SOI Training

How easy is it for you guys to take a course somewhere online or something and just never do anything with it? Let me know if you guys have done that where you've just taken a course, or you've learned something. If you're going through a video and you haven't done anything with it.

You've just learned and learned and not done anything with it. Yeah, there's a ton of that guys, there are so many people trying to sell you stuff right now because they know that you will just sit there and learn and learn. I did a video about this a week ago or so, but coaching is that right now, guys, coaching companies want to take your money.

Teach you the same thing over and over again to create the same result. Whereas if you just went and did the thing. You would need the coach, right? So there's this drifting versus drifter. We want to be driven all the time going toward our calling. Every day we come in, we are putting the work in, putting the calls in, putting the text in, and we're going to go through how to do that today.

But there's this huge difference in this shift that you've got to make to know that everybody's going to try to resist. You're going to see so much resistance right now, and your brain is going to tell you not to do a damn thing, right? It's so much easier to just go. Oh, I don't need to make my calls today.

I'm going to get by, I'm going to be okay, but this idea is really important that you don't want to drift. Through your career, you want to be driven and consistently doing the things that you're supposed to be doing every single day. Okay. So, what we're going to go over today. Is sphere of influence engagement.

Now, most of you guys get leads, right? Let me know If you guys get leads right now, if you're getting leads from, I don't know, Google, Facebook. Facebook, anything you buy Those leads guys. Have you ever thought of sphere of influence as leads? Because they are they're just their leads.

There are leads that are the ability to give you multiple deals. So, think of sphere of influence as accounts as opposed to leads. They're the most important people that you will help period all the time. Okay. So, sphere of influence is really important. Now, there's an idea of sphere of influence. That it's in a value ladder.

Okay, so you start with your sphere of influence at the very bottom. They don't know who you are. They have no idea. They don't know what you're capable of. They have they, they don't know what you're about and as you get to know them, that value ladder increases. And they get to know you a little bit more and you give them more value and more value.

And by the time you get to the top of that value ladder, they're like referring all their friends and family to you. Everybody. And that's the goal. That's where you want to get those people. You want to help them and give to the level where they know you so well that they will give you all their business.

Okay. And that's the value ladder concept. Now, there's 4 stages Of and those 4 stages are A, B, C and D. Okay, so a are the people that are currently referring you right now. We've all got those. And I want you guys to let me know- Referrals are people that let's say this year have referred you a client.

This year, these people have referred you a client. How many A's you guys have. How many there's 17 of you on here. I think so. Let me know How many A's you guys have right now. These are sent a sphere of influence that have referred you 1 person this year.

Now, A's are people that are referring you currently. These are really important that you take care of. You want to take care of these guys as much as possible. These are the people that are paying your bills.  So, you want to love on these guys give it at any level that you possibly can, because they will refer over and over to you.

Okay. Now B's. These sphere of influence. These are people that know who you are, but they're not currently referring. I call them engaged leads. Okay. So, when engaged lead knows who you are, there's been communication there. You guys have gone back and forth. Maybe they know you. They're just not referring you, but those are bees.

Let me know - How many B's you guys have? These are people that know you but didn't refer you this year. How many of these now? These could be on social media. They could be on your phone. They could be on email. They could be anywhere. But how many? How many of these do you guys have right now?

The goal with the B's guys is to turn them into a's by giving them value to the point where they want to refer you. That's really important. That's the 1st step we have to understand is the bees need to become a somehow.

That is through communication with them on the phone or zoom or something like that to figure out how you can add value to them as a realtor. So that's really important. Now, C's. Are people that don't know you at all that have the ability to refer people to you. Okay. That could be business owners.

That could be people like us. That could be financial planners, CPAs, people that you have no idea, pest inspectors gosh, there's so many. Okay. Now, these. Are people that live inside of your databases, people you buy databases from etcetera. They don't know who you are at all. You want to move them from C to B.

okay. And then these are people you just don't want to deal with. Maybe you had a bad experience with them. They weren't good at what they did, and you don't ever want to deal with them. Those are what we call a no-fly list. Those are on your DS, and they're important to understand, too, because you don't want to message those.

You don't want to reach out to those. You don't want to provide value for them because you don't want to work with them. When we get to that. We start to look at how do we track all of this stuff. Okay. So, the best way to do this is exactly how you're tracking or most of you are tracking your leads.

You want to do this inside of a CRM, okay? So let me know what CRM you guys are using right now.

I know this is a lot and it's interactive, but it's going to help you guys a lot. I promise, I swear. KV Core, okay? KV Core is a good system, Wise agent, Top producer. I need to start using

KV core, I believe has a lot of campaign set up, doesn't it? Where it's auto blasting the people. Let's say they come on from, say, a Google lead or something. And you set them up a search in KB core, and it auto blast them over time. Correct. Correct. Okay, so here's my opinion on this, and I'm going to do a video about this week, too.

I think this was awesome when we had gigantic amounts of leads and you probably still do, but as we slow down, does it make more sense to communicate with those people directly? As opposed to the computer pushing them off and making them ghost you. What we're seeing a lot of right now, and not to say that these systems don't work.

They do. Okay. They were built well, but they're still computers. And I think that people have 6th sense now. I know I do. I don't know about you guys, but like, when I get a. weird text or something from somebody that doesn't look right. I have these 6 senses that's not them. Do you guys feel the same way?

Let me know If you feel the same way, if you get a text. From somebody that's just odd and doesn't seem right or you don't know who they are. So, think about this. Our clients feel the same way, right? And we're being sold these gigantic platforms. That are supposed to help us where we put all our leads in.

But what if they're killing a lot of our leads? What if they're ki, what if they start ghosting you? I don't know about you guys, but I'm paying what? 50, $55 a lead for one source. And I think Google we're spending a thousand dollars a month on, no, actually $2,000 a month on and Facebook. We got $500 a month going up for retargeting and stuff like that.

Now think about that. If I'm spending all that money and I'm just letting a computer determine what happens with that client. Is that a good idea? Now, as we start to slow down, or does it make more sense to do short videos of yourself or short text or legitimate lead magnets? What we'll get into in the future ourselves, right?

I hate to jump off the sphere of influence, but this is important. What do you think, Jennifer? Do you think that we've reached a time where we need to communicate more directly with these people as opposed to letting the computers do it? I agree. Yeah, and guys, I'm the most techie person on the freaking planet.

Okay. But I also realize. And I've been working leads for 21 years. Day in day out over and over again. And I realized that there's a shift right now where people are just being bombarded by leads. And you guys know, did you guys know that right now, if credit is pulled for any reason, and it's not a softball that the client is going to get 20 or 30 calls.

Like from other lenders called trigger leads. You guys know that let me know If you know that if yes, or no, if credit is pulled. so, the lenders, not the lenders, but I'm sorry, the credit bureaus changing, and Equifax and experience sell that information out when credit is pulled.

Now, we've always done things that are really. Smart, like changing phone numbers and emails. But guess what? Now you and I could go to white pages right now, put in my name and every 1 of my phone numbers is going to pop up whether I like it or not. All of these ambulance chasing lenders have figured that out and they just buy this.

This data when people pull credit and all they do is bombard the client. So things have changed dramatically when it comes to Legion and that personal connection is way more important. It's the same thing in our sphere of influence. Also, we're being told to drop our sphere of influence into these machines and let them do the work for us.

When what really gets us the business guys is that top level relationship, right? When you bring that person up to an A level on that value ladder, they want to talk to you. They want to engage with you. And we're just letting computers do that. So, what I suggest you guys do is start following that personal connection for your sphere of influence inside of your CRM.

What are their kids' names? What are their when was the last time, they closed a transaction? What's they're what's that create an anniversary for them? What's the anniversaries? How are their spouses doing track all this stuff inside of your CRM as much as possible? And if they have a business.

How can you help them grow their business? How many of our clients also have a side business or they work for themselves that are self-employed right now and you could help them grow that business by just understanding what that business is. When we're tracking these, it's not just name, email and phone and drop them into KB core.

It's you want to know as much as you can about that person inside of that CRM so you can help them and give at a crazy level. Okay. Now, before I move forward, who's doing this now for spinner of influence? Let me know if you're doing exactly what we're talking about. You're asking about their lives all the time to build that list.

As much as possible, let me know if you're doing that, or if you feel like. You're just dropping them into a computer and letting the computer do the work.

 Yes, and update my notes and set reminders. mainly names and addresses. So, all you have to do is realize that we were taught wrong here. Okay? Not your fault. Not my fault. But most of our companies, do they care really?

If we build relationships with our clients over time? Not really, they just want the data in there in case you leave. And it's the same for us. You're not building your company's name. You're building your own personal name, and you do this through relationships. Derek, all you've got to do is start focusing on this relationship and putting that information into your CRM, because what should happen is if you reach out every 3 months to your client, you should open up that CRM and go, Oh, hey, how's Jason?

He is doing. He just got out. He just got out college. He's doing great. Okay? That's the trigger that gives you that information. Okay? Now, if they've got a business, pest inspector, financial planner, whatever, what do you wanna know? You wanna know what social platforms are on. Are they on, are they doing video?

Do they are they using retargeting? Are they using Facebook ads? What can you do to help them grow that business? Because the more you help them grow that business, the more they're apt to refer you in any kind of capacity. So this is good. I use forward questions to learn. Absolutely. Family, occupation, recreation and dreams.

And I'll tell you right now, guys, with as much adversity that we're facing right now. I feel like it's a really good time to go back to those basics, which is really just personal development crap, right? Tony Robbins, Napoleon Hill, all these people that started all this stuff. That gets us right between our head.

That's what we need to be focusing on right now. Not like your coach telling you need to do this marketing thing and this marketing thing. We know that. We need to be building relationships right now, because when these rates come back down, it's going to be a freaking flood of clients and you want to be ready for it.

And more importantly, you want them to know you. Okay. All right. So, let's go through each stage and what you should do for each stage. Everybody understands the ABCD the information.. You understand where I'm coming out with ABCD. Everybody knows that.

If there's a lead, that's a C. That's just a lead. That's just somebody you have the ability to contact. That's what a lead is. You have the ability to contact that person as a lead. If they're engaged, they've reached out to you in some fashion to get to know you or what you do.

That's where the, we go from C to B. Okay, so let's start with A. What do we do with a people are those people that are really important to us. So, I was on this Tom Ferry thing the other day. And not to say anything bad about Tom Ferry, I think he's amazing, but they were saying for you guys to create these.

Videos that are you record 1 time and then you put a different person's name in the front of it. If I was recording 1 for Derek. It would be like, hey, just touching base with Derek. Hey, just touching base with you 1 to see how things were going. I know your appreciation on your house has gone up 50, 000 dollars.

If you need anything, let me know. you would go into that video, and you would change the first name of Derek to like, Jennifer, right? So it'd be like, Jennifer! Hey! I'd be like, and guys, here's the problem with that. One, it's lazy. You got, like, how many numbers do you guys say did you have, right?

Nobody had over, say, 10 people That are referring them consistently. Do those 10 people deserve your undivided attention or not? Yeah, right? We're taught to drop everybody in these systems and treat them all the same, but they're completely different. The A's you want to send 1 on 1 personal videos to.

At the, when you think you should, right? Depending on who they are for me, that's every say two weeks or month or so like that personal video. How can I help you? Here's what's going on. Here's something of value Every single time you possibly can because those people are in your mind all the time You want to help them and grow them as much as you possibly can.

So that's the first thing personal videos that go out to them Second thing is if you create any kind of a class Online in person 1st time homebuyer and I see some of you guys on here doing those on social, which I think is awesome. I see you guys doing 1st time homebuyer classes, wealth building classes and stuff like that.

That's how you build large amounts of business. If you guys are doing any kind of class, invite your top people to them. Invite your top people to them personally. Hey, Derek, we've got this amazing wealth building class that I'd really like you to come to on November 25th. Invite anybody that you know that this might help and get those guys to be your champions to bring people in.

It's really important that you do that because they are on a different level than everybody else. Okay? So you can invite them to your class. If you're creating any courses online, I know that's a lot, but if you're creating any courses online, invite them to the courses that you're creating. If you're doing long form video, send those long form videos to those people.

You want them to be inundated by what you do to give at a crazy level. Okay. So that's the A's. You can also do this through email, but I think text is way better now, and you want those texts to be personalized. Okay, so that's the A's. Before I move to the B's, does everybody understand how to treat the A's?

They are your special people. You need to be inviting them to all your events. If somebody does something, you want to bring them along as much as possible. You want to build those A's. As high as you possibly can. Okay. Now, bees, everybody remembers who the bees are. The bees are the people that know us and have engaged.

They've said, hey, Derek, man, I really love the stuff you post. Or I might buy a house in the future and reach out to you or something like that. These are people that know who you are. Okay. They know who you are. What are we doing with those people? Okay. We're setting them up with any systems that we possibly can to give.

Home IQ, HomeBot, list reports what's that new one that popped out the other day? Listing to lead. You guys heard of that one? Brand new. Listing to lead, right?

Anything that pops out that you can give to your bees to help them, you want to give to your bees to keep them in your world. Okay? Retargeting.

Really important. Any kind of retargeting you can do for these things. A newsletter. Old fashioned newsletters work in the mail really well now because people love to get mail, right? Emails. Newsletter emails. Anything that you can send out to these bees to turn them into a's and what are you looking to do?

You're looking to get on the phone with them. Okay? The more you get on the phone with them, the more you're apt to turn them into a's because you figure out some kind of commonality that you can deal with. Okay? The discovery call process is what you're looking to do with the bees. How do we turn those into discovery calls?

This could also be inviting them to a podcast. This could be sending them any of the content that you get. The difference is between the A's and the B's is the B's you can mass more than the A's. The A's are personal. The B's you can mass. You can say, okay, I've got this video that I just did this week.

I'm going to text it to all my bees. Today, right? You could do that. You do that with your bees because your bees you want to turn into your ace. Okay. Any question on the bees before we move forward. I'm right at 30 minutes, so I've got to keep my my time frame here. Let me know if you have any questions on the B's.

 C's are people that don't know you at all. I'm going to ask you guys a question in the chat. Would you mass text a C? Yes or no.

Do you want people mass texting you that don't know you? No. Every one of you that got that text for me today, I think knew at least who I was right. I did not. I did not cold text any of you. We're friends on Facebook. We're friends on Some other place. We've done a deal together.

You're coming in here from. That's right. you block them if you don't know them. You're coming in here from some of my loan officers across the country. There's I would not do that because it doesn't make sense. And it's not the right thing to do. So, your C's are for 2 things that are really important.

1st, you are friending your C's on social media all day long. Okay, Facebook, this guy owns this guy owns a pool cleaning company or he's a pool cleaner. Do I want to friend him on Facebook? Absolutely. Does he have the ability to give me a deal? Absolutely. If this guy's a financial planner, do I want to friend him on Facebook?

Absolutely. So you friend these guys on social to build that list of engaged leads, because as soon as we friend them on social, what are we going to do? We're going to engage them and ask them questions on social, right? So we're going to engage them and ask them questions on social, and what happens once they answer our question on social?

They're engaged and they're a B. They're no longer a C, okay? So for the C's, you can also mass email them. You guys decide on this. I'm not crazy about email. Personally, you guys don't see a lot of email from me. I think it's intrusive and annoying. That's just me, but if you wanted to mass email, these guys, you could just respect their privacy.

Understand that these are people that you don't know, but guys, this is where the power comes in because how many places out there need help right now. With their business, they don't have any idea about newsletters or social media, or they don't understand video.

They don't understand the power of video. They don't understand retargeting any of that stuff. The stuff that we've been teaching all year long. Most or a lot of your business owners don't know. And if you give to that link and help them in any capacity, they're going to go, man, Jennifer, how do I refer people to you?

What do I do to refer people to you? How do I help you grow your business? Since you're helping me grow your business, right? And that's really important. So those are the C's we've got social media engagement. And you also guys, those C's you can invite to your classes as well. And it's not I want you to come.

It's I'm doing this cool thing. Would you like to be a part of it? It's a question, right? It's not hey, you go to do this. It's awesome. No, it's I'm doing this cool thing. Would you like to be a part of it? If you're doing a wealth building workshop. Those wealth building workshops kill it, guys because people, lots of people are looking to buy multiple properties and retire wealthy.

We don't know that because we never asked them, and I would suggest you start asking the clients. Are you interested in buying multiple properties over time? So you can retire wealthy and if you start asking those questions, you'll be amazed at how many are like. Yeah, that is something that I actually want to know how to do.

And then boom, you've got multiple transactions for the future, right? So the wealth building workshops set that up for you. So that's the C's. You're just doing anything you possibly can to turn the C into the B, okay? Before I move forward, does everybody understand the C's? Yes or no. And let me know.

Is this helpful? Is there anything? Is these does this feel like this is helping you guys? Because guys, this is not sexy, but this is the work you've got to put in every single day to get business right now. Jennifer will tell you that. Good. Okay. So let's move on to the D's. How many of you let me know this will be fun.

How many of you have worked with people you never ever want to work with again?

What if you're not putting on classes or doing video? If you're not putting on classes or doing video. I would suggest you learn how reach out to me and I'll help you with that. Okay. I think you're in Tennessee. Aren't you Derek? Yeah, just reach out to me later and I'll help you with that. Derek.

Okay. So we all have people that we don't want to do business with. Okay, and I think in some parts of our minds, we're like, they might give me a deal. They might give me a deal guys. We don't want the deal. You don't want the deal. So you want to take them out of your CRM completely. Unfriend them.

Why? Because you are focused on communication with birthdays. Anytime we're going to go over the warm outreach, but you need to be doing 100 cold to warm outreaches every single day in this type of environment. And you don't want them clouding the situation where you accidentally email them or text them or something like that.

I'm telling you, maybe it's the Aries in me or whatever, but once somebody's done, they're done. I take them out of my database and I never mess with them again for my life. That's just me, if you've. If somebody does something completely wrong to you, take them out of your database, but also make a no fly list.

Okay, make a no fly list of these people. So you're not marketing them in any form or fashion. And as you grow, and you start to bring in virtual assistants, like our pit or Lori, my, and my assistant and my assistants and all these people, they know what the no fly list is also. And you can grow as large as you want so that no fly list is really important.

Okay. Now, how many I know we've done some stuff on video already, but how many of you guys are creating daily content right now? Let me know if you're creating daily content right now, every day, or at least once a week. Let me know. So I know creating daily.

KCM is fine. So why do we create daily content in the morning? How many times do you guys come in the office, especially right now with how things are just, challenging, right? Clients are challenging. I got a client the other day just freaking quit his job. What was he thinking? He didn't even tell anybody.

He just quit his job and figured out he'd just take another job. And we were closing like this week. Think about that. Like a lot of clients just don't care. They don't think they don't care. That's just how it is, right? So if you walk in the morning and you get that kind of news, how does it affect the rest of your day?

So how many of you let me know if you get something like that, a client quit their job, they went and buy a car, they did something stupid. How does that affect the rest of your day? Let me know.

It throws it off. Yep. Yep. It ruins it. So are you more APTT to make these warm outreaches that you're supposed to do on a daily basis? If you're, if your day is just ruined, are you more apt to go, man, screw it. I'm just going to go learn something or I'm going to be, I'm going, I'm just going to drift, right?

We talked about the drift and the driven. The drift is easy guys, it's simple, especially now with social media and just all the things that we can do right now. It's easy to drift. The reason I do content in the morning is not only to put out good content all the time, but it's to get my head right for the day.

And here's why if I'm going to do a good video, I have to be in what's called my center. In order to do that video, and you guys are going to be the same way if you're going to create a good video that really gets a lot of likes, comments and helps people. You got to be in what's called your center.

Okay. Your center is who you are all the time. And it's sometimes difficult to do that. If you've had a lot of negative stuff thrown at you. In the morning your attitude is everything on video. Your emotions is everything on video. So, when you do video, if you do it well, and we can do a whole class on this and how to do it.

But you've got to be in your center, and you've got to be emotionally where you're supposed to be happy. Go lucky smiling. Everything, depending on who you are, and that's what it takes to do a good video. That's the same thing that gives you a good day. So, if I come in the morning and I take my son to school, and then I go for a quick walk and maybe work out really fast, and then I start my content, I'm not looking at my phone to take all that pain yet.

I'm letting my team do that and then creating that content, which puts me in a great place and makes me happy, and then I'm more out to do those a hundred reach outs. Okay, so that content creation is more important than you might ever think. Because it takes you and puts you in a different headspace.

Then anything else okay and we talk about overcoming resistance. Have you guys ever heard that if you make your bed in the morning, it's this, it's the smartest thing to do for the day, right? You make your bed in the morning, and then you're starting your day driven, not drifting, right? Content's the same thing.

Guys, it's fun. It's just fun. I'll script out stuff. If I don't shoot it, I'll script it out. I'll take an hour. It's enjoyable. It's fine. I know I'm going to help somebody and then boom, I'll move into my warm outreaches really fast. So content to me. You want to do that content every single day because of this reason.

Okay. So how many of you guys. this week are going to do a piece of content. Now, listen, it doesn't matter if it's like perfect or not. Get that out of your mind. It's not going to be perfect. And I'll tell you something else. If you do the content on your cell phone or something and you don't like it, redo it.

Just redo it. Just literally redo it. Just say, oh, man, I just didn't smile as much in this part. I don't seem like myself. I'm just gonna redo it. But you know what? You did it. And it's sitting on your phone. Many of us We have that resistance to even doing it. The hardest thing is just sitting down and doing the content.

When you actually do the content, you're like, oh, that was easy, right? Now I can redo it and make it easier. It's like working out the same thing, right? Is daily too much? I heard to always post about real estate. I've heard not to always post. Yeah, we're not talking about doing everything real estate oriented.

This could also be your and. I don't know if you were in the training that we went through, but we all have an and so we have real estate and Derek, I'm going to pick on you. But what do you enjoy besides real estate? What is your and what else do you enjoy? Could be family can be traveling could be wine.

What else do you enjoy?

Okay, cool. Family fishing. I assume you probably know a hell of a lot about fishing. Don't you?

Okay, so family fishing. That's your answer. You're doing videos on your and real estate at the same time. You want people to know who you are and give it any level that you possibly can. Okay. All right, so let's move forward here.

The whole idea here and we were taught this so many times, right? I think somebody even said it earlier. I need to post and then ask for something. Oh, I need to post. I need to post something cool two times and I need to ask for something. Hey, who else? I've seen these all the time.

Dear God. I see these all the time. Who out there needs to buy or sell a house? Guys, does that not seem desperate as hell? It's desperate. Who out there needs to buy or sell a house? No shit. I know you; I know what you do. Don't be desperate. So, here's the answer. The answer is GIVE until they ask.

Because what happens is the more you help somebody grow, the more you help them grow, either in their personal life or their business life at some point. They're going to go, damn, who is Jennifer Price? Man, she sent me all this stuff. It's helped my business grow. I need to help her in some capacity, right?

And if they don't, and if they just continue to take, and take, what do you do? They become a D, right? They become a D because there's thousands of other people out there that you can help that will partner with you. The idea is you're just continually always waking up and giving and when you do that content, we start that morning like that.

And you're like, okay, I'm going to build this script. I'm going to do this video. I'm doing it for me. I'm doing it to give to somebody else. The chance, like I said, the chance of you now going, oh, my God, how many how can I give to other people? Oh, I've got 50 people that I could reach out to today that are past clients that I haven't touched base with in 6 months.

Boom. There you go. It's GIVE until they ask. That's so important. And it's so different than what we are taught. Like we're taught to just put a piece of couple piece of content out there and boom, we ask for something. You don't have to do that. People know who you are. Okay, so next is the idea of value.

Oops. Oh, discovery call. Yeah, so discovery call process. So, once you've got these. Bees. You want to be on the phone with those bees. Now, this could be clients. This could be listings. This could be anything. Let me know when you guys get a buyer or a new listing or something like that. Are you doing a discovery call, or do you feel like you're just jumping on the phone and saying something like this?

Hey, Cheryl. This is Keith. Jennifer referred me. She's awesome. And I just I was wondering I know you're looking to buy a house. What do you do for a living? What do you do for a living? Cheryl? Do you guys ever feel like that where you're not? Like real you've gone through this. So guys, I can tell you I've done that.

Not like that. But that suck. But I've done that over probably 300,000 times in 21 years.  I just have so it's easy to get caught up and doing that over and over again like that. But how many of you feel like. You get to that point sometime where that's how you sound on the phone.

You guys can get over that by doing what I call a discovery call. Here's what a discovery call is. I want you at some point. Today's a good day to do it. Sit down and write down a list of questions that go deeper than the basic questions, right? That go deeper than the, just the, hey, how many bedrooms are you looking for?

How many bathrooms go deep? Ask them questions about what I said earlier. Do you guys have any? So here's 1 question I ask. That is different. I say, guys, do you ever have you ever had any inclinations to start. A business of your own, and you guys will be blown away at how many people say this.

They said, oh, my God. Yes, I had 1, 2 weeks ago. That was like. I've been wanting to rent out boats for forever. I just don't know how to do it. And I'm going to my job every day. But yeah, man, now that you say it, that is something I would love to do. Guess what? I do guys. I write that down because that's so important to that person.

So the discovery call process is how you learn way more about the person than just normal conversation. Normal conversation is, Hey, how many bedrooms do you want? Where are you looking to buy things like that? They've heard that 1000 times. If you can sit down and write out your discovery calls from the standpoint of I really want to give to this person at a huge level and just write them out.

Guys, some of mine have 50, 60 questions on them. Doesn't mean I'm going to do them. And I'll tell you what I do. I use a remarkable or a piece of paper and I have them all in front of me on every single call. And I go through the ones that I need and feel like. Would help that person and I fill out that information and then I put it into the CRM, but this discovery call process will change everything for you.

And the most important thing guys. Is you are not selling on the discovery call process. Okay, before I move forward, I'm going to, I'm going to make you guys say this. Say you are not selling. Say that in the chat right now. You are not selling on a discovery call. No selling. No pitching. No nothing. You're just getting information.

No selling, no pitching. Yep. That's right. No selling, no pitching. That's right. Now, here's what's cool about this was, who was it that told me they were just like a freaking beast at something a couple weeks ago or a month ago. It was, I think it was like probate. Who was that? Do you guys remember?

She is that person on somebody on here was like really good at probate. Okay, now, how do you ask a question in the form to get somebody's mind rolling? The answer is you ask a leading question. Okay. The leading question to the client tells them that, what you're asking them about.

We go back to that, that 1 that I ask. The business thing, I might throw in there because I've started multiple businesses. And if you ever want to do that, please let me know. I would love to help you. Or let's say I say, just curious, have you ever thought about buying, I know this is your first house.

But have you ever thought about buying multiple properties and then renting out the ones that you have to cover the next property and it is doing that over and over again, so you can retire wealthy on real estate. And guys, I'm telling you 50, 60 percent of them are like, yeah, that is something I want to learn, and I write it down.

But what does that tell the client in the discovery call process? Have I sold? I haven't sold a damn thing. I've got in their mind that I'm look, I'm different than everybody else. From the standpoint that I can teach them how to buy a house and rent it out. And if I need to tell a story behind that, I can.

I can say let me tell you about what I, my story. I bought a house in 2003 for 160. It's now worth 580. Rented out back then for 1200. I now rent it out for 2700. Then I did that again. For a house for 450 is now worth 800, right? I could tell that story easily without selling.

So you're not selling. You're not pitching. You're doing that discovery call and you're writing all this information down. Now, this works beautifully for anybody. Anybody. Pest inspectors, financial planners, anybody, because you're getting to know what they do and who they are and how you can help them.

And that's ultimately what we are called to do. If you have that calling for real estate. You are called to help that person grow and change their life, that's where that discovery call process comes in. Okay? So write out that discovery call process and it will literally change your life. Okay? So the value, the valuator concept, the idea of this is you're always giving value to your marketplace.

All the time. Okay. Always giving value to your marketplace. Good value. Anything that you find that might help a business owner that you know, you send it to them. Any articles that you find that might help somebody, you send it to them. You're always constantly adding value to everybody in that A, B, C list as much as possible.

Okay. That's really important. Anything you come across. Anything you learn, anything you, any of that stuff, you're just continually giving. Okay. Strategy sessions. Okay. So after we've done the discovery call with the client, it's time to determine one thing that's really important. Do we want to move forward with that client and help them?

Okay. How many of you, this is a funny story, how many of you guys have done A mini discovery call, or a 1st call with a listing or a buyer or something and been like, oh, God I don't want to deal with this person. Let me know Have you guys ever had?  Maybe they're like, look, you're going to give me 1 percent Jennifer and, I don't want to do anything. I'm not going to clean my house. I I want, 50, 000 over asking price, etc. So, another really big, important thing of the discovery call is, would we want to go have a beer with that person? Do we want to like, associate with these people at all?

If the answer is no, think about whether you need to move forward or not at all. 1st of all, but if the answer is yes. I personally feel this is when the 1 on 1 comes on or if you want a zoom, right? So the 1 on 1 or the zoom is to show your expertise. This would be the listing presentation. This would be the buying presentation.

How much easier is it to do that listing presentation or that buying presentation when you've got a list of all those questions filled out form that discovery call guys? It's infinitely easier. Okay. Infinitely easier. You could do it so much easier, but this strategy session is the next level after the discovery call.

That's the strategy session. That's when you're like getting down to business and figuring out whether you can help that. Now, here's the thing. It's the same for a business owner. It's the exact same for a business owner. In the chat, give me an idea of business owners That you could reach out to right now in your sphere to help them grow their business.

Just give me some ideas, financial planner, CPAs pest and whatever. Just give me some ideas. Give me a bunch of them. And we're going to brainstorm this.

That's seven minutes. Okay. Gift shops. All right. That's interesting. All right. That's a new one. I like it. What else guys? This could be any business. Okay. Literally any business that does business.

You know who good ones life insurance people. Nobody calls on life insurance people. They're like completely left alone in the world. You call a life insurance person and they're going to be like, how many people can I refer you today? It's insane. You should I'm serious because nobody ever calls on them.

They're like the bottom of the food chain. Nobody calls on. I like to shop local and they're usually pretty empty. So they could. Okay. Yep. All right. So Jennifer, we're going to use the gift shops as an example. You do you call you do the discovery call. And you find out all about their business and how it works.

How are they advertising? How are they getting their leads in? Are they doing the core for that? We've talked about before, which is warm engagement, cold engagement, creating free content, paid advertising. What are they doing? Do you have any training on Facebook ads for agents or lenders? Yes, we have a course on that.

That I've taught in the past, I can say to you later market. You're finding out all that stuff in that discovery call Jennifer about them. Okay. And then what are you doing? More importantly, you're deciding whether you want to move forward. Do you want to even move forward because if you don't move forward.

But if you do. Now, you're going to jump on a strategy session on zoom and figure out how you guys might be able to partner. How could that happen? How could you help them grow and they help you grow as well. Okay. And that's it that's how simple it really is discovery called and strategy session.

Okay, now this is a secret. Weapon I'm about to give you. We got 5 minutes left interviews are super, super easy to do now. Okay. Okay. So let's say it's the gift shop. You do the discovery call, you do the discovery call and you guys hit it off really well and you love her story or his story or whatever.

And you think. I want to do business with it. I want to help this person. I don't know about you guys, but sometimes I'll just get off the phone people and I don't even care what happens with me. I just want to help this person. Mark is a good example of that. Every time I talk about our key.

I'm like, can I help her? She's just cool as shit. So if that happens. And you get that feeling then what you can do is say something like, hey, I would love to interview you on my X. Okay. If you don't have a podcast, don't worry about it. We talk about that later. If you have a YouTube channel, you could even use that.

Okay. I'd love to interview you for X. And if you'll do this, I will edit out the content. For you and give it to you so you can put it in front of social media to get more exposure and business in the door. Okay, guys, there's not many people that say no to this. There just isn't. because it's free exposure and free advertising and you're doing all the work for them.

You're taking all the difficult parts out of it for them. And it's so freaking easy. You can open up zoom now, invite them to the zoom, record the zoom like we are now go back and forth, give them some questions. And interview them and that's it. And then you take that content, give it to a virtual, give it to your assistant, do it yourself, edit it out and give them the finished content.

And this will grow your business like crazy because. You're giving of yourself and you're asking for nothing in return. Nothing at all. You're just saying, hey, how can I help you grow your business? I want to interview you and tell your story. And how many, how many of these local businesses right now?

We have no idea about the business owners. I could tell you all the businesses right down the street from me. I don't know anything about most of the business owners and I should because that's what I do for a living. This interview idea is amazing and will work like crazy for you. Okay, now, what do we do when we start helping people?

We want to build a folder for them and make it really easy for them to get stuff. As we start coming across things that help business owners. Maybe there's a script, or maybe there's this or that we drop them into a Google Docs folder, and we name that Google Docs folder the sphere of influence person.

That's the name of the folder. Okay. Why is that important? Because you can continually give them stuff over time, and they can just open their folder and get it. And it's really easy and free to do on Google Docs unless I think I've got a couple terabytes. And I pay 10 a month for it or something.

It's really cheap, so Google dots is a great way to manage that information. And move it to him. All right, lead magnets. I'm not going to go deep into lead magnets, but. This ABC and D people, you're continually building lead magnets for those people also to catch their attention.

So it could be a gift shop people. I just made this. I just made this blueprint. Of 10 ways for gift shop owners to get more exposure and business in the door who wants. Boom, that's a lead magnet guys all it could be as simple as literally a checklist. Okay. You're just getting people to do what engage.

If that person reaches up their hand and they say, oh, my gosh, I'm going to get them. I'm a gift shop owner. I want that. What's happened? They've gone from a C to a B automatically because they just simply reached out to something. Does that make sense? Have any of you guys, and we're almost done, but have any of you guys created any lead magnets for businesses or clients?

Let me know Yes or no.

And what's the biggest lead magnet that you have right now? Your IDX, your CMAs. And your IDX are the biggest lead magnets that you guys' own right now, people searching for houses and people trying to figure out what the real value of their house is. Those are both lead magnets. That's all they are. You want to get somebody to raise their hand and go, oh, my God, I want to know what the price of my house is.

That's really cool. What does it become an engaged lead? Okay, so that's why you have those 2 things, but lead magnets could also be like, okay, here's a definitive guide to living in Soho, New York. Here's the top 10 reasons to live in Franklin, Tennessee. Right, that's a lead magnet to anything that you can create and give to people is a lead magnet basically.

Okay, God, we still got more to go. I might have to continue this next month, but private groups and membership sites. Once you start collecting these people, you're going to start putting them into private groups and membership sites and stuff. So you can communicate with them easier. There's. Private podcast now, which is just brand new.

There's Facebook groups. There's LinkedIn groups. There's WhatsApp groups. Now we've got WhatsApp groups and some of our mastermind. There are so many ways to congregate people and teach or give to them in a large fashion. Okay. And so, start thinking about how I create these. Like tribes of these people as I build them these, how do I take these C's and these B's and create tribes of them?

Okay. Daily operations content in the morning. Okay, then we do our 100 and I know this sounds like a lot, but if you want to make a lot of money, this is the answer 100 warm. Reach outs during the day, or if not warm, cold. Okay. 100 warm reach outs, turning those C's to B's and B's to A's every single day and then switch over at lunch to your appointments.

To going out in the field to answering questions, stuff like that. If you can do that, you're originating in the morning and focusing and then you're doing what you need to do during the day to switch over. Because really, there's like a mind switch in the day. It's oh, I'm going from, generating business to working the business.

Okay. Okay, that's it for today. I don't know what we're going to do next. Next month, guys. Has this been helpful? Let me know if you have any questions. Let me know anything I could do to help. There's no pitch here. It's just to help you guys. That's all I do this for. Have a great week and thank you guys so much for being here.