Nobody say nothing. The awkward moment.
What's up fellas.
What's cracking. Today is the first time that we're ever testing out, doing the podcast on video. It's interesting because usually, we're just looking at our screens, not each other. We're going to rip this off, transcribe it, syndicate it and start using every piece of the [unintelligible 00:00:40] so to speak as far as content is concerned. I'm excited to give this a shot.
We were doing some research and looking at it and one of the most searched terms in real estate is real estate leads which is not shocking. Michael Rees we've been working on a webinar, a training for agents. We put in a little disclaimer to not get drunk on leads and it's a pretty funny looking dog with a [unintelligible 00:01:16].
I would say just from seeing agents especially ones that are really trying to grow and do more business, there's such a big focus on this leads but they have such a crazy mis-perception of what a good lead is not knowing what the time is and timeframe that you're looking at.
I think I had one of the best calls of my life with a real estate agent that I had never met before. The guy in Ohio that Michael you talked to a little bit before I did. But he was so dialled into what his process was. He' doing 30 deals right now.
He wants to get up above 100 in Colombus, Ohio and he just has a really dialled in process knowing that he needs to add people to his database as quickly as possible and then just submerge them into him and be omnipresent around them. But not thinking about how can I generate the lead today to close a deal tomorrow but how can I generate a lead today to be able to get them in my database and to start communicating and building a relationship over time.
I mean, he gets it. That's the cool thing. I've got a friend that I have been working with who had been really successful in real estate 10 years ago. Got out of the business, got back in the business. He's like, "Man, I feel like I've been in Jail for 10 years and I get out and the world is all new and fresh see. I don't know what's up." I keep trying to prescribe to him that same methodology and he didn't get it and finally, he went to the roadshow in Houston. When he saw basically the presentation at the roadshow, he is like, "Dude, I get it. I'm going for it." He's like " I will make the video."
Yesterday I was chatting with him at the-- I'm walking through the store trying to pick up some groceries and stuff and he's telling me. He's like, "All right, how many billboards ads should I do?" I say, "Where you live, how big are the boats? He's like, "Well, there's this [unintelligible 00:03:25] and over here there's giant yachts.''
I say, " why don't you [unintelligible 00:03:26] a yacht on the ad with your USP." He's like, "I love that." Yes, he gets it. As far as the leads are concerned I think it's an interesting topic because it's something that we just take for granted. It's like being in real estate and having a better knowledge about something where you just assume that your customer knows that as well.
But the [unintelligible 00:03:49] for me is hanging out in those roadshows when Mike has ask so many people and I don't even know if he still asks this Mike. How many people have generated X amount of leads last month, raise your hand. Just so many people don't. I'm here because I was helping an agent here, they don't raise their hand, they don't have enough leads, they don't know how to generate. I was helping an agent here last night and that was his deal. He spent a lot of money on [unintelligible 00:04:15]. I was talking to another guy yesterday who spent 7 grands a month on [unintelligible 00:04:18] zero. Most of the time he gets his money back, sometimes he doubles his money. I just think that the art of lead generation as far as being consistent with it is kind of something that still eludes the-- Even the best agents, a lot of really good ones which is crazy to me. What are you doing there Mike? We see you. Taking a call.
Which I agree. It is something that I believe that we take for-
[unintelligible 00:04:50] hear me? You all can't hear the police siren?
I can hear it now.
Yes, I've been playing it. Trying to get a word in and you [unintelligible 00:05:00] Oh, I didn't know.
I've been playing the police siren for two minutes and you [unintelligible 00:05:09] -- I had to come in. I'm about to arrest somebody.
Come on in.
Coming in. The problem guys. The problem is that, how many people saw-- First of all, one of the reasons we went to video is because you get paid more to entertain than you do to teach. If you put content out there, first of all, you've got to understand is, it's got to be -- Somebody's got to be entertaining. I went to dinner last night with a good friend of mine Ryan Stuman, John Kitchin, Jay Kinder, a handful of guys and we were talking about when a friend of ours got out of jail.
It wasn't Stuman, it was actually-- I won't say his name because he'll actually take it personal. You all might be able to read between the lines, right?
Fair enough, fair enough.
Listen, he's not the biggest loser. Let's just put it that way. When he got out of jail, the very first day he got out of jail, he showed up to Jay's house and Jay and his son-- He pulls up in this long driveway out in the middle of the country and Jay and his son make these bottle rockets, roman candles. Right when he gets out of the car, they're shooting it from both directions on video.
I literally thought-- We told 15 stories that night. I said, "Dude, if people would have followed us the last 10 years, we would have the hottest reality show." The whole thing started because Stuman's doing a-
Reality show.
-a reality show and they just filmed episode eight dude. They're flipping this crack house and they kicked up -- I don't know if you all saw the police came. Then he was flying in a private jet to the Bahamas and he got stopped by Homeland Security. That was episode two, and then in episode three, it starts out with these two dudes in the street duking it out, dude. It's his contractor, and the guy living in the house. They go at it for like three minutes, dude, like a old school, high school fight.
That's what started the whole thing. Stuman was like, "Dude, I can't make this shit up. It happens in my life for real." Part of a podcast, we're over here, you're sitting up at your lake house. Jake, you're over here at LaunchPad City, which there's a lot of stories behind the camera. We're here just going through the motions, talking about leads. Let me tell you the problem. Here's the problem. Okay guys? Here's the problem.
You all see that? Can you read that? Can anybody read that? What's it say?
Your role is to sell. Don't let anything distract you from the sole purpose of advertising, David Ogilvy.
Right, and then read this.
Go back. Fact, our income is in direct proportion of the number and quality of offers we make. Fact, the easiest way to make a quality offers is through a well crafted sales letter. Fact. Anyone can learn to write effective sales letters as long as they have the formula for 29.95. [unintelligible 00:08:11]
Here's what it says, just so you all know. It's pretty crazy, dude. It says, there are only three business activities we need to focus our time on, if we want to sell more, make more, get more. This guy is a gangster. Write copy, make offers and create content. Make offers, which you do when you write copy, create content to sell or use for lead generation. Showing a number, Woods, how many offers did you write yesterday? Just show your hand. How many offers did you write? Just with your fingers, how many?
Three offers made yesterday. That's the problem guys, the problem is that, who do you make offers to? You make offers to your subscribers. We're over here talking about leads but we're working on a book. One of the problems in the book is that I can't talk to people about the truth because it's over their head, and that's my problem. My problem is, I'm over here, I have to talk to people about step one, step two, step three.
The truth is that-- I didn't get into real estate-- When I got my real estate license, I didn't know what I didn't know but here's one thing I do know, if you ask Otto, Otto learned how to put offers in the newspaper. We were talking about your dad. Those offers quit working and he didn't learn how to put those offers onto the internet. That's the fundamental process, is that the market changes and--.
Jake, you emailed me an offer for this morning. Was it a good offer? Was it a good offer, yes or no?
Yes.
What did it say? How to make what? An extra 50 grand. Who was the guy? He was the best Facebook marketing guy on the planet, and the offer was crazy. We're surrounded by offers and the funny thing is, if you all- -want to get entertained, go to Billy Jean Instagram and look at him bashing Gary Vee about Gary Vee and making offers.
He's like, "Gary Vee is talking about-- Hey listen, you don't you make sales." Did you all Chris Smith get a response from Gary Vee. yesterday on Twitter? Did you see that, anyone hear about that? That was the conversation, go look at it. Chris Smith makes a comment to Gary Vee about his comment about how he would never buy a house. Gary Vee is being kind of polarizing towards the real estate community, not intentionally because some of the real estate community are the people that hire him to be Keynotes and that's what Billy Jean was saying.
Not to take it off the subject, but at the end of the day, I'm over here watching content online. On Billy Jean's Instagram, I'm watching Gary Vee's, I know Chris Smith, I'm in the sheet working, I'm at dinner last night with high-level entrepreneurs talking about stuff we see on social media. "Did you see this, did you see that?"
Going back to Mister Otto's point, is like us shooting this video is really the point is that, if I had a URL-- I have a URL to make you an offer. I can't do it right now because It's not congruent with why we're here today, but if I was on one of my other three podcasts, I would be making you guys an offer right now.
I would have done it in the first 30 seconds because I know that people don't watch all of the video. I know the average time on page is increased by 100% when they watch a video. I know that the conversion goes [unintelligible 00:11:35] 30% when you use video. I know that we got one of the best marketing tools to see consumption and when people consume, they know they can trust you.
I know that we're talking about leads because that's what they want. But if I was going to come and help you--. So did Tatum. Tatum wanted this but for 10 years, never sold more than 18 homes. What did he need? He needed qualified opportunities. The difference between qualified opportunities and Leeds, it's that every lead is not ready. It's not qualified to be for a salesperson.
They've created interest but they don't have timing. They have obstacles. The point is, is that I believe that if you want to make money in real estate in the future, and this is just my core belief and it's in my presentation. I wish I could share my screen and my audio and click one button, but it's scary. It's scary what the future opportunity is around actually creating value in the marketplace through video and being able to see who watched your video and re-market to them in other places. People don't know.
There was a time with Facebook that you could run advertisements directly to people who were a realtor.com. Now, you can run advertisements to people and I don't know if you can still do that, can you?
You can still do that? I'm talking to the Facebook guru, woods Davis over here.
The point is that you can run advertisements to people who go to home depot. You can run advertisements on YouTube based upon search words. You could take Google ads that work and pause them and upload and export the content and run them on Yahoo and MSN and get twice the conversion for half the price.
Generating Leads is not a problem, your desire to work on the right stuff that actually makes money, which is not things that services sell, which is not things that-- It's called revenue-generating activities. My question is what is the highest leveraged activity that you do in your business? What that should be is the minute I get off of this, I'm publishing content right now. What does that mean? Let me see, am I doing my job? Read number three, what does it say? What does number three say? Because I'm coachable what does number three say? What does it say?
Create content to sell or use for lead generation. That's all we are doing.
Why do I have this podcast? I just got off a podcast, do we got a call, at what time? Got a call at 11, then we got at 12: 30, then got one top agent who already sold 59 deals in 17 days this year to come find out how she can create content.
Then, after that, I got a webinar where I'm going to create more value in the marketplace. The question is that if the biggest constraint you have in your business is your own thinking and if you don't think you're wrong then you're never going to get to learn the mode [unintelligible 00:14:20] . It doesn't matter to me because I'll tell you this, and this isn't being boastful, but your life can change completely. Your business can change completely overnight if you do the right thing.
What does that mean? What that means is that, if I'm driving to Houston from where I'm at right now and Mike is going to Houston. We both have the same desire, goal on where we're trying to go but it's going to cost us different amounts of gas, we're gonna get there at different times. We're going to have to take different turns along the way because we're both in a different place. That's what the problem is that people think there's a one size fits all and there's not. That's why people get bad advice based upon where they are. Not that it doesn't work it's just that you don't have 161 days to wait for a Facebook lead to convert.
I was talking to a single mother. First of all, you got to invest in yourself. I leave next week to go to a five-day event, I was gone last week. The week before. I was listening to audio tapes, you all do the same thing. You got to invest in yourself. Just watching this podcast and smashing the subscribe button, smash, smash, smash. Right on if you're watching it on YouTube.
The thing is is it's saying, getting out of your comfort zone. I told woods I said, "I had dinner with these people last night, I didn't eat but--." One of the people that were there was a girl. She's one of my best friends in the world, wise beautiful girl, and she's interviewing third eye blind. She has a podcast doing great and she said, "I don't like to be on video."
Neither do I.
That's the point. Here's the thing, get over it. You got to get over it and if you don't get over it and here's the thing, whatever you're thinking or not thinking--. I tell people when I'm on the road I said, "One of the hardest things I did--." What's Brian's? No, Brian from the guy who just walked across the -- Brian O'Brady, if you haven't seen that go check it out.
Brian O'Brady walked across the Antarctica best podcast with Joe Rogan. I've seen motivating. I'm going to watch it once a week. I'm going to watch it every Monday in the morning because this dude walks 54 miles across Antarctica, that means like 50-- I'm sorry, 900 plus miles in 54 days. I won't get into it, you can go read about it. The fact that he can do that--.
If he could do that, you can do this, right?
If he could that, you can listen to a podcast. If he could do that you can read three books. If he could do that you can get in shape. If he could do that you could do anything too. You got a lot of potential but if you don't change your mind and you're not going to change your mind. I'm listening to one of the best books that I've ever listened to in my life, I highly recommend it. I'll show it to you. I listen to it every night when I go to sleep. It's right here. It was in my car on the way over here, called Breaking The Habit of Being Yourself.
If you look at my phone I have, "Atomic Habits. Jordan Peterson's 12 rules for life and Breaking The Habit of Being Yourself, Eckhart Tolle Awaking the life within. Why do I have that? Here's the why because all of those books have to do with mindset. Why am I going to consume because have you ever seen-- If you take a dirty pot of water, put dirt in it, you can clean it. Have you ever seen how they clean a dirty pot of water? Without touching it.
How can you get the dirt out of a dirty pot? If you put dirt in a pot and you shake it up and it's all blurry, and the water's all blurry, how do you make it clean? I'll tell you how. You get five gallons of clean water and you pour it in and the dirty water comes out the side, that's the brain. You got to start putting good stuff in your brain, every single day and if you don't have everything you want you simply haven't learned something yet.
We can talk about lead generation but if you don't have the desire to be the expert, if you can't articulate your value, demonstrate your value, make your value visible. If you could at lead generation just to end up on a listing appointment against me, you're going to lose because you're going to come with the CMA and three sheets of paper, and you're not going to know what to say when I come behind you.
I can say, "I have a proof of repeatable system backed by market research to sell your [unintelligible 00:18:56] for upto 18% more than the method used by traditional agents."
Here's 50 testimonials proof and you came with your [unintelligible 00:19:05] sheets of paper and half-assing it, and you know what your motivation will be? Your motivation will be low after you lose. The point--.
Preach.
All I'm trying to say is that, if you want to grow your business, you've got to ask yourself what Jim Rohn, someone look up the Jim Rohn quote. I feel like I'm on Joe Rogan, it says-- It's in [unintelligible 00:19:29] book, it's one of my boy Pratt's favorite quotes, but you have to increase your personal development.
I agree I think the renewing starts from within.
Do you agree that when we buy more stuff we make more money?
Yes.
You are going to have to repeat it, I can't hear him.
Looks like he's saying such good stuff too. Hold on they can't- -hear. You got it put this on. Hold on one second.
Come on Woods.
Come on Woods.
Guest starring.
You know this is live right when we go in off the cuff anyways?
No. You were asking me if what to do like if you're in a slump, and this is just what I've discovered for myself personally. If you're in a slump, you're not making the money that you want to make, you've got to start investing in yourself. You've got to start spending money on yourself.
It's just like when you want to receive, you have to start giving. Well, you got to start giving it to yourself. When you want to get back in shape, if you've been out of shape and you buy some supplements, you start investing in -- You buy a program, you invest in yourself. That gives you the motivation and it sends a message to your brain that, "Man, you're worth this, this is worth it, you should put in the work, this is worth doing." Man, it's just like the secret.
Whenever we start buying more and more stuff consuming more and more stuff especially when it comes to business development, personal development, life improves, business improves. Just like the secret is, you got to spend money to make money, period.
Boom, I love it.
So much good stuff.
-live on Instagram and dropped those nuggets. That's the point dude. That's the point. You got to give it the attention of the marketplace, big mouth big pocketbook.
We just talked about this on Facebook live this week too about dedicating yourself to becoming an expert at marketing, because you are a marketer. You are in the business of marketing. So many people just try to throw money at a problem and I talked to an agent this week, threw like a couple hundred bucks a month and thought that the lead generation that they were getting was a scam because they don't get it and they'd never dedicated themselves to getting it.
That wasn't our product they bought though for clarification.
Yes.
You told me this story.
Yes.
I got to plug in.
It was a competitor there. But they came in and they're just trying to throw money at problem and they're not trying to learn like this is a microwave society that we live in nowadays. You're used to being able to put something in two minutes later I have a four-course meal. That is not how business works. That's not how the most successful people work.
Of all the people that I've met in real estate, the people that are the most successful are the ones that you see it all the other conferences. You talk about Chris Smith. Jay and I went to a conference last year, he was there. Him and Jay had a really good conversation. You just surround yourself with people that are that are investing, but it's a constant thing. I don't know.
I've been around you Reese, you and Jay. I've spent a lot of time with over the last six years. I have never seen two people spend more money on developing the people and the people around them and themselves, than I've seen. It was a crazy-- I mean we'd have J Abraham come in for a year. We had Mark Chesley come in for a few months.
We sent the entire sales team to Tony Robbins and came back, and guess what, we had the best six months we've ever had in our lives after we went and invested in some just upstairs. That wasn't anything about sales, that wasn't anything other than just trying to get yourself right. Everybody came back fired up and we started breaking windows in the morning and having more energy than we ever had.
Literary.
Literally breaking windows and stuff off shelves. But it was just we elevated our game. Environment is always going to be more powerful than will and you got to put yourself in those environments.
I love it, man. I agree wholeheartedly. I think if you hang out with the big guy, you're going to put on some pounds. If you hang out with some people that are invested into self-improvement. I mean even just hanging out with us right now on this podcast, you're doing that. You don't have to be side by side, it just rubs off. People who are personally inspired or inspiring.
I was giving Mike that compliment the other day. I was like, "Dude, I think that's really your superpower. You really inspire people just by being who you are. You just accidentally make them up their game just by hanging out with you or getting to know you," because I mean--.
Well, I mean I'm just thinking through all the crap that you've made me invest in. I mean, one of them we're going to go to next month. I mean I’m be out there with you next week. It's just one of those things. I think that as far as the secret is concerned, the thing that I found to be true about this particular process is when you have a desire your subconscious brain will pull you to the things that will automatically help you accomplish that.
Whatever that is that you're trying to accomplish, whatever that internal heart's desire that you have, your brain will naturally start to pull you to the right information to the right people to the right products the right things help you achieve that goal. As far as- -what to do in what to order because you’d mentioned that I was talking to an agent yesterday who’s friend of mine. She was giving me her prescription of the problem without really going into depth on what the particular problem was.
After I kept asking and digging and digging, I found out really for her, it's more business systems. But for me, all of that stuff will come and you can build that once you master and dial in the art of marketing and lead generation consistently. If you don't have that, you're not going to have time to work on the other stuff officially because you're going to be always scrambling for a deal, and that's just the brass tacks. Pick up some books especially Mike, he’s dropping the right ones, go get him, I love it.
Take action, learn, be care-- Do that learner mindset, it changes your life in all aspects of your life too. But dedicate-- Take yourself right now, go find the nearest mirror and tell yourself what you're going to do. The rest of this year you are going to become an expert at marketing. You're going to become an expert in real estate. If you do that and dedicate and tell yourself that every single day and surround yourself learn and not just try and throw money at the problem.
You told Brayden something Michael, I don't know a year ago or something. You told him if he could become a master at marketing, he would never have to worry about money ever again in his life. The thing is just--.
[unintelligible 00:26:33] printing it, it's literally like words on paper.
Yes and it's probably better than printing because if currency changed and we went to Bitcoin instead of having dollar bills anymore and you can’t print Bitcoin. You’re still going to be able to make money as a marketer and Brayden that just-- Because every time I talk to him, probably every three times I talk to him, he mentions that, because he's always working on. He's always trying to learn. If he can do it at 20, I'm super excited to see where he's going to be at when he turns 30.
I think we should end on that high note fellows. It's going to be tough to get higher than that. That was some good knowledge drop.
Yes, the main thing is that-- I'll just say this. Iin the comments if you're watching this on YouTube, I want you to put into the comments, just put marketing training. If you'll put marketing training in the comments then what I'll do is we have a mini course which we put together. Which is how to generate deals on-- The cool thing about it are these are deals right now we're teaching people how to generate deals on Facebook with no ad spin.
There's three steps and we go through it. We’re teaching how to leverage video, how to use consumption relevancy. If you're running your own Facebook ads and you don't know relevancy score, then you need to get this mini course. Check out the mini course, put in the comments marketing training. We’ll monitor the comments and send you the mini course. If you're watching this on the podcast then my suggestion would be go head over to YouTube, find the video and put it in there. What's the YouTube handle channel?
@marketmakerRE
What is it?
@marketmakerRE
@marketmakerRE that’s how you found our FaceBook.
If you search marketmaker in YouTube it will be and you go to the channels, it'll be one of the first two there. But if you go to and you can register for the class, if you go to marketmakerclass.com.
You should have said that first 30 seconds [unintelligible 00:29:03]
Take care.
Likewise. Hey, we got to sign off. [unintelligible 00:29:08] to sign off.
Easy guys.
Like we always say at marketmaker, the goal is to build a business that works harder for you. Take it away.
Than you do for it.
Love it.
Later.