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You're listening to the John
kitchens podcast experience.

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This is your host, John kitchens.

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Get ready to gain clarity, build
confidence, and then cover the

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framework to become the CEO
of your real estate business.

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Your journey to seven
figures success starts now.

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What is up everybody, man.

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Thank you guys.

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Tune in to another episode
of the one big fire live.

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And, uh, like always we're bringing
the fire and, uh, I'll be excited

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to, uh, you to introduce our guest
and ready to cannonball in here.

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Absolutely.

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Yeah.

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I mean, one, one of the things
that we've really focused

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heavily on and, uh, and helping
agents get into production

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is obviously lead generation.

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It's, it's something
that's talked about a lot.

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It's also something that, um, there's
a million different ways of doing it.

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And, um, we know that, that,
uh, Lance and his, his team have

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really nailed, nailed the model.

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And, um, I'm just excited to learn
more about what you guys got.

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You guys always got something
good going on over there.

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Um, but, uh, yeah, Jay.

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Um, yeah, I'm excited about
this, this conversation.

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Lance, how many leads a month
would you say that realty.

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com is generating right now?

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Just over 50, 000.

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So there's some
opportunity to be had.

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So, uh, you know, certainly it
may be talking, maybe talk a

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little bit about your model.

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Cause I think, you know, I
think agents get, um, a surface

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level understanding of leads.

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They, you know, they buy Zillow
leads and they buy realtor.

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com leads and, you know, and
there's, you know, starting to do

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some demand generation type things.

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And when they get a little bit
more advanced in understanding,

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you know, they, they, They want to
have access to leads and whatnot.

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Um, what, what is, what
was your business model?

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How, how are you generating this,
that many leads and, and, um,

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maybe explain kind of, um, what
it is that you're doing for agents

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and then we'll talk a little bit
more about kind of opportunities

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people have to get involved.

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Yeah, definitely.

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So, um, thank you, Jay.

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And thank you everyone
for having me here.

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Um, it's great that I'm a honey
badger myself and proud of it.

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So.

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And, um, you know, here we are on the
eve of a major hurricane in Florida.

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So I do wish everyone the best for
Milton, but, uh, you know, um, on

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that note, I'm a Floridian myself,
but I'm, I'm out here hiding in

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Houston away from the storm today.

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Stay safe, everybody.

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Yes.

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Stay safe.

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So, um, So we're a national
lead portal and what Realty.

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com is, it's a city, it's a, it's a
platform based around exclusivity.

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It started where every agent in
America can buy their own city.

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So to give you an idea, I'll
name a few honey badgers.

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You have Veronica Figueroa
owns Orlando with us.

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Or you have Jonathan Alfonso
owns the Miami area with us.

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But then you've got people like
Ari Lopez out in Houston who owns

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Conroe in the Woodlands with us.

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So there's all different areas.

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Where what we do is we partner
with an agent in the city and we

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work with them to push realty.

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com as a whole.

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And the more we grow together, the
more successful the agent becomes.

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And then we have coaches on staff.

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We have ISAs on staff.

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And what we do is we,
we have the leads.

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They come in through a portal.

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Um, we integrate into FUB.

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We integrate into Chime,
Lofty, any CRM you could

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think of, we integrate into.

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When they come in, we say,
first responsibility is the

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speed to lead us on you guys.

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But we'll also come and
call the leads with you.

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So that's our primary product.

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And we have a couple of new products
in the pipeline that we can talk

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about today, but it's really about
producing sellers and buyers.

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And over the last 12 months, since
the NARA lawsuit, we've gotten

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really heavy on the sellers.

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And one thing we've learned is that
it's really hard to get someone

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to say, raise their hand and say,
Hey, I want to list my house.

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But it's a little bit easier
to say, hey, can you give

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me a cash offer on my home?

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It means they have
some intent to sell.

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And if they have some intent to sell,
basically, there's a chance that

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one, you can get an eXpExpress offer,
open door offer, better homework,

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or two, you can flip it into a
listing when they're not happy.

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With that instant offer.

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So just, just kind of, um, you know,
kind of break down how you guys are

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staying market exclusive, right?

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Like we've all, you know,
written through all the, all

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the platforms starting out with,
with Howard, with, with Tiger

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leads into Greer with Boomtown.

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And then obviously, you know,
our, our way deep in with

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Dwayne, with commissions Inc,
and you see those models, right?

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They, they, they come
out and they, they.

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Promise exclusivity.

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And then all of a sudden for them
to continue to grow, then you've got

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like, you know, 43 people in your
market that have the same platform.

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I mean, how are you guys, you
know, staying exclusive, but

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also, you know, able, able to,
to grow on your own, right?

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Realty.

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com able to continue to grow.

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It's been a little bit of a
struggle with the exclusivity

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because you'll have 20 people
in one city that want it.

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So we do have some alternative
products that we have.

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We have the realty seller pro
realty pro that we'll talk

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about a little bit later.

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But, you know, we've been
live for about four, four

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and a half years now.

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And to this day, Kyle Whistles
had four years in San Diego,

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Cliff Freemans multiple years in
the Dallas market, um, Veronica,

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you know, five, almost five
years in the Orlando market.

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And unlike other ones, you
know, we've chosen to take that

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financial hit, um, to allow
the exclusivity to continue and

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be loyal to our customer base.

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Because We're portals.

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Tiger leads isn't a portal.

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Boomtown isn't a portal.

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Nobody.

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None.

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None of them were portals.

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Sync isn't a portal.

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And if we grow together, we're
basically partners in this.

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And what that means is, is
that you might not get an R.

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O.

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I.

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Today and leads take
nine months to continue.

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But the agents that started with
me three or four years ago, Are

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paying the same as they paid four
years ago and they're getting

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four or five times the amount
of leads because of how much

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our organic traffic has grown.

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Can you, can you define what that is?

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What, what, what you just said,
we're a portal, we're not a platform

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or whatever, you know, they're kind
of classified just, just to kind of

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unpack that so everybody's clear.

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So basically, but, and you know,
this is nothing against sink or, or,

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or boomtown or any of the others.

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but on singer boomtown, y
john sells homes in colum J.

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Sells homes in Tennesse your domain
is or fancy l and what those other

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comp pushing all the traffic t And
it's much harder to get quality

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traffic to random domains all
over the internet where it is

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when you own the city with us, we
push all the traffic to Realty.

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com.

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So as we grow, you know, right now
we're probably, you know, we have

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about 2, 000 cities live of 20, 000.

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As we grow, we want to do Superbowl
ads one day if we get big enough,

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but we want to do And, you know,
we want to do campaigns similar to

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what other portals are doing, where
we have playoff ads, TV ads, we're

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already doing connected TV like
Hulu and different things like that.

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And the more we do that, it's much
simpler to send quality traffic

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to one place than it is to send
it to 20, you know, 20 different

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websites or 2000 different websites.

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Love it.

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That makes sense.

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Yeah.

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So you had talked about, so some of
the people they are listeners of me,

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they're going to be going to realty.

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com right now, checking it out.

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They may find out, shoot,
my zip code's taken.

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Is it by zip code or is it by county?

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It's by USPS city.

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That's how we do it.

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Right.

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So let's say, you know, some
of our listeners, they're

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like, man, mine's taken.

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What were some of the other products
that you guys are helping do, uh,

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put, put new business in agents labs?

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Yeah.

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So one thing we've noticed is,
is that we have between Google

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and Bing about 40 million index
pages, which is great for SEO.

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And it continues to
continue to get us traffic.

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So we have two new products.

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One is called realty.

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com pro and realty.

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com pro.

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It's super simple.

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It's 2495.

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You get basically an IDX search
page that has national search,

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which we can screen share if we'd
like, I could show it to you.

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And then on top of IDX search, you
get something called lead frenzy.

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Um, we own other domains.

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We own listing.

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com.

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We own texas.

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com.

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We own estimate.

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com.

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We own North Dakota.

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com, Arizona.

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com.

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And the domain list continues.

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And we have a partner network as a
domains of when someone's looking

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for a home on one of those domains.

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We frenzy it to the person that
owns the profile in our area and

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you jump to get that lead first.

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So it's 24.

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95 a month.

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It comes with lead frenzy coaching.

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We do group coaching with Wally
Ressler and Bill Pipe is going

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to do a coaching session with us.

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We love Bill.

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Um, and then we also do,
uh, seller nurturing.

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So imagine this at 24.

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95.

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It's like a home bot fellow hybrid
where you can upload your database

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to our portal and we'll nurture
the leads, send them and we'll

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send them by listing reports.

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We'll send them reports
of your home value.

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We'll send them, you know,
who's selling in your area.

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And then we have AI blogging
and then national search

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where the lead stays with you.

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It's kind of similar to your
link, your lead, but completely

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national on your profile.

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So that, and that product is 25
bucks a month for, and it's open to

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all the XP agents and most the XP
agents already have a profile set up.

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And then we also have
one called seller pro,

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which is the same as that.

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It's 150 a month.

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And what you get to do is you
get to jump at seller leads.

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We guarantee at least two seller
opportunities a month, and most of

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them are looking for cash offers.

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So we got it, you know, we have
off training, convert a cash

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offer into a listing or get a
cash offer, extend it, accept it.

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And then most of those cash offers
will have homework, instant offers

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attached with it, ready to go
for your eyes only until you're

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ready to share it with a customer.

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And then when those seller leads
come in, it's the same thing.

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You get email and you text, you
get, you jump, it integrates

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directly into your CRM.

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You get that lead.

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It's your lead exclusively.

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And this is the most bang for
your buck to any lead portals

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ever done on these two products.

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No doubt that it's, it's, it's, it
reminds me when I was in production,

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you know, John, we, we all, anything
like this is always a yes, right?

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Like, it's just another pillar.

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It's another angle.

241
00:09:25,755 --> 00:09:26,615
It's another thing.

242
00:09:26,615 --> 00:09:27,635
It's inexpensive.

243
00:09:27,635 --> 00:09:29,685
It's going to produce as a high ROI.

244
00:09:29,905 --> 00:09:32,750
You just want to, if you can
get it, you want to get it.

245
00:09:32,750 --> 00:09:34,415
It makes, it makes perfect sense.

246
00:09:35,224 --> 00:09:37,564
So, yeah, so, um,

247
00:09:39,655 --> 00:09:40,084
go ahead.

248
00:09:40,694 --> 00:09:43,675
Yes, I was going to say, and then
the other thing is, is that, that

249
00:09:43,754 --> 00:09:45,124
it's all competitive atmosphere.

250
00:09:45,124 --> 00:09:47,494
One, you get the blogging and
the nurturing and all that stuff,

251
00:09:47,674 --> 00:09:50,104
but you get to compete with other
agents for the lead, which is cool.

252
00:09:50,204 --> 00:09:52,435
That's what's creating, we're
getting more conversion on the

253
00:09:52,444 --> 00:09:54,895
competition leads than we're
getting on people who own cities.

254
00:09:55,910 --> 00:09:56,290
Nice.

255
00:09:57,040 --> 00:10:00,400
Well, you said homeward
instant offers, your eyes only.

256
00:10:00,400 --> 00:10:03,250
What, what, explain what that
is exactly on the cash offers.

257
00:10:03,720 --> 00:10:06,170
Any market homeward is live
and we're partnered with them.

258
00:10:06,459 --> 00:10:08,780
Basically what we're
doing is attached to the

259
00:10:08,789 --> 00:10:10,200
seller lead on seller pro.

260
00:10:10,240 --> 00:10:13,129
And if you own a city from
us, there's a homeward offer.

261
00:10:13,170 --> 00:10:14,700
That's a PDF ready to go.

262
00:10:14,940 --> 00:10:16,890
that you can work with
Homeward to close that deal.

263
00:10:17,060 --> 00:10:19,830
So instead of needing to go to
Homeward, enter all the information,

264
00:10:20,100 --> 00:10:22,330
and do everything, we're already
partnered with them, and you've got

265
00:10:22,330 --> 00:10:23,760
that lead ready to go from Homeward.

266
00:10:23,929 --> 00:10:26,289
We have reps on staff that
work with Homeward that

267
00:10:26,310 --> 00:10:27,219
can help you with that too.

268
00:10:27,640 --> 00:10:28,079
Nice.

269
00:10:28,910 --> 00:10:29,110
Cool.

270
00:10:29,610 --> 00:10:35,199
So Lance, uh, you had mentioned that
you guys are, you have an ISA staff.

271
00:10:35,240 --> 00:10:39,759
Um, you know, I know that Zillow,
uh, at one time, I don't know if they

272
00:10:39,760 --> 00:10:42,300
still did, but they had, you know,
they were, they were the speed, the

273
00:10:42,300 --> 00:10:45,489
lead thing, they were calling them
and then, you know, kind of, uh,

274
00:10:46,185 --> 00:10:50,475
Transferring live transfers to the
agents in a round robin fashion.

275
00:10:50,955 --> 00:10:53,965
Is that a similar experience
or product that you know,

276
00:10:53,965 --> 00:10:55,194
part of your product offering?

277
00:10:56,045 --> 00:10:57,684
So we have a couple of
things that we can do in I.

278
00:10:57,684 --> 00:10:57,844
S.

279
00:10:57,845 --> 00:10:57,935
A.

280
00:10:58,014 --> 00:10:58,804
We have all the current I.

281
00:10:58,804 --> 00:10:58,974
S.

282
00:10:58,974 --> 00:10:59,084
A.

283
00:10:59,104 --> 00:10:59,564
For pro members.

284
00:11:00,065 --> 00:11:02,685
But if you own a city, it
includes it and it's not round

285
00:11:02,685 --> 00:11:04,025
robin because it's exclusive.

286
00:11:04,035 --> 00:11:05,965
You can decide on your
team where it goes.

287
00:11:06,215 --> 00:11:08,554
Let's say Jay has a hundred agent
team and he wants it to ring

288
00:11:08,555 --> 00:11:11,505
all a hundred agents and press
one to accept, or if he wants to

289
00:11:11,505 --> 00:11:12,804
round robin it, we can do that.

290
00:11:13,085 --> 00:11:16,014
We can basically fit the ISA
to however the agent wants.

291
00:11:18,154 --> 00:11:18,494
Got it.

292
00:11:18,845 --> 00:11:21,255
I'm sure that that's, that was
a learning process because some

293
00:11:21,255 --> 00:11:23,915
agents have really good dialed
in systems and processes and

294
00:11:23,915 --> 00:11:25,545
others, maybe not as well as much.

295
00:11:25,545 --> 00:11:27,175
So it's cool that that's flexible.

296
00:11:27,694 --> 00:11:29,744
We beg people every day
to answer the phones.

297
00:11:29,935 --> 00:11:30,465
Every.

298
00:11:33,720 --> 00:11:35,320
You would think it
would not be a problem.

299
00:11:35,320 --> 00:11:37,730
However, it, uh, it still is.

300
00:11:37,730 --> 00:11:41,210
So, so Lance, I'm just kind of
curious, you know, just from a,

301
00:11:41,220 --> 00:11:43,630
from a, from a data standpoint,
you said, you know, about

302
00:11:43,630 --> 00:11:46,089
50000 opportunities a month.

303
00:11:46,490 --> 00:11:49,850
You've been at it for You
know, five years kind of is,

304
00:11:49,880 --> 00:11:51,370
are you seeing steady growth?

305
00:11:51,410 --> 00:11:53,240
Has it been a decline in search?

306
00:11:53,240 --> 00:11:55,970
Just kind of went from a, from
a month over month perspective,

307
00:11:56,479 --> 00:12:00,270
just kind of, uh, activity and
engagement and, and, you know,

308
00:12:00,309 --> 00:12:01,829
real demand in the marketplace.

309
00:12:02,339 --> 00:12:06,119
So we've seen steady growth always
just because we keep indexing

310
00:12:06,119 --> 00:12:08,570
more pages and growing as a
whole and the more engagement

311
00:12:08,570 --> 00:12:09,620
we get, the better we do.

312
00:12:10,160 --> 00:12:12,780
Um, the one thing we've really
seen is people looking at home

313
00:12:12,780 --> 00:12:16,480
valuations, more, um, people asking
for cash offers a little bit more,

314
00:12:16,740 --> 00:12:20,000
um, we've really tried to pivot to
that kind of like seller, seller

315
00:12:20,000 --> 00:12:23,629
model and, you know, with, with,
you see, we used to be really

316
00:12:23,629 --> 00:12:25,090
about find a home, find a loan.

317
00:12:25,370 --> 00:12:27,570
Now, we're really by come
see where your home is worth.

318
00:12:27,929 --> 00:12:30,070
And, you know, we really
try to go seller focus.

319
00:12:30,070 --> 00:12:33,510
We used to be about 80, 20, 80
percent buyers, 20 percent sellers.

320
00:12:33,800 --> 00:12:36,589
We're trying to be now probably
about 30 percent sellers and

321
00:12:36,590 --> 00:12:37,519
then just going up from there.

322
00:12:38,880 --> 00:12:39,439
I love that.

323
00:12:39,449 --> 00:12:40,970
What, so where are you seeing them?

324
00:12:41,130 --> 00:12:43,860
So you're saying on the kind of the
motivated seller, the more of the

325
00:12:43,860 --> 00:12:47,029
cash offer is, is kind of the offer
that's starting to resonate a little

326
00:12:47,029 --> 00:12:49,189
bit more with, uh, in the market.

327
00:12:49,569 --> 00:12:49,770
Yeah.

328
00:12:49,770 --> 00:12:50,879
Everybody wants a number.

329
00:12:50,879 --> 00:12:53,089
And if, if you know how to, you
know, if you know how to work with a

330
00:12:53,089 --> 00:12:57,059
wholesale lead or a cash offer lead
or a flip and you're that agent that

331
00:12:57,060 --> 00:12:59,329
understands it, you're going to make
a lot of money on leads like this.

332
00:13:01,715 --> 00:13:05,965
Yeah, we're starting to see,
um, there's always been a gap

333
00:13:06,065 --> 00:13:09,345
between, you know, your high
producers and your low producers.

334
00:13:09,345 --> 00:13:12,315
And I, you know, what I've been
witnessing is that gap starting

335
00:13:12,315 --> 00:13:13,495
to get bigger and bigger.

336
00:13:13,764 --> 00:13:17,785
We have agents, uh, excuse me,
we have teams and agents, uh,

337
00:13:17,814 --> 00:13:21,585
mostly teams though, that are
having their best year ever.

338
00:13:22,025 --> 00:13:24,814
And then on the opposite spectrum,
we have people dropping out.

339
00:13:25,254 --> 00:13:26,165
Of the business.

340
00:13:26,635 --> 00:13:29,745
And I mean, there's a lot that you
can, you can attribute to that.

341
00:13:29,745 --> 00:13:35,564
But I think that, um, you know, our,
our model has been other than just,

342
00:13:35,564 --> 00:13:38,184
you know, delivering the training
and everyone's got training in

343
00:13:38,184 --> 00:13:43,584
the snap, but it's that generating
enough leads so that an agent

344
00:13:43,964 --> 00:13:46,954
is able not to feel like they're
on, on the income rollercoaster,

345
00:13:46,954 --> 00:13:49,714
the real estate rollercoaster,
one good month, one bad month.

346
00:13:50,244 --> 00:13:54,865
And it, but I like about what you've
said so far, you know, and look,

347
00:13:54,944 --> 00:13:56,205
Zillow's a competitor of yours.

348
00:13:56,205 --> 00:13:58,435
I, you know, they're, everyone's
going after the same dollar

349
00:13:58,705 --> 00:13:59,675
when it comes to lead gen.

350
00:14:00,655 --> 00:14:06,154
Zillow's taking a huge chunk,
what, 35, 40 percent percent, any

351
00:14:06,154 --> 00:14:10,584
kind of percentage when you buy a
zip code, a postal code, as you,

352
00:14:10,614 --> 00:14:14,864
you put it, there's, there's no
referral fee coming back to realty.

353
00:14:15,024 --> 00:14:15,294
com.

354
00:14:15,814 --> 00:14:16,035
Yeah.

355
00:14:16,104 --> 00:14:18,115
So one, one, we don't
take a referral fee.

356
00:14:18,115 --> 00:14:18,915
That's the first thing.

357
00:14:19,265 --> 00:14:22,045
And then two on top of that,
we're a lower cost per lead.

358
00:14:22,045 --> 00:14:24,055
So even if you have Zillow
premier agent, and I actually

359
00:14:24,055 --> 00:14:26,355
believe in Zillow, it's just
really, really expensive.

360
00:14:26,875 --> 00:14:29,824
Um, you know, we're, our average
cost per lead realized is

361
00:14:29,824 --> 00:14:33,854
somewhere between say 35 and 75
where there's, you know, I just

362
00:14:33,855 --> 00:14:36,905
bid out Boca Raton Florida and it
was a thousands of 1500 a lead,

363
00:14:37,145 --> 00:14:38,415
but we have no referral fee.

364
00:14:38,574 --> 00:14:42,165
And especially with our pro
memberships at 25 a month and one 50

365
00:14:42,165 --> 00:14:46,005
a month, imagine you get these frenzy
leads, you close a couple of them

366
00:14:46,045 --> 00:14:47,605
and you still have no referral fees.

367
00:14:48,175 --> 00:14:50,515
We're the only product like
this without any referral fees.

368
00:14:51,715 --> 00:14:52,045
Yeah.

369
00:14:53,075 --> 00:14:54,705
And I mean, I'll take that.

370
00:14:55,275 --> 00:14:55,615
Yeah.

371
00:14:56,615 --> 00:14:56,795
Yeah.

372
00:14:56,825 --> 00:14:59,905
I mean, you know, a lot of a lot of
people talk about quality, right?

373
00:14:59,905 --> 00:15:01,655
One of the reasons I
think people get on that.

374
00:15:02,105 --> 00:15:06,944
Uh, that that Zillow, I'll
say it crack rock, you know,

375
00:15:06,945 --> 00:15:08,985
like, they, once they get on,
they can't get off of because.

376
00:15:09,350 --> 00:15:14,080
The, the, um, the impression is
that, that, that they're a higher

377
00:15:14,090 --> 00:15:16,780
quality of lead for whatever
reason, maybe because there's

378
00:15:16,780 --> 00:15:18,510
no opt in at the beginning.

379
00:15:18,730 --> 00:15:23,270
They, they love the UI, the, the
experience of them using the site.

380
00:15:23,590 --> 00:15:26,239
Um, so they're warmed up and they
become a higher quality lead.

381
00:15:26,250 --> 00:15:27,880
Do you, is that what
you're seeing on realty.

382
00:15:28,080 --> 00:15:28,449
com?

383
00:15:28,449 --> 00:15:31,070
I mean, what, what are you
hearing about lead quality?

384
00:15:31,440 --> 00:15:34,330
So, so this is what I'm going to
tell anyone that's buying a lead

385
00:15:34,390 --> 00:15:37,870
anywhere, but Zillow, you get a
hundred leads from any portal.

386
00:15:38,550 --> 00:15:39,780
That aren't a Zillow lead.

387
00:15:40,239 --> 00:15:42,219
60 of them are complete garbage.

388
00:15:42,650 --> 00:15:44,180
30 of them are two years out.

389
00:15:44,599 --> 00:15:46,490
10 of them have some type of intent.

390
00:15:47,000 --> 00:15:51,129
Out of those 10, if you close one
of them, it has to pay your bill.

391
00:15:51,560 --> 00:15:55,010
1% has to pay your bill,
2%, you're doing good.

392
00:15:55,160 --> 00:15:59,540
3% you're great, and 4%,
you know, 4% you love us.

393
00:15:59,959 --> 00:16:02,780
So we have some agents that
close at 1% and they're happy.

394
00:16:03,114 --> 00:16:04,324
Because they use it for recruiting.

395
00:16:04,504 --> 00:16:06,655
We have some agents that
close at three to 5 percent

396
00:16:07,035 --> 00:16:08,374
and they, it's amazing.

397
00:16:08,384 --> 00:16:11,144
And then we have some agents
that close at 0 percent because

398
00:16:11,145 --> 00:16:12,265
they just don't follow up.

399
00:16:12,504 --> 00:16:15,104
They don't do best
practices and it's a grind.

400
00:16:15,145 --> 00:16:18,555
Like if you're paying a thousand
dollars or 1, lead, like you said,

401
00:16:18,555 --> 00:16:21,405
the Zillow crack, you're taking
a lot of risks there because if

402
00:16:21,405 --> 00:16:25,025
you go on vacation, if there's a
storm, if anything happens, you

403
00:16:25,025 --> 00:16:28,485
could be 20, 30, 000 in the where
with this, if you're paying, you

404
00:16:28,485 --> 00:16:30,605
know, 75 bucks a lead or less.

405
00:16:30,965 --> 00:16:34,215
You've got a little bit more runway,
but you've got a lot more that

406
00:16:34,215 --> 00:16:37,005
you've got to grind out, so you've
got to be willing to grind it out.

407
00:16:37,035 --> 00:16:38,075
And if you're willing
to grind it out, you're

408
00:16:38,075 --> 00:16:39,045
going to build a pipeline.

409
00:16:39,345 --> 00:16:41,005
You're going to build
rapport with people.

410
00:16:41,125 --> 00:16:42,474
You're going to build
for your future.

411
00:16:42,475 --> 00:16:44,875
You're going to have cash offer
and seller leads coming in.

412
00:16:45,205 --> 00:16:48,064
But the biggest thing is, is you've
got to be willing to do the work.

413
00:16:48,064 --> 00:16:50,455
If you're not willing to
do the work, it's not worth

414
00:16:50,455 --> 00:16:51,455
buying a product like this.

415
00:16:51,565 --> 00:16:53,745
Like we have agents that win
and we have agents that lose.

416
00:16:53,995 --> 00:16:55,555
And then each lead
you got to realize.

417
00:16:56,050 --> 00:16:57,220
Is an individual person.

418
00:16:57,220 --> 00:17:00,400
You're not buying an item, you're
buying contact information with a

419
00:17:00,400 --> 00:17:03,250
person, and you never know where
that person is in their life.

420
00:17:03,250 --> 00:17:05,710
You never know what's going on,
and that's one of the biggest

421
00:17:05,710 --> 00:17:07,839
things is that you can have one
city where you get a hundred

422
00:17:07,839 --> 00:17:09,849
leads and 20 of them are amazing.

423
00:17:10,089 --> 00:17:12,369
You can get one city where you
get a hundred leads and one of

424
00:17:12,369 --> 00:17:15,145
them's great because you don't
know what's going on with any

425
00:17:15,145 --> 00:17:16,359
of those individual lives.

426
00:17:17,970 --> 00:17:21,050
Lance, is there something within
the portal where you guys are

427
00:17:21,060 --> 00:17:25,680
helping kind of nurture those,
those 30 that are 2 years out?

428
00:17:25,730 --> 00:17:29,610
I mean, you know, I mean, we're,
I mean, I can, I can give you a 1.

429
00:17:29,789 --> 00:17:31,459
8 million dollar lesson.

430
00:17:31,459 --> 00:17:34,290
We learned in 2016, just
from the lack of follow up.

431
00:17:34,389 --> 00:17:36,314
And so, you know.

432
00:17:36,525 --> 00:17:40,175
As from a portal perspective, are
you guys, you know, doing anything

433
00:17:40,175 --> 00:17:43,254
to help help these agents be able
to kind of nurture and make sure

434
00:17:43,254 --> 00:17:46,945
that, uh, notoriously not letting
everything fall through the cracks.

435
00:17:47,305 --> 00:17:51,195
Yeah, we continue to ISA
the leads for up to 2 years.

436
00:17:51,235 --> 00:17:54,284
I see leads for 2021, even
being live transcripts agents.

437
00:17:54,634 --> 00:17:56,945
We kind of say some of the nurturing
supposed to be on you guys because

438
00:17:57,004 --> 00:17:58,245
most of you guys have viable.

439
00:17:58,570 --> 00:18:01,700
Um, or you have, uh, or you
have lofty and you have some

440
00:18:01,700 --> 00:18:02,940
type of nurturing process.

441
00:18:03,210 --> 00:18:05,250
We do coach for best CRM practices.

442
00:18:05,260 --> 00:18:07,409
So we'll go and do a one
on one session with you.

443
00:18:07,720 --> 00:18:10,440
And if you want to city with us
and basically go into your CRM and

444
00:18:10,659 --> 00:18:13,399
look at your automations and see,
see what you've got going on there.

445
00:18:13,550 --> 00:18:15,349
And then we do group
coaching to which, you know,

446
00:18:15,349 --> 00:18:16,440
is also best practices.

447
00:18:16,509 --> 00:18:20,080
We do lofty and KB core and
FUB and, um, and all the, and

448
00:18:20,110 --> 00:18:21,399
Boomtown and a few of the others.

449
00:18:21,649 --> 00:18:24,389
But we continue calling that
lead for at least two years.

450
00:18:24,389 --> 00:18:29,629
Usually it is, is the best
practice that you see.

451
00:18:29,929 --> 00:18:32,570
It's like, I always think about,
you know, and John, you, you know,

452
00:18:32,610 --> 00:18:35,159
as we did this, when we started
the brokerage in Dallas, you're

453
00:18:35,159 --> 00:18:38,719
like, you know, there's the contact
rate and, and I spoke to speak to

454
00:18:38,719 --> 00:18:41,859
somebody and you determine timing and
motivation, and then you've got them

455
00:18:41,859 --> 00:18:45,369
in a bucket that you're following
up with and, you know, our best

456
00:18:45,369 --> 00:18:49,240
practice, I think was half the time
or whatever, um, you know, From what

457
00:18:49,240 --> 00:18:50,520
they said that they were going to do.

458
00:18:50,890 --> 00:18:54,639
Um, then, you know, what, I
mean, what are you, what are

459
00:18:54,639 --> 00:18:58,320
you seeing that that's, that's
working the best to, to bubble up

460
00:18:58,340 --> 00:19:02,529
opportunities to have a spoke to,
to engage them in these campaigns?

461
00:19:02,529 --> 00:19:04,340
Cause obviously everybody
has a different tool.

462
00:19:04,520 --> 00:19:07,219
It's all doing the same things,
plus or minus 10 percent in terms

463
00:19:07,219 --> 00:19:08,419
of trying to create engagement.

464
00:19:08,669 --> 00:19:09,860
What, what have you seen that's.

465
00:19:10,145 --> 00:19:13,465
Working the best in terms of best
practices for bubbling up someone

466
00:19:13,465 --> 00:19:16,345
who you've never had a conversation
with that became a lead, say a year

467
00:19:16,345 --> 00:19:17,875
ago or six months ago or whatever.

468
00:19:18,504 --> 00:19:20,545
Uh, on the sellers, it's
uh, we have an incident

469
00:19:20,545 --> 00:19:21,625
offer already on your home.

470
00:19:22,064 --> 00:19:22,784
Um, right.

471
00:19:23,084 --> 00:19:25,155
Remember giving 'em something
material, getting in front

472
00:19:25,155 --> 00:19:26,205
of them, getting to the home.

473
00:19:26,385 --> 00:19:28,004
Can I stop over and
present it to you?

474
00:19:28,185 --> 00:19:30,854
On the buyers, it's just saying,
Hey, I could show you some off market

475
00:19:30,885 --> 00:19:32,235
listings in the area, especially exp.

476
00:19:32,354 --> 00:19:34,995
I know you guys have the
private marketplace now.

477
00:19:35,024 --> 00:19:37,485
Um, for listings, it's trying
to give them something that

478
00:19:37,485 --> 00:19:38,925
they can't go see themselves.

479
00:19:39,574 --> 00:19:40,064
Gotcha.

480
00:19:40,955 --> 00:19:42,014
That's gold right there.

481
00:19:42,774 --> 00:19:43,064
Yeah.

482
00:19:43,985 --> 00:19:49,125
Yeah, that's, um, I think when, you
know, we had, uh, we had Ryan young

483
00:19:49,125 --> 00:19:53,114
on a month or so ago, and I think
that's where he was talking to.

484
00:19:53,114 --> 00:19:53,444
Right.

485
00:19:53,475 --> 00:19:57,464
Is that really what they can't find
any other portal any other sites.

486
00:19:58,035 --> 00:19:59,545
It's, um, it's about, you know.

487
00:20:00,050 --> 00:20:03,070
What do you have that I can't
find on my own, uh, from,

488
00:20:03,090 --> 00:20:06,530
from a buyer's research and
perspective, um, being able to,

489
00:20:06,580 --> 00:20:07,860
to kind of put that out there.

490
00:20:07,889 --> 00:20:10,649
So no, that, that, that's
really, really good.

491
00:20:10,689 --> 00:20:14,169
And I think, you know, you guys being
able to offer the constant nurturing,

492
00:20:14,249 --> 00:20:17,659
just because, you know, I can see a
lot of agents, even on the, on the

493
00:20:17,659 --> 00:20:19,399
lower end, even, even with us, right.

494
00:20:19,449 --> 00:20:22,410
I mean, we took every, We tried
every precaution, but we still

495
00:20:22,410 --> 00:20:25,210
had holes in the bucket where
things were falling through.

496
00:20:25,210 --> 00:20:28,720
So if you're able to help bubble
up those opportunities, man, you

497
00:20:28,720 --> 00:20:34,229
talk about, um, what a, what a
game changer on, you know, having

498
00:20:34,229 --> 00:20:35,670
that as part of your business.

499
00:20:36,320 --> 00:20:38,910
Well, the most important thing
really is, um, is, you know, for

500
00:20:38,940 --> 00:20:42,100
the pro members now, the ones
that are, you know, 25 a month

501
00:20:42,100 --> 00:20:44,830
is that you can sign up with
us, create your profile today.

502
00:20:44,830 --> 00:20:45,370
You go to realty.

503
00:20:45,510 --> 00:20:49,030
com forward slash pro, and then you
can upload your entire database and

504
00:20:49,030 --> 00:20:50,270
we'll start nurturing it for free.

505
00:20:50,770 --> 00:20:51,680
No extra charge.

506
00:20:52,180 --> 00:20:52,800
That's awesome.

507
00:20:53,010 --> 00:20:53,550
Good sellers.

508
00:20:53,550 --> 00:20:56,650
You upload all your sellers and
we'll send them all home evaluations,

509
00:20:56,650 --> 00:20:58,490
market reports, all that stuff.

510
00:20:58,520 --> 00:20:59,660
No additional charge.

511
00:21:01,430 --> 00:21:02,060
No brainer.

512
00:21:02,629 --> 00:21:03,020
Love it.

513
00:21:04,759 --> 00:21:07,590
Well, Lance, I really
appreciate you coming on.

514
00:21:07,639 --> 00:21:10,890
Um, the truth is that, that,
that it's the number one problem

515
00:21:10,890 --> 00:21:13,839
that agents are going to have,
you know, I mean, everyone can

516
00:21:13,839 --> 00:21:16,369
really learn with a little bit
of effort and half a brain, how

517
00:21:16,369 --> 00:21:21,759
to present, talk to, uh, clients,
show a house, even list a house.

518
00:21:22,495 --> 00:21:27,084
But the elusive, uh, part
of this business seems to

519
00:21:27,094 --> 00:21:28,264
be the marketing piece.

520
00:21:28,604 --> 00:21:29,504
Uh, we love it.

521
00:21:30,064 --> 00:21:33,965
We've been studying it for
decades, but, um, it's not what's

522
00:21:33,985 --> 00:21:35,204
taught in real estate school.

523
00:21:35,385 --> 00:21:36,054
No one knows it.

524
00:21:36,054 --> 00:21:39,324
In fact, most of the people, I
mean, John, Jay, we see it all

525
00:21:39,324 --> 00:21:41,304
the time, new agents coming in.

526
00:21:41,675 --> 00:21:42,645
They're just lost.

527
00:21:42,675 --> 00:21:43,865
They're like, where do I start?

528
00:21:44,080 --> 00:21:46,860
I mean, they're giving us CRM,
but you got to feed the CRM.

529
00:21:46,870 --> 00:21:48,260
It doesn't just feed itself.

530
00:21:48,450 --> 00:21:50,659
So, um, yeah, I love it.

531
00:21:50,710 --> 00:21:51,810
Um, awesome.

532
00:21:51,820 --> 00:21:55,349
You guys have been such an awesome
supporter of our top teams at eXp.

533
00:21:55,349 --> 00:21:58,470
And we love that you're a
partner of ours and, uh, can't,

534
00:21:58,500 --> 00:22:00,280
can't wait to see what we're
going to do in the future.

535
00:22:01,010 --> 00:22:01,219
Cool.

536
00:22:01,219 --> 00:22:01,539
Thanks.

537
00:22:01,540 --> 00:22:02,210
I appreciate it.

538
00:22:02,210 --> 00:22:03,689
And also fortunes in the follow up.

539
00:22:03,730 --> 00:22:07,170
We all know that so people can
buy leads and, and yeah, one

540
00:22:07,170 --> 00:22:10,540
of the key questions I ask when
I'm onboarding a new customer Is

541
00:22:10,610 --> 00:22:12,050
who you use for lead generation.

542
00:22:12,050 --> 00:22:14,260
If they say Zillow and I'm
like, how'd you do on Zillow?

543
00:22:14,260 --> 00:22:15,280
But it was horrible.

544
00:22:15,280 --> 00:22:16,390
They were the worst leads ever.

545
00:22:16,660 --> 00:22:18,710
Um, I sometimes tell them
you're probably not a good

546
00:22:18,710 --> 00:22:21,190
fit for us because if you
failed miserably at Zillow,

547
00:22:21,530 --> 00:22:22,910
you probably didn't follow up.

548
00:22:23,110 --> 00:22:24,349
You probably didn't follow processes.

549
00:22:24,700 --> 00:22:26,739
You probably don't know
how to do lead gen.

550
00:22:26,749 --> 00:22:29,610
We'd be happy to coach you, but
you really got to understand that

551
00:22:29,620 --> 00:22:30,720
you've got to follow up with leads.

552
00:22:30,720 --> 00:22:32,190
You've got to bring
people down the phone.

553
00:22:34,280 --> 00:22:34,630
Love it.

554
00:22:34,960 --> 00:22:36,090
You EXP con?

555
00:22:36,600 --> 00:22:36,860
Yep.

556
00:22:36,860 --> 00:22:37,130
I will.

557
00:22:37,240 --> 00:22:40,450
You've got two booths, EXP con
and I will be on stage, um,

558
00:22:40,460 --> 00:22:41,860
Monday and Tuesday, I believe.

559
00:22:42,794 --> 00:22:46,685
But will you be at Flo
Rida on Monday night?

560
00:22:48,165 --> 00:22:48,965
I will clap.

561
00:22:48,965 --> 00:22:49,515
Yes.

562
00:22:50,145 --> 00:22:50,314
Mr.

563
00:22:50,314 --> 00:22:54,564
Whistle, baby.

564
00:22:55,024 --> 00:22:56,524
I'm excited for Miami.

565
00:22:56,985 --> 00:22:58,114
Can't wait to see you, Lance.

566
00:22:58,544 --> 00:22:58,794
Yep.

567
00:22:58,794 --> 00:22:59,854
So I can't wait to see you guys too.

568
00:22:59,874 --> 00:23:00,725
Thanks for having me.

569
00:23:01,004 --> 00:23:01,245
Realty.

570
00:23:01,245 --> 00:23:04,514
com for anyone that wants
to find their profile.

571
00:23:04,514 --> 00:23:04,985
We've created

572
00:23:07,335 --> 00:23:08,915
So you've already got
your profile ready to go.

573
00:23:09,925 --> 00:23:10,615
Love that.

574
00:23:11,375 --> 00:23:11,754
All right.

575
00:23:11,754 --> 00:23:12,795
We'll see you in Miami.

576
00:23:12,805 --> 00:23:13,764
We'll see you at the top.

577
00:23:13,764 --> 00:23:14,235
Everybody.

578
00:23:14,395 --> 00:23:14,915
Appreciate you.

579
00:23:15,835 --> 00:23:16,274
See it.

580
00:23:16,275 --> 00:23:18,564
Thanks for tuning in.

581
00:23:18,804 --> 00:23:22,034
If today's episode inspired you
follow for more conversations like

582
00:23:22,035 --> 00:23:26,154
this and gain valuable insights from
the leading experts in the industry.

583
00:23:26,544 --> 00:23:29,124
If you want to dive a little bit
deeper, check out john kitchens.

584
00:23:29,354 --> 00:23:31,294
coach to find the ways
that we can work together.

585
00:23:31,314 --> 00:23:34,725
Once again, this is your host, John
kitchens, keep making it happen.