there's no question about what you're doing at, in this example, at 8:30, it's new business development, which is first conversations with people that whatever lead source you're working. And then you've got a little break. So you're not checking email, you're not working contracts before 11:30 or 11 or whatever. And then you have your lead follow-up. Appointment. So it's an actual 1-hour appointment where you're going through all of your leads that have a to-do for today to reach out or send something or whatever. And then anywhere there's an appointment, those are appointments you can book. So if Kim decides that Tuesdays are family time and somebody says like, okay, this, it's Tuesday morning and a new property hit the market. You know, you have 2 o'clock available and 4 o'clock available. Well, I work until 5. It's like, I've got an appointment later. This property is hot and it's going to go. I, I'm, I think you should probably try to sneak out of work a little bit early. So you've already made the commitment to your family that Tuesdays 6 to 10, it's, it's out. It's, it's not, it's not allowed. And then Wednesdays and Thursdays, you've negotiated a late appointment with your spouse followed by family time. Friday nights were always family fun night, so you could not get me to work on a Friday night. I crushed Saturdays. I, I did 9, 11, and 1 listing appointments for probably 2 years. Um, so that's okay if you decide that you're going to work on, on the weekends. And then Sundays I generally had off, and then I had my work on business weekly planning session or whatever, was Sunday night, date night, church, you know, that there's no— there's— there should be no guesswork about where you're spending your time. And it legit takes 12 to 15 hours of focused, um, focused time. And Paula, I don't know if you're still on here. I see that, um, I figure what— wherever we got this link, it's coming in, in as a free account. You may have set up this link just so I, uh, guys, next week it may be a different link. That's yeah, that, that's probably why it's not recording. So I'm going to change this link on my calendar and then we'll, uh, I'll put it into school. Um, so yeah, I feel like that's half the battle and you're just focusing, being, being, having, having a high enough conviction about what you're doing. Where you know it's gonna build momentum over time. And just to Tristan's earlier point, embrace the suck. Like, I think anything— success in anything is doing something that other people don't want to do long enough to get the result that you're looking for. Even if it's social media, let's say I'm only going to be as like a I'm totally, my business is gonna come from social media. If you do that, then it's like, you gotta be posting Shorts 3 times a day. You gotta be whatever, comment to 10 people a day. Like there's a ritual you have to follow to dominate on social that nobody likes to talk about that side of it. Like, and then just decide what it is, like stack the deck in your favor about what it actually is gonna take to be successful on social media. Don't kid yourself that like one post a week and you, you look great or say the right things is going to cut it. Cause it's not. Um, but there are going to be days even doing that where you're like, I don't feel like it today. Like I didn't shave or I didn't do my hair right. Or whatever. Like, I don't feel like putting myself out there today. And you know what you got to do on that day? Put your, put yourself out there. And there are gonna be more often than not, days where you don't feel like doing that thing. And so it's like, and then, and then it burns out because you don't get the results. 60 days in, you don't have any clients, but you're probably not posting the right stuff. You're not doubling down on what should I do better, what could I post to get the result. Maybe you're posting like all this stuff like me monster type stuff and it's all ego-driven versus like you go live and, and you take Tristan's door knocking strategy and it's digital door knocking. It's like, hey, this property, I, I just door knocked around an open house and I found a— needs a little bit of work, but a motivated seller. They let me know that I can, I can— they're for sale by owner right now, but they're not marketing it, so that I can bring in buyers. Is anyone interested in a home in Mayberry Farms under $400,000? Right, that is probably going to work better on social than like you know, whatever stuff you might think you need to do on social.

I have a— I actually have a miniature rant about this. So, um, I think, I think like you have to find the one thing that you're just gonna do and just do that and then become like an absolute expert at it. So like when I first began, it was for sale by owners. And for obviously for sale by owners are the worst lead source. Like there's literally no worse because not only do they not like you as an agent, but they also don't want to pay you. So like, you not only have to convince them to use an agent, but then convince them to use you and then also pay you. So like, the only way that you actually get good at one individual lead source is by just doing that lead source, because you start to learn all the tiny nuances.

It's—

the money is made in the nuances. It's not like, oh, I'm just gonna call them. Like, you can call them, but like, what can you say that's like slightly better that gets them on the phone longer? Or what can you see that's slightly like, it's all like the slight tweaks that slowly, like the way I see it's like a mushroom. Like you slowly start to build up this like incredible sales skill and one individual lead source to where then it applies to everything and it starts to mushroom out. But if you're like, I'm going to do lives, uh, you know, like, well, then I'm going to do open houses. Like until you like master one, like you don't actually really get good enough at like the thing until, and then you're like, ah, I'll go back to like working at Chick-fil-A or something.

Yeah, yeah. And just having the mindset, um, yeah, the mindset that it is good for 50 deals. Like, if you spread yourself too thin, I feel like there's a bunch of things you could do that could generate 50 deals. It may take you 3 years to get to 50 deals, but like, just staying consistent on the one thing. What— there are agents doing 100 deals a year open houses, 100 deals a year just from their database, 100 deals a year just from YouTube, 100 deals a year just from Instagram. Like, pick any reasonable lead gen, you know, 100 deals from cold calling, um, 100 deals from door knocking. Pick any one and do it. What do you got, Selena?

Oh, I was just bouncing off of like what Tristan said, but I, I don't know why, but I struggle with in-person open house leads and converting, but, um, on the phone I'm a million times better. I'm just like better over the phone. And so I just need to figure out if I— how I can translate that confidence over the phone into in person. And so it's interesting because I've heard of people saying, oh yeah, I'm a million times better in person with people than I am over the phone. On the phone, I just mess up and can't talk and cat's got my tongue and it's awkward. But like for me, I'm more awkward in person, I think, than over the phone. So, you know, just trying to figure out how to overcome that, but apply that confidence in person.

So Tristan, any advice? And I'll get Debbie in a second. Any advice, uh, since you've had that similar—

Yeah, uh, door knocking changed everything. Um, and so, and so there's 4 things. So, um, learning the DISC profile to a T, like if you're not familiar with it, but like to a T. Um, Like knowing the individual person's weaknesses, like what they don't like, what they do like based off their personality. You can, you get to the point where door knocking is talking a lot. It's like the second they answer the door, I know what kind of person they are based off what they're wearing. I sometimes even know what kind of person they are based on the cars they're driving, like where they parked, how they parked, the way it's decorated. Like you can slowly just be like, oh, I know exactly how to respond to them. And so you adjust your, like the way you adjust your body language, your tonality, your eye contact. Based off of who they are. So it's just mirroring, matching. So learning the DISC profile to like, I mean, better than anyone else. And then also, um, there's a book, It's Never Split the Difference by Chris Voss, and then, um, um, How to Win Friends and Influence People by Dale Carnegie. Like, those two are like killer in that sense. And so you get to the point where, because I was way better over the phone because most all my business was for sale by owners and like circle prospecting, and then eventually it was in-person stuff because like you have to be able to convert in person. Obviously I had like an appointment, but You just, you have to learn the other person and you have to mirror the other person. But the reason you suck at it is because you don't know how to be, because you're like, you haven't focused on it. It's like in your head you're thinking of like, what do I say? But then you're also like, how do I stand? And like, do I look at them in the eyes now? Or do I gaze off? Like, when do I say this? Do also, do I need to increase my tone and like kind of flow with them? Or do I need to be super stern and serious? Like Oh yeah, totally. Yeah, totally. Oh yeah, for sure.

Yep.

But then when you're in person, like, oh, what else do I need to do? There's so many other factors.

Yeah. Good point. What do you got, Debbie? Oh, you're muted.

I was just going to say, you know, just go with a couple agents and shadow them and it's not rocket science and you'll see that, you know, people don't do it so great and that will give you more confidence. But I would definitely, you know, even if it's for an hour, Um, I would shadow a couple agents and that's just another thought.

Yeah.

There's, um, you ever see somebody that has had like massive success in something? You're like, how the heck did that person do it? You know, like they're not articulate and they're not like well-kept or whatever, like whatever judgments we have about people and you know, they achieved at a high level in, in whatever thing is sales or whatnot. It's usually because they just don't give a shit. There's just like, um, Selena, have you ever heard— I don't know how long you've been in our world, but, um, Wally Bressler has a, um, and it's not just for call reluctance, but usually it's linked back to, um, something from your childhood. And I'm not saying this is for you, but he has like— I've seen him do it live. With, and it's very uncomfortable when he does it, but usually within like 5 minutes he can find out. And I'll just make this up, you know, like, well, Selena, your dad said this to you one time in the third grade where your hair was messed up and your bow was out of line. So like you bring that into your thing and this is what we're going to do about it. Like, so there may be something and I can connect you with him if there's really a call, like, um, I had somebody that sells like $10 million homes. She could not talk to people that she knew about real estate, yet she would door knock a $10 million expired and take the listing on the spot. Bulldog push her way into a $10 million expired, listing paperwork in hand and say, listen, you're going to sign this listing and I'm going to sell your home. But she would hear her friends who are affluent talking about real estate and be horrified to even mention that she's an agent or like, hey guys, over here, I'm a pretty good agent. So, and Wally, it was brutal, but he found out like in this situation, her mom treated her in a way when she was younger where I forget what it was, but it was like, she was crying and he was like, well, that's clearly it. I got you crying with like one thing I said. And it's like, and here's how we process it. So it's always in sales. It's always something like that. It's like something where like in person, you feel a little bit more self-conscious or, you know, um, cause if you can dominate on the phone, it's not that you can't choose the right words. You're probably just in your head around the way you look or the way you're like, whatever. Um, but there, there's things you can do to actually work through it that actually work. So you could message me if you want me to connect you with Wally, but his call reluctance would probably work for that. But he'll probably have you crying in front of like 8 other people, so I'm just warning you. All right, well, we're out of time, and I think we're going to get kicked out of here in a second anyway. Um, make sure, uh, next week, uh, check in the school community. I already changed the link, so it's a link that should, um, allow us to record and, um and not kick us out. All right, guys, be good. Much love, much respect for doing this work that is really, really hard. Let's not forget that, that we're choosing a career that is really, really hard and lots of competition. So just know that consistency will win the day. We'll see you guys next week. Be good. Bye.