How to combat the biggest challenges that the real estate industry is facing

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 McDan, the Junior Grandmaster of Sales in the Co-Pilot Seat. If that is Matt Johnson, agency owner, author of Microfemesis Certified, Greg Wrangler. 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. We'll interview the sales and marketing tactics to up your game today. Okay, now let's jump back into the latest episode. Real Estate Uncensored. All right, boys and girls, welcome back. This is Real Estate Uncensored. I have Mr. Gene Volpe, Mr. Nick Sakais. We are here to Chris Gold in light, enlighten everybody around us. And Gene has a stink face on him. I don't know what the fuck. I don't know what the hell you were saying there. I don't know what that was. It was a tongue-tied moment. It was a weird... I'm going to kill both of you. You're not going to kill me, buddy. Let's go. Back to the show. We're doing a quick Q&A show today, Boys and Girls. This is not going to be long for them. This is going to be short for them. We're going to be talking about questions that each one of us has about the real estate industry, marketing, or anything else. So I have a couple of questions that I really actually want to get your opinions on. So please put it down in the comments about your thoughts. But, uh, Mrs. Gene Volpe, tell everybody who you're aware of. We're not going to go through this. You already know who I am and where I'm from. What is the name of this new quick show we have, Mr. Greg McDaniel? Let's give it a name. Give it a name. All right. Uh, the McDaniel minute. No. I don't like that. It's more like McDaniel. 13 seconds. That's great. Listen, it's more like McDaniel, 13 seconds. But let's call this real estate that's censored in and out, shall we? In and out, baby. In and out. Hashtag. Go to us, bro. And do you not have a 10 year old boy's brain when we talk about this? We are talking about marketing and process, which is going to get in and out real quick. That's it. Okay. You're really killing animal style. Is that what they call in California? Animal style? That's only when it comes to in and out burger when it's. Yeah. Secret. Well, I said hashtag don't sue us, bro. Yes. Okay. Let's stop the bull shit. Let's get to the questions. So Jean, you have a question and let's ask it to both me and Nick. Let's see what we have. Oh, actually. Okay. All right. Here we go. So let's we're going to talk real estate. I'm coming from my perspective. I'm going to ask you two guys as a real estate agent and as a pseudo real estate agent, right? Because I know you're marketing, but you are licensed. What are some of the biggest challenges facing the real estate industry today? And how can they be? You know what? Screw it. I'm changing it. What's your opinion on renting versus buying, especially with the market, the interest rates, now? Wait, wait, wait, wait, wait, wait. How do you fuck that up so bad? First question. I went for you. First question. We can ask two questions, but what's the first question? Oh, what are some of the biggest challenges facing the real estate industry today? And how can they be overcome? Okay. Nick, go. Real estate industry as a whole or real estate agents. I got two. I'm going to industry first. Let's do industry as a whole. I'm going web three and technology because artificial intelligence, web three, blockchain technology, all of the things that are going to make a real estate transaction faster and more efficient for the consumer are essentially disrupting the real estate industry, which and then turn disrupts the real estate agent because as of right now, so if we're talking about just the agent, we have to build better relationships with our people because at the end of the day, and we talk about, you know, database and sphere and all that stuff and me working closer with likely.ai over the past couple months and in the future is all about recognizing the people in your database that you need to talk to the most, but also just having better communication overall because there's going to be better technology. We're worried right now about Zillow. We're worried about right now. Offer pad and open door and I buyer has been the big trend for the past three years, but in five years, we're going to need to worry about blockchain technology, artificial intelligence a person being able to go straight from their computer or their phone to a real estate transaction closed on a deal in 24 hours. Like, that's what's really going to disrupt. So you know you already have to be first to the consumer now when they're interested. You're really going to have to have pre-interest. So it's not going to be good enough to just know when somebody is looking to buy or sell and being able to have that relationship like AKA when somebody clicks on a Facebook ad and you're the first person to call them, that's the norm now. We need to be before that norm. We need to be in an incubator phase. We need to know when they're thinking about selling before they click any buttons online, establish that relationship up front before the new technology and the better results for the client because that's all this is about. It's going to disrupt the whole industry. All right. All right. All right. All right. So reiterate the question one more time so I can be clear on this so I can answer it professionally. What's the biggest threat to the real estate? Gene already forgot he's gone. I'm looking for an actual timer that I can upload so it can actually be more official. I got all the voices. There you go. For the videos. So I had you on mute. I didn't think you were going to throw it right back to me. It was what are some of the challenges that are going on in the real estate industry right now and can they be overcome? Everything can be overcome. It all comes down to mindset. When it comes to, it stops inefficient. Fuck face. Everything can be actually overcome when it comes to real estate. It just comes down to the way you mentally approach it. So some of the biggest things I'm seeing is that probate sales are going to be coming around. COVID is going to take some families homes. Unfortunately, prices are dipping as of this recording interest rates are a little bit higher than they used to be in the past. So the buying ability has shifted. So it's helping your clients look through the opportunity through a different prism. Not a prison, but a prism. So when you look through the kaleidoscope and you see things that you couldn't see otherwise, it's helping folks do that. And so mindset and just the way that they mentally look at things is in a negative light because they see doom and gloom. Thank you very much mainstream media for everything being rape, murder, stock market crashing, presidents, horrible, the Congress or Senate are doing something shady. It's never positive. So for real estate agents, I want you guys to do this and professionals and whatever all you can make, big cookies. It doesn't matter what you do for a living. I applaud you for being an entrepreneur and just being outside of the realm. Go out there with a positive mindset on a daily basis saying I'm beautiful, I'm handsome, I'm intelligent, I'm gifted, I'm attractive, people want to do business with me. They don't know me yet, but they're going to get to know me view yourself in a different light so that when the negativity comes at you, you can then beat it down with your positive light, bright and wonderful self, who you are. So do not let your neighbors, your friends, your family, your coworkers tell you're not worth something because you're worth more than ever possibly imagine. The only thing you have to do is believe that that reality is true. And ladies and gentlemen, I can guarantee you on the breath of my, coming out of my mouth right now, you are more powerful than you know. Go out there, be incredible, bring value to other people, serve them at the highest level that you can and all the rest of the stuff will go away. So that's my answer guys. Well, I was heavy. Now before you look in the kaleidoscope, is there any kind of sticker you're supposed to put in your tongue or is that? Yeah, it's called ecstasy. Yes. Oh my goodness. That's a different, that's a different. That's a totally different trip. I have a retort, I have a retort for Greg's answer. Okay. Oh, you negative motherfucker. No, no, no, I guess it's going to be great. One F bomb. Huh? We're tracking F bombs now. That's one. No F bomb. Oh, for him. Yeah, for him. Yeah. Hold on. See, hold on. I think this will be worth it if I can pull this off. If only you can pull it off. I bet you can. Here comes. I heard us. Wait a minute. I have so many jokes on. I don't have much confidence this point. Oh, there we go. There we go. Oh my God. Mr. Madison, what you just said is one of the most insanely idiotic things I've ever heard. No point in your rambling, incoherent response, were you even close to anything that could be considered a rational thought. Everyone in this room is now dumber for having listened to it. I award you no points and may God have mercy on your soul. That's one of the best, right? That's so good. I think we should wrap that in the sum of our, we should certainly wrap that into our daily routine. And of course, Greg, I'll just try it a little bit. Just for the record. I love what you said. I just had the thrill. Yeah, that was really good. Oh, that was amazing. And I also incorporated something else. How do we, how do we do it? We can't do both the same time. So you need a non audio. Okay. Yeah, you need to be able to share that just, just like you did with the happy Gilmore clip or not or Billy Madison clip. Can we get all four of us on the screen at the same, the three of us on the screen with that at the same time? Yeah, maybe. Well, you have to just spray for the people who are listening and putting on the screen. So we're trying this new in a real estate, uncensored in and out. That's what I'm calling it. That's it. And I want to see this all over the market. And I want to get in and out of these things in 10 to 15 minutes. We'll make it quick, fast, dirty, right? And then I think we should hold each other accountable. It's a timer. It was a one minute, 30 second timer. And it's got good music on it too. So I kind of feel it. We can't do the music through StreamYard. It's got to be visual only. Oh, really? We're using this platform. Yeah. We'll have to figure that out. I have to figure it out later. We'll figure it out. All right, let's take a quick break from the show. If you want to turn your real estate career into a lifestyle of freedom and passive income, then reach out to us. The best way to do it is to just text Greg at 925-915-1978. That's 925-915-1978. And he will take a call day or night. In fact, you can send him anything you want, voice messages, pictures, whatever. No, I'm kidding. Just text Greg and set up a time to chat about exp because if you've heard about it and you're not sure whether you should pull the trigger and move over, we want to help you make that decision to be as supportive as we can and give you the information that you truly need to make the best decision about where you hang your license. So reach out to us and we'll talk to you soon. We're at 10 minutes at, or right now on this one. So Nick, your question or thought that you want to pose out for folks who are real quick, we have about five minutes. I got one for you. So cold calling wise because you're the ninja, the sensei if you will now to a lot of people to join your exp team because you can whip them into shape. Is it more effective right now to cold call expired listings because we are kind of on that precipice of expires becoming a thing again for sale by owners or circle prospecting. If I had to pick one out of those three, what is the McDaniel choice and why? I'd go with for rent by owners actually. There's a fourth option in there. The reason why I go with for rent by owners is because you have three opportunities for a conversation. So for rent by owner, now you're not going to make a million dollars, ladies and gentlemen, but for input owners, you can help them rent the property. So you're going to make what $3. That's okay. You make a relationship. That's a value add. Now if they don't want to help you, if they don't want to help them, have you help them rent it, they need to do a for sale for rent by owner. So you go out there and you're like, okay, so can I help you sell this property? If I can get a buyer that's going to pay fair market value, they say no, they say yes. It doesn't matter. Again, another opportunity. Your third opportunity is going to be if you're not going to sell this property and you're going to do your rental on your own, are you looking for additional investment properties in this category or any other category? So now you have a buyer, a potential seller and a potential opportunity to make a relationship. So that is where I would start for sale by owners. That great question. I would ask them, you know what? Have you signed paperwork with any agent to help you get the property sold? Would you like more exposure? What's more important to you? Time or money? Once these different questions get inside their brain, understand their psyche and once you understand what their want, need and desire is in life and in their real estate investments, now you can be a conduit of conversations and information and then introductions to the right people that are helping serve them. So that would kind of be my answer to that. Did that help you guys at all? I feel good about that in and out. All right. All right. Well, let's wrap it up real quickly. Here's my question. I like where this is going, by the way. Just somewhere. I like where it is going. All right. So my question really quickly, this is something that I've had a lot of people talk to me about. Here's the question. While circle prospecting or calling for sale by owners, aka or expireds, what are your thoughts on leaving voice messages? Nick, you're an agent. Give me your thoughts. Yes. Okay. Why? Why not? Yeah. You're killing me. I like what he's doing in and out. I mean, yeah, like quick. He's in and out yet. So that's one of those things where if somebody like, so Greg, you asked me that question, I'm coaching you. Why wouldn't you? Number one. So I'd ask you that. Why wouldn't you leave a voicemail? Right. Why wouldn't you? Because you're leaving and because you're afraid of a blowback potentially of someone like, why would you leave a voice message on my phone? It's like, well, that's literally why it's built into your phone for a message. The counter argument to that is you hear guys saying, well, I never leave a voicemail or I'll leave a voicemail on the third, fifth, seventh call, not on the first or second because if somebody like the idea is, oh, if they hear the voicemail, they're never going to contact you because you're just a schmuck salesman anyway. Like they know your real estate is in that point. So just keep calling until you get them because it's wasted energy on a voicemail that no one's ever going to return. I would say that or I would say, leave a better voicemail. Okay. Look, look, how about how about this? When it comes to marketing, the best auto response that you can put for somebody when they're following up on Facebook, Instagram, Google, YouTube, whatever, you send somebody a text message and you say, hey, is this customer first name or lead first name? So every auto responder I've ever created for any of my clients, the first text that goes out is, hey, is this gene? 99.9%, like everybody over thinks email or automations and follow ups. If you get a text message on your phone that says, hey, is this gene, you are going to reply in either saying fuck off or yes, but you're going to get a response. And that's all you want and that initial upfront when you're doing lead generation is you just want a response. And that's it. That's the goal. We're verifying a phone number and I'm putting this back on lead generation, but we're verifying a phone number that a human being is on the other side and then we can follow it from there. On the voicemail side, it can be just as easy and just as simple, hey, Greg, this is Nick, give me a call. I got a question for you. And so like you get that voicemail and you're like, who the fuck? Who's this guy? Who's Nick? Why is it leaving me voicemail? Did I forget to call somebody or do something? I'm going to call that person back. But if you leave the voicemail, hey, this is Nick, Zach is from LPC Realty. I was just looking at your property. 123, Yakutish, Macadie, and I'm really interested in blah, blah, blah, blah, whatever the fuck blarf you're you're leaving on this voicemail. Nobody's calling that blarf. Yeah, nobody's calling that back. So leave it open ended. Leave it inquisitive. Leave it short and sweet. But leave it. Hey, this is Nick. Give me a call back, John. Appreciate it, right? If you're using the Vulcan dialer and you can't put it in an individual's name, then leave out the name. But hey, this is Nick. I just thought of you. Give me a call back. Like simple. Keep it simple. Yeah, I do the same thing. I changed my voice message yesterday to, hey, this is Greg. I called you the other day about your property. Just wanted to quickly touch base with you again. My best number is, you know, got my scratch, scratch, scratch. And I repeat it twice. And then I look forward to hearing your voice. Have a great day. I appreciate you. And then I'm out. It's very blasé. But I think though, I think, and I've been actually getting a lot of callbacks. I do a bunch of calls with my buddy, Stefan and Dica and Paul Black. And Paul just took three listings from callbacks from voice messages. Leave it. And he built a relationship, got the property listed, and now he's going to market with it. Yeah. Depends on your call on that too. Like if you're an investor and you're, you know, you're leaving a voicemail of someone who you think might be motivated to sell their property, that might be a little different voicemail than a for sale by owner who hates real estate agents. And if you mention anything about their property or whatever, like if you're calling for sale by owners, it'd be like, hey, this is Nick. I mentioned you in your property. Can you even call back? Yeah. Very simple. Very easy. That's it. I'm a for sale by owner. The person wants to buy my house. They're going to call me back. I'm trying to sell my house. So let me let me be the devil advocate on this one. When someone calls you back and they're like, Hey, are you a buyer? No, I'm a real estate professional here in the area. I'm calling about your property of 123 Main Street. And then they're like, they stone wall you. But why I would I would combat that with why aren't you a buyer? Because as a real estate agent, you need to have more tools in your toolbox. That's a great rebuttal. I like that. So either way, like primarily as a practice, every listing appointment that you go on, yeah, you want to list the house, but why don't you look at fucking buying a house from these people first? You should always have an investor cap on. And even if you don't have the money, every single agent that lists a real estate and a sensor and I guarantee you can find money for a deal if they found one. That's the point of real estate. So if you're always have the investor hat on, yeah, I'm a buyer. Tell me about your property. What else besides what I can see on this Zillow for sale by owner? Can you tell me about the property? I'm always interested in buying properties. And then they'll tell you, well, I happen to be a real estate agent too. And by the way, I am working with buyers in your neighborhood. So I'd love to stop by anyway, but I want to see it first for myself before I let these buyers get involved because I buy properties, right? I am going to use that script today when I do live calls. So how am I going to say why aren't you a buyer in today's market? That that will knock them out their heels. That is a brilliant script. I just give Greg McDaniel, the junior, grand master script objections and handling. Oh, yes. Master Jedi. Yeah, yeah. Hey, this has been the most successful in and out that we've had thus far. I would say. Yeah. Definitely. It's definitely at the top one of one. One of one. That's right. All right, guys and gals. Here it is. Nick scold me on a great new script asking a for sale by owner or for imporator or anyone who's out there just looking to sell and you're not doing calls or door knocks, anything. Assam, why aren't you a buyer in today's market? That is a profoundly deep question, but it's so simplistic. It's amazing. So Nick crushed it on that one. Gene, what was your biggest takeaway on today's show? That we can't keep it to 15 minutes. I think. We're only at 20 minutes. You're five minutes to pull up the clip. Well, that's true. I guess that part of that was my fault. We're stumbling through this, but I think we got something here is my takeaway. I think we if we play in this out quick and we can do a show in here and we got to figure out how to get a new playlist on YouTube or something. So it looks different and people know 10 minutes in and out quick question. Go. You got one minute. Go. We will play in and out playlists. Don't you like it? Yeah, that's it. Let's wrap it in and out of Greg McDaniel. Okay, I do have a 15 year old boy's mind right now. Anyways, boys and girls, ladies and gentlemen, thank for paying attention and watching. Listen to us. This is Mr. Gene Volpe. Mr. Nick Snackus. My name is Greg McDaniel. Thanks for watching our new segment called the in and out when we come in really quick. We go out really fast and we're going to answer questions, thoughts, theories or concerns. Anything real estate related. Go to comment, put an idea in the comments. We'd love to hear what you guys are saying. Until next time, peace out and we'll be back. 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, if people are feeling stuck or they just need a third party, but listen, a kind of personal idea is that I would love to be that boy. You take the McDaniel challenge. Well, over 400 people have taken the challenge. And you know what? It's the positive result. 99.9% of the time. Nah, I'm kidding. It's about 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, then you guys need a third party to kind of just bounce my ideas off. I'm here for you. And that number is 925-915-1978. And as always, peace out, you just, we got it. All right. ♪♪