3 effective steps to get more listings in any market

Welcome to Real Estate Uncensored, the place for actionable ideas to reach people online, build your personal brand, and get more clients. That is Greg Mutant, the junior grandmaster of sales in the co-pilot seat. And that is Matt Johnson, agency owner, author of Microfamous and Certified Greg Garandora. Each week you're going to hear from some of the best coaches, leaders, brokers, top producing agents and social media experts all with one goal. Give you the sales and marketing tactics to up your game today. Okay, now let's jump back into the latest episode of Real Estate Uncensored. Hey everybody, welcome back to another amazing show. This is Real Estate Uncensored, where you guys are going to get everything you need to be an amazing human being and then some and the kitchens think is thrown in there as well. Now talking about a lot of stuff mixed into one show guys, this is a two or one. And we call it a two-for. You're going to get two shows for the price of one admission. Please pay with PayPal on the way out, which will be PC. You can help keep the lights on over at the Bopey Health Fold. But we are going to be talking about how to get listings, and then we have a secret topic of how much is too much. And there it is. Someone just bought a ticket to show his lights on. All right, thank you for your donation. Every donation even if it's five cents, it helps put my kids to college. Mr. Jean Bopey, how are you brother? I'm doing good, man. I'm doing good. I like coming to these things, and you know, I hope everybody knows by now that I don't make a goddamn red cent for any of this stuff. I'm just out here giving you all the goods because I love you. And he has a couple of restrained orders that he's still fighting for giving people all the goods on the show. Too many goods. Kids playgrounds. Oh, Jesus Christ. I didn't even go there. I don't know. That's awful. Oh, my God. Cancel immediately, cancel. Well, Jean is out giving the goods to everybody. Mr. Nick Sackas, they're for shrinking man. What up, home boy? Well, yeah, it is a little early. We are on a 10 a.m. show. We never change a title. So our ten shows coming in hot. Even though it's 120 p.m. over here in sunny Florida, we have our own problems. But yeah, I think I think this shows interesting. I wanted to kind of jump in and talk about three simple steps. I did a training this past week in our likely.ai group, which if you guys aren't in there, I suggest you join because we got a lot of cool stuff going on. And three steps to your next listing, right? We're in a time right now with real estate agents. And just in general, a lot of uncertainty in the market overall. And then agents right now are frantic on how to get their next listing, right? So we had an interview with a market center, a Keller Williams Market Center operating principle. And it was about 12 months ago, but it's still very relevant. And so his name is Stephen Gendel, great guy. And does a ton of ton of business, right? Hundreds and hundreds of listings. And so he implemented a very simple three step system for his market center at Keller Williams. That we translated that into like kind of like a playbook style training for all likely users. And it's very simple. And so the thing that I want to stress about this is everybody's looking for the shiny penny all the time. And we talk about artificial intelligence. And obviously that's a hot topic right now. Everybody's looking for like the chat GPT code and all the different apps that are out there and everything. And likely to a certain extent, even though it's been around for a while, is kind of a new buzz word. In the market. And so what we're doing right now is kind of going back and blending a new school technology, which is likely artificial intelligence for real estate. And then three simple steps that you can use with that technology in order to get your next listings. So the first simple step, right? And you can use this. So I'll preface this by saying you don't have to use likely data, right? We would love for you to join likely you get a 14 day free trial. We have the best data in the industry for sure. But you can use this process even with like expired listings or for sale by owner lists or any other list that you can pull maybe get something from your title company. People that have been in their home for 10 years or 20 years, like there's all these different lists that you can buy. I'm just a little biased because ours is the best, right? So the first step would be to take the people who are highest likely to move. So the people that you feel, whether you buy a list for somebody else or you get our list, our list will tell you. Here's the high people with the highest probability to move. The thing that you should do first is call these people like this is this is not rocket science. You guys are familiar with this show because Greg McDaniel is the co calling ninja of all ninjas. Junior grandmaster and he's made hundreds of thousands of phone calls in his career. It absolutely works, right? So people who you know are highest likely to move right now, you get them on the phone. You do a 10 days of pain or if you're a likely user and they're part of your database in sphere, you should know them anyway to actually give them a call. The second part of this process number two. So number one is going to be try to get them on the phone and talk to them. Duh, right? Not a big deal. The second part of this is we utilize a company called yellow letters complete. And I'll put that in the comments. It's called yellow letters complete. They have a full suite of postcards, a full suite of actual mail letters that they will look handwritten that you can actually pick from. They call them magic letters. And so you set these people up on these yellow letter complete campaigns. It's very basic. It's very simple. There's probably a dozen or two dozen of these that you can actually pick from as far as campaigns. So you can modify them if you want, but they're out of the box ready to go. And so you set the people up on these campaigns, whether it's once a week or going out or twice a week going out. And now that's locked and loaded. So you're trying to get them on the phone 10 days of pain. You're setting them up on a direct mail, drip campaign, whether it's postcards or letters. We recommend the letters. They work really, really well. You can pick them from yellow letters complete. And then the third step, which is I think is a ninja step, which seems obvious because we all have IDX websites, some capacity, right? You're broker, whether it's Keller Williams, you have command. If you're with, you know, EXP, you get KV core, everybody's got a CRM of some kind that has an IDX feed. So what we tend to do is real some agents, the shiny penny is like, oh, what Facebook ad is working the best or what TikTok is working or YouTube pre roll. And we automatically go in this mindset of what ads do I put out in the market for people to click on to land on my IDX feed to then get put on a drip sequence. Okay, I want to reverse that. So if you're specifically using likely data, we know the people who are highest likely to move. We don't need those people to click on an ad because we already know who they are. So we're reverse engineering this process, we're calling them, we're sending them drip direct mail campaigns. And then we're taking all the people that we know are highest likely to move and or moderate or low. And we're actively putting them inside of our CRM and signing them up for a neighborhood specific snapshot. Because we know these people are likely to move. We know they're in market. We know they're looking on zillow and realtor.com. So they might as well be getting an email from you on a weekly basis about market updates. They're going on in their specific neighborhood. Again, this is not rocket science, but this is a very simple three step process that Stephen Gindel's used. Dozens of other people from likely since we we talked to Stephen about his process. He's got other Keller Williams agents using this. This is a very, very effective strategy for hyper targeting people with an omnipresent approach. And if you wanted to, you could add retargeting style Facebook ads on the back end of that, which we can get into later. But that's a very simple three step. Call these people immediately. Set them up for direct mail because direct mail is working right now. And yellow ledge complete has it completely done. And then set them up on an IDX style drip specifically for their neighborhood. This is that's the important part. It's got to be neighborhood update for their neighborhood that they're going to actually see one, two, three mainstream. There's zip code, whatever, whatever. An update's going on because they're already in that thought process. So you might as well send them an email. That's the three steps. It's stupid, simple. And I've talked for too long. Probably. You probably talked for longer than it takes you to do it. Yeah. It's like one of those things where you get when you explain it. It's like, I should just do it myself. Just I could have just done it. Yeah. Yeah, but you know, but you did a great job explaining it. I mean, you you did a very good job of architecting architecturally. I like to tickle. I need another cup of coffee, apparently. The lack of sleep in the last three days is astonishing. So that's high tech. Realistically, Nick. From what you're experiencing with a lot of people with and without AI assistance, either in predictive for data or AI assistance with chat. GPT or any other source out there. How many people are actually going to put this into action? I mean, legitimately, literally follow. Less than one percent. Why? Because the this is funny. Okay. So I'll try to not get canceled. Your canceled. Ideas are not ideas are not the thing, right? It's implementation. We all know that true. So how many ideas have we pitched on this show versus how many people are going to actually implement? That's the reason why. And I'll give you a perfect example because my mom specifically gets a little upset with me about how much stuff I give away for free. I had the same competition trainings. You know, just coming on this show and giving away secret sauce. And she's like, why do you do? Why do you just tell everybody exactly what you're doing? I'm like, because I know if I sit in a room in front of a hundred people or talk online in front of a thousand people. That everyone's going to write furious notes. Half the people are going to room are going to write notes. Half the people are going to listen and smile a nod. And then one out of a thousand are going to go and actually implement it. And we live in an abundant world of. There's plenty of opportunity for everybody. So if the one person that listens to it writes the notes and then implements it. I'm happy with that. Right? It's not everybody in the market is not going to take your sauce. And especially with something like this, I can tell you firsthand. This isn't sexy. Right? People have already started listening to me talking about the three simple steps and already clicked off because they know it. I already know this. I don't need to listen to this guy talking more because I know how to do what he just said. Well, there's a problem there. It's a disconnect. You probably know that you shouldn't be going to McDonald's and eat the double quarter pounder and fries before you go to bed at night. And yet you still do it. Right? So like it's it's the taking the ego out of the equation, listening to people who have done it, listen to proven processes and actually implementing it. Is the key to all of this. Mm hmm. You know, it's. I have. As you guys may or may not know, I was the head trainer for my brother's for a long period of time. And I literally gave away my entire playbook. I mean, down to my vendors names and phone numbers. Like, this is what we do here are templates. You ask them for the McDaniel, you know, template. They'll give it to you exactly what we already have for here. You're the people here. The places here to talk to. Here's everything. Go. Less than one percent. Maybe even did anything with it. So boys and girls ladies and gentlemen, what does that say about your competition right now? It means that you already have a leg up. If here's a big if here are all capitals. If you take action in some way, shape, or form thinking about it and doing mental masturbation doesn't do fucking shit for your handbook, right? You're not going to put any money in your pocketbook. You're not going to put any clothes in your kids back. You're not going to put any diamonds on your wife's neck. You're not going to go to any trips, build memories with your family. If you don't take action in some way, shape, or form the reason why you're married, the reason why you have kids is because you took action. If you know what I mean in a certain aspect of your life. And by doing but boom, I have a spouse. I have a child. Well, motherfuckers do the same thing in your business. Take action and enjoy it. Whatever it is. I mean, you can modify this next story out some scenarios that has worked for very successful people. But if you have a different take on it, do it. But do something. Because you know what? Gene Volpe, Nick Sack is great. McDaniel and everybody else listening to my voice right now. If you don't do it, they're going to do it. And the story. You will be left behind. The crazy and crazy part about of all of it is. I. I think I don't think I know. You can talk to a hundred. Let's find. A hundred of the most successful real estate agents we've ever interviewed on this show, right? The one most common thing that all of them share. Is they almost all 98% of them have very boring, predictable businesses. Yes. Because they do the fundamentals. They might implement a couple of things on an annual basis, right? So like the big business owners that I've talked to as far as real estate teams. Like if they want to go from 500 transactions, you do a thousand transactions a year. They might go to a mastermind and they might implement one thing. One nugget that they took. They're still going to do all the pillars that they're currently doing. They might take one nugget and test it for 90 days or six months and then reconvene and see. What we do as squirrel brains, independent owner operators, people who are running their own business and trying to do marketing and everything like all of it. You don't have departments. You don't have people working for you. You're all you're everything that your business is once we start doing one thing, we stop doing another thing. And it's this constant back and forth of where am I going to put my time and attention. Whereas other boring business owners have a stable base of four or five things of fundamentals that they do all the time. And then they're just adding one more thing. And as they add one more thing, they can add more people's and systems and things to that thing to where now that becomes a fundamental stage. And then maybe it's one more thing and that's how they grow. So if these three things in your business are fundamental that make them fundamental, make the calls fundamentals, make the direct mailing fundamental and make the IDX feed part of your fundamentals that are just getting done all the time. And then if you want to add Facebook ads next month, right, it's that one thing and then you focus on that one thing while still still doing the other fundamentals. Yeah, they're the fundamentals are number one, there's a kind of Howard that I do calls with. There's a whole crew guys I do with you calls with all day long, almost every single day, which is actually a lot of freaking fun. But you know, Howard has been the business for more than a not Howard. Yeah, yeah, it's been business for not, you know, for a little bit. You know, I think I got stuck in my mouth as discussing. But he's the he made it really clear shut up, Jane. I see that I see that smoke on your face and I know where your brain went. But he said method, I mean, we'll say it's numbers and it is it purely is numbers is putting out enough content. It's a or the old adage it, you know, to contact sports, it is a contact sport contacting individuals. So Nick, you're going along with a lot of high tech easy to use, but you know, a lot of folks won't put into action. I have a little bit of fun with this thing, some of the AI programs I've been messing around with. I went, I googled that you know, articles on, you know, real estate versus stock investments. And I found a couple of great articles and I went to chat GPT and I said, please summarize, summarize this in an easy to read format in a popped out like less on a page of hard hitting data points with comparisons. And so my question to you is this, let's say someone says, fuck you, not doing video, not doing this. And we've been sitting here for 70 years at this point, preaching it from the high hills. But if you're not going to do it, you're not going to do it. What I did is I got, I was able to copy and paste that the content, you know, the written form into an AI, it then subsected it out automatically. I changed it all to a very distinguished British man. And that wasn't British, by the way, I think it was Scottish or something stupid. But then he read the entire boring thing about the difference between stocks and real estate investing. And I was literally interested. I'm like, oh, tell me, tell me more goods, sir. How can we take that and create that into a video versus, you know, grabbing the content of an article, turn it into text, then text into video and then having an assistant or someone post that out on the social media on a consistent basis. So you never have to be in front of a camera again. And it's all at a very low basis. How would we go about that, Joe? Well, so I'm going to throw this to Jean, because we were talking pre show about posting too much versus so quality versus quantity. And so my argument right now, I'll, I'll be the devil's advocate here. That's usually a gene, but I'll say that. It sounds like a good idea, right? It sounds like a really good idea to have chat GPT spin up some articles and then go to DID or Synthesia or any other AI content or use, you know, create your own avatar and your own voice and not use a British actor, whatever. It's a whole bunch of content online where you don't need to use your face, but it's your avatar or maybe your voice does that really strike. So I'm going to give you an example here. When YouTube really started blowing up five or so years ago for real estate agents, like the trend really started of, I need a YouTube channel and I need to start doing content around my local neighborhoods. The biggest difference between, and this, this goes for just content in general now short form or whatever. The biggest difference between people who really get views and attention versus not. And this is, this is, we're doing this right here right now is the amount of effort that you put in towards your video is is immediately distinguishable to viewers, right? And so what I mean by that is somebody who goes out and spends four to six hours doing a tour of their neighborhood and creates a vlog about it and then goes back and spends 12 hours editing it and then posted on YouTube and they're only doing one quality video week. But they're actually out in the neighborhood and they're actually doing the things and they're talking to people and they make really, really good content. That one video is going to do far better than an agent in between calls with a green screen in the background and having B roll and trying to pretend like they're out. Versus so the amount of effort is not there right that person that's going live on stream yard and just regurgitated some stuff is a simple thing to do now that used to be difficult. But that's a very low effort activity versus somebody who takes the time to actually do the thing. So that's what's happening with AI right now people are going, oh, I don't have to be on camera anymore. I could just have an avatar and I could just have chat GPT right to think it's a very low effort. Medium and you're not going to get the attention that you think you will because the viewer of that is going to recognize that as low quality and not give it as much attention as you think they should. It's okay. Ran over. That was a hard top. That was a low cut. I was going to throw it up the gene of like so you ran into this with one of your clients like quality versus quantity and you're seeing some decline on on some posts that I think it's more relevant now than ever because we come from this age of like we'll just post post post post post post. Well, are you getting engagement or are you actually looking at the numbers to see is your engagement going up because all the people that are telling you to post post post right now. Are also saying on their next video it's okay if you only get five or six views because if you went to a room with five or six people like that would be okay you'd be cool with that right. Meanwhile, other people who are actually putting effort in their videos are crushing fucking skulls and getting hundreds of thousands of views because they're making really good content. So for my point of view what you're putting out really matters quantity matters a little bit but the quality everybody's game is stepped up 10 fold now because it's too easy. I'm going to cut you off there because I'm going to completely agree with you. I look at different TikTok videos or different Instagram videos and instantaneously I will click away if I'm like what the fuck are you just shoot this is bullshit. But when it's when it really catches me I'll sit there and watch the dumbest shit forever because I'm like it's well done so I agree with you. I think like well Ramon out of North Carolina he's doing one one video a week about different restaurants he doesn't he spends some time doing it really shows right. And so and then there's some other folks I see not put the time in and the videos don't get the same interaction you know I think real estate is really turned into. I hate to say this but I think it's turned into a young man's and young woman's game. Like I really do at the amount of effort and energy that you have to put into making content like if you're if you're 50 60 years old and I promise you if you've been in business for 15 20 years all these conversations I'm having is just like these agents are just like oh my god. I have to do all of this content like it's just like a it's like a their their soul is just leaving their body like is this really necessary. Meanwhile 20 year old right you know that's generally my age brackets definitely jeans age bracket. That's what I'm saying but like that that's the consensus right now and that's why these 20 something year olds and 30 year olds are eating everybody's lunch because they're just make it waking up making content. And just going hard and paint they don't know how to write a contract or negotiate a contract or know what you know an adendum is but. They made 25 really good videos last week right that's true what it is man what mean some of the video tools that are out there like I'm looking at going really really hard at either vid iq but I'm really leaning towards to buddy to really create my my videos and paying the 120 a month or 135 a month or whatever it is. Because they take a lot of the stress of creating the videos of thumbnails a b test split all kinds of stuff off of your plate so all you have to do is go read an article bar fit out on camera give your points of view and moving forward with life. You know to get intimate out there that's going to take a little bit of equipment and a little bit of time and a little bit of knowledge and a little bit of planning. So but I mean if you're going to plan to go to a networking event and sit there and be bored as shit and eat the free food and leave and not talk to anybody what was the point of it to say you want to a marketing event or spend the same amount of time. Creating content that's going to be relevant to people who aren't already in your marketplace might be coming in that need to know about it. I mean that's one of the things I didn't even know that but I'm sigwing into the next segment here why didn't let Jean answer out through the question. Mother fucker why do you got a clock block I would just say those are clean smooth transition okay Jean back to June. I have been quiet because there's so many friggin moving targets right like I don't depends on how I wake up in the morning is how I feel about whether more content better than less content that has higher quality. You know I think ultimately it ends up and I wish I wish the target wasn't moving so often from the perspective of each platform right like. You were kind of you kind of alluded to it in the beginning of the segment we were talking about. I'm having issues with these numbers so like we've basically doubled down on all of our content production but LinkedIn has hamstrung our impressions by 50%. So we're doing double and we're getting half right and and that you know like where this is what this is kind of what brought this up and this is sort of a segue Greg i'm kind of segue in it for you here. It's like do we do more content more often through more channels or do I slow it down and like is it only on LinkedIn right maybe maybe what we're doing is flourishing on Facebook I'm just I just happen to the genre where we're in the clients in is heavy on LinkedIn is business to business in most cases so. The business model itself doesn't care too much about Instagram even though we're utilizing it and it's doing well but it's not doing what LinkedIn is that's where everybody goes for what we're looking for what we're selling and what they're looking for. So is it just LinkedIn decided this month that they're going to do less with our content because we're pushing it out more often like who knows and you know we talk about. The content right so they don't like the way our the cover of the podcast looks like they have enough. Intelligence and their platform to look at our thing and go nobody's going to like that white background we think they like the blue background more so we're not going to show it to as many people like the target is constantly moving and you nobody knows where it's going so it's hard to stay on top of it so I just kind of revert back to the old. Stay in your zone right like I think it's completely dictated not completely as much dictated as your personal circle and who's watching and what they want from you. On each individual channel that you have versus or in addition to LinkedIn deciding what they want to show what they don't want to show so here's what I mean. You know Greg it could be you were talking about something earlier like you go on tiktok and you watch some of these as you ever watch these ASMR videos yeah right. They make me fucking crazy like if I leave it on for six seconds I'll kill four kids like my god no I mean I'll snap dude I like I can't even take it so I pushed rook so quick that they're not even though it's so highly produced. The algorithm has to know that people like me are getting the hell out of there like yeah that's my circle now do they do well yeah because there's people on the other side of that that go like my wife does that. I'll catch or watch in these videos where they're like peeling soap. What do you have don't you have something to do like yeah there's like these crazy and even some of the cooking videos have gotten to a point where it's ASMR cooking now and all years like the chopping of the knife. Those I can almost stomach for a little bit longer but I'm out of there there are some of the best produced videos on tiktok but my people are not watching. So that ASMR following the cooking ASMR has a following and they know that those people are going to stick around and stick around for longer if they use those sounds so who's right who's wrong right like. There's just so many moving targets it's so difficult and I promise you that when we figure out why we're being hamstrung 50% on impressions and LinkedIn the minute we figure it out they're going to switch the algorithm up again and we're going to be chasing that right we're going to be chasing that higher whatever so it's just to me it can be I just keep my mouth shut a lot of times because I it's almost like you know when people go. Well you know the data says you should post on Tuesday mornings and I'm like yeah they pulled 48 farmers from Oklahoma who cares that's not your I don't. I really don't think that timing of post matter at all anymore it matters no no I do think it does but it only matters to your circle it only matter the eyeballs that are watching you on. The platform you post you right like if you're dealing with a bunch of people that are out on the west coast if you're posting at seven o'clock in the morning you're just going to get less impressions. Okay guys and gals let's take a quick quick break from our show thank you for watching and listening to everything we put out there let's talk about EXP let's talk about how to build legacy wealth let's talk about how to put money in your pocket without having to do with the work on daily grind. The grind is what kills all of us and it hurts our souls let us help you and show you how you can take that out of what you do consistently right now go ahead reach out to me 925 915 1978 and just in case you didn't get that is 925 915 1978 and I personally look forward to talking with you now back to the show. It's true one for me that's a tough one for me because we we live in the world now of we pick and choose so much we have filters and guards as to what we want to see and we think about algorithms it's not an algorithm it's how people interact with your content that's all it is it's all it ever is. 3 hours late to your content I don't see it there's a pretty good chance I'm not interacting with it. I don't I don't agree because the algorithm has gotten so good if you've interacted with my content before it will be shown to you later on if it's deemed in that first round so I always think of everything in like first batches. You post something and you get silence in an hour if you haven't had one person interact with your stuff in an hour is a terrible post it's not speaking anybody right if you get good content with an hour whether your east coast west coast Chinese Australia like whatever. The other algorithm is going to serve that post up to you at a time that's relevant to you when you're on the platform at that time so like it that takes the heavy hitting out of it that to me I'm more on the camp of. Really really think about and focus on and be hypersensitive to what you post that does really well and just keep doing that style because that works for your community. We do the exact opposite on our our you nation right we we just continue to brute force push Facebook ride even though we know that Facebook live isn't a thing anymore but we do have a following on podcasts and and that back inside of it so. We're like the fathers right now don't do as I say not as I do. So just know that everybody's listening if you are laughing about that but no I think that the content that you make right now if you're getting crickets within an hour you're getting shut down and you're not going to be served other people so. Focus on if you know you know you have a banger now when you when you post something. And you start getting comments within the first five minutes yeah well let me break in on this real quick you know the there's there's valid arguments on both sides of what you guys are both saying. What I have found in when regards to doing posting experimenting and watching other people because a lot of us what I found in just observing and I encourage everybody else to do the same thing watch the people that you interact with and see what people are posting about I guarantee you. When you start paying attention you see them post the same fucking shit all the time people are always in the gym people are always out walking people are always in their boat people are always you know you know peacock and out with their you know fancy cars big houses new listings whatever it's going to be. There's no deviation in content creation I get that's what I'm trying to get at now when I deviated and I knew I was going to get a bump on this I just didn't know how much of a bump I was going to get I was in San Francisco several months ago. At the dog park shocking I know it's so weird but gunshots rang out right next to me I was at the end about 25 feet of a drive by shooting. And that was a new experience for me and all the cops showed up there's gun case there's shell casings everywhere they coordinate the area so I might as totaled into the middle of it and did a fucking video story well I just survived my first San Francisco shooting and just I lit up like a Roman candle. I mean it got thousands and thousands and thousands of views hundreds and hundreds of comments because it was different and compelling. I think that you're both right but you have to have something different and compelling that people want to engage with Howard Stern is and was originally amazing because nobody knew what the fuck is going to say next or do next so people had to stay tuned same thing for you if we get predictable our content becomes. Plus a boring vanilla wet cardboard on a rainy windy day it is useless and it is of no value so if you entertain me educate me and you know just overall make me have some information that didn't have before that can then talk about with friends or family or co workers or anyone else that brings value to my life now you're an asset so what can you do what can you create what can you record what can you document what can you bring what can you bring to life is relevant. Because relevant to people that are around you that will engage with you that's my take on this so you can post every once a day once a week you can post consistently but if you're not engaging and you're consistently using canned bullshit people are going to tune you out it's like going to a dinner party and talking to the most boring person you talk about the same shit every day there's a guy at the dog park in Walnut Creek very nice man he only talks about baseball and everything else is in baseball analogy. I like baseball I sure shit don't love it that much I tune him out see what I'm saying there's nothing compelling there I know what I'm getting so stand out a little bit be a little bit different and let people see who you know let your freak for like flying let people to get to know you a little bit in your life experiences I will shut up gentlemen back to you. Why are you shutting up I feel like that was the most we've gotten out of you in six weeks. Yeah, yeah, it was good. Keep drinking out coffee in that water dude. There it's a lemon water with lots of seeds and the coffee's right next to me so yes sir. That a boy. So let's dive into this now Nick's not going to cut me off unless he's going to cut me off. He might anyway. I know he will. I'll wait for you going again. There he is right there. Yeah. All joking aside. So one of the things that I did this last week and I wanted to play around with it and this is a little tip for all of you guys. And I'm going to share my screen so everybody who is listening to my voice I will walk you through this you know with just talk quick conversation. So I was kind of wondering what to do with this new open house and kind of what I wanted to do in regards to. I'm going to bring some value to it right now. What can I do to make people excited about it, you know, you know, give some value out of town there are out of town people. So I'm like, well, let's go do this. So I jumped on to neighborhood scout.com. And so let me bounce back here. We've referred to that a couple times on the show. We have I have a new. So at the top you have a search bar. You go to neighborhood scout.com and it will enter and it will encourage you to type in an in an address city state zip code lat or long. You don't need the latitude or longitude and if you actually can get those that's amazing. But you don't need that. I'm going to type in a zip code. So this is Alamo. I'm going to do an open house in Alamo says 940507. Alamo California pops up. I'm going to go down here and click on it. Now, while that thing is ramping up, what it always does is it's going to show that zip code here in a second. Now, those of you are watching the screen, you'll see that there are the Alamo zip code is outlined and then there's multiple different sub sections in it, right? You can see me moving my mouse around it's copying different sections. So we were in Alamo, you know, square, right? Basically downtown Alamo. So outlined where it is very easy to find. I scroll down and there's real estate pricing overviews notable unique neighborhood characteristics, then talks about the people. Method mode to transportation real estate occupations diversity neighborhoods, languages ethnicity and then getting to work. So I copied all of this, right? And I went over to chat GPT and said, right, this in a bullet point bullet pointed conversation or kind of document. I want to see what it came up with. So he went through that whole article and it came up with this. And we titled it fun facts about Alamo, California, which is put a little header up there and a little footer down the bottom of my photo and contact information. And there's no way there's 13 fun facts about Alamo. Just shut up. Actually, we deleted Tuesday. It's actually separate or actually 15 dick. What a shit hole. So it gives things like not San Francisco gene calm down Alamo. Wait, listen, go to number two. You can always tell by the top one when they're like, try out the town center. It's called town center. Just quick crapping on my parade. Town Center's number three. It's just fucking exactly what it says. I know. I didn't read that. No, no, no, I pulled that out of my ass. I actually did not read that. I was making fun. I was so excited to bash and rain on Greg's parade. He's so proud of the chat GBT. So proud of this. Any who we're going to do gene. Give us some fun facts about the neighborhood. Like the neighborhood has the lowest vacancy rate of 7.6%, which is lower than 51.9% of the neighborhoods in the US. Stuff like that. And this is Gene's figure. The Alamo town center neighborhood is wealthier than 99.9% of the neighborhoods in the US. And it has a very low child poverty rate. He mentioned the town center in four of the top six posts. Oh my God. He just fired us from this whole conversation. Greg, if you can make Alamo sound attractive or quote unquote fun, I'll hire you as my realtor. That should be the criteria. Dude, I can do that. That place looks like I'll fucking ball laughs. What the fuck brought this? You know what? There's such tech issue. It's good. It's just fiery. It's unbelievable. I think he looked and finally got pissed off by himself for being so bald. Unbelievable. God. Oh, listen, for my, for my people that love me in Alamo, I'm only teasing. You fucking nut buster. Jesus. Um, if you can make Alamo sound good, man, I'm going to hire you. Hey, you're starting, you're starting to starting rate is 500,000 a year. Any whom. What it is, I took this and I gave this out to all the people that came through the open houses. And despite all genes criticism, people loved it. And they actually found value in it because they're like, oh my God, I didn't know blah. Now we left out in languages and ethnicity for any kind of steering rules or, you know, any kind of, you know, issues with legal ease in regards to allowing, not allowing, quote unquote. You know, people that live in certain neighborhoods, we left those out. But this is all just, you know, county data, city data, state data. I mean, it's nothing proprietary at all. But take a look at it. That's one of the things that we do, which had a GPT. And then we went high tech and then low tech with it and door knocked around it. And people absolutely eat it up. So, oh, by the way, with hanging that out, this is the cool part about this. We're at the house. And one of the neighbors came by because I went out and I did 100 door knocks and I did 300 coal calls around this property. And I didn't know if what was going to happen, but I was able to pick up about a $3 million buyer. And the guy called his buddy out of Berkeley and says, hey, you got to come take a look at this house. The realtor here has all these cool facts about the neighborhood gene that you might find very interesting gene. So he came over, he looked at the house and we're looking at properties together. Gene. Now, so here, here's an interesting part about that. I will, I will, I'll say this in hand to hand combat, which is what you were doing, right? You were providing value because you were handing this person a piece of paper that took effort to create. Yes. And you're meeting that person in person. It's a different scenario. Now, if you took that piece of paper, the chat GPT made for you and just threw it up on social media as a post, you would get this many people to like it. I promise you, because it's very little effort. So let's do that. I want you to just throw it up there as if it was a McDaniel, Callahan, whatever, a realty group, whatever it is. And here's just a post, here's a general thing that chat GPT made because it's not, it's too broad of a thing and it doesn't really speak to anybody. But when you're in the moment with somebody and they're in an open house and it's very targeted and they're, you're there meeting them and they're getting this piece of paper that's very relevant to them at that time. That's a good post in person, right? You have to do the same thing on social media, but in a different way. I like it as an in-person thing or that that's something, if you were doorknocking, were you handing that out to people as you were doorking? Yeah, I could, I could, I could easily could, yeah. That'd be easy, easy to do. So again, that's effort, you're in person, there's a lot of effort. It's just, I look at social media right now is it's not free. Everybody, everybody has a real mistaken notion of like organic content is free content and or because it's not paid advertising, it shouldn't cost you money and it should be a low effort activity. That's not the case anymore. That changed years ago. If the people that you see that you idolize as being very successful online, I promise you not only spend time, which is money, lots of time creating the content that they create, they have teams of people behind them that are actually creating and posting and scheduling and editing and doing all the things on the back end to make the content really good. Organic is totally flipped on its head. There's people spending just as much if not more producing organic content as they were five years ago paying for advertising. It's completely shifted. So if you're just going out there randomly posting stuff without much effort and not spending any dollars on any production value and there's no effort involved, there's a reason why your content is getting zero views. It's just the nature of what it is right now. Our sniff test as viewers, we've gotten very spoiled as to what we see on a daily basis and what we're impressed by. So like again, us when we first started real estate and censored and started doing stream yard and live podcasting, it was a very cool thing to do because it was new and there was effort involved and people didn't know how to do it and it was intriguing. Now it's not hard like people just go and do live stream yard. It's not a big deal anymore. So like everything is always graduated into different levels. So how are you graduating on your social media? Are you doing the same exact things or is it is a just stagnant because that's that's the thing is the implementation of organic content now is so much more involved than what it used to be. You need an expert advisor like Jean or somebody who's you know doing this at a high level. I don't really do it much for people anymore. I had a team a year or so ago, but it's so much work. I know I'm negative Nancy right now, but yeah, you know, negative negative Nick, but I just want everybody to really fully understand that the amount of effort it takes to be really organically viral is tremendous. It's not just an easy thing to do that. Oh, what do I what's the first three seconds of the video? What's the hook and all it's there's so much more to it than that. Yeah, I don't have a point to that, but besides shooting all over everything like Jean's shadow over Alamo. So I'm shooting all over organic social media right now is an easy thing to do. Well, it's not this is just turning into a shitty show. So I did I took this and I tried to post it on my stories. I may have to resave it on on my deal from my my phone, but I am going to test your theory and I'm going to see if. Yeah, posted your your criticism is there. I'm going to tag both of you in this so you guys will be you'll see whatever takes place. Let's do a couple of quick takeaways for people who are thinking about who are going to go out and get some new listings Nick for folks that tuned in here a little bit later. Very quickly go over the top three. Action items that you described earlier in the show that the gentleman has done using the like be.ai data, which is the predictive analytics. So basically it's guys it's literally like the old eight ball little game. We used to play you shake it around and then all of a sudden wish would show up you that's the question. This is the eight ball of real estate leads you shake it up and say who should I talk to in the next 90 days and here's a fucking name go talk to them. Yeah, it's likely so go go shake up the eight ball Nixon give you some information where to get a hold of them and kind of run your database. It is free. I don't make any money guys. I make zero money. Not I literally I've only had to pay to be a part of them. It's because it's my family and everything else but they're amazing the data is amazing to go take advantage of it but Nick break it down simple points. How to get listings now. Yeah. I'll give you an aspect I do make money and and likely is contracted me to help them promote their product and I don't promote other people's products unless I believe in it. Just tell you that you guys know me for long enough on the show if you're new to the show. I don't just promote bullshit right it's either my products that I believe in that I created out of people that have told me I need this thing or likely has been the only other product that I put my stamp on because I know it's good. So go to likely. I get a 14 day free trial and then once we tell you who in your database or who in your market is likely to sell in the next 90 days. I call those people first so the highest likely to move you get them on the phone 10 days of pain you you get in front of them. You're going to call those people the second tier people are the moderate people those moderate people you're going to set them up with yellow letters complete on a direct mail campaign. Okay, this is old school new school kind of thing right we already we don't have to run the Facebook ads to get 100 bullshit leads to get to 10 people that actually want to do something because likely. I dad is going to tell you who those 10 people are that want to do something so forget about the old school way of doing all the Facebook ads and stuff that's time consuming and costly. We're just going to tell you who to market to and one of the best ways to do that right now that we're seeing is direct mail yellow letters complete has a great solution. It's very inexpensive handwritten notes works really really well step three is take all the people on that list and set them up on your IDX feed on a very specific neighborhood trip for their neighborhood zip code right zip code is optimal. And those three steps Stephen Gendel who's a market center OP at Keller Williams he took like 60 something leads in 90 days or 60 listings in 90 days not just leads doing those exact same three boring steps to do the boring work so that you can then listen to our show and we can tell you how to do cool things like social media and video marketing and one thing I'll leave on this is. I want you to think of I said it's very hard to cut through the noise on social media and I just sounded very difficult and negative on organic social whether it's YouTube or TikTok or whatever I want you to think about one concept that will help you a lot which is a category okay so in our minds and like Greg said we tend to tune people out very quickly. There's there's only a certain amount of categories and buckets that you have in your head that you're willing to give time and attention to right so if you think about in your mind I want you to think about how many different podcasts you listen to how many different shows you watch you have content categories in your mind I watch this show because I like to laugh in this way I watch this documentary because I like to learn in this way I listen to this podcast because I like to learn so there's you have these people that are in your mind as category kings. The problem is with real estate agents for the most part you can't be a category king is a real estate agent to your market that's going to sound counterintuitive but everybody knows a real estate agent okay we are we are not mythical creatures we're not bigfoot everybody knows five or 10 real estate agents so what I see most real estate is doing is they try to push through the market and be that category king is a realtor don't do that because it's a real estate agent. Everybody's trying to be that realtor you need to be the category king in another way like what Greg was mentioning the category king in the triad area of Winston Salem and he does different things and he educates people on what's going on in Winston Salem North Carolina with an asterisk as it relates to real estate but it's not all about real estate okay so if you can become and create or carve a category king for a thing in your market and that could be your neighborhood farm you could do that I've seen guys do really well with restaurant reviews other things that people are interested in and then they get to know you in your personality and you become the category king let's say restaurant because Ramon does that very well Winston Salem each Wednesday he reviews all the restaurants in the local area so he becomes a category king in someone's mind when they think of a food reviewer in Winston Salem and oh by the way I like this guy and he makes really cool content around new construction homes to and I'm thinking about moving and that's what I'm going to move to him so think about yourself is how do you create my chair is a category king don't think about it is realtor think about something else because you want to be the Joe Rogan of podcasts for your category and I don't know what that category is you have to define that for yourself but that would be the easiest way for you to slice through your market is by creating your own category king and it's not just being a realtor. Okay and we're going to end on that that was awesome. Shit Jean I feel very under under like I can't really match that that last bit there. Yeah and I was hoping you were going to come to me and say what are you what are your last marks. Jean let's break through that. Edit team please go back one second and Jean what do you think about what Nick just said. I know that you had a team you don't have to go back I was going to say I don't want to convolut or dirty the message just go back and listen to what he said and do it. I would love for people to take those three steps he talked about and report back on the new commission that's what I would like. There it is guys Jean does that so that you take away that's the last take away from me today except follow what he said and do it exercise he said there's going to be three people in a room of a thousand to do it be the three people let's go. Let's go I like it I'm going to go with the Nick and Jean on this one guys just take action that's my number one takeaway. Like Nick was saying like Gina said for years all of us guys we can give you a bit of really an ideas I mean our ideas are not our problem it's implementing them on your side back in the day when I was going to Howard Britain events the old star power events. He would give us very thick note notebooks like I'm not kidding about you think about three to four inches thick. And then every single day we would go to the main sessions and go to the breakouts and then at the end of that day we would take five ideas from the entire day those three days we'd have 15 ideas and then at the end of that we picked four of them total and they would implement one per quarter every year come back monitor our successes so we didn't go for one. So the main I the main takeaway there is you already know what you're going to do your next job is a take action don't be afraid do not be afraid of failing you're going to fail at some point at some level it's going to happen it's inevitable it's okay that's totally fine as a learning curve just go with it. But your your your your competition isn't going to take action they're going to be stuck in fear and in reverse mentally when you're plowing forward now you could be going one mile an hour you could be going a hundred miles an hour. The point is that you're moving forward so I applaud you already so keep going keep moving start moving don't look back don't look around guys losers look around winners look forward you don't give a shit where your competition is doing because they're not looking at you and if they are you're doing something right so keep the result the result that you want the most is behind the thing that you want to do the least. Hey I did that with my drinking I cut 90% of my drinking out of my out of my out of my life couldn't feel better if I tried so you know what I want a different life I took action on it it sucked when I really cut back on that I call consumption and that's really getting personal with you guys whether the reason I'm sharing is that if I can do it you guys can do it. So let's rock and roll take away and not take away Jean where they can get a whole of you Jean Bopey dot com I'm assuming is where they can find you any new phone numbers that are hidden one maybe one nine hundred numbers. Oh none of those things at all. Oh damn it okay Nick Sackis go to Nick Sackis dot com where else can people get a hold of you and talked about entering likely dot AI for a free trial tell us about that. Yeah just likely dot AI go there sign up for 14 day free trial let us put our money where mouth is we've been doing it a lot lately and just having very much the I love to see the the brain explosion so we're we're traditionally different than other companies because and I'm still in the lead gen space right I still run tens of thousands of dollars a day on Facebook ads like that's still a thing okay so don't think that's not a thing but that's not the only thing in real estate anymore. With likely data we can omit that side of the equation where you used to have to try to generate the leads and then follow up with the leads to find the few people. We just give you the few people that you need to talk to and it's very simple. It's bone and we simple guys as a practitioner of the product I was the original Lee original ever see this product in action. It'll make your heart stop at times so go get it right now. And then oh guys thanks my takeaways also generous to ask me those. My general my takeaway again just action guys action do it do it scare yourself have fun repeat wash ask for advice watch videos keep doing don't look around just make it happen colors on the show Nick color for the bone show. I will go with likely blue. Okay we're going to go with blue my favorite gene color for you please. Let's offset it with a little green green money. Green money roof max green Mr. Brian off your house sure money money money. What the fuck is this call me right now and Jean let everybody know where they should subscribe to the best ASMR channel on tiktok. I don't know I can't sit around long enough to see the damage green. What is this AMS R thing? ASMR. We'll talk about it offline. There goes the rest of your day you're just going to go down the rabbit all of. The people the people that eat are the ones. This is the one with the noises right yeah the noises yeah that is so fucking weird. I don't know what it stands for. People go nuts. I don't even know my know what it stands for he was he was trying to know what he say barbecue somebody in barbecue. I've seen different ones where they eat they're just. Oh my god. Oh my god. Terrible. I'll find you I will find you. Oh my god. All we have to do is find a way to embed by real estate with next seconds by real estate with Jean. Yeah. Anyway, there it is guys there's a show we're putting a blue bow for likely blue and we're going to be putting a green bow for money green baby. Thanks for watching. Thanks for listening. Thanks for supporting us guys and cows out there. If you have guests that you think that we should have on the show please reach out to me on a DM on either Instagram or Facebook. So Greg McDaniel R.E.U. on Instagram or Greg McDaniel on Facebook and then Greg McDaniel on LinkedIn and everywhere else also show ideas. If you have an idea for a show let us know we are love to hear from every single corner of the world. And if we can address it we absolutely will but we can't do it if we don't know there is a request for it. So please submit guys ASAP boys and girls ladies and gentlemen can't do the show without you. So thank you. Thank you. Thank you. Thank you. Thank you for showing up. Thank you for being the reason people that you are. And until next time peace out. Let's go. Thanks for listening to today's episode. I hope you take action immediately with the tactics and the takeaways that you've learned. Now if you'd like to take the relationship to the next level with me which I strongly encourage that you do by the way. I want you guys to go ahead and shoot me a text. You know it's 925, 915, 1978. A lot of times people are feeling stuck or they just need a third party to listen and kind of throw some ideas out. And we'd love to be that way. You take the McDaniel challenge. Well over 400 people have taken the challenge. You know it's been a positive result. 99.99% of the time. No I'm kidding. It's 100% of the time it's been a blast. And I would encourage you guys to reach out to me. I really would love to talk with you. If you feel a little stuck. And you guys need a third party to kind of just bounce my ideas off. I'm here for you. Getting that number's 925, 915, 1978. And as always, peace out. We got it.