Agent vs Lender

Know, Like, Trust, and Remember You

November 25, 2020 Ron Pippin
Agent vs Lender
Know, Like, Trust, and Remember You
Chapters
Agent vs Lender
Know, Like, Trust, and Remember You
Nov 25, 2020
Ron Pippin

This week we spoke to successful real estate agent Rychen Jones. Rychen only started his real estate business 3 years ago and this year has had 85% of his clientele referral based. This is a business model that is often stressed but very little achieved. Rychen shares the simple ways in which he has gained a significant referral base. He also packs the episode with short and simple scripts that you can take with you for your next clients. If you want to expand your referral tased clients this is the episode for you! So much helpful knowledge packed into one episode!

You can listen to all episodes of Agent Vs Lender on Spotify, Apple Podcasts, Stitcher, and Google Play. If you love Agent Vs Lender follow us on YouTube, Facebook, and Instagram for all bonus content. 

Show Notes Transcript

This week we spoke to successful real estate agent Rychen Jones. Rychen only started his real estate business 3 years ago and this year has had 85% of his clientele referral based. This is a business model that is often stressed but very little achieved. Rychen shares the simple ways in which he has gained a significant referral base. He also packs the episode with short and simple scripts that you can take with you for your next clients. If you want to expand your referral tased clients this is the episode for you! So much helpful knowledge packed into one episode!

You can listen to all episodes of Agent Vs Lender on Spotify, Apple Podcasts, Stitcher, and Google Play. If you love Agent Vs Lender follow us on YouTube, Facebook, and Instagram for all bonus content. 

Ron Pippin:

Welcome to another episode of agent versus lender. And today we have with us Rychen Jones from Keller Williams, and the Brian Herd team. So, um, before we get started, I want to just let you know that Brian or that that Rychen has a very cool business model. And, and so we're gonna get into that here, just submit it. And I love his business model. But before we get into that, and Rychen, why don't you tell us a little bit about yourself and how you got into the business? And just just a little bit about you?

Rychen Jones:

I appreciate that. Yeah, no, I was, uh, I was a financial advisor for about 12 years, two and a half years or so in Oregon. My father and I had a wealth management practice there. And I was in pretty well with numbers and been in front of clients talking about financial decisions for really since the day I graduated college. And about three years ago, my wife and I just kind of both looked at each other and felt like the time was right to move, and to leave Oregon, which is where I grew up. And we felt like Utah was right place. And with that we knew a job and or career change was coming. And so I started thinking seriously about what do I want to do when I grew up, I was 35 at the time, what do I want to do when I grow up. And for some reason, was just really drawn to real estate. And so before leaving, we took my my course hours and took my test and walked into Utah with a license but no brokerage and nothing not active license, I guess I should say, looked around a little bit, interviewed a couple different brokerages, a couple different teams settled on on the bihor new top team, which is where I'm at currently with Brian. And that was coming up on three years this coming spring. And it's been great. I love it. I love Utah, and we had some family here, but didn't really know a whole lot people outside of some some of my wife's extended family. But we've settled in Sandy and we love it and we love We love Utah, and real estate as it's changed my life last three years, the opportunity that's given me and people I've met, and just the growth that I've experienced being my own boss, if you will, it's made me stretch and grow and and sometimes cry and, and everything else, but it's been great. Wouldn't we do it again in a heartbeat?

Ron Pippin:

So I didn't realize you've only been in the business three years?

Rychen Jones:

Yeah, come up on three years in March.

Ron Pippin:

That that's even more impressive to me. Okay. And I actually before I interview people, I actually look up statistics and I look up what they're what people are doing as far as listings and sales. And I'm telling you this guy, this guy's the real deal. He like crushes it, he's not doing like this one deal a month kind of thing. Written written sales, some homes. And so I'm I'm really impressed that you're that, that fairly new in the business, and just crushing it like you're doing, and especially your business model. So and which we'll get into here in just a minute. So

Rychen Jones:

You're very kind Thank you.

Ron Pippin:

So anyway, listen to this guy, because he's going to be able to help you with some with some different marketing tactics that most people take. I was gonna say take for granted, but it's not really take for granted. They probably just missed the boat on it, most of us do. So tell me about let's let's just get into what is it that you do? What is it that you accept?

Rychen Jones:

What is that? What do I do? Um, I'll tell you what I don't do. Because it's not what I want to be and I know my my license says sales agent like everybody else. I hate that idea of being a salesperson. I don't cold call, I don't knock doors and I do very few open houses. I don't pay for online leads. And I just that's just not a place I want to be. I would much rather deal with people who know like and trust me. And once you introduce me to people who they know like and trust. And so my business model is is basically referrals only. I was looking back at my business this year and I was actually a little surprised. I didn't think it was gonna hit this number but 100% of my business this year has been from people I know or I've met since I've been here. past clients who are you know, coming back around to either buy or sell again, or referrals hundred percent this year. That was about 85% last year. But that's a number that I'm fiercely proud of, because that is my, that is my bread and butter, that is my business. Like, I don't do anything else other than focus on the relationships I have with people who matter most to me, who trust me enough to help them, you know, through a real estate transaction. And then not just forgetting about them when it's over, but you know, continuing to have relationships with them, you know, over the years, and checking, you know, not just checking in with them, and Hey, how you doing, you have anybody you can work with, but, you know, you really, I feel like I really get to know the people I get to work with through the transaction at a time when they need help the most, which I find is also when they're most vulnerable to sharing struggles and concerns about what they're doing. And I think there's a real opportunity to build a really deep, strong relationship in that process, that that can last for a lifetime, certainly beyond just the transaction itself.

Ron Pippin:

Yeah that's even more impressive. Knowing that your your entire business model is by referral only. And I've heard that that phrase, throughout my career by referral only. And it's rare that I meet somebody that actually has a model, where 100% of their business comes by referral. And especially for somebody that's been in the business, only a short amount of time, like you have. And then to top that off, that you've moved from one state to another, without having that referral base. I we were talking just before the podcast, and you mentioned that it's you have family here, but

Rychen Jones:

They don't use me. So to be fair, my wife's side of family has a couple of different realtors, in her extended family. And I understand that I mean, there's I don't know how many agents we're up to in the Salt Lake area now, you know, thousands and thousands, everybody knows somebody, right? I don't take offense to it. But I don't always use me, which is fine. There's plenty of business to go around in Utah.

Ron Pippin:

So you didn't have that like built in Business Source of referrals, because you have other people within the business. And so you didn't have that built in relationship with the family, you had to go develop that on your own.

Rychen Jones:

Yeah, and part of that was not only developing the relationship, but also people who did know me here it was they knew me as Rychen the runner. I run marathons for fun and run a couple dozen marathons, or Rychon, who's the financial advisor. or Rychen who works with his dad, all these different things, what it wasn't, was rich in the real estate professional. And so the first year two or three now has really been sort of establishing a narrative have written the real estate professional. And there's been stuff come from that, you know, some close family, my brother in law bought houses here, my cousin moved here and you know, bought a property here. So there is starting to be some family business, if you will. But mostly that just been actually my first my very first transaction was with a member of the Church of Jesus Christ of Latter Day Saints, I served an LDS mission. And one of my very first conversations was with one of my, another missionary who I knew from the mission, Arizona. And it was that time I just started, and my team leader, Brian was like, you know, go have a couple lunches a week. I'm like, I don't know anybody here who I've had lunch with. So I called Scott, who was like, well, the only people I didn't know here, not outside, not family. And we just had lunch one day, and he just mentioned to me that, you know, they were still living in a townhouse that they had bought, you know, 10 years and for kids earlier, and that they needed to you know, buy a bigger house. And so we help them sell their house, buy the next one and Scott's wife, bless her heart, introduced me to two people actually within her own neighborhood, who then also sold homes in those first couple of months. And I love those guys. I mean, they they got me off the ground and got me got me going to the point where I actually had more people to talk to now. And so that's it really started with one and that's it starts with one and then knowing what to say and when to say it and ultimately having people say it too. But you don't have enough people to say to it's knowing what to say and when to say it and make sure you make sure you're really good at it. So that and so that people know what to do when they do come across someone who may you know need your services.

Ron Pippin:

So how do you change and I know you just kind of mentioned this but how do you change how do you get people to change from the mind ship of Rychen the runner or Rychen that works with his dad to Rychen the Real Estate Agent. So how do you how do you get people to change that?And change the perception? Yeah, well, and I think what a lot of people forget on social

Rychen Jones:

Yeah, that's a really good question. I struggle with that at first, because I wanted, you know, we all have Facebook pages and whatnot. And I wanted to show everybody in the world what I was doing, you know, hey, look, I closed this transaction, I helped this person buy this house. Thank you, so and so for the referral. And there's just it just overload, right? If you if you're not careful with your balance of social media posts, if all it is real estate, re l estate, real estate, you ge tuned out real fast. And so I ecome better at that of mi ing in the real estate posts wi h you know, life, post fa ily, kids, my cat, you know, wh tever it is running whatever it is. But also, just getting ve y clear on what we talked ab ut this before we started ge ting very clear on what are m strengths? Where do I where do I excel most? And really foc sing in on that, you know, we t lk about our team, you know, hen when you're trying to arket everybody, you actually m rket to no one because it s just noise in the, in the in he sphere of you know, real estate noise. The farm, it's been really developing a narrative of what am I? What are my strengths? Who do I reall help the most, and do the bes job for and who do I really wan to work with more than anyth ng, who do I want to jump out o bed and help every day, there s a certain profile or client hat I have up on my wall over ere, of the most common cha acteristics of the people I l ve working with the most. And found as I as I focus on t ose things, those people sta t to appear in my life, or s art to appear in people who I've been able to help in th ir life. And so it's just kind f it's a business that feeds itself. But as far as changing t e perception, it's really it' been showing up doing the ork. Not spiking the football e ery possible chance you get. B t you know, taking an opportunit here and there to spike the ootball a little bit, you know, elebrating success, or someone else's success. And really jus being consistent with it. Not j st on social media, but in onversations with people as well Letting them know that I I' still a real person. I stil enjoyed running, I still enjoy ther things. And you know, not ot leading every conversation w th real estate, real estate re l estate. media is that it's social. Now it's not. It's interactive. It's engaging, right?

Ron Pippin:

Yeah. It's it's a two way street, man. So social media, man, if you're, if you're posting on social media, it's okay to let people know what you do for a living, that's okay. But they also want to know, just like you said, that you still are a runner, and you still you still do some of these other things. And here's some of my family. And it's kind of a two way street. So if you want people to react with with your posts, you probably need to react with some of other people's posts, too. You know, that's, that's the social aspect. Yeah. So I'm, you know, kudos to you for for realizing that because a lot of people don't I, you know, I'm friends with a lot of people on social media, and some of those people, that's all I see is business stuff. And pretty soon it's, you're right, it's just like, Okay, I get it. You're a loan officer, you're, you're a photographer, you're your real estate agent, you're whatever it is, you are, um, I get that. But I want to see something besides that, at least once in a while. You know, I just want to see who are you? Who are you really?

Rychen Jones:

Yeah give me a reason to be engaged with you? Right? Like, I'm not I'm not selling my house. Great on a pay attention. Hey, I'm not buying a house. Okay. I don't even pay attention. You got a reason to engage with you somewhat. So that when that moment does come up, you're on their mind? Oh, you know what? I've seen Rychen? Yeah, he doesn't roll today. Yeah, you know what now? I've got now I'm gonna need regard.

Ron Pippin:

Yeah, so that reminds me of something you said actually, before the podcast is, we were talking about like, knowing and trusting somebody. And you said one more thing. And what was that you added? Well, that like no, cuz when people like to do business with people, they like no interest. And that's how they refer. And we talked about, about I'm gonna get into that in a second. So but what was it that you said that you added to that?

Rychen Jones:

Yeah, so so the fourth element is not I don't take credit for this. We're as a team, we're reading Larry Kindles book Ninja Selling right now, which is great. But in there, it's people who know like and trust you and remember you. And he has this whole idea about being slow with people and being slow with someone just, you know, being on top of their mind because you're, you know, reaching out to your contact, they get your mailer, they get your email and your market update, whatever it is that you're in flow with them, so that they know like and trust you already, but they also remember you when either they have a need or a co worker. friends family, they're in conversation that Christmas party and someone mentioned the prices in Utah or the interest rates or am thinking about this or that. They remember you go, you know, I got someone I need to talk to because.dot.dot.so

Ron Pippin:

I, you know, I think everybody, as real estate agents, we probably all have heard the statistics from the NAR that says that most people would use the real estate agent again. But most don't. And that's the reason why is because they don't remember who you are. So what are some of the things that you do? Because you, you, you are so good at getting those referrals? What is it that are some of those things that you do to help your past clients remember who you are?

Rychen Jones:

Yeah, the frightening statistic that goes along with that is most people can't remember the name of their realtor from five years ago, which is just sad. Like, right, you did all the work to either lead, generate and find them somehow and all the way through transaction and all sudden, they can't remember your name. Like that's heartbreaking. What do I do? For me, it really starts right from the beginning, the very first time I talked to somebody, like setting expectations along the way of, here's the experience you're going to have, here's what I'm going to provide for it. Here's the people, we're going to bring it around, you make it really simple and easy. What I'm saying expectation right from the beginning that if you want the one line script, it's at the end of the appointment. Hey, Ron, Mike, this has been great old, we're gonna do this in that we have fine house. My purpose here is the making so outrageously happy. And you gladly introduce me to people, you know, like and trust yourself, because you know, they're gonna have the same great experience that you're about to have. Would it be alright, if I ask you a couple times along the way? Does anybody that you come in contact with I can, I can talk to you. No one's ever said no to that question, first of all, but it really just says that it sets up a little mini agreement with us that any point down the road, I can ask them a quote unquote, referral question. I never asked them like be like, who do you know, and just sit there and wait for a little more. So with that, but we already have this agreement. And they've already read to every single someone if they came across somebody. And so then my job was just remind them of that every once in a while, and get them thinking about it. So that's the very first appointment. And then there's this idea of what we call peak moments. And again, there's a YouTube video out there you can go find about peak moments, Cameron, who is doing video, I'm sure what moment, peak moments. And in the in the four minute YouTube video, like think of like Disneyland, you go to Disneyland with your family. And it's not all peak moments, right? You got the air coming down Splash Mountain, you get the picture taken. That's a peak moment, right? What's not a peak moment, when you're standing in line, your your kids are running all over the place, they're tired, and they're hungry, and they got food all over themselves. Those are not peak moments. But what do you remember from Disneyland when you go? You remember the picture coming down slash mountain, right? You remember, whatever it else is, it was those peak moments. We have so many peak moments in a real estate transaction. That is what one as real estate agents, we should anticipate them because we know where they're coming. But we also should be setting ourselves up for having a conversation of moments. That's when our clients are most happy with us. That's when we are most referable we're solving problems for them. They love that we're doing that for them. They're super excited about things. That's when they are most likely like, no, they're gonna jump in front of a train to prevent someone from working with somebody else. That those moments happen a couple of moments might be maybe it cleans. Well, first of all, they get pre approved by the lender, right? Hey, man, great. Hey, we've got great news. We are pre approved. We know we're gonna house. Oh my gosh, we're so excited to look. We'll run through a couple here. Certainly getting under contract, peak moment, clean inspection, or you can negotiate the inspection items that you know that we want to get addressed. Peak moment. Clear to close peak moment. appraisal comes in. If that's the kind of concern right now with with where prices are new, Todd is the president coming is not peak moment. the closing table. I think that peak moments. I don't ask for a girl to pull the cable ever. That's their moment. That's their time to shine. They're going to bask in buying a house of selling house. That's not my time to to encroach on that. So I don't ask don't ask that question of closing table.

Ron Pippin:

You know, I I love that. I have never heard somebody say that. But that's that. I love that philosophy. That's their moment at that point of time. If you have not so, so. Sorry. I know I just cut you off. You're good, you're good. But you have said so much in just this little time. It's just like you are setting up expectations from day one.

Rychen Jones:

And this much companion pieces that if I can is I, I'm training my clients how to use me to people on the way as well. Not only am I getting the mini agreement with them that they're willing to do it, but then I've trained them how to do that. Okay. A my purpose is making So originally happy. Is that okay? If I asked him? Yes, yes. Hey, great. Hey, Ron, when that moment happens when you come across and in your narrative universe of people, right? When you come across a co worker, or someone on your street, or a family member, or someone at church, Will you do me a favor and pull out your phone, look at my number, and just shoot me a text message, and we can talk about the best way and you're just gonna do them? Great. Awesome. Thank you. It's so simple. Again, that's the knowing what to say part, right? If I found it, oftentimes I find myself this as well, if I don't know what to say ahead of time, I will go on and on and on and on about something that the person probably doesn't care at all about. If I keep it very simple, very simple instructions, very simple encouragements that's easy to take in easy to absorb and easy to remember. Right that know, like and trust member you. Because it was meaningful, and rather than just 15 minutes of telling about the market, when all they wanted to know was, hey, what's the house smelling next to the floor?

Ron Pippin:

Right. You know what? So for anyone that's listening to this podcast right? Now, if you haven't noticed, Richard has back like been giving you so many scripts? Because this isn't, you know, this isn't. He says he's not a salesman. And what I like about Rychen is that he doesn't come across as a salesman. He's internalized these scripts. And this isn't all by accident. I'm not even asking him this question. But I know that this is not all by accident. these are these are things that he's been taught by probably a mentor. And he's internalized and taken in the scripts. So it just flows off his tongue. Like it's just part of the conversation. Yeah.

Rychen Jones:

There's no reason to recreate the wheel. Like if it's working, just get really good at it. So it becomes so natural that when you hear something in a conversation, you don't have to think about which direction Am I going here, there's you've got a toolbox ready to go, and not being salesy, just as it becomes part of your natural conversation.

Ron Pippin:

Yeah, so if you haven't noticed the scripts, then you need to you need to stop, rewind this and go back and listen, because he's just giving you I mean, I can't even count how many scripts that he's already given you. So that, I think that's one of the things that a lot of agents, real estate agents, or sorry, agents, loan officers, it doesn't matter. We're all lacking in our scripts. And so if you go back and listen, he just gave you a whole bunch of them. And you can use them in yours as well. So I like that you set expectations, like I said, right from the very beginning. And you continue with those expectations throughout. And you're you're setting yourself up for referrals. Because if you've Wait, if you wait till the end of the transaction to ask for the referrals, like at the closing table, no.

Rychen Jones:

Yeah, we have to have a standard on our team of getting or didn't we call them introductions rather than girls, we're getting an introduction 50% of the time during transaction. That's a snare that we have. It's a goal we shoot for. It's something worth thinking about. Because Yeah, if you wait until the end, to ask for the first time, it sounds desperate. I mean, it sounds like okay, when I'm done working with you now I need someone else to work with who do you know, it doesn't doesn't come up. I don't think it comes across as authentic. And you haven't done anything. You haven't had any sort of mini agreements along the way when you were at your most recoverable point. Even. You know, if they're even willing to guarantee someone, they probably are, but you didn't take the time at a time to actually ask them about it. Okay. And now you're at the end you're like, Okay, I need someone else to work with, you know, anybody. Doesn't. That sounds salesy to me.

Ron Pippin:

Yeah. You know, the funny thing is, is when I hear when I'm in a conversation like this, I always think about whenever you buy a new car, so what was the last car that you bought?

Rychen Jones:

Uh, well, it was a scary moment because I had just started I just quit my job and started real estate and my transmission on my old car went out so it was April 2018.

Ron Pippin:

So what kind of car was it?

Rychen Jones:

That went out when I bought? Yeah, what did you What did you buy? I bought 15 Honda Accord.

Ron Pippin:

Okay, so Honda Accord. So when when you bought that car, you knew that you were going to buy that before the day you purchased it. And so all of a sudden you're you're driving down the road and you start noticing, oh, there's a Honda Accord. I kind of like that car. Oh, I like that year of Honda Accord. Oh, I you know, so you all sudden you start seeing lots of Honda accords? Yeah. You're in the process of buying a Honda Accord?

Rychen Jones:

Yeah, it's gotten called the reticular activating system in our brain, right? Yeah, what we start focusing on, we start seeing a lot of, and that's what we're trying to get our clients, right, we're trying to get our clients to focus on, hey, there's opportunities out there all over the place with people looking to buy, sell, refinance, invest in real estate, whatever it may be, we're just trying to. And if you caught this earlier, it's narrowing the universe of people from who you know, to coworker, family, friend, person at church neighborhood, people can conceptualize that a lot easier than who, you know, that's a, that's a lot of people.

Ron Pippin:

Right. And so if you wait till the end, you've just missed that whole opportunity of them being in that process. So when you buy when you buy a car, it's a fairly fast transaction. But you still notice all these other cars out there that a car you're buying. So

Rychen Jones:

and how many competition I would love to see a statistic on this. How many competitions are our clients having while they are looking for a house or contract or selling house? How many are they having with all their neighbors? One? No, Hey, where are you moving? Why are you moving? How would you leave your house, you know this and that they're having come in every day with people closest to them. Like, that's why our standard is 50% of time we get a referral during transaction, because we know they're having more conversations those four or 568 weeks, then they're going to have in the next probably five years with the people that they know,

Ron Pippin:

Right, which is why you have to do it during the process, you wait till the end, when that's what both of us just said, as you wait to the end, you totally missed it, you missed that whole process of them talking to people, because it's over, they're not going to notice as much, because they're already done. Yeah. Um, so it's just like, you have to, you have to set them up for that expectation from the beginning and have those conversations during the entire process. And, and that's how you increase your, your referrals. And that's how you set up a business, like Richard has done is to is, is to set that up at the beginning. And then you're getting referrals throughout that process. Without doing it that way, you will never have a referral only business like Rychen this time.

Rychen Jones:

Yeah, if I can add one more thing, I think I mean, there's a couple other pieces I think are important here. One is that we've kind of wasted time at the beginning, you know, we're doing all the work to find the client, right? Whatever our lead generation system is. If we handle it, right, the lifetime value of that relationship, will be can be will be multiple times more than that one transaction. And so what I mean, for me, it's, I'm just trying to be efficient. Why would I want to start from scratch every single time if I can do a really good job for somebody and have that lead to babble. I have one client who bought a house in August 2018. They refer me probably eight to 10 people in the last few years, probably six or seven have bought homes. That's a really high lifetime value of that one relationship that we didn't really know when he called me the other day got a problem. They were trying to re refinance and duplex, and he couldn't find his letter saying was non conforming duplex, and the appraiser was going to, you know, dock in a whole bunch of money because he didn't have the letter. And I went back to my file, I dug it out, it took me an hour or so to find everything I send the letter, he said the appraiser, he's good to go. he's thrilled when there's refinance on a duplex. It didn't get me any money. But the number of people he's referred to me, and the ratio of that we continue to have two, three years down the road. It's absolutely beneficial to everybody. The other thing I would say that I really focus on is if they have kids, connect with their kids through the process, especially the the, you know, the younger kids, it's awesome to me to go this time of year we're going around, I've gotten gifts, you know, clients, things like that. And nothing makes me more happy when they open the door in the seven year old kids like, like, they still remember me a year later I can. That's cool. When the clients kids like you, they're gonna like you. And there's ways to do that different ways to connect with the kids, you know, along the process. I try to include the kids in the process as much as possible though, maybe they're moving schools and moving neighborhoods, there might be some anxiety there. And so I mean, whatever you can do to kind of help the kids feel part of that process. It can only help you because I said later on again when you show up for Christmas or they see you with your summer barbecue or your pumpkin patch activity and they're the kids number your name That's a pretty good occasion that the parents board member game also.

Ron Pippin:

Yeah, so I remember back in the day, whenever I say that, it's just like, oh, Ron, gray hair. So, but back in the day when I was single, I remember being taught that by somebody. So the same concept is, if you want to get the girl, you, guy, you got to get their kids. So if they have kids, you make sure that the kids like you. Because then the mess this was, of course, this was I, I had been married before. So a lot of the people I was dating and had kids already. And so it's the same concept. It's just like, if you want the parents to like you, and the kids hate your guts, it's just like, you're dead in the water? No, I get you just not gonna go anywhere. So if you'd like to if the kids like you, so that's a great concept Rychen that

Rychen Jones:

it goes the other way to right? a

Ron Pippin:

business conversation with Yeah,

Rychen Jones:

it goes the other way to write a law my first time buyers, maybe, you know, in their, their, their young 20s their kids, right? There's no young radio, they're great. But who do they bring along with them to show the house to or with the income for the inspection, they bring areas, if you're not making friends with those parents? Yeah, those parents are gonna have way more influence over your clients in that situation than you are. I want to first of all, I try to find out the parents are gonna be there because they are I want to be prepared for it. But certainly you're making it the parents may never use you for a real estate transaction. When they like you, that's, that's gonna help you when they're when they're talking to their kids, when you're not there about that bigger house or whatever is going on.

Ron Pippin:

Yeah, go that's a, that's a great point. You know, what I like to about referrals, is when you're out, like you said, when you're out cold calling, or your door knocking or your internet leads, is you have to build a relationship, and you have to build that trust. But when you get a referral, there's, there's a transfer of trust that goes with that referral. So you have somebody that love that knows likes, and trust you and remembers you. And all of a sudden, when they refer you, it's like they've they've already told him richens do rich and man, this, this guy's the bomb, it's just like, you need to use him. So you've already built a relationship, so to speak, and you've already have that transfer of trust. And, and you don't have to go out and compete like you do with with, with internet leads, or with just about any other kind of lead, you know,

Rychen Jones:

What I find I found? Yeah, sorry, I find about nine and 10 referrals I did. I'm not being shopping as anybody else. And what that does for me is it gives me a full different level of competence, walking into that first appointment, or making that first phone call to them. Not like I mean, I can't just like mail it in. Certainly, I stopped the show up. But now instead of wondering, you know, what did the other guy offer him? Did they were they offering it for 4%. Or, I'm not worried about external factors I can't control. My only job is to connect with them. Listen to them, identify what their needs are, help them understand, you know, kind of what the process is, wherever they're at, and do a really good job for them. And I think that that builds that relationship in that first phone call or appointment so much faster. When we as real estate rational or not worrying about whatever, you know, who else is coming out of here? What do we got to do to fend them off because this is our territory. We walk in with confidence. And, and people in front of us feel that they can feel like if we're relaxed and know our stuff and know what value we can provide and know that we can guide them through and we're listening to them. Versus man, this guy and he's, he's doing everything he can to do business. I want to go golfing three and a half percent this listing if I can get maybe get down to three. It's just a whole different conversation that goes on. And like I said, starting in that first conversation. That's a very natural. Oh, yeah, I'm comfortable with Richard. You know, Bobby was covered with retune. Now I am. Yeah, I would I agree. People I know like and trust. Yeah, great. No problem. There's a great, let's let's go. Let's sign paperwork when we need to do that.

Ron Pippin:

That's awesome. Man, I don't even know where to get my head's like exploding. Because this has been a really informative, fun interview. Just because there's so many golden nuggets, like a lot of my podcast, you'll get some. This one's like, every every few minutes. It's just like, oh, there's another one. Oh, there's another one. So this has been awesome. I appreciate

Rychen Jones:

it. It's been great.

Ron Pippin:

Thanks so much. How can people get hold of you,

Rychen Jones:

So I'm out there on social media, you can no one Rychen? can see my name, right? So my Instagram handle was rich and famous. Just say it fast in a work, but spelled Rychenfamous. That's my Instagram page. You can find me on Facebook as well, Rychen Jones. And if you need to email me, you can find all the links through those places, but I'm happy to happy Jagat it's it's, you know, Ron, you were talking about before and there's plenty of business to be had around Utah. And I'm happy to have the answer questions or whatnot, it is a real game changer in my life. And so if it can change someone else's life, I'm happy to do whatever I can to help that.

Ron Pippin:

I appreciate that. Like to me that's that's called an abundance attitude that like a lot of people are afraid that if they share too much like somebody is going to take their business away from them. It's just like, you don't have that attitude. And I appreciate that. That's that's sometimes hard to find. So I appreciate you sharing. So freely your scripts, or your methods, I appreciate that I'm sure there's going to be a lot of people that's going to get a lot of a lot of value out of this. So I appreciate you being here.

Rychen Jones:

Thank you.

Ron Pippin:

So if you need to get hold of me or my team, the best way is just just call or text us. phone number. The best phone number is 801-628-7667. You can get me at Ron at the Pippin team and I'm like all over social media too. I'm on Facebook, Instagram and I'll just just look me up Ron Pippin. You'll find me sooner or later. So thanks, retune. I appreciate it. And we'll catch we'll catch you next time on agent versus lender. And that's it.