New Realtor Builds EPIC Real Estate Team In 18 Months! : GSD Mode Interview w/ Andrew Coca



what is up my peeps Joshua Smith you with another GST mode podcast interview the number one podcast in the industry for real estate agents to learn how to get done make sure to check us out at WWE SD mode com2 check out other GST move podcast interviews in other additional free content free webinar trainings and more epic content that i'm always putting out there to help you real estate agents like you crush your real estate goals just a few quick plugs before we begin if you are a driven real estate agent has big goals big dreams and want to create greatness then check out my personal mentorship coaching program at WWN I am a street comm where you can see how it works what you can expect see a ton of testimonials about the massive success other Realtors just like yourself have experienced with the program and learn why thousands and thousands of real estate agents have decided to join my personal coaching program to help them change their business and live forever alright so is real estate agents hands down by far the number one most important tool in our real estate business is our current if you want to use the exact same website and CRM I use that provides you with all my personal following drips that allows my team to join thousands of leads each and every month and close two plus homes every single day check us out at www.imtcva.org going to sign up make sure to go to perfect storm G sed calm you want to make sure that you prove their register perfect storm GSD calm well you can get the registration free waived and only pay on a nine dollars a month by one last quick thing your support truly means a lot if you find these interviews and any other DSD mode content powerful please make sure to share with anyone that you feel can benefit from this content alright it is time to jump on into today's GST mode podcast interview what is that my peeps Joshua Smith you within the GSD mode podcast interview who ever seeing a week we interview top real estate agents top entrepreneurs in strip top badasses they're out there dominating their space these are people choosing to not live a life of mediocrity but instead to go out there and create big amazing epic lives for themselves for their families as well as a big impact on others and that's why they take time of their busy days to come on here with us and share all their brilliance with us so then we can go out there and grow and expand and kick ass in our own businesses so you guys today we were obviously those of you watching this and not listening to this we are in the studio which we don't do a lot of these anymore this is pretty dope I always get excited what do we do one every six months anymore thank ya yeah we used to do them all the time and it was like the energy just different you know right but I get it's it's tough right and then people can't you know I'm not Jill Roman so people are in the job but once in a while we get blossom the guest like you guys that wanted to do that income and so on but we're in the studio here I'm joined with it with a couple badasses you guys either um a couple guys that you know I've had the pleasure and the honor of being able to I guess witnessed from afar all the growth and success and they've had just some young hustlers I mean with Jonathan I'm sorry Andrew you're gonna be real say this is 20 and you're 23 today yep right so so I got into real estate at 23 so like you're boom like certain where I got started right and man you're just killing it you're crushing it so um they are the co-owners or guests that you guys are the co-owners of the coca group which is real estate team in Denver and again man I I think I don't remember exact timeframe but about a year or so ago that you're in the office you're a half probably year and a half ago and and that was your you flying solo at that time right flying solo no agents actually so we had zero just me with the logo coming here to learn from you and then it's it's time just flew yeah in 18 months so solo single agent which is where we all start right now they have dude a pretty badass amazing team that that's that's doing some epic things that we're gonna talk about today but they have 10 agents on their team and grown massively we're just talking before hit the record button of you know the next few months anticipating be at 25 agents with the recruiting strategy giving and have going on and they're just growing in skill and massively um so I'm Lou Stockton honored and excited for this interview and to have my good friends Andrew coca and Jonathan Martinez on the show come show guys thank you yeah that's dope dude so on alright so before we jump into what you guys are doing it cuz you're doing a lot of cool things man here right you're you guys are you guys are doing what real estate agents need to be doing today yeah right and what I mean by this is you know no longer is it good enough to just be a great real estate agent I gots the ante to be in the game right now I'm not do like if you're not gonna be a great agent take care of your clients like you know the contracts and bail service your clients you know which I believe is just the anti I'm like just get a business school teachers episodic something like get the out right so but but that a lot of agents got away with that for a lot of years um not treating this as a business yeah right and put the agents that that understood that that was the ante but also treated as a business you know right those were the mega producers that always kicked ass but now look at it today and as the industry's involving that's no longer enough that's like that that's the anti now that's the new in yeah what used to make you a mega producer was just it's just that auntie to maybe you know just to do okay and survive in the business so I can addition to that man you really got a master technology you got a master technology systems processes automation and just be methodical of different revenue sources and and think outside the box you know right and you've got a really evolved what you guys are just frickin crushing it out right which is which is really impressive so once you get into all that here shortly before we do that though when you give this guys a little background how did you each get involved in real estate because I know you guys both came from different spaces so so go back on on what led you into real estate each but then also I'm really interested in how you guys met like how to have that that connection happen absolutely so I guess I'll start I got in first on our team and I was in college I remembered the day actually I was in my business law class I went to school in Massachusetts I was in a business law class in my second year and everyone's talking about what they're gonna do for the summer and out of nowhere some girls like oh I might get my real estate license and I was like huh that could be a good idea so I got I went home got my real estate license and I went to a seminar by I think Gary Keller and then that was that I didn't have any family I didn't have any friends didn't have anyone in real estate didn't really know what the heck I was doing but it just felt right when when she said it in that class it's stuck in my head I went home that summer got my license and kind of just fumbled around didn't really know what the heck I was doing and then I think my first year went okay my first full calendar year I sold ten homes and I think 21 and then after that things were a bit rocky up and down we had a few good quarters a few bad ones and I just couldn't really do it by myself and so this is where our partners come in we have another partner that's actually not here with us too but meeting these guys our skills just complemented each other so so so well and whereas I was maybe having the long term vision and I had all the things structure how I wanted them there just wasn't enough gusto in the team until I want to say John and Dylan came in and then actually Jonathan and I met one day I met his little brother you can take it up from here yeah so um I think just kind of like piggybacking off that so we actually met at like like he's like a little brother of mine but anyways this guy met him at a bar and then it up and like like the next weekend my little brother was like yo like come meet this guy he's really cool and at the time I was like I guess I was in corporate tax and then at the same time I was like heavily involved with a lot of companies in New York City in the in the startup space and so here's a yellow you really need to meet this guy is really cool so we met we actually end up spending the entire dinner was like an hour and a half two hours like just sitting there chatting at the end of the table ignoring like everyone was like poor I ignored his birthday but um yeah so that's how we met and during that whole time what I was really you know going through I like to say I don't have a cool story of dropping out of college but I did go to college did accounting and finance and then realize went into the industry and just was like this is not me this is not what I want to do and at the same time I was working with these startups and had a taste of true entrepreneurship and what that really meant and what that embodied and so I think at that time was like a very strategic time if you want to call the university or whatever putting us really in the same room and then it wasn't until about a year later I was like I completely walked away from the financial space and stepped in to really kind of like just not knowing what I was going to do stepping away from all that identity and stepping into like okay I want to be an entrepreneur I've kind of seen it I've done it a little bit worked with some people like that and then purely out of boredom really got into real estate and was like yeah I finished the course in like five weeks just like completely killed it and then really just called him I remember he was he was still in real estate and I was like hey I was like what's up you know and he was eclipse meet up we met up at a coffee shop and then actually ended working with him concurrently and this is when he was just like he had just like really began to like start taking his business seriously from my perspective and so actually end up going away on to a few other brokerages I did some more consulting and then mom it was like it was like last May we met in a rock bottom and talked for like three hours about like paradigms self-development and then like collaborating on a potential real estate venture and at that time that's what we had fully intended and then eventually he was like hey man like I really want you to come on the team I think he'd be a great asset and so I was like yeah you know we can like you know I really want to you know do like a real estate tech company with you but like maybe and then we just came really good friends got introduced was introduced to Dylan cloud our other partner and we thought oh Dylan but then yeah and then like we just vied really well a lot of the I guess from the social dynamics to what everyone else was bringing into the table was just really good and the synergy was there and yeah I mean in through through the ups and downs of you know recruiting agents building out systems and being in a room for like 16 hours a day with you know in a 10 by 10 we call it a war room yeah it's it definitely builds definitely builds character between you know your relationship to the other people so we actually have that or that exact one we do have that same and so from that standpoint yeah from there we just you know started growing the real estate team I pretty much handle you know he was gracious enough to kind of let me be the CEO well he handles you know I'll jump in here because when I left school at at my school is a very entrepreneurship focus school and they made us do this survey one time where they basically asked us like eight or nine questions didn't really tell us what it was for and then at the end we basically like rated at one through six how it applied to us and then we they give us a little sticker and like made us go put it on the board just like the lower scores are here the top scores are here and I had the very like lowest score by like a foot and then you started seeing like other people's and then I come to find out that it was a fear of failure test and I just I had the lowest fear of failure of the entire class by like a ridiculous margin yeah and then the reason I say that is I thought I had such a low fear of failure and then I go out there when I you know I even I go do real estate I think I can go door knock and do all these things and I start to walk up to the first house I'm like like stomach drops don't know what I'm gonna say kind of just sit in my car for an hour I could turn back I didn't know what the heck I was doing and I meet this guy and I and I I see who really doesn't have a fear I mean this guy defines how to go out there and just just crush in I didn't have that aspect that might know deep down that it was all gonna work out and so I could take that action but you know developing these things and giving that to other other people that we bring onto our team is is just so crucial and so it really worked out well I mean our strengths just were so different at least at the time we've kind of just built together so maybe maybe a few a fear of failure was so great that you were like succeed you know right cuz it's one of those things like yeah you can't have here Yeah right when I say can't have fear of failure like you gotta be willing to go out there and fill but you know having a little bit of fear is good too right keeps yeah and a great book out there as Andy Grove who was the CEO of Intel um from multiple multiples that go decades which is only the paranoid survive you nobody talks about like how they grew and expands like you gotta like you gotta have at least somebody the organization that is you know that is constant at worrier and not worry in a negative manner you know right but a good banner of understanding you gotta be relevant you know right yeah so I love it dude so on one side because real quickly before we talk about what are you tactically doing inside your realistic team when it comes to partnerships yeah because we see so many real estate agents partner and and so many I mean most that I see very few do I see their apartment for the right reasons it's almost like a lot of people just don't want to go at it alone so like they might be oh hey you know I'm closing 25 deals a year this a jump here is closing 25 deals here like they're almost like a clone of themselves yeah but they just would rather be together than be alone so and a lot of times you know I made this I did this when I first got started to of a short-lived partnership where it was just like well you're doing your production I'm doing my production it started off as just let's share expenses let's share an assistant let's but then it's just that got muddy didn't then I just Mason so let's put everything in a pot right but then it doesn't always out you know way itself out so you gotta you have partnerships it becomes so critical right because you gotta have skill set fits like you guys are opposites right so like your weaknesses are your strengths and vice versa right and sit with your third partner right so um but then from there you know you also had the other component which is like gotta have the same core values gotta have the same vision you gotta be willing to sit in at 16 hours a war room each and every day sacrifice personal levels and like even visited we talked about big goals but nobody talked about big sacrifices yeah what are you willing to sacrifice and yeah like there's so many little moving parts here that come to a successful partnership and you guys have done such a good job at it what advice would you give our audience um that's thinking about partnering that's me you know thinks it might be a way to go of how do clubs identifying and like what are you guys done like what's the secret sauce gosh I was like I could think of so many things you would say that I like couldn't say the right way so I would definitely say from the standpoint of like when you're thinking and walking into a partnership my the way I feel we've all addressed it is one talk about the big things are really the things that potentially are gonna be your pain points and like understand like how that where that person is operating and how they operate and that's just getting to know that person but also understanding like keeping yourself in check would probably be the biggest thing and I'll let you elaborate on this one because you explain it way better than I do but as far as like just understanding letting go of your ego and like willing to like get outside of yourself and that is like the most ridiculous thing like from the outside looking in but like when you're in the moment and it's like him and I is so funny we when we like clash and we have our moments we fight or whatever it's crazy it's like sometimes we'll like yell at each other for like 10 seconds like yelling and then it's like dang like I would get 50 seconds later is just like I'm sorry man I should have said yeah you know I mean I wish I was operating here and so we like that sounds super technical to start breaking down like every argument like there if you feel far between but we tend to definitely put everything on the open from what's bothering us both personal and professional what struggles were coming up against and we really air it out like it's almost barbershop talk almost sometimes the way I would liken this because a lot of people say do or don't partner with friends or family or anything like that and and part of the reason is when you're with family it's like you're you too close to tell them certain things you're just gonna fight or things to go wrong there I don't really operate within any of those methodologies personally the way I see it taking a step back from all of that is if you like how bad does someone want it and what are they made of and what are they willing to do and where are they going and the four of us I mean it's the three of us then on another couple companies we have a fourth partner so the four of us in this war room we want it and we just we have that same drive we're all drivers there and the way I see it when you have that if you're willing to learn what you need to learn if you're willing to do what you need to do to get there honestly the the strengths and the weaknesses they don't they don't matter me it's it's are you willing to get there and are you willing to learn what you need to learn to get there and so that's why we have such a huge focus on personal development and when he said you have to get beyond yourself really what we mean is when when you go into any partnership you are a somebody you have these likes these interests these identifications and this is who you are but if you can recognize that there's a reality beyond then you can break from who you are as a personality and and kind of get beyond yourself in a way there's just these if you can commit to doing that and leaving the ego at the door and who you identify is at the door and we become a team in that room that's that's what matters to me and to be honest we're all very very good at then we do a lot of advanced personal development work there to be able to do that and aside from that everyone's driving all day long and so it it really works out and then if we do have a conflict we're very very open and honest with each other and if we disagree that's why it comes to a head and then it just fizzles up because we're we don't we don't let things build up in that way and I think that's very important as well I know you said that it's it's you know what their drive is it's a way well here's the endgame goal like how bad do you want it you know but then from a skill set component I know you you mentioned that that matters more than the skill set and I agree in that like look we if you want it bad enough for you learn the necessary skill sets right but there's only so many skill system can learn and then expand and I'm just guys do all have unique skill sets Vanegas says the reason bringing it up is because there is some component to that yeah like you have other in game those skill sets but if you all have that same house all have that same Drive all have that same want and desire but then you have the unique skill sets like dude it's hard when you're starting to visit somewhere no that's you know compared to like ya got your your other part on sand you know brilliant badass at marketing yeah right like you're really badass at technology and systems and automation and yeah right and you've got the real estate experience absolutely no other elements of it where you can each you kind of wear your own hat and like have extreme ownership of these things you kind of talk to us about that too of you know because I'm guessing that that is a lot of Umesh person I rise and drive wise but also like would that have been enough to partner if it wasn't the all like good if I partner with Jonathan we would then explode because he brings this to the table I would say that there's a lot of unknowns when you partner in terms of how it's going to count like your skills are going to compliment each other it's really hard I think to partner because you think your skills are gonna complement because you can say that from the outside but then the second you partner it's like well you don't know how they're gonna mesh together until they mesh together and that's really hard that's where a lot of partnerships fail is they don't know how it's gonna be when they get together and that's truly why I think you're right it's it's like you have to look at can the technical skills complement each other can the personalities complement each other in different ways and that's a very very good way to look at it but then from there I think what matters and keeping it alive is that you know that drive to that vision and then that ability to get beyond yourself but you're right it's like they do have to mesh it's just hard to see how it's gonna happen until it happens you know it's it's like when you mix two ingredients together you can say they're gonna do this but you put them in the same thing it's like do you have that well one thing I think to elaborate and just to I guess put an analogy I guess to simplify things it's like if four chefs in the kitchen right and so it's like at which point do I you said extreme ownership and so it's funny as I'll be doing sales calls recruiting and whatever I'm doing on this and then you know he's definitely like oh the instructor he knows the systems and he built out coca University so he's working on that and then you have Dylan and he's doing branding and yada yada yada out right and he's building out that and then we have another partner and he works on a separate business but he's doing his stuff and so because we all buy into the same vision and what we're doing for chefs in the kitchen it's like you know whether someone's cooking a main course and everyone else is doing the size or whatever at a moment's notice any one of us could switch and do exactly something else um gets increasing us and getting us to that vision that we all have together and I think that's I mean I don't know if you want I would a little because a lot of the time people don't like to have multiple chefs in the kitchen but I think what's cool here for our partnership is when we bring on a business partner I don't want to partner with someone in that way at that level if they can't be a chef in their own right but if we're gonna hire employees or have people come in under us that aren't you know having an ownership then they don't need to be a chef they can do that one rule so we really do cross train each other a ton and then we might have different strengths and weaknesses but we really work hard on overcoming those weaknesses and at least having some level of competency where once we had a weakness it's like you have someone whose strength is your weakness why not learn from them too so so we do help each other grow in that way too so we don't even I don't look at his like my old weaknesses that I had before I partner with him I'd say I'm a lot better and in those areas just from learning from from him and our other partners in those ways as well so it's like you're my I'm so uncork so by my partner hammer this dough right I just brought her on as a partner last year she's my first hire ever so you know 4 bucks an hour admin you know this was 2006 yeah right and you know last year I uh I mean she grew and built the whole team with me all right over the years and you know she's leveled up and did an amazing job at anticipating who she needed to become and you know so I gave her ownership last year and brought her as a partner and you know and and you're right I mean I gotta jump in and do her role yeah right she could jump in and do mine and she hasn't I have yeah right but it's like you know she runs all the operations for the support side you know right and then anything contractual when it comes to that and then I run all the kind of the coaching and training aspect of it so we have those roles but I mean yeah we can jump in be cross-trained whatever and then it becomes cool cuz then you know how to support each other that much or – yeah when you're cross-training you can relate with what the other and and I so I have a tip for any real estate partnerships as well because there's so many different types of partnerships different businesses because I was talking to a friend of mine and then another I was talking to two different people with the same problem in terms of partnership people who partner in real estate tend to try to make it really complicated and I think it's as simple and I and I learned this from you back in the day was when you partner you're a new entity and you you're essentially building a team or let's take the coca group for example it's not let's say Andrew does a deal how much of that deal does Jonathan get it's how much of that deal does the new entity get and then from there that entity can net that commission against any expenses and at the end of the day you have partners with whatever interest but you have to build the business and so if there's two people partnering in the real estate industry often what they'll do is say well how much of each deal do I get or do you get and they don't look at it as a third entity getting that that percentage and then splitting it so and just from what I've seen people who are partnering at least in real estate don't tend to treat their partnership as an entity I think that's the first problem yeah LLC and parasail payroll yeah I couldn't agree more yeah and roast is every business is a little bit different you know like when we're talking or you guys were talking about the skill sets yeah right um yeah I just started thinking about my supplement company yeah right well my partner myself only come here we have three three total partners but one my partner's is about chemists Yeah right like he's spent 20 years 'lord formulations and like I cannot do that yeah right so he comes up with the formulations yeah right my job is I run back in systems and operations like dude I like oh you know we have a supplement out right now i'ma take it I don't work so I can tell you from the ingredients in them 1 what each one does you know right now real cities is all over the different different beasts you know it's not technical some other spaces with some of that so on you know Jonathan I'm curious do with your with your background if we got in real estate with consulting and helping me startups and you know which is super cool right cuz you got to kind of test drive entrepreneurship to know it was for you and you felt that pull towards it what were some of the things that you learned from what my startups come sure you saw some kill it in some filling what were some of the key components like if you had like I know two or three biggest learning lessons that you learn of like like here here are the ingredients that you make you make you make it or break it for you that you've been able apply here gosh I would probably start at the top on what partners you're choosing and who you're choosing to work with at the early stages and that like the the person all that you bring on we definitely implement a very family atmosphere and that's not like in a way like like the typical like family business it's more or less like you treat others with so much respect and you do unto others the way you'd want them to do to you arm and one examples like for our group I always tell when I mean with age and some like this I'm like okay so a lot of the times when you're gonna you're in it hey I can't show up to showing da-da-da-da-da and the person's like how much you gonna pay for that it's like no like just go do it just go help that person cuz they're gonna return that later and having people that are always looking out and understanding like putting themselves in your shoes and understanding where you're coming from and that's just anyone from personnel like anyone you're bringing on to really just your partnerships and understanding like you need to have this energy and one is like hugely trust if you don't if you don't like trust that person to have your have your back and a dog fight like why why would you even like step into business with them because this isn't easy it's never gonna be easy you're gonna be in predicaments whether its financial or you know your personal or your business just anything you need to be willing and open and honest with each other and always transparent that would be first thing the second thing I would definitely say surround yourself with it's it's all people I'm primarily going to talk about people it's I don't really think it's ever the product it's all people and the next thing I would say is when you're bringing in personnel and this is literally what I say every meeting when I walk in and talk to other agents is only sound I don't want to work with real estate agents I don't want to work with and essentially I don't want to work with an employment tell you and work with business owners and entrepreneurs and the reason I say that is because those are the people I am going to be spending time with and surrounding myself with and likewise with them and so I wouldn't haven't have it any other ways that's what I live eat breathe and same with my team and my guys and we all do that and so from that standpoint the people who bring a business owner mentality tend to weather the storm tend to innovate tend to bring you know creative solutions to whatever you're doing whether it's the most technical monotonous thing you can think of to just like hey like you know maybe we do this for our culture event like just all around I would definitely say it's all it's I think it's all people thing for me so yeah love a dude so um Andrew so I did so I'm gonna get like deep into just a straight real estate now right so with with what you guys do and from a you know tactical system strategy standpoint your team well you went from being the business prior and you know decent first year then you had some ups and downs you to where you guys are on fire right like you never grow and expand doing it right outside of the partnership as we talked about the power there from an actual like taking action tactical implementation standpoint what are what are the differences that you are doing now verse I used to operate that as a longing you create the the rapid success I think the number one thing that I have now that I didn't have her we have now that we didn't have is Koch University and essentially with all that is is our team training so what happens is when a new agent joins we essentially put them through 20 plus hours of team training and they learn in my opinion one of the most your paths for success but on top of that they'll also learn all of the little things that they have questions about when they first joined because we're talking earlier off-camera everyone says they have the best training and I've gone I mean so is he being at different brokerages we've had the opportunity to go through a lot of people's training and while there's a lot of good training out there the one problem I had noticed was that it's not chronological enough for someone whose mindset is fresh and new or whose mindset is someone who's not producing to being somewhere where they need to be a world-class realtor and so I think the chronological order of things is lacking usually you have libraries of training that people can pull from but they don't know where to start and it's very confusing so what we did was we have step by step for 20 hours it's all in order an order that we think they should go through and then that is just so easy for us as a business because we put an agent in that training and we don't give them leads until they complete the training we don't we don't order the business cards we don't do anything until they complete the training and when they complete the training they'll have far less questions they'll know exactly what they need to be doing and then piggybacking off of another thing we have in place is the tracker we didn't have our numbers tracking dialed in until very recently within the last three or four months and so we have Koch University we have the numbers tracking for our agents and these systems can now scale and that's why we're recruiting so heavily and you plugged someone into them they come out the other side a world-class realtor with all the tools in their possession and weeds and the ability to go and generate business for themselves all you need is the right people at that point and before when I was going up and down and before we partnered I had some videos I had some form of numbers tracking but it wasn't dialed in and it wasn't scalable to the point where we're talking dozens or hundreds of people could use it at one time it was more like you can maybe have a handful of people use it at once but now it's really scalable and dialed in and that's overall the difference I would say yeah I mean it's um you know unfortunately the training in the real estate industry is pretty poor yeah right for I mean industry-wide and you look at you know people that are known for training might like would say Keller Williams yeah right which would you look at the big franchises has the best training agent training out there right but it's still like you still end up either having to pay for the advanced training even they're like you got a paper bold or pay for you know whatever um and even then it man it stop it because it isn't like you're yeah it's so overwhelming it's shotgunning and you said the methodical approach of it I look at it like you go buy a piece of Ikea furniture right and they give you looking at yeah all these thousand pieces scattered out yeah I was like what you can do it all that right like you need the instructions like you follow step one that leads you to step to step through it's like building Legos almost right um with this and doing it in a pound way you know Mike who a huge mistake I see so many needed to make is they do buy the business everybody is obsessed with leads right now am I going to feed on your truth like number one to have your tracking down an observer to your CRM dial then and when I say dial then like a CRM dial then means all you have to do every single day is show up and clear your task you like you do that every day you're kicking ass right um your buyer listing presentation I'll then and then your spear of influence you know strategy I'll then like you and I probably take a new agent a full 30 days right now same accounting like spinning an hour every single day learner you know going through the MLS and getting to you know like we have you know plan in place for new agents for that stuff but it's like yeah I'm at first three days like slowing down enough everyone wants to go fast it's like you got to slow down in order to go fast right and I get there impatient whatever but um like you like leads I always agree with if you jump into Legion without having those those elements in place I got it soldier like dude you're either gonna go broke or you're gonna burn out and probably combination both yeah right so it is there is get put the cart before the horse right and and I'm now you show me University for price of screenshots if you are upset yeah absolutely so uh give you guys a sneak peak of well that looks like so you can see this yeah if there's any agents and yeah so then um because I've got an online university as well Oh which I know you've seen it yeah we're comparing universities before jumped on but anyway with that like I've done it where I've went so hands off well it's like I've went everything digital yeah right but then we found that mandated it's gotta be kind of like a mesh of some live in person and some digital a little bit with that so do you guys have outside of the online university which is great for mastery they can do it on their own ours got a bio consultation model you can state you know get done working then go tell your family and then from nine o'clock to midnight rehearse it and roleplay it and go up and kick ass the next day so it's great for all those things but is there do you have an integrated kind of like alum but what do you do for the Lionel yeah absolutely we and you can talk to us too we have four we have basically weekly class three or four classes a month in our training room so and then we actually do have our first team party coming up and so we have meetings as well but what we do is we treat these parties as like a 20-minute meeting talk about business and then we have food we have drinks we have everything that at the venue I think we're gonna explore venues but we have one coming up in a couple weeks actually and what's really exciting about that is I don't know that the entire team has met each other and on top of that I don't know if the entire team has met all of our vendors yet so what I like about these is it's a chance for us to all connect and do some business but then ultimately meet everyone and if I can have all 11 agents talking to the lender we use and the title rep and the insurance people and just everyone knows each other face to face I think that's very important as well so you can talk a little bit about that too yeah so I think just from the stand point we actually just the beginning no towards Santa last year we started taking these classes and teaching we are with color Williamson so what we did was we started we just like hey we want to teach and and we had the training Coca University done the branding was done and it was all cleaned up and so Andrews definitely like the instructor like he bisects things and says things in ways that is very technical and very applicable to I think the real estate industry as a whole but what we're finding and what we're doing is we're opening cocoa University not just to our group but to the people that you know whoever wants to come if you want to come you can come in and basically learn and learn how we do things in the way we operate and kind of see a little bit of our culture at the same time and so I think that's a great element for us as well and I totally agree with the fact that it can't the training can't all be digital there has to be this element of one being personal and I have agents like call me not only regular but you know sometimes they're like hey I got this like one-off situation like what do I do and then you coaching them through that and usually we try to limit that to like 15 minutes but like it definitely does work I mean adding a little bit of a hybrid as you if you would um definitely speaks volumes and it builds that relationship not only with your agents because they like you really genuinely care that you want them to succeed but at the same time it's like they have this like framework and it's like robust like coqui University they can always look back on when it's like they're writing a contract at 11 p.m. and it's like they're obviously they're not gonna pick up the phone and call me but they can go in there like hey I have this right here I need to write this traditional provision blah blah blah blah blah tells me everything they need to know so overall I think what we're doing is we're really trying to create a culture and from that that goes outside of cookie and oversee online that goes basically our hands in our ecosystem as far as our vendors and who we use and having that relationship be built for each and every aging yeah so then I take you to you know look what what are the four classes that you guys teach on our monthly based term and why though is for so we have you're doing social media wrong because I think that's probably the most obvious one we have a lot of I think the average realtor is a 50-something year-old yeah I mean we're in our early 20s and and I think we're just more naturally gifted with social media being younger because we grew up with it so it's one of those we can help people understand the ins and outs of it all also more in-depth things for the younger people that maybe they're not doing that they can do in a real sense we have know your numbers the path to 100k we have is su we have how to generate leads through Facebook lent through Facebook advertising and then we have yeah high level negotiation so we go into more structured negotiation principles that you might not know but then we also start to apply it in different depends on the audience we apply to the actual industry and how it applies in maybe a Commission split negotiation or maybe it's just a real turd realtor negotiation we we try to get three or four of those in a month so that we always have it rotating for newer agents or agents that haven't gone to the last one and things like that it's pretty dope is that it means that really tracker base you talk about having tracking something I'm really going because it's it's funny man because we and we have our universe as well and then we have four live classes that we do as well and you know our our four are and what we started doing is we just stripped away of okay people that go through it like what were their homes and they struggled on you know right had a lot of questions that was kind of hard for new agent plugging in or or I should say a new a new agent to our team they can be seasoned the computer this is six years ten years it doesn't matter right I mean those things for us was tracking his is always been a huge one like people just don't get it they don't understand it they Realtors naturally freaking hate numbers and Excel sheets and but tracking CRN you know right like really like just we had to have just more advanced putting in dummy leads and like just more advanced and person training on that CMAs has been a big one for house so we have that you know so these are these are every week so Monday through Thursday it's an hour same place they can choose show up or not and then the other component is you know just a high-level business plan which goes into tracking but just really getting to understand their business because we'll do initial business Lagos don't understand it you know right of a brave that break down um so kind of talk to us cuz dude no in your numbers I mean Jeff Bezos says you know who's the richest dude to ever exist the planet right first did break a hundred bill right so he's like look man if you do not know your numbers of business if you don't know your data you are going to fail but there is no like oh you're gonna struggle it's just like you are going to fill and we see all the time like you might hide get lucky and have a comparable news market like you gotta get a know your yeah right it's gonna walk us through today that's so important well what happened at first was I had this tracker that I loved and I'm like oh I can track my numbers now but I didn't and it's like well huh you can have all the systems you want but if you don't work them you're screwed and I would say the I've had coaches I've had mentors I was in a mentorship program at Keller Williams and stuff like that and I think at the end of the day with all my coaches all my mentors they could never force me to track my numbers and no matter how much you know you don't really get that and so that was such a big focus for us in building the team was I know they're independent contractors I know we can't force them to do anything but one thing that we talked about this a bit earlier but why we offer leads in part and why we love offering leads is if they don't track their numbers and if they don't do the calls and they don't do these things well there go the leads and so just incentives to to make someone for their own benefit track the numbers is so important and it's just how do you how do you get them to do it so that's that's why we we that's why we we get them to do it and it's yeah you're right it's so important until you actually follow through on tracking numbers it's I don't know how you can scale you know yeah yeah I couldn't agree more man you got it yeah I think we all go through it I was as bad as anybody yeah right and do not spend time on you right so um from year one I was like six or seven months in the business I had a agent that was like had the office right across the hall from me you know I've always been a big believer in like dude having a pert like an office at the office and just show up every day right okay first one in last one I'll show off every friggin day right that's yeah it's true dude so much to my personal success I mean even now today like I don't need me area pretty sick but I'm still my most most days it's very rare though I'm not um but this new comes mean he gives me some Jim Rohn CDs and I never do that until up on my life Twitter's old like I never actually read a book in my life like I never saw felt and you know but then once I started getting into Jim realm and I got hooked and from that point on I never went without a mentor coach and and it's like back then like it's crazy to think about 2005 when I got the business student there's no smartphones or so he's like razor foot phone there right we were just certainly in scanners you know they always do there's no DocuSign there's no facebook there's new youtube there's no podcasts nothing yeah right on so there's no digital programs either like you had husband young yeah 30 40 50 grand a year in coaches and gets old and now that's like a million today that I paying coach thing consultants but um I just keep leveling up with it um but even though dude no matter how much I paid them they all told me track your numbers tracking numbers chunking hours right even though I'm still going to check to him out I'm true them is my mentor my coach I knew better and I was in track of my numbers until I had enough paint delivery yeah I was like your number four and the business man I was ready quit and I the best year of my life financially netted like 780 that year or whatever not rich one quit because I was gonna for him to midnight no quiet life my wife and my wish had our first daughter lived right across the street like there's less than half my why I go to three days bail seeing them but it was just it was just this like I couldn't stop it couldn't slow down I couldn't his energy sucked I guys ready to go back to make it 30 grand 40 grand a year Yeah right of course I don't wanna walk away from the income but now only solution to solving that problem was to know my numbers so I could only make the waste and scale it and and but I had wait till like for me it's been this hopefully those watching and listening um can like it's great to learn from your own pains and mistakes but the smartest way to learn from others right I've had this yeah like I didn't start taking care of my health until I became morbidly obese and lost my health right didn't start taking care of my finances until you know made it and I lost everything and put myself 100 thousand dollars a credit card debt and whatever didn't start tracking until I like I'm like this guy that like I keep my ass beat get knocked down before I listen I'm trying to improve that but uh you know right you have these little moments on yeah I think we all go through it but you like once you implement like man it was like I realized right on the gate about 90 days into ever if you've experienced it I guess about 90 days into it or so do about half of all my time energy was spent on useless like it was irrelevant right Wow I think that was a huge huge problem for me and that's probably the biggest problem for all new agents they there's just sitting on their hands not well not not all the time but and sometimes you're accidentally putting into the wrong thing you think what you're doing is the right thing to be doing right and then it's not and then other times you do have the agents that are just sitting on their hands but either way it's like here's the plan follow it yeah so yeah I feel kind of blessed I like I've got licensed in 2005 to not have the distractions are today because there's no YouTube yeah I like it so easy today back oh I'm working and they're watching youtube videos from other top you know or they they think of top filters in YouTube I I think there's one try three actually youtubers that real stages they're actually legit charlatans that makes them so look legit but so easy to get caught up in that right now I don't want to say don't listen to podcast rats I GSD mode they're all don't listen to me that's truth point there's some other ones out there that my good content but uh it's so easy at caught up in that today Yeah right like you get busy but not unproductive things like we should be found that pavement right so what do you do then to ensure let's just say they go through the training they've gone to these meetings now and they're plugged in like what how do you ensure that they are taking action what they need me taking action you mean you mean how do I ensure other than the tracker or yeah we'll get a five and let's just say dude I went two weeks I haven't showed up for a meeting and I haven't but what does this look like from there I know you have leaves and you can take away the leads but like what I I guess it comes down to accountability right like what does that look like to – because we can't force them but but you want to and you can't motivate people yeah alright but you want to facilitate an environment where they become inspired like what do you guys term from that element you know I I think I am more of the guy that can walk someone through whatever the heck their problem is that they're trying to deal with I know who you're joking about it earlier because you have your business partner is better at that than you but I think in terms of where we lie if someone is hitting zeroes on everything and they're they just don't know what the heck they're doing I think it's important to just figure out why I mean are they disillusion to that point where they don't want to even go out of their house and knock on doors if that was their plan well why they're getting zeroes I think matters sometimes and if you can help beyond just a professional scope that goes that I mean I think that's more important honestly in terms of how we can train our agents because if you can break that professional barrier and you can help them in a way that they never thought you could help them because I think we are able to do that I think that will not only help their career but that I think that goes above and beyond so I think why matters if they're disillusioned or if they're just not motivated like why because I've been there I I was there really bad for a few months and it's just if if it's if it's one reason versus another there's going to be completely different approaches I think you need to take so I think I think it's a one-on-one type of meeting that we would have but typically people will hit their numbers or at least track their numbers so it's like it's not always like like that so far but I'm sure as we grow to maybe like dozens or a hundred agents you're going to get people that are just ghosting and not even tracking their numbers not doing anything and then and then what do you do I think but definitely one-on-ones are huge for us for anything like that I would definitely I just piggyback off that what I would say is I tend to keep like I'm really like I assume familiarity with all our agents whether I'd like really know them all right maybe not as close with them as I maybe another agent or whatever but I'm always like if from really just texting someone just like hey what's up what's going on and like completely I look like it'll be like I haven't talked in few days and I'm like what's up how's it going can we get on a call and just jump on a call and just like talk to them about their life what's going on and it's like not they're not long calls but like just really showing that like hey like I care and from a standpoint when someone's not you know making their calls I I just very upfront with them I come from like I guess let me put it this way it's a quote I heard as you can inspire a person because it's like trying to push a rope so I can never give them I can never instill inspiration inside of them the only thing I can do is motivation and motivate them and that's that's fleeting right so then getting down to like why they're not making their calls or like you know what failures that they had how did that make them feel like how could they be better and turn it into something that's productive rather than like throw my hands up it's you know it is the way it is let's talk through it let's I actually have a very technical process for this and the way I see it no matter if they're producing or if they're not producing or if they're motivated they're not motivated they have a frame of reference they have basically their their awareness their consciousness how they perceive reality and from within that frame of reference they create meaning they build the model of understanding everything around them and some people's very limited frames of reference if maybe they're caught up with in certain paradigms they create the meaning such that life sucks or I shouldn't do this or I hate this or this is terrible and if we can expand someone's frame of reference if we can find a way to get them to accept certain information that would cause them to evaluate the world around them differently there you go and so that's what a lot of the advanced personal development topics include that's a lot of this stuff that we do outside of of real estate that I think is very important for people like that but it's also important for the high producers as well I would say yeah couldn't agree more and I'm gonna put like a bookmark that right so I don't know the technical term because I want to go deep into that here in a moment cuz I know you guys i mean obviously any but it's listening this right now and tell that that's a passion and you're really good at it now my talk about your new program and all of this stuff here in a moment but before I get in Batman because you guys are in we're in the stage at urine with the growth mode that you're in you know and you you Andrew you made a comment to me before we hit the record button soreness of like you're like hey BAM build not all this stuff man was straight-up true GST Yeah right like when I give porn all in I understand like you have to put this thing because it's you know it's I mean to be honest like I didn't have my own line University toss out of production or then that's my full focus but here in the balance of hey man your production your your but you're also recruiting agents plus you're building out the systems plus your coaching plus your training you're all right and I hate the work balance because there's there is such a thing as balance you know as Gary Keller talked about it's kind of a counterbalance but you know do like get in order to go out there grow and expand have a true business and and continue growing that business on to get the point we get a higher production like you've got to make it happen yeah right so walk us through on the reason why I asked this to you guys because it dude to be honest a lot of my systems they want what they are today until I got out of production Yeah right I mean until I did I mean I'm we were like a 10 agent counting myself team doing four or five hundred deals a year yeah I almost did not doing that much short production we're doing right now with you know 50 60 agents but so much that production was from me and it's just massive hustle and you know uh viruses do if you sell my systems six years ago what the f dude yeah right it was I mean we just lived out a Google Drive and and I mean they were they were enough to get by but they're like they are now so but I also can't fathom you know like I didn't I didn't have him dialed in when I was in production for a reason you know I mean they were good enough to get us by but nothing like you guys have I can't fathom doing all that production all the other things that come with it and building those kind of walk us through like what does that look like oh and how do you balance all those hats dude honestly it was somewhat similar I haven't done as much production personally in the last six months I probably did more homes in one month before that then I did in the last six or seven months building all of this and so I did take a step back from the actual real estate production and I think if I hadn't thought to be honest with you yeah I don't know how how you'd complete that because you're right there are some nights one night in particular where I think the you know in the program we were going to talk but I think we have 58 videos and I pulled an all-nighter and I think over the span of the eight or nine hours of nighttime I only finished like six videos because it's so hefty editing all of these hours of content down into something that's a final product and then and then that's not even Cokie University when we're doing coke university it's like you got to plan on all the slides you have to build out everything you have to go and figure out what you're in a talk about and then you have to record it after that and such as hours and hours and hours and it's thankfully I wasn't doing as much production when I when I built it but yeah it just it never ends it feels like you know there's so much content that you're building well I think that's a good point though important to bring up and understand is like a spill of people think like oh well like when this happens I'll start that or or like oh when this is done it'll be so nice so yeah but I compare like systems it's like it's like people that paint the Golden Gate Bridge star on one side it takes a year to pan to get the other side enhancer all over X to paint in tires flaking right it's like you know the last time that I built our Vista view which has been about a year now we replaced some videos we know we keep it up to date but I'm getting ready three scrape and revamp it again um and it was three hundred hours you know over three hundred hours last time that and we built it up because if you said every mean like everything's that coincide be perfect and then you got to be so methodical with it and you know so much that good and then you got a friggin build it you know like from a technical aspect and you know all that stuff on but knowing what you know now if you were to like out of the gate as a new agent started you know three years ago doing this stuff like in a boot camp which you've been doing that so we met um you know talked about the daily power our oh my guys like this thing gonna happen overnight but if you just set up yeah Monday through Friday your daily powerhouse where you are building your systems yeah right now after 12 months 24 like but it just it's always ongoing it never stops I hate doing it well like everything breaks you system yeah thank you thank God you told me that a year and a half or two years ago and because that was the thing we honored every day no matter what I mean maybe we did bad or B did good on certain things the one thing that was always honored was this empower our I remember seeing a little cubicle with our first agent Mitch and and he'd helped too and we just work on systems and it was one of those like 90 minutes a day two hours even sometimes it just be built systems built systems built systems and the funny thing is you can't create a university until you have systems because all the systems and the processes you have for for buying selling all of this stuff have to go into the university so you don't build the systems while you're building the university you have to build the systems before you can even start to plan out like training videos for university so it's just it was one of those like we probably spent a year building systems before we even started trying to build a university so yeah it's just thank God that we honored that though because I don't know how I'd build a university without the system's yeah it's like make me think back on it wow that's like like nothing is too small yeah right like when you order business cards like just anything yeah let's you develop a process in the system or you know you know just even the most my new little things yeah I don't think you would realize like with our team you know we run on about half if not 1/3 of the staff that most teams my size operate on yeah right like our average transaction coordinator can handle about 35 closings a month before that capacity people like how do you do that you know rightness is like what we obsess over like if there's any melons ever similar than once we have templates for now yeah right like every little thing like we obsess over like if we got a copy and paste this yeah and this is what's dope about technology was ap or whatever of okay how do we put a comment here and have a create a custom template email automatically so you know how many do you like I'm trying to make two clicks down the one click on the mouse you're right that it's out all that adds up over time right absolutely and it's a little things that you don't realize to that then we have to go back and create another video in another and so that's kind of process right now is actually at the time I created the login to one of our systems it was different than it is now and we had one of our agents Daisy the other day bug and I was like hey with it did you change its login why can't I log in and and then now we have to go back and record videos for that too so it's just the little things that you don't realize that will either break or that you have to do more than once that you're not being efficient in that you have to go back and start adding more so I'm sure that 20 hours will jump too far cause it's you know we're talking before this you mention how like you're adding into your training as far as like a fake use that you get from your agent so that was like things that you may like wasn't exactly clear in your training and that's exactly what we're doing we have like a list of like Oh new agents are gonna ask this and here's what they're asking and like maybe heard some new questions that we don't even have in the in Koch University let's add that in there and so we have like this running less heavy we have a sheer white board and we're just like writing the questions up or like where we can potentially add some more detail to clarify those types of things and it's just like yeah one thing after that it's like I would take daily we have something new that we could probably add when the cool thing about it though – and then I guess this is for those that are watching less then that might be freaking out right now about like us geeking out and processes but it's like look you just build it you build them as you go right so go yeah you know I just I just got off the phone with a potential seller and I set a listing of what were the questions that I asked well we found script that I use and you can just record yourself and then transcribe it okay what how do I prepare for this listing presentation what point do I show up what do I say when I knock on the door what do I what's my – like you just do it as you're going oh man I gotta order professional photos okay you screencast it and you're you're you know right in those steps as you're doing it so it's not like yeah I take all this time to just create them at least a start you know right it could just be creating them as you go it really that's you know so I teach you to boot camp and that's that's you know my recommendation agents so they don't have a freakout they can don't show you an ad all section work right but it's like where do they start day one yeah right because by the time you need just like my class some of you like oh I'm not gonna start putting systems in place to that level you don't already start a team or I'm like well by the time you're ready for a team you'll be so busy like you don't yeah you just did just create this just ball down the middle chases ball down you can never catch up then you know you see a tease a lot when I was doing this because I built the Koch group logo with my little brother when I was first starting and we just had the coca group logo and it was just me and I started at the same time as some other agents and you know I just people are just back a group has that go in and and stuff like that and be like why why are you working all these systems like what's the point it's just you and I just had this vision in my head of what I wanted and how was gonna happen and and how to go about doing that and it's like why can't this I don't have this I can't yet if I don't have that so it's like well I have to build this right now even though I have no bakery you have you know what yeah before I even got like my official license I think I had like a mapped out piece of paper I don't know what I wanted I think at that time I wanted to like own that Colorado Avalanche or something I'm like well to do that you need like eight hundred and fifty million dollars in two thousand twenty something and it was just like one of those like reverse-engineered maps of like how you could go about doing that and I had just all of that but I didn't necessarily have the like I don't know what other word thank gussto to just see it through every single day and so I struggled with that for a while and then I think it just personally helped a lot to have Jonathan Dylan crag all of our business partners just everyone there building it together is something that really really added the energy behind the vision so it's like some people like vision they don't like energy but then I maybe lacked enough energy but I didn't lack the vision yeah so that was that was really cool for us I would say you know if you guys are attraction the book traction it's such a dope it's great for partnerships you know with with the whole meeting cadence and planning cadence but it talks pretty heavily in that book of like most businesses you have the visionary and then you have the implementer you know usually a visionary is the implementer but they you know need to come together to combat each other and for a lot of people right it's very boat so made me think of that so before we get into mindset perspective the lens paradigm whatever going to call it there to frame it what is like the number one or two things that you guys are doing right now today I'm in 2019 that is kicking ass for bringing a new business I think we're getting a ton of Facebook leads I know Facebook's probably not so cutting-edge right now in terms of Lee Jetta was really a thing a few years ago building funnels and click funnels became a thing and building funnels that just entire sales process put on the web I think we got into it a bit late but we're still just crushing it with Facebook leads so I'd say we're probably generating about a wall I think last time we tracked is 1% just about even in conversion with Facebook leads and so that averages out really well for the numbers and we didn't start we didn't hop on the train until a bit late in terms of like using the facebook leads with our agents and so now that we finally had that in place I think having the Facebook leads coming in and having them followed up within a certain time frame within first five minutes and having that all dialed in is really the top l├ęgion source for us because to be honest with you when people get into this business they're not twenty usually they have some firms sphere of influence they're able to go and talk to old co-workers old colleagues but it's like I got into this business I didn't have a lot of friends in Denver because I went to school in Massachusetts and I didn't have any co-workers because I didn't have a job before and I had some friends but they were also 20 years old not buying a home and so it's like how do you go and get business how do you build a sphere of influence and so that was the first thing as Facebook leads another thing that we did really really well in that we continued to do pretty well is I would say giveaways giveaways have been around forever but I think what people don't realize is that you can do give giveaways really well on the internet or on social media because you can target the giveaways to maybe the interest or you can find groups of people interest in certain things you do a giveaway you capture a lot of information I think my first year I did a giveaway and probably I like 400 people enter and so like six of those I think give us like okay that one that you did right so sure so yeah for more people to opt in your list syncs closings mmm how much did you spend on the gift for the giveaway like six grand but I also didn't give away six so what it was is I bought season tickets for the Colorado Avalanche with the intention of giving them away and I don't really know how it was gonna work back then you know I I figured I'd go with people that's kind of what people think when they buy sports tickets but something ran just occurred to me cuz I didn't really have any people that I thought would be cool to go with I was like what if I just give them away they don't want to go with me anyways they probably want to take a plus-one they'd have more fun if they went with them so I was like okay how am I gonna do that and I ended up having them I just built a forum and then posted it and so I ended up you know throughout the course that season having about 400 people in turn and the cool thing is you can ask whatever you want for them to enter the forum and it's just one of those like I pride gave away $3,000 worth the apps tickets that year and probably went to half the games myself because I was twenty year old kid relishing and having apps tickets as fun it's a sleigh that's just it was screaming yeah at six closings now you're a more the place with a little bit hyper price point so it's a your average admin right now dude that's like sticking a dollar into an ATM and getting $10 spit back in yeah right so you just got nine dollars for free so if you're like oh well I don't want to put up six grand six grand makes 60 I'll take that you all the owner yeah right so can you walk us through when you say like for them and you know for those like I've never done a giveaway not not for real estate clients sure I like I'll do well like I just did my first uh like I gave away a free bootcamp membership give away a free MacBook Air like I had like four grand prizes on my last webinar right what can you have well oh my god if you know you know jump it on there for a few hours and you're spend a few grand to go out there and make you know 30 grand right so I've just never done it for real estate so when you talk about posting forums and different things I'm gonna walk us through to give us an idea sure well I mean first of all you need a good Google like a forum and I just use Google forum it's very it's simple Oh see yeah yeah form about form so you build a form you ask whatever you want to ask to make them a good lead right and and then really it's just where can I post that form to get entries if I'm doing a skiing giveaway or something you know are there any skiing Facebook groups that I can join and post I know someone did maybe I forgot what they do we've had our agents explore some of these different routes because right now I'm I'm personally crushing it in the ABS group and like I don't think anyone can really go in there and post is the same for maybe they could but I'm just doing so many giveaways in there so it's like we just need to expand to me find other groups where we can do that too so for anyone watching it's like yeah we're probably give away some concert tickets but the thing I really liked about it was the value upfront because a lot of people usually the advertising is you know some kind of advertising for their brand but it's like if you can give something up front it's it's the sales funnel that you teach you know it's it's you have to get a lead you have to exchange something of value for their information and so it's easy when you're exchanging something of value in a giveaway it was just the easiest way for me to mine that sales funnel I would say so you're not you're not because you're posting some free groups and other methods so you know are you throwing any money and actual ads so the I mean is quite good but I mean if you were spend you know five or ten bucks of lead on those 400 you know right diverse the price and they did you get everybody off then you get the information data that you need yeah right you're like you're asking like you know age gender yeah you can ask um she asked anything man you can ask a lot of I don't know if you want to elaborate I'll let you do this but like it's there there's almost like a craft and like when you're posting these things on how to like manipulate inside like a group on how to get your posts to the top so everyone sees it there's like different nuances to it and then also to along with like warmly again like I don't know if you want to talk more about it but it's more of an ecosystem of like hey we're not only just getting sales for us but we have an opportunity to cross l2 so that's really cool yeah that's true if you want to put your your vendors or your insurance people or your lenders info in there we priced them to cover some of that cost but at that point it's like it just gets kind of kind of complicated because who owns the tickets can you actually do that so we haven't actually tried to get anyone to cover that but it's just cool for us to be able to add value to them because that's never bad thing so sometimes we'll just ask like hey do you need insurance or would you be interested in lowering your monthly insurance bills just stuff like that is one of our questions too and I think one thing I would say is if anyone does a giveaway do a giveaway for something you're actually passionate about because you'll convert a lot better it's not like you're always gonna get six out of four hundred and maybe you will maybe you'll get more but why I did without knowing anything at like 20 to 21 years old was because I love the ABS I just grew up playing hockey so is one of those like if I talk to someone on the phone I could genuinely talk to them for like 15 minutes about why we should or shouldn't trade one of our goalies because we're losing a lot of games or something like that and it's like if I can talk about that aside from real estate build a genuine relationship that isn't me just trying to mine their business and get their business and be fake in that way and put on the sales face and get you to like me so that you go with me if it's genuine it just is so much better and better over the long term too and so I really liked that it was there was a half stick instead of something else like we could have done other sports teams tickets but personally I just don't follow the Nuggets a ton he does maybe we'll do that but it's like the fact that we gave away something I was super interested in myself helped a lot so and then when you cover him as a client they're like you mean you become home easier yeah no none who your ideal client is and work with people that you have interest for the enjoy work and that it changes the game yeah right when you get it feel like you're just helping your friends go out there find homes and sell homes and get paid a lot of money for it you know definitely raises the enjoyment factor now it's probably good I love it on anything else outside of light sports tickets or concert tickets that but you guys have had success with with a prize head like me one other thing used to I'm just trying to get sometimes we would eyeball what we're in my area if I'm not in sports man yelling no TVs or trip or anything I wonder I want I mean I've been more focused on the I guess if you were like Asian acquisition yeah to be honest with you where our focus has been this years is more working with our agents to help them be productive so it's I mean I know what I did last year in the year before and that worked pretty well but right now it's like my head's not even in that space it's more in like a a what could we do to attract agents to want to work with us how could we add more value to our agents it's all that gonna say it's you need are all realtor group somewhere to do that that would be cool I think the biggest thing is I don't care really where you're at but I think like we stand on this and this is just like the pillar of like our success in sales you should offer value like offers so much value upfront or a perceived value maybe to that person or whatever and that's in conversation or just just in general like dives tickets are value when I go and talk to an agent I offer them I calibrate based on the person I think then I think they are gonna be and then what I do is I adjust and I find out what's important to them and so I highlight key terms that I feel would offer value to them before I'm even talking about it and those will be at the forefront even though those may not be the most important things that I feel they're important or like he would but they feel it's important and they feel is valuable so therefore I key on that and I think if you do that whether it's ticket giveaways or I don't know what have your table events that you know some taco festival and how could work – wrong from that standpoint I just I think always if you're always coming from a place of like groundedness and like truly offering value you're never gonna lose yeah Dan for recruiting agents you know right for those their broker owners your team leaders men it's like I'm sitting thinking like how many tools even state yeah right like it's like that you know I just got the smooth mobile like that thing's badass or I create your own video content or iPad for listening presentations or there's so many things out there that can expand their business and that's well about like you're you're always recruiting right we're the recruiter buyer seller or recruiting an agent or a combination of both oh yeah a transition point but it's really the same process right like what works in one works in the other one so love it dude that's awesome Anson but you first you I've met that have crush it and killed it with that at least I'm aware of that's that's dope dude don't you let's jump into we've got about 30 minutes before we got to get jam in here but I want to spend some time going into you know the self development and like you talked about with was shifting the paradigm and and you know that call really analogy I always uses is the lens that you look at if like like no city in this moment or it can be or can be epic and amazing it's just a lens that you look at like I can make my wife and I deserve button heads if I want to focus on maybe the 10 or 15% that isn't that's bad but not shift my focus to 85% of epic and amazing yeah right like we'll probably never bad marriage or like the rusyn agents right when it's like hey man you got you got like you got these two clients that are clients from the Hetal right but your focus is on them and how you know just nasty they or how nasty that situation is but you might have these eight other clients that are just such a blessing they're so epic they're so amazing appreciate you but if we're not careful right focus on those two and not give those blessings and gratitude those eight right then we came back all this energy sucks and I think we've all been there where we allow ourselves didn't want to drop out because of but we're not focused on the 80 percent of the amazing out there so cuz I actually put that do 90 percent of this game of all success is up here like you control your mind you control the war right so at least you want world right so um kind of walk this cuz you got awakening right yep isn't working on foot enough it's it's launching in the next three days okay yeah by the time this is post it'll be alive so he's out so um okay so we'll have links below to it so yeah I mean let's just go there then do like what is awakening and then what would you guys's journeys that led you to there cuz I absolutely this is like when we start talking about real estate but this is where you go this is where your true heart is yeah not that it's not real estate absolutely what allows you to do real estate well right sure I think I think I was someone who studied under a lot of people yourself included and there's just a lot of frameworks that I was studying under and thinking that whoever I was under and learning from was like some kind of God or like separate from me and in the way that they built their methodologies whether it was an actual program whether it was reading a book I mean when you read a book you think that author is so knowledgeable and I kind of realized along the way was that these are all just human beings creating meaning and the meaning they creator the model they build is their book or their program or anything that they put out and they create that meaning from within their frame of reference which is their entire scope of awareness of reality and from within that they build a model of understanding and that model is usually their Booker program so the methodology I take here because you brought up the example of lenses or paradigms or how you could see the eight good clients versus the two shitty clients when I would compare a paradigm to a frame of reference I'd say maybe imagine a house a house has a lot of windows in the front in the back and the sides of stairs dancers there's a lot of windows now if you were looking at one window and you saw a certain thing and you were looking at another window and saw a different thing ultimately both of those things exist but let's say you're operating within one paradigm you're looking out of one lens and you see the two shitty clients in the backyard right if all you knew or all you were aware of were those two shitty clients you'd be like well this sucks I hate this but if you looked outside the front window and you saw the eight good clients you'd be like well that's awesome I love this but ultimately there's more than just one or two windows there's all of these windows and we can I think what most people do is they say hey stop looking out this bad window look out this good window but what I say is if you choose to look out of one instead of the other you're just deluding yourself or brainwashing yourself or hypnotizing yourself to one or the other whether it's for good or bad and now what a lot of people do is they say well let's do it for good and then that's all we have to do but what I say is why not expand your frame of reference why not break from the paradigms see them for what they are see the meaning you create as a construct see the identities and the things we identify with as a construct for what it is and realize that you're separate from it and then ultimately you can expand your frame of reference and since we create meaning from within our frame of reference you can create more accurate meaning throughout life one wanting easy example I'd say of an identity is I identified so hard with say the Colorado Avalanche as I was growing up and like when they lose I'd get pissed off because an attack on your identity and neurophysiologic am sure you know this but it's you can have these survival istic fight-or-flight emotions and chemicals going through your body when something is a perceived threat to your identity or your ego just the same as if there was like a lion in your environment you can get all worked up and there's really just no threat outside of you and so when we identify with things and someone attacks that identity we get worked up in the same way and so what I'm saying here is if we just realize that that's a construct I mean that's not real it's it's made up and you can detach from that you have so much more power and just like when you identify with the certain paradigm and this is where we kind of start to cross line so I want to talk about it too much but if you talk about a methodology of thinking whether it's a religion or whether it's a political ideology it is by definition a paradigm that you're choosing to operate within but if you were able to remove yourself from it by diss identifying with it you'd be able to have a larger frame of reference and so it's like you see all the the left and the right in terms of politics for example people are butting heads it's because they're operating within certain paradigms and instead of getting out of your paradigm and having an expanded frame of reference that you could then go and see both sides they'd rather still operate within that one and then backwards rationalize from there why they're right or wrong and then they look for everything's like the reticular activation system you look for everything that could support your side just because you feel a certain way instead of just dis identifying from it and not feeling a type of way yeah it's like that ABC was the first person I heard the the same from but there's nothing original that exists out there right at the point so give me a book I read it's just like regurgitating like the point he'll write but he's like hey man you gotta learn to be an open-minded skeptic like be open-minded about everything but question everything shouldn't you know like you can be open-minded enough where it's like okay you got this religion this religion like I'm gonna study both yeah right see both from the points of views might be skeptical enough we don't I accept that is the truth and you can ask the right questions and you know being a hardcore skeptic is a bad thing right but then you can also be maybe overly open-minded where's that a little bit of a balance there and I can't remember who it was I know that Debbie for I think was like a Debby Ford in Deepak Chopra book um that they co-wrote together but it was talked a lot about what you were just talking about of like learning to remove yourself from yourself in any situation like and just visualize like yourself like leaving your body and coming up here and you're like Wan down or self act in that moment and observing yourself in that moment right so really just detach from those emotions and you just become an observer you know with that and yeah it's do you ever study Robert Chiellini yeah I read influence yeah yeah so and then is I don't lose influence or pre persuasions newest book I haven't read that book blow your attitude you know cuz he way he realized with influence is he's like III messed up he's like you know like influence I could do all those things you know what he is trying to be true but he's like what I didn't take in the reference was the thing that happened right before so like pre persuasion it's all like like they would test like it walking in a mall and they'd have like a good looking guy walk up and ask out like a good look good little girls and like the percentage of that would say yes first no compared to if they were in front of like a Starbucks inside the mall or Victoria's Secret right like just the you know things around you right like that environment how yeah that's what Spri persuasion like what happens before this stuff you know right um in fact awesome I just said it before on you know he talks about in there with police interrogations right he talks about and they've hit his science team they went out there and vetted this hard and spent years with this Nev all that dated back it up but he's like you're like police officers can't go in there and tear it there's like specialized rules right what they found though if the the camera is and I don't remember who it was focused on more but if the camera is focused in a certain angle on that person versus another angle right in this day's test this furniture is like hadn't walked Therese right at this angle the jury voted that person to be guilty like exponentially a higher percentage compared to this angle so he's like look he goes if I don't know if if if cameras on your face and not on the cop on there interrogating you increases your chance of being guilty so he's like if you ever get charged for crime you didn't commit and they weren't doing in the interrogating room it's being film he's like move your chair like move your chair over to where the the copper lawyers blocking the camera they can't it can't be on your face like just so that it's same interrogation same questioning same everything nothing change other than the camera angle right in our are all eyeballs are just cameras right so it's like there's not one world there seven point four billion yeah right like but with that being said at some point you have to make up your own truth right like you're gonna you're gonna detach yourself you're gonna listen to all these different opinions and whatever but at some point like you get to a point where I mean you know because we all at some point have the truths that we choose to operate by like you got to make up your own mind decision of what you feel is right to be open might understand it's not right for other absolutely yeah right like like gonna walk us through that like at what point cuz you bright take it too far otherwise yeah absolutely I think the biggest thing is I think in relating it maybe back to a paradigm with let's say someone was raised within a certain religion and that's their truth I'm not necessarily saying anyone's truth is wrong more so I think your truth might be better understood for your own benefit like let's say someone's raised within a certain religion do you take what you were conditioned to on blind faith or do you go and explore reality outside of your paradigm and if you explore reality and you expand your frame of reference and you still come to that same meaning then you're better off for it you understand it to a greater degree you're more grounded in it you're more empowered to even express your own truth because you understand outside of your truth and I think when people are raised within certain conditioning or certain paradigms all right they identify with certain things they're unwilling to go beyond them because they identify with them and if they identify with them then going beyond them is almost like killing their identity and if an attack on your identity feels the same as an attack in your physical environment then killing an identity is like it feels like death so if you attack someone's identity I mean look at all the the racial stuff and the sexist stuff in this like anything that's going on in today's political climate or anything that's going on in the world I mean people are killing each other or or flam bashing each other based on attacks on identity alone and this this identity is I think a huge issue because a lot of the times when you identify with something you don't realize that that's what happened you think it's more real than it is and so I think when people can get beyond their identity they're able to move beyond these things and then ultimately yeah I mean if you come to the same conclusions after doing so you're more empowered by your truth yeah so it's almost like like okay like be open-minded enough to go out there and you know go come up with your own truth as you just said but then also have the awareness to just just not attached it to give up judgment right essentially I'm like like okay like so for me Taco Bell is my jam right that's on this planet so I'm in my opinion right like if I was on death row my last meal would be Taco Bell like there's nothing that compares even close yeah right to me with that um yeah that's my truth right my tastebuds obviously like that Bobby's like no dude Jimmy John's crush it is Taco Bell like I'm not gonna get an argument with him so it's almost like that being open-minded I I think that's a very good comparison but I think where that gets lost is let's say someone takes like a religion now where this gets it into the weeds is like you might like Taco Bell he might like Burger King or whatever the example is but the second that you say Taco Bell is the right way is the second word we might have a conflict because then he says no Burger King is the right way and the only truth the only way now you have a problem and then you have to go figure out well let's look at this objectively can we dis identify from certain things so it's like at some point that could be okay but then people don't just leave it at that you know what I mean so it's it's not like you guys just let each other live in peace with your different taste buds it's one of you end up saying this is the only way and then you have a problem I get so many if they like it'd say sue me you know I know there's let's just say it's a specific country and they indoctrinate you know from the youth to it like they just don't have the exposure you know right like there's certain places where like there's no internet you can't have any outside exposure like the government it's the cartoon is that like you know right yeah I don't know anything other than that you're right but like for us they're like what we are at yeah it blows my mind the 2019 with technology and exposure we have that people would get that hard core onto a judgement yeah I or it'll hold you their own truth and not have that understanding or awareness oh well it's a lot of herd mentality with that too because I think most people are so unaware of their conditioning to the point where they don't think they're conditioned a certain way and that's a huge problem in and of itself because if you don't think that there is a reality outside of what you perceive are you ever going to let go of these identifications and it goes a lot deeper because we just quickly I mean we have so much information blast at us at once that it's like how do we evaluate at all I mean especially on social media you have average so much information and again like how do you evaluate it it's there's just these filters that we use and if everyone is saying this thing and and and someone's really sure in what they're saying and everyone agrees with it then it's like oh that must be true but then it's like we grow up I mean especially people in in countries like this where there's information is easily accessible not everyone goes and looks in information that's why you know most people who are raised within a certain paradigm whether it's like a political party or religion I mean you're raised within that and you end up being that when you're 20 30 40 years old you don't break from your identifications usually yeah people just and it's it's a little bit deeper in that those just easiest examples for me I think to just communicate what I mean by that but I think it goes beyond the obvious I think it goes like you could be identified with almost anything it's kind of scary know if somebody has extremely low IQ idiot so let's just let's just pretend that they have a decent level of intelligence and they be able to grasp yeah you know the fact that hey like you know people have different booking systems right outside of that man um which I'm not spreading most people most people are smart enough to understand that do you think then because then there's their smarts understand it but they still don't understand right um for a lot of people unfortunately right like you know people you just like you mentioned with you know somebody's sexual orientation or yeah right like I somebody gets a sex change or well like if you just get people that just you know it has some pretty hardcore judgments to it do you think that it really comes down to ego Yeah right like pride like pride is you seem to stifle every element of success out there like you guys talked about a new partnership of hey look we had to give up ego to have any successful partnership right like in any type of relationship like spouse whatever it's like you can either be right or you can have agree but ya know like give up being right if being right is what is most important to you you never gonna have a great relationship right um and then if you look at you know ready to study one seven camera war but always about prisons and it's like 90 percent of people are in prisons did it it was a pride and ego like somebody bumped into him at a bar and spilt their drink and then you know said something to him what what the you just spilled my drink right well now I feel cuz me my homies room with me my buddies are with me and I go under act macho and stick off myself some guy dude I'm so sorry man I I was a pay attention till I miss you let's do that's come up the ball with me I'll buy I'll buy you a beer right now I'm so sorry but instead my pride kicks in and and they're like well what the do you know Michael you me you know you just gives back for the next thing we had a fight and manslaughter but I do think it relates to because let's look at that guy he's probably identified or he considers himself someone who isn't pushed around and if you see so yourself someone knows I'm not Laney walk on me and then someone says that to you that directly attacks that part of his identity you know what I mean but it's like when you realize that that's contract you can't beyond it because I used to identify like that if someone did that to me I'd probably instigate I was at a chip on my shoulder when I realized it's just all a freaking facade like I don't have to act like that I don't have to identify with that that's not real then it's like you have the ability to step beyond that and be like oh yeah let me buy you a drink I'm sorry so it's like but it's like I said it's that you don't realize sometimes that's just something as subtle as that yeah it's like most have the intelligence to be able to do this kind of work yeah right um but their pride you know do that again I'd rather good at them right whoever is so deep that just blocks they don't have that awareness I agree with that so then how does this apply to real estate Yeah right like you've heard me in the boot camps absolutely thousand times of look there there's there's no best the generation source right and there's a thousand ways to create success right it's it's whatever that you align with with your strengths so your energy luck whatever you want to consistently do each and every day that you're gonna be committed to is gonna be the best right so but so many people were like oh no this is the best source oh this is like they don't like you know oh I'm just gonna do cool calls I'm gonna become a cold call coach verse like hey man like there's a thousand ways to want them create success like how well does this kind of stuff benefit offices we're going to real estate man I'd say this is the reason I'm still in real estate because a lot of people don't just drop out a real estate because they're unsuccessful a lot of people drop out cuz they just hate it it's stressful it's hard the interpersonal stuff for a lot of people is hard too and I'd say as far as interpersonal stuff goes you can tear your hair out with a lot of frustrating people because the average person might frustrate you a lot but if you like what really deep into this content and you just had to your core the understanding that someone that would have previously frustrated you is simply a human being who has a frame of reference who creates meaning and evaluates everything around them from within that frame of reference it would be like well why would I ever get frustrated with that person they're just human they have a reference they create meaning from within that frame why am I going to let that upset me and instead you can understand the situation a lot better instead of identifying with your part of the situation being like oh screw that guy it's like okay well this guy clearly just has a limited frame of reference here doesn't understand this and then you can evaluate it as okay well I can either do this to help them see or I can just move on and not wasting my time or energy worrying about that person and this goes for clients this goes for and everyone other agents it goes just everyone you ever come in contact with and real estate such a stressful industry that it's like people age quickly they drop out to hate it it sucks but it's like if you just had that knowledge throughout your day it's like what's gonna throw you off and people can feel that off of you to just buy state to state transference I mean if you feel grounded and happy and confident they'll feel it from you and if you don't and you're getting agitated they'll feel it from you too and it just helps you more than I think you could know and anything interpersonal I would say I think this I guess the framework that he was just talking about and understanding like how it like I guess more political situations it would be like in our negotiation class we talk heavily about like calling the other agent and like assuming familiarity making sure like you're you're understanding where they're coming from calibrating and understanding like what where they operate also to I guess a big thing that we talk about is like competition versus cooperation and like how a lot of the time in the industry it's like you get in it's like neither see you like who's gonna negotiate the better deal and it's like no we're actually cooperating and we're actually come into something that's um I guess I guess fair and on either side or from that standpoint that would be more applicable like a day to day like when I came to industry I was like oh it's so competitive on me like beat this guy I'm better than this person and like no things actually started flowing a lot better and things were less stressful I understood more people when I implemented this frame and was like hey like it really is a cooperation we're both trying to just get to where a closing table that's it and that making our clients do what's right for each of them and if you view it from that perspective it profoundly makes the entire process like that much easier and then also to I mean it's I mean just for us just being um I guess like being young and in in the real estate game and trying to innovate and trying to find all these new solutions we there's a lot of pushback and it's easy to get frustrated and understand like hey like the whole industry is like this way and get frustrating like Oh throw my hands up I can't do anything about it and so do the understanding that it's the way it is and that's because of people operate in these paradigms and they move this way but that doesn't mean I have to because I can essentially get outside of that and I can see and understand everything in their awareness the way they're moving in the real estate and the traditional solutions that we now then can innovate and start adding and estar adding value in a different way and started with for our agents or adding value to them beyond just a traditional yeah although that didn't so much begin seems like it's just circles back to the whole pride thing right so I can't tell you how many deals that I've put together over the years would I jump on the phone another agent and I'm trying to you know be in cooperation converse competition but there's been a total jerk right um but allowing that like hey like I don't need to be the one controlling the car like like them to be then right and even if I got to come in there and like be like I'll do you're soft like you don't like oh you just apologized you caved in you apologize am i saying caving like with my clients on a dollar amount yeah right but if what's in my clients best interests to let them feel like they've won yeah yeah exactly moment argument like I'm gonna win by getting my client to home and go out there creating success or zero step right yeah we we have a very strict killing with kindness policy in a real sitting with her support staff cuz you know is this support staff do like you kind of become a human punching bag you know we you know do a lot of training and mindset training with our staff and I'm like look guys like you can't and take anything personal man like this agent like you don't know what's happened behind the scenes with the average agent you haven't so according to any are the average agents in the business for six years Bruce is like thirty four thousand dollars a year that's not even net yeah right as before broker splits or whatever some I do like this deal if it's delayed three days that means that they may not be able to make the mortgage payment like there's all these other stresses or maybe they just got a phone call if their kids sick like you don't know what's happening in there so we're just gonna have a hardcore kill them with kindness like there's no reason to ever get upset ever to get angry and I'm liking it didn't do something like a mmm-hmm means like you like a code word so you guys now giggle you know with their or whatever but like just kill the kindness no matter what I just always be kind you know hey and goes a long way dude really does so then because we got to wrap this up unfortunately that's all day long but I got a meeting at yeah so I see you got weakening but I'm the this podcast yes and we have awaken ago on so if you could give like the the sixty second elevator pitch on on what what is involved in what's included term I don't have the link below with that well the way we kind of presented it was everyone is conditioned beyond the point that they understand their conditions the point where they don't think there's a problem because you're right it's like if everyone's so intelligent that this is obvious then why is it so hard for everyone and so the goal with the program is to help people be more aware of this in their lives because the second you're aware of it you're right people are smart I mean the second you're aware of how it works you can kind of adapt you you can you can move forward you can unplug from it but it's just people just don't understand how bad it is in their lives sometimes and just how it all works and so awakening the goal that is to literally wake people up to that pull them from the system then they're there they able to operate independent of their all this BS around them they can unplug from that so you know love it oh why so a weekend we're gonna have a link right below for everybody to click on and and I don't know if you have something you're selling yep and actually it's we're about to charge a lot of money for it but the thing is we want people to I'd rather have a lot of people do this and I rather the more people go through and we're gonna charge 300 bucks for it but we will need and charge 97 bucks so it's to be honest we are charging 97 bucks because I want people to have skin in the game I don't think if people don't pay for a product they're not gonna care they're not gonna do anything but if they put some skin in the game they will but I wanted to charge enough for skin in the game and then other than that I want people to learn I want this to help people I want this to actually be adopted by people so that they can take value from it as many people as possible so that's a goal yep yep we had real estate agents set that watches podcast so maybe they have a referral they wouldn't since yeah it's moving there or you know maybe it's somebody that's in Denver that once thought he has about join your team like what's the best way to get ahold of you guys for your real estate team we can drop a couple of emails in description probably Andrew at the coca group comm or Jonathan at the Koch group comm website about your team too right well yeah then go to Koch University comm coop University of cocka cocka cocka University in coca-cola Oh God University all right awesome those watching listen I know interview podcasts through this but information without implementation truly is the start of delusion information isn't power it's taking that information taking action on it that creates the power in your life or you let them drink the life that you know you want and deserve and Andrew Jonathan shirt so many amazing piece of ice with you we've got pretty deep on this one today man damn that's the chef well your ears the thing everyone wants I buy I call man what's the best expire scriptura and I'm not saying its immense that doesn't matter but this is the that truly matters like like when you start expanding in this so when I go hang out with you know a lot of my you know top producer mega agent friends you know when we get together mastermind did nine percent of our conversations this right here it's not you know all the other is just it's no that's not important but it it's so in significantly less like a lower than the this stuff this stuff so important so um but yeah make sure you guys take action on what you learned today so you let them Creek the life that you know you want and deserve and Andrew Jonathan man this has been awesome – appreciate you guys I'm signing out and then Venus no sir absolutely hi guys I guess fix you for watching listening and we'll see you next time peace

From Solo Agent To Real Estate Broker With 23 Agents In 3 Years!!



alright what's up guys Jason worked up here and I'm here with Ashley Ashley thank you so much for joining me here today yeah so for those of you guys who have been following me for a while now you probably recognize Ashley you've probably seen her before because she actually got started with Arsenal way back in 2016 I think it was like the late summer fall of 2016 so it's been a number of years now yes yes yes I know since that video has gone out I would probably say like 200 people between email text singing hit me up on Facebook calling my office well I think I think that video on Facebook now has close to a million views if not I think it might have even already passed a million views so let's just for everyone watching right now that maybe didn't see that video let's jump back over and I'm just gonna show you guys that video hey everyone its Ashlee here in Memphis when to shoot a quick video for Jason and just tell you yes the program does work I've gotten a ton of messages asking it doesn't work it does work I made it add uploaded it on Facebook and the leaves started coming in and Arsenal has really helped me just keep track of all the leads that come in arsenal I love Arsenal because I'm to follow up feature if you are not using the follow up feature use it I promise it's awesome I have actually gotten probably close to at least 90 something leads so far I don't know if you can see my computer screen but I have about six pages 1 2 3 4 5 6 pages leads with people's names email and phone numbers so it definitely brings the leads in and I think one of the biggest things in our field is the follow-up so I definitely used Jason's follow-up I also use his appointment scheduler that he talks about in his videos if you have not watched the videos go watch the videos my appointments come straight to my phone I love them I recommend the system follow it's I use canva to create my ADD canv a canva looks like that kind of really simple program canva make the ad will just probably the video file the video upload the ad and do what Jason says okay I realize how bad my video quality was probably just the exported video on my side of things but well fast forward now three years I mean you said you've got 90 leads or something like that and all the videos it works what you actually made a post just a couple days ago maybe last week inside the Facebook group kind of given a new update and I know that this was going crazy tons of comments so just tell everyone what you say on that post what happens happen recently and kind of what's gone on over the last few years okay so last when I when I did that video I was a real estate agent of course so most people know I've been in real estate since 2006 so I've been in real estate for a while now I'm actually the principal broker Alec from here hello home we have about 23 agents so now on top of helping people buy and sell their home now I'm recruiting and training and motivating all the agents at the company so so cool yeah so that is changed since that video so yeah I did posts in the group because I still kind of I follow the group and I lie something some that is activist I could be in there but I've been I mean changing up my facebook ads a little bit and I sometimes I do engagement posts and just get traffic to my page and I get a lead generation post and Arsenal caked right on in I got alt likely she started coming to my email and so like I that's why I posted I said it still works after all these years all my email bundles kicked right on man he was emailing me how to get started and surprise me what didn't surprise me but you know everybody's like how do I get started and I was like oh my email photo kicked in like everything that it still it still works it's the works that's awesome that's awesome so so I know a lot of times agents are like they see someone that's successful just like you and they're like all right Ashley what does your ad look like what like how are you actually having success how are you actually generating leads and so I just wanted to kind of pick your brain and talk to you about that and I know you've done some cool stuff because like one thing for everyone watching one thing there's a she's done that I've absolutely loved if she's taken like the core templates of the ads that a lot of people have seen and stuff but she knows her mark like I don't know Memphis like she knows Memphis right so she knows that there are a lot of renters in her area and so she kind of tweaked her ABS a little bit to speak more to the renters and saying like hey look you're probably paying more in rent than you could if you like just bought a home and so I mean I remember that having that conversation a few years ago and that that's kind of like the one of the ways that you tweaked and target your ads so anyway talk a little bit more about your ad creation how you like come up with these ideas and you know get results like that so yes so I do to see if you can clearly telling them video how country I can but yes so Memphis is like I think about 49% renters we are a huge rental market investors love Memphis so I recognize this so in my ads a lot of times when the answer is running right now is I had like one of my friends who is happens to be like a single mom with two kids she's been renting for like seven years and she closed on her house so I have a picture like a boomerang of her holding sold signing her two kids are standing there in their new kitchen and I ran that adds an ad and of course I gave some details on her like single mom two kids renting seven years paying $1,100 a month bought her first house today you can do it too you know it's those ads that people can relate to and there later seven years you know I have that could be me you know so I have to keep it creative I know people love videos they hate just paragraphs on paragraphs you know they love videos they let me see somebody who looks like them maybe in their same situation and I cracked my eggs to that or here we have some loan programs to give you downpayment assistance so I'll post a picture one of my clients on the sole time and say she moved into our house with zero down you know worth it FedEx overnight you know it's kind of you have to know you're the market right so I know my market I know what people like and I could see when I post regularly if I get a lot of likes or a lot of comments or letting the shares I'm like okay this is what people like this is where I'm getting a lot of attention and attraction and then I'll just make it into an ad and that has worked for me totally has worked for me that's awesome yeah one thing I like is you're talking about knowing your market and that's I feel like there's kind of two fold of that it's knowing the people like the demographic like who are those equally renters then also you mentioned like knowing that like there's downpayment assistance that like is like every market is going to be a little bit different so what Pro they have to help the people so it's like knowing your market of the people know your market of the programs and then one thing that I love that you've done which a lot of people don't necessarily do is you took a little bit of extra time like yeah it takes it like a couple extra minutes to make a boomerang takes a couple minutes extra to go through and write out the story of like you know renting for seven years it takes a little bit more brainpower which not everyone wants to go through and do but obviously it's really paid off for you yeah it totally it definitely works people like a story people like people use people who they trust like I've learned that you know I'm not always like sale sale sale buy from me pick me pick me you know it you have to have that trust um I post consistently you know and I just it's just part of my marketing plan and you know like I use a variety of things like I don't only use Facebook ads I don't you know I use a variety of things to grow my business and it just takes time and consistency and effort for sure you got to put in some kind of effort you know just throwing up an ad and hoping somebody bites it's you got to put some time and effort into it and do it consistently oh yeah and like you said I mean I feel like there's a compounding effect like obviously it's great to start somewhere so it's great to get some Facebook Ads going but obviously if you're doing other things like even if you're marketing on Google or at doing SEO stuff or billboards or you're on buses like all that stuff's are compounding the fact where you're just super branding yourself which the great thing about Facebook is either you start with no money you're brand new solo agent you could throw a few bucks a day and get that exposure and like you're saying make a post on your Facebook page and test the engagement see if there's an even one even interacting before you even put money behind it which is kind of dangling that's what I do if people are always like actually I see you ever where I'm like I know they're like you're on Facebook I get something in the mail from you you know you're like that's that's the way and like I need you to see me everywhere yeah so yeah definitely tested see what kind of nation when you get before you put some money behind it for sure totally so do you have like an example of a Facebook ad that you can show everyone watching because I know we talked about the ads and sometimes on these interviews we talked about and it all gets them down in the comments can you just show us the ads oh let's check it out visual people if I can do this you know guys Jason is like you got it can you see my screen I can see your screen okay so Jason you to pay for your channel yeah you're the one who taught me how to like target and do all all the things you're the one behind that which Ashley is gonna be starting her YouTube channel here and so if you guys want to check out her YouTube channel out a link down in the description so here's one okay so I run multiple ads so here's one of me like at a property that I have for sale and I'm just talking about the property walking through it great way to start your portfolio then you can see you see like how many people it's reached how many plays it got like that that's an example of one it just depends on who I'm marketing to I have let's see the one that everybody loves is let's see if this works here it is here's one so like I said him a good friend of mine Horsham made a sign because her daughter's new house actually ran a video and it showed her daughter walking into the house and her reaction when getting her first home in that video I've got a time abuse like I had my phone was blowing up just showing a little reaction to our first house a new room but here's one and so you can see like you can see online I'm showing you I'm being transparent right here no this is awesome this is great stuff so you know well done girl woman powers so yeah just and it's just a quick boomerang you know and there's what I've said so this right here you are running because this one's not linking out to any really landing page or anything like that so this one you were saying you're running it as just a post for engagements right to get likes and comments on that post right right it's keep me top of mind like my direct messages are overflowing at the moment right now of just people who have seen this hey Ashley you know help me to you know even though they go here they still click on my page and send me a message tone oh so totally engaging I think let's see if I have any more they always people reacted to your video I don't know if it's the same video oh so I always run videos of me talking about the home buying process okay go ahead Jason oh no I would just say I was just saying okay that's great like so you're and this is another key thing that I think that a lot of people where they fail is they're always just going for the the kill they're always just going for a give me your contact information and give me this give me that where it's like I love videos like this and honestly this is why I started my youtube channel because most of my videos it's not really like I'm not saying buy this buy that opt-in here it's like it's just literally just pure value or at least that's my goal with it where it's like right here for your target market it looks like you're just giving value you're not really trying to go through and get them to opt-in or saying like hey message me to buy this or buy that or whatever exactly like I said you gotta built that trust before people use you so I was just waiting on my clients to pull up I was it the closing office we were about to close on a house and I was in the car and I just like hmm let me and it was a smooth process a really smooth transaction close in like three weeks and the people were super organized so I pumped on the video sitting in the parking lot and said hey the best way to go about is to get organized you know don't rush and all your paperwork together just offering a tip on how to make this process as smooth as possible and then you can see like the engagement how many people have reached you know so I'm just I run multiple ads if they don't get any engagement I'll stop my test you know I test my hands to see what works and this helps people come to spring-trap into my page they end up liking my page they'll go to my website they'll ask me questions so now I look like the expert in my market you know so they'll come to me when they have questions and in return they end up buying from me or if they know somebody looking for a house they'll say Ashley you seen Ashley in the video so that means not me saying pick me pick me but it's kind of like saying pick me without saying it you know because I mean she's offering the volume yeah so that's the best advice I'm probably give all my new agents have a lot of new agents you know you have just got to make yourself give out value you need to be the expert in the field especially new agents who don't have any clients like you don't have it kind of vouch for you or refer you know so you start offering value start offering knowledge to make people trust to you know so that's what I do that's what I do so once me let's say that I'm an agent and I'm watching this video right now and I'm like oh man well Ashley super good on camera she looks great on camera yeah but I'm like too shy like I don't want to get on video I don't want to do like what would would be some advice or tips of somebody's like maybe doesn't want to be in the limelight doesn't want to be on camera there's a little bit shy to be on video I know I get that all the time I don't want to know what I'm actually I don't like the camera and I get it like I used to number wanna go live I totally get that the main thing I'll say is you know really like just do it just get out there and the more you do it the better it gets like let me say that and so for YouTube a lot of times I think YouTube might be better because you don't really have anybody watching you you just talk to the camera you don't have to worry about you know people watching you basically at that moment because I'm go live like all the time so I can see when people like come into the live and I'm like oh no it's like two people now it's 20 people in here you know so that can be like going live I need it that's scary so maybe start with video or maybe do like a short video or talk about something that you know really will so maybe you know if you to house maybe at an open house just walk through the house or just practice like I shoot videos like five and ten times until I get the one so I'm taking a selfie like ten Sobeys before I get there right so you know practice and it's like like honestly and Jason this is me being transparent like yeah lot of times I don't want to do videos or I'm a little scared to post something but I just remember my why like I have a daughter who is six like and if I don't work she won't eat so it's kind okay actually it over remember you're why most people who are doing videos are nervous like you are yeah but just just get outside your comfort zone that's where the magic happens no I'm totally with you cuz like I most people don't really know this cuz like you know have a youtube channel and I do videos all the time now but like I'm super introverted and I remember a couple years ago I was like scared to death to shoot the videos but I was like well there's no one following me anyway so might as well reshoot the video so you go back my videos are super crafty towards the beginning and even talking like you're talking about doing lives like when I do lies I'll do lies inside of our groups and like even just like people that know like as soon as I see that number tick up like there's one person on two people on three people on I like I can't look at that number because like just gets in my head so like I mean that I i 100% agree with you you just got it you got to do it you got a practice and even still like as you go through and do it more and more like even after you've done it for a while there's still like you still get that little like yeah nervousness in your head like self-conscious or whatever and so you just got to do it just do it like it's just one of those things just I don't know you just have to do it now I'm with you like as soon it's it's like live my little red button start my okay I just have to turn it on and now people are like Ashley why are you not nervous or how are you not nervous I'm like I'm still nervous I just do it nervous like I still do it nervous oh man so what else what else do you want to share what other feedback or yeah some tricks that you want to share it look so you know it's legit I want to make sure you hear Jason dump Amy videos but this is like what my email looks like when I posted in Facebook and said hey you know it still works my funnel still works so these aren't my emails that have come through on the lead generation and it's just I don't make my lead generation capture too long I just really ask for their email first name and phone number yeah because I think if it's that too many it's not do it mostly you know so in after they do this they go into my funnel and I think I have about five or six emails that they get maybe every day or maybe every other day that just tells them how to get started with buying a house how they can reach me offering some advice or some tips sharing loan programs even if I have a house that maybe just hit the market I'll put that in the funnel so hey check out this house it's coming soon and it hits all my clients you know a lot of times they might not be interested in the house but they'll say I don't really want that area but I am interested in this area can you send me some houses in this area I'm like yes of course I can you know just to get that engagement that dialogue that communication going so it works but that takes time like I had to sit down and think about my email funnels the order I put them in what I wanted them to say yeah you know so it take it does take time but it was easy you just but you just do it you know the thing the thing we're like I like whenever I'm working on a project or something like that and you know putting together an email funnel or anything like this yeah like I I get more motivated if I know it can be leveraged out so what I mean by that like if I had a go spend four hours write an email follow-up and it's just looking for one person it's a little bit but if it's like hey this is good like every single person the next hundred or thousands or tens of thousands of people that come through this funnel are gonna see the same thing it's like man that for hours super leveraged exactly exactly I like because honestly I think the most agents are like this thing if I can have you almost converted by the time I directly talk to you the better like if I've already kind of weeded you out like okay you're thinking about fine thing about buying a year from now okay we really don't have to you know have a sit-down face-to-face conversation because you're not trying to bang for another year or two totally oh it kind of helps me weed out and filter who's ready right now okay your lease is up at the end of the month okay yeah we need to get a face-to-face sit-down gameplan those house hunting you know so it does some of the extra legwork for you if you get if you take the time and instead your buns up we're sure well any any last tips or advice that you want to share with anyone that before we wrap up here um just it takes time it's not overnight I know a lot of people new agents get in the business seeing other agents thinking you know they're gonna be rich overnight and it happens overnight it doesn't even though a lot of times I only posted good a lot of people think that's all it is no I still have deals perla part I still have you know I missed some clients but it takes time you got to be consistent you got to be disciplined I am a hundred percent full time agent um and I'm a mom and I still have to be disciplined like I work at a nine-to-five like it's just it is what it is so um no stay consistent I hope every I'm here if you have any questions subscribe to my youtube channel that's right go check out her you teach and you've got a couple of digital courses right they kind of break down exactly what you do and what you do on social media to tell us a little bit more about that yes so I'm came out with to ebooks basically one of them is for new agents because I know when you get started maybe you don't have a huge budget or you don't know where to market to so I made like a my top ten budget-friendly marketing ideas so you can grab it there I made that super easy it's not open houses not co crawling it's not door knocking for the record I never door not like that was just not something I like to do so I can find things that work for me in my personality so I'll put them all in the e-book you can grab it creative ways and I made a workbook for agents who hate to post on social media that's what I always did I don't know what supposed I don't know how to post so I made a workbook I even put like a Content calendar in there so it tells you what to post for 30 days awesome oh yeah just go grab it give me your feedback tell me if you like it you know I know there's a need so when there's a need I still try to help where I can as a campy hard or discouraging get into the business and not knowing anybody or what to do so you know yeah so Ashley Pickens calm and I'll add all the URLs down below this video so if you guys want to check that out Channel she's just getting started so make sure you subscribe so you can check out all the latest of somebody that is actually putting this into action like we were saying three years ago she was a solo agent now she had she's a broker you have 23 agents right 23 on your team 23 agents a lot of them are super node just to the test so everything I got teach them I try to share it with other people so kind of get leads how to market how to time manage so you know yeah that's what I'm doing now 23 agents and we are growing we just got a new office so we're growing yes I love it well actually thank you so much for taking some time and sharing with us and being super transparent showing us the ads and like telling us exactly what you're doing and same thing guys like go check out her channel because she's just as transparent over there she's gonna keep making video showing you guys exactly what she's doing so if you want to see what success looks like in real estate go check out her channel see what she's doing see how you can model what she's doing and implement into your business and really be able to grow your business in next three years maybe you could be a broker with 23 agents on your team I know god is good let me just say that so yeah and I'm here if anybody wants to reach out ask me any questions I'm always available clearly you all everybody already knows that because you're a much okay awesome well actually thank you so much again for joining us and appreciate you spending the time of course of course against Arsenal it still works after all these years it still works