 What's up everybody welcome to the zero-to-diamond podcast. I'm your host Ricky I'm on a mission to help reduce the failure rate in the real estate industry by helping you master your skills on the phone Conquer your fears and change in your mindset Let's get into the show What's up zero-to-diamond nation how we doing? Hope all is well today. It's a beautiful day down here on the Gulf Coast Check this out guys. I got Jay man in the house this guy is a real estate agent since 2005 and a national speaker in the real estate world and I came on his show about a month or two ago and had a lot of fun with that and He reached back out to me and said when can I come on your show and I said this week? So Man we we we really I had a lot of fun rapping with you last time we got together and This is gonna be pretty fun so why don't you give everybody just a little bit of background because I'm sure there's some people that might know who you are a Lot of people that don't know who you are and maybe just introduce yourself and let us know what you got going on Sure Jeremiah's j-man Monero with the Monero team at Remax Realty Group in Rochester, New York That's upstate New York between Buffalo and Syracuse I've been in the business since 2005. I started at 25 years of age and I've been a national speaker now since roughly 2013 so going on five years. It's tough to tell when you actually become a national speaker But yeah, I've been helping people out my whole life, right and national speaker for real estate and real estate technology Cool cool, so I mean let's let's start with let's start with R4 for a second because I know you went there, right? So tell me how that experience was, you know, I heard about the handing the torch off from Dave to the new CEO and You know, just give it give us your best points of what you learned from from the R4 Which you thought was most important what were really breakthrough moments for you there Well, I'll say this I've been with Remax now going on 10 years and This was the first time I attended the R4 conference. Yeah, and I'm slapping myself Yeah, cuz I'm like it is it is and I've been to a lot of conferences in my 13 years This is the best conference. I have ever been to in my entire life Really? Yeah, just I mean the sessions were great great speakers, but just the people the vibe the culture the diversity Everybody's there to network Everybody's there and it's like you could sit down. It's someone who made a million dollars last year Like, you know Ricky Carruthan no problem. They're willing to share everything with you and and it's really a givers gain philosophy It's not like no, sorry kid I'm not giving you my secrets because you might be a competitor like there was none of that there and and then the networking opportunities Internationally, there were 63 countries represented out of the hundred plus that remix is in right now So it was really just amazing. It's amazing. I'm definitely coming back next year. I I went last year for the first time ever I've been with remix for at that point was seven years now eight years Last year was the first year. I went I'm probably a lot like you You know, I'm like too busy trying to build a business and making sales and trying to make stuff happen and take care of clients to go To a conference. I've never been a big conference kind of guy I never really wanted to you know, I've been to a few but it's kind of like I'm more of a take action kind of person You know, there's a lot of people that just go to conference after conference after conference And they never really put a lot of that stuff into action They just feel like being there is what's going to take them to the next level But I'm more of you show me something one time and I'm going to go crush it like I'm going to go murder Whatever that was So I didn't really spend any like last year was the first time but I agree with you dude It was the most incredible Experience man just to be around those that many agents taught producers to see the whole production It really was something Something serious and I know this year was better Because they have my man Gary there Vaynerchuk and Darren Dude, I just paid some pretty big dollars I'm going to I'm going to sit down with Gary and his whole team for 10 hours April 4th In New York. I'm super super stoked about it. So But anyway, what we're what we're like, give me give me a couple of things like like something You didn't know or something that you heard again that reiterated the fact of something that's really working right now Or what was the overall You know message Well, I think you know me me being an in technology and a tech trainer Like I go and I don't want to say a lot of this stuff I know but it's you get refreshers and you always listening just for that little nugget With a different that different spin that people have on something that you're already doing So they had a five you know five or four hour video summit like I love video a eat sleep breathe Video and it was great great to see what these guys from Canada from all you know all over You know somebody from Nicaragua was there just to see what they were doing with video the equipment They're using how they're helping their clients with it Uh was amazing, you know and and there's some things that I'm going to implement and then with social media You know, I'm big about this it's about the relationship not the transaction and you will never see me post Just sold just listed. I'm important like it's it's about the client always and One of the things that really resonated with me was being consistent, right because like like you said get busy I'm like, okay. I do a couple posts here here here and here and then tomorrow I'm busy and the next You know, it's been two days since I posted on Instagram or facebook and you know, you have people out there. They're waiting for you to post and it's Being consistent, you know doing the doing the things that you're supposed to do on a consistent basis I think was one of my biggest takeaways And then just just with video like it's been it's been here We know it's not going anywhere and the fact that either you're involved with it now Or you get involved with it now Or it's going to be like, you know, nobody asks you anymore Ricky, do you have an email address right because they just assume So two three four years from now they're just going to assume that you do video And if you don't then you're not going to get that business So I I'd rather cement myself now really build that following have that youtube channel You know with with a lot of subscribers because then it's going to be too late for your for the Your competitors or anybody else to catch up Yeah So tell me more about your real estate business like so you're so you're still a full-time real of it, right? Yes, yeah, it's uh, we're the mineral team. So it's my wife and I And you know, we anything we can't do ourselves. We delegate to virtual assistants that kind of stuff anything That's not an income producing activity Yeah, but it's uh, she's been in the business now going on 11 years 11 years And uh, she's very much the rainmaker. We don't have like uh, she's the buyer's agent or I'm the buyer's agent We're both just team members right and You know, we work primarily 85 to 90 by referral Yeah, I'll still get every once in a while I get a lead that comes in from the week remax website or something like that and I'll convert it But I don't do too much with You know any of the portals or any of you know the funnels and the sales funnels and I just I'd rather work with people that I like Yeah, yeah, yeah Sometimes the online leads it's there's no loyalty And they just don't care, you know, the whoever responds to them first even if you have You know talk to them and develop that relationship. They don't care I'd rather work with with past clients Yeah, I think that if you um I think that if you're gonna build like a huge team and you have like a big team under you Then yeah, go for all the internet leads you that you can stand get your teammates and let them run with it And you some money And all that stuff if that's the business model you want to go after but if you just want to be a real estate agent And you want to sell you want to deal with clients like see that's just in my blood like I I don't want to be a team leader. Okay. Like I just don't want to be a team leader I want to sell property. That's what's in my blood. I'm a salesman And so when it comes down to that And you're a single agent or an agent with just a buyer's agent or just one assistant You got to be most efficient and the thing is bro was what I tell everybody is that everything in real estate works Like everything works. You just have to figure out what works best for you and what's most efficient for you And go crush that and so I think that There's not a shortage of closings closings are happening every day So, you know what I'm saying? Like so it's not it's not the business. It's you So there's as much as you can handle on any given time So just get busy. Like, you know, like, you know that business is unlimited So if you want to do more just go do more, you know what I mean, right? So, you know, I get it. Uh, so do you you don't you don't do anything for new business? Then you just deal with past clients Well past clients My wife is really big into the You know, she does the pot buys, you know, we both try to do the personal notes and stuff like that Stay in contact with our sphere of influence But we don't really do much beyond I guess I do a lot of networking. Let me say that, you know, I go to a lot of events I'm big into the social media and and you know our online presence So I guess it's not as much the traditional go shake hands and pass out business cards But more of you know, like today I did a live video on you know, yeah, it's a hot market Should you do for sale by owner, you know, and that was just getting answering people's questions being a resource Yeah, that's really helped us to You know have the market see us as experts and and being able to help them Rather than the other way around So tell me how that that went like you did a live video and you did that like in your market for like Potential clients or you did that for agents like to help them through should they go after for sale by owners You did it for potential clients would they be for sale by others? so Let me say this with live videos. I I don't plan as much as most people think they need to Right, I get the idea in my head and I just push live, right So uh today's thursday on tuesday I wanted to get the word out that we you know, we like most of the United states we need more listings and I gave three specific examples that over the weekend Uh, I had a buyer that was working. We know we were looking in a certain area. We had four four offers on this property I had another buyer looking in another area. We had 20 offers on it Third buyer there were seven offers. So my message was You know, we need more houses to sell that was the message on tuesday Somebody reached out to me and said well if the market's so hot shouldn't I sell it myself? What do you guys do in the transaction anyways, right? So then today I follow up with Should you know, so it was for the consumers or for that person that watched the last video and said Oh, it's a hot market. I'm sure I could just put the sign up My house will sell and I don't need a real estate agent to do anything else for me So today I talked about, you know, could you go for say a bowner? Yeah, but should you know and here's the reasons why and I gave you know the 184 things that we do in a transaction You know proper pricing presentation pictures all the Millions of things that we do behind the scenes that caused the property to sell and had multiple offers It's not just not just sticking the sign in in the yard or in the building You're selling yeah, no, I was talking to an agent today and He said that somebody said hey your real estate agent, you know, you just get to just kind of do your thing Go take some vacations and all this and I really believe there's a big misconception out there with the public that uh That real estate agents aren't really worth the money that you know, we make And uh stuff like that. I mean, I mean, yeah, sometimes I got to sit back and thank you. Am I worth all that? I I do make a lot but at the same time It's like look how much time and money and energy I put into Each and every client each and every deal the delicacy The fact of the liability you're holding the fact that you're holding somebody's precious You know several several hundred thousand or maybe a million dollar, you know property. Yeah I mean, you know, so it it's it's uh We're well worth the money where I should probably worth more than we get Absolutely, and um, there's a big misconception out there. So Okay Guys check this out We got j man on the show today Instagram got some people there Facebook ask a question if you want this guy's been in real estate for 13 years He's been a national speaker in the real estate space for five years. He doesn't know um We uh, he would just went to r4 Um had an amazing time there first first remax convention He went to since he's been in the with remax for the past 10 years um j man, tell me a little bit about like give me Real quick like what you did before real estate like what got you into real estate That's a good story So Well, when I was in college, I I used to door knock door to door. I would sell alarm systems for adt security Yeah, everybody's heard of adt And so initially it was just a job To do during college, you know something was strictly commissioned. I didn't care And but it was strictly commissioned and I was good at it because that somebody said, okay, listen You knock on this many doors. This is what you get paid great So all I got to do is knock on five times that to make five times the amount of money that I want to make great Do it So I went from a salesperson to a sales manager to the top person in my office to the top person in the area Eventually they gave me a promotion and I moved from little rochester new york Uh, you know, we have about a million people. I moved to the new york city area uh And I was a district manager For that adt security company. I was in charge of all five boroughs nassau stuff at county This was at 20 years of age And then I did so well that they said, okay, here's albany as well the greater capital district of new york I did that for another four years And you know 9 11 hit And it kind of changed my perspective a little bit and I said, you know what I can make all the money in the world It won't matter if i'm not here To enjoy it and uh a year after that I moved back to rochester To be closer to family, you know, new york was great My favorite city on the planet Yeah, but I had zero family there and for me in the end all we all we have is family Yeah, and and so, you know moving back. I had the worst. I don't say that that's a bad I had a real estate agent That had tons of potential for improvement But like I I bought a hud house I over bid by five grand And at the top, you know, if you over bid depending on the finance and you have to pay the difference He didn't tell me that so when I got to closing I was five thousand dollars short Yeah And I just thought and this was a successful agent You know and I thought or successful. I'm gonna use quotation marks I thought to myself like If this guy is doing well and he didn't take care of me the client didn't do things He was supposed to do in this transaction for me to have a pleasurable experience Then I'm gonna crush this business Yeah And immediately because I noticed how to take care of my clients. I know how to sell all I needed to do was learn real estate And uh that was 2005 The rest is history. I guess that's a really good story man So you killed it in the you were already a salesman before you got into real estate Then you just spotted the opportunity of the fact that There's real estate agents out there making a killing that aren't even taking care of their clients the way you know you would And you said Supplying to that demand, baby. I'm gonna get in here and make it happen. I love it, dude So how far are you how far is right? Is that's where you at ro rochester? Yeah, rochester home of eastman kodak How far are you on manhattan? 370 miles Um, so it's about five and a half hours Okay, uh Well, I want to be there uh april 4th in manhattan. I'll actually be there at first second third and fourth So, uh, you know, I'm sure we'll probably won't get up that that time, but uh, we'll get up at some point For sure. Okay. Let's get into like some nuts and bolts since I'm not getting any questions from anybody let's talk about Like well somebody's brand new in the business they get in they just got their license boom. What do we do? It's all about the sphere of influence. I think you know, who who do you know the people you know? And just making sure that they know that you're in the business to start And then make sure you have a good training program like When I my first year in the business being 25 years of age And part of it was a mental thing that I was young and people wouldn't work with me because of that Initially that was it's just my mindset. So I went and I got educated, right? I got my gri designation I got my associate broker's license a br s r s m r p You know, because I felt them like I could sit down with a client and say I know you feel that I'm young and then maybe I don't know what I'm doing But here's my education. Here's the extra 90 hours that I took to get my gri designation Here's what I did just to demonstrate my expertise and then they could see throughout the transaction How that was and then that led to me build, you know helping to build my business Yeah But don't be afraid to talk to people, you know with my prior sales background when the phone wasn't ringing I'm knocking on doors, you know, I love I love for sale by owners That time I used to just go up to the yard pick up the sign Bring it to them knock on door. They were like, what are you doing? Like I'm here. You don't need this anymore, right? I'm like, what are you talking about? Like you want to sell, don't you? Yeah, you want to get the most money possible? Yeah Well, I'm here. Can I come in and I start, you know Like scraping my feet on the ground like I'm gonna come in and you know nine times out of 10. I want to get in Holy smokes, dude. I've never heard that one before It's just assuming the sale right like why wouldn't they want to work with a professional? They want to sell, you know that Right. Okay guys, check it out, dude My new for sale by owner tactic, man You go to the for sale by owner house Get the sign out of the yard You walk up and off on the door and say listen, man, you don't need this anymore hand it to him and say I'm here Dude, that's genius Yeah, I mean you have to Kind of slow play it a little bit. Don't be too aggressive with it. Like oh, I'm here throw the sign on the ground or anything But I was You know, it's not hot. It's what you not what you say how you say it Absolutely, dude. I'm all about reading people and Figuring out, you know, like, yeah, everybody wants to know what to say And it's like it's like it doesn't matter what you I mean there's part of it Like yeah Say the best things you can say but even if you have the best script and the best words and the best vocabulary If you don't have the tone and you don't read the person it doesn't mean anything Um, let's see. Do you know anything about purple brick style business model? Never heard of it, dude. Listen, kyle brown. Check this out. There's a question here From kyle. He says what's your thoughts on the purple brick style business model? What would you say to a prospect? You know is comparing you to one of those services Kyle, please Neither one of us who are really deep in the business have ever heard of this purple brick style Please um Let me know what that means so that I can uh so that we can answer your question Natasha wants to know Jay man Let's say an agent needs a listing a step like yesterday. What do you think they should do today? Well, there's a Any number of things that I would do You know, let's say when 2008 when when the crash happened I couldn't sit around and wait for listings. So I actually had a book and I wish I had it here, but I headed my house um Like a three-ring binder every day. I would look at the expired listings. I would map them out And I would do the zip code that I lived in and the zip code next to me. So I'm condensing time frames I'm not wasting time going all across town And I would systematically go to every single expired listing in my area And I and I had a journal and I would just say okay talk to this person didn't talk to this And I made sure that I talked to every single person that their property ever expired And I found out why they they felt that it didn't expired or didn't sell I always say well your property was in the market and it should have sold but didn't Why do you think that is? You know asking open-ended questions rather than trying to be a traditional sales person and yelling at them at the door until they let me in That's how I would start there with expired listings I know there isn't as many in this market being what we're going through I would go to for sale by owners, but then I would also go to social media like Man, you can't wait around to be You know on your own hgtv reality show you have the opportunity right here To pick up your phone your computer and just start broadcasting every day And if you put the message out there that hey Here's the market our market's appreciating at double digits So now's the time to realize profits that you will never see again or you may not ever see again Once the market balances out the more you get that message out there in the different platforms People are going to listen and they're going to start calling you So I would say it's just a multitude of things, you know expires fizzbows your social media The phone obviously everybody that you know you should get on the phone to talk to them and say hey and don't be Telemarket like a telemarketer style. What's the word I'm looking for? Don't be spammy. Okay, even if that's a word Call be their friend. Hey, I just want you know, you know, I'm in real estate We're going through some times now where we don't have enough houses to sell We have tons of buyers that we're working with this isn't an attempt to secure a listing on imaginary buyers I have five or six buyers that I'm working with right now In these areas, who do you know that might be thinking about selling? Yeah, that's that's what I would do if I need listings ASAP You know, and I got I got two kids. I got miles to feed I'm going after it I think the name of the game is is just exactly what jayman said Just talk to people and make as many contacts as you can. I mean guys, listen Natasha listens to me Closings are happening Every single day, right? It's not you. It's not the market. I mean, it's not the market. It's you You're not talking to enough people like like I don't care how you talk to people Like where you get them from social media Walk up to them door knock talk on the phone. It doesn't matter You have to start communicating with if you don't make enough sales. You're not communicating with enough people I mean guys, it's not rocket science. It's really really not it's really that simple And I think most people are just making excuses not to contact people for whatever reason Uh, and then and then they're just like, how do I do it? How do I do it? How do I do it? And they're not contacting and then I say Contact more people and then they don't contact more people and then come back and say, how do I do it? How do I do it? You know, it's like I said remember last week when I said just contact more people and I don't care how you do it So anyway, man, so back to this Natasha I hope you got a lot of value out of that answer. Thank you for your question and j-man for answering it so greatly Kyle wants to uh Clarify here. He was talking about the simple fee like the fixed the fixed fee companies So let's go back to his first question. What are your thoughts on the purple brick style business model? And what would you say to a prospect? You know as compared comparing you to one of those services, which what he's talking about is one of those services That it's like a thousand dollar listing fee or two thousand dollar listing fee or one percent listing fee One of those discount brokers in other words so so if so if you're at a listing appointment basically what's called asking and That owner is comparing you to a discount broker, right? What do we tell what do we tell the seller? You want me to go first? Okay um So for me that comes up all the time and it's going to come up in a hot market especially because they feel like well I just want the flat fee so I can put in the mls and then it's going to sell So my first question would be, you know, what's your motivation? Why why are we even considering this model? and if they're like, well, you know we The answer is we want to net more money bottom line. They're like they want to walk away from the sale with the most amount of money possible Would you agree? Mr. Mr. Seller and they go yes, right? And they go, okay Well, if I can show you how working with my with me and my team will net you the most money possible And this is how my list price to sale price ratio is x and we sell you know And you start going through and demonstrating the fact that you will sell the house for more money Because you're an expert in the industry. You know how to negotiate when the offer comes in number one because you're negotiating your bottom line Right now in that listing appointment, right? They're trying to reduce your service down to Not next to nothing. Yeah You demonstrate how you can negotiate that next thing, you know in our market comes the inspection If the something's wrong with the inspection, how do you negotiate that? This is what I do every day So I can protect your bottom line there So when you're talking about a flat fee of a thousand two thousand dollars compared to my fee for service You're actually going to make more money by listing with me and my company today It just makes sense, doesn't it and then I do the head nod and I slide You know, if you still use paper and pen you slide it slide it over and say, you know, press hard two copies last one's yours Um, but for us we use a tablet. We're paperless So I think it's just finding their motivation and then demonstrating I just start hammering them with all the things we do above and beyond what those companies offer You know, we have a stage or we have a professional photographer. We have a showing service, you know The social media stuff that we do the live the live video Um virtual open houses that we do social media advertising Are they going to do any social media average? No, why wouldn't they and I just keep going till they're like, okay I get it. I understand now why It makes more sense, you know to pay you what you're worth than to pay this flat fee. I'm actually going to lose money With that potential savings and then if they need it a little bit more Sometimes I'll just do a relative story and say, you know, I know exactly how you feel some of my happiest clients I felt the same way. This is what they found out was that when they did that You know, and I give a story of a guy who was a for sale by owner. I represented the buyer And how he didn't save money I go on to the whole story That's really good, so basically to answer your question call you're going to present them with All of the all of the different value points that you that you can offer them You're going to show them where you are actually worth more than the flat fee Broker the discount broker but not only that you're going to make them more money Through the process right and it's actually a fact. There were some statistic I saw where for sale by owners actually got 6% less Than people that listed with the real estate agent and I think that was 2016 Then I heard like that was a statistic that year So there you go. We like we got our percentage. They still made the same and didn't have to deal with anything Right, so I think also the flat fee brokers I think there's a lot of question about how they operate and how much servers they can really give I mean, how do they come up with the price? You know, who are you talking to like? No red. I know red. I Is it is it red? I Or what what's the one the 1%? Red Reddit, I don't know. No, let's see. There's there's there's a there's a discount broker that's like online Anyway, it's one. I know it's pretty big. It's like the biggest one out there right now I'll forget the name of it, but you can't talk to anybody after five o'clock and you can't talk to anybody on the weekends Right, so so is that what you want red fin red fin? Okay, so is that what you want? Do you want a Do you want a a do you want to deal with a group of people who you're going to talk to a different person? Every single time that you call in you have a listing coordinator a transaction coordinator a listing agent You know, there's a different person every step of the way Nobody knows what's going on and you can't talk to anybody after five or on the weekends I'm going to answer my phone 24 7 and I'm going to be right on top every situation that there is Right, there's a lot of different things that the flat fee and the discount brokers cannot give the customer And that's what you have to make them aware of and here's here's the good thing Right, there's going to be some people some sellers that still decide to go with red fin over you Like it's going to happen. There's no way around it. What do you do there? Okay, what do you do there is as you maintain the relationship with that person? It doesn't cost them anything to buy something from you. Maybe they're going to sell to buy You want to maintain that relationship so that you can You can still help them in the future when they buy and They may refer you and after their experience with red fin, they're probably going to say I will never do that again. So if you may need the relationship with them the way that I teach you to do Then you have that client for life. It doesn't matter de listen I've had so many people that have went to other agents Like switched agents from me to another agent and then came right back to me You know and our model clients for life because I don't care if they go to another agent It doesn't matter to me. I'm going to still make it. That's not why I was in the relationship in the first place I was in the relationship to help them to give them what they wanted And if it wasn't me that they wanted they want to go somewhere else then I'm great with that But we're still friends And then you never know if they're going to come back dude. They come back all the time So don't let this stuff scare you continue to push forward with maintaining the relationship with everybody And and let it let it trickle down. Okay. I gotta I see your question Diane Let me let me get this question on instagram real quick Um this fella wants to know What do you think is the best way to spend $200? Okay on a coach Or on mojo triple-line dialer Are you asking me? Yeah Oh I thought you were ads. I thought you were answering the question No Okay, all the questions are for you and then I'll Back in the end he says What I have to spend $200 on a coach or on mojo triple-line dialer A coach if those are the two options a coach without question Yeah, but my third My third option would be social media I mean if you watch anything that gary v talks about right now. He he talks about the opportunities That are around us and right now social media. He said it five years ago was google adwords, right? And now he's talking about social media. It's drastically underpriced. He's talking about facebook You're talking about instagram for for the the return on investment the amount of impressions the amount of people that we can Get our message out to it's drastically underpriced and once the big companies figure that out They stop spending money on commercials and tv and radio Yeah, we're screwed because then it's going to go 10 times higher They're going to buy up all all the advertising and then we're going to wish we we took action Sure, sure I'm all about that dude. I'm spending several thousand a week on social media So, you know i'm saying like i'm going i'm all in with social media Yeah, so got to answer your question if it's between coach or mojo triple-line dialer or course of coach Mentorship is the number one way to be to succeed is the mojo triple-line dialer Some you know a necessity I think it is like if you're new and you can just plow through numbers and talk to as many people as possible I think it's really important. So both of those that's actually a hard one, but a coach definitely wins Out of that diane wants to know dealing with one of those has to be frustrating as the companies who outsource their customer service to Another continent Yeah, absolutely, man. Like uh Yeah, yeah, that's what i was saying about redfin like you never know who you're going to talk to they don't know who you They don't know who you talked to last Uh that you can't talk to anybody after five and on the weekends. I mean what kind of customer service is that? I mean not to mention what's their motivation to sell the property They get a flat fee no matter what whether it sells or not So what do they care about what price they listed at and depending if they have buyers agents at that company? They're motivated then for you to list at a higher price Because the longer it sits the more people that will call on it Right and if they call on it, maybe they don't like the property. They're going to pick them up as a buyer So then there's there's their motivate. There's no motivation for them to price it properly or for the property to sell So I always you know, I would bring that up in the listing presentation as well You know, we're in an industry where if i'm representing you as a seller, I only get paid If we're both successful right if we we get get through the closing So I'm motivated to price it right and the code of ethics says that I I have to price it right Yeah Hey, what's your what's your opinion? I got a I got a question on instagram here Uh, um, they want to know your opinion j man your opinion on door hangers So if you're door knocking And should you leave a door hanger it all depends if you're going to become you know if you're doing like Tell 120 or whatever you tell if you're going around say you're doing an open house And you want to knock on all the doors around there and just notify people that you're doing an open house door hangers would be fine If I was door knocking expireds Or for sale by owners, I wouldn't want to give them advance notice that I was coming And let them prepare all of their objections ahead of time So I I just put a tick. Okay. They're not home. I wouldn't leave anything And if I talk to them face to face I might give them an item of value or some Something that shows a compelling reason why they should work with me and my company Yeah, I wouldn't leave anything behind If it was like a for sale by owner expired if you were just canvassing an area to Promote an open house or an event or something you were doing that I would say it'd be fine. Yeah Cool. Thanks for the question on instagram. Let me know if you guys have any more so kyle says, uh In response to that question about you can get a Coach or should you get the triple eye dog? He says you can't dial the phone yourself You can't coach yourself Pretty good That's a good point kyle Let's see. He said okay. Just to reiterate on the door hanger a door hanger campaign in the way of melings work Sorry for the lack of elaboration. I guess you're asking about dreg mel Not necessarily door hangers. I'm not sure Please clarify your question completely so that I can get you the correct answer Or what j-man and me think might be the answer Uh, heather dickinson wants to know where are people getting phone numbers since most people don't have home phones anymore Which think about that That's a great question I come from a door knocking background where we got the phone numbers from the people when we talk to them face to face You know, I think there's so many people working the phone number route and it all depends on what your strategy is Like for me if I know a lot of people are calling because I know they're calling I know a ton of people are snail mailing these people I would Go and knock on the door because I feel like everybody else is scared to Right. Nobody wants to get face to face and get told No I do not want to listen to you or I do not want to sell my house And for me it's like, okay, no problem. Have a great day because I know that I'm one person closer to the next person That's going to say yes So I'd rather do what the other people aren't doing if everybody else wants to call on the phone because they're warm in their office And they're comfortable with that or they're sending mailers because that way they they can't get rejected face to face I'm going to door knock so I I can't answer that because I've never Subscribed to a service to get phone numbers Uh, Heather, listen red x. Okay red x red x red x geo leads whatever It finds a really good. It's a really good source. It's not it's not amazing. There's still a lot of bad numbers, but It finds some cell phone numbers and look guys quit worrying about all this stuff And just go do right just go to red x get the numbers Don't care if half of them are bad talk to the five out of hundred people you get and count that as a win Got it so, um Listen j-man back to what you said about people being scared. I'm going to answer you guys's questions on instagram in just one second Back to say it like people are scared to knock on the door because they don't want to hear a no like in their face so Like when I hear a no I think ding ding ding opportunity is knocking at my door And I want to rebuttal that and say okay great So is there an agent in the area that you would work with if you were to buy or sell something Oh, okay. Cool. Well, look, I'm sure at some point long down the road. Maybe five or ten years You're gonna want to do something. I would love the opportunity to work with you in that day comes Would it be okay if I stayed in touch with you? Okay, cool. What in the world is your email address? right What in the world? Like, you know, you know like like, you know, you just got to be yourself You got to understand that the no leads to a possible relationship if they don't already have a relationship in place with another agent Why not go for the relationship forever, right? No is a is we're looking for the no's So that we can then establish if they have a relationship with another agent. Let's go guys Like let's let's make this happen dude. Like I want to see you guys succeed. This is crazy All right, how do you deal with being burnout from prospecting? It's it's a it's a question on instagram So for me when when I used to do a lot of door knocking When I did in the in fibrils, you know, new york city, we're talking one of the toughest cities on the planet As far as how polite people will be at the door right There's days i'm not It's a it's a struggle But you got to just you got to shake it off and there's a sound as cliche as it sounds There'll be times I got to look at the miracle. I'm the best I'm the best I can do this all day all day long You got to have those conversations. That's how crazy I am But you got to have those conversations with yourself because There's the wolf of fear and there's wolf of courage, right? The wolf of fear is the one who's always saying, you know what? These people are right. You shouldn't do it, you know Stop knocking on the door go home Take the easy way out the wolf of courage is the one that you got to pump up That's the voice in your head that says, you know what? I can do it. I will do it You know why because nobody else is so let's go you know, so for me that's you got to Change change that conversation the most important conversation You're ever going to have is the one you have with yourself every single day And it starts when you wake up and you get out of bed and you wanted to hit that alarm button But you didn't you got out of bed and and you got up early and you did whatever your routine is You know for me I try to do something active first thing in the morning because that's how you start to win the day those little decisions You know those little minor victories lead up to you winning the day Hey, and and and oj and oj. I think is your name. Um listen, man Like I I want to say I just want to add on because I think I love what j-man just said about Um like just telling yourself you're the best knowing that no one else is out there You don't have much competition if you're the one doing it. There's so much success right there on the other side Just keep going push push push push push You know, um, I love everything You know, he just said about that but listen, dude Here's here's here's the real nuts and bolts of it like past all the motivational I'm great stuff and that's this if you're prospecting him so much that you're getting burned out Then that means that you should have so much business going on that you don't have time to make any phone calls anymore You understand that like you don't have any time So you should take a break from the prospecting and go close all the deals that you set up from all the phone calls Right and when after you close all those deals get back on the phone, you should be nice and refreshed Um at that point you feel me All right That's a good point. Yeah, dude. I'm just getting hyped up here dude with some of these questions Yeah, me too. Okay, so back to the door hanger versus meller situation. All right No door hanger versus melling. I would think having a hanger is more Advantages because it's in their face versus a melling that is more likely to get tossed All right, listen, man. I'm gonna take the reins on this one again. Um Like here's the thing bro. Let me let me break this down for you. Not sure what your name is but Everything works like nothing does not work. Okay. There's no like right answer wrong answer here Okay, I want you to understand that like there's not like something that works better or worse and all this stuff Like it like the problem is you're taking too much time to ask these questions And not enough time actually taking action to figure it out for yourself What actually works better and worse what my suggestion to you would be is to take some door hangers And then some mailers and send the door hangers to one subdivision Do mailers to the other and see which one works the best. That's the real answer But to answer your question like even deeper is just to go do it, right? um, I don't think that I think that they both work equally well if you really want like the uh stereotypical politically correct answer it was just Chime in real quick. Yeah go for it So there's a company called smart zip Uh, and what they do are you familiar? No, okay. So what they do using predictive analytics Certain people within an area are more likely to sell than others, right? They've been in their this age group They've been there a certain amount of time and what they they do is they can filter Those people out Just like on facebook you you can market to people that are likely to sell or likely to buy They filter those people out so then that way rather than using a shotgun approach with your mailing It's more of a sniper. So you're you know, you you're only hitting 30 of this zip code, but they're You know a thousand percent more likely to buy or sell Yeah coming soon And so I would say reach out to companies like that because then your return on investment is much greater Then if you just Blanket cover an entire zip code and you're just like oh And then you have somebody who's saying well you need to keep doing it Keep doing it. It's like man at least focus on The top tier of the people that are that are likely to sell and it doesn't have to be a whole zip code They go by msa your market service areas which can be dialed right in I talked to them I said I want to just I just wanted to kind of trump them and it didn't work I said I want to market to waterfront home owners likely to sell in 14612 zip code And they were like, okay I was like you could do that like yeah So I mean you could really filter it in just like you can you know with your social media advertising What's the name of that website again? Just for so everybody can hear it's it's smart zip I think it's smart zip guys Facebook smart zip check it out check it out. I haven't looked at it, but it sounds pretty interesting. You know, um Check it out and see what you think Let's see marky mark wants to say ricky my dude What sort of monthly what sort of monthly slash quarterly emails do you send out to your clients? Marky mark check this out, dude I send a weekly email every single week on the same day forever to my entire database And it's just market information a picture a little article new listings closed sales feature properties, you know Nothing really I mean it's kind of fancy now because I've been doing it for 11 years straight But it takes time to develop that so just get something out My style is every week on the same day forever. Your your style may be every two weeks I don't know every week really works well for me So, uh, that's my answer there Yep, the website is called smart zip Was it smart if you search them on facebook there at smart zip analytics Okay at smart zip analytics on facebook and uh smart zip.com i'm guessing uh, yeah smart zip.com is their website Okay, cool Guys we're coming down to about a 15 10 to 15 minute mark left in the show This has been freaking amazing with j-man today Um type in any last minute questions you guys might have for me or j-man be glad to answer anything goes Any question you got would love to hear it Uh, let's see What do you think the number one reason? Number one reason let's just say five words or less number one reason why people choose a particular real estate agent number one They like you boom Nothing else matters boom They can they can they can find a realtor on every block that'll put a property in mls show them properties Go over them. Uh, you know do certain things this that the other Right, they want to find that real estate agent that makes them feel comfortable that they could depend on that they feel like is Is professional that's knowledgeable Um, and that most of all they like Right, and that's where reading people and being able to My gosh, yeah, like like I think the number one skill is reading people I think that that is the number one skill to the top producers. I think that's one thing. They all have a comment like me I can meet any anybody any any personality I can meet them and they like me because i'm I can you know why Because I genuinely care about them and I don't care if they want to buy or sell anything. I really don't I was showing property earlier this week to some snow birds that come down here from michigan And uh, they were down here. They were referred to me and I showed them property I mean a little side note is is I went to show them five condos at 9 30 didn't get through till three o'clock It was crazy like they sat on the couch and every single unit like looked at the ceiling and stuff I was like what are we doing here dude? This is crazy but They asked me they were like what percentage of people actually convert and buy and I was like man, listen tell you the truth I do not know But here's the really thing about it is is I don't care if they buy I and he looked at me like Like what is this about I was like listen, man. I sold 130 properties last year And it's not even about the fact. I don't need the business It's about the fact that I've learned over the years that it's all about the people I said, you know how many deals I do from people that I showed two five years ago that didn't buy Who came back five years later and said I'm ready to buy now I do deals like that all the time And it's because I wasn't pushy five years ago and I were really genuinely wanted it I even tell people I told a guy today I say he I followed up with him because he was going to buy and he told me today that he that they decided Not to buy and I said look next time you guys are down Even I said you want to see some properties I said we can even look at some properties with the understanding that you're not going to buy anything You just want to see some properties. I said I'll be more than glad to show you anything you want to see Right, and that's the way you got to be that's the mindset of a winner That's the mindset of a top producer and I think that that's that's the biggest quality man is being likeable Just like you just said so Natasha wants to know when door knocking Expired listings. This is an interesting twist when door knocking expired listings. What time would be best? So for me again Remember I had it mapped out and I had a journal of different places that I would go Different places I went so I I had a system I would go in the morning and then I would go midday And then I would go after five because you just never know the situation people could work b shift c shift You know I try to see if there's lights on if there's noise in the house like if somebody's working nights I don't want to knock on on their house in the middle of the day and that that'll happen every once in a while But for me it's just as long as you're systematic and you keep going back And you have your little almost like a paper route like I was a paper boy growing up and you have those places you keep going to and You know just be systematic and be sure that you touch every prospect that you plan to Rather than okay. Here's a list of expires today. I go knock on the door. Nobody answers. All right Crumple it up that one didn't work. Well, it didn't work because you didn't work it You know, so I would just say continuous try different times depending on the neighborhood It's going to be different. You know, obviously the obvious answer would be after five and on weekends But it all depends, you know, if you have time during the day it wouldn't hurt to go during the day because just never know Yeah, so so would you agree with me here? j man if I said After five on the weekends is the politically correct answer But the real answer is don't pre-qualify if you think that they're eating breakfast eating lunch at work And just go Absolutely You know for me the right the right time to do it would be when I have time to do it And then when it's in my when I blocked out time to do it And for the people that say, oh, I don't want to bother them. I'm here. I'm it's not a bother I'm here. I'm your real estate superhero. Okay. I'm here to save the day your house didn't sell before But I'm here now. So you're happy that I'm here. It's never a bother. It bothers me when agents say Well, I don't want to bother them or is now a good time. Yeah. Yeah, it's a good time because I'm here and I'm I'm With good intentions like I'm here to Save the world right like I'm here to help you with your most important asset and bring happiness to your life I think I think have confidence I think I think lack of confidence is the reason why a lot of people question What time they should go there because they feel like they want to be there right at the perfect time when they're You know just ready for them and there's never going to be a perfect time. Look who's getting bothered more You who has to go out of your house drive to their house get out of your car walk up to the door knock on the door Who who who isn't more of an inconvenience for you? Or the homeowner who just has to walk through the door and open it and say hello Right. You're being inconvenienced way more than the property owner. So so think about that for a second You're going out of your way. They're not okay There's some value there and you should you should value that you should value yourself You should have a little bit more confidence the fact that They should see if they don't see the value in you knocking on their door And talking to them about that one of their biggest investments in their life Then they're not the kind of client you want to deal with Right this life this business real estate everything is about filtering down the people that want to work with you And filter out the people that don't want to work with you Okay, it's your job. There's going to be people that want to work with you that like you There's going to be people that don't want to work with you. They don't like you, right It every I make phone calls. I'm the number one agent in my area. I have people hang up on me all the time Okay, I'm filtering out the people that want to work with me and who don't want to work with me, man You know So, okay, Dave says ricky. I know you said you use constant contact But what would you use to keep track of your list of emails? Is it something as simple as an excel spreadsheet? Listen, Dave, here's the thing man. You spend all your time trying to organize a million clients You're not going to sell any property. Okay, put them in constant contact. Send them a weekly email and don't try to keep track of everybody Stay focused on moving forward and talking to new people every day Develop new relationships get them in that email system and go Right. Don't die people that spend too much time organizing so much Like I try to you know, I'm very unorganized and that might be like a fault or like a missing link for me But I'll tell you man I think it's a reason why I sell so many properties because I'm so focused on the next thing Instead of trying to document every little thing I do on paper and an app or technology Let's see Jonas said I don't know which outlook you were talking about there Jonas, but I appreciate the comment So dude, hey man I I appreciate you reaching out to me man and doing this because uh, this was a lot of value for sure Any last minute questions on instagram or facebook? you got Just a couple minutes left Um, Jonas says all of it So give me some last minute thoughts man and if we get any more questions, we'll answer them afterwards But give me some last minute thoughts as far as Moving forward in real estate. I know that you're a national speaker in the tech kind of sector in the space Um, just what do you think? Let's say I'm a eight month agent I've sold a couple things. I'm kind of on the brink. You know, I don't know if I'm going to make it I've sold a couple things, but I'm right there where it's like man. This is really hard I don't know if I'm going to make it or not What what's your advice moving forward in this new technology world going into Really 2019 guys. I mean 2018 is is is is fixing to be here and gone. We're going to be in 2019 You know, what do you hey, you know, what do you say fixing? No, I don't even say like we would fix a car, but we'd be fixing to get 20 that's just All right, so what do you tell me I'm eight months in I don't know if this is going to work out for me Don't give up man. It's like right there At the darkest time when you're when you're like Did I make the right choice that like it's just that 10% or every success story you've ever heard Was because somebody grinded it out and they were eating raman noodles and baloney And just doing what they had to do sleeping on somebody's couch as you hear, you know, you hear ricky story Like you did what they had to do because they know that if you if you put forth the effort and you do the right things The results are going to come they have to it's mathematical. It's an equation Right. So just know that You know, don't ever give up and if if you want to invest your time invest in yourself because that can never be taken away You know, the more you can learn You know, not just sales tactics, but like what ricky said and what I said the number one Skill said I have it's not that I'm a sales person. It's it's the ability to build rapport So like I would go out and you know get books on neuro linguistic programming NLP which has to do with reading people and what the personalities are and how how to build rapport with them Uh classic one is how to win friends and influence people Right, that's if you don't have that that has to be in your library And I do a lot of audiobooks with audible because I'm in the car so often There's one i'm listening to now for the second time. It's the five second rule by mel robbins It talks about not being you know, the parallelization by analyzing too many of us like just like you said Are like looking at the spreadsheet and they're thinking about this and what's the right letter to write? It's like no five four three two one Do it take action So I mean that's if you take one thing away from this Five second and it has nothing to do with eating food off the floor because that's a different five second rule that my son Something uses all the time Make the decision check this one out dude. Have you heard of my three two one club? No Dude, it's it's it's it's hashtag three two one club And I mean have no fear when something scares you you say three two one and you do it Take this out. It's a it's instagram thing. So I have people that um have post notifications on my instagram every time I post They like it and they comment hashtag three two one club for their chance to like win a signed book by me or a phone call with me or something like that But it's all focused around It's all focused around trying to trying to breed instagram Engagement, but yeah, it's the the purpose of it is is to push this Have no fear and and three two one club. So when you said that just now i'm like You know, wow, this is like you said five four three two one book. Do you say that in your speeches? I I have it. I will because I just it's starting it's starting to resonate more And I use it every single day every single day this morning. I got up at 4 45 to go to the gym I got up. I didn't want to go. I didn't want to go. I said I've been in the gym enough I've ran enough. I don't care. Let me sleep another hour and I said five four three two one Get out of bed and I got out of bed that starts, you know, the one thing and I'm just gonna do my live video at seven 30 Or eight o'clock today and I'm like, well, don't want to do this live video I don't know. Do I have all the things? So I said, you know what? Forget it five four three two one hit Go live Daniel Daniel Loper on instagram. I have five seconds left on instagram is fixing the cutoff and i'm a lesson hour DM me your question now Instagram is over guys Is it limited to 60 minutes on ig? Yeah, you only get 60 minutes on live instagram. Um, that was good. We have 44 people watching on instagram Wow, that's awesome. Yeah On and off we probably had 10 like at one time, you know, whatever Uh dude I guess we're gonna call it a day and i'll see any more questions. I so appreciate your time. Is there anything I can do for you You're doing it man. Just you know being you and being the resource that you are and you know, it's I found that with successful people they're always willing to share their secrets and that's part of You know, I one of the many reasons I would say you're successful is that you're willing to help others You know the givers gain philosophy is what it's all about Yeah, so thank you Cool, man I appreciate you so much guys. We're gonna call it a day reach out to me or j-man I'll put some links when I when I post this video on youtube I'll put links to all j-man stuff on youtube so you guys can connect with him if you have any questions for him And uh, you guys just hit me up if you need anything Have a good rest of the week go out there and crush it You know work so hard for 2030 that you can't help but to crush 2018 Like you guys shit It's not it's not clicking off. So I'm just I'm just gonna shut it down and uh I'll hit you up on facebook All right, sounds good anybody. See you