How Our AI Books Real Estate Appointments on Autopilot (Real Results)

Tristan Horn and I sat down with Joshua Smith on the GSD Mode Podcast to break down the exact AI-powered lead generation system we've built inside our real estate team the one helping our agents hit 5% conversion rates on Meta leads and book appointments on autopilot. If you want to stop leaving money on the table and close more deals with less manual follow-up, this is a must-watch.

0:00 – Intro & Why AI is Different for Us
4:13 – Real Agent Results & Case Studies
9:50 – How We Trained the AI (What It Really Takes)
19:35 – Running Meta Ads the Right Way
22:31 – AI SMS Follow-Up & Speed to Lead
27:06 – Retargeting Strategies & Omnipresence
42:17 – Done-For-You Options & How to Partner With Us

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Transcript

SPEAKER_02 0:00

All right, Alan Tristan. Welcome to the GSD mode podcast. What's up, fellas?

SPEAKER_00 0:06

What's going on, my brother? How you doing?

SPEAKER_02 0:08

Yeah, doing awesome, man. Doing awesome. So excited to have you guys on. I know, Alan, we had you on the podcast. Well, this is a third time, a couple times, but pretty recently. Yeah. And wanted to have you guys back on. Um, you know, there's so many, there, there's so much noise out there in our industry about how to incorporate and utilize AI. And all these people, oh man, I'm using AI. It's a, you know, and here I'll say, Oh, it's a game changer, do this in Claude, do this. But dude, I can't tell you how many in-depth conversations I've had with these, you know, quote unquote, you know, AI, whatever implementers in their business. That then when I get in a conversation with them, it's like, okay, articulate to me how you are getting an ROI. Like, I want to see a specific ROI of okay, how you're increasing conversions, having a better cost per acquisition, you know, how it's to manage you to do more with less staff. So it's either making more money or save more money. You guys are like the first that I've had that I've been able to see this actually articulate into an ROI. So now don't get me wrong, like I'm a big proponent of AI. I believe it's you know, like I'm excited about it. I just think right now there's just so much damn noise, and real estate agents don't really know what to focus on, how to incorporate this that actually makes a difference in their business. And you know, Alan, our last conversation, it was like, dude, like you guys are getting a fit, you're seeing up towards a 50x ROI you know on Facebook Legion. I've never been able to get it above 21 X, you know, and that's where more with manual, but then now you guys have got this AI messenger bot of how you trained it, what's essentially become an ISA inside your agent's business. You know, um, I know this isn't always the norm, but you had an agent the other day that said 11 appointments, or the AI said 11 appointments for the agent. Yeah, I've had conversations with many of your agents that are consistently getting one to two appointments set a day for them through the AI. Doesn't mean they don't need to do a little bit of follow-up two on their own, you know, but it's just making this so much easier, better, more effective, more efficient on your agents. So I know that's long-winded, but I just wanted to give everybody watching and listen in some context of, you know, why I want to bring you guys back on, you know, so soon, but then also, you know, we're gonna do a deep dive into this, man, um, and breaking this stuff down. So, real quick though, before we do that, for everybody that's watching and listen to this, um, I just want to let you know this up front. So we're gonna walk through, you know, how they're what they're doing, how they're doing it, how they're having so much success, you know, with with leveraging AI and their real estate business to their funnels. Um, but got a few options for you. Like Alan and Tristan, they have really three options, right? You got an option where, okay, you can take everything that you learned today, go implement this yourself and do it yourself, or Tristan and and Alan have a done for you paid service that you can do. Um, or if you want to partner with us, you can get this all done for you 100% for free. And if you go below show notes or description, there's gonna be links below um where you can schedule a call to learn about those options and and see which one of those options might be a fit for you. So um, all right, man. So if we start jumping in here, before we jump into the like tactical, and I'd love to hear like what are the results that you guys are seeing, what are results that your agents are seeing. You know, I know I kind of gave a couple snippets you know, the one agent that had 11 appointments set for them with this AI messenger, you know, which dude, like this is powerful, right? Because if I look at this like, man, I mean, we're so busy as agents, it gets so hard to follow up all the time, it's also exhausting. Now, if you have a full-time AI assistant that's doing a lot of this in the background for you, and not just re-engaging them, but I've seen your AI, man, it's like set like asking the qualifying questions, setting the appointment directly on the calendar for the agents. So, what kind of results are you guys seeing, you know, um right now actively with your agents?

SPEAKER_00 4:13

Yeah, dude. Um, so so Tristan can definitely expend a lot of this stuff on more tactical ways, right? But like um the agent that we're talking about is Kenneth Cano, right? So it was 11 appointments uh for Monday alone. So it wasn't like 11 appointments for the next five or six or seven days. It was just for on one day, 11 appointments on his calendar, right? Um, but look, you know this, Josh. I mean, we talk about this all the time. It's like there are 100,000 different ways of generating business, you know, and it's just, you know, when I got into real estate, it was expires cancels for sale by owners. That's really what I focused on. And then open houses was just a supplemental thing for me, right? In your situation, I think you still talk about, you know, open houses, probably one of the best ways to go about it, right? But what we have found out, and especially in the last three to four years, is the fact that the number of transactions, just uh in totality of it in the United States, are down as much as 40%. So a lot of agents out there, they've been heavily, heavily, heavily relying on their sphere and their past clients of word of mouth, which is great. Those are the best ones, but in the last three to four years, they're just not transacting enough. You know, so what we have found out from a lot of agents, like they used to do 20 deals, now barely doing 10, 11, 12 deals, right? Where, how do we find that, you know, supplemental additional four, five, six, seven, ten deals a year that they can close? And what we've been doing for the last two and a half, three years are our paid leads, meta. We do some Google PPC as well, but honestly, we've been tracking these numbers for the last three years, and the metrics are pretty much the same. But with Google, you pay two or three times more for the same type of lead, a buyer lead, right? So we're generating these leads. Um, and the issue with those leads uh before AI was the fact that, man, we're getting all these leads, but they're not answering, they're not responding, or agents get pretty busy, they're showing homes, they're going to listing appointments, they just don't have the time to call that lead right away. Speech lead is critical in our business, right? So the issue was always like, man, these leads are just shit, like they're crap. You know, the conversion rates are super low under 1%. And what we have found out, again, this is through testing and KPIing for the past two years, the conversion rates with the AI assistant is close to like two to three, sometimes even five percent, right? So we're going from under 1% to close to 5% if you're a savage, you know, and you're following up with those leads as well, you know, on a regular basis. So now you're looking at the ROI, and we have agents paying as little as three, four, five dollars a lead. These are buyer leads coming from Meta, right? And let's say, for example, the agent, you know, generates about 50 leads or so a month. They spend about $250, $300. That's the average agent budget that we have, is about $300. They usually get about 50 leads, and the conversion rate is about 2%, let's say. So that's one closing out of spending $300 a month. And that one closing pretty much covers the entire year's budget, ed budget, right? If you think about it, if not even more, plus the Gs.

SPEAKER_02 7:12

Between the BGs, yeah.

SPEAKER_00 7:14

I mean, we have agents that are complaining about the fact that they sold a $375,000 house and they only got like a $10,000 commission check. I was like, dude, my first commission check was $2,500. It was a $100,000 listing, you know, like seriously, right? But think about it, right? The ROI is crazy high. We got one agent, and I think I shared this with you, Josh. Um, uh, he's too stupid, right? He joined us about seven or eight months ago, uh, came from another brokerage, another team, was not really doing that much business. Uh, three kids under age of seven. Uh, wife is nagging him, like, hey, what's going on? Where's the business, right? We put him on a fast lead program, and uh, year to date, we're what, May 7th, May 8th, he closed 12 transactions. All of them coming from FastLead. Like, that's over $100,000 in gross commission income. Like last month alone, he did like five deals. This month he's gonna do like four. He's got like about 13, 14 buyer broker agreements signed. So for him, it's it's it's business changing, it's it's it's financially changing and hopefully life-changing, like going from essentially doing zero transactions seven months ago to now averaging about two, three transactions every single month.

SPEAKER_02 8:25

Yep.

SPEAKER_00 8:26

And with Jesus, interesting part about it, like his AI is booking, and and Tristan's got those numbers, I believe five or six appointments a week, I believe. That just just him alone, in addition to what he's already doing on top of that.

SPEAKER_02 8:41

Yeah, and what I didn't know up until about a week ago is now you guys have also figured this out for like the agent recruiting side too, right? Um, you know, and what I love about you guys, and I've known you forever, Alan. I mean, we go way back, you know, um, but is this isn't something like you guys weren't like, oh, we're gonna create something to sell to the real estate industry. It's like, no, we're gonna build this out for our own real estate company, our own real estate team, our own real estate agents. Then it just kind of happened where there's a lot of demand. Other agents are like, hey man, how do I get that? And then you offered it, you know. But so and the reason why I bring that up is you know, like these are things that you're incorporating in your own business every single day that are tested, you know, and yeah, there's other agents that are, you know, choosing to buy it or whatever with that. So then, um, all right, so let's kind of transition then into um before we get in like the steps of the process, right? Because we've got to create the met, you know, I want to go through all of that too, but how long and what did it incorporate and take? Because we hear all you got these this AI and these AI messenger bots and a lot of like lofty, a lot of these CRMs now have them, or Y Lopo, or you know, like what did it uh take and what did you find most effective to train this thing? Because I found with AI, it's like it's only as good as you train it. Like, even if you look at like the way you know, uh, or like a Tesla, it's like the only reason Teslas are self-driving in the cities that they're self-driving in or the areas they're self-driving in is because human beings on the other end mapping everything out. If you go take a Tesla in the middle of, I don't know, Guatemala, like, dude, you're probably gonna fly off of a cliff. It's not that AI's intelligence amazing, but you gotta train the hell out of it. And this is where most go wrong. Agents is like, oh, I'm just gonna invest all this money in the AI, not uh hoping to not have to touch it and then think it's gonna do something magical for them. So, you know, first steps is like what if somebody's like, hey, I want to build my own and train, like what kind of things have you done or like time frames? Like, what does it take, what is it taking to train it to get it converting at what it's converting today?

SPEAKER_01 10:50

Yeah, Alan, I'll I'll jump in on this a little bit if you want. Yeah, so I mean it's it's it's always it's always we're always updating it. So like the AI is always evolving, it's always getting better. Um, but I I would think I would say the number one thing is is the data. Like we have been so focused on you know tracking the type of objection handlers, the type of questions to ask. Um, all of that stuff is probably the most important part because you do have to train the AIs in in what they're gonna do. And and the AI you have to teach it in two different ways. So the first part is like the personality. So you have to start teaching it, like what what how is it gonna act? How is it gonna behave? What's the tonality it's gonna have? Um, you know, those are gonna be the first things. And then the second thing is like what type of questions do you actually want it to ask? So, you know, like for us, um, I prefer building rapport a little bit in the beginning, not getting straight to it, like, are you pre-qualified and stuff? So, like one thing that I would recommend is actually asking it, like the one that works for us the best opener is hey, I saw that you just opted into XYZ. I'm um, you know, just so I can kind of prepare you for a search or find you the best uh best deals in the market, what are your preferred cities or zip codes? So, like that question alone opens it up and it'll it'll activate the AI to start responding. Um, then you can ask, you know, like how many bedrooms, how many bathrooms, but then you can start diving into the more serious stuff, which is like, okay, what's what's your price range? Um, are you pre-qualified and how soon are you looking to purchase? Um, so that's that's all part of the personality. It's like what type of tonality, what type of questions do you want to ask? And then the one that took, um, I would say it took about a year, like at least with me and Alan and you know, working with the agents, it's it's the instructions. So you actually you have to actually tell it exactly what to respond, how to set appointments, um, you know, how how to show availability even, like the different different times, choosing different days, don't book more than a few days out. Um, all of those things are gonna be more like on the on the technical side. But you know, it's it's it's always evolving though. And and and the neat thing is like that's that's like my main responsibility, you know, when it comes to this AI stuff, is there's always newer models, there's updates coming out, and you know, we're able to grab that data and move it to these newer models. So like if you know OpenAI comes out with a newer model, the AI is gonna get even better. Um, or with Claude, the it's gonna get even better, and we just keep feeding it the data and what we already have. Um, but yeah, personality, um, questions, and then directions are like the most important thing for for setting up your AI.

SPEAKER_02 13:37

Yeah, it's awesome. And and and I appreciate you sharing that because again, I it's always good, like I mentioned that is is like output equals input. You know, right? And and you know, again, I get so much feedback from real estate and so I bought this or I did this or I incorporated this AI, I did nothing for them. Like, well, what what did you do with it? Like, is it the systems that sucked? It's kind of like something that you know, like well, I bought this CRM and it didn't work for me. Okay, well, what what did you feed it? Like, did you set up all the right instructions? Like, it's only as good as the processes that you feed it, you know, right? And I think that people really need to understand that, right? So this is a year plus of split testing, plus still always, it's always evolving. How much time, Tristan, are you spending kind of on a weekly basis, you know, just with kind of updating, training, you know, with with the AI?

SPEAKER_01 14:29

Oh man, yeah. I mean, Alan always has this joke uh that my second girlfriend is Claude.

SPEAKER_00 14:35

But no, Claude Dead, Claude. Claude Dead, Claude Dead, yeah.

SPEAKER_01 14:39

I mean I I'm really like if I'm not at the gym or you know, having dinner with my fiance right now, like I'm I have like three monitors set up inside of uh my home office. And like last night I was just you know talking to Claude and you know, just figuring out the best systems, strategies, um, Claude code too, building applications and stuff uh to help with the agents. But I would say at least like six hours, six to ten hours a day, I'm talking and engaging with AI right now. Yeah, that's crazy.

SPEAKER_02 15:12

Um, so then any any like crazy stories, you know, of uh well, this is why like you know, for me, I'm like, I'm not gonna invest six hours a day, so I'll just figure out how to partner with you guys or pay you guys for it, right? Um, you know, because it's like if I look at six hours a day, well, I could put together two new customers or go negotiate, you know, so you know, um, you know, so um, but when we look at like, is there any crazy situation stories like of when you were training this where it like responded in a crazy way, or like when you were going through that training phase?

SPEAKER_01 15:50

Yeah, I mean, like, there's I mean, when we when we were testing in the very beginning, I mean, there's it'll it'll, you know, it can definitely like make mistakes and stuff. So, like, you know, if you're not training it properly or like integrating this stuff, I mean, it's it can be like the tiniest details from you know picking the time zones to or picking the times to making sure like the time zones are correct. Um, I mean, as far as crazy, like I don't know if there's like any specific ones that have like really caught my attention. There was one time it just kept saying goodbye when I was trying to talk to it, but I mean this was in the very beginning stages. Um, but yeah, I mean I I haven't really experienced anything um specifically that's on the top of my mind right now.

SPEAKER_02 16:33

Yeah, I was talking with a a dude, this is maybe a month or two ago, um, and he looked it wasn't your platform, he hadn't trained it. He just went in and I don't I can't remember the name of the platform, one of the bigger CRMs that that has you know an AR Messenger bot that he was attracted to. And um, but it lost him this bigger deal, right? And it was following up with this, you know, lead. Um, and you know, just following up uh, hey, you know, just wanted to check in. Just you know, it's been a moment since we talked, just want to see if you saw some interest in possibly buying a home here in XYZ area. And the person, you know, did like apologize. Like, I apologize. It's been a little while since we've reached out. Um, we had a death in the family. Well, the AI must have thought it's a baby. So the AI was like, oh, congratulations. And it really offended the person and lost him the deal.

SPEAKER_00 17:20

Yeah. Yeah. I mean, that's the thing that you know, Josh. Like, I have these conversations with agents all the time. It's like, man, like, don't don't don't expect AI to do all the work for you. Like, AI is not perfect, it's not, it's not a hundred percent. Like, you still have to be engaged, you still have to be tracking these conversations. You cannot just let AI just sit there and do like you have to be engaged, right? And there are gonna be situations where AI, you know, responds to a message in a way where you're like, you know what, this is not going where I want it to go. Let me insert myself. Let me, let me, let me, let me get the conversation going myself, right? So it's going to happen. You know, those agents that are just kind of like not relying for AI only, they're the ones receiving probably the most results because they're still falling up, they're still texting, they're still calling on top of what AI is doing, you know. But but again, it just it's not at this point, it's not there to completely like replace you as an agent. And I hope that's never gonna be the case.

SPEAKER_02 18:19

Yeah. Yeah, 100%. Um, but man, when you hear five percent conversions on pay-per-click leads, like, dude, that's unheard of. Yeah, right. I mean, if you like I always tell agents, like, dude, if you're good, 1%, if you're great, 2%, if you're world world class, 3%, you know, now we're seeing, you know, so it does, you know, does save some time, allows you to be much more effective and efficient, you know, which is like the two components I'm always looking at. Like, I'll never never necessarily sacrifice effectiveness for efficiency, but if I can get effective and efficient, then I'm like, I'm all in. You know, um, okay, so now if we start getting kind of breaking down the steps, so you're running meta ads like Facebook, Instagram, like you also mentioned some Google Pay per click, but if you're getting $5 cost per lead versus 17, same conversion rates, why even waste your money on Google, right? So, so mainly money running med ads, where we're seeing the best ROI, best cost per acquisition. Um, any top tips on what you're seeing? Because it's like, okay, we got to run the ad, gotta then you know, get them to opt in as a lead, then we gotta, you know, obviously set the appointment and is what we take them out of the funnel. Any top tips that you found from running so many ads, not just for you and for your own team, but now for like agents all over, like any top tips that you'd have for anybody that's wanting to set up med ads?

SPEAKER_01 19:37

Yeah, absolutely. I I would say the first thing, and um, you know, this is this is the most important, is you gotta have a good offer in place to actually be advertising online. If you have a bad offer, two things are gonna happen. Your cost per lead is gonna be more expensive, and the quality of your lead is gonna be down. So, like, first, you know, really figure out exactly in your market what is something that you can, you know, showcase to buyers or sellers that's really gonna get them to raise their hand. We like to call them hand raisers, raise their hand and put their information in. So, like what we like to do is leverage the AI side of things when it comes to this, do deep research on the market, what people are searching online, um, you know, what what's what's ideal for them in the market, and then create ad campaigns around that. Um, another one that works great too is you know, new build communities right now, they they have amazing offers. So, you know, you could even lead with the the interest rates, the the closing costs, the the free upgrades that they're giving. Um so you know, you could lead with that as well. And then the next thing is just making sure your your copy, your image, or your video scripts are you know really speaking to your audience. So, you know, like what we like to do is we like to test multiple ads. Um, you know, they run simultaneously for the same objective. So, like, let's say we're doing new build, we're gonna have five different copies, five different images, and then we might even throw like five um different video scripts that you're recording and that we're advertising all at once. So if you run one ad and over like two, three weeks, it's gonna fatigue, your cost per lead is gonna go up. I mean, with AI right now, you you guys probably see it online. There's hundreds of new ad creatives coming out a day. So if you're running just one one image, one copy, like it's it's gonna fatigue even quicker. Like you're gonna see your cost per lead at five dollars right away, and it's gonna shoot up to 20, 30, 40. So just make sure you're always testing, like always new images, always new copy, new angles, uh different pain points that that fits your ideal avatar you're marketing to, and just continue to test and optimize. So, like every week, what our team does is we take a look like what what was the lowest cost per click, um, you know, which videos had the most watch time. Um You know, what was our cost per lead? Um, all those metrics are very important to just keep an eye on if you're running your own campaigns because we we have to make sure that you know we're we're we're keeping them at a low level. And you know, if you have a angle or pain point that's working really well, create three different campaigns that are very similar to that. And so, I mean, this is I know this is very in the weeds, but this is like what what our team does um you know with these campaigns to make sure we're maintaining these like four to six dollar leads. Um, and then the next process is you have to have AI in place as for the SMS. Um, I came across a stat a while ago. If you follow up with a lead, um the difference of following up with a lead like within five minutes, you are 106 times uh more more likely to contact that lead, whether it's text or calling than you are. I think it's you're 21 times more likely to qualify the lead. So we knew if we're gonna generate these leads on the front end, we have to have something on the back end because agents are extremely busy. They're showing homes, they're out with their family, you know, they there's there's a million other things that that they might be working on, kind of like you said, Josh. But you know, so that's why we make sure that there's an AI that's actually texting these leads within 30 seconds when they come into the database. So that's where we ask for like the zip codes, um, you know, all of the different questions that that I that I shared earlier too, to make sure those are going out. Um, and and then after that, it's you know, you have to have a nurture sequence in place too. So, you know, you have your offer, you're testing your ads, you have the AI actually following up with those leads, you're calling the leads as well. And then you want to have uh emails and text messages, you know, to go out for the next 14 days very aggressively. We do open-ended questions, text and emails every day for 14 days straight. After that, we kind of trickle them in two to three a week, just making sure we're staying top of mind for the agents. But but yeah, that's I mean, I would say that's those are the main things. It's like have a good offer, make sure you have really good ad creative that speaks to your avatar. Um, you know, make sure you're always testing and optimizing, have AI working your leads 24-7 for you. Um, have retargeting and nurturing for those leads as well. 14-day nurture sequence, six to 12 month nurture sequences. Um, and then and then that way you can focus on on the appointments and you know, getting more, getting more opportunities there.

SPEAKER_02 24:33

Yeah, man, I love it, dude. So, yeah, I mean you gotta be like, dude, I love meta, right? Um, and one of the reasons why I love meta is the ability to split tests and the data that we get from it. And but it's like, man, you kind of gotta be like almost like a little bit of a scientist. You know, like I'm always like, okay, we got the control and we're always testing this variable, you know, right? Um, you know, and and there's a percentage of us that you know enjoy that stuff and and kind of geek out and weed out on it. But man, if you're not that personality type and willing to do it, then you're probably gonna get yourself in trouble.

SPEAKER_01 25:11

Yeah. Yeah, I would say another thing too, like for for me with with all the stuff I'm doing, there's a few metrics that like I keep an eye on for the agents so they don't have to. And it's like, you know, what's your cost per lead? You know, then figuring out, you know, for every lead you're getting, how many appointments are you booking from those appointments? How many are actually showing up? And then from the show-ups, how much how many are you actually qualifying and showing homes for? Um, and then you know, how many are you actually closing at the end of the day? Like those metrics are so important, and that's why we do all of this stuff in the middle. And then, like for us, we we like to meet with the agents, you know, every other week to kind of go over those metrics and make sure um everything's moving smoothly. But yeah, I definitely nerd out with those metrics and and all the testing in the back end.

SPEAKER_02 25:55

So yeah, so like I've found and and maybe your numbers are different. Um, but for me, like the average Facebook lead, let's just say, I know it's Facebook and Instagram, but I'll just I always call them Facebook leads because you go into Facebook ads manager to build them out. Um, is you know, when I've done the deep dive research on this, which I've had to do just because it, you know, I mean, at the peak, I was spending well just over $50,000 a month in my own business, you know, right, on ads. And if you're not obsessed with this stuff, you get yourself in trouble very quickly with that big of an ad spin. You know, um, but okay, the average lead was in my system for 6.7 months before becoming a customer. So, you know, it's like, yeah, you got the immediates, you know, you got kind of the mid-game, but then you got the long game, and to maximize conversions, you got to be brilliant at all three of those. You know, I think our longest Facebook ad, um, which one of my partners, Nalika, closed it, was in our system for six years. Now, six years, never like responded to an email, never picked up a call, but we had that long-term nurture happening behind the scenes, yeah, right? Where then finally they reach out, hey, thanks for not giving up on me. We're finally ready. You know, um, so then from there, um, if we start chunking this down, I'm curious with the retargeting. So you mentioned retargeting. So I'm assuming that, okay, they they come in, you're having them auto-dumped into the CRM system. That's where the AI starts kicking in, setting up on all the campaigns, all of that stuff, um, which we'll get into. But what is the retargeting ads look like? Or like are these are series of like testimonials, what's going on in the market, you know, what is the what have you found to kind of work best for retargeting campaigns?

SPEAKER_01 27:33

Yeah, so for the for the retargeting side, it's it's one of my favorite ones. And and it kind of, you know, after you get past the phase of like really building your pipeline, you you're gonna start having, you know, thousands of leads in your database. Um, if you're posting on social media, you have people watching your videos, clicking on your clicking on your page, um, doing all of that. And so, like the best example I like to give to to the agents when I talk to them is like if you know we've we've all like shopped online, gone to a store, and then we're about to check out for something, um, and then maybe we just got busy. So we didn't check out, we didn't purchase the item, then we go on Facebook and Instagram, and now all of a sudden that product's popping up, you know, like, or you know, there's a coupon to that store, or we talked about something and it pops up. And so my goal for the agents is to have the same exact thing for them, but what but in a way to actually benefit them, you know, not the coupons and stuff, but like to build that trust with all the leads in their database. So, so as you start collecting data from these, you know, you're generating four to five dollar leads, if you're generating 50 leads a month, you know, you're you're 500 plus leads every single year. Um, so like we have to do something with those outside of the email and texting. So I like to kind of build an omnipresence and you can grab all of the data inside of your inside of your CRM. And we have this automated uh, you know, for the agents, but any any every lead that comes in needs to be added to a custom audience. And then you can create other custom audiences as well. So we can create anyone who's watched 50% of all of your video tours, 50% of everyone who's watched, you know, uh, or watched 50% of your real estate tip videos. Um, anyone who's clicked on your Instagram or anyone who followed you in the past 90 days, like we can grab all of that data and start retargeting ads to the market. And like right now with Facebook and Instagram, you post a you post something on social media, you know, on average you're getting like a one to maybe three percent, unless people really start engaging with it, but like one to three percent of your followers are actually gonna see that post. So this kind of forces the way your way into getting in front of the people who matter most, you know, who are interested in purchasing or selling consistently. And a lot of people think it, you know, like, man, that must cost a lot of money. Like to retarget to your audience, it's like th I I've gotten away with three to five dollars, you know, just to every single day, and it's going out to if it's a video, you're reaching hundreds of people that are in your database or following you on Instagram. And you know, we've I've gotten text messages before where like uh one agent, uh her previous job, she had coworkers that kept seeing her testimonials and they ended up purchasing and selling with her after six months. So, you know, it's just kind of building that trust. Like you mentioned, Joss, the testimonials are very, very important. I feel like with social media right now or any Legion, there's we're kind of in like a trust recession. So, how do we build trust as fast as possible? Um, and I think that's really where the retargeting can can come in and help speed that process up for the agents too.

SPEAKER_00 30:50

Just just to just to avoid that as well, Josh. Um, so we we have agents that come to us with like a bunch of leads from like five, six years ago. Like, and most of those leads are just been sitting there like in their databases, not doing anything, uh super dormant, right? And the agents don't have the time to call those leads or text those leads. So we we ran some campaigns again backed by AI, you know, where you know we just ask a simple question, hey, are you still in a market to buy in the city? Right. Um, and we we get crazy engagement back. Now, most of them say no, stop, whatever it is. But we had one agent that came to us with 3,000 uh contacts or leads from 2019 and up. And uh we were on a campaign, uh, I think Tristan, what, 600 leads or so from 2022 that she had. And uh AI booked like 15 or 16 appointments on her calendar within 48 hours. Um, half of them showed up. Uh, out of those half, five of them she put on a credit repair plan, two of them closed. We're talking about three-year-old leads that she didn't touch, her agents didn't touch, no one touched, and she got some business out of it. You know, so just you know, and there we all know agents that have leads that they didn't have didn't work or didn't have the time to work them. So just re-engaging them back at it again is is definitely something that we can do as well with AI.

SPEAKER_02 32:15

Yeah, I'm glad you brought that up. Man, it's the first thing I do when I jump on a coaching session, you know, is all right, man, how much gold is sitting in your CRM that's just being neglected because you haven't you're not and haven't followed up with them properly.

SPEAKER_00 32:28

Yeah.

SPEAKER_02 32:29

And dude, I mean, I do I sit with some agents where I'm like, dude, like, I mean, no shit, they'll have half a million dollars worth of of deals just sitting in their database based on that lead source with their list size, and they're doing nothing with it. You know, it's just crazy. And yeah, look, I'm not perfect either, like we all get those, you know. Um, but yeah, I mean, there's usually we're sitting on a lot of deals and a lot of gold that you know we just aren't being intentional with. So glad you brought that up, dude. And then um, all right, so look, dude, like I would consider myself pretty damn good with meta leads, conversions, you know, whatever. I've never been able to get the most I've ever been able to hit 2.4% conversions, you know, and that's with full-time ISA, showing assistance, um, I mean, thousand-day-long email text drip campaigns, autoresponders, pounding the phones, calling day one every other day for 14 days, every 21 days for a whole year, broadcast emails, retargeting. So you guys are seeing agents that work this properly doubling that. So there's gotta be, but the the from what I'm hearing, the missing component is I've never had the AI component. You know, there's only so much that we can do as agents, yeah, right? Um, because we all have uh limited time and capacity. So when it comes to the AI itself, like okay, you guys talked about um you know the instant, you know, the instant kind of qualifying questions, and you know, but then what are the other ways that you're like is there you know, certain times you're having it do certain things for a certain time period, you know, right? Uh because it it it's a thing to me that seems to be making the game playing difference.

SPEAKER_01 34:21

Yeah, so so are you saying like kind of outside of of the the SMS stuff, like what in addition with with the uh yeah. Okay, yeah. So so one of the things for that I'm seeing right now, and I I just uh we we had a call last uh yesterday talking about it, is you know, once you start having all of these leads coming in, um it creates a new problem. You have so many leads, you have to create lead magnets, you need to have re-engagement emails, you need to start posting on social media more, um, you have to start you know scripting videos, sending those out to your database and stuff. And so with with with Claude, and and I prefer Claude because you can build out these skills, but you can actually create skills that will act as employees. So I have an SEO auditor to make sure that you know um I'm showing up on Chat GPT and all of those different you know AI platforms now, so it can create blogs for you and make sure you know you're you're you're staying on top of that part. Um, you know, there's a video scripting skill as well. So so like there's a way you can for agents right now um where you if you either already have a team, you could be saving hundreds of thousands of dollars a year. Um, or if you don't have a team, it's the first time ever in you know, ever in real estate marketing where you can spend $20 a month and have a full-blown marketing team with you. So, like one of the other things I'm seeing right now is having those Claude skills in place. So it can actually help you with with paid um paid ads, social media content, um, scripting, uh research. Uh it can help you create, like I my favorite thing is actually having a skill that's doing specific lead magnets that are trained to attract buyers and sellers. So you can just talk to it and um you know it'll give you like PDF documents, stuff like that. Um, and then another way that I'm I really think can help the agents is um you know, you can directly connect your your Gmail to Claude, and then you can actually assign tasks to it. So like every morning, I want you to go through my emails, tell me what's the most important, have pre-responded drafts for me ready, and you can just kind of hit a button if you if you like all the messaging, and it can uh manage that for you too. So, yeah, outside of the AI SMS, I mean it can be it should be your your assistant, it should act as you know, like a almost like an executive assistant, and then um also you know making sure you're leveraging it on the marketing side. I mean, me, I'm probably biased by leveraging it on the marketing because that's that's what I'm focused on all day. But I've I'm seeing agents, I was with an agent this morning, she wanted to create um a live stream where every week she was going to do a first-time home buyer uh QA. On Claude, we built the landing page, we created the automations, we set up the reminders to go out every single week. Um, the copy, the images, everything was done within 45 minutes. Like there, it's that would have been. I know for Alan when I first started um working at his brokerage, he'd tell me to build something like that, and I'm like, okay, I'll get it back to you by the end of the week. You know, you got to figure out the copy, you know, design, drag and drop things everywhere. So so that's another way too that I've just really seen the agents leveraging that um and saving a lot of time on top of that. 100%.

SPEAKER_02 37:56

So then with the AI, the met the SMS AI that you guys have built into this platform that's helping book these appointments, um how else are you and if the answer is I guess where I'm going with this, is it just engaging the lead at the front end or is it continuing to step back in based on behaviors to continue to communicate with that lead nurture?

SPEAKER_01 38:23

Yeah, so no, it it continues. So like we have a lot of leads because usually it takes, I mean, on average, it used to be I think seven touches, but now it's it can be up to 15 to 20 touches for some of the leads to actually re-engage. So we have based off of like if they don't respond, it'll send different type of messaging, or based off the last message it's sent out, um, it'll have a different type of follow-up message um with it as well. And and it follows up consistently. So like it it follows up for months. I I had I talked to one agent where his AI followed up with a lead from 12 months ago, booked it on his calendar, and he was able to close it, kind of like what you said, Josh, earlier with how that lead kind of came back, you know, years later. Um so the AI is now doing that on behalf of the agents, but the best part is once the lead starts responding again, um, you know, the AI is kind of taking it from there too, trying to trying to book them still. But yeah, it remembers everything that it's talking about in the conversations. So I think that's a very important part that that um you know you can definitely leverage with with the lead follow-up because if you're texting, like we text hundreds of leads a day, it's gonna be hard to remember where each of those leads were at, but the AI can basically do that on autopilot, which makes it very easy for for the bookings to increase to.

SPEAKER_02 39:49

Then how does, let's just say, okay, we got all this set up, how does the agent best engage with these leads to kind of take though, you know, to get those 5% conversions, you know, and I'm assuming that's the phone call piece.

SPEAKER_00 40:09

Yeah, I I tell to my agents all the time, like, you know, like at the end of the day, you still gotta be be able to build that rapport, right? So, like, even I do it, right? Let's say I it goes through the text messaging and I'm seeing all these messages going back and forth. You know what? I just pick up the phone, I call and I say, Hey, you know what? You know, I was just I thought it was just easy for us just to have a quick chat. That's it. You know, pick up the phone, have that conversation, right? And because they're already being engaging with you, right? I mean, the conversation is gonna be indefinitely more free-flowing, then you're calling out of the blue. You know, so so that's what I suggest. I mean, again, like the ones where we're seeing, like, for example, we got we got uh Jesus, we got Raymond, they're all at 5% conversions. I mean, not only they're letting AI do the its job, but they're also the ones that are dedicating at least an hour and a half to two hours a day, blinders on, they're making calls. They're following up with all of these leads. Yeah.

SPEAKER_02 41:06

Yep. Yeah, I love that, man. So then, okay, so there's kind of two methodologies that are not methodologies, but two things that you you're coaching your agents on to maximize, is okay, make sure you're doing dedicated, you know, check-ins at specific times. So, like let's just say they're you know six to twelve months out from wanting to buy, maybe that's me tasking myself in the system to call and check in with them every 30 days. And you know, but then on a secondary part of this is when you get the AI to get them to raise their hand and engage, then if you're available, grab that phone and use that as a because like you know they're kind of uh say hot to trot. Yeah, you know, at that point in time.

SPEAKER_00 41:48

Yeah, absolutely. And then like another challenge before Josh was like, man, well, so what do I say? Right? Like skills training was was it still is, by the way. Like, you know, we as agents, we have to be constantly developing and evolving, especially when it comes to our skill set, right? So what we have found out is, man, like we have agents that are coming to us asking these questions, like, how do I handle this objection? Or how do I ask, you know, this specific question? Like it was just going back and forth with the agents. So what we decided to do uh about three months ago, we have built an AI trainer, uh, a coach where the agents can call in and start utilizing their scripts, you know, learning the objection handling, and it will actually grade them and mark them as they as they use it more and more, like and get it really approved. So we have agents right now that are using that to get better at at scripts, uh, objection handlers, going back and forth, different types of lead sources for sell-by owners, expireds, buyer leads, and et cetera. So it's been really working well for us having that on-demand role play coach or a partner, if you will, to continue developing your skills.

SPEAKER_02 42:58

Yeah, it's badass. Because then you don't have to go through the headache of, let me find a role play partner, hope they show up, hopefully they are skilled enough where they can actually give decent objections, you know, um, or go through the uncomfortability of having a role play with a light person where if you know you're just talking to AI, yeah, you know, it takes out that, you know, uncomfortableness, you know, awkwardness, you know, plus now I can do it 24-7, fucking driving down the road or whatever. Yeah, you know, right? Always working on those skills.

SPEAKER_00 43:32

Yeah, without that. And then also for like broker owners and team owners that we work with, you know, we we generate those leads for them. Uh the the the challenge before was like, man, Alan, I'm I'm I'm giving all these leads to the agents, but like, you know, I just don't know if these agents are working these leads. I don't know how many of them are having conversations, how many of them scheduling appointments. I also have to be kind of like pulling teeth and get them fill out the spreadsheet and all of that stuff. So the same thing, you know, we we we we build. A dashboard in Go High level that allows all of our clients in real time see exactly what's going on with their leads. Like how many leads are we getting, how much we're paying per lead, who's working that lead, how many appointments were set today, how many of them were met, like all of it is done there, right? Versus before it's like, man, you got to fill out the spreadsheet. Like I remember constantly asking my agents, filling out freaking spreadsheets, and half of them would not do it in a timely manner, right? So now it's all done automatically, and you have access to it in real time using the AI.

SPEAKER_02 44:32

Yep, it's brilliant, dude. Yeah, because I mean as a team leader, brokerage owner that's operating like a team, it's always the biggest frustration, dude, is you know, keep holding your agents accountable, getting those daily scorecards, you know, right? And getting it, yeah, it's that's awesome, man. So then I'm curious with so I'm an agent or you know, somebody recruiting, right? Because it's this is built, it's the same thing. We're always recruiting, recruiting buyers, sellers, or agents, you know, right? So it's all the same process. But let's just use an agent as an example. When you go into the contact record, you know, with the the platform that you guys have built this on, um, are you able to like just quickly, clearly, easily see like all the AI chats, every communication that's taking place, so you know, hey, before I call this lead, I can make sure. Because that's always been one of my issues with even ISAs, is like I have to get them to update the contact record every time. So then when I call that lead, like we're always on the same page. Well, if they don't, you know, they get busy, they forget, or they just half ass it, you know. So you're able to see full chat logs, full everything. So you're always able to QC, know what's going on, uh, when you're reaching out, be that much more prepared for that call.

SPEAKER_00 45:46

Yeah, everything's right there. I mean, all the chats like in one section. Um, all the calls are in one section, all the call recordings are in one section, all the emails are in all one section, right? And you can filter it out, you know, you can you can just focus on the chats, and that's pretty much it. You know, but like with every CRM, Josh, you know this, man, is like you're gonna get better at it by using it more. Like if you're just gonna use it here and there, willy-nilly, haphazardly, you're just not gonna get better at it, and you're not really gonna get the most out of it, right? So just like with every CRM, whether it's go high level, whether it's lofty, ultra, whatever it is, man, you gotta, you gotta, you gotta work in it to get better at it. That's it.

SPEAKER_02 46:27

So, how does it, this might sound like a silly question, but there might be some listening to this or watching this that don't know how would do this. How does it set the appointment on the agent's calendar for the agent, no availability, you know, um, like what does that process look like?

SPEAKER_01 46:47

Yeah, so for for the calendar, you have to directly integrate it. So, so our our our CRM, so you can connect it to either like your Outlook email, your Calendly, um, or your Google Calendar. So um, every agent who's utilizing the platform, we just make sure that they've they've connected it. Um, and because it'll check for two things for them. It'll check for their like uh any conflicting appointments, so it'll make sure it doesn't overbook. Um and then it'll also make sure it directly when AI books those appointments, it's directly showing up on the calendar as well with that. So yeah, I mean we just make sure that we we have that part connected. Um so that way um we've had, you know, if if if you set up AI and you don't have your calendar connected, you're gonna have back-to-back appointments possibly over your showings, over all of that. So yeah, we just make sure that before we even launch that, um, your calendar is fully integrated because it reads all of the it reads your whole schedule, um, it checks for all of that information before scheduling any appointments.

SPEAKER_02 47:52

Is there anything that anybody watching or listening to this you think is important for them to understand and know, you know, if they want to go about this, let's just say they want to do this on their own, um, that I haven't asked you guys.

SPEAKER_01 48:11

Man, I I I would say, you know, like kind of kind of going back to the original part, make sure you you you're 100% confident in what you're what you're marketing to your audience. Uh make sure you have your AI asking the right questions. Um, you know, not not ruining the the conversions uh when booking those appointments. Uh Josh, you had a good point too, make sure your calendar is like connected so the AI is actively um booking appointments consistently. Um and then really, really have those automations dialed in on the back end and have that AI follow up with you. I mean those that that's really the most important stuff, I feel like, when it comes to it is making sure you're getting low-cost leads and then you're you're getting as high of conversions as possible.

SPEAKER_00 48:57

So if I can just add to that, Josh, is like, man, like our number one asset is like our time and energy. And you know, we're not good at everything, right? So like figure out what your strengths are, um, and I think let other people handle the rest. Um, you know, one of the I think one of the blessings that we all have is the ability to compress time by leveraging others, um, you know, uh people, systems, AI, right? So just just really understanding like, you know, what are your core strengths or competencies are, focus on those, and I think then work with other individuals that can help you to like streamline everything else that you need to take you to the next level.

SPEAKER_02 49:37

Yeah, and that was gonna be kind of my next lead-in was okay, if there's anybody watching or listen that's like me, that there's no way I'm gonna spend six hours a day like learning all this stuff and doing all this stuff, and and and because I also know it's not six hours a day that I just gotta implement into this. I also have to invest all the time to get the knowledge that Tristan has in his brain that I don't have, you know, right? So there's a lot of hours, thousands of hours, I'm guessing, that went into this before these six hours, right? Um, so then, you know, for those that are like, hey, man, I just I just want this set up in my business because you guys have it fully set up, man. Like you provide the CRM, you provide all the funnels, you provide all the AIs, you run all the ads, like everything we talked about today. Like it's a full done for you. Yes, like you talked about, Alan, yeah, they still got a call and they still got it, doesn't mean it's not, it's a thousand percent hands off, but the overall setup, all of this, you know, where I mean, to me, that's what makes the most sense. Because I know me making money, I make money by closing appointments, putting deals together, negotiating contracts. You know, I don't personally make money in my real estate business by doing this, you know, it's like conducting appointments, putting deals together, you know. Um, and I know you guys have a couple options, right? So you got like a paid option, or you have like a partnered option. What does that maybe look like? What are the ways that people can get in touch with you? They want to further that conversation.

SPEAKER_00 51:09

Yeah, um, so so we all about options. We'd love to give options uh, you know, to the agents, to the team owners, to the brokerage owners. Uh, you know, one option is is we do it for you. Um, and um it's again, again, it's done for you, uh, you know, Legion Engine, including all the funnels and automations and AI on a back end. Uh, we assign you to a client success manager that will work with you and have conversations with you on a bi-weekly basis. You'll get the reports weekly. Um, that's one option, and that's a paid service. It's $1,500 a month. Um, the other option is partnering with us, um, partnering with you, Josh, with me, with Tristan, um at EXP. Um, and um, you know, if that's the case, then you know our services are are complementary, no cost to you. So $1,500 a month, if you multiply it by 12 months, Josh, I think it's about what, $17,000 a year. Um, you get to save, and then on top of that, get all the tools and resources and mentorship and coaching from from all of us. Yep.

SPEAKER_02 52:13

Yep. Love it, love it. And anybody that's watching or listening, we have a link below um show notes description where you can get in touch with Alan, get in touch with Tristan, have that conversation, see what these options look like, and and make that best decision for yourself. Um, yeah, and even like to me, I think it is a no-brainer for everybody. I think everybody should partner with us, right? And and you know, of course, we you know believe in the company that we're with and what we do and we'd love to partner with everybody. But you know, there might be a scenario situation where somebody can't. So I love the fact that you do also offer a paid done-for-you service. But even at the $1,500 a month, I know we've had this conversation off-air, but I'm like, dude, that is a steal. You guys should be charging like five G's a month for this. You know, like, dude, I paid just ad agencies over five grand a month just to run my ad copy. They didn't provide a CRM, they didn't provide pre-built-out funnels, they didn't, you know, provide, you know, trained AI, you know. Um, so I mean, it's it's a freaking steal, dude, right? Um, and I think everybody watching listen that's been a long time, you know, listener of this podcast. I don't typically sell on this podcast or bring on others a sales pitch. You know, the reason why I brought these guys on is because I'm freaking blown away. And and it's not just from a conversation with them. I've met with their agents, I've seen the results, I've seen them live time. Like this shit's powerful.

SPEAKER_00 53:33

Yeah, man. We appreciate it. You appreciate the platform that you're you're giving us uh to share this uh this message. Um, same thing with with uh existing exp agents and uh you know team owners as well. So like, you know, um you know, become a co-sponsor, right? We we can become a co-sponsor for for your agents. That's another thing that we we're gonna start offering, right, Josh? So like if you have an agent that is in need of leads and they want to close more transactions, you know, just you know, work with us as a co-sponsor, you know, we'll we'll take care of them as well at no cost to you guys.

SPEAKER_02 54:07

Yep, 100%. Well, appreciate you guys taking time out of your busy day to be here, man. This has been extremely informative informative. Those watching and listening, as always, truly appreciate you guys, all your support. Keep kicking ass, and we will see you next time.

SPEAKER_00 54:20

Peace. Thanks, brother.

SPEAKER_02 54:22

Thank you.