 Hey, what's up everybody Ricky Corruth here glad to have you. Thank you for listening to my podcast today I want to share with you a team meeting I had recently with my South African team this growing very quickly over there and it's a great group and They're they're having tons of fun and I'm having a lot of fun learning the South African real estate industry But I really go deep on prospecting here and the philosophies behind it I really really kind of get loud if you will this is going to be a very exciting Podcast for you guys to listen to and I'm happy to share it So hit me up on Instagram if you need anything whatsoever, and I will talk to you guys soon. Enjoy Cool so we have beyond here beyond How you doing Ricky? Good good man beyond is our newest member of our team here beyond Introduce yourself to the rest of the rest of our group here and let everyone know where you're at how long you've been selling and All that good stuff Hi guys Good to see you all. I just yeah, I've been in real estate for about six months You know it's transitioning out of something else and based in Pretoria up for East mainly So I'm tonight. I'd love to look up with you at some point And yeah, I'm following following Ricky for a while and you know learning as much as I could learning about, you know, Edwards and all different things and Then my first three deals I've got is actually three different properties that amounts to 20 hectares of land So I jumped in the deep end. I've got a few other less things that that I'm going to obviously It's been a it's been fun It's been I've been learning a lot, but I'm happy to be a part of the team and very excited to learn as much as I can And to have a support system so Hi everyone and hopefully I'll chat to all of you at some point Absolutely, so you're close to ants and that huh guys are close to the same market or in the same market I'm not sure exactly but I did look at at some listings and I think it's maybe not as east as I am But yeah, it's close enough. I think we're about 10 15 minutes away from each other. Maybe. Oh, great Yeah, yeah, although I live in the I live in the latest park Vian Okay, so it's on the outside of the highway like you but just further up, of course more to center inside Yeah, but I've been working my For quite a number of a few years now, so so I actually don't even know what's going on in my own area where I stay Okay, great Yeah, now we'll definitely look up for some coffee and and have a chat and see how we can help each other Awesome. I'd appreciate that That's what it's all about guys It means I'm so jealous real Ricky Oh my god, you're so jealous. Why are you jealous? They're having coffee without me We're all having coffee together right now. Yeah, let's make it a virtual coffee date. Yeah. Yeah. Yeah Yeah, so So this is the kind of thing we're going to see more and more of as our team grows We're going to see agents pop up uh all over South Africa close to You know close to certain agents that are on our team will have people pop up close to Tarsie You have people pop up, you know close to kelp in a chivalre, you know more people close to vian and Antoinette So that's what is exciting here. We're just going to keep keep growing. Um I wanted to talk a little bit about Um, you know prospecting okay Uh prospecting today. I want to kind of get you guys's thoughts on like where you guys are with this Uh, we need to hold each other accountable to this. This is the most important part of the process here In building your business having those one-on-one conversations with Property owners in our market agents if we're trying to recruit but whatever whatever direction we're going in We have to be prospecting you having these one-on-one conversations with people in our market. Okay, so um, you know, I know everybody has different schedules and uh different Things going on in their life, you know, not everybody can make calls at the same time every day Not everybody can make calls every day. Okay, but what we have to do is you have to map out your week Okay, this is what my week looks like. Here's my here's my schedule You know, here's here are the times I want to allocate towards making my calls and prospecting Okay, regardless of where you get your leads from Okay, if it's online if you circle prospect if you look up the numbers Wherever you get them from you're going to have to sit down at some point and call them if you want business to happen Right true or false. I mean, there's no way to have a transit No way a transaction is going to happen without talking to someone Okay, and then the more people we talk to the more deals we're going to do that's just it's just math guys Just math. It's just simple, you know math Uh, so so this is the most important part of our business on top of that Is how we're marketing to our database whether it's through the weekly email or whatever your system is behind marketing to your database As you have these one-on-one conversations and create those first great impressions um those great first impressions and You know collect their data and continue marketing to them You know, that's a big part of this too, right the data collection on the back of personal branding through marketing to our Database is what's going to create our personal brand over time That's going to put us in position where you don't you're not going to have to make calls forever There is light at the end of the tunnel that you don't have to make calls anymore. I haven't made a cold call since 2017 Uh because I built my database up to that size Okay, and then now I can live off past clients and referrals and still maintain that same level of income But it's because I made all those calls in the beginning to build that brand On the back of the weekly email once I collected their data Okay, does this make sense? Yeah, okay, so I just want to reiterate this is something I talk about a lot It's a real simple strategy. I mean everyone that follows me should have heard this like a hundred times so far But I just want to keep echoing it, you know to the group that this is it There's not like a there's not like a shiny penny or a magic wand out there somewhere That's just going to boom create our business for us, you know some technology or software or website that's just going to Blow us up, you know We we have to either be willing to put in the work and put that sweat equity in to talk to everyone on a one-on-one basis to Build those friendships and build those relationships or we're not It's real black and white, you know, you're either going to do it or you're not going to do it So so I just want to kind of scream at you guys a little bit today about You know how we need to stay on a schedule We need to keep a routine and it needs to be on a weekly basis and a daily basis, right? So we need to look at our week and say, okay I can't make calls this day, but I can make calls on Tuesdays Wednesdays and Thursdays, you know between You know 9 and 11 30, right you set your week up and then you stick to it And then every day when you wake up you set your schedule for the day your priorities and everything This is what might like I wake up And then I sit down and I go through this is my legal pad So I've got my legal pad that I take all my notes on and then I have my schedule book Okay, my schedule book like this is a whole week right here So I know each day, you know, kind of what I have scheduled, right? So so this is where I have my week scheduled on my schedule book and then this is my day-to-day pad So right here. I have kind of thing like little projects This is actually my daily schedule even though I have it here on my weekly schedule, right? That's this is kind of a general. This is kind of like I have a podcast to have to do I have to show property You know, I'm going to do a team call and all that stuff But this gets more specific because now the day is here And I'm able to go through my emails and go through my notes and realize this is where I need to be And when I need to be there Okay, so I have my schedule right here and then here deals. I'm negotiating So I got projects. I've got my daily schedule right here I have deals. I'm negotiating here exp recruits that I'm working on today And here deals that I'm working on currently in my pipeline This little thing right here. I've got ytig pd em tx This this is a reminder for me on my social media post That I want to have to do a youtube. I need to do instagram. I need to post my podcast I need to send an email out to my coaching group. I need to send a text out This is a reminder and once I once I go to ig and post there Then I automatically post just about the same content on linkedin and all these other platforms that are on my phone So I don't have to write those down, you know, this is this is my system how I remind myself of everything everywhere I need to post Here's my projects. I'm working on here's my daily schedule. Here's the real estate deals. I'm negotiating Here's the exp agent. So I'm recruit trying to recruit today and here are current deals on my pipeline Everything's right here on this one sheet of paper And so I and so I sit down in the morning and really focus on Developing this piece of paper because this is the bible for me today This is what I live by today. This is everything I need to know And once you focus and actually get everything out on this piece of paper, you don't have to think anymore You don't have to worry about this that or the other everything's right here. Now you can just execute So And then tomorrow what I'll do is I'll tear this sheet off I'll set it down next to the empty sheet of paper. I'll look at it and I'll transfer things over that didn't get done You know, I'll use it as a guide to make tomorrow's in the morning tomorrow morning I'll use the today's to make a guide for tomorrow Right, and then I'll go through my emails. I'll go through my text messages everything And get everything down before I start working. I know everything I need to do Okay So it's really important to take that time in the morning to schedule your day and figure out everything you need You know to focus on for the day reminders Negotiating deals listening appointments this that the other But the real focus I wanted to focus on today is the prospecting We've got to really nail down when we're going to prospect You know on a weekly basis. What days are we going to prospect? And then we cannot be negotiable on that it has to happen If you're not if you're not prospecting if you're not following up with leads if you're not reaching out to new leads Your business is not going to grow It's just not going to grow If you want your business to grow then you've got to do this Okay, so just wanted to throw that out there again Just to reiterate I'll remind you guys, you know every so often how important this is to try to snap you because a lot of people They'll they'll get in the routines of make of doing the calls, but then they'll get off routine You know they'll get busy a little kind of slip away. It's kind of like working out You know you buy the gym membership and you go for a week, you know, and then you don't go anymore, right? um, you know a lot of people do that So, you know prospecting is the same way you get called up, you know, you're doing deals You're busy you you have life and things happen and get in the way But i'm telling you if you want to be the top producer Okay, in your market you have to stay on track with this, you know successful people are super disciplined And it's not like i'm saying oh you need to prospect and you need to do this You need to do that and you do this that and the other i'm not saying that i'm saying one thing Just be disciplined on one thing The prospecting right so uh just wanted to throw that out there. You guys have any questions? um ricky i'm i've got i ran some google ad words You know a friend of mine kind of plays in that space. I said a very small budget I've got about five or six leads from that, you know somewhere rental people looking for rental so that didn't really You know, that's not really, uh, you know great leads, but one was um a lady that inherited massive pieces of land, you know that that's worth quite a lot, you know the one is Probably five and a half million the other one's a little bit inaccessible, but through that process I managed to secure the neighbor as well that's also looking to sell and that's also five and a half million rent So i've got those two land deals, but in order to get them sold i'm working with another agent That's an auctioneer. Um, it's a very reputable company up in pretoria It's called just imagine properties and he's got a bunch of developers that are buying land So how would you advise working on that deal and in terms of paperwork? I mean, uh, just maybe it's maybe a more local question for kalpana But signing a mandate with him to make sure that we're working together and we can split that commission because it's quite large You know, it's quite a big deal and I couldn't do it this quick without him You know, you certainly brought a whole bunch of guys to the table very quickly You know, he's got a database of developers buying big pieces of land So what's the what would I have to watch out for so that this doesn't go south? Well, um, yeah, and you're right. Um, get with get with kalpana, right? I learned how to say her name Are y'all proud of me? Are y'all are y'all proud of me? You know, they anywhere you want to repeat they were just they were just letting me just Look like a fool to the world. You know, they didn't say anything. They didn't say anything They're just like, you know, let him keep saying kalpana You know, just let him keep saying We got people in india on the call. We got you know, people all over south africa You know, you know just all over the world. You know, let's just you know, let's let this real estate guru look like a fool You know, thanks guys Thank you That I started calling kalpana helping her So Okay, okay. So, hey, well, there you go. Hey, maybe I can change the world, right? You know, maybe I can So, yeah, um beyond see I'm learning how to say guys names here W sounds like a v gotcha got you got you So, you know getting with kalpana Um on the paperwork, you know is gonna be key right for that And what you're really talking about here and what your real question is is how do you lock this thing in to where paperwork wise? It protects you, correct? Yeah, again with kalpana on that is what's going to really, you know Sill the deal for you to make sure you've got the paperwork correctly. She's going to be the one to kind of walk you through Um, you know, um locking that in But, you know, my advice is just my general advice on that scenario Is just to be very open with them, right and very clear on what your intentions are You know and really establish that you are the agent You know that they are going to work with, you know on an exclusive basis, right? That's what you're looking for exclusivity, correct? Yeah, just just make sure that they that they understand. That's what you're there for and make it very clear verbally You know before we write up the paperwork and send it to them to sign and everything make sure that you guys understand each other on a verbal basis You know, and that's then that's communicated. It's not like you're talking to them, you know And oh, we're gonna set we're gonna help you sell we're gonna do this and that and then you send them the paperwork for exclusivity And that was never talked about and now they're like what the heck we didn't agree to this You know what I mean? It's better to be clear up front and honest about what your intentions are and what you want to do And what you're going to provide the value you're going to provide for that exclusivity You know like for example, you you got a you got a team here That's behind you, you know, you bring a deal like that to the table. We're going to help you sell it As our team grows here in South Africa You know, we're going to have more and more leverage to do deals like this We're going to have more and more levers to get developments and to do big deals like this because We're going to have a team of 300 agents 800 agents 1200 agents 2000 agents You know that we can communicate these developments to I don't I don't know if you guys realize this or not Or if you guys can see that far down the road But but as we grow to 500 a thousand 1500 2000 agents We're going to have so much power with these developers because we're going to be able to say We have 2000 agents on our team here. That's going to be ready. Who else is going to be able to say in South Africa? They have 2000 agents You know That we can immediately send this Development to how easy it's going to be for us to get exclusive rights to sell development and a sole mandate on an entire development When we have a team of 1200 agents behind us That's it's it's going to create a very favorable position for us in the development space and even and even regular listings Think about how easy it's going to be. You know, once we have, you know Once you can say we have 150 agents around the country We have 250 agents around the country You know that that is on our team that we're going to send your listing to if you sign this sole mandate Think about think about the leverage that we will have to get sole mandates as our team grows You know, that's that's a big picture thinking here. We're creating a scenario that's going to give us leverage to get sole mandates Oh, no, I was just going to cover the joint mandate you go for it So, yeah, you know, I mean that's part of the reason I joined the team You know, we discussed that day one when yeah, when we had But the thing that I'd like to get our head around and we've discussed it a few times But I don't think we've really and I today doesn't need to be about that. I'm just planting the seed Is you know as we grow our network of agents How do we leverage our network of buyers? Within that system so that when we do get these listings We can pump it out to people that we know are gonna buy it or gonna invest in it or whatever maybe What say again now So I understand what we're saying in terms of building the team of agents Yeah, and you know, I understand that vision and that picture How do we start building our database of buyers Within our group of agents. How do we start focusing on that side of the equation? Because the traditional model is control the stock No, I understand I understand that that's going to happen organically chivalra. That's something you're not going to have to worry about Okay, the agents there there's going to be it comes back to what we were saying before the meeting here 80 20 right 20% of the agents are going to get out there and they're going to crush it Okay, and they're going to have great databases full of clients And if you really if you really filter it down to Even like the top 5% You know the top 5% you know 20% are producing but the top 5% are really good Okay, really good. They're going to have buyers. They have clientele Okay, so so if you have a team if you have a team of 500 Okay, and you got 100 which is 20% who are producers think about these numbers Okay, and we get our team to 500 we're going to have 100 producers All right, and then and then we're going to have we're going to have you know Uh, we're going to have 25 We're going to have 25 who are very good producers very high producers Okay, and and between the 100 producers and the 25 of those who are very high producers We're not going to like they will build their databases. These people are very highly skilled agents who sell a lot of properties and have a great clientele So, you know, that's something that's going to happen organically as our team grows We're going to bring on these really great agents that have their clientele in place Okay, and then and then what's so great is is the 500 agents 100 that are producing the 400 who aren't producing We're training them to try to help them get going You know, but where are the buyers are going to come from? How do we help these agents? We just have to train them on exactly what i'm telling you today shivar and it comes back to this Prospecting because when you're calling property owners to create friendships with them Let me ask you who are buying who are the buyers? Okay, it's people in the market, right? No, no, well, it's people in the market. Okay, and most of the people in the market who are buying are what property owners Okay, they already own property. Okay, so so as we're prospecting like i'm telling you to do and you're creating your database You're building five new friends a day. That should be the goal every day for everyone Five new friends a day with property owners in your market. That should be just the goal every day Right and if you're doing that if you're doing a weekly email or something similar to build your personal brand You're going to have plenty of buyers and when you build that database shivar and you're doing you're doing a weekly email And you've been doing this for two years and you have 2800 property owners giving that email And then we as a team bring on a development and then you email those 2000 property owners that you have relationships with Some of those property owners are going to buy a unit in that development And if we have all of our agents following this model if we have all of our agents following this model All right Look look at where we're going to be if ever if we have all of our agents building five new friends of property owners a day Doing a weekly email building that brand through the email and then we land like ants net gets a great listing You know and then we we share it with the team on the group chat And then they email it everybody emails it out on their weekly email think about how powerful that is for us So it's all going to come back to the prospecting You know everybody needs to be doing the prospecting five new friends a day building their business selling properties Okay, and sharing each other's listings on our weekly emails Hmm, you know and as we grow that the leverage behind our numbers is just going to grow larger and larger and larger I honestly have come to realize that I think we've just been brainwashed a little bit by local coaches. Yeah That prospecting is to actually Get sellers to actually get a mandate from them Which is totally wrong because each and every person out there is going to be a seller or a buyer somewhere in the future and Long and hard about it. So when you people find to do prospecting You know, you have to be prepared to to actually Take that person up as a buyer you engaging with them Not only as a possible seller, but as a buyer and that's why today I've got my listings, but I've got not I don't have a buyer book And why not because I haven't been doing the prospecting the way I should have And also it made me realize how powerful the email is It's really made so this week. I want to get my email format up and ready Get my facebook business page up and running That's it because it doesn't help if I've got nice listings and 20 exclusive mandates But if those mandates the property those properties do not have an audience that it can reach I'm not going to sell anything I can have all the stock, but if I don't have that I don't have a sale And On-profit property Yeah, exactly. Great point. Great point because especially In south africa where there are so many open mandates If you actually prospect and you and you and you look two years down the road when you have 3,000 property owners in your pocket That know you and love you through your weekly email Okay, sure you'll take an open mandate Why because you know you can email it out to your 3000 owners And you're going to be the agent that sells it because you've got the clientele Yeah, and so it's all about Yeah No, definitely the power is in the buyer And we've been told That the power is in the seller you've got to get the seller to solve it to sign that exclusive mandate Which is wrong because you're going to have 10 or 20 exclusive mandates But if you don't have buyers, you know, don't have them Yeah, and if you're not in contact constant contact through an email with the buyers your buyer audience It's also a lot of course Prospecting as important as it is in the us is even twice as important in south africa Because of the way that you guys the industry is set up You have to build your own brand your own audience of buyers and sellers over here over here Over here. I can list something to put it on mls. It's exclusive any agent can sell it. They see at the moment I list it Someone another agent sells it and we split the commission done deal easy peasy Right over there. Not the same Um, I could literally just get listings and be great because because I because any buyer out there You know can buy the property and I'm good to go um Over there a different ball game. You have to build your own database and your database is going to is your business So that's why it's so important to listen to what i'm saying about Scheduling your week around prospecting allocate in the time never missing a session And creating five new friends or property owners every day adding them to your database behind the weekly email. Yes, vion Hey, um, so in regards to the weekly email I've got about 230 contacts on it. My first my first week was 25 percent open rate Next week was 40 percent and then this one is 10 percent Is there an ideal time of day to send this out because i'm sending it on a wednesdays There are in your experiences. There are better time of day where people are more likely to open that email um No, no, there's not a certain time of day that I found that I like better Uh, I just send it out any anytime of day on every wednesday. It's got to be the same day every week That's very important because it shows that consistency, but If if I pick a time where like if i'm busy wednesday I don't have time to do the email and I create it tuesday and have it automatically go out I normally do 8 30 in the morning Is normally when I do it, but again, it doesn't matter Here's where you're probably losing vion because if you if you have a 25 open rate And then the next week of 40 percent and then the next week at 10 percent It could be in within the content of your email like they opened it up because they were curious You know and then they didn't like what they saw and then they didn't open up that following week So what I want you to do are you using constant contacts? if you could um if you could go in constant contacts and just what's out me the link To your uh to those all three emails and and put on there for this was the first week with 25 percent Here's the second week here's the link with 40 percent Here's the third week with 10 percent if you could send me those links and let me look at each of those emails And then I'll I'll respond back and I'll tell you kind of where I may even call you it just depends on On what I think but I'll give you some feedback because what's probably happening because I see this a lot Is it's probably within the format of the email? Maybe the font's too small. Maybe too many words. Maybe there's too much information You got to keep it simple. You see my emails, you know, it's simple There's a couple sentences big font some nice pictures. So send me those links and I'll take a look and see what I think Hey, I'm really getting a hang of this whole I'm really getting the hang of this whole south african thing Try my try my son and Ricky uh Serf on time beyond serf on time South putain south putain No, that's not it But we'll get there Hey, hey, listen in america that means show me the money so that's what you want That's what you want beyond Yeah, you got it Oh It's serf like in serf with serf on time. Yeah, serf on time Like uh, uh, the arish on time Old lang syne Or that actually Like gold It's a lot like, um, the sonam goldstein. You can say goldstein place serf on Serf on team Serf on team all you want to we surf on the water over here. All right In fontaine actually does sometimes we serve it sometimes we eat surf and turf Okay, that's taken shrimp by the way over here. So that's how we do it over here. All right But this is actually funny because uh, uh fontaine is actually the of regards for fountain fountain water So yes, serf on the water fountain There we go Okay, well on the same page trust me. We're on the same page. I can tell you that much. Okay Yeah Hey, if you can get my name right yours is nothing beyond Hey beyond yours was easy. Okay You know what the problem was you know what the problem was they let me go with calpana For six months. Okay That's where the problem is here I started calling a calpana I'm easy. I just go with the flow. I've given up I mean, I don't I was wondering am I right or am I wrong and then you know what? I'm not I'm not I'm not gonna play cards with uh, calpana I'm not gonna play poker because every time I'm thinking back to every time I said her name You know and and how straight they're like I say calpana. She's like I mean not a smirk she didn't shake her head She didn't she didn't go like this I would at least like to hey, hey, hold on a second now Let me let me help you here with my name or you know, maybe hey We'll have a separate conversation, you know, and what's out later about my name or something, you know Calpana now, you know why I call you sometimes miscafe The best one was shubhara and this guy calls him Shriver and I thought oh my gosh. Yeah. Yeah, shriever shriever Yeah Okay, guys, um, let's wrap it up here. You guys have anything else today. I'm gonna get to work All good. Thanks very much. I'm good. All right. I just want to ask one question So so when I started I started off well with the 90 day program and then I realized Oh, I have to start doing some rentals again or something to just bring in some Improve the cash flow, you know So if no one resumes the 90 day, do I have to start because I see a lot of people on your group the facebook group says Okay, I'm restarting day one so Yeah, listen, here's the thing like if you if you went through the 90 days and and you you you enjoy that Experience, okay, and then you're just kind of like what do I do now do the 90 days again? Do it over and over and over again, you know if Yeah, because I think if you started doing it and there was a long lapse That you didn't do it the daily prospecting. I think it's better than to start off to press the reset button and start again from day one Yeah, yeah, absolutely And everybody's different, you know, some people take that 90 days And they figure out, you know, how they want to they figure out what they what they how they want to organize their weeks And then it helps them organize Their routine and they just go from there. Some people like to do the 90 days over and over again. So it just depends on you When do you do the 28 day course? It's like midway through the 90 days Yeah Tarsie, did you have something? No, I was listening But Okay, good. Good. I'm glad I'm glad Cool guys, will y'all go crush it and hit me up on what's up beyond send me those uh links to those emails So I can take a look at those and you guys uh hit me up on what's up if you need anything at all or in the group