Welcome Guest And New Studio

SPEAKER_06 0:24

Hey, hey, hey, hey, hey, people. It's Friday. Welcome to Beards on the Street. I'm PDW.

SPEAKER_08 0:34

This is A Ron.

SPEAKER_06 0:35

A A Ron, and uh we're the Beards on the Street podcast. Two dudes with beards. Yep. Big qualifier. Big qualifier. Yeah. We make it really hard to get in our club.

SPEAKER_00 0:48

That means I don't qualify.

SPEAKER_06 0:50

No, you qualify, bro. You're in. You're in. You got the scrub.

SPEAKER_00 0:55

That's as far as it goes.

SPEAKER_06 0:57

It's funny, as big a beard as I can grow. I have one son that can grow just this massive bad beard. And I have another son that grows a beard like you. He's just patchy. I'm so jealous. So, yeah, guys, uh, welcome. Uh, we're so happy to be back. We're in the new studio. Um, just uh I just got back from Orlando down for uh a convention we're gonna talk about. We've got this cool cat in our in our in our studio today, and this is uh Mr. Mike Anderson. Uh Aaron and I met Mike uh years ago, multiple years ago, we went through a coaching and training system that that he has and has put together called Captivate that we're gonna talk about. And uh just thought he was a really, really cool dude. And and with all the changes and all the really neat stuff that we've got going on, your name got dropped on us. And uh so I reached out and here we are.

SPEAKER_03 1:54

Here we are.

SPEAKER_08 1:54

Yeah, it's all cool. You know, Mike, we've all we we had a great respect when we came to this class. Like it, we we look back, I mean, yeah, you're you're legit.

SPEAKER_04 2:03

I appreciate it.

SPEAKER_08 2:04

You are legit, dude. And and it was fun this morning before coming on air, being able to spend time and actually get inside your head and learn who you are. I mean, no, I I appreciated learning learning how you how you tick, dude. Nice, thank you. And you're a good man.

SPEAKER_06 2:19

Yeah, it it matters. You know, it matters who you align yourself with and and what you're doing.

SPEAKER_08 2:25

You're a man-driven and impact, and it's cool. And you're and you're and you live it. So and that's it's why it's why you're respected the way you are. It's it's congruency and integrity, dude. Awesome.

SPEAKER_00 2:36

Yeah, you're you're so nice. I thank you.

SPEAKER_08 2:40

I appreciate being able to chat like we did. So yeah, yeah.

SPEAKER_06 2:43

I mean, we just gotta spend, I mean, we've spent actually quite a bit of time with you over the last uh week or so, and uh it's really cool. We appreciate. I know it's kind of a hell of a drive for you to come all the way in from out in BFE.

SPEAKER_07 2:56

It's another world over there, right? Whole other world, right? And it's it's Happy Valley.

SPEAKER_08 3:02

Air's cleaner, you know, things move a little slower out there, probably.

SPEAKER_00 3:08

We got a big game coming up Saturday. I'm excited about that. Oh, you haven't heard? No, are they close? It's it's because Texas Tech, isn't it? Texas Tech, yeah. Oh huge game, probably the biggest game of the decade for us. For you guys, right, exactly.

SPEAKER_06 3:24

Well, we uh we appreciate you coming in and uh we're super stoked to to kind of pick your brain a little bit. Uh we're we're gonna kind of do some fun stuff here, guys, because we're uh we're actually going to bring our coaching call on the show live. So uh he's gonna juggle this one. If technology serves us, then then we'll be able to do this. But if technology doesn't serve us, then we won't. So I might have to dip. You might have to dip. Yep. Dip.

SPEAKER_08 3:57

Exactly.

SPEAKER_06 3:58

So uh Mike, why don't you uh is is there some stuff we need to cover real quick before we jump in with him?

SPEAKER_08 4:05

No, I don't think so. We've had great stuff in our team and uh great movement with what we're doing. But yeah, but all of it's all of it's uh we're we're always seeking ways to better serve and and actually follow through with our clientele that that directly lines out and actually it it compliments, it's mirrored by how you function. So Travis, how you feeling?

SPEAKER_06 4:27

Can you hear me? Good. There you are, kid. Welcome to the show, bro. We're uh we're live on air right now doing the uh we're we're doing our beards on the street, and we decided to combine it with uh with what we have going on uh with our coaching with you guys. So welcome.

SPEAKER_09 4:48

Guys, is it uh is it pretty loud in my background right now?

SPEAKER_06 4:51

No, no, I can't hear anything. So you're good, bro.

SPEAKER_03 4:56

I'm at uh like my favorite coffee shop in Hayhead.

SPEAKER_06 5:00

Awesome. Oh, very cool. No, we can't hear anything, dude. You're good, you're good to go. So uh give us a minute. We just uh we just started the show. Uh just wanted to give you a little heads up because you're probably wondering what the heck are these guys doing? Like, they're are they talking to me or are they talking to somebody else, or are they so uh really quick?

Orlando Convention Networking And VIP 50

SPEAKER_06 5:20

I just got back from Orlando. I went down to the Real Uh Rise convention. Um that's real, that's our broker's just big yearly uh rah-rah. They come out with some really cool new technology, um uh all AI-driven stuff that that coincides with what we're gonna talk about. Uh, just a really cool bunch of stuff, and I I literally went down there with the purpose to open doors and make connections with as many freaking people as I possibly could go and make these connections with.

SPEAKER_08 5:53

You told me about that. Yeah, you told me about the technology. Um the basically the lanyards where you walk around, you touch lanyards, you share, you share information.

SPEAKER_05 6:03

Yeah.

SPEAKER_08 6:04

And he showed me his list after he'd been there for in in mode for two and a half days. And uh it was 168 people he had VIP 50 conversations with.

SPEAKER_00 6:15

Whoa.

SPEAKER_06 6:15

Yeah, buddy.

SPEAKER_00 6:16

And the lanyard actually stored the stores.

SPEAKER_06 6:19

And they send you a CSP file of all of them. Now understand this. I just didn't run around just tagging. There's there's basically a button on the on the badge. So I would, I would, if I went up to somebody and had an actual conversation and and started talking about either them and what they were doing or my VIP 50 or whatever it was, I we would tag. So understand this wasn't me just running around tagging a bunch of people I didn't even talk to. Hey, hey, hey, hey. Yeah, no. This this was me with intent going up and actually having conversations, and I had that many conversations and captured their data.

SPEAKER_00 6:58

I love that. Yeah. I mean, we should be creating that for every session where we have you know a bunch of agents coming in. Because not only are they trying to learn from us, right? Yeah. You guys teach, but they want to learn from each other and get to know each other.

SPEAKER_08 7:11

They're like-minded, yeah. I think it's brilliant.

SPEAKER_06 7:13

Yeah.

SPEAKER_08 7:14

Yep.

SPEAKER_06 7:14

So it was it was really cool technology. It was really, it was, I mean, I'm not gonna get all into because it would take up the whole freaking show, but we, I mean, just all the things that we that that that we learned and the different technicality.

SPEAKER_08 7:28

It was what we teach in action, Dean. You're you're putting yourself out, you're communicating, you're building network, you're you know, you're you're just spreading the love. That was that's what we teach.

SPEAKER_06 7:37

Matter of fact, uh a little pat on on the back for us, Aaron, is uh I was in the middle of uh a session where the CEO of Real was up on the stage giving a presentation, and it was all about what we teach. And a guy that was there that we know, Jesse. Yeah um, Jesse's also a part of Real and on the mortgage side, and and we met him through uh uh I saw his wife teaching a thing and reached out to him and they became really good friends. It was kind of one of the main reasons I even went to this convention was to actually get face to face and meet with them and then open as many doors as I could. And right in the middle of of Sharron's speech, he sent me a text, Jesse did, and he said, How much did you pay Sharon to tout your VIP 50? Because it was our message that Sharon was giving. And I was like, No kidding, dude. This is really cool. So it was the VIP 50 message that the the main dude of our company was was basically telling everybody, get it together. So kind of cool.

SPEAKER_00 8:50

Yeah. Was it intentional or he just happened to be able to do it?

SPEAKER_06 8:53

It just happened to be his subject.

SPEAKER_00 8:55

Yeah.

SPEAKER_06 8:56

Well, that's so that's why I say pat on the back, that's our message. I mean, I met the guy and shook his hand, and that's all I know him. Period. So really cool that that that what we're doing and what the message we're out sharing is so in line. It's kind of cool.

SPEAKER_00 9:16

A lot of serendipity in that, right? Yes, there is.

SPEAKER_06 9:19

Yes, there is. Right. So, anyways, uh I went down and did that, and it it was uh it was pretty amazing and and opened a ton of doors for us to to not only start those those relationships with all of those people, but but guys, every one of these doors are now open to us to go and share the VIP, and every single person I talked to was just like, bro, you gotta come and teach that. So what's cool. That's my pat on my back. So, Mike,

Captivate Mission Consistent Deals

SPEAKER_06 9:51

why don't you tell us a little bit about you and and uh what you got going on, maybe captivate and and let's throw in some of your your new technology that you guys have spent a million bucks on to come out with.

SPEAKER_00 10:04

Well, nice. Uh let me promote you. Thank you. Yeah, so our company is called CaptivateAgents. Uh, you can find us at captivateAgent.com if you want to find out a little bit more. But we've got uh small team, a core team, and a bunch of others that we work with that help to, I guess, follow our mission. So our our mission is what's most important to us, right? What are we trying to accomplish? And then what are the tools and systems that are gonna help us to do that? So the mission that we have is for every agent that we um help or encounter, and that's what we're all about, is helping you know agents grow and build their business. One is that they can do two to three consistent deals every single month. Like everything we do gets that agent into that mindset as well as the systems and routines that are gonna get them those two to three deals consistently every month. Because so many agents struggle with the seesaw effect of going up and down with their commission. They have a good month, and then it's three months later before they have the next one. And then the next part of our mission is to make sure that agents within 10 years can retire. Um we create a lot of good business through production, but we go on a vacation, or you know, we need to take some time off for family, or of course that time comes, we're ready to call it quits. And where's the money if we haven't put it all away? So we teach agents how to build their um their portfolio of rental properties, or any way that they can actually build and and create uh wealth that they can then retire with and and have as at least our goal is fifteen to twenty thousand dollars a month in in you know passive.

SPEAKER_06 11:42

Nice. Let

Live Coaching Wins From Members

SPEAKER_06 11:43

me hold you right there. Hey guys, all of you on the coaching program, we're doing something fun today. You're actually live with us on our uh uh Beards on the Street podcast. I've got it, I've got it tuned in. So everybody, everybody, hi Jara, hi Jeff, uh Femi, how you doing, brother? I just wanted to catch you guys up. We uh we decided to have a little fun today and and include our coaching call today. On we have a gentleman in our in our studio right now, his name's Mike Anderson, and uh um we we have mad respect for Mike. Uh we went through his program years ago. It's called Captivate, uh, that that is in very much in tune with what we teach at the VIP 50. It's just kind of almost like the next step after you've built your VIP 50, how to actually go out and transact and be the expert in transacting.

SPEAKER_00 12:35

Yeah, I love what you guys teach in the VIP 50 program for that day that I was able to come and sit in there, you know, building relationships with the people that matter most to you and understanding what matters most to them, right? To help them accomplish their goals with real estate. That's the wonderful thing about our industry. We're helping people not just buy or sell a property, but literally grow their wealth, find the place where they're gonna live with their kids, the communities that matter to them. It's the best thing that you could ever be a part of for someone else. And the VIP 50 program puts them in that mindset of helping others, giving instead of just trying to get the next deal. So I love that. Yeah, yeah. And what we build on that is really, you know, in the 20 years that I've been in real estate, but these last 10 years with this coaching program is we found that it wasn't just about best practices and great ideas, but we have to have SOP, standard operating procedures, and we have to have systems in place, especially with today's technology. And then you were talking about AI. If you're not incorporating the technology that helps you to reach more people, to give them more of what they need when it comes to those real estate deals, but also when it comes to the overall financial implications of what they're you know wanting to do, if you can't deliver on all that, you're gonna be left behind. So we basically brought in a whole we call it the captivate. We use the word CRM because everybody knows or thinks they know what that means. Most of us don't. Um but to us it's an end-to-end through six stages of what we call this the homeowner lifecycle, everything pre-during, and post um you know, real estate transaction, right? And honestly, people don't just buy and sell homes. I mean, they're buying the place they're gonna live where their kids are gonna go to school, they're buying the um equity, the future equity that they're gonna get that many of them even just retire on. They say that 87% of America's wealth is in their homes, right? Yeah, equity. So how's their biggest asset? Exactly. For sure. Yeah. So building an offering for agents to get those two to three deals, to get that passive income, really shouldn't just be transactional. It really needs to be about the hearts and the needs of the people that they're serving. And when it gets to that point, the business just comes flowing in. They benefit, you benefit, and that's what captivate agents are all about.

SPEAKER_08 14:57

Yeah, I think that echoes what we're what we're about with our business is the is the relationship with the people. It's the it's the ongoing cultivation of that to be able to maximize their result in it. So equities, uh, lifestyle, plan, all of it.

SPEAKER_06 15:14

Yeah. And just so you guys know that are on the coaching call, um, Rhonda, I see you came in. How are you doing? It's good to see you. We're we're live on our Beards on the Street. Uh, right now we're live on uh YouTube, Facebook, uh uh Aaron's Facebook, my Facebook. And uh guys, one of the reasons, just to kind of bring you up the speed of why we wanted to do this, is we are working on a on a partnership right now with Mike on the captivate side. It's it's it's basically the next step of value that we want to be able to give to you guys and teach to you guys, and and it just goes right into how you can be the most effective agent once you have the deal going through the process of the buy or the sell with your client. And it's it's a very powerful, really cool process.

SPEAKER_00 16:06

Yeah. I mean, we provide the support and needs even before the transaction. We actually feel like you can capture more deals before they're actually shopping for a home. If you're doing it correctly, exactly. Yeah, we found that people spend about a year really seriously thinking, contemplating a purchase or a sell. And they don't notify an agent until like the last month, and then we're rolling our hair out with them trying to transact something really quick. I mean, I know we get paid through the transaction, so that's it's fun to kind of focus on that. But the real need and demand is actually helping people get ready to buy and sell property, how to leverage equity, how to understand that first purchase, do you really need to save $50,000, $60,000, or should you take advantage of first-time buyer grants? And you know, I I know you know all of these things, but when you can put it into a set of routines and systems and things that are given to them to support that decision making long before they're looking for an agent to open up a door, that's when your value shoots out of the, you know, out of the ass. Exactly. I mean, you're now no longer competing against who's gonna open this door. You're competing against how to give the people that you're trying to help the reason they want to buy in the first place and how to get them ready to do it.

SPEAKER_06 17:26

You bet. So let me integrate a little bit of our coaching in here real quick, Mike. Travis, what's your wins for the for the the weekend, brother, or meaning of the week?

SPEAKER_01 18:09

So it's uh I've been uh talking to a lot of my uh VIP things and I have what time is it, eleven seven? So eleven thirty I have appointment uh for listening. So that's the good thing for listening.

SPEAKER_06 18:30

Nice. And just to kind of reiterate and and tell you that uh about the VIP 50 guys, Femi did one mixer. He happened to combine it with one of his clients that that he had sold a house to, so it was a housewarming party slash mixer, and Femi got six transactions, six, from that one mixer. Six. Good job. And they're done. He's done. Rhonda, what's your wins?

SPEAKER_10 18:59

Um far, and checked all the boxes that I needed to check, and I've got two that have said that they would come to the mixer, and then I have a call to date with a lady that tried to sell me a filtration system for my house. But then I switched it on her and pulled her. And we'll chat.

SPEAKER_05 19:22

You pulled the diva dab. The diva dab. Alright, uh, Jera.

SPEAKER_09 19:35

I went to win. I went to uh intercap lending's really big event last night and woohoo! Trying to get hunger really for the topic. And it was amazing how many people I already knew from when I wasn't doing regular real estate eight years ago. So did you know Mike?

SPEAKER_06 19:59

Do you know Mike Anderson?

SPEAKER_00 20:03

I used to be the chief marketing officer for Intercap Lending. Our primary investor is the owner of Intercap Lending.

SPEAKER_04 20:10

Oh, very cool.

SPEAKER_06 20:12

And senior lake, what's your wins, brother?

SPEAKER_04 20:16

I think my biggest win, I always go back to how this is our transactions we're done. We have a transaction we're done on a refinance for some clients so they can buy some property adjacent to the property they already own. And their appraisal came in lower than we wanted. So I was able to reach out to the appraiser, um, talk about how much money they had spent, improving their shop.

unknown 20:37

He did a re-evaluation, and we got another $30,000 in value on that appraisal. So who you have as a lender does matter.

SPEAKER_04 20:46

Not everybody just goes, oh, the appraisal is the appraisal. That's where we're at. That's what we gotta do. So that's it.

SPEAKER_06 20:51

Hey Jeff, I don't know, I don't know what's in the water right now around the Perry Dean, but but buddy, I was just in Orlando back at the real uh uh convention, and I met your twin brother, and his name is Jesse Peterson. Dude. Really? Spitting. Like same, the you guys talk the same way, your mannerisms are the same way, you look the same. I mean, dude, like I met your freaking doppeldanger. Yeah, he's a good looking dude, and he's a stud, just like you are. So just have to throw that out there, buddy. At the whole entire time, I just kept telling him, bro, you remind me of this guy. So I'll I'll link you guys up. You'll like him.

SPEAKER_04 21:35

Yeah, for sure.

SPEAKER_06 21:37

Alrighty, guys. So uh just kind of listen up today. And if you got something to say, then then then stop me, and we want to hear from you as well. If something really hits home our our subject today, let's let's hear it. But uh uh Mike, carry on.

CRM Lead Scoring Home Reports

SPEAKER_06 21:51

Let's let's talk to us more about what you got going on, and and and you told us a little bit about captivate and what that means. Why don't you tell us about This new project that you're working with in Captivate.

SPEAKER_00 22:03

The new project. Well, before we jump into that, because I have to ask you what you mean by that, uh, let me give you one of my wins. So I still produce. I mean, I'm still out there doing what all the other agents are trying to do. We feel like relevancy happens when you do what you teach, right? Right. So uh I do two to three deals a month. I only spend about five hours a week, um, which is nice to be able to spend that little bit of time to get that kind of production. And you can. So here's my win is um everybody in my database that owns a house, so we have the captivate CRM, like we talked about. Every single homeowner gets a home report. You probably heard of things like uh heard of something like Homebot, right? Right. But this is a fully integrated one where you're not going to be able to do that.

SPEAKER_08 22:44

We teach this is one of our tools, but it's not obviously housed in your product, but we have a tool. Yeah, okay. Exactly. Okay, they know what they know what you're talking about.

SPEAKER_00 22:51

It's one of our touches. Exactly. It's it's super important. We get an 86% open rate from that. Um we we have three things we send out to all of our homeowners, but instead of going to all three of them, this one piece is that home report, right? So I had uh someone receive that. That's their um they live uh in a neighborhood away from mine, so they're kind of one touch away from someone that I know, right? So just like you teaching the VIP 50, you're tapping into their SOI as well as on their own, right? So anyway, he's getting this. Um, didn't hear anything. I didn't even know the guy at all. Um uh I see in my system that he's opening it up. It's actually his wife that was opening it up. So we have a phone call, and she's like, Yeah, we're looking at our equity and we're thinking about maybe buying uh an advantage. Did you instigate the phone call or did they? Uh I did actually. Okay, but what you're doing.

SPEAKER_08 23:41

You saw the indications of interest. Exactly.

SPEAKER_00 23:43

So what our system does is it creates a lead score and a last touch of everybody in the database. So I have like 4,000 people in there, right? There's no way I'm gonna call all 4,000 people. Like that's why you have VIP 50. Right. You know, you can't just spread yourself out that thin. But what the system does is it tells me who's engaged with this really great, meaningful content that's going out. We have several pieces of content that's very specific to every person in there. So, like, for example, a home report is about their home. Here's how much equity you have in your home, here's what your home value is, here's what you could do with it, right? So, anyway, she's opening it up, I make the phone call, and she's like, Yeah, my daughter is thinking of uh or is gonna go to uh UVU, right? And my son's getting back from a mission, he's gonna go there. We're thinking about maybe buying a property instead of renting one for them in our kitty condo.

SPEAKER_07 24:35

Exactly.

SPEAKER_00 24:36

And the thing is, is we have other campaigns or these drips that go out to these homeowners that give them ideas like that. You know, once they rise to the top, and I know that that's being, you know, they're clicking on it or whatever, I can make these phone calls. So I'm no longer making phone calls just out of the blue. Hey dude, how's it going? Love you, think you're awesome. Can I help you? You know, type of thing. This is more like, hey, I've noticed you've been opening this and you've got this much inequity. What are you thinking? And she directly told me, that's what we're thinking. Well, I guess long story short, they've already bought the property for their daughter and what they're gonna have. They're closing on it in two weeks. We just went there yesterday to kind of help them pick out the rooms. And I also, in our program, and this is what I we teach agents, how to not only get their own properties but help your clients buy rental properties and what it means to use rentler and and you know manage the properties, all these type of things, right? All this good stuff. Well, anyway, they got so excited about it, and as we were talking, because we have a program called the Home Equity Assessment Program, they have other money and it's not doing as well for them. They're under contract already on a second property that I showed them that wasn't too far away. They're like, hey, this was so funny. And not only that, they saw the vision because we went through and to put the money to work for them. Exactly. And that's the thing is how many um people, homeowners, have equity right now?

SPEAKER_07 25:55

Exactly.

Turning Home Equity Into Deals

SPEAKER_00 25:56

A lot.

SPEAKER_07 25:56

The average home 75% of them.

SPEAKER_00 25:58

Well, the average homeowner in the United States right now has $300,000 in equity. And it's just sitting there exactly doing nothing. That's part of our scripting, is we say, how much is that earning you right now? Right. How much is it earning? Zero. Zero. And they're like, they didn't even think about that. They've got car loans over here and other things, and we teach them how to manage their finances in a way that makes it helps them pay off their home faster.

SPEAKER_06 26:20

So can you just get them to do a HELOC? Is that your is that your route?

SPEAKER_00 26:24

Not only do we get them to do a HELOC, I know we're getting on a tangent here, but we actually have a program that actually teaches them how to get rid of your check-in and savings account. The idea of a check-in and savings account is the craziest, stupidest thing. But it's all for the banks. Exactly. No business owns uh or manages their bit their money in that way. Their money's always working for them. Right. So we teach the average homeowner to make their money work for them. They have, we've had homeowners that have over $100,000 sitting in a savings account in case something happens. And they're not even making enough interest on that to pay for the inflation hit that they're gonna get on that money. So literally, they're losing money on every single month.

SPEAKER_06 27:05

So we And guys, really quick, hold that thought. This is right in line, guys, with our with our yearly review. We talked about that with a lot of you on that yearly review. If you're not doing this yearly review with your people, man, yeah, and putting the proper opportunities in front of them so that they can actually put their money to work for them. And it's open door opportunity for you guys. He just got two deals out of just one person.

SPEAKER_00 27:34

Actually, it's the third now, because they're going for a third problem. I cut you off. Keep going. No, but I will say that um one thing, what I'll do is I we have a video that just walks through the step-by-step of how to engage with a homeowner about what I'm talking about. Will you share it with the code? I'll share it with you and you can get it. And I'll share it with all you guys. Exactly.

SPEAKER_06 27:53

But what I'll say is that And anybody out there, if you want it, shoot us a shoot us a quick, yeah, I want it. Yeah. Thumbs up, something.

SPEAKER_00 28:02

Yeah, and I'll tell you, the system itself, if you have your homeowners automatically, without you doing a thing, literally sending out every single month, hey, here's your equity statement on your property, right? Just like Homebot does. You guys teach. Just like you do with your stock portfolio. Exactly. So now what when you have it integrated into your system, you don't have to guess or wonder if they're opening it or when or things like that. Even though you can go into Homebot and look at that, it's now giving you a lead score in your system. You spend one hour a day, like you guys even teach too, this power hour of seeing who's engaged with it, and then you make that phone call. We're closing deals like crazy based on people getting ready to buy and sell, not calling them up and saying, Hey, are you ready to buy or sell? And can you, you know, do you want to work with me? It's getting them ready in the first place. Then you've you've got them signed and you're not competing against anybody.

SPEAKER_06 28:52

Guys, this is our hot, warm, and cold. That's exactly what it is.

SPEAKER_00 28:56

Yeah. I I mean, how much more do you want? I there's there's a hundred things that the system does, but we want to make sure that our customers, whether they're VIP or whether they're just the clients that they send us, right, are getting the best information exactly when they need it, that's meaningful and relevant to real estate. Because I I I get the the the crumble cookies and the movie nights and stuff, those are great. But when we position ourselves as a professional that helps them understand beyond the transaction, what it means to be a homeowner, what it means to build and grow wealth, what it means to leverage equity, even what it means to upkeep their homes. It's unbelievable how many people don't know about selling their granite countertops or flashing their water heater. So every single month, as part of the system, you send out an email, two things that that person needs to remember to that homeowner to keep their house up. And it's in video and everything. It sends that out, and the combination of that with their home equity statement, you've literally got a captive audience. I have of 4,000, and then when they get active or whatever, I have a reason to call them and I have meaningful information to share with them.

SPEAKER_06 30:08

So, guys, just to let me clarify here, his his system, his his software, let's just call it a CRM because they they all know what a CRM is. His CRM system basically goes out and automatically rates based on what they're doing to interact with whatever it is that you're either sending them or that they're seeing out there because of your system. It's automatically rating them. So you talk about the cream rising to the top, it rates them to where at the point to where the system is basically punching you in the face with the saying, bro, you need to call this person.

SPEAKER_00 30:46

What are you doing? You know, it's crazy. We've integrated the AI.

AI Assistant And Digital CMAs

SPEAKER_00 30:50

So, by the way, so everybody knows, we looked at a lot of different systems. We didn't want to build a whole system and then you know start from scratch. We found a great one called Lofty, which is we're a part of. Exactly. And so we built on top of that, basically encapsulated things.

SPEAKER_06 31:05

Did you hear that, uh, Rhonda?

SPEAKER_00 31:07

Yeah, with the actual smart plans and engagement pieces and other best practices so that it actually works for you. We felt like Lofty did an amazing job. They have an amazing job. But again, they're run by a lot of support people that have never held a license and they're not on their on the street. Right, they don't know how to support you. You know, doing the doing the work of a real estate agent. So we kind of filled the gap between the great software and what the hell to do with it, right? So cool. So it's yeah, it works great. So imagine this as far as the AI goes. You pull up someone that um you see is engaged because of that engagement score that they get, right? That lead score.

SPEAKER_06 31:44

That thing that's punching you in the face?

SPEAKER_00 31:46

Yeah, and then you click on it, and then at the very top, guess what's at the top? An AI bot that basically reviews everything that they've done, everything you've done, and everything AI does. It gives you a lot of it. It tells you what you should do and what you should say. It says, hey, just like what ChatGPT would do, they'll give you a prompt and say, hey, you should be able to do that. Give you a quick overview, it says do this. It's like Marjorie's been looking at these three properties in Vineyard at this person at that price point. You should um send her, you know, the properties. Do you want me to do that? I just gotta say, can't you just say hey to do that? Yeah, and it says, Do you want me to do that? And then not only can you see all those things that that she's done right, and that uh in this example, and the engagements that are all a part of that, then when you want to send them information, so I'm gonna put another AI plug into this, how many of you hate doing CMAs? Not because they're not good to do, but they take freaking forever. They do, and then you email it.

SPEAKER_05 32:42

Very time consuming.

SPEAKER_06 32:43

And let's be honest, not many of them really look that great.

SPEAKER_00 32:48

Yeah. So now get this. Instead of it being this PDF form that you fill out that has a picture, if you don't print it in color or don't send it digitally, it's not even in color. And then it has just a maybe a picture of the outside, a little thumbnail, and a bunch of data that they don't read. And they think they're, well, my house is better than that. That's my house.

SPEAKER_06 33:05

It's worth more. Yeah, we're not seeing the full picture.

SPEAKER_00 33:08

I hit one button, literally in three seconds, AI builds a CMA. And what it does is it looks at all, not just the pending and listed data out there, because what's called here in Utah, we have a VOW key. Have you heard of that? So you have an IDX key, which is basically all the MLS listings.

SPEAKER_05 33:26

Yeah.

SPEAKER_00 33:26

And those are active and pending listings. Then what a VOW is your your past ones. Exactly. Because Utah's a non-disclosed state. Exactly. So get get good look what this is what this is uh what this does is you click on the CMA builder, right? It builds the CMA with sold data, and then it goes to pending, then at the very end of it, it goes to active, because we know that the most important data is the sold data, right? Right. It gives at least 15. So it shows on this little map where the house is, what it selected. Yeah, what it's selected. You can click on any one of those and you can see it listed on the MLS, even the sold data with the pictures and everything, right? Then from the direct CMA. From this CMA that it built for you. It's a digital CMA. Then when you hit the next button, you can adjust it in any way that you want. You can um you know deselect any of them, add different properties, and it shows you all the properties that are for sell or sold recently around that area.

SPEAKER_06 34:22

So you can sell control.

SPEAKER_00 34:49

When you send it to them, it sends it to them digitally. There's no more printing of the CMA. Now, why is that important? Is because when they get it, not only does it show that you're the expert, has all that, you know, you can't do it.

SPEAKER_07 35:01

You can see what they're looking at.

SPEAKER_00 35:03

Not only that, they can play with it. That's the most important part.

SPEAKER_08 35:07

A CMA has one picture, you can't go deep dive into pictures, you can't wash the house, you can't do anything. Yeah, you can't deselect it from a CMA, you can't you can't manipulate it on their end. It's just a it's a snapshot that you created, now they get to participate.

SPEAKER_00 35:22

Exactly, and that's what I want. I one of the things that I we found that that agents struggle with is to be the expert without being pretentious, if that makes sense. Without going into somebody else's house that they've lived in for 20 years and say, You don't know what your house is worth, I do. It has to be a collaboration if you want to win them over. So we have a whole set of processes that we teach you about in terms of winning that listing, for example. But imagine with this CMA.

SPEAKER_08 35:50

They believe what they discover, not what you tell them. Exactly.

SPEAKER_00 35:53

So when we send that out to them, not only do they see it in terms of, oh, here's this house, they click on it. They click through the pictures. Even if it's sold data, they click on the picture.

SPEAKER_08 36:03

Okay, that kitchen's twice as good as mine. Exactly. Right. Okay.

SPEAKER_00 36:06

They're making up their mind for themselves. I just got a list of two weeks ago where um they wanted to sell their house, they were dead set at 650. And I'm looking at their like, there's no way they're gonna get more than four or 585 on this thing, right? That's what I'm thinking. So I send out this digital CMA. We've already got I've got them signed and everything. We, you know, we have a process of making sure that we don't give out information that's valuable to them for free. Right. We don't work for free. No one should do that. No. So anyway, they get this digital CMA, I go back to them, and they are after doing their homework. How did they do their homework with the information that sent them? That you sent them through the CMA. When they came to me, they even told me before I even had to start the conversation, yeah, I think we were a little overpriced. They said that. And said, and they said, oh, so so according to what you sent us and what you're looking at, and we're there together on their, you know, on their computer, because they brought it up, clicking through it. This is the one that's most like ours. And they had their house staged and it looked nice. So, like, oh, we should probably stage our home.

SPEAKER_06 37:05

They're telling me what they need to do. Your number one step, exactly, which is staging. Tell everybody really quick your opinion of staging.

SPEAKER_00 37:12

Well,

Listing Prep Staging Marketing Ads

SPEAKER_00 37:13

I mean, we go through a listing mastery series. So, like you said, you are the you are VIP 50 gets the deal in the first place. Yeah, then we take it from there, we you will get every single listing. We have what's called the $20,000 listing presentation. Yep. The second uh uh club course, yeah. It gets every day. We got 20 somethings beating out veterans all day long, but they're pitching how we market the property, uh, 3D technology, drone foot, you know, stuff that a lot of agents know about. They don't have to tell, you know, teachers.

SPEAKER_06 37:42

Or they just don't want to deal with it because it costs.

SPEAKER_00 37:45

Exactly. Yeah, and they don't realize how much benefit they're getting from it. But then um, guess what the second class is in that master, that listing mastery series? Staging and flipping.

SPEAKER_03 37:54

I remember this.

SPEAKER_00 37:55

Yeah, there are four things every single house needs before they put it on the market. You're talking about a half a million plus dollar of asset, and you won't even get it ready to sell. You're literally gonna sell the stinky, dirty, missy home and think that you're gonna get top dollar for it because you called me on a Wednesday to give a presentation, you want it listed on a Friday and an open house on a Saturday, and you've been thinking about it for a year. So we put them in a position to get us involved early. The four things, just as a secret, every house needs. Uh number one is curbapill, number two is odor, every house needs to be deodorized. Number three is declutter, and number four is staging. You don't have to, you know, do big renovations, they can do some, but I'll tell you the last five homes that I've sold in the last two months, and you can go look it up if you want to, um, they sold for full price. All went under contract within the first week by the grand. Because of how you presented it. Because of the way we market and present it. And we get half of our buyers now from social media ads that we do out there, which is the third class in the listing mastery series. And um, we are we actually get clients, sellers, that are like, we want you to sell the house, we want you to find a buyer. So we get dual agency. The last out of the last five houses that we sold, three of them we did both sides. But we do it in a way, you know, you talk to your broker, I don't want to make anybody feel uncomfortable here, but we do it in a way that it always benefits the people that we serve. You know, we're trying to get us to so can I tell you a story?

SPEAKER_06 39:18

Yeah. I've never told you this. So, right after you taught us that that module, the the the staging module staging flipping, yeah. I was picking up a listing and got this listing, and I did it to the T of what you taught us in there. And I even took it a step further because I got the sellers to pay for their own staging.

SPEAKER_00 39:39

Oh, I always get them too. I know they pay for their staging.

SPEAKER_06 39:42

Okay, yeah. The sellers paid for their own staging. Bro, it was the highest, it was a townhouse, it was an end-unit townhouse. I ended up getting them $25,000 more than any other listing in the townhouse had sold.

SPEAKER_00 39:56

Like, it works. Yeah, it does. I mean, I just sold a house uh three months ago. And then I quit doing it.

SPEAKER_08 40:03

Oh, come on. Well, you got busy building something.

SPEAKER_00 40:05

Well, now we've got the system because you started before we had the CRM in place. Now we've got a system that's gonna help you do it. You know those ads. I used to teach you to do these five ads over a week before the grand open house, and it took like two freaking hours to do those ads. We've put it in the system now, literally, one click of the mouse, and all the ads are out there for you. It puts it out on Facebook, YouTube, and Instagram, and it's you pay a couple hundred dollars, it does all the work for you. You don't have to select your audience, you don't have to put anything, it just sends it out for you.

SPEAKER_06 40:34

Okay, so really quick, because this is lofty and and a number of people in our system, if so, let me say this first,

Lofty Powered Captivate CRM Offer

SPEAKER_06 40:43

guys. If you're on our team, you're going to get this, just so you know. If you're not on our team, but you're with real and you are using Lofty, tell them what they can do because they're already using Lofty, and this is just an add-on that you guys can can take advantage of, just so you know.

SPEAKER_00 41:01

Yeah, so to be clear, I was just with the um CSO of Lofty, right? I was just with them last week in person, and we were talking about all this whole thing. So basically, we white-labeled Lofty, so it's called Captivate Agent CRM, powered by Lofty, right? What we built and put together on it, if you were to buy that from Lofty, it would cost you $500 a month for everything that we put into it. And that doesn't include our coaching, our landing pages, all the other stuff that we incorporated with it, which we're gonna incorporate the VIP 50 stuff too. Yes, right? We are so if basically what you get from real, or what you get from any of these brokerages that have it, is a very basic, we we call everything a CRM, but that would be called what's called a CMS contact management system. You put your people in there, and that's good. Most agents don't ever take it any further than that anyway.

SPEAKER_08 41:47

The R is a big distinction, huh? Yeah, so it's relationship.

SPEAKER_00 41:51

Exactly. Well, well, CRM stands for customer relationship management, client, however you want to do that. But it's relationship management. That's an agent's job, not a system's job, right? And you teach that brilliantly. But what the system does for you is it looks at where they are at any given moment in all six stages of the life cycle, gives them the right message at the right time, then lets you know if they're engaged when that happens, and then you take it from there in terms of that relation. That's how you manage relationships. It's still belly to belly, handshake to handshake, talking to people. The system just lets you know who to talk to, how to take the leads that are coming from those listing advertisements, for example, and put them into the system, how to take the home report and get the engagement within the system, et cetera. So you're not using multiple systems. Wow. So to answer your question, they would actually get moved over to us, but that's what Lofty does. They just move you right over. If you've like if you've got a website in Lofty and it's already designed, you don't even see the difference. Nothing, nothing happened, it just gets moved to us, but then we manage it. By us managing it, you now get Lofty's support and our support together, and we do it for half the price that Lofty sells it out of the box without all these things because of our agreement that we have with them, right? And because of all the pieces we put together, right? So you're not going to get just the CMS component, this is the database itself. You get the um the front end we call it, which is the website, but it's so much more than just a brochure. It is an IDX VOW-powered lead generation machine. And we have like, imagine landing pages like here's all the open houses this weekend in your area. Here's all the houses in or any properties in your area offering um concessions, um, all the new builds offering concessions, etc. etc. We have landing page after landing page, and then we teach you how to build more. You're generating leads in business like crazy. That's how you get the two to three deals every single day.

SPEAKER_06 43:45

Then on the You're combining that with doing all of your your SOI, all your touches, everything you're doing. By the way, Annette said sign me up already.

SPEAKER_00 43:53

Yeah. Too much selling, just sign me up.

SPEAKER_06 43:56

Sold.

SPEAKER_00 43:57

But anyway, it will that's on our team. Great, and we'll We'll go through. You can go to captivateagent.com slash CRM. There's a link there for a free coaching and demo of the CRM. Okay, say that again. So captivateagent.com forward slash CRM, right? You'll see a little video of me kind of introducing it a little bit, right? And then you'll see a link that says free demo and um uh and coaching session. We actually coach you on what we're what you're talking about. We offer, yeah. And it's about 45 minutes long. You can ask whatever questions you want. We found that doing that one-on-one type of show and time. It really helps dial it in. Exactly. And it really, everybody has an idea of what CRM is to them. And if we just you know, like I could talk for hours and hours about this thing, but it's most important that you say, hey, this is what works for me, this is what I don't even know, this is what I would like to see, and then we you can kind of gauge the conversation and and we can show you, okay, this is what we're gonna do, and then we just build on that.

SPEAKER_06 44:56

Right. And on top of that, guys, think about this. Uh as you're out there building your SOI, your sphere, that you've already got that. You spent your whole entire life building these relationships with your sphere. Think about what he just said about the advertising side of this that's automatic, and how many more people you can be adding into your sphere of influence on a regular basis, and how much more business that actually brings you.

SPEAKER_08 45:26

Just by servicing the home you're selling, just by tapping into the resources and the tools of the system. Talk about a win-win. You're you're building it organically growing it just by doing your job right.

SPEAKER_00 45:37

Yeah, every listing that we do, that's when I tell agents that I want you to get two to three deals consistently every single month, they're like, Yeah, I want that. Where's all the leads, right? Right. What's crazy is that when you deliver exceptional service, that's where the leads come from. We get more leads from our listings from the neighbors that live in the house. Because of how you do it. Exactly. I and this I was telling you about that three months ago with that home. I have now sold five homes in the immediate area or neighborhood because of the one house that I helped sell. Now they spent $13,000, no, $23,000 with improvements because we wanted to help them get the most for their money, and they were all in on that. Of course, we give them the choice that they want to do, right? They went all in, not just staging, but they did some painting, some new countertops. We we even did a full um new front, board and batten, some shakers, you know, to redo the house because it was a 20-something-year-old home. That whole house sold within four days at full price at $8.29. No house in the whole neighborhood had ever sold at that amount. We got three other deals immediately from that, plus we double-sided that deal. And then we ended up selling the house across the street, two doors up. There was another house 300 square foot bigger than their house, four doors away. It's still on the market after four or three or four months. They've brought it all the way down. They should have hired you. They brought it all the way down. They're now, guess what they're at right now? If we sold this house, 829, guess what this house is down at and it's still not?

SPEAKER_05 47:01

750.

SPEAKER_00 47:02

725. It's crazy. It's not staged, it's not, there's nothing there. They're just like, I just I want all the money, is what our clients want, but they don't understand how to turn ROI.

SPEAKER_06 47:13

Like, I tell my Are you guys in Idaho listening to this? Because I know that up in Idaho it's it's homes can sit on the market for a minute, and it's it's it's it's a tough, little bit tougher market, I feel, than than what we have here in Utah. This is the cat's meow right here.

SPEAKER_00 47:30

Well, I will tell you, this is what we believe. Everybody wants to live in a beautiful home. Everybody. If your house isn't doesn't look like it came out of a magazine, they're thinking, how much is it gonna cost me? How much, you know, is it worth it, how much lower they're gonna offer on the price. The second that house looks like something that they would want to live in, you're getting multiple offers. That's what we do as professionals if you want to go beyond the transaction.

SPEAKER_06 47:54

Do you agree with that, Jeff, or not? I saw I saw you're super hard to hear. Tell me. Talk to us.

SPEAKER_04 48:00

I can't really make out what Mike is saying because he's so muffled.

SPEAKER_00 48:03

I don't know.

SPEAKER_04 48:04

Oh, am I muffled? You can't hear me?

SPEAKER_00 48:07

Is it better if I'm close like this? Is this better right here?

unknown 48:12

Nope.

SPEAKER_06 48:13

Oh. It's because they're coming off the mic on this. They're not they're not hearing it. If you can't, Jeff, turn on your Facebook and go go live with us on the Facebook. You'll you'll be able to hear us.

SPEAKER_00 48:25

Yep, I would. And you're recording this so they could maybe go back and look at it. Oh, because I'm talking into the microphone.

SPEAKER_04 48:32

One o'clock today. Everybody get Jeff Up.

SPEAKER_05 48:34

Jeff'd up at Jeff Up. One o'clock.

SPEAKER_06 48:40

Awesome. So uh wow, powerful, powerful, powerful tools. Man, holy cow. Powerful tools. So I'm I'm so super excited here, Mike. I just gotta tell you that this collaboration and this this thing that we I mean, the more we talk about it, the more I'm just like, my mind is just because it's so powerful.

SPEAKER_00 49:03

Well, I feel the same way about what you're doing. I mean, this is like there's so much synergy here. Yeah. We love it.

SPEAKER_06 49:09

Yeah. Yep. So I'm really, really looking forward to see where this carries us with with the not only of us building our Rev share, building our team, building the VIP 50, building Captivate. I mean, I think it's just uh it's just holy cow. Multiple pieces of a full puzzle. Of a full puzzle.

SPEAKER_07 49:28

Yep. Yep.

SPEAKER_06 49:30

Oh, yeah. Jeff just said way better. I wish you guys would have said something earlier, man. I could have told you. Jump over to freaking Facebook. So, um Wow.

SPEAKER_08 49:44

Well, so again, reminder with our coaching group, uh, this will be, we're gonna have this immediately available with with people that are involved with us. And uh, and if if you're not with our group, you can obviously find them the way he described and and capitalize and utilize and enjoy it as well. Bro, you're getting gray, brother. Rather. This this patch, this patch right here is called Dean. Dean. Oh, man.

SPEAKER_06 50:10

Down at the convention, everybody's like, if you grew your beard out a little longer, you'd look just look like Santa Claus. And I just like, shut up.

SPEAKER_07 50:19

I would have put you.

SPEAKER_06 50:22

Oh well, man, what a what a killer episode. And I I just all all of you out there that are in our coaching system, all of you that that are on our team, man, hang on to your shorts because we've got some really, really powerful things that that we're we're working on that we're gonna bring to you guys. That it doesn't just stop guys with the VIP 50. This is gonna, we're gonna constantly be giving you guys as much value as we possibly can to help you build your business and and bring it up to where you are the experts. You are the only choice in your in your area. Period. That's right. Love it. Isn't that what you want? Yeah.

SPEAKER_08 51:04

Yeah.

SPEAKER_06 51:05

So uh uh, does anybody uh anybody have any questions? You guys that that bumped off and jumped on to the the Facebook, just I I've got it in front of me, so hit me up if you guys have a question or even a comment. Robbie, you got any questions about what we showed up?

SPEAKER_11 51:25

No, no, I was able to hear and I I plugged in, so I was I was good to go along. So I've got the link and everything. I'm gonna go ahead and pass it along and uh so that we can see.

SPEAKER_08 51:36

Yeah.

SPEAKER_06 51:37

Um you got anything more?

SPEAKER_08 51:40

No, I just uh it's really exciting to I the big thing that I that I I know his mit Mike's mission is is and this stems, it's basically the back end, the follow-through, and actually helping people become productive and have a tangible result from it. So if you remember it was the two to three transactions a month and getting to it, being able to build life and business. Yeah, building life and business to where you have you're you're actually a participant in the game. So you have rentals and you're and you're investing in and doing the the real estate that we sell. And uh I think it's a I think it's a cute it's a really cool mission and responsibility that you take on.

Lender Partnerships And Renter Game Plans

SPEAKER_06 52:18

Mike, here's a great question from you. This is from our brother up in in uh Idaho. He's with UMortgage, and he's asking you, how do you collaborate with your lender partner to set yourself apart?

SPEAKER_00 52:28

Oh, I love that because that goes hand in hand with what uh we teach in terms of the home equity assessment program, and then we have what's called the pathway to qualification program. So basically you've got two different types of people in your database, two segments we call them. One are renters, one are homeowners, period. Right? Yeah, and so the homeowners have equity. How do they leverage it? How do they take advantage of that equity towards either moving up, downsizing, investing, whatever it is that they want to do? Your lender obviously is the one that's gonna know exactly what they can do and exactly in terms of what they can qualify for, um, especially if you have, you know, I have multiple lenders, so I have my traditional lenders on the long-term side of things, right? Uh just the traditional loans, and then I have my bank lenders that do the um HELOCs. And so we again, as an agent, you're kind of the tip of the sword if you think about it, and when it comes to real estate, you've got this whole group of people around you that need you. You've got lenders, title, uh, home warranty, all those, and your clients need all of us together towards what they're trying to accomplish. So you're kind of the leader of this whole group. One-stop shop. Exactly. So when I hear agents say, Oh, here's three cards, you know, try one of these lenders, let me know how it goes. We actually, and you can use Chat GPT, I do it for this too. I help my clients um compare. I always have them go to two lenders. I I know lenders hate when I say this, but I have them go with the broker and then a traditional lender or if there's a bank involved, and they have to give a loan estimate. Everyone knows what a loan estimate is. How many of you know how to read a loan estimate, right? Most agents don't. Right. And and I promise you, none of our clients do. Right. That's why I said Chat GPT can be a part of it. I'll upload a couple of loan estimates and tell it to compare it for me and to pull out what it means. And to break it down and give it over. Exactly. So to answer the question in one way, there's multiple ways they can help you, but one key way is to not only um have that lender that you can really trust, that they're not in it just for themselves, right? That they can be honest about their offer compared to maybe somebody else's. So I have a lender like that. I even will send him loan estimates that my clients have from their lender, not to give him business, but for him to give me an honest opinion of what that means. Now, I used to have my mortgage license, so I can do it a lot myself, but this is what I recommend to agents. Have that preferred lender or that trusted lender help you compare it or let ChatGPT to it do it. But many times I'm helping my clients not only make a decision on what house to buy, but what loan is gonna help them get the best offer, you know, or the other the best payment and down payment and closing cost. Because most clients really all they think about is interest rate. They don't know about how to think about interest straight away. In payment, yeah. And they think the interest rate is what direct directly impacts the payment, which it does. But like for example, I had one just uh a couple of weeks ago where, and I won't say which lender it was, but there was a lender that was doing a 1% origination, right? And another one that was doing zero. But the one that was doing a one percent origination was beating the other agent by a quarter point, right? And so there if if the clerk was a wash, well, it wasn't better. It's actually the other agent that wasn't charging the interest rate or the origination point was actually better overall. Oh but you wouldn't have known it otherwise, right? Because what happened is the one charging the one percent origination amount with without he act exactly, which he really shouldn't be doing. Right. I don't like that. You should put it down in the loan estimate as a buy down. Right. You've done a rate, but it did it wasn't. They didn't have any lender paid and buy down. Yeah, it didn't say any of that. It just said one percent origination, here's the amounts, right? No, but then here's the interest rate. Now everybody just looks at the interest rate and not anything else. So I guess what I'm saying is one of the things you can do in partnership with your lender is to help your client understand what they're getting into and what really is the best overall mortgage that's gonna help them. No, I love that. Yeah, and then I also use lenders to help me identify for first-time buyers what grants are available, you know, zero to no down payment options for it. And then with our pathway to qualification program, they actually will they don't have to take a full application, but we want to know where they are in terms of credit debt to income and then what they're gonna have to bring to the table, right? Not just down payment, but bring to the table. Right. Tell them where they are now and where they need to be. So imagine this calling some renter up and saying, we've got a program. Now they got a game plan to what they need to do. Well, we give them the game plan. Most of them don't have a game plan, right? So what we say to them is, hey, John, I am you know you're you're a renter right now. How would you like to be able to buy a property by the time your lease is up? Right. We actually found that alleviating the stress of buying now. Like agents are always about buy now, buy now, buy now.

SPEAKER_06 57:19

And then there's the stress of breaking the lease and what it's gonna cost.

SPEAKER_00 57:22

That's what they're thinking about. Yeah. We're thinking about the transaction, but they're thinking about my lease. So we start the conversation is uh with would you like to be able to buy instead of signing that lease when it's up? When's your lease? So the first question I ask, when's your lease up? Oh, it's up in October of next year, or it's up. So a game plan. Yeah. So, okay, so I want you to come in, and then you have your lender there. I want you to come in. We're gonna tell you exactly where you are right now and where you need to be by next October in order to buy that first place. And we're gonna put a game plan together. You know what's crazy? We're signing them right there. Of course. And we we can even do multiple year signs at Shah. So we do a BBA or uh BBA right there, locking them in. There, we have a whole worksheet and everything that goes back to the city. Actually, you're earning the lock-in. Exactly. And they're basically signing to work with me, but I'm giving them what they need, which is here's where you are, credit and DTI and settlement, you know, cost and stuff like that. Here's what where you need to where you are, and here's where you need to be, and then we put a plan together. And then we have smart plans in the CRM that identifies like we just met with someone just yesterday, actually. She needs to bring up her credit. So we have a whole like series of here's how to build your credit. Exactly. So when you're giving people what they need to know in order to get what they want that has to do with real estate, you're a professional. Yep. When you're sending them newsletters that you didn't write and apple pie recipes that maybe they'll do or not, which is still not a bad thing. I'm not saying it's a bad thing. What I'm saying is let's at least mix in some really good professional stuff. Like my lawyer and my CPA and my doctor gives me information that's very critical to what I need their services for. Right. Why can't an agent be that critical? Use your lender to help supplement where you don't have the knowledge, or even you're crossing that line over to what you're doing.

SPEAKER_06 59:04

And I love how you said you bring in Jeff, we bring in you. He wrote down non-QM with DSCR is a is a great option.

SPEAKER_00 59:11

It is. Do you know what that means even? Well, you have to have a lender to be involved with that.

SPEAKER_06 59:15

Exactly. Yeah. Uh use that HELOC to leverage down payment into investment properties with no income requirement.

SPEAKER_00 59:21

Exactly.

SPEAKER_06 59:22

And then he put full picture analysis for the win.

SPEAKER_00 59:25

If he's doing that, he is now the you know what's crazy is when you get referrals, people don't refer the door opener. They don't refer the signposter that never showed up to do anything else but put the sign in the yard and then show up aft at the settlement table. They refer the people that showed them how to invest and understand what it means to invest. That's who they refer to.

SPEAKER_06 59:46

Yeah, got it, right? And then Travis asked, Mike, how long does it take you to get an agent from startup to 100% full system integration?

SPEAKER_00 59:53

Their lifetime. No, I'm saying 100%. That's a that's a big order. We actually have agents, like I said, in their 20s that within usually within a couple of months, maybe three months, are starting to get the one deal every single month. Then two.

SPEAKER_06 1:00:07

So compare to our system, because our system is a 12-week coaching system, uh-huh, which all these guys are used to. What kind of compare it to that of what I mean you can kind of start at doing that, but compare it to something like that of what they can expect from start to say three months in.

SPEAKER_00 1:00:25

Yeah, so perfect. So we've create we have a book that goes with it, a published book. You can get on Amazon that goes with it. It's called Captivate, you know, sales coaching. And um uh it's the the real estate agent playbook, is what it's called, Captivate. And then that goes with the CRM that goes with all the online and on-demand and live stuff. So basically, it's really up to you how long it takes, but if you sign up with the CRM, you're up and running within a week. Within a week, you're up and running. We give you the vote most basic, simple, and anybody can do. No tech skill. All the freaking breadcrumb trail. Yeah. You put, for example, you put all your people in there, you designate them with the designations that we show you. We have videos that walk you through the whole thing. Then you give them the engagements based on where they are in the life cycle, right? And then the the deals just start coming in because you get people engaged and you make phone calls. Right. And we have the scripts and everything. So literally, you could be up and running having everything in place within a month. Wow.

SPEAKER_07 1:01:25

So cool.

SPEAKER_00 1:01:27

Wow. That's cool. And then from there, you just keep growing, you just keep getting better, you just keep identifying needs and you you that's the one thing I've had my clients tell me when we used to do paid for coaching, right? Now we just say get the system and you get everything. Yeah, you pay one cost, you pay for the system, but you get the front and back office and all the coaching, the book, everything comes with it. Yeah, and so we used to sell it in pieces, and they're like, but they needed all of it. Right. So we're like, and we're and then we charge separate, like that. This is stupid. You get a monthly cost for the CRM, cheaper than even Lofty will sell it for you, and you get everything else comes free. Right with it, or it just comes with it. Wow. And then as they continue to grow and build it, it just gets better and better and better as it goes.

SPEAKER_07 1:02:11

Love it. Wow. Very cool. So cool. We're sold. I cannot wait to get this implemented.

SPEAKER_00 1:02:19

Nice. Well, I'll send you that first video about that, what I told you about. Yeah. Yes, share it with them and see if they get a taste of this.

SPEAKER_06 1:02:25

I've been uh I've been l legitimately completely ignoring my lofty because I knew we had this coming, because I I didn't know if I have if I would have to start all over again. Yeah.

SPEAKER_00 1:02:35

Do you know me?

SPEAKER_06 1:02:36

You won't. Which is cool. That's really cool.

SPEAKER_00 1:02:38

There may be a way that you start rethinking things with the way we've set it up, but we've set it up in a way that we can.

SPEAKER_06 1:02:44

But you can bring it all over.

SPEAKER_00 1:02:45

Yeah, we don't want anybody to feel like, oh, I gotta scratch everything I've done, especially we've got a lot of top producers out there, sure. Agents that have been doing this for 20 years, but they haven't figured out in some way maybe all the tech or something like that. Right. But they have a good sense of what they should be doing, what good communication means. So we help you incorporate that into it. It it doesn't have to replace you because you are the reason people do business with you. We just augment it.

SPEAKER_06 1:03:09

Got it. So I think it's official, Aaron. I think this is our longest beards on the street we've ever done. Oh yeah. And I seriously, I want to keep going, but that's the problem you get for inviting me, because I can keep going. I love it, love it, love

Final Thoughts And Subscribe

SPEAKER_06 1:03:24

it. Well, guys, hopefully uh you guys that are in our coaching and and and hopefully you found value in in this message today. Man, this is this is such powerful information. And and obviously we're gonna we're gonna be talking more about this uh not live on our show, but but with you guys. And and we just want to bring you as much freaking value as we possibly can bring to help you guys set up your business the rip the right way and to be able to run your business the most efficient. That's what it's all about for us and what our message is. So hopefully you guys get it and and understand why I felt it was pretty important when I had Mike in the office to do this because um he lives a country mile away, which is quite quite a ways.

SPEAKER_00 1:04:11

It's not that it took me 25 minutes to get here this place. Even during Rush How was that about, yeah. But it is a whole other world over there.

SPEAKER_06 1:04:18

It is. He lives down in Happy Valley, which for those of you not in Utah, that's Utah County. Yeah.

SPEAKER_00 1:04:24

There's literally an iron curtain between at the point of the mountain. You can't drag someone over to the other side.

SPEAKER_06 1:04:31

Did you know that there's a distillery down in Utah County?

SPEAKER_00 1:04:34

Oh, I know. And there's it's actually we're becoming a little more progressive out there, believe it or not. Yeah, yeah. We get some of the best bands coming out of Provo. I mean, come on. Probably used. That's true. Yeah.

SPEAKER_07 1:04:45

Yeah, what's the big one? Or uh Dragons.

SPEAKER_00 1:04:48

Yeah, Imagine Dragons. Yeah, yeah. We've got a lot of good bands coming out of them.

SPEAKER_08 1:04:51

I like the used.

SPEAKER_06 1:04:52

Yeah, yeah. All right, guys. Well, thank you, thank you, thank you. Everybody have a fantastic freaking week. Uh, Jeff said this is great stuff. I would love an introduction to Mike if possible. I'll make that happen, brother. Sounds good.

SPEAKER_08 1:05:05

Thanks, Mike, for being here, man. Thank you, Mike.

SPEAKER_06 1:05:06

Appreciate you, and uh thank all of you guys. Yep. Yep. Have a fantastic week. And uh, if you have any uh further questions, you know, you know how to reach us. Love ya. Love you guys out there in in uh in the big bad world that that take the time to listen to us and and check out our show. Uh tell your friends, tell your people, subscribe if you haven't, and uh we'll see you next Friday. Love ya. Bye.