Seller Lead Generation Strategies For Any Market!

Okay. Welcome. This is Lars Hedinborg. I am. I run a team in Charlotte, North Carolina. I'm the creator of the ultimate business blueprint for real estate agents. Welcome to today's call. And my goal with these calls, you know, one or two a month, is really just to kind of give, give folks that are interested in expanding their. Their view of the real estate world in terms of how things can be done. You know, 95% of this webinar is just content. And I'll give you an opportunity to get some more information about kind of diving deeper at the end of. At the end of this session. So today, especially in this market, we've had a funky market here in Charlotte, North Carolina. So we've went into the year, you know, things were kind of okay, not really a seller's buyer's market, but probably more a buyer's market. Then the market really heated up for a couple months. Then interest rates shot up, and then inventory sort of went up and down. And then the government shut down. And so we've just been kind of rolling with the punches and selling homes. And our team has done. Done real well. So today is seller lead generation strategies for any market and listing lead generation strategies that work and how you can simplify your business, cut expenses and sell more homes, working less hours. So for those of you that know me, especially those of you that are consulting with me one on one, everything I do is about simplifying your business and cutting expenses. So my business, and I'll show you how we organize it, basically five marketing pillars. Five main marketing pillars where I spend money. My goal is to go deep in each of those pillars before I spend money in on other things. So, so, and it's sort of, I hate to say claim to fame, but what I've successfully done in my business is build up a true business that runs, that runs mostly without me. So I go in Tuesdays and I've got a business that is a true business. So I'll kind of give you some information on that as well. So I'm gonna cover today is, you know, for those of you that don't know about me or my business, I'm gonna go through a. If you are on the October 30 webinar, this will be a repeat. But I'll go through these sides real quick. And it will be helpful to know sort of the journey that I've done and I've done with my team. And then we'll go into seller lead generation tools, tips and strategies. And then while I was putting these slides together. I really thought it would be a disservice to not cover lead conversion at least a little bit in lead management. You know, in terms of generating any lead on the buyer side or the seller side, it's easy to generate a lead and not so much to convert or really the fortune in real estate is in the follow up. So there's some lead management things that are really important there. And we'll go into an opportunity to learn more. And for those of you that stick on the webinar till the end, there'll be a special offer for you and really want to add as much as value as possible. So let me give you a quick overview of my business here. So my first full year was 2008 and I hired an assistant that year. But in 2009, at the end of 2009, I hired my first buyer agent. So it was Tia, Chris and I. And Chris is still with me. And Tia is still with me. So we went from three people to over 20 today. When you count our virtual assistants, we went from 58 transactions between Chris and I in 2009. This year we'll do 325. And next year we're poised. We've got three newer agents this year that are all up and running now and we'll do over 400 transactions. We're adding a new agent in January, So we'll have 10 outside agents. And we're at about 40 to 45 transactions per agent is where we run. So this year I've added a couple key positions, an operations manager and a sales manager. And I've really let go of the growth for growth's sake versus finding the sweet spot in my business where I can have the highest profitability without adding an additional layer of personnel. So we have a solid organizational structure in place. No day to day involvement by myself and the whole focus is on client experience. I went to Disney for the first time last year with my 3 and 5 year old and we went to the castle and paid like $700 for a 30 minute breakfast and was just in awe of how that was all orchestrated in terms of, you know, they've done that a million times. But our first experience with that Princess Breakfast was I'd have paid, you know, 10 times what I paid for it. And you could just tell that it was orchestrated and they made it a special experience as possible. So in terms of my production, you know, by design I've been exiting the business. So you can see in 2008 it was just me, Chris came on and then we added buyer agents in 2010 and 11 and my first listing partner ended 2011, my second one 2012 and then this year I had a couple listings that carried over but I will not have any clients going forward. So in terms of our vision, simple org structure, open efficient communication work, our play hard plug and play sales system. We have two new agents this year that started in March and combined they have I think just around 60 sales between the two of them and 80, more than 80% of that is company generated business. So it's really a sales system, highly driven salesforce. You know they do respect accountability. The hungry are fed. You know I just hold a weekly meeting one on ones with a couple key people, marketing and finances. And I mentioned the sweet spot. This is our org structure. So I basically have three, three people reporting to me and I'm not going to go too far into this but Keely's my sales manager. She has two listing specialists, eight buyer specialists under her and she manages our inside sales as well. One local ISA on the buy side I just hired three with my out desk and that's my mission for 2014 is to really figure out offshore inside sales and once I do that, forget about it, game over. So that's going to be my, my little experiment next year is really making that work. On the seller side I've got one local, Keeley handles our inside sales, our calls that are coming in inbound seller leads and then I've got an outbound collar in Nicaragua that I'll shift over when I get the three mod callers up and running. So in terms of our operations, we've got a buyer, closing coordinator, listing coordinator, sales and op support person. We brought a full time photographer on game changer for us. We finally at the size where we could afford it. And then we've got a couple offshore virtual assistants and then Jessica handles just some executive services for us. She coordinates our marketing, advertising, hr, those sorts of things. So in terms of our team, everything's got to be a positive focus. We work with the attitude of gratitude. It sounds corny but it's critical. We don't tolerate negative attitude. Personal accountability is one of my pet peeves. So if you're not hitting your numbers, don't point the finger at the team. You have all the tools you need to do it. No dysfunction allowed. We really work hard and we've been through the five dysfunctions of a team. That's an awesome book and they've got exercises and workbooks along with it. If you're a team. Take a note right now to write down that book and go through that with your team. Ask for help. Mutual respect, empowered leadership. So my senior team has the ability to make changes for the greater good. And if I went to the office every day I'd probably do some things differently. But at the end of the day they do an awesome job. We do have minimum requirements for our sales team standards in place for the way we treat leads and we're always looking to upgrade our skills or the roster. Same as super bowl teams. Feed the hungry mentality. You know, if you know, if you're working hard, you're setting appointments for yourself, you're going to get the bulk of company generated business. Embracing accountability. We have simple tools to do that. Activities obviously lead to results. We have a leaderboard now with critical activities and results on it and it's the basis for opportunity. So my marketing pillars Radio is a key pillar. It's expensive but it does drive the listing side expired fizbos. That's another pillar. Raving fan club which is our past client and I sort of lump bridge Mill Farm. This is sort of it's my neighborhood and it's more of a sphere Raving fan club. So that's kind of lumped in with Raving fan club. Boomtown. I was number nine Boomtown client. We just added Commissions Inc. Which is an awesome platform and we're. I'm running that strictly with offshore ISAs. So the three models inside salespeople will be using that system there. Yard marketing, you know VoicePad, we do a really good job with yard marketing. Very low cost. We run the everyday open house. We do VoicePad with a special intro and we maximize that. This is the one thing I'm passionate about is that my business is so stupid simple. I've closed every transaction in my real estate business in Top Producer. You know Top producers, the tool that agents love to hate. I've had Boomtown since the early days. I just added Commissions Inc. So a direct response website is critical. Google apps for business. I cannot be more passionate about Google apps and the tools, the simple tools and the visibility that that gives into my business is critical. And then I just added a fourth. I used to record a video. I recorded a video about the three critical technologies and and I just re recorded it for the fourth. If by phone is something Andrew lan is my resource there and he'll set you up if you know and give me a call or we can get online and go through that. That's an awesome tracking and routing and recording tool for incoming calls. So a little bit about me. I have an engineering undergrad, which is kind of why I like systems. I worked on Wall street and investment banking in the late 90s before Bear Stearns went under and imploded. I ran an acquisitions and strategy group for an aerospace company. That's what actually brought me down to Charlotte. They also paid to get my MBA from Duke. Started part time 2007, 2008 was my first full year. I've had literally a dozen paid real estate trainers and coaches in different programs. And I've done a lot of coaching outside of the real estate industry. I started my brokerage, so I do own my brokerage, but it's just my team and my brokerage and we're just going on three years now. Drop buyers in 2010. Sellers took me twice to drop them. But 2011, 2012 and day to day has been really this year down to two days. Now I'm down to one day. So that's kind of been the evolution there. So in terms of listing lead generation, here's the high level and I'll dive deeper on each of these. Radio. It's highly branded, it's high cost, it's USP driven. USP stands for Unique Selling Proposition. There's always a direct call to action. And in my opinion, I wouldn't mess with radio unless you can get Matt Wagner with radio and television experts to do it for you. Expireds fizzbos. I do direct mail with Hoss Pratt, his listing boss system. I think it's like 500 bucks or something. He's got some really cool letters and postcards in there that are pulling really well for us. And then we do calling. We manage our direct mail and Red X and we do our calling through Vulcan 7. And we have been. We've been sort of spotty with calling, but we'll pick that up when we get the Nicaraguan. My guy JT in Nicaragua. To make those calls for us past clients, SOI and my farm, we do a monthly postcard. We do viral marketing. Frank Klesitz. We do client events and we do a giveaway agent soi. So encouraging agents not to be a secret agent. Go for no put yourself out there. Referral cards. I'll show you those as well. Buyer leads just asking the right questions and buyer sold signs. We just started that program as well. So. So radio, you know, it's, it's definitely expensive. I spent about $9,000 on two stations here, but it took me from 1520 listings to close to 100 listings. And so when I measure returns on radio, you know, the effect of having signs in yards and the branding that goes along with that, just the overall impression that you get with radio, it's. It's just an awesome, awesome media source for us. Like I said before, we always have direct call to action. So on the radio, we use the guaranteed sale program. Lars will guarantee you guys will agree on a price, a deadline, and if you can't sell your home, he'll buy it. That's our usp. And then we do the one day listing. You can fire Lars at any time. And, and then we also offer testimonials or talk about testimonials in our radio spots. It's a wide reach. So I wasn't prepared initially when I went into radio, but you need to be prepared to service a large area. We found that our referral strategy was not effective here. So thinking that an agent 40 minutes away will be able to care for your clients and treat your leads the way that you would is not going to happen again. Matt Wagner, he's pretty easy to find on the web either. Facebook friend him, he's pretty active on Facebook, but His website is radioandtelevisionexperts.com. he's the only person I would trust to handle radio. I've talked to lots of agents that have done radio on their own and they just didn't have the right formula. So Matt is a good resource to check there. You know, when we add in yard marketing, we're probably in the 6 to 7 range, but conservatively, you know, direct radio calls, we're in the four to four and a half range. And then if you add in yard marketing buyers from listings we got from radio, we're probably in the six times range. So if we spent $100,000 on radio this year, we've taken in five, $600,000 expireds and FSBOs. I've been using Red X, I think since my first few months in the business and I've never stopped using it. So I used to mail out a series of postcards and they actually, they stopped working and I don't really know why, but I switch over to Hoss Pratt. I don't know if, you know, if you guys know Hoss Pratt, but his listing boss system and I'm not paid, you know, I'm not an affiliate of Hoss. I know him, but he has a letter and postcard series and listing boss.com and I'm gonna, I can bring it up here real quick. You guys hold on. Just to kind of show you. What if I can find it? There we go. All right, so let me make this a little bigger. So real simple call to action. We mail this with some letters. I don't know if that's big enough here. We mail this with some simple Dan Kennedy style letters. So your Home sold in 29 days guaranteed or I'll sell it for free. Sold 29 days.com. you can check out that landing page. Just don't enter a bunch of information on there. Then we've got a unique if by phone phone number. And this is just a team leads landing page. So that's one of the postcards and just simple direct call to action. On the back we've got a testimonial and again the call to action with the website and the phone number. All right, jump back to the slide here. So your home sold in 29 days are sell for free. ROI was lower. So here's the thing with, with our expires and fizbos we I actually brought on a full time outbound local to Charlotte inside salesperson. And she was, you know, a seasoned salesperson looking to make 50 to $60,000. We had her on a, I think like a 36 plus bonus sort of thing. And the returns on expireds and FSBOs went through the floor went down significantly when I had her salary in there. So we actually just stuck with direct mail. This year I pay a Nicaraguan caller $5 an hour and once we shift him over to make outbound dials on Vulcan 7, that'll drastically improve our results there. But for now we'll sell 20 to 25 homes easy in each of these programs. And so it's still in the 5x range just with direct mail. And like I said, we're going to shift JT once I get my mod callers up to speed past clients and soi, which is sphere, we use every month we send out a jumbo postcard. So it's something that I think our database is at 12, 1300 or so. We've got about a thousand, just over a thousand past clients. And my personal sphere is about 250, 300 people. So we mail a jumbo postcard and we'll do a just sold a recipe, a tip, you know some things that I'm not a real touchy feely guy. So I give my, I give Jessica my admin, my marketing admin person some leeway on this. I also use viral marketing and if you guys haven't heard of Frank Klesitz with Viral marketing. I think it's getviral. G E T V Y R A L. I've got a video blog with him and let me see if I can pull it up here real quick. Let's see homes. It's blog spot, blog spot. Should have had it ready. Okay, so pretty straightforward video blog. It's on the blogger platform which is also Google which is another reason why Google's so awesome. And video marketing is the highest touch. And if you're not looking at your screen, look at your screen right now. It's the highest touch that you can have with a person without calling them on the phone. So we've got all of our calls to actions. We've got our radio ads here on the side. You know this is a good example. I can't call 1300 people and we actually email this out to 6,7000 people. We mail it out to a lot of leads as well. But I can't physically pick up the phone and call people and tell them what's going on with the government shutdown, how's it affecting them. But I can give them access to a couple resources and tell them, listen guys, don't freak out. If you have any questions, give me a call. So pretty cool. And then we've got why hire a Lars head and board. We've got our market snapshot widget here with top producer. We've got our boomtown widget here on the side. So it's a very low cost solution to keep in touch with your, with your sphere. So definitely reach out to Frank. I don't get anything for it. But mention that I, that I sent you guys over there. It's worth considering. GetViral.com we have an annual client event. I guess I'll just stay out of this. Here, I want to show you the postcard. So we'll do an annual client event and this is just. Even if we send this out to 1300 people and even if they don't come, it's an impression and it lets them know that we're doing some stuff to sort of, you know, fun things for their family. We've got a bounce house and so that's our pumpkin fest. We did our third annual this year. And then let me make this a little bit bigger here. 300%. Okay then Thanksgiving pie. And these are not things, this is not in my nature, some of these things. But let me see if I can find it. Here we go. But that's the cool thing about having an automated, Come on. Having an automated marketing system Is that, you know, some things that, you know, people just like these touchy feely things and, you know, they'll come to the office and, you know, meet with my team and pick up an apple or pumpkin pie. You know, Lars is giving it away and it's just a nice thing to do. And there are other teams that are doing this pretty successfully and clients just love it. Surveys from our clients. So Net Promoter score. It's a pretty common, common way that businesses reach out to past clients to sort of check in and see how their experience was. And we started using sort of reciprocity to get our past clients because we were asking them for testimonials and trying to get them to do certain things. And, you know, but we started sending them a 10 bucks, a $10 Starbucks card, along with this letter basically saying, you know, the large group real estate advisor, we want to know, how did we do? Dear value client, first of all, congratulations on the sale or purchase of your home. It's been a pleasure to serve you, blah, blah, blah. Second, we want, and we value your input. We know you're busy, so we'll keep it short. Do you mind answering three short questions? So on a scale of 1 to 10, this is the Net Promoter Score question. You can Google net Promoter Score and get lots of information on it. So on a scale of 1 to 10, how likely are you to refer your friends and family to the large group? You know, one very unlikely. Ten, very likely. Would you use our services again? And then basically we ask them for a testimonial name and agent name. And then we actually physically put a Starbucks gift card in the envelope that we mail out to them. That's made it from like 20, 30% response rate to. We're at about 60, 70% response rate now getting these, these back. And we drive them to. Let me show you here. If they don't, we actually give them the option to. We send out an email as well. We give them the option to just go online. Dear value clients, basically the same letter, client name, name of your agent. Did you buy or sell with us? On a scale of 1 to 10, would you use our service again? This is just a Google Docs form and it's real easy to set up. But I love Google Docs, as you guys know. So that's the raving fan. Past clients. Let's see. So get surveys. Surveys. And the cool thing about surveys is that we found that there was, you know, there. Everyone has clients that are just, you know, not happy with your experience with their Experience with you, especially when you have a team and there's a lot of moving parts coordinating all of it. And there are times where we just have clients that are just, they're just not happy and we hear it from them and it gives us an opportunity to better our services. And then we always hear from the raving fans, the nines and tens. But there's also that middle area where people are sort of lukewarm. And I've tasked my operations manager to reach out to every one of our clients to get feedback on their experience with us. So it's really turned into a cultural thing within our office. Let me get back to the presentation. All right. Okay. So agent in terms of agent SOI and Go for no. Go for no is online. You can check it out. I think I forget just Google Go for no. But anyway, giving my agents tools to keep in touch with their soi. You know, we have referral cards. I'll tell you real quick that if anyone has ever purchased Cutco knives, we had someone come over. They were referred by a real good friend of ours and we thought, you know, she knew this person is a 20 something female Cutco salesperson. And you know, we didn't need knives, but we figured we'd, we'd entertain her because of the referral. And so 600 and I think $78 later we, we purchased a bunch of knives that we didn't really need. And after that she proceeds on a blank piece of paper to run, Write the numbers 1 through 20 and ask for 20 referrals from us. And it was at that moment where I actually took that piece of paper and let me see if I can find it. Right. I actually created these. Or I have my graphics guide, Danny Atkinson. He's danny@the320group.com danny@the320group.Com and I had them put together. Simple. We're growing our business and we need your help. Do you know someone who needs to needs our help buying or selling? Call us or visit our website. And then on the back, this is the Cutco part of it is saying, you know, yes, I know you can help these folks buy or sell your home. This is my name, phone and email address. And here are four folks. So these are everywhere in my office. Very simple, cheap, inexpensive. I even have them, if you look over on the right of the slide here, I even have these trifold brochure holders on every one of my agents desk and on every one of my staff desk. So there's about 20 of these trifold brochure holders around the office that are stocked with these referral cards and they're also in every buyer packet and listing packet. So let me just make sure there's no. Hold on a second. Let me just check out if. Just checking out some questions here. Make sure if there's anything that I went through too fast, just send me an email. My email information will be at the end of this. Here, it's Lars Larshedenborg.com and I'll try to keep up with the questions if you guys have any. But. So referral cards. That is super duper cheap. Again, it's a cultural thing. It's always top of mind. It's in every listing packet and buyer packet. So we have packets that our agents go out with when they meet with clients and it's right in front of their face and they have to ask for referrals. We've got a system in place where a new client, we ask our new clients four times, a minimum four times for referrals. So when they say yes to use us on the buy or list side when they go under contract, when they close and 30 days after. So there's four times in each in the process of working with them that we ask them. We do a monthly mailing. Our agents have access to our top producers producer database where they can tag their. Where we tag their past clients and they can mail to them. We also make it fun. We get the whole company involved in. Let me see if I can find this here for you here. Okay. Trying to use my trackpad. So we actually have a contest. It's only a hundred bucks, but it makes it fun. And we've got a leaderboard where everyone in my company, agents including. So this is our go for no contest. Okay, Time to get out of your comfort zone and start asking for referrals. This month when a hundred dollar shopping spree at South Park. There's nothing to do to enter. Just keep asking everyone you know the simple question and. And this Bob Sank. Who great guy. He's a real estate coach as well. I think his website is bobsenkoaching.com Bobsenk C E N K coaching.com he spent a week with me and my team and a key takeaway. And I know it's simple, but a key takeaway was this simple question. Just getting out of your comfort zone and asking anyone that you've developed any sort of rapport with, hey, you don't know. Anyone looking to buy, you know, hey Chris, you don't know Anyone looking to buy or sell a home, do you? And it's the way the question's worded, you know, that makes it, you know, it's like, hey, you know, you don't know anyone, do you? So it's kind of like you put yourself kind of in a more comfortable position with them and it's not attacking them asking for referrals. So, you know, just by asking that question, you know, you get a point for every qualified referral we've got, you know, turn them into Keely, our sales manager and we have different prizes each month. So just something to consider there. And I'm going to send out all the things I'm bringing up. I'm going to send all those documents out to the group here. So Bob Cink, I thank him for a lot of things, but specifically that question and shifting the mindset of my team in terms of getting out of your comfort zone. Let me bring up go for no. Did I cover that here? So anyway, Google go for no, but They've got a 30 day challenge and I don't have the rights to send this out. But it's a 30 day challenge. Basically you decide what your challenge is going to be. You know, if you're going to get. Your goal is to get 10 no's from strangers every day for the next 30 days. And your goal is you keep asking that question to 10 people until you get 10 nos. And chances are in the process you're going to get a lot of yeses. So definitely check that out and I encourage you to have some sort of game like that. So all right, make sure we're okay on time. Okay. We're 32 minutes in, so we're good on time. So buyer leads and sold signs. So every time we have the opportunity. And Commissions Inc. Is actually pretty awesome when it comes to. It's our newest buyer lead gen platform and they are phenomenal at getting. There's a lot of seller leads in there. We've listed. We've only had Commissions Inc. For a couple months. We've listed I think four or five homes from leads from buyer leads, quote unquote, buyer leads in Commissions Inc. So anyway, so just get in the habit asking the right questions, you know. So tell me, you know, Kris, the home you live in now, are you looking, do you own that home or do you rent that home? Okay, you own it. So you know, will you need to sell that home before you buy? Okay, so here's what we can do. You know, when we get together we can actually meet Your property. I'll bring out a listing specialist and we'll do equity evaluation. Boom, boom, boom. So, you know, you have to have some sort of systematic approach to speaking with buyers. We, I was coached by Bob Corcoran and we use his buyer info sheet as a consultation form to make sure that systematically we ask all the right questions in the right order, so we never forget what to ask. And here's the thing, we get a lot of yard sign calls, anywhere from 200 to 250amonth. And they there's a good amount. I mean, it's not the majority, but a good amount that are nosy neighbors. People that want to know what their neighbor's home is selling for, they might be thinking of selling. Get them talking, build rapport, Offer them a market snapshot. We use market snapshot in Top Producer. Let me just show you market snapshot. Market snapshots are really super simple and quick. In top Producer, it's an add on, but within a couple clicks, you can get this report set up for anyone in your database. So say, hey, listen, Mr. Nosy Neighbor, I've got a market snapshot tool that I can set you up on. There's no obligation whatsoever. All I need is your address, a little bit of information about your home, and I can get it out to you. So this gives them active for sale and sold listings around their property, and it gives them different metrics, school info, community info. It really is a cool tool. It's not going to give them an accurate appraisal of their home, but enough to get you in front of them with good data. And you're just serving them as they're considering the next move. So don't underestimate the power of that. And here's our seller online home evaluation website. I'll go to this in a second. The jury's still out on whether or not sending cold traffic to an online home evaluation website will be a good use of time and money. But what we do is we sell our buyer leads, the buyer leads that come into Boomtown and Commissions Inc. We'll go through our database there, and everyone that's been on the website in the last 60 to 90 days on our buyer websites will send an email to go to this page if they're thinking of selling their home. So that will generate leads for us that are not cold Facebook leads. Everyone's doing this Facebook marketing for seller leads, and I just don't believe they're seller leads. But if you're sending, you know, buyers that are looking on your Website. They're looking to buy a home. It's likely that they have a home to sell if they opt into to this website. So this is again, this is through team leads. Real cheap to set up definitely something worth having. Okay, so buyer sold signs. You know we, and this is something I used to, I used early in my career and I got away from it. But we ask our buyers permission to put up sold signs in their yard when we close on their property. So think of the power of, you know, another agent's sign has been in their yard for four months and then all of a sudden they see a moving truck there and they see the large group sold. And we just got. It's not our, our full yard sign. It's just a simple just sold sign. Something like this. I hope everyone can see this. I'm not wasting time. But bringing these different graphics in. But you know, another home just sold by Re Max Real Estate Experts. A large group. LarsRealEstate.com and a call to action. We just put these signs together, we change the number to have a trackable number and we're reinitiating this program. And it'll. It may lead to a dozen, you know, maybe 15 sales. But it's super, super low cost. And I covered blast out to your active database for the online home evaluation offer. And we covered that. All right. Okay. So sell lead conversion. I know the call was really supposed to be about lead generation. This is really, this is it. So I go pretty deep into these. You know, radio will have about 50 sales expire FSBOs 25, 30 sales past client SOI and Farm will probably have 60 to 65 sales. Agent SOI about 40 to 45 sales go for no is sort of in agent SOI and then the other two are as well. So I go very deep into a given marketing pillar to maximize roi. So very simple listing lead gen in terms of lead conversion. Most of your leads on the seller side will come through branded direct response sources. So there's a few objection handlers that you need to have having a cancellation guarantee. Talking about your database of buyers team approach. Your results usually get through any questions that they might have. You have to bring some doubt to their mind that they can't just go with any agent which is what most people think, you know and always end your conversation with, you know, if you love our marketing plan, you know, we agree on our price, pricing strategy and commission, you know, we'd be ready to put your home on the market when we come out on Tuesday. So that's a must question there. And in terms of scripts and dialogues, you know, this is. Your ability to master scripts is the key, key to winning big this business. You know, most agents and teams overlook scripts and dialogues, but just role playing and practicing and it's super critical. You know, with our sellers, we consider the first call, you know, a consultation. We really look to understand their situation and to see if we can serve them. We qualify our sellers, our seller leads very, very deep. So they called you. They need your expertise. You know, let the seller talk, find out their why for moving. That's something that you can always go back to in terms of a pain point. Typically, you know, offer them a market evaluation, but call it something a little bit more sexy like a seller equity evaluation or seller equity audit. Something that's different than, you know, every. An average agent's doing a CMA and we're doing something very, very different. Assume, we assume the appointments, we go right into our seller phone consultation. And it's even better if someone other than the listing partner is taking those, those calls. So summary here in terms of listing, lead generation, conversion scripts. Nope, nevermind. I never got this slide. So skip that slide. In terms of lead management, here is where this is the boring part of real estate. You know, every. Most agents are looking to seal the deal on the first call. You know, most don't have a CRM or some kind of contact management system in real estate. The fortune is in the follow up. So we use the classic ABC system. A leads for us are less than 30 days to list, B are 30 to 90 days to list, and C are 90 to 180 days or more. And we set callbacks in top producer of 7, 14 and 30 days for ABC leads. So along the way I showed you the market snapshot tool. We do use that tool. We have a seller drip campaign which I'll send out to everyone on the call as well. And I think it's a series of. I forget how many emails it is here, but we'll see here real quick. The structure of these emails is the same as sort of a diff, you know, hey Tom, there's sort of different message, but then there's a couple calls to action in terms of their market evaluation or visiting our website. Then there's a testimonial and then there's a way to go onto our buyer website. So email. 1, 2, 3, 4, 5, 6, 7, 8, 9. Okay, so we have a nine email drip sequence. And basically in top producer I set up three plans. So if I were to Pull up my top producer here. I may not even remember my login. Not in Top Producer very often. Okay, cool. So in terms of top producer again I just love Top Producer. I can see my whole book of business really, really easy. So seller drip, you can see here. Seller drip 1 to 3 months. Seller drip 3 to 6 months. Seller drip 6 to 12 months. It's the same sequence, each of them are the same seller drip. Email 1 through 9 is just different sequence here of days between emails. So I think the shorter plan is 7 days then 14 and 30 days. So if you don't have a CRM, consider top producer. You probably all heard me that broken record on that and develop a pipeline mentality. So the fortune is in the follow up. We're converting sellers from a year or two ago that we've been in constant contact with. We'll do a two to three minute call every 30 days. We've got them on market snapshot on a seller drip. They're also getting perhaps our postcards, they're getting our viral videos as well. So we really take advantage of a pipeline mentality. Pre sell. I kind of cut it short here because I would have gone in all the way into the listing appointment but we definitely, we send out a pre list packet. In terms of pre selling our listing prospects, especially if you're not going on the appointments, must have a well thought out listing process. So we've got a seven step process that we go through and some deeper training. You know, Bill Rapport, Jay Kinder, Kinder Reese, I spent a couple years coaching with those guys. He has been on thousands, probably 10 times more listing appointment than I've been on. But he had a process in terms of, you know, developing rapport building, you know, positioning yourself as authority figure, showing your expertise, going, you know, just a sequential process and I've changed it up. But the gist of it is that same very systematic way that you deal with all of your listings. The key is to have a world class service system in place once you get your listings and automate everything in your business. So let me go into a little bit what the ultimate business blueprint for real estate agents is all about. And this is worth sticking around for. So don't feel like the content has stopped here. If anything you should be get away from your email and look at the screen because I'm going to cover some good stuff here. You know, why did I develop, why am I getting, why am I helping agents now and why do I feel so passionate about this work? 2008 was my first full year. The end of 2008 was the end of the financial world as everyone knew it. I didn't have any sales experience. I left a cozy six figure corporate job and the pressure was on. I had a infant downstairs. I was working 50 to 60 hours a week. I took off Sundays for the most part, but I would work contracts on Sundays and offers and I managed. By the end of my first full year, I managed to sell a lot of homes, over 70 homes. But I spent money on everything. I tried everything. I wasted literally hundreds of thousands of dollars. Lots of it obviously worked but. But a lot of it didn't work. My acquisitions and strategy job for the aerospace company I used to work for, I was responsible for visiting with companies and ripping apart their operations, their sales and marketing their finances, figuring out where the value was in those companies and making recommendations to the board of my public company about what we could do with that, with that asset and what we should pay for it. So my background, I traveled 250,000 miles in one year in the air. I visited 25 countries that year, literally visited hundreds of countries of companies. And the cool thing about it was I just loved getting into people's, into a business and seeing what we could improve on. And that's really the passion that I bring into this work. You know, I've been coached by every level of Tony Robbins and his business mastery work. I've been coached in. I've spent over 300, I think $325,000 now I have a running tally of all the money I've spent on training and coaching. And so I've decided to put it all together. I developed this core for building Brocks, a framework that literally is just a simple way to go from even new to the business to getting busy, selling homes, building a team, putting structure, system processes around it, and ultimately a formula for exiting your business. And what I've realized, especially as I look at my business now more as an outsider kind of looking in at what I've created, is that getting rich in real estate sales is boring. This is a huge, huge, huge aha moment for me. Three years from now, my business may have a different tool here or there. I may tweak my messaging on radio or maybe I'll do a different sequence for expireds or fizbos or whatnot. But for the most part, what we do is not going to change. Entrepreneurs and team leaders go to work every day looking to add something new or to change something or to chase that squirrel or put that shiny Object into place play and they never gain any momentum and everyone around them is sort of frustrated. So consider building up systems that can get you away from the office and I promise you your business will. You can scale your business into much much more and not have to work in it every day and get away from the client work as well. So we've got four basic building blocks for my business. The buyer system, seller system, building up a self managed team and stepping out of the business. So the core building block number one, it's our buyer system. It talks about lead generation, you know, a less branded direct response approach, lead management, that's where the money is really made. Lead conversion in terms of scripts and dialogues. We've got a buyer presentation so our buyer agents, you know, never get cheated on for the most part we've got buyer loyalty agreement related docs. We treat our buy side just like our list side where we list our buyers and we know exactly what our buyer client pipeline looks like and in terms of buyer client servicing. So delivering an over the top service to our clients while they're looking for a home. And during the contract to closing portion of their transaction the core building block number two is our maximum payoff seller system. So same sort of structure in terms of lead generation and management on this side of the equation it's pretty tough to seller leads are expensive so you have to pay attention to your return on investment. And I've got a, you know, engineering undergrad with a finance degree from Duke in my mba. So I'm all about roi. You've probably seen my marketing ROI tracker, Lead conversion mastery. We've got a seven step listing process to up our success rate, get more referrals in the listing side we definitely pre sell our sellers. We've got a listing, a pre list packet because I'm not going on any appointments so it's still highly branded to the large group but I'm not going on the appointments. A marketing presentation to answer all objections ahead of time. Listing packet where we literally went through and tried to minimize our listing partners time in the home. So they've got, they open up their listing packet. There's one side of the packet is a leave behind, one side is stuff that the seller needs to fill out and return to us and then we just have them sign the listing agreement and a listing addendum and then ultimately listing management servicing to create raving fans. Our core building block number three is building a self managed team. So this is the building block that most agents stumble on where it's really getting leverage through people. And I brought my first buyer agent on in 2009. He's still with me. And to be able to build up that team and to know what your end game is. So to know what the future organizational structure will be is super, super important. You know, we use the DISC personality profile test. You know, not only do we want raving fans, but we have that culture throughout our company. You know, developing a repeatable, systematic, world class client experience. And when I say that everything is broken down into an action plan and top producer. So as the owner of the company, if an area of our business is underperforming, I can go to an action plan and change it in an action plan. And then everything just keeps running accountability system standards for your team. And this is an area that most team leaders are honestly pretty weak on in terms of holding people account accountable. And it was just a few years ago that I started my team for the most part. So I know what it's like to get in front of a group of people and lead them. And I have never led a group of people before. So it is a process that you have to go through and learn how to lead people. Recruiting. I won't have time to share it with you today, but my compensation structure on both sides of the equation. We've got agents that are making six figures in my company, but when a buyer agent on my team makes 100,000, they make the company 150,000. But 85% of their business is supplied by the company. So we go through a process of how to get agents to buy into your vision with lower splits. Weekly team rhythm. You know, we've got Tuesday team meetings, we've got a listing meeting and a buyer agent meeting that happen right before our team meeting. And that's on Tuesdays. And then we have a lunch lunch and learn afterwards. And then we do Monday, Wednesday, Friday, daily huddles, 10 or 15 minute call where people get on the phone, they only share their good things and they get psyched about the next couple days. We go through a goal setting process agent feed up into team goals and then we see if there's any gaps where we need to recruit people or tweak our marketing. And then we track ongoing performance on a monthly basis. And then the book, I mentioned it before, Five dysfunctions of a team. That's really something that if you have a team, you need to take your team through that. There are many agents that go from buyer side to listing side to having a team. But this fourth core building block in terms of being able to literally step out of your business again, My business is running. I can do anything I want. I can. For the most part, I'll probably go, you know, I'll take 10 or 12 weeks away from, you know, from home this year. So I don't go in every Tuesday, but for the most part, Tuesday is my day that I go in. And every one of my senior staff and even my agents know that we're sort of guided by a strategic plan that that's our roadmap. And we only take one or two things every quarter to improve on. So yeah, we're always improving. My business isn't perfect by any means and I face challenges. It's just different challenges. But in terms of your focus as someone that has stepped out of their business is really to optimize your sales funnels. So on both sides, when you look at the lead to the appointment to the client, to the sale to the raving fan, and so that's the sales funnel. I look at that on the buyer side and listing side. ROI is holding every dollar accountable, not just in marketing, but in everywhere in your business. You'd be surprised how many agents don't run monthly financials and have no forecasting abilities in their team. I did have a year 2011 that was I watched my cash flow or my cash, my bank account. I didn't run a cash flow forecast at that time. Growth sucks up cash. Now I had one month, it was like January 2012. So the end of 2011, going to 2012 where my cash just depleted from my bank account. I didn't have to go into any personal funds and I was okay financially. But, you know, so running a 90 day cash flow forecast now, every Thursday morning at 9am I go in and I pull about four or five numbers and I put it into a cash flow forecast so I know exactly where I am and how much, how many months of coverage or how many months of cash flow I have coming in to cover the expenses that the cost company will have an exercise that if you haven't done it, we'll go through an exercise in terms of deciding what your worth is. I've decided that I want to put a million dollars in the bank. And I'm not doing it right now, but my goal is to put a million dollars in the bank of cash. And so when I work, I want to work a thousand hours a year. These are my numbers. So a million divided by A thousand is $1,000 an hour for me. So I can only work on Activities that are worth $1,000 an hour. When I was in my real estate business, it was just meeting with sellers and it wasn't filling out paperwork, but it was just going on a listing appointment. That's the highest dollar productive activity you can do as an agent. But now as a business owner, I have to be careful about what I spend time with in my business because there's only so much I can do to improve it. So we'll go through that exercise. If your number is 250,000, or let's call it 500,000, is your number divided by you're willing to work 2,000 hours, your number would be what, $250 an hour. I think that if I can do the math right. So if you're working on activities that are $20, $30, $40 activities, you need to stop it. I've got a personal productivity system, I call it dominate your day, where I start every day with a morning ritual and then I go into 60, 60, 30 time blocks and the training goes through that. A daily mental workout as well in my morning ritual where I review my goals and go through my big why. So let me cover two offers for you here. Both are risk free. We've got an inner circle gold membership where basically I'm covering sequentially. I'm teaching you everything in my business laid out for you. Where there's two in depth training videos covering the four core building blocks outlined on the website. You can go to Larsheadenborg.com you get all checklists, worksheets, transcripts, downloadable tools, audios of the videos of the calls and the videos I also have, I pay $1,000 a month to one of the best entrepreneur profit and productivity peak performance coaches. Her name is Lee Miltier. She's written, I think like 17 books or something like that. She's one of the leading experts in peak performance for entrepreneurs. And you have access to that same coaching program via this inner circle membership. And then I typically do a bonus video where I cover a topic outside of the four core building blocks. This Inner Circle Gold membership is $197 per month. And the reason why I'm even offering it at a $1 trial period. I just know there are skeptics out there. I have no agenda. Yes, I'm making money teaching agents how to better their business, but I have no agenda as far as trying to get you to get you to do something that's not in your best interest. So this is a cancel at any time, try it for a dollar sort of thing. I'VE just added a platinum version of the Inner Circle where in addition to everything you get with the Gold membership, we add about two to three times a month, we'll add a 60 minute weekly live training call. You know, covering either hot seats with existing clients, consulting clients, financial review. We dive deep into one of the core building, core four building blocks. We do live group Q and A. So we get on and we mastermind different topics. This is a separate call two to three times a month. So that's an additional six hours of training a month. You'll have access to a 45 minute unstuck call per quarter with me personally and everything else you get in the program. That's typically $6.97 per month. There's a $1 trial on that as well. So here's what I'm offering. And this is a blatant sales pitch, but it really doesn't get any better than this. So for everyone on the call, I'm gonna offer my Inner Circle platinum membership for a dollar. So it's a 30 day trial trail. 30 day trial. There's no risk whatsoever. I'm also gonna throw in, and this is not, I don't do this, but I'm gonna throw in a 30 minute business assessment. So that's at least a $500 value. So you'll get a very lengthy questionnaire that you'll fill out and I'll review it before I'll call and it'll be all value that I add in that call and probably run more than 30 minutes. But I'll send out five years worth of my actual business plans. So 2009 through 2013, I'll send you those plans. You'll get instant access to all of my buyer agent accountability tools. So I can't tell you the value of all that, but it's a lot of value that I'm offering. And then there's two things that I'm working on that you'll get access to once I complete them. So I'm actually documenting the ultimate business blueprint. So it's a report, it's probably going to be about 12, 13, 14 pages and a detailed step by step process of how you can go from zero sales experience to exiting your business. Written out, detailed, step by step, you'll have get a free copy of that. I put $197 value on it, but in my opinion, it's priceless. And I'm just Now finalizing my 2014 business and financial plan. And so not just the business plan, but also the financial plan and metrics that go along with it. And I put at least a $500 value on this. So all I need to do all this for you. And if you do it anytime soon and you've registered for this event, here is a dollar. You could cancel at any time or you can downgrade to Gold. So sign up for the Platinum membership. It's a dollar for the 30 day trial. You can can cancel at any time. You'll send an email to me personally. I want your input on why you thought it might not be helpful for you. And if you think that the Platinum membership might not be for you, maybe the Gold membership is for you. So we can just downgrade you simply to the Gold membership. So in the course of 30 days you'll have access to month one training and probably five or six one hour long calls with me. You'll get a bunch of free tools for signing up and that sort of thing. So pretty simple. Go to Larshedenborg.com and I'll show you here real quick. Click on inner circle and then get Platinum now. So let me show you here. And the last time I did a call I sort of backed off on letting folks know about what I was offering. And I'm sort of done with that sheepish approach in terms of getting my information out there. So Larshedinborg.com click on inner circle. Both the Gold and the Platinum will have a $1 trial period. You can kind of see again here what's included goes through the different the core four building blocks. And just click on Get Platinum. It'll bring you to a registration page. It's a dollar, you know, you'll be charged $1 and you can cancel. It does renew after 30 days. But send me an email if you're not happy with all the value that I added. And so I'm urging you to take action and take advantage of this opportunity. So go to Larshedenborg.com, click on inner circle, then get Platinum now. And I think I've got a few minutes here. I've got just a few minutes for questions and if I can't get to all the questions, I'll figure out a way to, to make it up to you guys. But I've got about five, 10 minutes for questions. So there's still about 95% of people are still on the phone or online here. So if you guys have any questions, let's type them out here. I can figure out how to get my. I think I gotta exit here. Here we go. Okay. So let's see if you guys have any questions. So one on one coaching is the first question here. If you go onto the website Consulting. I've only have limited spots for my consulting and it's really not coaching. So I don't have a traditional coaching program because my goal as your consultant is to come in, do my work, install systems in your business and get out. So I've got four month, six month, nine month or 12 month consulting packages. So it starts at the diamond level which is $39.97 per month. The gold level is 24.97, 1997 for the silver level and the bronze level is 1497 per month. And basically I price them out at you know, 15, 16 or $18,000. But it's, it's literally installing my systems into your business. So each of the levels have a business assessment call. You have live business building calls with me. You have unstuck calls. You have the weekly training, the weekly group training. You've got the mastermind meetings, two mastermind meetings where we get together as a group and we in a boot camp style meeting where we work on your business and then access to literally every tool and system in my business on demand. Another coach about question about private coaching. Hopefully the sound has been working. I got someone that says no sound. Can you send us a link to your radio ad? I could do that. What do you do for your guaranteed sale program? So I run two. I run the 29 days or sell for free and I also run the typical I'll buy it program. And I don't really lead in with that program. You know, it's a legitimate program. I've got conditions. You know, the guaranteed sale is a trade program so they have to be trading up into one of my listings. The analogy is, you know, going to Carmax. I'll actually do a buyout without trading but it's at a lower price. Or if you trade into one of our cars, one of our listings rather will offer you a better price. Which company do you use for postcard creation, production or mailing? I use a guy and he'll probably be overwhelmed if his name is Danny Atkinson and his email is dannyhe320group.com 320t h e320g R-O-U-P.com so Danny the 320group.com and he's very affordable and he actually creates my postcards and he actually prints them through got print and they're like six cents apiece or something. So super. What's the difference between Platinum and Gold. The difference is the live interaction and unstuck call. So you'll get access to me personally in Platinum. So you'll get basically six to eight hours of live training with me every month in the Platinum program that you don't get in the Gold program. Gold program is still a ridiculous value because you get Is this not a live Someone asked if this is not a live call. It is a live call. It is Thursday, November 21, 3:05. So yeah, definitely live call. Sandra Lynch Let me just turn that off here. Got a lot of questions rolling in. Wow. Do you like who do you like for website development? Did you have a large amount of capital when you started? If you didn't, where would you spend your money? Good question. Colin McNulty I was able to start my business with a lot of effort on my own so I mastered low cost buyer lead generation and I've got a video series on the front page of my website here. I think if you go to Larshedenborgtom.com and go to my homepage this Six Insider Secrets Exposed. Put your name and email address. I think one of those generation and I've got a video series on the front page of my website here. I think if you go to Larshedenborgtom.com and go to my homepage this Six Insider Secrets Exposed. Put your name and email address. I think one of those, one of those videos and I think they're each like eight or ten minutes long and they're, they're really valuable. They cover how I got started in the business. I think that one of them is called, you know how I sold 70 homes by then, my first full year for 500,000 of gross commission. It was low cost buyer lead generation so I didn't have any large amount of capital. I've always funded my business out of operations and I don't have any debt whatsoever. I've got core capital or reserves of about $400,000 in the bank outside of the money that I've taken out of the business, which is a couple $300,000 a year. So let me run on these questions here. When you started in 2008, is this the vision you had? At what time could you see yourself at the level? Wow, that's a good question. Eric Meals I can't say I actually saw myself in this position but when I first started, but when I got into it and I saw what the business really was, I knew that I couldn't sustain with a young child. I was Basically newlywed, you know, a year later, year and a half later, we had our first child. We knew we wanted to have a second child. I knew that it wasn't sustainable. So what I was doing, I was doing all the prospecting myself. And so I knew I had to go into the business, business side of it. So real quickly I was able to get that vision in place. I have Boomtown but as a signal agent, not operating a team and working for a family brokerage. What would you do as your next step if you were starting over and already had acquired Boomtown and have 6 years experience with pretty good previous client referral business? In our top 5% of a small rural area. Rural areas are. This is Charles Burgess. Rural areas are tough but you know, with a boomtown platform the key is to, is to maximize that platform. So my business is simple. It's Boomtown. It's yard marketing, radio, expired fizbos and past clients. So I've got five marketing pillars, five areas that I spend money on. So with every boomtown lead that comes in, make sure that, you know, you ask them if they have a home to sell. Make sure that you have your yard marketing down. You got multiple signs in the yard. Voice pad is a must. You know, make sure you're doing your expired FSBOS listing boss hot sprat letters and postcards. Use red X or Vulcan 7 there. Past clients. I went through my past client program, you know, so just focus on low cost lead generation. Could I send a copy of the slideshow? I'm going to make a replay of this available to everyone. So I won't send out a copy of the slideshow but I'll make a replay available and I'll send that out with some of the tools that I went through today. Who did your home evaluation website? That was team leads. I think their website is team leads.com it's Ryan Dallas. Teamleads.com boomtown has a seller lead platform. Yeah. So teamleads.com is the website there. But caveat on online home evaluation leads. I'm not entirely convinced that, and I said it in the presentation that cold traffic to an online home eval website is a good way to spend money or use your time. But sending warm leads, buyer leads that are searching on your buyer website to a site like that, you know, is a way to do it. Starting as a new agent out of my home, everyone keeps telling me to join a large agency. What do you think? Can I make it on my own? You know, I had a corporate background so joining REMAX was a natural. I was with another REMAX broker for three years until I started my own brokerage and built up my team with the direct response advertising that you should be doing there is no real benefit of a brokerage. I do like Keller Williams, although I think they're expensive. They're a little bit more forward thinking than some of the other brokerages. But you can absolutely make it on your own. But you need to make sure you're generating leads every day. You control your lead generation. Those systems are running all the time and you're prospecting in lead follow up and you've got your lead management place. So you can definitely make it on your own. Which one for FSBO and Expired? Sam Cartella. I'm not sure I understand your question. Which one for FSBO and expireds? If you want to ask that again, give me a little bit more information. I'll answer it. Rich Takado. Why not another team at your ReMax? I've got one independent agent on my REMAX that was. That left my team and I just wanted to support him and give him an easy transition. I just don't. And Rich is in my market by the way. I believe the brokerage model is. It's an unprofitable model. I don't believe a brokerage broker can add enough value to a bunch of independent agents especially the challenge with ReMax a little bit is that, you know, if the market turns REMAX agents typically can't afford their fees. So you know, we'll. We just sell more homes. We're more productive. Average, you know, 40 to 45 sales per agent is our typical and an average REMAX agent sends themselves to 10 to 12 homes stuff. Given that that's one of my clients. Carlos, can you repeat Danny's information? It's danny320group.com and Danny will probably kill me here so he'll be flooded with. But he's a really, really good guy. So let me make his life difficult. Right. Danny@the320group.com that's his, his email. Just tell him I sent you. He doesn't give me anything but he's a really good guy. He's actually starting. His passion is in ministry and he's starting a church. So he's taking all the money he makes in this world and putting it over into starting a church. How often do you use Haas Pratt? I went through his. His listing boss system. Really? Just recently? Not so much. His coaching isn't as much, you know, into the business you know, business building side but there's some good resources in there. So if you're looking to build your listing business, that is. And again, I don't get paid by Hoss Pratt. I've met him a few times. He's a solid guy and he delivers a lot of value for the 500 bucks he charges for listing boss. The new Craigslist rules, you know we're finding that on Craigslist now. We still do the same thing. We've added phone numbers more visibly in our Craigslist ads. But the leads that we're getting on Craigslist now are much more motivated and they really want to see the home. So they'll actually go through the effort of pasting a URL into their browser. So less leads, better quality. How did you get the endorsement logo from TV and print? That was through a book deal that Nick Cannon did with when I was at a couple years, I left Kinder Reese couple years ago but they did a book deal and that's how the whole best selling author came in. And you have the rights to use those endorsements logos. Thanks Lars. I've been on the calls that been on calls that were supposedly live and were not. Appreciate your answer and you've just won a fan. Is your system teaching how to successfully start with a very low budget? Yeah, I mean I got started with a low budget. So the first, first module is in the inner circle. The online training is, you know, going through a business assessment and then kind of seeing where you're at, going through mission and goal setting and then critical technologies, getting some basics set up. The second one is how I started my business in low cost lead generation. So it's definitely covered. Whose business do I look up to now I'm getting not. There are a few guys in real estate that have pretty killer businesses. Curtis Johnson has a cool business model. Jay kinder operates eighth level business in Lawton, Oklahoma. He was a mentor of mine. He, he doesn't ever go to his office. So I've got it down to one day but he's got it down to no days. But I most of my role models now are outside of of the real estate industry. Evan Pagan is an info marketer. He's got five businesses, over 100 million worth of sales and he'll, you know, I think he has like seven employees or something. Frank Kern is an Internet marketer. He has one full time employee. He gets paid you know like $200,000 a month for what he does. Brendan Burchard, Experts Academy He's A pretty good guy. He's like the Tony Robbins for infomarketers. Tony Robbins. I've been to Fiji twice and spent time with him personally. I look up to him because he has built his world around his lifestyle and his passions and so he's pretty cool. Top producer create landing pages I think they do have a way to create landing pages but both of my branded and my unbranded landing pages are through team leads. How much do your lenders pay for Boomtown or I'm not sure I can cover that. That would be a question you can ask me. But I get several thousands of dollars. I've got both my Boomtown and my commission sync paid for plus money toward radio. I like to listen to top eight but I'm feeling more than a number of things. Yeah. So Sandra lynch has a great question here. She says perhaps. Yeah. And so the training, the Inner circle, a monthly coaching program. So we go through it's unveiling my entire business over the course of about a year. And the consulting is different. We get into things and really, really, really get into the nitty gritty. But the inner Circle, both levels are very action oriented but simple things that you'll be doing in your business. So I wish that I had somebody for $697 a month teaching me what you'll have access to with this program. What come to new user vas. Yeah, I mean my outdesk, I mean they definitely. I am hiring three callers through my out desk. But yeah, you're right, you're paying my outdesk half of it. But they're training and they keep them accountable and, and that sort of thing. So yeah, but it's, you know, it's about 8 bucks an hour. So what is that? 4320. So about 1200 bucks a month. But yeah, my guy JT in Nicaragua is 5 bucks an hour and he's going to do well for us. Which USP do you use for FSBOs, FSBOs and expireds? I use the your home sold in 29 days or I'll sell it for free. Lexus I have how did you decide how to grow and who to hire first? For me it was. I knew I had to focus on sales and I needed an admin. So my first hire was an admin and she's still with me today by the grace of God and I am a Christian guy and I think it was divine intervention. God delivered her to me and she took over everything that didn't involve sales and building a Team like listing more than buyers. And I see you stepped away from buyers. Yeah, the key is to, you know, get away from buyers. They're just. Nick Nanton. Yeah, he's just. You can. I don't know his website, but you can Google him. Nick Nanton, celebrity expert, probably. Do you have steps for assistant? Lisa's a client of mine, so you can ask me that question offline. I'm not sure I understand it exactly. Lisa. Listing boss. Listing boss. As far as I know. I know Haas offers coaching to agents. Listing boss, though, is an online program to. To sort of accelerate your listings. A little different than I'm teaching agents how to build a business and exit the business. Listing boss is just focus on. On, you know, increasing your listing inventory. And it isn't for expired and fizbos. Team leads. Doesn't do landing pages anymore. That's from a client of mine, so I guess they'll get a bunch of inquiries and they don't do landing pages anymore. If you've already signed up for your goal coaching, do we still get your business plans? Kinsley, just send me an email Larsarshedinborg.com and I'll give you. Since you're already a client, I'll be happy to give you those two bonuses. One of my clients. I can't believe you didn't say that. My business is. Is the one that you look up to. Yeah. So, Sam, I mean, if. Definitely reach out to me if you have any questions or if you just want to grab some time on the phone, I'll be happy to get with you. Carlos. Yeah. Carlos, the book is Five dysfunctions of a Team. Five Dysfunctions of a Team. Awesome book. Briefly touched on Facebook marketing thought, possibly not a decent return. Do you find that with other social. Yeah, social media. I don't really. I can't really get into it, but just the seller, the online seller. Homie vows through Facebook is questionable. I don't know anyone who's really getting it. Let me see here. I've got a list of conditions for both my guaranteed sale and question about infusionsoft. Can't get into that. Thanks, buddy Blake, for your compliment. Yeah, I'll get out all the business plans right away when you guys sign up. I don't have a Cutco program. Rob Kittle. Cutco. Yeah. Yeah, it was just an analogy I was using about a Cutco salesperson that asked for 20 referrals. Yeah. Spend 300 and nothing. Carlos, man, I'm so blessed that you're going to take the next step and do platinum. So that's really cool, man. I'll make sure we. We have a big impact on you because I know I've been chatting with you over email. I think that's it. I think I got to all the questions, and I'm six minutes late for another call, so I'm gonna stop the recording here. But go to larisheadenborg.com, sign up for Inner Circle. It's a dollar. It's a dollar. I promise you, you will not regret it. Get the Platinum package and just evaluate me over the course of the first 30 days. And if you don't think it's worth 697 bucks a month, downgrade to the Inner Circle Gold or cancel. So there's really no risk. I don't want to take your money if I'm not adding an extreme amount of value, but you'll find that this information is worth 10 times what I'm charging for it. So, anyway, thanks so much for everyone hanging on. We've got about 80, 85% of the people that were starting the call that made it all the way through. So God bless everyone and we'll talk to you soon. Larisheadenborg.com or reach out to me at Lars at larsheadenborg. Com. Be well, go sell some houses, and hopefully I can help you along the way.