 Hi, D. Hey, good morning. David. How's it going? Oh, it's going it's going well. How are you? I'm doing, okay Going through some bizarre counter offers And that I'm doing good. How'd the appointment go yesterday? That's what you signed up for Absolutely. I did man In short, it's rather entertaining, you know, right? You know, you kind of you kind of understand what deals fall apart and it's not so much as because the buyer and seller can't agree A lot of times the realtors have a lot of ego really really Yeah, so it's just really bizarre man Man, so that's what you deal with on your side, huh? Yeah. Yeah, it's crazy. I mean just just a prime example I mean we came in extremely strong On an offer about 20 000 over asking You would assume I wouldn't get a counter but I did and they countered for my buyer to put down more earnest money um Like almost one and a half percent of the of the sales price um, and then they asked for For the buyer to change their own choice of title company and the buyer has The choice, you know of their own preferred title company in Oklahoma. So it's just it's just weird man See it was all those little things man All those little things When you're in the middle of a deal when you're at the end of the deal and you're and you're going for closing like It's like it's all those little things that pushed me out of the business Yeah, yeah, I'm telling you on the mortgage side, you know, especially because I I did mortgages for six years and it's like man That's what pushed me out of mortgages Yeah, like it was all those little things But god bless you you obviously you can you're stronger than me you can deal with that stuff Hey, there's uh, you know, there's there's uh, what can I say a hunger inside of me? Yes Just just kind of some things that that weren't um Ideal, you know and in my life so to speak and I think I'm just trying to be overcome trying to distance myself from From that past as far as I can and just create a different, you know future Yes, and I think that kind of keeps me keep me, you know my focus and my purpose intact Otherwise, I think if I would get caught into, you know, the people I engage with I probably would say, you know screw this But right yeah, yeah, you know, there's there's a purpose bigger than Oh, yeah, I come across so I hang in there Good god bless you man and in real estate is obviously The great I mean one of the greatest vehicles we can we could definitely say it's the greatest But it's definitely one of the greatest vehicles and then and then you're with you're with a great company too As far as like just that whole team environment and that leadership environment, you know that that whole exp I don't know if I ever if I were told you but I had like over here on my personal page I had I had well, I've I've had so many exp clients But I had this one client who really really just she just I mean she went the extra mile for me She literally flew me out. She said David. You did such a great job with me. I want you to meet everyone on my team And she flew me out. I have I have pictures over here This is um Let me show you It was I think it was in 20. It was january 2018. Let me it's it's this one here. So it's it's this conference right here Oh, I see you. Yep. Let me show you this is um, this is lori. She's right here to to my left That's me in the blue shirt, but that's her to the left And yeah, this was 2019. So january 2019 She I we crushed it all of we crushed it all of 2018 and then and then and then in around I would say maybe november or december She hit me up and she said david i'm putting on a on an event for like 500 of my exp friends And it's going to be in houston and it's january 2019. She's i'ma pay for your flight. I'ma pay for your hotel She's i'ma pay for the ticket. She's all want you to come out here I want you to meet all of my exp And I want you to just do your thing And i'm like damn, okay, i'm like I'm like and I was just like my jaw just hit the ground because I'm like dang She kind of doesn't even really know me but at the same time We crushed it and I helped her, you know with her business and And she was just that that grateful type of person and she's like david she's all mean thing I'm gonna fly you out. Don't even worry about it. I want you to network with all these people and just see what you can do And I'm like dang so so this was this was all exp this whole conference room There was like probably there was like probably 600 600 people And they were all exp it was that that group and it was this group right here all exp And this was this this white chick right here in the middle She was the one see this is my client right here But this is the this was her up line So so the seven the six the five 600 people that were in that room were all in this chicks downline right here Yeah, so she had so this this chick right here. I forgot her name I forgot her name But but she yeah, that was her whole downline and she crushes it She crushes it and then this this asian dude right here tom He has a huge downline as well And and and so I met him and he crushes it and and these people right here came from kw And and they're they're just crushing it in exp now, but it was that picture and then it was this one over here Um, let me go back to it real quick. It was this picture right here This dude right here He's not in exp, but he he's he's like a coach of a bunch of people in exp He's just this crazy real estate coach ton ton tony jerry And so I just I just got in and and just I just I just soaked it up It was a it was a weekend event And and just leadership and and this dude right here this dude. I don't know if you know this guy right here in the middle um He what the heck his name is um, um, um Man, he had one of he had one of the original exp presentation videos that actually went viral on youtube gene gene His name's gene Damn, what the hell is his name? It was it was gene douglas gene douglas Gene douglas his name is gene douglas this dude right here d He has like this was in 2019 and at that time He had about that was january 2019 at that time he had about He had about he had about 5 000 agents in his downline And so now today a year later. He's probably at like 10 000 agents in his downline So this guy he came over to exp. I think I think I think five years ago And and just has thousands of people in his downline like this dude crushes it Like crushes it like he's obviously just making overrides of everybody now I don't I don't even think yeah, and at that time and that was january 2019 He he said because he did you know, he he he had a speech or whatever He said he hadn't closed a cell himself. He hasn't done a cell in about two years Oh, yeah Passive income all that passive income. He was like literally in in the five figures He was in the high five figures a day in passive income Yeah So so that was my exp That was my first exp encounter and my first exp experience And and I went out there because I come from network marketing like my whole background I I spent many years in in network marketing direct cells So I knew the concept But I never knew it was and I never knew keller. Williams had that concept either I never knew that when I did mortgages I never knew that like because I prior to mortgages I was into network marketing and building teams and building downlines and all that And I didn't even know keller. Williams was like that until I came over to exp to this event And i'm like dang you guys are building it this way And and and these were all people that had huge downlines and i'm like damn that's that's pretty big I didn't know any real estate company operated that way Yeah That that was that was a crazy experience and that's why every time I see someone with exp and like dang you got to You got to keep going like keep going. Don't give up Yeah, I should I should appreciate that confirmation. You know, it's really funny because you know, you you talk about keller. Williams which is where I came from I came to exp And um, you know, it's funny how people that are just in infatuated with keller. Williams, you know, and uh, and don't get me wrong I mean, I think their culture is amazing I have nothing bad to say about that company. I mean it developed me as an agent when I came from century 21 Um, I had just been recruited. You know, they just kind of go after, you know new licensees that that that come up, you know as Um, you know passing the exam through orrick. Yeah, so they kind of reel you in that way You don't really know how to you know, um Interview you don't really know what questions to ask and all you know Is that it takes a broker for you to operate in the business Which don't really know what to look for as far as whether or not that's going to be a good outfit for you when you're in your Goals in the business. So anyway, long story short when I was with century 21, I mean, I was felling visorably And the only thing my my broker would say to me is gosh, you sure are cute and I thought well, I'm selling homes not, you know I'm not selling anything else So I'm not able to to convey value or position myself as a better agent. It doesn't matter how good I look You know, so it kind of pissed me off. But anyway, um Happened to have gotten the right co-op sale and this guy named Abby Matthews was like Dureka There is just something powerful about you again. I was a short sell specialist at the time So my knowledge in that field was just mind blowing. He said come talk to to my guy here At kf you and I didn't know, you know, he's really recruited me when I went in the office The um The the broker looked at me at the time. He said, you know what Dureka? I know why you're here. You're broke You're struggling And you're trying to figure out how to make it make it in this business and I say yes, sir He said one of your goals. I said I want to be a millionaire And um, he gave me gary keller's book. He said well, here's your here's your blueprint Um, which one was it? Was it the focus on one thing or what was it called? What's it called? Is it like one thing or something like that? Uh, I think it's a millionaire real estate agent. Is it on okay? I think that was his very first book I want to say that he wrote I think he's revised it since then but um Kind of kind of gives you the full blueprint of you know Basically, you know what it takes to to to build not only a business. I mean, no Let me let me address how to be productive and then how to build a business within a business And I had never heard of that concept. So kw encourages you to build a team, you know, um And so with that that just kind of evolved, um But I long so we're short. Yeah kw has that model, but they only pay you Um in your downline if you I mean if they make a profit. Yeah. Yeah. Yeah. Yeah, that was the biggest difference, right? It was That's the only difference. Mm-hmm because it is the same model revenue. Yeah Yeah And it's like damn who it's like, okay. How how do I really know that's your profit? You know, I mean like you could exactly like totally fudge those numbers. You know, I mean, oh exactly I mean and then when you look at the tier of everyone you have to pay and and you know In order to see whether or not there's a profit made, you know, it's uh, it's I'm telling you just It doesn't really compensate the agent. So exp in my opinion changed the whole agent compensation model Entirely and they're able to give more off the top because we don't have overhead. We're not a brick and mortar So we don't have all of that overhead. Yeah. Yeah. Yeah. Um, so that's kind of the game changer I mean, I only have one person in my downline If I had to she went to business, but um anyway Just that one guy who does a part time He he has a full-time job. He's in the old he's in the old industry But I've already made almost four hundred dollars off of him and he's only closed two deals I mean, it's not a lot. I mean How I paid cable 21,000 a year for six years and uh, the only thing I got back was was my anniversary day to start over again Wow Wow, see and and when I get those little overrides, I get fired up, man I guess I don't care if it was 40 bucks. Like I get fired up like Hey, I didn't have to do anything generate A single phone call didn't have a single door. Yep Get in my car once and and I'm being compensated just for helping build out the company that I share ownership in. Yep It's just I mean, it's a game changer and when the big We we're recruiting teams. I mean, I'm we're seeing You know people close their entire brokerage and come over to exp like Michael Reese and um Jay kinder. I was under their coaching for some time. They were in a EA They know them those they're big time. But anyway, I mean they they were brokers. I mean and they But once you see it and you really see it and depending on your mindset, you can't unsee it It's just like you almost just can't believe it And I'm like, man, I don't want to be still unlocking doors when I'm six through 70 years old man I you know, I'm building my retirement at the same time that I'm also doing what I normally do I'm closing transactions five percent of my of my commission automatically buys stock at a discounted price Um, plus every time my downline closes. I I'm incentivized on that Um, I'm also incentivized when my something in my downline closes Um, I I don't pay as much in in um Broker fee. I was paying k w 21 000 to cap exp only requires 16 000. So that was a five thousand dollar raise right off the bat Um, it's just that part to me. I mean, I'm a raven fan and when people talk about don't recruit me I'm like, hey, I'm not I'm not trying to recruit you man I'm trying to expose you to something that can change your life and all of that Benefit you and your family for the long term. We can barely save the taxes So, you know, what are the chances that you're actually saving for your retirement as you write? No, a salesperson in real estate today So it's just man. In my opinion. I mean it was it was life-changing Told you like Take advantage of everything. Yeah What's that cap? Like can you explain that cap? What does that what does that mean? Yeah cap means um, basically, you know, every broker, you know, is they benefit from each each transaction that you Yeah, for sure. Okay. And so, um Out of that percentage The company requires that you pay up to You know, um a cap amount per year or per deal Per year per year. Uh-huh in order to um get a hundred percent commission. So that's the goal Hmm. Okay. Okay. Okay. So then you hit your cap So if I if I ran out and I and I and I closed, you know Shit if I closed a ton of deals in one month and met that cap I'm getting 100 commission for the next 11 months. Absolutely. You just nailed it. Gotcha. Gotcha Man, that's man, who the hell who who pays out a hundred percent D? What brokerage pays out a hundred percent Ain't no one Kelly Williams does too. Don't get me wrong. Really? Um, yeah. Yeah, they do. I mean, but there's there's is an $18,000 Okay, let me forget. Yeah. I'm just just real short. There's is an $18,000 cap The other three thousand is your franchise. So you're paying towards your your franchise At the same time Um, and once you cap, you know, what once that equals out to 21,000 then you're a hundred percent for the rest of your anniversary day I mean the rest of your anniversary year Gotcha Okay, okay Well, you better be hitting your caps D Man, tell me about it, you know, and it's so because I was I was a capping agent every year except my first year We were Kelly Williams. Like I went to Kelly Williams in 20 in 2011 I left in 2018 my first year because of when I came in I didn't I didn't quite cap but from 2012 through 2018 I capped every year Um, since I came over exp I have not capped yet, which is crazy Um, but to you know attribute to why you know, there's such a vast difference between my productivity making the switch Is because I stepped out of my brand um I specialized in distress sales and um have been encouraged by my coach to Cut it entirely completely don't do that anymore D Um, if you want to be a top producer if you want to be a top performer You need to get acquainted with the phone to need to start cool calls on the set and appointments Well, it wasn't my strong suit and so um, and I don't really like doing it Mm-hmm. Mm-hmm. So anyway with that being said that kind of reduced me back to more competition See when I was doing short sales, no one was fighting me to be an expert in that field, right? Yeah, okay I mean you're talking two months to two Two to six months to close it one deal So no one really bought me for that. Yeah, when you come back and you're saying, okay I'm just going to be the agent who's going to show up to that same expired and same fizzball or same property owner And try to convert that lead into business now. You're competing with 5 000 agents trying to Identify yourself as You know unique, you know, yeah, that's my what's my proposition here. Yeah Over, you know agent b and so um It just it just kind of stripped me down to to to you know, the foundation all over again to say, okay Well in order to rebuild this consumer base, you know, what's your message? And and I've been battling trying to figure out what that is um, and how to offer the same level of value and passion because To me, I have to I'm better when I can um be doing something where I feel like I'm being reported by the lives I'm changing And that's why short sales work for me because these people were looking their homes They they had lost hope and they didn't know what to do in that situation. I knew that process Well, I'm like, okay, it's just a buyer seller. I mean, what do I do? How do I make them feel? You know, um That I'm a genuine good hearted person. So I had to figure out how to convey a different message um And so anyway, that's that's kind of long long just of that but um See and isn't isn't the market about to experience all that in this next You know 12 months 12 to 24 month period isn't I mean isn't should about to hit the fan as far as foreclosures and and and and short sales I mean, aren't I I mean, I follow a couple top top people in real estate and and and one dude was talking about how how 2021 Will be a huge year where people just lose their ass as far as their mortgage, you know, as far as All this unemployment it's gonna it's gonna bleed over, you know And people are gonna be kind of, you know losing losing their behind as far as the mortgages Is that projected? I mean is that what you're you're you're positioning yourself for because I mean that That's where all that past experience may may come into play, right for you Yeah, it is and and and I and I believe, you know, I'll help with that study. They're absolutely correct because The misconception about short sales of that it was only a result of you know, subprime lending and adjustable rate mortgages in in 2008 Um, and I said no, I mean true. That was the culprit at that time, you know But the reality was that people were being affected financially And all short steps short sales are in order to qualify at least it's just a hardship So what do you think is going to happen to 26 million americans who are now unemployed and then mind you? um the the the States are tanking as far as you know funds. They can't even keep up. I mean it was nice if they gave all that additional You know allocation towards unemployment But these states have never really rebuilt up their funds from the great recession of 2008 So these states are starting to deplete funds Faster than people can get back to work And so absolutely, you know, they're they're kind of putting a band-aid over what's still bleeding Because you know, trump is just kind of making it look like it's not as devastating as it is You know just to get him back through the election period But I assure you the shit's going to hit the fan They've halted kind of border closures and the fact that you can't really um You know, um pursue people for defaults. You have to give them forbearance options Landlords can't really evict. Oh, but that's only temporary I promise you was going to resume soon And because because the banks are having to still pay the investors, you know mortgages are backed by Government spot their government sponsors. So basically there's an investor that owns that mortgage So the servicers are still having to pay the investors. Although those notes are not performing At some point it's going to come time to collect Wow You know Yeah, or there's going to be another bank bailout You're going to have to bail out the banks because the banks have been funding these these loans During the time that people weren't able to make their mortgage payments So it's it's it's a it's a vicious cycle. I mean, it's the same thing different culprit is just COVID-19 But the impact is going to be I think 10 times worse I don't know it may take a while to see a declining market You know because home values will have to depreciate based on too many home selling below market But I do believe there's going to be a rising inventory for that And see this is and also I mean shit to keep it real like on the bright side This is when people become wealthy So you're either going to you're either going to really be part of that statistic that that that completely hits rock bottom Or you're going to be that statistic that actually becomes wealthy through it all And and you just held it and that's what I was telling people You would think that the market stagnates But honestly a whole different type of money it comes into the market during that time And and a whole and 1000 percent a whole different mindset It does and you know what crazy exp just ruled out express offers At the perfect freaking time What's that what express offers? Okay now zillow Open pad. I mean what is the open house open? I forget the open door. Yeah, your open door. Yeah, um What's another one? Um house pads. Anyway, there's there's three big big big top ones So basically what they're doing is they're offering cash no terms offers to sellers um Basically as a secondary secondary option from not going the traditional selling route Um And so we're able to offer that same that same program. So we have institutional buyers Um that we can submit off-market deals to say, hey, you know, I just ran into jando, you know, they own such and such property I think this is a good return on investment We can we can put that into a platform. We have investors that are right there waiting for Wow, cash offers in 28 hours. Wow Yeah, wow, and we don't and they don't charge convenience fees or anything So that's our competitive edge against zillow and open door and house pads is that we don't charge that convenience fee um But yeah, we can offer that um express offer thing, you know, we can cash out You know on on on a property owner's home without having to go the traditional selling route And that's just another vehicle is that is that like How is that not like a normal type of strategy for most brokers like what the hell like that seems so damn like Like why is it barely 2020 when people are rolling something out like that? I don't know, you know, it's funny because um I I think they're trying to get on the bandwagon. I mean truly. We're not the only we're not the exclusive to that to that idea But we have again, you know, um when stanford, he's just he's just a genius. He's such a poor thinker And uh, you know, he found out a way to basically make it better than what's on the open market But I mean, it's just people that just get relaxed into the day-to-day, you know, they're not keep relevant They're not really seeing where the consumer is going. Um, because i'm telling you all this, you know, um online option that people have to To make purchases. You've got to find a way to stay engaged and stay relevant And stay ahead of the curve and so I think for this this is just that's just a game changer I mean most people will probably still go the traditional route because you got to know their investors are not going to offer You know fair market value. It's going to be a reduced price um, but you know again Think think think of the market that we're able to serve, you know um Here's here's the deal and here's where here's where the the perfect transition Is when we go into what we're here to really talk about With all that being said That message, right You're focused on your area With all that being said Most agents are going to come over here to social media and just spray it And and and what i'm telling you is that as I mentioned before 99 of the 1300 friends don't live in the area Right and and and 99 of the people who like your business page Don't live in the area 99 of the people who follow us on instagram linkedin twitter Don't live in the area So as an entrepreneur, we have this powerful powerful message. We come to social media. We post it everywhere Crossing our fingers praying that someone hits us up And it's like damn like that's how we're building our business like really Like how like that makes no sense to me. So so so or if it's not that Then you're gonna have to physically Tie tie them shoelaces and go hit the streets and go get that message out Like how else are you gonna do it like like and that and that's where old school marketing comes into play We're door knocking and we're cold calling. We're sending out direct mail If if you have any kind of money at all you're maybe putting your face on a billboard or a bus bench Maybe you're doing a little local radio advertisement. You're trying to network with a couple people on the local news channel It's like damn all that stuff is old school all that stuff is expensive And and and that's where we try to put our message And and and so i'm gonna obviously sound bias about what i'm about to say But it is what it is with that same simple message you put yourself on video like you did And you run that 24 hours a day on a facebook ad targeting that local area There ain't nothing that compares there ain't nothing there ain't nothing you can't compare that to anything in in in marketing And so i'm either gonna have to be that that salesperson which i am i'll get dirty i'll roll up my sleeves with you I I you know i'll grind But that sells i like marketing where i can put my message out like i'm a fisherman I want to put that fishing pull out. I want to have that lure. I want to have that bait And i want to just put multiple fishing pulls out and have the fish come to me that's marketing So when I can take my message via video And I can post it on a platform that's actually going to target my local area And whether it's local or whether it's nationwide it doesn't matter It's the fact that I can target so if I could take a message a video and that's me on video It ain't no flyer and you know pretty headshot. No, that's me on video You're seeing my whole flaw and that's what social means. That's why that's why social media is so powerful because people Attract to people like we don't we're not attracted to corporate brands or your junk mail I'm attracted to people human nature humans. We we are attracted to people That's why we're so glued on to social media because as we scroll through social media I'm looking at people just like me Yeah, yeah people are trying to front people are trying to you know trying to try to look their best I get it. But at the same time, these are people that are just like me And and and and when I see people that look just like me I'm attracted to them like attracts like And so when we could take our message via video and target a specific area and I can have that damn thing play 24-7 while I'm sleeping And my message is just is just is just pounding pounding pounding and every week I come with something new And I'm just educating educating educating because I got all this knowledge I got all this I got I got a message When I could put it out And target a specific area via video And it ain't gonna cost me no more than a couple bucks Like like I'm telling you D if I took you out to lunch I told you this last time if I took you out to lunch I'm gonna spend more at lunch than I would spend getting my video message out to my local area for the entire week I'm keeping it real because I'm probably gonna order you a couple drinks I'm gonna order me a couple drinks. We're gonna get some appetizers. We're gonna have a good little meal I'm gonna spend more on that and we're talking lunch. I ain't even talking dinner I'm gonna spend more at lunch with you than I would spend to run my video message targeting my local area for the entire week Like so so we're not talking thousands of dollars like we're talking literally lunch money Like that Starbucks money that lunch money that money we're spending at that on some random stuff Like that becomes our marketing money like that becomes specifically our facebook ad money We need it. We need to allocate And we need we need to cut these random expenses and go all in with facebook video marketing like it's just I mean As biased as it sounds it's it's it's it's as real as it is as far as where we're at with marketing and where we're at with 2020 And and and and the fact that that you could put your fishing poles out there and attract people Versus you having a grind and go after the people And and that's what you're used to you're used to hustling grinding. I'm used to hustling grinding I ain't got I ain't man. I don't want to do that no more Shit like if I could just put some some some some fishing poles out That's why I always love marketing because I understood that now I come from cells and marketing So I was always at hustler, but at the same time I love marketing. I want to put a good message out and find them people to come to me And that's what that's what marketing allows allows you to do is put that message out and get people to come to you And and that's what this is all about, you know, you got all these big things that are happening You got it. You got to educate the people somehow some way. How are you going to do it? How are we going to do it where we could touch the masses not one by one? I want one to a ton Like like I ain't got the time to go one on one. I need to get my message to the masses fast And that's video marketing whether it's facebook marketing whether it's instagram marketing whether it's youtube marketing But first you start with facebook facebook advertising and and you just you just take that message and and get thousands of people to see it quick That's what it's all about and and and out of the thousands of people there's gonna be a handful of people that hit you up Yeah, that's just that's just the law of averages If I get this message in front of a handful of people there's gonna be x-mount that hit me up And and if I can do that where I automate the damn thing Where I can do that when I when I can do that and I can put that message out and still have a family life And still have a freaking life Right not having to grind all the freaking time it because damn I mean We got we got to play smart. We got to play smart You know and and that's just where I see you you got the ability to put out that video as uncomfortable as you may think You are you're not like kill it I I saw that video that you put up the other day. It's like man. There ain't nothing more to it That's all you got to do and if you can if you can just continue to educate the people Oklahoma City we're coming from we're coming from we're coming from like they're gonna know who you are And what's so crazy is that after a few videos after after After three four five videos and and I'm talking about dropping a video every single week After a few weeks Because of the power of what I'm saying video marketing targeting a local area After a few weeks, let's just call it. Let's let's call it. Let's call it. Let's call it four weeks after a full month Of just blasting a new video every week to a specific area Before you know it You'll be walking down to the grocery store and people are gonna start recognizing you You're gonna be like damn. I saw you in my news feed They ain't friends with you. They don't like your business page. They just keep seeing you in their news feed Because we're targeting them And and and and then you end up becoming this local celebrity Which is which is a good thing when it when you know when it comes to this business I need I need everyone to know who we are Right and and that that's the power of a simple video man. It's it's it's crazy. It blows my mind. It blows my mind And I've been I've been preaching this since 2016 to real estate agents Maybe maybe maybe just a handful have really caught on because everyone's still getting pitched by their broker to do something offline or something random Or not everyone's even consistent with closing deals and not everyone even has a budget So I I understand that too, but it's like damn step your game up And I tell my my whole thing now we're talking to you guys I'm like if you have to go get a part-time job If you have to have a garage sell every weekend If you have to have some type of hustle to go get a couple hundred a month to have your facebook ads go out You have to do that. That's literally part of my presentation every single day when i'm speaking to you guys Because because I understand if we enclose nest girls every month. Okay, damn the money ain't there You right something part time Let's start a little little online business. Let's do something Where we can free up a couple hundred and it ain't even to pay me it ain't to pay me. It's it's for your budget I'm gonna teach you how to do this I'm talking about in in in terms of of you being able to forge your own facebook ad for you to do it Because because I truly believe it ain't that hard like if I teach someone it ain't that hard to learn this stuff It ain't that hard at all um And so I'm just saying man if if if if we got to just have a little part-time hustle So I can so I can run facebook ads to build my real estate business Then we're gonna have to do that that and that's what I tell agents now Because it's that important it's that important because if it's not that we're going to continue to spray stuff all over social media when Ain't no one caring Yeah And so that that's why we have to target that market you have there's there's so much information We have to educate the people and that becomes our video marketing is education All this stuff we're educating those are your videos three to four minute videos on pure education The process of selling the process of buying Forbearance foreclosure short sells whatever the hell you want to talk about that I want you to look at this as d's weekly tv show I like that. That's what this is. That's what this is people are going to be tuning in every single week And and and and and because we're targeting them They're going to just see us see a new video every week And and and and when people when you're when you're when you're approaching the audience From an educational Content point of view because every agent is out there pitching every salesman is pitching The heck we're just real estate agents every salesman wants to pitch Right, right. It's like And and on social media it could it can it could be a negative thing So rather than approaching you rather than rather than approaching the market and pitching everybody I'm going to educate everybody I'm a i'm a i'ma put more education out there than than any competition that that I have to worry about And i'm going to make people fall in love with me Because i'm educating them You know and and that's what happens is that because you approach it from an educational content Strategy you put out a new educational piece every week And before you know it people see you again. They see you again. They see you again. Oh damn now. She's talking about selling Okay, let me see what she talking about And and and these are people that live five miles away from you These are people that are your neighbors like literally literally like you don't even know These are people you're that are your neighbors because we're targeting And so and so before you know it what what psychologically from a psychological point of view what happens Is after a person sees x amount of videos and that's just that's just advertising 101 A person has to see your message six to eight times Before that before something really clicks Right and that's what happens with video marketing with video the reason one reason why video quote-unquote video One reason why video is so powerful is because after an individual sees multiple videos from an from an actual from a person They become indoctrinated They become indoctrinated without even knowing they become they psychologically Without them even knowing because they've now seen multiple videos from an individual They automatically think that they know you They automatically think and this is psychological. This is science They automatically think that they like you they automatically think that they know you and now because you keep bringing Education they feel that they can trust you Those three things they become indoctrinated because they think that they know you now They think that they like you now and they think that they can trust you now Because your approach was video and because your approach was education And and and and and when we can just put one video out let that bad boy run for the entire week Put another video out let that one run for the entire week put another as if it was going out of style We're putting out a new video every Friday every Friday. We got we got D's tv show coming on every Friday And and that goes out to thousands of people that live next door to me How am I not going to put a few bucks towards that like what like what am I going to do post over here and let David in california see it when he ain't even in the market I don't know you may be relocating in the next five What you can do hold your breath until me and my wife want to want to move out like i'm calling okay d i'm coming Okay, see when's that going to happen exactly right? Just setting money on fire you setting money on fire time money energy and and i see it by the thousands You know i'm telling you over here on my page d that's five thousand friends The only one who's not an agent is my wife Like i am not playing this a public list and it's been that way since 2016 i'll lose a few friends I'll request more agents i'll unfriend a few people that i ain't going to do business with I'll request i'll request more agents every single one four nine nine nine Is an agent i see it by the thousands i see what everyone's doing And that's why i'm on a mission i'm like damn okay We got if we got to go get a part-time job to afford what i'm talking about You're gonna have to go do that And and and we ain't talking a lot of money. We're talking lunch money You know because i see it by the thousands so many people wasting their time put people putting out great content People putting out great video when everyone's afraid of the camera People are actually out there like d and says you know what the hell with it i'm gonna do it But it's like damn when i see that video i'm like shit she got out of her out of her comfort zone She actually did it but damn 99 of people seeing ain't ain't ain't in the area so the 125 people who viewed it they don't care Yeah, so it's my personal mission To get a hold of these people and be like damn, let me just show you a better way Like let's target that video Let's get it to your local audience because there's some power in that video But unfortunately the wrong people are seeing it Yeah, I mean so Your time is now Nuggets in there. I mean it's it's just profound. You know one thing I just want to say Um in respect of everything you shared is you know when you're trying to figure out, you know Um, how to generate business how to close deals you get caught up into a lot of mainstream coaching Oh, of course all that ties back to like you said the older traditional selling methods of co-calling door knocking open house There's those sorts of things and um, you know the marketing aspects of things is something that Rarely gets mentioned, you know, and I'm learning that people that are really doing things at at at you know at top level They understand marketing They understand marketing and I didn't you know personally didn't come from that background So again, I'm a student. You know, I'm still learning those things and you know That was one thing that my coach used to say Mike and Jay would always say learn how to attract business not chase business And I fell in love with that with that cliche, but I didn't really know how to Attract that business now when I was doing short sales and it just kind of grown into its own um Concepts so to speak to where you know, it was attracting, you know, it was you know, I just you know I didn't have to do any marketing. I mean to this day if you talk to certain people They'll say, oh, yeah Dariqa. She does a lot of short sale So I have market space and people's mind just because I've done it for so long And I've closed so many deals and my signs were everywhere and that's what I did mainly As a matter of fact, if I listed the home that wasn't a short sale It would kind of frustrate me because the agents wouldn't show the home Because they thought it was the short sale and it wasn't because they thought that's all I did um, but anyway, so with that being said, I mean the marketing aspect I just Didn't know how relevant I didn't know You know that it's an intricate part of this business, you know, and if you can do marketing if you understand marketing and if you um You know do it consistent enough you will like you said see the business start generating I'm like, how do people do that where? You know things are working while they're not working. I need that lie. Yeah. Yeah. Yeah I do is I I need to record that video. I need to get it uploaded. I need to go show that home I need to write that contract, you know, but if I can set up something that is telling my story While I'm working on other things and I'm attracted to that business Yes, the money I'm spending in cold call and I can put that behind syndicating that out even more Yes, yes. Anyway, just just just wanted to say thank you because you know, you're giving me that perspective that I that I need and and um You know the time couldn't be better because again, I'm spiraling right now trying to figure it all out and um 14 years later is kind of like inexcusable that you know, you don't you don't I don't have the basic fundamentals of What it takes in order to get the business not only going But you know somewhat Fueling itself without me happen to keep my foot on the gas. Mm-hmm. Mm-hmm And that's why what you said to your point like you got you got so many other things going on It's kind of hard And and that's one reason why most don't even understand marketing because they're focused on so many other things Which which you you should be right closed like there's so many other things in your business that you need to be worried about marketing Kind of tends to get left out when it's when it's absolutely the most important But but what has me so fired up today is the fact that you have marketing you have marketing It's a one huge umbrella you have marketing But then when you narrow it in and niche it down And you look at all the little microbes within it I'm telling you Facebook advertising Yeah, so so so we could talk marketing on all types of different online platforms But i'm telling you I studied it all And right where we're at today. It's a facebook ad That that that's as easy as it gets so so one reason why i'm huge why i'm really really excited is because it's really It the the playing field is even for everyone. It's level for everyone, but it's dumb dumb down for everyone It's never been this easy It's never been this simple at all because of a facebook platform Because of the ad the way that ad is structured and how it can go out so simply like it's never been this easy um I don't and I don't expect you to really understand that part But but just from my part of just knowing all of marketing it's like damn like For a few bucks on this platform. I can take that message and share it to everyone in my local area I can't think of any other way. I can do that Like for for for the cost of lunch like there's no there's what I can't think of anything else So so when it comes to marketing and when it comes to online marketing the game is right here At least for right now and that's why i'm saying where we're at right now. And what are we may may 2020? I'm i'm i'm recommending. I'm encouraging you. I'm giving you the advice from my professional opinion Recommendation you need to you need to spend the rest of the year running facebook ads That's it the hell with everything else Now if you got other stuff going on and it's and it's netting you something and you getting some roi Okay, cool. Keep it But if you ain't getting nothing out of anything else you got going on I need you to cut it all out and we need to focus right here on dropping a new video every week for the rest of the year That's how I want you thinking and if it was some other platform i'd be telling you that If it was some other random thing i'd be telling you that but it ain't and so Either i'm going to help you do all this or or i'm going to just teach you how to do it yourself so It's kind of however you want to you want to approach it at this point I mean I can coach you through all this I have clients where I just coach them through it and and and I and I walk them through it I hold their hand and we set up a couple ads and after that they're like damn david. I got this And and they take off and and they go and do their own thing Or or or I got some clients that say you know what david i'm good at what I do You stay good at what you do and I'm going to just keep you around and you just run the damn thing yourself And as long as leads are coming in then then then we're good You know So it's totally up to you I mean it's totally up to you if you have the time if you have the patience Like we can set up coaching calls and I can just like walk you through the whole Facebook ad setup and and and just help you put together a few different ads And and and then you can take it from there um Or I even have training. I even have videos Walking you through each ad setup and so you can watch these videos on your own time. I got that too or I could just do the whole damn thing myself and and you could just do what you do you know, so Either way no matter what way we go we're starting small So i'm not here to charge an arm and a leg like we're going to start small. We're going to scale up And and and we'll take it we'll take it, you know day by day But it just it just comes out of what type of person you are, you know, I mean, do you do you want to Do you want to learn it yourself or or do you want to just delegate it? You know, um The the approach that i've taken For for far too long is No one can do it better than me. I can do it. I this I that you know, and i'm learning that unfortunately you know, um You can't find a company You know that operates on just one person. Oh, yeah, I'm going to have to become Reliable on other people to do other things within my business so that I can grow Um, honestly, I don't foresee me being able to put anything else on my plate Um, if anything in order for me to do that I need to figure out okay If you wanted your facebook ads and figure out that whole process and how to upload my own ads and you know Tweet videos and all that but I need to stop calling. Yeah, I need to stop, you know, take that. I don't know but Let's just talk about the expense of what it would cost for me to just have you do it because Again, I want to stay outside of this comfort zone and also grow to a different level And I don't think I can do that if I want to continue to self-manage every aspect of my business I just can't do it. Yeah Is 500 out of your budget to start? Um It puts me a little tight only because I've got some things that um I'm telling you if I could have got paid for contract writing over the last two weeks We'd be having a different conversation. Oh, I hear you. I hear you're meeting with our multiple offers everything I've written so far has been has been handed back to me. Um, I get it. It's in my account. I can do it Um, no, I don't want you to put your last dollar on this D Huh, I don't want you to put your last dollar on it Hopefully it's not my last dollar um What if I let's see I don't know. What if I did what if I did if I could I break it up like half now and No, I don't know No, yeah, I mean you you could do whatever you want D Like we like Again, I don't I don't want you to put your last your last It mean if you got if you got if you need to hold onto that I want you to hold on to that like we could we could I'm just glad we're talking about this. Like I'm glad I'm planting the seed I'm glad that I'm getting out of your comfort zone doing these damn videos Like that's what I'm excited about. So if we got to wait Let's wait like because I want you to come in like and I want you to come in strong Like I want I want you to come in with the mindset I want you to come in with the budget and I want I want to just crush the rest of the year And and and I want you to look at it and keep it simple and look at it. It's okay This is my facebook ad campaign And and and this dude david is going to run it for me and if if and that's the thing about this is the fact that I already know what can happen as far as lead generation Like I already know what can happen. Like I already know how to set up the damn thing I know how to run these ads in my sleep And I and I know that it doesn't take many To make all this stuff profitable like I need to bring you one extra deal a month to justify what the hell i'm about to charge you Right, right? So it's like we don't need to Crush it crush it like that's why real estate. I'm like man You guys are and and and I get everyone has expenses. I get it. I get the overhead. I get it But at the same time the profit margin It's like okay, if we spent a few hundred to make a few thousand. How does that not make sense? And it's not like that in too many different businesses like I speak to a lot of different random Businesses that sell stuff on their websites. They sell necklaces and t-shirts and hoodies and caps and the profit margin isn't there So so so they're making maybe maybe maybe maybe 10 bucks per unit Right, so they got to sell a lot of units To make it profitable Where it's like damn in real estate or maybe car sells or or something like that with a higher ticket We need to sell one Like we need to bring in one extra close escrow month To have a profit on what we're about to do and that's one you know what I mean So how long in in most cases? I mean just in your opinion and you may not even be able to answer this question um that it takes to to kind of um 48 hours two days three days Before leads really start coming in Okay, I was just trying to say you know, I guess I'd have to figure it out You know where that break even point is Um, so we'll be 500 dollars up front and one with the next cycle. I mean We just go month to month. We're just I mean we again, we'll start we'll start just month to month like we'll just So it's five it's 500 a month. Yeah Because there's a there's a lot that goes into the facebook ads I could teach you at all like I would to tell you true That's that'd be my better I would love to rather do that like just that that way you don't have to depend on anyone But there's a lot there's a lot that goes into it and that's why it's when I go that approach We have to break it up in a in a handful of phone calls Coaching calls so I can so one call we could focus on custom audiences One phone call we could focus on facebook custom conversions One phone call we can focus on installing the pixel on your landing page There's quite a few things that go on go in and then and then once all that's set up is just managing it all and making sure that the the machine is well oiled So Either either again either either someone's going to do that for you or I'm going to teach you how to do it yourself But either way, I mean even at that 500 At some point if you're like damn David, can you teach me how to do it? I'm going I'm going to just teach you how to do it as well So whether you're going to take that five and just Completely get out of my way and let me do what I do and you continue to do what you do That's one way or a two weeks in you're like damn David Let me let me learn this I'm going to teach you then So it's whatever you want to do, you know, it's it's it's whatever you want to do But I don't want you spending your last buck on it No, just like I said my thing is I'm like, um, I mean I'd like to see some things except it this week I'd like to see something pending in escrow right now. Um Get that done first and then let's talk Um And in the meantime, I want you to I want you to keep putting up these videos I want you to I want you to stick from this point on once you drop that last video and here's another thing Here's another thing. I need to mention really really quick This link needs to be your business page link. I don't there's no way to change that am I I don't know how to change that Okay, so when you go to your page, let me show you from my end Here's my personal page. I click about I go to work in education There's your exp link right there You're going to hover over to the right. You'll see options. You click edit You're going to x out exp and you're going to type in yours Oh, okay, and and you're going to see the drop down. So if I type in inspired Digital, I'll see the I'll see the drop down So make sure you see the drop down when you're typing in your name click on that And then just make sure it says public and then hit save changes Because That that yeah, that we don't want to draw no attention to the broker's link. I need I need all attention going to your page um Because I wanted to see that video earlier and I'm like damn she ain't got her link up there So I was trying to search your business page and I couldn't find it yeah but um But my point is is that When did you drop that last video you dropped? Um Let's go back to Of the 28 day challenge No, no, no not that one. Did you put up a new one? I thought you put up a new I thought you put up Put up a newer one. No, okay. You didn't okay. You didn't you know, I have it I I have one that I like I said was just just introducing myself background in real estate that sort of thing But I did not put it up that needs to go up D that needs to go up right now That needs to go up the moment we hang up and friday is the day So by next friday you need to have another video up So I want you to get in the in the in the habit of putting up these weekly videos And they go live every friday morning at 6 a.m local time So if you got to post that thursday night And schedule it to go live friday morning then do that or if you got to wake up at 5 a.m And post that video or whatever time you want. I'm just saying 6 a.m. Whatever, but if it's 9 a.m. Whatever Every friday from this point on there's a new video that goes up on on your page Now what every agent does and what any business owner does is they'll just post it and leave it there and it is what it is crickets We're going to start running ads on those But right now in the meantime, I just want you to get in the habit of it get in the habit of dropping a new video every friday Okay Because when we get started it's we going straight to the top i'm going to run ads on all them videos and start Getting that face known Okay Okay, so you have my link to the calendar. So just schedule the schedule the next call and And let's let's rock and roll. I'll be ready when you are Okay, it's coming. Cool. I just let me wrap my head around some things. I know like it's not that Automatic or have some things like that. Anyway, I appreciate a lot of pressure. I'll just let me know what to look You know, yes. No, it's all good. It's all good What you got to do and I'll be a message away. Okay. Thanks. All right D. Okay. Bye