raw nashville office prezo 2 - internal use only

What would you be populating an investor special with?

I would find a Facebook Marketplace for sale by owner.

Okay.

I would find a builder deal that just like is crazy good.

Whatever it is.

Yeah.

And just keep pushing it out.

And I'd have a deal a week in advance ready and every Friday at 9:00 AM.

And then I'd go to my store and be like, "Hey, you're not a part of the channel." Well, the other thing that this does is it develops a lot of trust 'cause you're the only person doing it. You're putting the information out there. Everybody else is gatekeeping. They're like, "Hey, you want this list?" Right. Well, you gotta call this guy. That's what their video's like. And it's like, dude, come on, it sounds cheesy.

Here's the thing I think though some people miss. It's like, not everybody's gonna buy. Somebody like me, I'm not even in the market for it.

But you know what?

I'll click on it because I wanna know what the market's doing.

Yeah. So what this does is it gets people from further down. So you just brought up a great point. He's not even in the market and he's like, maybe I should be. So that gets people off the fence. Now if somebody's already, far along, this gets them a little bit further. So you're just moving people down the road.

Building trust.

Building trust.

Yeah, they may not know that you're the expert.

Yeah, so then what happens is these people, no matter when, because you're the person who actually gave them some value, they'll work with you. And people like, they don't realize the compounding nature of this. The number of people who trust you grows over time. You just can't lose at a certain point. You know, like I was just talking about this for our event. We started it and it was like 20 people in a room. It was like this. And then we just kept growing it. And then you guys were there last year, there's 1,000 people there. Most of them came through word of mouth. Like Scott, or Cap tells Scott, and then Scott comes out there with his wife. Like everything just keeps growing. But it's all your customers telling other people. So that somebody will be like, hey, you gotta follow this guy. Man, you haven't seen this guy's stuff. He's the real deal. He'll put up, and so it kinda grows grassroots. Possibly one of the videos actually goes viral too, then that brings you a whole influx of new people. But again, it's what Cap said, it has to be a weekly thing. So like come hell or high water, every Tuesday you make that video about talking to the sheets. And then somebody's like, well, I just did the same dang thing last week. People need to be reminded more than they need to be taught.

Mm-hmm.

We don't need to always come up with something new.

That's good.

You need to catch people on a, like, it's just catching people at the right time. I know if you think about the biggest creators on social media, the people who have built the biggest brands and following, they're repeating the same formats. They find a format that works and then they beat the heck out of it. Remember the dude who put his head in an ice bucket and then he did his workout routine in the morning?

Yes, sir.

That dude's—

Jefferson Davis.

Dude, he stumbled onto that format, saw it, and they just did it every day. Now I think he has 14 million followers and bro's living in Miami on like a yacht. Literally doing his morning routines that he probably had to pay for in the beginning. So he's faking it till he made it, and now he actually made it, you know.

Jefferson Davis just sitting in his car, dude.

He found a format that works. So he found his—

Pancake Lady.

Yeah.

Have you seen that one?

Who's that?

Pancake Lady. Pancake Lady. Yeah, she does anything that's viral. What she takes and cuts it right when the accident happened or something happens, just like, hey, come and have pancakes.

It blew up, blew up, bro.

That's crazy.

But it's a stack of pancakes. The lady is very much— you feel like she's still at home back in—

she's very authentic.

Authentic.

She doesn't speak very good English. It's very— and look, and the, the amount of people that have come to this regular pancake stack house.

There's a lady, a real— I was in Dallas yesterday. A lady realtor has an thick accent, and she goes, Neel, I'm so scared to make the videos because my accent. I said, literally Your accent is the reason why you will get the most people. Like the thing you think is gonna prevent you is actually your biggest asset. And so yeah, this would be a great concept to just lean into being authentic and doing it over and over. And don't worry if you're repeating the same thing. And it's like, hey, what are you doing? It's Tuesday. Man, you know, if it's Tuesday, I'm doing another, I'm doing the deal of the week.

Yeah.

Or I'm doing the, I'm going through my deals this week. This one right here, I think this one's gonna be the best one. And you point one out, break it down. And so if you want a list of all these, again, just comment home and I'll shoot it over to you. Man, if you're not on this list, you're literally losing money. You better be on my list, you know? And then it just starts to stack.

So to not get too focused on the sales part of it.

Yeah.

You know, one thing I've always noticed about you is like you're good at explaining what you're going through and doing, right?

Yeah.

I don't know about y'all, sometimes I feel like I'm telling you, hey, here's what you just said a moment ago. I've also noticed a lot of the big influencers, like in their stories, they're just literally like walking along showing you what they're doing throughout the day. They don't have the post set up.

But it's show, not tell. That's the biggest concept you have to understand. It's like, why did that guy go viral? 'Cause he's showing you the actual thing. It's the pancakes lady showing you pancakes. Imagine if she just talked about the pancakes.

You're showing the deals.

Yes, exactly. So you people, you have to understand people are visual learners. And when you show them something, it reduces their cognitive load. So there's a science behind this. People think, oh, that guy just went viral. Yeah, you can go viral like Jefferson Fisher just talking, but he's got a unique way of communicating and something just clicked for him.

That's good.

But not everyone can do that. Now if you can do that, great, but for most people, like even me included, I have found you need to show people things, and that's the difference where they connect the dots. And think about like when you're scrolling social media, you're not peak intelligence mode. You might even be decompressing, you're kind of stressed out.

That's a good point.

You know how people, have you ever people sitting down and they're kind of scrolling, they're like kind of zoned out.

Yeah. Aimlessly.

So then imagine if you're like, hey, if you like this, click the link in my bio and fill out this form and do that, like too much friction.

Yeah.

Yeah, so now it's like, dude, if there's a bunch of steps or confusion, I'm not doing it. So what's the easiest thing you could do? Be like, hey man, I spent the last 20 hours doing this so you don't have to. If you want it, I'll just shoot it over to you, comment and I'll send it to you.

You're the one who told me you said show them, don't tell them when I was buying those rentals and I did those 4 videos. So I bought 2 rentals, just 2 rental properties from a builder, and I did a 4-part series. I have picked up no less than 7 or 8 people that are pre-approved doing the same thing right now because I showed them. Yeah. And what did I do? I turned around and never did it again, right?

Yeah, you gotta keep hitting it.

If you're buying a house or you're in the process right now or going to be, just document it.

And then what about like, somebody's like, hey, I get caught up in the day-to-day, I'm not gonna have time to film these. If you were out and about like that, well, just take one day or one afternoon, go stack a bunch of them. Nobody knows that you shot them all in one day, and then you have the content for the next month. But the thing is, somebody's like, hey, well, what are they— what if you're wearing the same shirt? Well, you could be like me and just wear the same shit every day. That works for you. If you look at my closet, it's just a row of black t-shirts. But if you're— if you do want to wear something new, that's fine. Just bring like two jackets with you. And then Scott, you change it, take off the khaki jacket, put on the green jacket, the red jacket, and then you shoot the next video. Now you got the content, it looks like you shot it different days.

Neel, can we do a live test case on video?

Yeah, let's do it.

Would you all be okay with that? Like it's my video that I just did yesterday and you chop it up.

You wanna screen it? Oh, sure. Okay, let me, okay, yeah, do that.

There you go. Yeah, that's like creating blog posts or on our website. There's one day I'll sit down and create all of them for the week and then I just post. To do Tuesday, Thursday.

Yeah, the best creators batch create. You have to batch create. If you don't do that, like—

So what do you tell the butthole like me who is really good?

Yes.

In a humble way, right? Like humble, humbly.

But you're good at what you do.

I'm good at what I do.

Yes.

I have a good story, right?

She has a great story. She's not telling it enough.

I was on welfare 5 years ago.

Mortgage saved my life.

Yeah, so if you don't tell this,— that's your greatest asset.

Absolutely, sir. So I'm already picking up leads off of socials. I'm already having realtors pick up the phones and call me. I'm going more for— but I'm not consistent. Like, I can tell you 100% I'm not consistent. I do it for a week, I get 50 phone calls, and then—

Well, here's the— this is the mindset you have to take now. The mindset is, if you don't do something different, nothing's going to change. So the thing is, and we know this, but you have to take the role of a content creator first, a marketer first. Because if you're a content creator first, the rest comes in. So people, we're really good at making promises to other people and coming through. So if you promise a client, you told Scott something, you're gonna do this, you do this, you show up. But when you make promise to yourself, you're like, "Hey, you know, the workout thing, I'm not doing it." Or this thing, I was supposed to take care of my back. My back's been hurting me for months. And I'm not taking care of it. But I'm doing all the other shit. I showed up here, I didn't miss my flight. So we put ourselves like this.

That's true.

And you take care of your family and everybody else first, which is important. But I believe it's actually not selfish to put yourself first because it allows you to serve everybody else. So you have to take that mindset first. And then for different people, different things work. One way is like, dude, gun to your head, hey, If something bad was gonna happen to your family if you didn't post this thing every Tuesday, would you do it? Yeah, I'd probably do it. You'd get it done. So whatever you gotta do to raise the stakes. Some people, they're like, hey man, if you don't see my post on thing, here's a check. I want you to cash it. Promise me you'll cash this check if I don't post. Cap's like, dude, I don't want your money. Dude, just please, it's for accountability. It's like a $2,000 check. Just make sure you cash if you don't see my post. I'd be like, fuck. You better get your shit done. Go pre-schedule it. Yeah, do whatever you gotta do.

Take a video of your friend.

Yeah, but do whatever you got to do. Yeah, it's just—

I want perfection, but I'm looking at your—

It's not perfect.

It's not perfection.

But I know you, you post text. You will post text on Facebook, but you will not do the video. And that's like, I'm like—

You can mix, just mix it up. You could do that. But if one time you're not camera ready, you're out of content, then put the text over B-roll and post it. That's fine.

Or best way to videos for a company, we took the guys at 8 Mile, Detroit. Yeah. Just like, we're doing a rap section, Eminem and 8 Mile.

Yeah.

Do it, go for it, whatever it is. And they just were laughing, they were enjoying, and we took it, edited it, it was awesome. They're all like—

Yeah.

So are we doing 80% business, 20%—

Yeah, that's what I'm doing. 70/30, 80/20, that works.

So I just feel like an idiot every time. I'm like, well, 5 years ago I was on welfare, I didn't know how to spell mortgage, and now I own a company, I'm a mortgage broker. I'm like, how many times do people want to hear that?

It sparks a story for me.

You can do that. You can put it in, we have a framework for it. You can also just throw it, you don't have to look like you're looking for sympathy, but just drop it in over time, especially when you have achievements. People don't want to share their achievements and their wins. And the reason—

It feels so awkward.

You know why you feel like this? 'Cause you don't share the work. So you don't share the win because when you post the win, you're like, Hey, where did this guy come from? But if you've been showing the work, man, I've been showing up every week, I'm doing this. Hey, by the way, this week sucked. On a Friday he posts, dude, 2 deals fell through and this happened and this happened and I'm just telling, I'm just keeping it real, like this was a rough week, but it's a new day tomorrow, I'll get back on it, but I just want to share it's not all roses out here. You know what the analogy is?

Dude, that was— Is you just bought a brand new sports car. Yeah. You just bought a brand new sports car, car and you're gonna post it, people are either going to know that you worked for it and you earned it, or you never showed any evidence and they're just gonna think—

yeah, it's just—

I know your story, right, about your car that you have now. Yeah, because you've publicized, I had it, it wasn't the best situation, I got rid of it, now I have it again. It's a great situation.

Yeah, it's to talk about it. He's planting some more seeds. So what you have to do is like think about these are planting seeds, so to get more clients. Um, did you send me the video, Cap?

Yeah, yeah.

But yeah, oh, the other thing I was gonna tell you was, yeah, you get accountability and make sure the time, but then here's the biggest complaint I get is people don't have time 'cause of the day. So what every coach will tell you, any business coach, if you ever hire somebody, if you ever work with a coach, is they'll have you do a time audit. It's a standard practice.

Right.

List out all the things you're doing Monday, Tuesday, Wednesday, you start listing out. So if you did an audit of what you did in hour increments or whatever and you look at it, You could, I guarantee you, find a few things on that list, even if it's personal things, that you could delegate. So the goal is not to create more time in the day, that's impossible. The goal is to look at your week and be like, here's 3 hours I could move out. Now I freed up the time to make the content. You know, you can create a block to prioritize this. And it could be, like one lady told me, she literally hired someone to do the laundry. Do you know how much time we spend doing laundry?

Laundry? Mowing your lawn. Way too much stuff.

So you're gonna tell me I'm not gonna build my brand, I'm not gonna grow my business because of literally laundry, bro? This is crazy.

Yeah, they have it national.

Where's the video you just sent me, Cap?

We pay a dollar a pound, they pick it up from your doorstep and they deliver it. You can have it same day for $2 a pound or a dollar a pound for 24 to 48 hours.

What?

Same day?

I don't mind washing, I hate folding. It's insane.

Okay, well I hate, love the dishwasher.

Yes.

Yeah, I got it. Oh, I disconnected.

4 years ago, I haven't looked back.

It's been amazing.

I told my wife, I said, we have 2 choices in this house. You can do the dishes or I can hire somebody to do the dishes. Which one do you want? Because I ain't doing it.

Well, pay some money or get your dang kids to do it, man. They need to work. I did. I had to work.

So my goal—

no, my kids, now they're on the silver spoon.

Exactly. Yeah, my goal here would be to get other people to say, hey, I want you to show me how to do this. All right folks, so I want to film a quick video and share this with you. I'm out here outside Nashville, probably about 40 minutes.

Okay, first thing. Hey folks, I'm out here outside Nashville, 40 minutes. That's where we need to start the video, just trim off. Hey guys, happy Wednesday. You know, we know this, but some of us need it to get warmed up. Hey, it's Neel. It's fine if you say that, 'cause it's just awkward. You shake hands, you want to say who you are. But just trim it. Okay, so let's start it right here.

All right folks, so I'm gonna film a quick video and share this with you. I'm at—

Kev, we know you want to film a video. It is a video.

You know what I mean?

Bro. I just want to stay here. Yeah, you just want to, you know what it is? It's just because it's a twitch or something. You know, you just need to say, hey, I want to shoot this video.

Do we need to introduce ourselves if they're already—

They see it. So he's gonna say, I'm out here outside your, So here's the thing, if you look at any viral video, they cut straight to the action. Straight to the action. Okay, so I do— I'm sorry to put you on the spot. Okay, he gave me permission. He gave me permission to rip his ass. Okay.

Here outside Nashville, probably about 40 minutes outside of Nashville in, um, Chapel Hill, and these are the Lennar townhomes they're building out here. Great townhomes, 3 stories. They got 2 baths, 2.5 baths, I believe, and 2 bedrooms. And there's a flex space downstairs that could also be a bedroom, or you can do a gym. You can finish the floors off. There's an office, you can turn it into an office back there, but that room can be used. And, uh, but the main thing I want you to know is this price point, sub-$300s, you know, if you're willing to pay credits or negotiate credits—

Okay, so what do you guys think is the the best, the most enticing part about what Cap is saying? Like, what's the best part?

Price point.

So I heard 3-bed, 2-bath plus flex space for sub-$300,000. So what you want to do is take the gold, the best part, and let's try and move it up front, Cap. So you would say something like this: 3-bedroom, 2-bath townhomes 40 minutes outside Nashville. What's 40 minutes outside Nashville for sub-$300,000? I know you think that's crazy, but then get the rest into it. So move the goal to the front. But without being salesy, by the way. Just conversational. Dude, and you can get into a hook if you want to. Be like, you won't believe this. Or like, hey guys, you won't believe this, but here's the deal. And then start getting into it.

Now— You won't believe this.

Yeah, you won't believe this. And then you can get more creative.

More hooks.

But if you can get— I can give you guys a list of hooks, but the thing is sometimes it's just the best hook is just starting off, you know? 3-bedroom, 2-bath, 40 minutes outside of Nashville for under $300,000. You won't believe this, but check this out. Give them the sauce, yeah. Then get into it. Now, Cap even said it as he's watching it back. He's like, I'm getting long-winded, right? Because we're already a minute in, or not a minute, 40 seconds in. You never know how long 40 seconds is until you watch your own video. You know what I mean?

Yeah.

Right? And sometimes it's like 40 seconds went like that and sometimes you're like, okay. So the reason why it feels like this, Cap, is because you went down a few things and we're not showing it. So if possible, is there a finished one where you could show the flex space, the 3-bed? Like if we could cut to something else. So it would start with this and he can keep talking, but you can quickly insert the B-roll.

Yeah.

Now that, Here's the deal, if that part is going to hold you up for making this, don't worry, just get the dang thing posted. But next level is like, you could do that.

I could do a little screenshot video and just go through and show the insides of it like that.

He, what Cap is saying is, um, he could put the pictures right here. So you would position your— yeah, so you position yourself a little bit higher. Yeah. And so like, uh, what's that site right there? Or just, uh, airdrop me that video, uh, the picture of the, the thing. And I'll just show you guys what I mean real quick.

This is why we need iPhones.

So maybe screenshot this. Yeah. Or video screen record it and flip through it so it's actually flipping.

Bro, I want to buy one of these now. You know what I mean? Like, this is crazy. There you go. What's that? No, we don't.

$1,699 a month, and my mortgage is $850 all in because I got Lennar to pay the HOA dues for 2 years, and I bought my rate down with the 6% closing.

Where's the video, bro, that you just sent me? How old is that video? Because I can't find it in my camera.

Like a week maybe.

It puts it in chronological order.

It doesn't— I've already got my— you guys can't—

bro, I can't find it.

There's only 8 more left, but there's a whole building. 8 more that are sitting.

Where's Cap? Oh, here he is.

Okay.

So we got Cap here. And if I was just, I'm just using the edits app. I don't know why it did this though.

You do most of your stuff in edits now?

I do, but when I pulled yours up, it made it shrunk. So let me just use it.

You think editing and—

Editing and edits, I do see a lift in views because it does say they're trying to promote the product.

Yeah.

It's just at the margin, it's not much difference.

And it's like a The phone, the actual phone in it?

Yeah.

I know they love your chair. Your chair sells it like directly in the app.

Okay, so I'm just gonna use a different video because Cap's one isn't pulling up. See how it's shrinking it all the way down?

Pinch it.

Yeah, what if you drag it down? Yeah.

You slide into the video more, it should expand.

Bro, isn't this one?

Maybe something changed in the app. That is not a cool thing, but. Let me just do it in Reels 'cause Reels works. There we go.

All right folks, so I'm gonna film a quick video.

Okay, so he just needs to add something new during the video. So I would go to the sticker button and then I would go to photo and I would pick that thing and then you could put it on here if you wanted to. So that's why I said if he was positioned a little bit higher, so when he starts getting into, so there's this, there's this, Show picture, then you go into the video and you can edit the duration of where this appears. So this appears for this part when he's talking about it. So this adds like another 10 minutes to making the video, but it could make it literally 10x the views.

Yeah.

Yep. Now again, better just to get the dang thing posted if this is gonna mess you up, but next level would be yes, let's cut to some B-roll, let's insert some stickers. I have found if you start with something like this first, it will crush. And before we have to go today, bro, I want to make sure I told you guys this. Anytime you want to start a video with an observation, you get more views. So let's just say I want to tell you this, I'm going to give you the secret sauce, I'm going to do this. What happens there is people think like, oh, who are you to tell me this?

Mm-hmm.

They might think like, you know, this is about me. Now, you might be the expert and that's okay, that works sometimes and it's definitely good for getting business, but when you're trying to get more views and bring more people into your funnel, you wanna make an observation. So how that works is, here's the screenshot of the deals. Guys, did you see this? This is crazy. 2-bedroom, 2-bath, under $300,000, brand new quality homes in Nashville. This is crazy. When I saw this, I couldn't believe it. So that's an observation. Now people are in 'cause they want to be in the know. So you think about millennials, what are the traits they have? They want to be in the know, they want the tea, my wife says all the time. She's like, "Hey, give me the tea." They also want DIY. People love DIY. Everybody loves DIY till you get the box home from IKEA, right? Then you're like, "F this, bro, let me get some help." Yeah. So let's just give them what they want. First. So show them like, hey, did you guys see this? So anytime I'm like, let's just say I'm like, hey, I want to share with you the best real estate office in Nashville. Come check it out with me. That's one hook. Probably get some views. If I started that video saying like this, guys, have you seen the agency on Music Row in Nashville? This place is freaking crazy. So that's like, no, I haven't seen that. Please show me. So it'd be weird for you because it's your dang office, but you could do it like that and you would, I guarantee you, if you did A/B test, This one has double the views by making an observation. So anytime you're thinking about making a piece of content, if you could turn it into, hey, I'm just telling you what this is, people would feel dumb not watching it now. So it's just a psychological—

Where's some more of those books?

What do you want to teach? And we'll just flip it.

Let's say I want to teach a veteran how to buy a house.

Okay, a veteran how to buy a house. So what could you show people? On that? Property?

Show them the property itself or show them—

Closing statement with no money down?

Yeah. I noticed this trend in veterans that want to buy homes and then you put your information.

Yes. Dude, what was your name?

Melissa.

Melissa's, this is so smart. So she just said, I've noticed this trend. This video is crushing right now, by the way, when you said that.

Yeah.

I've noticed this trend where young buyers are asking for credits instead of asking for a lower price. Let me show you how this works.

I was literally about to say that.

That's one of the biggest things right now.

Like, you know the dang thing, but you kind of played dumb a little bit.

That could be a great video on like the vibe board type thing that you're talking about, but you know, getting into it, you wanna create that curiosity.

Yeah, you could be like, and you could say, this is another thing we could keep talking for days, by the way. So you're talking about veterans. It's a niche topic.

Right.

Which you can definitely do. You could also, anytime you wanna get more views, insert a niche topic underneath an umbrella of a topic that has way more bar— way more attention. So Sean and I were talking last night about short-term rentals.

Okay.

Airbnbs, things like this. One of the reasons why people love short-term rentals is because of the tax benefits. You can take off, you can take accelerated depreciation even if you're not a real estate professional. You can take a huge write-off. And people eliminate their entire tax bill based on this. Some people buy an Airbnb now, not even because they care about Airbnbs, just because they wanna eliminate $100K in taxes.

Right.

So what if we talked about the tax benefit? So I have a case study where I talked about STRs, Airbnbs, where I got 8,000 views. Then I started the video and saying, this is a tax hack that the rich are using to eliminate their taxes. Or here's a hack that the rich are using to eliminate their income tax. Then I went into STRs. That video got 300,000 views. Same topic, but I insert it under the umbrella of something that's more appealing. So for VA, you can definitely do that. But one thing is we talk about, I've noticed this trend where young home buyers are now trying to put the least amount of money up instead of the most amount. So it used to be that Dave Ramsey and the like would tell you to put 20% down minimum, but veterans in Nashville are putting down no money. And so let me walk you, like, and then show them a deal. Show them either a closing statement or show them a property. Like this house right here, and you could be on screen or live. Yeah. That's the thing, people are like, "I don't wanna drive to the house." Well, just show it on the screen. This house right here, a client just purchased for $0 out of pocket, meaning the loan covered the whole thing and the seller covered all the costs.

You could do it as an agent too, especially even in luxury, because most agents don't even know you can use VA on $2, $3, $4 million.

Yep.

What was that one you just closed? $5.99 million.

So you need to show the— Hey, so you need to show that.

How does this look like that? So we're probably about 40 minutes outside of Nashville in Chapel Hill, and these are the Lennar townhomes. They're built—

Yeah, that's much better. More engaged. He fixed this shit already. And you can make this—

yeah.

And then he cleaned up the— what he also did is clean up some of the ums and ahs. And then you can move this. He moved himself up. So he could love the space?

I cut the space here.

Yeah, yeah, it's good. Here's the thing now, here's where you fix this. Yeah, you need to think about this. What Cap's doing, he goes like this. So these are great homes for first-time buyers. By the way, bro, these are also great homes for investors. Dude, if you're a single mom, these are also— so you get into too many things at the end. Pick one per video. Like, and so what you want to think about, who's the one person I'm talking to with this video? It's, it's a single mom who wants to buy this house. Next video, we're going to talk to the investor guy. Next video, we can make 7 versions. Yes, but you make sure you talk— when you try and grab everybody, you get nothing. You get nobody because nobody's gonna stick around for all these different things.

My, my wheelhouse. So I'm like really big on the DSCR. I just did a million-dollar home in the Keys. We didn't hit the DSCR, right? So most investors come in and they're like, well, we can't finance it. Well, no, I was able to get my clients in with 20% down on a 2-year prepayment penalty, a 2% on a 6.99% rate. It didn't hit the DSCR ratio and they didn't have to put more money down. So there's—

Okay, so how could you— you will lose people on this off. Yeah, but how would you make it so simple for this? What would you say? Because this is a great case study.

So to dumb it down, I didn't have to provide income docs.

So what problem did you solve?

It didn't meet the rent schedule, so it didn't hit the DSCR 1:1.

I don't even know what that is.

Right, so my investor purchased this home with 20% down. What does legacy mean? Yeah, this loan program, I guess this is a good case study because I don't know.

So it didn't—

They were able to buy a rental property.

With no—

with 20% down.

With 20% down.

And no income documentation.

And no income documentation. It didn't hit the rent schedule, so we know that the mortgage was more than the possible rent, but we didn't have to put more money down. All we had to do was adjust the interest rate a little bit. So, because most people think, and most lenders out there, if you don't hit a 1-to-1 ratio, they kill your deal.

Yeah.

So this lender that I work with, that I partnered with, they are—

You were able to get it done. Okay.

I'm able to get it done.

So you just have to simplify this. So you would say something like this, it'd be like, Okay, a client just purchased this house. I was gonna do a video on him, like that. Yeah, without any income documentation. So one of the biggest reasons people don't get into rental properties is because they don't qualify on paper. We're able to do this with the minimum amount down, which is 20% in this case, and no income docs. Now the crazy thing is this guy was turned down by other lenders because it didn't meet the qualifications. I was able to get it done by buying down the interest rate. So just simplify the whole thing.

I would start the video with, I'd say, Did this investor deal buy and then—

Yeah.

Or this guy was turned down, yeah. So those, you're just trying to simplify anything you could do to dumb it down to where it's like the average person.

I wanna tell instead of show. But we don't have time, you know what I mean?

You can, you can do that, but I'm just saying is any, how could you show? You could just quickly show the thing, you could show your screen.

It's really more important to—

You want it to just look perfect. You want it to, yeah, but you can, You can have it on this table. You could just show the paper right here. But I'm just saying, cut to the showing sooner.

Get to the goal.

Yes.

If anybody in here is looking for an Airbnb, I got one for sale for $808,000.

Hey!

2.9% assumable loan.

Bro, you need to talk about— we need a video on this.

2.9% assumable, and it's just sitting there.

So Scott, you gotta be— we gotta pull up the house. If we had more time, we could do this live. But you got to pull up the house and say, hey, this property right here, you can purchase with a 2.9% interest rate. Like, this is crazy. And then go into how that works.

Like, because all the investors—

Find out the lender. Make sure you find out the lender's requirements because the single-family loans, we can't touch them. So make sure on the back end you get with the—

No, don't make— don't do anything.

No, I know, but I'm telling you—

No, no, no, no, no. Don't even worry about it. Yeah. Somebody's like, hey Neel, I'll just tell you right now before we go is let's say you're like, hey, I want to get this thing done, I want to do this, but I don't have the resource all made up. Just make the video and offer the resource without anything. Did you know what happens when you get it? If 7 people asked you for it, you'd make it today.

Yeah.

You would figure out, you know, put yourself in the pressure, you'll make this shit happen. Here's the other alternate case. It pushes you. Yeah, it pushes you to do it. But let's say you, You get, somebody asks you for the thing and you don't have it.

Don't clarify it.

Well, you make it, but let's just say you don't do it 'cause you get busy. Did you know that Instagram doesn't show up to your house and, "Hey, I just wanna let you know, you didn't provide the lead bank, the resource to the people that come." Nobody cares, nobody even follows up with you. How many leads never get called back? So I'm not saying to do that.

They don't even care, the trolls, they're trolling you.

They don't even know, they won't say anything. But I wouldn't worry about it, like to the point of like, You know how many times you drop the ball on stuff? And it's just leads, you know? So it's not gonna like hurt you. And you could say, hey guys, sorry, the post I made yesterday was supposed to fire off and it didn't, but I'll get you on the next one. Nobody even cares. It's our job to follow up. It's not their job.

I have content made and sent it to my agents and asked them if they will share it.

And they don't.

And they won't share it. Well, fire them.

Why?

Oh, trust me.

No, no, you can't. Here's the problem. Here's the problem. You don't wanna ask them. Hey, let me tell you, somebody came, me and Pablo, Pablo and I were in Dallas and I took about, how many selfies did we take with people?

Too many.

Like 40, I'm not joking, I'm not trying to be Mr. Ego, like literally 30, 40 selfies. Hey, can I take a picture, can I take a picture? And then I'm like, tag me so we can, I think 3 or 4 of them posted it.

It's crazy.

But they're super self-conscious. So here's how I solved that, was like next event we brought our photographer and when Scott comes like, hey, let's take a photo, I'm like, hey, let me have my guy take it. And he'll make you look good, you know? But some of the agents are probably worried more about how they look than their business, unfortunately. And so we could say fire these people, but you can't. So what you have to do is how can we help you look, feel more confident and look better on camera so you'll actually post it? So you could have literally class on looking your best on camera.

She's our social media person for the office.

We've all done it. I'm thinking.

I think she should start doing a weekly series here in the office about getting better on Instagram or helping people.

But let's just be honest.

2 hours a day, work on it.

I'm the guy who'll say just post the shit, just post it. But I've had a picture or I've been in a video and I'm like, dude, I look like a slob in that video. My posture is like this and my stomach's hanging. You're like, dude, I'm not posting it. So we all do it. Like we all want to look the best on camera. It's just like, let's not like sugarcoat it.

But I think something is better than nothing.

Nothing.

It is, but some people feel like it's worse if they think they look bad. So we just have to help them look better, that's all. So just be like, okay, we're going to host a session on how to look your best on camera. We're going to wipe the lens, we're going to talk about lighting, we're going to talk about dumb stuff like that. Oh, the other thing is—

I was like, I paid $6,000 to come listen to clean my lens off and turn the camera around. I was like, that was the first time I ever heard it. And then the next thing out of his mouth, I'm sitting there, they're like, "Yeah, we don't record the videos all in one take." I was like, "What do you mean?" He's like, "We do one line at a time." And I was like, "Oh my gosh, this was worth it." Then you cut the— And then we go home.

Yeah, yeah.

Right?

I was like, "I can't believe I didn't know that." But yeah, so would you, but just think about how you could also explain to these people, and everybody here should know that the, on a scale of 1 to 10, the 6 or 7 is actually gonna get you more business because it's real. So you don't wanna get to the point where you're getting so perfect that everything looks like an ad. It's so perfect. It looks like TV because that's the opposite of what we're trying to go for.

I like hearing that.

Yeah. So you got to be a little bit like edgy. Maybe you don't look perfect. That's actually a good thing.

I do interviews when I'm in my hotel bed in my pajamas. I took a selfie yesterday and I said, I can't believe it's 8 in the morning and I can't get an association to send me their CC&R so I can close this loan. I had 62 people say, I have those PJs, you look super cute.

Right.

Where are your kids?

And where did you get your kids? But you know what, this is just a great thing you brought up, which is these people are talking about something personal that you shared, and don't forget that small talk leads to big talk. So someone's like, hey, where'd you get the pajamas? 3 weeks later, hey, what about the rates? What's going on with this? 'Cause the door's open, the conversation started.

Yeah, it's been a pair of social relationships. Yeah. Pair of social relationships. Yeah.

Can you talk a little bit about like when you have—

Bro, we have to bounce in a few minutes, but—

Can you just talk about doing things that don't necessarily have to do around our work? I remember when you were doing the Contraband stuff. Matt has something going on with his HOA association right now and I said keep filming it. Like Chronicles of the HOA. I said I'm already tuning in and watching right to see what you're doing. Can you talk a little bit about what are some things that you should— Personal series?

Yeah, so you can have some recurring theme similar to a format. So I have this recurring theme where I'm trying to stay away from pastries and shit.

You know what I'm talking about?

You guys talk about it with sugar. Yeah, contraband. Yeah, so I say anytime somebody brings donuts, especially during the holidays, they bring like platters. So I call it contraband. So then I'll— and I have a song associated with contraband. So anytime I see it, it's like, it's just a song that's like done like doom and gloom. And somebody brought in the contraband. And so I just do this and they're like, don't do it, don't eat it. So here's the crazy part is someone will come to our event, they'll travel across the country and they'll be like, Neel, I brought you some contraband. But they don't come up to me like, hey Neel, I love the video you made on the STRs.

Yeah.

The conversation starter is something outside of business. So people, you say, hey, why do people refer you business? Probably because they know you're going to do a good job, but also because they like you. Just think about like, they like and trust. So we're skipping the like part if you never share anything personal. So when you are in bed just sharing whatever you're doing, People are like, "Dude, I connect with her, she's cool." Like, that's my kind of people. That's what you want people to say when they're watching your stuff. Something about that person, I just connect with them. Pages where we share it. Yeah, so I would—

Pages where we get it done.

But one last thing on that is you should also put some of these personal things in the feed. That's my big thing.

Yeah.

So yesterday I had a— I'll just give you this example before we go. I was getting off a plane in, where was I, in Vegas. So I spoke at 2 places like I'm doing this week, got off the plane, got out of the jet, went to the car, Uber, and then I noticed my backpack was feeling light. I was like, you know what, I left my MacBook Pro in the seat on the Southwest. Oh no. So I said, shit, I'm gonna run back. I run back in the thing, go to the desk, they're like, dude, the plane's gone, but you can fill out this form and we'll get back to you. And I'm like, this is probably gone. It's like a $4,000 laptop. So I'm like walking back to the Uber, like kinda disheveled, like this sucks, I just lost 4K, whatever. So I just pull out the phone and I go, guys, I just left my laptop on a plane, MacBook Pro, on a plane. Has anybody ever done this? I feel like such an idiot right now. And that would normally be a story you would say.

Right.

I did it in the feed. 300 people in the feed, business partners, past clients, future partners, future business, and they're all commenting, hey, I know somebody there, which airline, I can help you. By the way, everybody posted what they left on the plane. Did y'all know people have left their children on a plane?

Oh my God.

Bro, I was shocked.

Not an AirPod, your child.

No, literally. Someone like, I lost an iPad, this and that. Somebody's like, dude, I left my kid on a plane. You're good. And I was like, oh shit, I guess I am. I'm doing all right. I'm doing, I'm gonna be all right, you know? And so they're commenting this. So literally 2 weeks later, I'm at the, Lifetime Fitness in Summerlin, which is a part of Vegas. And somebody comes in and they're like, tap me on the shoulder, "Hey, did you ever get your laptop back, bro?" You're kidding. And I'm like, no joke, I wish we could've filmed it. And I was like thinking to myself, again, you never talked about any of the thousands of videos I've made, but you came about this one. Still to this day, like if I post I'm on a plane, "Hey, don't forget your laptop." So the reason why is because stories, there's a stat on this. By the way, I think 73% of stats are made up on the spot, but, This is a real stat. This is a real stat. Somebody said it's somewhere in the 60s. I think it's like 65% of content is remembered, like it has a higher chance of being remembered if it's related to a story versus if you just give people facts. So what's the story of like that you could tell? And if you've made a mistake, this is what I learned, if you've made a mistake and you talk about it, that has even more connection with the audience.

Yeah.

So I would just challenge everyone here from a personal content, 'cause you brought up 80/20, for that 20% of personal content, you should post a video in the feed, not just in stories, about a mistake you've made. It could be—

Oh boy.

Hey, and it doesn't have to be like super crazy, but let's talk about, hey, you know what? Here's a mistake I made when I first got in this business. I was doing this, but then I figured it out. You know, here's a mistake I made early on with money. You know, here's a mistake I made that actually led me to get on welfare. Like, no joke. I'm not trying to get sympathy from you guys, but I literally was this dumb with money that this is what happened. Since that time, I've done X, Y, and Z. You can flip it to positive. You don't have to stay in the negative.

I literally had a journalist reach out to me last week for a story. He said, what's the worst thing, mistake you've ever made in real estate, and how did you overcome it? I'm like, I'm not gonna tell you that.

That would be your best piece of content, Scott.

I know, but I thought I left the door, window open. But you—

But Rich can share the story of his book about that.

Yeah, but think about walking down the street and like selfie style to your camera, back lens if you can, and you're like, man, I made a terrible mistake, guys. When I first got in this business, like just the fact that you start the video with I made a terrible mistake, I'm probably watching. People love Jerry Springer, you know, they wanna watch the shit. They want the tea. Yeah.

Is it still, even with the new phones, the back camera still better than the front camera?

Oh yeah, it's way better. This is insane.

Even the new ones?

Oh yeah, the selfie camera is great, by the way, on the new phones. It's fine.

Would you like HD 30?

Uh, yeah, HD 30, because if you use 4K, it's going to take, uh, more space on your phone, and it gets compressed when you post it on social anyway.

You shoot on negative exposure a little bit?

Yeah, if you're shooting in the office, but for this stuff outside, you just You can just do it. Yeah.

Do you not keep it on the box?

Well, 4K is good, 60 frames if you're shooting action, but 4K, if you're giving it to an editor, they need the 4K file to work with.

Yeah, that's it.

But do you do the 80 or 30 frames per second first?

Yeah. When you go to video?

So I go video and 0.5.

Right.

And then now, do you guys see me in the lens here? It looks pretty good. So the only difference is when you're doing the 0.5 is instead of holding it at eye level like you would for the selfie cam, just go down a bit.

Go down.

Because otherwise there's going to be a ton of space above your head because it's the wide angle. Come down a bit, put it at your chin instead of up here.

Kill the space.

Yeah. And so you would just walk like this. So literally just walking and being like, guys, I made a terrible mistake when I first got in real estate and just talk to this and just keep walking. Like if there's stuff going around on you, like we could just shoot it. We'll just test this video like that. The cool thing about doing like this is it allows you to move around and show things like, hey, I'm going to show this and do this. So now when we're looking at this—

You can't do that on Android.

So I'm showing you, talking, and then I'm walking, talking, but there's stuff happening, there's stuff going on. And so it just gives you an edge against the competition. Is this helpful for you guys? Yes, thank you. Yeah, thank you. Yeah, thanks for being here, guys. Hopefully we can— Keep the conversation going. You guys can DM me anytime. Me and Cap are gonna do something like this here. We just wanted— literally last night on like a plane at 9 o'clock at night, Cap's like, hey, let's meet up. So I was like, cool, whoever shows up would be cool. But there was no notice. Yeah, let's do a good picture. Yeah, let's go, let's make some content.

I'm gonna tag you and be like, Neel, yeah, don't forget the girl. You're on the pink hat from Miami. I won't.

You know why I won't forget you? 'Cause you told a story today.

Yeah, you did.

I'll remember you.

Make sure to come to Forward. You guys miss out.

Yeah, you gotta be there.