3 Must-Have Strategies for Post-NAR Settlement Success

Matt Hart, VP of Sales and Marketing at CINC is joined by industry experts Ryan Young, CEO and Co-Founder of Fello, and Verl Workman, CEO and CO-Founder of Workman Success Systems in our latest webinar to help real estate agents and teams position themselves for success in this market.

They expand on 3 main strategies:

1. Focus on Revenue-Generating Activities: The class action lawsuit is irrelevant if agents aren’t actively selling homes. Prioritize activities that directly contribute to income. By reallocating time from non-productive tasks to revenue-generating ones, agents can significantly increase their earnings.

2. Become a Skills-Based Agent: Invest in developing negotiation skills, emotional intelligence, and effective communication. Regular practice of scripts and dialogues is essential for honing these skills, enabling agents to engage more effectively with clients.

3. Leverage The Right Technology: Utilize technology to enhance outreach and engagement. By segmenting databases and using tools effectively, agents can identify and connect with potential leads more efficiently.

By focusing on these areas, agents can enhance their market presence and build lasting client relationships, ultimately positioning themselves for sustained success in a competitive landscape

Watch the full video or read the transcript below. 

Transcript

00:00:00:10 - 00:00:25:06
Unknown
The class action lawsuit and the compliance to it doesn't matter if you don't sell any houses. And that is that is like like we can spend all of our days and all of our time focusing on how to do it right. But if you don't do any transactions, it doesn't matter. No one's going to sue you. So what I say is, fully disclose everything, and we just talk about how you get paid.

00:00:25:06 - 00:00:38:10
Unknown
You have to do anyway, when you go into any other business, it's just now it's the same for real estate. And let's focus on things and activities that we should do to actually take care of our families, to grow our businesses, to support the people that we care about the most.

00:00:42:19 - 00:01:04:03
Unknown
Welcome to our webinar here with CINC. Workman and Fello, we're going to be talking about the three must-have strategies for post- NAR settlement success. We've got Verl Workman from Workman Success Systems. We have Ryan Young from Fello and we have Matt Harte, my colleague over here at CINC.

00:01:04:07 - 00:01:10:21
Unknown
How are you guys doing today? Fired up. Ready to do this in? Great. Let's go.

00:01:10:21 - 00:01:17:22
Unknown
I think this is really been a topic. I know, a lot of Fello's clients, Workman's coaching clients and CINC.

00:01:17:23 - 00:01:41:17
Unknown
We've been hearing people talk a lot about of how do you cut through the current market noise. Right. We're hearing about you know, certain agents are kind of pausing and trying to see how the dust is going to settle. We we're seeing a lot of agents not doing that who are having a lot of success. And I think that was something, Vera, when you originally approached us on the topic, that we were really excited to kind of discuss what you guys are seeing work.

00:01:41:17 - 00:02:00:11
Unknown
And I know, we've been seeing a lot of people on the CINC side, double down investing in lead gen. And we know Fello's been having a lot of success, right. With their clients investing in technology to convert leads. So, I think you had kind of recommended, some, some of the strategies there. You want to kind of kick it off for us?

00:02:00:13 - 00:02:15:19
Unknown
Sure. And thanks for having me. And welcome everybody. Glad you're here. It's fun to be on with Matt and with Ryan. We spent a little time in Salt Lake City together, getting to know each other and doing some coach coaches training. And it was really fun to see our coaches be elevated by their knowledge and contribution to helping, working to be better.

00:02:15:19 - 00:02:29:23
Unknown
So I just want you both to know how much I appreciate you being involved in the things that we do together. Our clients are all blessed as a result of having in our lives. So thank you. You know, we think about all of the time and all of that, like I would love for just go to the chat and put this.

00:02:29:23 - 00:02:49:09
Unknown
How many hours do you think you've spent thinking about being trained on or changing the way you do business as a result of the class action lawsuit? Like, how many hours do you think you've spent literally thinking about focusing on looking at, doing anything with a class action lawsuit? Go in the chat, just kind of give me a number five hours, ten hours, 50 hours to so you says.

00:02:49:09 - 00:03:08:12
Unknown
Nope, none. I'm not spending time on it. Brokers and owners, brands, boards of realtors. MLS is like it's crazy the number of hours that it's been spent on, helping agents disclose properly how they're going to get paid and way too many, Michelle says. I agree with that. And I'm going to give everybody a little bit of shocking truth.

00:03:08:14 - 00:03:13:05
Unknown
Are you ready for some shocking truth from big V?

00:03:13:15 - 00:03:38:11
Unknown
The class action lawsuit and the compliance to it doesn't matter if you don't sell any houses. And that is that is like like we can spend all of our days and all of our time focusing on how to do it right. But if you don't do any transactions, it doesn't matter. No one's going to sue you. So what I say is, fully disclose everything, and we just talk about how you get paid.

00:03:38:11 - 00:03:51:20
Unknown
You have to do anyway, when you go into any other business, it's just now it's the same for real estate. And let's focus on things and activities that we should do to actually take care of our families, to grow our businesses, to support the people that we care about the most.

00:03:51:20 - 00:04:01:07
Unknown
One of the things that I've noticed is that there's there's if we took the same hours that we spent on focus on a class action lawsuit, we actually prospected for listing.

00:04:01:10 - 00:04:24:04
Unknown
Ryan, what do you think that, the result of that would be? You say that again if we. If we took the time that we spent focusing on the class action lawsuit and we applied it to prospecting for listings, what do you think the outcome would be? I mean, you got to you got to think at least probably 3 to 5 listings per agent.

00:04:24:06 - 00:04:46:13
Unknown
And that's I would say that's the conservative answer, right. So think about that. And how would that change your outcome? You know, we look at agents businesses. And so what's happened today is that the real estate agent has for the most part, started to mimic the behavior of the consumer. And when there's confusion in the marketplace, people have a tendency to pull back into pause.

00:04:46:15 - 00:05:12:05
Unknown
And I think the exact opposite is the opportunity for agents today to take market share when everybody else is pausing because they're not certain about how they're going to get paid or what's going to happen, or what happens with interest rates, what happens with, you know, inflation or what's going to happen with the election coming up in a couple weeks, or what's going to happen with, you know, interest rates, all these things, a lack of limited inventory when you wait and you're confused and you don't engage, you don't communicate with your clients.

00:05:12:08 - 00:05:36:10
Unknown
They go somewhere else for solutions because the life events that occur that cause people, the moves don't stop happening just because of what's going on in the world. Like like life events happen, people move. We call that the river of real estate. Are you seeing that, Matt, in your business? Yeah, 100%, 100%. I was going to say we still have people that are coming in buying every single day, you know, six, seven, eight times a day.

00:05:36:13 - 00:05:57:16
Unknown
We have another agent that that makes the decision to invest in their business. The other thing that we're seeing, and I think this is this is, you know, in particular very notable is that we're seeing the top agents taking more and more market share year after year after year. In fact, we just did a webinar, with Alvaro, our CEO, a couple of weeks ago.

00:05:57:22 - 00:06:25:22
Unknown
And one of the slides we were covering was the huge increase that we're seeing in that sort of 8020 rule start to really play out in the industry where it was. It was more like 60, 40, the top, you know, 20% of agents. And we're moving to 80, 20 very, very quickly. So we're seeing that continually, you know, ratcheting up every year that goes by, you know, teams are kind of a funny topic to talk about.

00:06:25:22 - 00:06:47:17
Unknown
All team is, is leverage. And what happens is when the transaction gets more complex, when you have to serve more people to earn the same amount of money as you did a year ago, and you have to do more transactions, leverage becomes an important piece of it. And leveraging technology, leveraging systems and leveraging people are the way to to really to really create, and dominate in a, in a skills based market.

00:06:47:17 - 00:07:06:02
Unknown
So number one, I'm going to just share number one. And Ryan that I want to get into and really get really talk about how to do it. But the first thing that I think everybody should know is that we've moved from, fog, a mere market where anybody that can fog American sell a house, we've moved to an activity based market into what I call is a skills based market.

00:07:06:04 - 00:07:23:03
Unknown
And we have to be better. We have to be more educated. We have to know the market. We have to know the buying behaviors. We have to know, we have to be able to communicate and articulate our value to the client. And if we don't move our ability and our education to another level, we're going to be left in that in the background.

00:07:23:05 - 00:07:47:22
Unknown
How do you feel about the education and the things that we're doing to become better at the business? Yeah, I mean, I you know, one of the interesting things about me, just from an intro standpoint is, you know, not only founding Fello, I still operate in own, a large team in Cleveland, Ohio. And, you know, we talk about, articulating our value proposition, every day.

00:07:47:24 - 00:08:20:22
Unknown
What's what differentiates us, as a team, as an individual on a team. And the differentiators have to be deeper than we're responsive. We are. We are insightful or we're well educated, or we really try harder. We really care. Right. You have to actually provide, what I would say is some sort of unique value proposition that truly differentiates you, that gives your client a, a competitive advantage in this market.

00:08:20:24 - 00:08:43:21
Unknown
And when it comes to some of the transitioning that's happening, just with the settlement and also just some of the, volatility not only in the market, but in the economy, in the world, etc., you need to have so much confidence and be able to articulate, that value and that differentiating factor to the prospects, whether on the buy or sell side.

00:08:43:23 - 00:09:17:24
Unknown
And I think it's just doubling down on that. It's constantly educating yourself and being more and be believing deeper and deeper in the value you provide. And one of the things I think is really important, and we see this to our team all the time, and I prefer to talk through the lens of the team leader versus a, technology owner is if you fear having a come a financial conversation with a prospect, it's most likely because you struggle to articulate your value proposition right or to quantify your value proposition.

00:09:18:01 - 00:09:45:23
Unknown
Any time our team struggles, whether we get off the phone or we don't get the buyer representation agreement or listing agreement signed, and we dance around that financial conversation, it's because we fear having it. It's because we fear what we're going to say after it. And so the education and the repetition in the, ability to, concisely, convey to the prospect what differentiates you from others is where you're going to start winning more.

00:09:45:23 - 00:10:07:11
Unknown
And I would highly, highly, highly recommend that you double down on this skill set so that every time you walk away from an opportunity, you say, I very clearly, identify what is my unique value proposition and why someone ultimately should choose to work with me. So, Ryan, give me a little context of your team. How many people on your team, what kind of volume you guys do?

00:10:07:15 - 00:10:27:02
Unknown
Yep. So we have 15 agents. We sell about 500 homes a year. Last year was a down year for us. We sold just over 400. We're normally about 60% listing base. So, you know, this year, we're on pace to. We'll be back in the high fours. We're pacing nicely. Our average agent sales, you know, anywhere from 35 to 40 homes.

00:10:27:04 - 00:10:47:06
Unknown
The reason why we've been able to scale, we do about 175 million in volume. The reason why we've been able to scale, it the capacity that we have while being really lean from an agent count standpoint, is because we run our business through a consultation based business. Obviously being listing base, we're always going on consultations on listings.

00:10:47:08 - 00:11:11:08
Unknown
But even before the settlement, we always ran buyer consultations, just like we did a listing consultation. And what that did was allow our agents to be really efficient. And we're all mentioned leveraging technology, but we also leveraged our time by being really, efficient and, I would say almost precise in our approach in process and going on these appointments.

00:11:11:13 - 00:11:33:10
Unknown
And that's been really beneficial when even with market volatility, to have these very stable and precise processes has allowed us to continue to keep growing our business. Well, what you can control, yeah, controlling what we say control the Controllables. Matt, I don't know about you, but I've been on about a thousand webinars where, the speaker says you got to be really good at talking about how to how to demonstrate your value.

00:11:33:10 - 00:11:53:21
Unknown
You got to sell your value. And, Ryan, you just did it. And I want to I want you to go a step further and talk about how. So how do you like give me an example of when you're sitting down with a buyer or seller, how you talk about your value and what really makes you stand out? Because I agree, you can't just say, well, when you get me, you get me, and I'm going to follow up and give you a better service.

00:11:54:01 - 00:12:13:09
Unknown
Like you got to be real specific, right? Yeah. Well, one of the values of working with the young team is we have a database of over 50,000 homeowners. And one of the things that we have always seen that really gets our buyers excited is talking to them about some off market opportunities that they didn't even know were visible on the market.

00:12:13:09 - 00:12:34:20
Unknown
Are you familiar with off market opportunities? Right. And we go through this entire conversation of like, well, you know, I know the market's tight. You'd agree that it's still a seller's market and homes are selling really quickly in multiples, etc.. Imagine if you could get into homes that aren't visible to the rest of the buyers. So therefore you didn't have to compete with those buyers and ultimately had a competitive advantage.

00:12:34:22 - 00:12:53:23
Unknown
Is that something you'd want to learn more about? Right. And so we leverage a lot of the things in our database. Right. And we focus really heavily in that's kind of the brainchild behind how Fello became, as big as it did in such a short period of time. Being this database engagement, focusing on finding sellers and engaging with those sellers.

00:12:54:00 - 00:13:13:09
Unknown
On the buy side, I think a lot of people think that the sell side is easier with a unique selling proposition, with a guaranteed sale or a cash offer or something like that. And that message now has became has become almost, I would say, oversaturated, where it's not even a unique selling proposition anymore. It used to be our unique selling proposition.

00:13:13:15 - 00:13:36:14
Unknown
The funny thing isn't on the buy side is that off market play and we, we we lean into it. It's not a false promise. Like we legitimately leverage our buyers that make, you know, signed loyalty agreements to us by representation agreements. We leverage those buyers into our database to go find sellers for them, which ultimately become the byproduct of that becomes listings.

00:13:36:20 - 00:14:04:18
Unknown
And so if I'm working with and he's looking at an area in northeast Ohio, and I start reaching out proactively to homeowners in our database, whether they're a fit or not, for whatever reason, it starts opening up conversations, which also creates listing opportunities. So leveraging that unique selling proposition or value proposition on the buy side has always been focused on off market inventory, something that we have that's almost proprietary, that we can bring to you that others can't.

00:14:04:20 - 00:14:26:18
Unknown
And we've leaned really hard into it. And that is, I would say when it comes to getting buyer representation agreements signed, that is where that is the closer. But that's also where when we get five star reviews and referrals from our buyers. Imagine when a buyers at dinner or at a party telling a story, how the young team found their home off market, right?

00:14:26:18 - 00:14:48:03
Unknown
And while all their their friends were in multiples and waiting in line at open houses, and we were searching for everything off market for them, imagine how that story spread so much quicker, which ends up driving more organic inbound opportunities to us in aside from sitting, at your your coach training, that is probably the best tactical thing I have heard.

00:14:48:05 - 00:15:07:05
Unknown
Of all the conferences that I've been to where everybody's preaching, you got to share your value. You got to be able to explain your value. And now it's a skills based market. Share your value. That is probably one of the top things that I've heard. So that's awesome Brian. Thanks. Yeah. Very well. You know, what's interesting is okay, so this is for all of everybody that's paying attention.

00:15:07:06 - 00:15:28:01
Unknown
Watch on the webinar. Is that, here's one of the things that I've learned in my lifetime of being in real estate, in business is that when you find somebody who's doing it better than you, you should copy them. Yeah. And so unless you're selling 4 or 500 houses a year, maybe don't think about why it's not going to work for you and maybe relook at the way you look at your database.

00:15:28:01 - 00:15:45:22
Unknown
You know, one of the things and the reason we have partners like so like Fello in CINC is because they bring different as skills, tools and technology to the marketplace, but more importantly, they bring the intelligence behind it. It's not the tool of having a CRM that makes CINC so valuable. It's that they teach you how to look at the data and the numbers.

00:15:45:22 - 00:16:06:19
Unknown
They teach you how to bring people into the top of your funnel. So you've got 50,000 people in your database that you can market off market properties to. And then when you and I, you know, and this isn't about a sales pitch, but like as a third party I look at the technology that fella does and they both add on and they start looking at the behavior of the people that are inside of your database, and they start recognizing when they're doing behaviors that are getting ready to move.

00:16:07:00 - 00:16:30:10
Unknown
And a well coached agent is going to say, now I know what to do with them. We're going to message to them, we're going to serve them whether they buy or sell with us or not. We're going to serve our market, and we have intelligence behind that. So educating yourself on the tools and the technology, what to say and how to say it to people, and then creating a culture that is consistent with a producing environment, like every team, every business.

00:16:30:10 - 00:16:55:23
Unknown
And you've probably seen them all, Matt. And Ryan, every team, every every office has a culture, and that culture is either intentionally created or it accidentally created. And when you have agents that are selling 25 to 50 houses a year, that's a culture that, you don't even have to say it. If you're not producing, you don't fit in like you want a culture of of of productivity.

00:16:56:00 - 00:17:17:19
Unknown
100%. Then that's, and that that culture becomes contagious. And, ultimately it spits out the ones that choose not to participate. And once again, and the reason why I love you know, what I'm so proud of? You know, the country knows me as Fello. Fello has scaled very quickly around the country. And they know me as the CEO of Fello.

00:17:17:23 - 00:17:42:13
Unknown
What I'm so proud of as the Young team is the dense, conversion and productivity per agent. And we've just we're just really proud of that. You know, when you, when you can sit in team meetings and everyone's proud of their numbers and everyone's intentional, that becomes the culture, you know? And if that's not your culture, what I would recommend is it's really hard to just change culture overnight.

00:17:42:19 - 00:18:01:20
Unknown
What we normally say is focus on a subculture or a small body of people are higher to a subculture. And before you know it, over time that subculture grows faster than the existing culture and starts to overtake. You know, what is the existing culture for our for our coaching clients and for people that we, work with?

00:18:01:20 - 00:18:14:17
Unknown
We teach them to have a ten things to be on my team list. And these are the ten things that, look, if you work with us, we're going to we're going to do a daily huddle and it's daily it's not three days a week, it's not four days a week. It's in person. You got to come in, dress for success.

00:18:14:19 - 00:18:30:13
Unknown
We're going to role play and practice scripts and dialogs to get our agreement signed, overcome objections, to resolve concerns, to move people forward in the process. And then as a team, we're going to prospect for an hour. We're going to do daily success habits. We're going to do a business plan, a strategic plan. We're going to focus on life balance.

00:18:30:13 - 00:18:47:05
Unknown
And so we set the stage as people get hired so they know what the culture is. So there's no surprises. And then the team, they're the ones that actually are the keepers of the culture, not the team leader. And it's really cool when you develop that and it happens. It happens. Great. I think we ought to answer the question.

00:18:47:05 - 00:19:08:02
Unknown
So when you talk about off market properties, off market property, let's define it. Is is it is it just anybody in your database as a house that matches the criteria the buyer is looking at. So for us, off market property means two things. Off market property is any homeowner in our database that obviously would meet their criteria that we are going to go proactive.

00:19:08:03 - 00:19:38:15
Unknown
We reach out to. Right. I would call that the top of the funnel, which would be the lower intent start. But we leverage that is a way to have conversations with homeowners. Right. Which end up leading. Like I said, the listings is a byproduct of those conversations. The other off market opportunity is what I would consider is more middle of funnel, which is, you know, for anyone that follows me on social media, I did this whole 30 day listing challenge where I listed 30, or I said 30 listing appointments in 30 days.

00:19:38:17 - 00:20:04:00
Unknown
And I asked the same question. And every single one of the 30 listing appointments I've said now, I've been out of production for four years. Right. So, this is me jumping back in, calling out of my database, and I found that every single homeowner that I was talking to, I asked this one question, you know, Mr. or Mrs. Seller, if there was an opportunity to sell your home, even if it was off market and it made financial sense, would you be open to looking at an offer?

00:20:04:02 - 00:20:21:10
Unknown
Right. And it was this is a very hypothetical, kind of like very noncommittal question. And I found that 50% of them would be like, sure, I'd be open to looking at an offer. And then the key is you don't just say, great, when can I come over? You start going into discovery and saying, that's amazing. Where would you go if you accepted the offer and when would you want to be there?

00:20:21:15 - 00:20:40:03
Unknown
Why is that important? And start actually learning what their true motivation is. So what I found was, as I was asking homeowners this question and then you'd say, where would you want to go if you sold? If you accepted that offer, you started to learn a lot more. And so what we start to do is categorize or classify how motivated these opportunities really were.

00:20:40:03 - 00:20:57:13
Unknown
If they said, we're actively looking, and if you could bring us the right offer right now, we would sell immediately, then we would probably get an agent into their home like, you know, to actually identify what the true market value is in a strategy and what some options could be if they said, you know, we're casually looking or whatever, great, let me do this.

00:20:57:13 - 00:21:18:15
Unknown
Let me get your, you know, information over to my team. And, you know, we work with hundreds of buyers and we're actively looking for opportunities. Would it be okay if we reached out, if we had a buyer that met the criteria of your home, and that their timeline was flexible to meet your flexible timeline as well? Right. And so I would, classify those as more of that, call it middle of funnel opportunity.

00:21:18:19 - 00:21:42:00
Unknown
We throw it in a spreadsheet to our team and then the spreadsheet. Anytime we're working with buyers, we can immediately check into that spreadsheet to say these are our middle of funnel opportunities, and then leverage the database to proactively reach out to the top of funnel. You know, there's a whole process. But here's the thing is, you know, I don't know if, people in the group are, you know, on teams or individual agents, you know, we use the acronym team together.

00:21:42:00 - 00:21:58:05
Unknown
Everyone achieves more. We one of the things that I'm really proud of, of the young team is we work as a team. If you look at the agent group text all day long, it's, hey, I'm talking to another seller in this area. Three bedroom, two bath when I sell for about 250. Flexible on timeline. Who do we got?

00:21:58:10 - 00:22:20:23
Unknown
And then someone says, hey, I just signed a buyer representation agreement. They're really looking for A43 in this school district. Who do we have. And I'd like when you have this synergy, you know, within of these 15 agents and you create almost this network effect or this marketplace, it's how we become really productive. And it's just it kind of snowballs into more and more opportunities.

00:22:20:23 - 00:22:42:20
Unknown
And so that's, that's really how we've approached, you know, scaling our business. And and, Dean, we're going to say you will get a copy of the download. You can listen to the to the webinar again. So instead of saying when I want to match a buyer with people have properties that are not, that are like, I have their property descriptions in there, how easy is it to find those off market properties using the database?

00:22:42:22 - 00:22:59:15
Unknown
Yeah. Super easy. So we've got a reverse, buyer match tool where you can put in basically what we call a pocket listing and then just run a buyer match that you actually can go in and say, basically I have these 50 people that are looking for your house today. I can get you in touch with these people if you list with me.

00:22:59:21 - 00:23:26:13
Unknown
Right. So so that's a fantastic strategy that we've been leveraging. You know, the days of, the days of, setting a recipe card or a fridge magnet, I think are going to go away. I there will always be agents who do it because they've always done it. But I'll tell you that the consumer today wants to work with a professional, someone who actually can help them move forward in whatever their need is, whether it's buying or selling a house, or whether it's investing, or whether it's staying where they are and transitioning into a trust.

00:23:26:13 - 00:23:44:17
Unknown
I mean, there's they like they're looking for experts in real estate. And this whole class action lawsuit is changing the landscape of who's going to stay in this business. And, 2 or 3 transactions a year, salespeople in real estate, I think, are the highest at risk because, you know, do they have to be good at it?

00:23:44:23 - 00:24:08:16
Unknown
And when you only do it 2 or 3 times a year and you're competing against a Ryan Young team who's doing it 400 times a year, it's really not fair. Like like Ryan Ryan's team spends more money in marketing than most agents earn in a year. Yeah. What do you think about that? So when you articulate your unfair competitive advantage and you're competing against the Ryan Young team, you better understand what's going on in the marketplace.

00:24:08:16 - 00:24:26:00
Unknown
So. So, we we train. We we we teach. Number one is you got to educate yourself. Number two is you have to improve your skills. And so in order to thrive in a skills based market, what are the things that you do to prove your skills? We have by your agent training listing, agent training, admin training.

00:24:26:00 - 00:24:49:02
Unknown
We do shift modules. We we create threat based marketing systems that give our agents tools and resources on what to give the consumer when they're reaching out. You know, we have now 20 plus of these shift modules that are all based on threats in the market. They make people feel like uneasy. And we change their emotional intelligence from being, uncertain to being hopeful or being optimistic.

00:24:49:06 - 00:25:05:21
Unknown
And we do that with, emotional intelligence language and artificial intelligence writing. And it's really cool to see these things go together. We have for I'll give you an example. And this is just a silly example. It's skills based market. And and we I think we have talked a little bit about role playing and how you guys do that and how often you do it.

00:25:05:23 - 00:25:29:21
Unknown
But we do it. We have a thing called the class action advantage. Now think about that. Like who is talking about the class action as an advantage. Like I totally think it's an advantage. And so we've created a story about an agent who always felt like they did the right thing for their for their consumers. And now all of a sudden they're being perceived on CNN and Fox News and MSNBC and, and all of the news channels as being, you know, cheating the consumer.

00:25:30:00 - 00:25:43:12
Unknown
And yet they've always done the right thing for their client. They've always done the best. They bought. They've given away things. They've gone out and mowed lawns, and they've done the things they've had to do to sell properties. And yet the industry is being portrayed as being this less than ethical group of agents who are just out there for themselves.

00:25:43:12 - 00:26:05:01
Unknown
And the reality is, is most of the agents are actually good. So it tells the story and it gives the facts rather less lawsuit, and it gives you some step by step things you should do with your buyers and sellers who bring up class action lawsuit, or how things are changing so that you can articulate your value and give them information that prepares them for what's coming next with real estate.

00:26:05:01 - 00:26:21:03
Unknown
And then we give a, of course, a script for buyers and a script for sellers on how to get your contract signed. When you lay all of that out and you practice it over and over and over again, when it comes up, there's no pause or hesitation. Go right into what you've practiced. And so, you know, I think I'm a movie guy.

00:26:21:04 - 00:26:42:14
Unknown
Like, I love old movies. I remember you remember Braveheart. Ryan. You remember that Mel Gibson called? It's the best, right? And I remember Mel Gibson on his horse and his faces painted blue. And he gives this speech going into battle, and there's thousands of people that they're going to be battling against. He's got his little group of, scruffy warriors, and he's like, he's telling him they're going to go into battle for death.

00:26:42:14 - 00:27:03:24
Unknown
And he gives this speech. And I get goosebumps when I, when I watch the previews of the movie, because I know that's coming. All right. Do you think Mel Gibson actually talks like that in real life? I don't think so, no. He is following a script that has been designed to create an emotional response from the audience, and he delivers it with execution and with passion.

00:27:04:01 - 00:27:21:23
Unknown
And that's why we do role plays. That's why we practice scripts and dialog so that when we are able to deliver it, we can listen to understand what people are saying instead of trying to formulate a response in our mind, we listen to understand instead of listening to respond because we know already how we're going to respond. Any objection that comes up.

00:27:21:23 - 00:27:40:05
Unknown
I talk about, do you guys do role play practice? Tell me about a little bit about that with your team. Yeah, I mean, it's funny because you mentioned, role play, but I literally on Sunday night, role played with, ChatGPT for about 20 minutes while I was grilling a steak. And it was like the wildest thing. It was so good.

00:27:40:06 - 00:27:57:05
Unknown
It and, you know, and I remember you telling me, like, you know, with your guys products that you have, like, you can tell it to go harder and you can set the difficulty level. Now, mine was a very basic role play, but just starting to like, kind of dabble around with just all the intelligence out there and how, you know, it can make you so much better.

00:27:57:07 - 00:28:21:22
Unknown
The key to a great role play is, it takes two to tango. The person that is the non agent, the prospect needs to be just as committed to the role play as the agent. And what I mean by that is you can't tell the story of you say we. And then when they say, oh, are you the only person involved in the decision making process, you say, no, it's just me, right?

00:28:21:22 - 00:28:49:12
Unknown
Like you have to genuinely get into character and help create a real life scenario. What I have found when it comes to role play and our team does this a lot, is leverage examples that you've actually been through and identify potentially where you got out scripted or you couldn't overcome an objection and use that and go back into character and then do it on another agent and within your organization during your roleplay session and see how they would respond differently.

00:28:49:12 - 00:29:17:19
Unknown
Right. And I think what happens is all of a sudden it gives you, a new perspective and a way to approach that, but it also gives you a way for you to actually be in character of what you are almost feeling, you know, as that prospect kind of passing that forward. Right. And I've just found that, like, what, what I'm so excited about, like when you were talking about, you know, some of the role play stuff you're doing with AI, it is very hard to get two people to commit simultaneously to a role play.

00:29:17:23 - 00:29:42:11
Unknown
I feel like the person that's not the prospect or, I'm sorry, the person that is the prospect is just sitting there like answering questions. But they're not. Putting to your point about Mel Gibson and the level of commitment to not only learning the script, but putting the emotion behind the script, I feel like a lot of times the prospect or the other agent that's actually not, you know, the agent that's role playing just kind of goes through the motion.

00:29:42:13 - 00:30:07:07
Unknown
And I think that becomes really detrimental to the, I would say, the increased skill set and the more we can actually be in character and the more we can put emotion behind that character and tie it to a real life scenario, you're going to help your team members get a lot better, but you got added, you know, a reciprocate with a great role play partner should be a great role play partner on both sides.

00:30:07:09 - 00:30:26:10
Unknown
Okay. So, Matt, you know, you and I have been in sales for a long time, right? We've been training sales teams and working with salespeople. We have to unlearn the things that we do so naturally. Like like we are not in like, are you buying? Are you lying? Right. We can't say that anymore. You can't say things like, if I need to house in the right price, would you buy the house today?

00:30:26:15 - 00:30:44:03
Unknown
Like that kind of closing hard core dialog does not work. Remember LP mama location price, motivation where you need to qualify for a mortgage to set the appointment. Like LP? Mom is not a script we teach, we teach LP, man. We go. Location. Price. Set the appointment. I want to meet him. I want to meet him. I want to like, hey, is this where you're looking?

00:30:44:03 - 00:31:01:22
Unknown
When do you want to meet there? Like, I want to meet their face to face so we can develop a relationship and have a conversation about what it looks like to work together. So we change based on what's going on in the marketplace. How much have you seen, your agents and even your own team and the way you serve instead of sell change as a result of its change in the marketplace?

00:31:01:24 - 00:31:25:07
Unknown
Yeah. I mean, we've we've definitely had to sort of modernize what we're doing. Right? It's all about being consultative now, right? It's all about finding out what people's needs are and understanding truly what their goals and objectives are, and then just matching what they're doing to your solution. And and so that's the thing. And that's exactly what we're seeing is that technology has become such a big piece of this now.

00:31:25:07 - 00:31:50:16
Unknown
Because if you're not leveraging technology to automate some of those high volume, what we would call the low value or low percentage tasks, right? Those things that you have to do to be successful, but they take so much time and so much effort. If you're not doing those things, then you're going to be left behind. And that's one of the things that we see when there's, you know, the top 1% of agents continue to steal market share from everybody else.

00:31:50:18 - 00:32:09:11
Unknown
It's because they have leveraged these systems and these technologies to make sure they are maximizing every second of every day, and it's just impossible to do that now with that technology. And that trend line is only growing exponentially. It's not going to slow down. You're not going to be able to do it the way that you used to be able to do it.

00:32:09:11 - 00:32:26:10
Unknown
We're not going to be able to do it the way that we used to do it. And so if you're not adapting, you're you're you're dying. You know, I think, when I think about the difference between average and exceptional, it's that the exceptional people do the tasks at the average only talk about they know they should do it.

00:32:26:10 - 00:32:46:20
Unknown
They've been taught to do it. They don't do it. I'm curious. And this is a question for everybody that's listening. How many of you believe that if Ryan or myself or Matt got into your database and started making calls, we would find opportunities that you haven't identified yet.

00:32:46:22 - 00:33:06:19
Unknown
Do you think we would find opportunities that you haven't identified yet? Like go to chat? Oh, for sure. Okay. I love that. Okay, so if you really believe, we spent so much money on, you know, doing Zillow Flex or doing, you know, buying leads off of online sources. And we don't take care of the people that are our database.

00:33:06:19 - 00:33:25:07
Unknown
We don't really work it. And if all you get out of today's, webinar is that there is opportunity in your gold in your database, and all you have to do is put in the, process and the system and then spend the time to work it. There's opportunity there. Like every year. You see the responses. Ryan. Sure.

00:33:25:07 - 00:33:45:21
Unknown
Of course. Yep. Absolutely. Okay. If the answer is absolutely. If we would find that money in your database, why don't you do it? How about how about let's make today be the time where you make a commitment to do something different and not just talk about it, right? Or Matt, go ahead. I was going to say, bro, it's not just like five years ago.

00:33:45:24 - 00:34:06:14
Unknown
You could you could leverage the technology and let the technology do most of the work for you. Those people are getting left behind now. You have to do the work and leverage the technology. That is the only way to maximize that is the only way to maximize. Its what we see. The top 5% of teams doing that everyone else doesn't do.

00:34:06:16 - 00:34:24:11
Unknown
Yeah, I don't know. I don't know about any of you and Matt you can have when we when Ryan was doing dialog, when he was doing his listening challenge and he's calling people saying, you know, I'm not saying I could or couldn't, but if, if the opportunity came for you to come up and be able to sell your property in a competitive marketplace and not have to stress about it, would you be open to the the, the, the offer?

00:34:24:13 - 00:34:49:09
Unknown
And like what he was describing it, I felt warmth, I felt genuine, like he really did want to make a difference. And when I felt that way, I would be like, yeah, you know, obviously he's not trying to sell me anything, but if it came up, I'd be open to it. That whole, that whole delivery of genuine warmth when you're trying to serve someone instead of sell some, sell someone is what's going to change this, change the perception of the consumer.

00:34:49:11 - 00:35:07:00
Unknown
And the real estate agent is we have to decide that we genuinely want to make a difference in their lives, and if we can help them, great. If we can't, we're going to serve them anyway. And when you message that way, I don't know. That's how I felt. Right? And that's practice. You've done it so many times. It's not, it does not sound like a script.

00:35:07:02 - 00:35:26:17
Unknown
Well, you know, it's, I always say, you know, service to sales, right? Like, we always start with value. We always start with service. We're here to serve you. And then as the conversation progresses, the sales component comes in when we identify that there's motivation there to actually help someone. We're not trying to sell them on anything.

00:35:26:19 - 00:35:48:14
Unknown
We're trying to help them solve a problem. We're trying to get them into that dream state. We're trying to get them into, you know, really looking into, how would this change their life? Right. The thing that I think is really important is, is when you mention, like, you feel like, you know, this is a warm conversation.

00:35:48:16 - 00:36:23:19
Unknown
One of the reasons why I think it's very easy for me to have these type of conversations in the, in the framework where there is no pressure is because I talk to enough people that it doesn't put pressure on any single individual conversation to, be attached financially to the outcome. Right. And I think you will start to really look at your business differently when you start looking at it from call it like the infinite mindset or the long game of saying, I'm not calling people because I need business today.

00:36:23:19 - 00:36:54:16
Unknown
I need to check a paycheck today or in 30 days from now, I'm calling people with a strategy to start building a massive pipeline of opportunities that is going to create a decade of wealth for me and my family and my team and etc.. Right. And so it allows me to go into these conversations truly, from a discovery mindset, being genuinely curious, right, and identifying how we can serve them, when there's so much financial pressure, and you almost have commission, as we used to call it.

00:36:54:16 - 00:37:24:23
Unknown
Right? The the consumer feels it, the prospect feels it. Right. And so when they feel like you're trying to sell them something, because you probably are, because you're looking out for your best interests and potentially not theirs, they're going to push away 100 out of 100 times. And so I say it because going with the mindset, I'm not sure we we look at conversion metrics to ultimately set appointments, get agreements signed, turn those agreements signed to listings on marketing sold property is to commission.

00:37:24:23 - 00:37:44:14
Unknown
Right. But I would say if you look at your database, you start actually having these conversations so consistently and routinely, then all of a sudden it's not about did I set an appointment today? It's did I have great conversations? Do I have some sort of follow up plan? Right. To add some sort of plan of action with this opportunity over a long period of time?

00:37:44:18 - 00:38:05:16
Unknown
The more you do this consistently day over day, the more you have this massive, abundant pipeline of opportunities or funnel of opportunities where all of a sudden you're talking to someone three months later that you talked to three months ago, who's finally ready to go, and they are excited to have a conversation with you because you came from a service based, you know, conversation.

00:38:05:16 - 00:38:26:15
Unknown
You came from a value based, conversation. And we just see it winning a lot more of those over a long period of time. More of that infinite mindset. Long tail. Right. You can't long tail. You can't afford to burn pipeline, right? By being pushy and by being sales oriented and oriented that way, it's got to be service oriented.

00:38:26:15 - 00:38:53:17
Unknown
In fact, you know, one of the things that and this is, I think, why companies like Workman and Fello, we work great together as partners, with CINC because, you know, we're service oriented and service minded first. And you'll even find that my sales reps part of our scripting is actually to recommend other solutions. If at the end of the call, we deem that it's not a fit for what, like the CINC isn't a fit for where you are today, that's okay.

00:38:53:20 - 00:39:20:20
Unknown
We've got other solutions that we can recommend to you because we'd rather you do the right thing at the right time. And then, you know, if you get to that point where think is the right fit right, then you'll be much more apt to come back to us and say, hey, now, I need you now is where I'm ready to hit the accelerator on growth and start building my database and start, you know, leveraging technology to maximize every, every single second of my day.

00:39:20:20 - 00:39:39:22
Unknown
Right? Then. Hey, it's a natural fit, right? But if we pushed and pushed and pushed on the front end and try to push someone into a sale, it's the same thing. It's the same concept, you know? You know, it's really funny, just really quick right to that point. I think that's so true. And we do the same thing with Fello where, you know, we're there's times where we're talking people out of it.

00:39:39:22 - 00:40:01:04
Unknown
We normally say like, look, if if listings is not your biggest priority, Fello's probably not the best product for you. You know, it's. But I realized when you just said that where this all stemmed from stems from from me a long time ago. I used to work with a lot of buyers, and I almost get, like, cold sweats thinking about those days in my car, you know, 25,000 miles a year.

00:40:01:06 - 00:40:19:22
Unknown
But I used to talk buyers out of buying homes. Right. And what really, the reason why I would do that is I could say, like, I can appreciate that you're really excited about this house. My concern is the value. And I don't want you to call me in 3 to 4 years because you get a job relocation, etc., and we can't sell this home because you overpaid.

00:40:19:24 - 00:40:41:20
Unknown
And if you're comfortable understanding the financial repercussions of where it's currently positioned in the market and it's going into multiples and therefore we're paying an emotional price right then I'm comfortable helping you facilitate this and getting this deal together. Right. But what I found was, is I would walk people through that. They when all of a sudden there was a property where I really felt was great value.

00:40:42:01 - 00:41:03:16
Unknown
And I was saying like, listen, you know me, I'm the first one to tell you where I don't see value or where I don't think it's the right fit. This is great value. And here's why. They took my advice time and time again, because we established this relationship of trust not based on selling, but based on truly opening up and looking out for their best interest.

00:41:03:18 - 00:41:22:04
Unknown
And I just found that, like, it really deepened our relationship with the clients. And it's the same thing on the technology side. So I want to just I want to there's, there's I feel an elephant in the room. And what I mean by that is that, you know, we're talking about serving and going in for the long game, but there's a lot of people that are on the call.

00:41:22:04 - 00:41:42:02
Unknown
They're listening to this that have to eat this month, and they don't have and they're not making enough money in the real estate business for the next 60 days. And while it's easy to say and I just want to recognize it, it's easy to say I don't I don't have to close this deal because I'm good and I have enough in the pipeline to not worry about it, because the things I did last year and the next year and the next year.

00:41:42:04 - 00:41:58:13
Unknown
And so, I like to say, and I don't know if this resonates to anybody, but I like to say that we lead with revenue. And so so when we look at your business, I want to know, what are the revenue buckets where you're leaving money on the table today and how do we fill them? How do we fill the revenue bucket.

00:41:58:13 - 00:42:15:06
Unknown
So you're making some money today. Like what are we doing. And let's start with that. We use it. We have a assessment called Find My Fit. And I just want to I want to know where you are and, what resources and tools you have. And then I want to see, okay, based on what I know where you are, then I coach you to the gap and say, this is where the money is.

00:42:15:11 - 00:42:32:09
Unknown
So let's fill those buckets first. There's simple things that everybody can do right now that we'll pay them in the next 30 days. Right. And then I've spent any money that I've spent with Workman or with Fello or with CINC, but they have to recognize that, it's an activity based market. It's a this is a contact sport.

00:42:32:11 - 00:42:54:10
Unknown
Wish marketing is not a thing. It's not a thing. We can't wish that people would give us business. You have to go out and get it. The whole concept of the secret where if you put it out in the universe, somebody gives it to you, is foreign to me. I don't get it. I grew up in poverty, and if I needed to, if I had to go hunted down and kill it, like I had to go get it, and then I could eat it, I couldn't just hope that somebody would give it to me because I put it in the universe.

00:42:54:10 - 00:43:16:03
Unknown
I believe that, only action determines our value in the marketplace, and if we want to increase our value, we have to increase our actions. And by and by leveraging systems, tools and technology and what I call the wisdom of the crowd. We can then do that together. So, number one is we have to be better educated.

00:43:16:03 - 00:43:38:02
Unknown
We have to understand what it means to be a professional in the market. Number two was, hone our skills, practice scripts and dialog, create a culture of productivity, and make sure that we're communicating in a serve regardless of opportunity market. We're serving our client. And then number three, let's talk about the third thing. And that is of the leveraging of technology so that we can do one to many.

00:43:38:08 - 00:43:53:05
Unknown
Because I got to communicate with a lot of people in my database. And if you don't think you have a good database, I'm just going to call bull crap. Pull up your phone and let's start calling these like, let's start with the A's. And instead of selling something, say, how are you doing? How's your family? What's new? Is everybody okay?

00:43:53:07 - 00:44:06:01
Unknown
Kind of crazy world we're living in. And when you ask how they're doing, they're going to say how are you doing? You say, I'm blessed. I'm helping a lot of people take advantage of the opportunities in the marketplace right now, and I'm helping a lot of people find opportunities they didn't think they could even identify. Why do you ask?

00:44:06:05 - 00:44:25:16
Unknown
Like have great dialog and just start going through the BS and seasoned the D's. But when you have great tech, we can put that on steroids. So people start self-identifying. So let's talk a little bit about how do we use technology to go one to many and increase the number of opportunities and decrease the number of touches it takes to create them.

00:44:25:18 - 00:44:52:06
Unknown
Yeah. And in real quick, something I want to acknowledge. I agree with you 100% when I say, I lead generate without pressure. What I'm really suggesting is the more consistently you do it, the more, intentional, you do it, or the more flexibility you have on the people you're talking to, because you will naturally create more bottom of funnel or ready to go, opportunities now as well.

00:44:52:11 - 00:45:20:02
Unknown
But you don't have to put pressure on yourself or on the prospect to do so. And I think that's a really good point, is so. Okay, I'm willing to make the commitment, you know, making the commitment to educate myself. I've invested in my skill set, and now I'm ready to take action. Right. One of the things that I think is really important from a leveraging technology standpoint, and this is once again, where Fello really got it right, was becoming really intentional with who you're having conversations with.

00:45:20:04 - 00:45:36:07
Unknown
If you are in a place with like verbal said, you don't have a big database and you're just rolling through your phone and you're calling the A's, this is the first place we should start. This is call it 101 prospecting. Right now, let's say you get to a point where you start having some success. You start driving some revenue.

00:45:36:10 - 00:45:56:02
Unknown
You want to start investing in a great platforms like CINC like Fello. Now we can start becoming a little bit more surgical and intentional with who we're reaching out to. And so with what we do on the young team and what Fello clients do is we start focusing on what we would consider is the most likely to sell prospects in our database.

00:45:56:02 - 00:46:16:10
Unknown
And so we use this really rich data. And so one of the things that we found is if you're talking to prospect or homeowners that have a 3% mortgage, it's less likely that they are going to sell, because you probably can't replace that 3% mortgage if you're going to get another mortgage. So let's find homeowners in our database that don't have a mortgage or have over a 6% mortgage.

00:46:16:12 - 00:46:46:05
Unknown
Let's find homeowners in our database that have been in their home for over ten years or over 20 years, that have seen a significant amount of appreciation. And so what we do is we create these really tight segments based on this really big data, and then based on and then layer the, consumer behavior on top of it to get this very, very, I would say, a strong list of opportunities, bottom of funnel, list of opportunities that we know if we need opportunities now, this is where we should start.

00:46:46:05 - 00:47:14:21
Unknown
And I think whatever that segmentation looks like, whether it's based on engagement, it's on the buy side, it's on the sell side. You have to get to a place. Once you get past just calling through your phone and calling the A's, which is a spray and pray approach, which is better than no approach, right? But once you start driving revenue and you start making those investments and becoming a little bit more strategic, and intentional, you have to start segmenting your database and becoming really intentional with who you're reaching out to.

00:47:14:23 - 00:47:36:19
Unknown
Yeah, yeah, I would, I would say to, you know, one of the things that we've heard a lot of over the last couple of months, especially since the Na settlement, you know, agent commissions are going to get squeezed. So to dispel some myths, right? Like the average flow on agent commissions on an annual basis is about 5 to 10 basis points.

00:47:36:19 - 00:48:05:07
Unknown
Right. And anybody on the call, can you guess what agent commissions have gone to since April, since the announcement of the settlement? Take a wild guess. They've dropped point six. So six I'm sorry, .066 basis points. They've gone from about, 2.61 down to 2.55% on average. Right. That's well within the normal float that we see on an average basis.

00:48:05:07 - 00:48:22:07
Unknown
So commissions have not been squeezed yet. Right. Like that. We're not seeing that. So the other thing that we're seeing is that people are saying oh well buyer buyer leads. Right. Buyer lead seller leads. This is what this is what I think. You know, we're starting to see a shift. You right. Because Ryan you make a great point.

00:48:22:09 - 00:48:47:22
Unknown
You've got to have a database to go after those people. Right. And and so online lead generation is still going to be the most efficient and economical way to scale your database. Right? I'm just talking about getting whether it's buyers or sellers. Right. It's it's it's not buyer leads or seller leads anymore. Right. It's real estate leads and they can be monetized a number of different ways.

00:48:48:02 - 00:49:07:04
Unknown
Right. It's about building a database because today's buyers or tomorrow or actually today's buyers are really masquerading their sellers masquerading as buyers is, you know, what we're seeing about 60% of the time, right? People coming in with a home to buy actually do have a home to sell. So it's still the most efficient way to grow and scale your database.

00:49:07:04 - 00:49:29:03
Unknown
Right. So that to me is is is one of the ways it starts. And then like you said, Ryan, you've got to have the systems and technology in place to help you identify who's in market, right? Whether that's buyers or sellers. You've got to have technology that's able to help you mine through that database, because you can't do it on a 1 to 1 contact basis.

00:49:29:05 - 00:49:44:15
Unknown
So a couple things that I a couple of things. So, when we're coaching clients who are using technology and tools, the first thing is they need to learn what, features and what what what things that are available to them. So if someone's using CINC, we're going to use the workflows. We're gonna use the automated, responses.

00:49:44:15 - 00:50:02:14
Unknown
We're going to categorize leads as ABS and C's. There's there's a methodology to how to work a database to get the highest return out of it. A lot of people spent money on technology. And then they say the tech doesn't work. And it's not that the tech doesn't work, it's that they don't understand how to harness the power of the technology to get the maximum result.

00:50:02:16 - 00:50:17:03
Unknown
One of the most one of the most powerful things that Fello does. And this is one of the reasons that Ryan and I started having a conversation because one of our coaches and one of our coaching clients said, you know, I would get a daily notice of every time somebody in my database would listen to somebody else.

00:50:17:05 - 00:50:36:15
Unknown
And it was like a little dagger letting me know that someone's doing a better job where he might database than me. And I decided that I was going to stop that. And so I turned a Fello on and started actually working at and following the systems and doing things necessary. So those listings, when they happened, came in. At least I had a shot at it instead of having them show up as being listed with somebody else.

00:50:36:15 - 00:50:53:02
Unknown
Those are those are strategies that sometimes we're in our own business so much we don't see what to do and what not to do. And I don't know any, I don't know any high performers in sports or in business that don't have somebody looking at their life or their business from a different perspective. We call that coaching.

00:50:53:04 - 00:51:08:19
Unknown
And so what a coaches is not some of that sort to motivate you. Like if I have to motivate you I don't need you. I want people who are already motivated that want to want to grow and take their business to the next stratosphere. They just don't know what they don't know. And so they're looking for somebody who can see their business from a different perspective.

00:51:08:21 - 00:51:32:00
Unknown
Plug in all the pieces and make them work together so they can maximize all the opportunities. That's what a great coach does, whether it's Workman or somebody else like find somebody who, you trust, who, resonates with your values, that understands tools, technology skills, messaging and marketing. And they can help you, build your team or build your company or build your brokerage, or help you with your individual business.

00:51:32:00 - 00:51:49:17
Unknown
Create leverage using the tools and technology. So my my big thing is I listen to all of this is to summarize the three things I do eight so summarize the three things. I'm just going to go through one more time. That will do. I will share your QR codes there. But number one is the class action lawsuit doesn't matter if you're not selling any houses.

00:51:49:17 - 00:52:13:01
Unknown
So do the activities that generate results focus on the things that make money moneymaking activities. If we were to change the amount of time you spend doing non dollar productive activities and replace 50% of that time with dollar productive activities, you'll make more money. Period. Educate yourself on what's available, what the market is doing. Be when someone brings up real estate, have an intelligent conversation with him about it.

00:52:13:03 - 00:52:35:00
Unknown
Don't talk about what other people aren't doing. Don't talk about what other people said. What do you want to talk about? Do you want to talk about what you know about the marketplace and how it impacts their decision making process? Be an expert. Number two was learn how to be a skills based exit agent. What that means is practice scripts and dialogs go through and get training and coaching.

00:52:35:02 - 00:53:01:24
Unknown
Do the things that hone your skills. Get better at negotiation, get better at reading art. Are, reading body language? Use emotional intelligence and artificial intelligence to, elevate your elevate your skills. And number three is apply the technology that's available to you today to do one to many. So put your put your database in your systems, in your relationships on steroids by incorporating and utilizing technology and not just any technology.

00:53:01:24 - 00:53:23:14
Unknown
There's a reason you're on this webinar listening to these experts. And so go deep into their solutions. Look at what Singh does at the different levels. One of the things I really appreciate you saying this is that our salespeople know that if, we're not a good fit, they have alternative solutions. That's a consultative sell. So schedule, schedule the console, look at what they do.

00:53:23:16 - 00:53:40:04
Unknown
And with Workman, we have a find my fit assessment. If you'll use the QR code here, you can download the Class Action Advantage system. When you do that, find my fit. We'll actually give you are, buyer and seller action scripts for, dealing with a class action lawsuit. So go in and use the find your fit, go to that resource to do it.

00:53:40:10 - 00:53:58:14
Unknown
And then with Fello, Fello is like a level of business that most agents will never hear about. And you should consider yourself lucky that you're on a call with Ryan today. And he shared with you, because this is being talked about amongst our highest performing teams in the world. And if you're already in those networking groups you're hearing about follow.

00:53:58:14 - 00:54:25:22
Unknown
But if you're not, it's kind of like you ever want to be in the room when the big deals happen. What Fello is the company in the room making a lot of those big deals happen, I love it, yeah. They're, one of the things that is super important for us is if you are if if listings is your biggest priority, you know, like I kind of said earlier, if listings is your biggest priority, I would highly, highly recommend it.

00:54:25:24 - 00:54:45:06
Unknown
Look at Fello. And not necessarily because it's something you want to sign up for but it's more that you can start getting awareness and visibility to just the opportunities that are happening in your database and the amount of homeowners, and to coming up with a strategy. I saw there are a couple people in here in Canada, Fello is not currently in Canada yet.

00:54:45:06 - 00:55:11:09
Unknown
We still have conversations with, our beloved friends up north all the time to just say while we're not there yet, these are still principles that you can apply to your business to generate more listings. And we are here to coach you and navigate you and give you the resources, once again, value based, you know, servant led, and I think it's just really important that we've always found that like listings to us is the path to profitability.

00:55:11:14 - 00:55:29:14
Unknown
It's the path to scale. And that's why you've seen Fello grow as fast as we have my work with so many of the top teams. So, definitely take a tour of that. We have some great, promo pricing, with, Workman and CINC. And then also just really quick, this is kind of a self-promotion. If you can throw up that other QR code.

00:55:29:16 - 00:55:52:23
Unknown
I mentioned that I was doing those, 30 day listing where I said 30 listing appointments in 30 days. I posted a lot of the videos, the live calls, the scripting on social. Give me a follow. I want to continue to educate you on what I'm hearing. And that's working with, seller, lead generation, the biggest seller objections we're hearing.

00:55:53:02 - 00:56:13:22
Unknown
So, give me a follow. I'm really committed to, you know, pouring value into this audience. Best ways to overcome objections and set appointments and start building these listing based businesses. Thanks. Right, Matt, give us that. Give us a great call to action. Yeah, I can't see the QR codes, but, Richard, I'm assuming my, the QR codes are up.

00:56:13:22 - 00:56:32:08
Unknown
I would just recommend, you know, as I said, schedule a consult with us. Right. Sit down with the product expert. Let us, you know, sort of talk through what your needs are. And if you're a good fit, then we'll absolutely find a way to help you supercharge your business. Right. And if not, then we'll we'll point you in the right direction.

00:56:32:08 - 00:56:51:04
Unknown
But at the end of the day, it's all about helping. Helping agents be successful. And maximizing, what it is that they're doing with every second of their day. So, Yeah, give us a, give us a look and we'll point you in the right direction. This has been really informative. It's been fun. You guys have fun doing this.

00:56:51:04 - 00:57:12:02
Unknown
I sure do. Thank you for including me. I love this stuff. 2 or 2 brilliant. Guys I get to spend some time with. Well, on behalf of Workman Success and CINC and Fello, thank you all for being here. We appreciate it. If you already have CINC, then set up a find my fit with Workman on and go check out Fello and see how it works together with CINC.

00:57:12:04 - 00:57:26:00
Unknown
And I don't think we have any other questions, so let's wrap it up. Have a great rest of the year. Remember this is the time of year we're doing business plan. So deep business planning right now. Nothing you do today is going to pay you back for 30 and 60 days. So let's make sure we're planning for a great 2025.

00:57:26:00 - 00:57:33:13
Unknown
It's going to be an unbelievably great year. Love it. Thank you for this. Take care. Bye. And thank you for all.