Mastering Lead$

Speaker 1 [0:00] In place of the Ruiz Report, we have Elena and Alexi coming up to talk about the Hunter versus the Farmer. If you're curious about what that means, stay tuned. We're gonna talk about it.

Unknown [0:10] Thank you, sweet.

Speaker 1 [0:14] What if we told you that there are two ways to generate leads? One way will bring new clients within 48 hours, and the other will bring new clients that will keep coming back for years to come. Which one would you choose?

Speaker 2 [0:31] So in general, there are two approaches, how to generate business. It's either been a hunter or a farmer.

Speaker 1 [0:39] So, a farmer is somebody who is creating content, whether it's blogs, vlogs, YouTube videos, social media presence. They host community events, client appreciation events, and build that relationship with potential clients. versus a hunter.

Speaker 2 [1:02] Were you asked directly for business, from consumer, you either through cold calls, door knocking, at Indian events like this, creating relationship just on the spot, or doing open houses, yeah.

Speaker 1 [1:19] So, neither approach is better or easier. You just have to pick one, especially if you're just starting, or you're still trying to figure out which way to go. You have to pick one and just go with it. So here's me, for example, in my living room, recording videos for my YouTube channel. That was a few years ago. Um, it's, like, party at the top pajamas on the bottom. Doesn't matter. And I picked that the farmer's style, because that's what was easier for me. But, you know, either way, nobody ever said that, oh, I love the way I sound, or I love the way I look on the video, that nobody said that ever, right? It's, um, you have to build it up. And here is Alexi.

Speaker 2 [2:14] Yeah, doing phone calls, talking to strangers, building relationship, just on the spot, building that resilience.

Speaker 1 [2:22] And so here is a little bit about the strengths of a farmer. The strengths of a farmer include, you know, you attract clients naturally, over time. And the best part, for me personally, was the fact that, even if I take a pause, the leads will keep coming. And that's exactly what happened. Once I build my momentum, I build my presence, I build my foundation, and then I burned out, and I took a pause for a whole year. I did not post a single YouTube video for a year, because I was so burned out. And the leads kept coming. They kept reaching out to me. And it's not, they were not the leads who I had to convert.

They were the people who already knew, who felt like they knew and trusted me, and they wanted to work with me. So, whichever way you pick, you have to pick and stay with it, versus this guy, the hunter. The strengths of a hunter are.

Speaker 2 [3:29] So this approach definitely puts you in control of your business. You can generate it. It might work well for newer agents, 'cause you can create business just within weeks, sometimes even days, and get your first listing, your first buyer, right on the spot. Definitely builds resilience and adaptability to all the situation that you come across right away.

Speaker 1 [3:52] And you'll grow some thick skin real quick and cut your teeth. There are limitations with each approach, right? So, one of the biggest limitations with a farmer is that it takes time. It is not going to be 48 hours. It is not going to be even a month. So you have to be patient and consistent.

And so, what I learned from, uh, building my YouTube channel, and from trying to help others do the same, is that if you do not think that you can be consistent, persistent, and sustain your pace, whatever that means to you, whether it's posting once a week, or every other week, you just have to pick your pace, and stick with it, and you may not see results, especially with a platform like YouTube, for weeks, if not months. If you do not think you can do it, don't even start. It's gonna be a waste of your time. It's a marathon. It's not gonna be a sprint. So, patience and consistency, and limitations for the hunter on the other hand.

Speaker 2 [5:06] Speaking of the sprint, right? So it, uh, definitely requires nonstop activities, 'cause as soon as you stop, your pipeline dries up, and you're out of business. Pretty much, some people might perceive you as being salsy. So you need to have that thick skin. No matter what, just keep doing, what you're supposed to be doing. So definitely can feel transactional versus if you're not balancing it with long-term connection with clients.

Speaker 1 [5:37] So key takeaways is that the farmer, and I don't know if by now, you guessed which one of us is who, but the farmer, and a hunter... Farmer's create sustainable long term pipelines through content and relationship versus hunters. They drive immediate results. That's what's great. If you need business, if you needed business yesterday, you better become a hunter, right? But if you can kind of wait it out, you can use a different strategy. But...

Speaker 2 [6:15] And the most effective way is combining both. That's what worked for us, definitely, and, like, one of our coaches mentioned ones, you want to work as a farmer and think as a hunter, or act as a hunter. When opportunity comes, after lone work, you get it there. So build solid foundation, and you'd be successful in any business. Either it's real estate or general sales.

Speaker 1 [6:39] And tonight, we are super excited to hear and learn from our panelists who come from different backgrounds, and I'm sure everyone in this audience will have some great taste. from what they have to share with us. Thank you. I love that. That was really helpful as we get into tonight's piano presentation, because we all have different skill sets. Maybe you're a hunter, maybe you're a farmer. Maybe you need to find your farmer, so with that, we'll go to our table question. This is a great opportunity for you guys to chat with each other, get to know the people that you're sitting with again tonight. Not only are we here to learn, but we're here to network as well.

So tonight's prompt for the table question is, what is the best lead source in your business, and what does your lead flow currently look like? So you guys have about 10 minutes to do this. Chat with each other, meet your neighbors, kind of get your mind, thinking about leads in your business. And once we finish this, we'll have some shares for some people, and then we'll bring our panelists out for the main presentation. So y'all have 10 minutes. Go ahead and start chatting.

Unknown [7:52] Go for it.

Patrick O'Cain [0:00] Do a really great job for your clients. Really care deeply about them. And if you do a really great job, they're going to talk to it about They're going to talk to you, talk about you too, everyone they know. All right.

Speaker 2 [0:14] Does anyone have anything that they talked at about at their table that you would like to share with the group? Kaya, you're such a great volunteer tonight. Hello, everybody.

Speaker 3 [0:24] Oh, shoot. Testing, testing? Okay, there we go. Yeah. Hey, uh, so in my group, when I was talking about leads. Something that I figured out is when you want to generate more income, sometimes quantity is better than quality. So what I found is actually doing more deals with less clients. You can make more money and spend less time selling somebody on the same thing.

Speaker 2 [0:45] More deals with less clients? Could you go into that for a minute? What does that mean?

Speaker 3 [0:51] So, for example, when I first started my business, I called everybody that I possibly could. So I'd go on Zillow, I'd find a deal, I'd sign the lease, buy the property, do the management, whatever it was, and then I'd go on to the next one. And then I met these two people right here, Drew and Lily, these are my business partners, and they showed me deals that they were doing that was not their first, not their second, but their third deal with the same client. And the client was putting more trust, more money into each deal. Um, so, yeah, I would just say quantity is better than quality, or quality is better than quantity.

Speaker 2 [1:25] Awesome, thanks, Kaya. Appreciate that. All right, and with that moving right along, it is time for the panel. So if we want to have our panelists, come on up here. And let's see. My clicker, go. Thank you. You have a signed seating. Please sit in the correct order. So they know who you are. Alright. Hey, Dylan. Hey, Dylan. Good to see you. to see you. Yes. Oh, yes, I'm sorry, I did not give you your microphones. there. It is, yes. How are you Let's see. All right, so to all of our panelists, thank you guys for joining us tonight. So for those of you guys who don't know, all of our panelists are in a little bit of a different fields of business.

So to start out with the panel, let's do some introductions. Can you briefly introduce yourself, and tell us about your primary business focus? Marie will start with you.

Marie Reed [2:33] Hey, I'm Marie, and I have a team called the Marie Reed team, and we hold our umbrella underneath Keller Williams. We are a faith based Christian real estate team on Merriman Avenue.

Dillon Ramsey [2:47] My name is Dylan Ramsey. My wife and I out there. We run Highland Home Buyers, and we're a real estate investing business here based out of Weaverville, but we specialize in buying distressed properties, rehabbing them and flipping them for profit, or keeping them as rentals. Awesome.

Patrick O'Cain [3:06] I'm Patrick O'Kane, Asheville, Native. My primary business here is I'm an EOS implementer, so I hope businesses run better. Smoother, little of the odd men out here, but it should be a good for a conversation.

Speaker 3 [3:20] Thank you. So, Patrick, I think we'll start with you and go back this way. What are your main types of leads? And what is a who, brother, is your ideal client lead that you try to focus on?

Patrick O'Cain [3:38] So, with EOS, we're really, really specific, and the types of clients we want to work with. And they fall into categories of its businesses. So what I work with primary leadership teams of businesses, between 10 and 250 employees. Owners and leaders that are open-minded growth oriented, more afraid of the status quo than they are of change. And so those are the types of leads that I'm really looking after a B to B type person. And so I think that's, we're pretty specific with our target market.

Speaker 2 [4:14] Awesome. So now you guys know what they do, who their clients are. Now... Let's listen to Dylan and Marie. Oh, I'm so sorry. I am. I am so sorry.

Speaker 3 [4:26] I was so ready for the next question, guys. I just opened my mouth, and I'm like, That's interesting. Dylan, go ahead.

Dillon Ramsey [4:32] I thought I got a free question there. Uh... What was the question?

Speaker 3 [4:37] What are your main types of leads, and who is your ideal client or lead that you try to focus on?

Dillon Ramsey [4:45] Yeah, so our main lead is gonna be a distress seller. So, somebody that's got an unwanted property. They're uncapable of taking care of it, through a multitude of reasons, and they need to get rid of it quickly, and that's where we specialize, coming in, making fair cash offers. Sometimes it's not a cash offer. Sometimes they just need help, paying the bills, you're doing something where we can help them in another way. But our bulk of our business is that. And, uh, our seller avatar, who we specialize, like who we're after. His name is Charles, that was one of our first sellers ever, so that's what we named him. And they're gonna be 50s, 60s, in their 50s or 60s.

They've inherited a property from their parents. The house was in disrepair before they got it. They're not in a position to sell it. Or repair it themselves, and they don't know what to do. They don't want a bunch of realtors coming in their house and strangers. So they're gonna come to me where I'm a local, I'm gonna go belly to belly with them at the kitchen table at that house or whatever. And we're gonna be able to come up with a win win, to help them out.

Marie Reed [5:50] Most of our leads are mostly residential, a little bit of commercial, but buyers, sellers, investors, looking to sell property. We work with a lot of builders. Our number one lead sources, people from churches. It started in my church. I go to a pretty large church here locally. And, um, then we sell, I mean, 95% of our databases is local churches and other believers. So community.

Speaker 3 [6:19] I think we can move on to the next. Now it's my turn. Okay.

Speaker 2 [6:23] Sorry, guys. I'm so excited for this panel. Okay, so now we know who you are and the types of leads you do in your business. What are the main ways you generate leads in your business? How has this changed or evolved since when you first started your business to today? Dylan, we'll start with you on this one.

Dillon Ramsey [6:42] So our main way and my favorite way will be organic networking, driving for dollars, talking to everybody. Anybody that'll listen to me, I tell them we buy houses with other people's money. And that creates some sort of a conversation. Um, and then the next thing I tell everybody is, Hey, we'll give you $1,000 cash if you come in front of, or put me in front of, a motivated seller, and I close on the property. So that's our number one way. That's the way we started. Um, driving for dollars, our kids sit around in the back seat, and yell fixer up or out the window, or they say, oh, that's a tear downer, so we don't stop, but I'll turn around, put a door hanger on the door. And then we...

Well, last year, we started partnering with an acquisitions manager. So they're more of the professional, the EOS, the systems and everything. That's not my spiritual gift, so we learn to outsource that. Where they're networking with realtors, with wholesalers, doing the direct, or cold calling, direct mail campaigns, they're handling all that. And I would say it's roughly 50 50 of where all that comes from, but my favorite will be meeting somebody face to face, going to their house, walking it, like a deal junkie. I love going in gross houses. So and seeing how we can see through that.

We love this idea of redemptive real estate, where we can bring, like, a lost house back and make it a home again.

Speaker 2 [8:07] Can you repeat the question at the end? What are the main ways you generate leads in your business and how has this evolved or changed from when you started to today? Sure.

Marie Reed [8:17] Um, so the main way we generate leads is really by word of mouth, um, I think originally when we, when I first started, I was by myself. And, um, I was coming out of the recession 20 years ago, I'm telling my age here. And so I, like, Dylan here was flipping houses, and I didn't really get my real estate license because I wanted to be a real estate agent. I was an investor, buying houses at the courthouse steps. And during that time, the houses were in horrible shape. So my husband's a licensed GC, and, oh, so we started buying $50,000 houses in West Asheville, and putting them back on the market, and people were like, oh, you're kind of honest. I like you. Will you be my agent?

And I'm like, Mm, yeah, cool. I like you, too. Um, and so that's how, like, I really started getting leads was off of a working knowledge and construction. And there soon, I started doing dabbling a little bit in a little bit of Zillow back a long time ago, and then, um, mostly it was all referrals. And, um, now it's just 100% basically referrals that we work off of, all word of mouth.

Unknown [9:28] Cool. Let's see.

Patrick O'Cain [9:32] So business of business is a little bit different. And how I, so in my previous life, quote unquote, in Asheville, I was a restaurantur, owned 2 restaurants, and so I was really engaged within the business community. And shifting over to the EOS, what I found was that I had this existing network of business owners just by engagement through the community. And so I adopted this method of reaching out through the system that I use, it's called Outgrow. An Algrow is designed to essentially take all of your context that you already have. These are people that know you, like you and trust you, and just creating a proactive call, to reach out, check in. Hey, how are you doing?

How's the family doing? How's work going? Really nurturing the relationship, in order to ultimately see if there's a point of pain or point of pleasure that I can help with. Like, essentially, like, hey, business is going really well. Hey, well, maybe there's some opportunity here where we can continue to improve it even more. Dial in your systems even better. Or if there's, I'm really struggling with my people right now. Great. Here's a system, a proven system that we can use. that can help you get everyone on the same page with where you're going and how you're going to get there.

And so really just taking out, I mean, literally, if you all have phones or iPhones, you open up your phone, look at the number of contacts you have in there, all of the business that you could ever want is already in your phone. If you know 2000. If you have 2500 contacts or a 1000 contacts in your phone, then how many people do they know and how many people do they know? So we've talked a lot about referral here, and once you build up that referral flywheel, That's where things really start to take place.

So that's how a lot of this is mindset, you know, and with the reaching out initially to develop that business, and then being in the right mindset when you're doing this, you are out there helping people. If you think about, if you go into it thinking that you, oh, I'm cold calling, I'm bothering people, no. What's the wrong mindset you have? You know, we talk a lot about this anachronym and outgrow that we call cope. Confidence, optimism, positivity and enthusiasm. And if you can embody those things, when you call your people, It just, it helps because really, the service that you, they need your help. People are suffering out there. So don't rob them from your help.

I think that's kind of where it well is done too.

Speaker 3 [12:19] So Marie, I want to start with you on this one. What is your follow-up process looks like? your follow-up. How do you follow up with your... Sorry, I have accent. And it's not southern... You're what? I tell people that I'm from Tennessee with as much access than I can, but they don't believe me. Anyways, the follow up process. So, from the top of the funnel, if there is such thing for you, because, you know, your lead is a little different, but what is it like? Do you have a lot of automation in your business or do you do, like, more personal approach? I know you have a big team and a lot of agents. So what does it look like for you?

Marie Reed [13:01] So, early, I don't know, our mid-career, I guess, um, I switched from exit to Keller Williams because of systems. And, uh, was getting so many leads that I was like, 0 my gosh, I need help on how to turn this into a business. And I was just an individual agent. And was trained really well as an individual agent with a program called Buffini. And if you guys haven't looked at that, understood that, done the class or whatever, I'd highly recommend that. That is really what launched my career was Buffini. And then so Keller Williams had systems in place, and I was like, okay, well, what do you do? They had this system.

I think it's a 33 touch, if I'm quoting it right, of how to stay in contact with clients. And so I took what I learned in Biffini, which was, you know, how to get referrals, who are your referrals? Like you said, they're the people that you know, how to get them into a database, and then how to feed them, to want them to make send you clients. And so, um, That 33 touch is basically, um, how to touch them every year, okay? That's after they've turned into your client, of course. In the very beginning, Keller Williams has this guideline, and we just took it and kind of made it our own. I've heard many times my career don't create the will. Just do what somebody successful's already done.

It's there, it's easy. Um, and so we we have guidelines in our CRM that all of some of my agents are here tonight. And, you know, you call. The very first thing that I like to do, I think I'm showing my age again, I'm old school. I want to pick up the phone and call. Like, that's something that we really want to get on the phone. If you can get on the phone with somebody, and you can get a connection. Oh, you got a dog? I got a dog. What kind of dog do you have? Making something that you can stick with in their brain to make a connection is like our number one goal. Um, A lot of the modern buyers, sellers, they want a text. So we have a system that's call, text, email.

And then we also have, like, a campaign, sort of a drip campaign that will also email them. But we have, like, different, the different types of leads. How many times are you gonna call a hot lead, how many times you're gonna call a nurture lead, or a cold lead, or some that you just trash, but we have systems in place. And it's in a system called follow up boss, that sends the agent a task reminder of what they need to be doing. And if it's an email, the system automatically just sends useful information of, like, what does a due diligence check to them to help them try to engage with them? Thank you.

Speaker 3 [15:56] Dylan, what does it look like for you?

Dillon Ramsey [15:58] Ours, uh, sorry. Ours is not near as classy, or is like the systems, that's just not me, and not us. That's where we learn to partner with people that love that liquor acquisitions manager. But for the most part, we're not dealing with, like, a super modern tech savvy buyer. Many people we bought houses from did not own a cell phone. God bless them, I would love to be them. But, uh, no, so it's a lot of it, it's gonna be phone calls and showing up at their house and stopping by. And, hey, I'm in the area. So that's what it looks like, and we use that to our advantage. We're eighth generation to Western North Carolina, my family. So like, everybody knows everybody.

And so the follow ups are just getting in front of them, talking to them, connecting with them. We sold a house one time. or bought a house one time, because he had better offers, but he liked me more because my great uncle Boyce had a honky talk show on the radio, and that's what he liked it, and he let him come on the radio one time with him. So that's why he chose us. So our follow up isn't near, the drip, all that stuff doesn't work for our, for Charles, our seller avatar. It's gonna be a lot of face to face, talking to them, checking in on them, bringing them canned pickles or whatever they want, something like that. So.

Patrick O'Cain [17:17] Funnel. Um... Repeat the question one more time again, because they've they've shared some really deep nuggets, and a lot of this stuff is really related, and I want to make sure that we continue to touch on.

Speaker 3 [17:33] So what is your follow-up process? From the top of the funnel, from when you get the lead, and how do you bring them to and convert them into client? Great. And maybe beyond, like Marie said, you know, repeat so that you have repeat clients, right? Referrals.

Patrick O'Cain [17:49] Yep. Yep. So, Really distress, again, on what Marie and Dylan have both said here, it's proactive calls. Period. I mean, you differentiate yourself from the crowd when you pick up the phone and call. If you think about the amount of emails. I mean, I task all of you. How many emails did you receive today? Right? I mean, who knows how many? Right? How many phone calls, how many phone calls from people that you hadn't been expecting to hear from did you receive today? How many did you receive in the last 2 weeks? Right? That's how you differentiate yourself. Because you can remember back, oh, I got a phone call from someone. Hey, they took the time out of their day to call me.

And if they didn't, you know, this is one of the things that we teach and outgrow also, is making that proactive call, that's your input. That's all you can control. But along with that call. Always leave a voicemail and always follow that voicemail with a text message. That takes your connection rate, like Marie was talking about through, from maybe 30%, 40% the time people will answer the phone call, shoots it up to 80%. Voicemail text message. You will get a call back within the 1st week and then be persistent. The next week. Set yourself a reminder. Give them a call. Hey, I was thinking about you.

This text message doesn't need to be complicated, that you follow up if you don't get them on the phone. Hey, per my voicemail, was thinking about you, give me a call. That's it. And that's how we really start developing, creating a list, and then just chipping away, being consistent and deliberate about it and holding yourself accountable with metrics so that you can track those inputs. So that's how I do it.

Speaker 3 [19:52] So it sounds like, and it gives me great hope, and I think we are all on the same page in terms of technology is great. Automations are great, but as long as people are willing to pick up the phone and be people with each other, AI will never take our jobs and take our businesses, right? But those who are not willing to pick up the phone and just talk, you can get a lead. You can buy a lead. It doesn't mean that you're gonna convert it. So you have to be a human and not a machine.

Speaker 2 [20:26] Dylan, I've got a follow up question for you. This one was not on the list. Yes, it's a tough one. You prepare yourself.

Speaker 3 [20:34] I messed up on cough medicine right now, so this made me go away.

Speaker 2 [20:37] It'll be an easy question for you. So I know with your business model, you have Charles, you go into the house, it's a distressed property, and I know with the way you do your math on your deals. You're typically making a pretty low offer on the house. So when you go in, and you talk to Charles, does Charles usually accept your offer on that first try, does it take months and months of follow up of him not being able to sell his house to coming back to accepting your offer, kind of walk us through that a little bit. I'd love to hear more.

Dillon Ramsey [21:04] Yeah, sometimes, it's the long game, but a lot of the time, these people are distressed, whatever our 70s are, death, divorce, debt, drugs, uh, I forget what they all are. It doesn't matter. A lot of the times, they are super motivated, so it's there. I'm there. My competition, there's not a ton of local competition for our business model. So it's a lot of international, nationwide players that are doing everything through AI, through ringless voicemail, through all the, they're making sight unseen offers, and they're super low ball on them. Um, So they're, uh, where I'm there, I'm making a similar offer, but I'm there. I'm in person, and, uh, they love that.

So I'm beating them because I'm there. I'm in person, I'm a real person with them. But they're motivated sellers. So they're going to consider my offer, and we usually get an answer back. I mean, either it's, we shake hands at the table right then and there, and we've got a contract form to sign, or, hey, let me think, let me pray about this. Let me talk to my wife about this, and they get back to us within a day or two. So yeah, we're the person that's going to drag their feet. I'm really not iffy. We're not going to put a ton of effort into them. I'm going to go meet with them, but yeah, we're typically closing, we have a pretty high closing rate for when we can get in front of a person.

Nice.

Speaker 2 [22:29] And the reason I asked that question for the audience. So my dad has a very similar business model, but he actually buys a lot of his houses. He goes in, he makes a really low offer, and then the seller says, No, we're not accepting that offer. He follows up every single month. And usually how it goes, six to eight months later, they still haven't been able to sell their house. They come back, and that cash offer sounds pretty good at that point. So it's cool to hear your perspective there.

Dillon Ramsey [22:51] Yeah, yeah, and there's super that person, too, which we probably everybody in this room is I go meet with Charles. Uh, and he says, This estimate is $300,000. I'm like, I know, man, plus or minus 100%. You are so right. So what they don't take into account is the comparables, you can literally shoot a basketball through the roof of the house, like, the shape is there. So sometimes, they'll do that, say, I'm gonna go on my own route. They're gonna reach out to somebody like Marie or something like that. I'm gonna list this. I know an agent or whatever. And then they call me back and say, hey, the agent won't list my house. Do you want it? So we go, go that route.

Speaker 3 [23:29] So it sounds like, um, it's kind of like crying circent. Do you know who he is, Ryan Sergeant? $10000 New York something on Bravo and stuff like that. He keeps saying that follow-up, follow-up, follow-up until they say no until they die.

Unknown [23:48] With that.

Speaker 3 [23:51] You already kind of mentioned, except for Dylan, this, but once again, what kind of CRM systems do you use or programs?

Marie Reed [24:01] Is it buffini or so, no, we use we use 2 different CRMs. One of them is client retention, just to stay in contact with those people, that's called market leader. Um, and that's really just, um, if falls into, like, how many times a year you're touching them, where we do things like, um, we send everybody what's called a pot buy. And this is Biffini talk. Like at Christmas, we have a massive, we send out over a thousand gifts. So, um, again, being a faith based team, Christmas is very important to us, and Easter is very important to us. So all of our clients in our database, during those times, will get a nice gift.

And usually, there's marketing behind it, of course, I'm not just sending them a bunny or something. It's a mug with our branding on it, or it's an umbrella with our branding on it. It's something useful of decent quality that you can send out massively. But that's through market leader, and then that system, so if you've closed a property with us, or if you have sent us business, you go into market leader. And you're going to get gifts from us, you're going to come to our client event parties, we have, you know, different tiers. We have an A-lister, if it's a $1000000 plus or you've sent over 4 deals with us, sent us over 4 deals, you come to private exclusive baseball games.

So that is market leader that kind of feeds, if you will, pass clients. And then we have a lead generation system that we call that's called follow up boss, which that will have task in it that, um, tells the agents when to call people, um, and, and it does things that records calls. So if you're like, oh, man, who is this person? What did they say? We try to put a lot of notes in it. And then you can set yourself a task and say, hey, gosh, I need to call them. They're coming to town October 31st. I need to call them the week before. It will remind you to call them. So we have 2 different CRMs.

Speaker 3 [26:07] Dylan, do you use any other than your phone?

Dillon Ramsey [26:10] Yeah, run my business off my phone, unfortunately. Yeah, Google Sheets and Drive is crucial for us. We're not dealing with near as many leads as like a real estate team or something like that. So it's a lot easier. And then our acquisition manager uses a sauna, just for this checks and balances. Once a phone call is made, it goes into the system, and then there's the standard operating procedures to go from there, and once we elevate, elevate, elevate, until hopefully we close on a property.

Patrick O'Cain [26:43] US worldwide has their own CRM through Sales Force, but really the CRM that you use is the best CRM. There's so many out there. As long as you use it and you're comfortable with it. That's the most important thing. So whatever, wherever it exists, if it's on a Google Sheet, if it's on, you know, it could be whatever it may be. But the key is really being disciplined about using it day in, day out tracking.

Dillon Ramsey [27:12] For sure. Yeah, we've tried recently, follow-up boss, a few others. And it's just not me and my style, so it just goes natural that it's easier. And I've got like 500 scratch pieces of paper laying around and random notes on my phone too. So that's that's it. So whatever works. And it usually doesn't work and I drop leads and that's on me. So.

Speaker 2 [27:35] All right, Patrick, we're going to start with you for this one. So in your business, is cold calling effective or something that you focus on, do you have any advice for anyone that's cold calling to get leads?

Patrick O'Cain [27:46] Um, cold calling, not necessarily. How should I put this? Um, it's not quite cold calling. Maybe tepid calling. Um, you know, a little bit warm. Someone that I... Hey, Craig Peters and I were out the other day, he mentioned this person. You know what? I'm gonna call that person. Hey, I was with Craig. The other night, your name came up in conversation. How are you doing? How's the family? Let's start along that lines. So it's never really a purely cold call. I wouldn't say. So I don't have it too many. too much advice to offer on that.

Other than making the connection in whatever way you can, really grounding you to being a person, rather than being just another person, just someone else out there that's getting robo called 18,000 times, I'm sure, as you all are. I am too.

Dillon Ramsey [28:50] I had a fool head of hair before I started cold calling. It's the worst. I hate it. Um, I hate getting cold called. I hate getting the random phone calls. Hey, we see you have a property of yourself. So it's not me. Is it effective? Yes. And I think that's where staying in your lane, knowing what you're good at, and pursuing that. And then leveraging other people, like our acquisitions manager, that loves that kind of stuff, that has a team that wants to do that sort of thing, and that they're good with it, or they enjoy it, or both, is really important. But yeah, there's there's a super place for it. We have a list of people like, pick your area code.

It's gonna be, um, houses that are under 400,000 appraised value. They're own free and clear, they're non, uh, non-owner occupied, and there's one or 2 more things that are on that list, and that's our cold call list. Like that's who we're going to go after. That's who our direct mailers are going to and just say that whatever in 28787, that's who I'm going after. But no. I quit cold calling.

Speaker 3 [29:58] So personally, you're not a hunter. What's that? Personally, you are not a hunter.

Dillon Ramsey [30:04] No, I'm a farmer. I was a farmer before we started getting into real estate. I realized I didn't want to die broke. Um, so we got out of that. I made way more money to sell on the farm than I did farming. So, uh, yeah, no, no, I want the relationship, I want to sit down with somebody, have the conversation with them, but, uh, after I got told in so many different ways to go make love to myself, I just quit. So I'm done.

Marie Reed [30:30] So is why I asked this question. We have never cold called. So I don't have any experience with that. And so, but if it works, I've heard that people do that, but no, we have never cold cold.

Speaker 3 [30:44] Nobody on your team, or you personally.

Marie Reed [30:46] You know, I think Eddie might have, but he's new to the team, so he will not be cold calling anymore. He's gonna get direct people who are ready to buy and sell real estate.

Unknown [30:55] So farmer.

Speaker 3 [30:57] Farmer, yeah. With a little bit of hunter, but, yeah, both. Okay. At what point, let's start with you, Marie. At what point, or how long do you give yourself, to keep following up with the lead, they're not responding. no response at all. Dead, you know, dead silence on the other end. How long do you give yourself to keep falling up?

Marie Reed [31:21] So it used to be? So please reach out to us now. So, previously, if you got a, um, I don't know, a Zillow lead or a boom town back in the day, you know, a lead that's calling, that didn't, didn't reach out to you, yeah, incoming, we have systems for that. What would we keep them? Maybe 3 months, guys. It's been so long since I've worked leads. uh, uh, maybe 6 months, but now they call us. So we have a system in place that's a little bit different, where we call them after that initial call, where they're like, I'm buying in six months. We have a gauge to call them periodically, because, let's be real, there's 20 other agents emailing them houses.

We want the phone call to build the relationship, to make the connection. Thank you.

Unknown [32:17] Dylan?

Dillon Ramsey [32:19] Um, we're typically going after really motivated sellers. So when somebody's reaching out to us. Uh, it's gonna be a pretty easy sell. There's not that many people coming out making, as is, cash offers in person, that are locals with a reputation to, to do what we're, say we're gonna do. So it's usually we don't have a ton of follow-up, but I would say after about a month of back and forth, We're gonna, I'm gonna move them into the cold status and I'll just say, hey, this is where we're at. This is my final offer. And then I'm going to leave it with them and they can come back to us, but I'm just not going to spend a ton of time chasing, chasing that deal.

Patrick O'Cain [33:02] So the Algrowth method. We talk about 3 strikes, you know, 3 strikes, so give it, after 3 weeks, you've reached out to someone, final follow-up call. Hey, I'm so sorry we haven't connected. I know you're probably busy. I'll follow up with you again next quarter. Right? And just keeping them in the list. Alex, who is the kind of founder of the outgrow sales method, he takes it as a point of pride that he followed up with one of his clients for 8 years before they before they actually started working together. you know, and really takes that just the perseverance that it takes to get the deal done. And they both look back at his client now, they both laugh about it.

They're like, yeah, you really worked hard to get this done. And he's super proud of it. And his client's super proud of it too. So, Just kind of setting that quarterly reminder afterwards, but persevere.

Speaker 2 [34:00] Eight years. I don't know if I'd persevere that long. That's impressive. I'm going to go off script again, Marie. I have a follow-up question for you. So you said the Leeds call you, and I know the way you've built your business over the last 17 years has really contributed to that. Can you talk about how building your, like, consistent branding has contributed to those leads calling you and reaching out to you guys? I know we talked about this little previously.

Marie Reed [34:26] Sure, and you can remind me what I said, too. But the first thing that comes to my mind is, when I was in high school, I'm a local, too, um, there was this chick called Sherry Prefer. And her sign was everywhere. And I was in high school, and I didn't know what real estate was, but I seen this blonde headed chick all over town. And then once I decided to be in real estate, I was like, hey, she made a memorable impression on my brain. So, very early on, I got with, I wanted to be consistent. I wanted everything to be consistent. Um, so we branded my face all over town, and we put it on signs, we put it on directionals. A lot of our calls will be, Hey, a senior sign all over town.

especially Lester, where I went to high school, but consistency in trying to keep the photo that I had the same. It's changed a little bit 'cause I've aged in that time. So we I'm trying not to be Jim Buff. I'm just kidding. I love Jim Buff. But he kept his pitch the same throughout his whole career. Um, great guy. But we tried to be very consistent. Now, we worked with a branding company several years ago, and we have the M logo with exclamation point. And so we just try to be consistent in everything that we do so that when people see it, they're like, man, I've seen that a lot. Golly, this people, these people now won't go away.

Speaker 3 [35:51] I see you a lot. And I don't think you'll sign. Yeah, I mean, I can attest. I been in business a lot less than you, but nine years, and it's been the same. It's been very consistent.

Marie Reed [36:05] I think that's a key in trying to... Top of mind. Nike. You know a Nike chick, everywhere you see it. So that's kind of what the motto we followed was trying to be the same.

Speaker 2 [36:17] Boys, do y'all have anything to contribute to that? That was mainly for Marie, but, yeah. All right, cool.

Unknown [36:23] She's everywhere. I know.

Speaker 2 [36:25] I was excited. She always watched. It's like, I get to meet Marie Reed. Ooh. Thank you, Jesus. How much of your business comes from past clients, what advice do you have to continue to generate new business for past or existing clients? Dylan, will start with you.

Dillon Ramsey [36:44] The majority of our houses are bought. are inherited, so it's very rare that somebody or somebody inherits a distress property twice. So, where we get our follow up, though, is, through the relationship with them, hey, I gave your number to so and so, like, they, so that happens. But we tell everybody, I tell everybody I meet. Hey, I'll give you a 1000 bucks cash if you put me in touch with a motivated seller. So I'm telling everybody our business all the time. We've got signs around town, banded signs and stuff everywhere.

Um, and we've had, uh, the same electrician give us multiple houses because of that $1000 bonus, you know, like if somebody can make an extra paycheck for them that week on sending me a couple text messages and putting me in contact with somebody, that's awesome. And I tell every single yard guy, or, like, uh, what do we call him? Or we call them the long guys. But I tell everybody, every one of those guys, we're getting one of our flyers. were saying, hey, hang these door knockers, do all this stuff, because they're going for the same house. They're trying to drum up new business, so they're looking for houses with overgrown yards, and so am I. I'm just driving for dollars.

That what I'm looking for. So we're after the same person. So that's where we're getting our follow up and repeat business, is from the referrals.

Patrick O'Cain [38:07] Do a really great job for your clients. Really care deeply about them. And if you do a really great job, they're gonna talk to it about, they're going to talk to you, talk about you to everyone they know. So if you can focus on mastering what you do and what you do best, then and really delivering value to all of your clients. That's how you keep generating referrals.

Marie Reed [38:36] Mine's probably the same as Patrick's. If you care about people, that's the number one thing that you have to have, if you're a real estate agent, you have to care about them. So the minute me or one of my team members walk through the door, it's our house, our money, whatever, if you treat it like it's yours, um, they know it, and they see it, um, I I had a rule forever, and I still try to attest to this, is I call everybody back within the same day. And I get 60 to 100 text messages a day, they get answered that day. But that's where that, like, farmer and hunter come in.

Um, you kind of farm everything that you're doing, but you also hunt, 'cause you gotta be fast and quick in this business. If you're not fast and quick, they're calling somebody else. And knowing when you're dealing with people's money, I don't care if they're calling me at 9 o'clock at night. Now, I might be in the bed, but within a 24 hour time frame, they're getting a response. And they just want to know what color to paint the bathroom. But that's devastating to them, you know, this is all the money they've ever had in their life typically tied up in this house. And if you love on them and treat them good and get back to them promptly, They tell other people about you.

Speaker 3 [39:50] Patrick, let's start with you on this one. How do your business operations and organizational structure affect your overall ability to properly track and keep up with the leads?

Unknown [40:06] It's kind of mouthful.

Patrick O'Cain [40:08] Business operation structure. So really, I mean, it's hard for me to not kind of divert to EOS language, which is very specific. Really, to managing your data. So looking at things through the EOS framework, one of the 6 key components of all businesses is the data. And so having a scorecard that you use consistently, which gives you an absolute pulse on your business at any given time. So you know exactly where you stand, and then having measurables that feed into that scorecard. So each of your people within a business or, you know, I have like, I have measurables for myself that I feed into the scorecard, so that I know, hey, have I made 15 proactive calls this week? Great. I'm off track.

What do I need to get back on track? Because I know if I make 15 proactive calls, then that translates into business, I can't control getting the business, but I can control making the proactive call. So it's the input versus output. Really measuring your inputs, what you can control, knowing that that leads to outputs. So getting really good at running your business off of facts and figures.

Speaker 3 [41:26] Because consistent with what you track. So stick with...

Patrick O'Cain [41:31] Be consistent with what you track, but try different things. Right? Score, this is not an exact science, right? It's an art, too. So maybe one week, it's really good to track, uh, you know, you have a few different, like, I'm thinking of the business in the business fear. cash balance for any business is like your cash balance is your lifeblood of your business. If you don't have cash, then you're going to go out of business. So that's a really important scorecard metric to keep track of every week. Now, there may be different measurables that you want to plug into the scorecard to see how it kind of reverberates down into generating business.

So I'm thinking, you know, again, proactive calls would be a measure, or client satisfaction, hey, we're starting to track our Google rating from see if it's 5 stars, or how many reviews have we generated that week, to see if there are any trends that develop over the next 90 days with that. So it's really testing out, not being so committed and so dug in on certain numbers, but really taking a couple numbers, trying things out, see what it works, see what doesn't. Because business, the business climate is changing constantly as we know, certainly in these very wild times. So.

Speaker 3 [42:57] And especially as your business evolves and grows. Absolutely.

Patrick O'Cain [43:01] If you're scaling, then or if you're shrinking. then, hey, they're gonna be different things that you need to pay attention to.

Speaker 3 [43:09] Dylan, do you have anything to add?

Dillon Ramsey [43:12] Yeah, so we are not, we're a small group, so we don't use the EOS system. We use what's called the REIOS, which is like a watered down version of that. So we've got our annual goals, we have quarterly goals, we have weekly habits and actions in daily, and if I'm really good and I'm time blocking, like my wife wants me to, like hour by hour, and God bless our calendar. So that sort of stuff. So we're, I know what I'm tracking our KPIs and what matters and what doesn't. And also we've got, I've got a weekly accountability coach, too. So I'm like saying, hey, this many leads came in the very next week. He's saying, tell me about your closings, all these. So we've got that.

And then once something becomes just a regular standard operating procedure of the business, then we drop it off of that, that kind of, not necessarily drop it off the KBI, but drop it off the call and go on to targeting something new because as we're changing, evolving. things are getting better. We tried something, it didn't work. Um, So that's that's what we're using, and that's that's straight out of Brandon Turner's play. But going back to what Marie Reed said about what, we don't have to reinvent the wheel. So find out what others are doing well and just partner alongside them and do that.

Sometimes you can do that from watching a YouTube video or sometimes you got to pay 1000s of dollars for a mastermind group or whatever, but those have been crucial for us to build in that system. And when you do that, it helps your marriage too, turns out. So that's great.

Marie Reed [44:43] So I usually make everybody want to cringe. Um, with this kind of stuff because, um, again, I'm super strong with my faith and God provides 100% of our business. And so I don't track numbers, really. I do watch the bank account to make sure that if we need $10,000 for an event that it's there. But, um, we're just extremely blessed. And I don't really do any of those things other than trust God. And he provides every single time. So if I get stressed out, like, 0 my gosh, the market just changed. Why do I have 50 sitting listings? Um, and they're not selling right now. I just pray and God says, just chill out. I got this.

And so, yeah, I probably make Patrick when I, like, he's like, I'm calling her when we leave here. She's got to get it to me.

Patrick O'Cain [45:33] No, I mean, I think there's a lot to be said for the abundance mindset, right? It's abundance versus scarcity. And when I hear, you know, you have different language for it, but we really focus on abundance versus scarcity. And that mindset that you that you approach your work with in whatever capacity. So.

Speaker 3 [45:53] Yeah, glasses always half full. That's a great attitude and mindset. And with that, we're gonna move on to lightning round because we want to give a few more minutes for our audience and give them a chance to ask you a question. So lightning round. Um, answer as not necessarily as fast as you can, but, you know, just a couple of sentences, maybe.

Speaker 2 [46:13] Under 10 seconds. Okay.

Speaker 3 [46:16] Those are the pressures on.

Speaker 2 [46:17] What is the most creative thing you have done in your business to generate leads? Dylan you looked up first. We'll start with you.

Dillon Ramsey [46:25] I'll quit doing that. We thought about this one, but it's nothing that creative. It's just doing what other people won't. We have this phrase in our family that we talk about choosing your hard. Working out's hard. Being overweight is hard. Marriage is hard. Divorce is hard. So, like, we're just gonna choose our hard, and it's really hard to find a great real estate deal on the MLS. So finding off market deals is hard. And that's what we do consistently, and that's, I would say, the most creative, it's not sexy. I go in disgusting houses. I was in a house two days ago where there's three people living there without power or water.

So, like, we just continually do that and try and find win-wins in those circumstances.

Speaker 2 [47:14] Patrick, the most creative thing you've done to generate leads.

Patrick O'Cain [47:21] I haven't really done anything that creative. I mean, I pulled out my phone and looked at my contact list and just literally scrolled down, A to Z. All right, this is the person that I call it a day. You know? It's really just that simple. No real. My creative days were in the restaurant world that's behind me. So.

Marie Reed [47:44] I think ours is probably a Alada event. One thing that our team really tries to do a couple of times a year is give back to the community. We feel that that's important. So we partner with Alida, and we do a pretty big Klein event, add a lot of home for children. And, um, about 300, 400 people come to this event, and it's fun. We have like face painting for the kids. We give out free pumpkins, and the kids can decorate them, and we have a bluegrass band, and we give out free food, and so that's kind of creative. Again, we copied that from somebody. Um, and but it's fun. And that's probably our most creative thing that I can think of.

Patrick O'Cain [48:26] You're going to have to remind us, this is the lightning round. Exactly. Yeah.

Speaker 3 [48:32] Way past 10 seconds. Now, this one, let's really stick to that. Current podcast or book, you're reading that you would recommend others. Right now, in this audience. Anybody? Latin round, 10 seconds. The Bible. That's the only thing I read is the Bible.

Patrick O'Cain [48:54] Current podcast acquired. If you haven't listened to acquired great podcast.

Dillon Ramsey [48:58] It's not a business book. One of my favorite authors is Bob Goff, and it's a book, Love Does, and it's just a great reminder that when you're going into these situations, meeting these people, who are in pretty hard circumstances sometimes, that it's not a transaction, it's a relationship, and we're going there to help. I'm there for a win win. So, and sometimes it's a loss on our side, but we're there to help. So love does.

Speaker 2 [49:24] And last lightning round question. What is anything to do with leads, generating leads, anything? What is one final piece of advice that you have for our audience? Patrick, we'll start with you.

Patrick O'Cain [49:37] Um, do the work. Just be deliberate with yourself and do the work. There's no easy way around it.

Dillon Ramsey [49:47] Yeah, I think one of our, another one of our big phrases is, if it's not a heck yes, it's a no. So choose wisely, don't just, somebody made the comment earlier about quantity over quality. We're way more over quality over quantity, so we're not gonna get out there and do deals, just for deal's sake. We're after that. But also, would be to know your strengths and weaknesses and outsource that your weaknesses, or things you don't like, early and often. I so wish we would have done that sooner.

But every time we delegated a task out, or put that on somebody else, The return on investment is so high, not just in dollars, but also in the time I get back, the energy I get to put into things that I like doing. Oh, sorry, 10 seconds. Yeah.

Marie Reed [50:35] You just have such great information.

Speaker 3 [50:37] Get a CRM. And now we're gonna give our audience a chance to ask questions. Um, we have a few more minutes so that we can let everyone out at 7:30, as promised. So first one goes to... Yes.

Speaker 2 [50:55] And I will say, keep it as questions, no soapboxes, please, just a quick question.

Speaker 3 [51:01] Okay, so this question is for Dylan. I heard you said you hired an acquisition manager. I'm curious if that acquisition manager is local and how you hired him.

Dillon Ramsey [51:11] They came through a relationship through a mastermind that I'm in, and they're actually based out of Arizona. So no, they're not. And really, they're not a four hire, they just had space in their team. They invest throughout the nation and abroad, and they had space in their team, for me, just through relationships and conversations. So we just basically sit in as one of their, um, market centers, um, and then just pay them to do that.

Speaker 3 [51:41] Would you recommend somebody look for acquisition managers out of state?

Dillon Ramsey [51:45] Oh, yeah, totally. The way the world is now, nobody needs to be local. As the closer, the way our business works, I want to be local, but as far as finding the lead, doing the cold calls, once again, getting great hair, all that, all the stuff that I had, like, loathed, that was, that was not in my spiritual gift realm, uh, is basically we get to outsource 99% of that now. So yeah, that was one of those ones where we should have done that way sooner.

Speaker 3 [52:11] Anybody else? Justin.

Unknown [52:15] Hey, thanks, guys.

Marie Reed [52:17] Like keeping with the lightning round. Do you spend an hour and a half, two hours, every single morning, lead generation? Do you do that as a team, or do you spend that time scheduling that with your team, Marie, or any of you in lead generation? No.

Dillon Ramsey [52:37] No, it's a lot of the hunter comes out in that one. The farmer is outsourcing that to the other group, and then no. We're always, we're always hunting.

Marie Reed [52:49] Ours is an exact, we call it lead generation, but it's lead nurturing that we do... the full-up. Yeah. And it's really, honestly, if truth be told, is when we can get to it. The agents come into the office three days a week for a couple of hours. Most of them there, that they're supposed to just do lead generation, but I mean, we drowned. We're drowning. We drowned in leads. So it's just like, 0 my gosh, we just got to call this person back. So it's more, we call it League Jen, but it's like, let's just keep our head above waters and calling people back during that time. That's a good problem to have It is. Yes. Anybody else?

Speaker 3 [53:26] Hello. I have a question for leads coming in. If there are familiar leads, whether they're past clients or brands, family, versus cold leads that are coming in, where you don't know who they are.

Dillon Ramsey [53:40] Is there a different approach on how you try to procure that lead and convert them?

Marie Reed [53:48] No, it's about the same. Same for everybody.

Speaker 3 [53:52] So I think you wanted to kind of ask if somebody handed over you a lead, like past client, they connected you 3 way, or somebody just, you know, reached out because they saw your signs, they, you know, they know about you, they've heard about you. Am I right? Yes.

Patrick O'Cain [54:11] To pick up on that, I think, and Marie really touched on this point earlier with consistency. You wanna have the consistency? for everyone. Now, if it has been a referral from someone that you know, or referral in general. Please, I beg of you all, follow up with the person that gave you the referral. This is just, like, I cannot tell you how many people that I see that do not follow up with the people that gave them the referral. Personally, it's happened to me many times, and it is infuriating.

Marie Reed [54:47] So, like, today, one of our assistants. delivered, um, uh, which I think she's doing it tomorrow, but, um, some moms, and a couple little pumpkins, and she's taken to their house of some referrals that they sent us, um, taking them to the house, sitting on the door so that when they walk in that door this fall, or wherever they're going to set it, they're thinking of us, but they always get a thank you card, um, and they always get some, some sort of thank you, um, depending on price point of how we thank them.

Dillon Ramsey [55:19] Yeah, and for us, the same, that's like one of our, Hey, how are you doing? How did you hear about us? So that's one of the forms, or one of the lines I have to fill out on our deal analysis, is how did we find out about it? Because if it's a referral, I'm sending somebody a $1,000 check, or whatever it is, or I'm gonna send somebody a gift card to do something, but yeah, if it was a referral, I'm gonna bless somebody, 'cause I want them to keep coming in. And if it's not, uh, we're gonna have the same conversation. There's just going to be one difference. How did you hear about us? Because they may say, hey, I saw your bandit sign or whatever.

And I'll be like, sweet, I'm gonna order another $400 worth of bandit signs or something. Yeah.

Speaker 3 [55:54] I think we'll have one more minute, two more minutes, Max, for last question. Uh, I don't think I heard anybody mention using social media. for Legion, and I'm wondering if anybody is, not like blanket, you know, Facebook marketplace type ads, but very targeted. For example, you know, house flipping women of North Carolina, those types of groups that are regional and very specific to whatever your niche is.

Marie Reed [56:23] No. We used Facebook. No, again, I show my age a lot. I don't even know, just people even use Facebook other than me, but back 20 years ago, Facebook was the thing to do. And so my pastor said, I believe 2 books, Facebook and the Bible, and if Facebook's saying anything, you're the top agent town. So I used Facebook, fake it till you make it. Um, and then I think consistency, like Patrick has said a few times, is just keeping it consistent with what you're doing. So we use Facebook, but no targeted, we don't pay for too much anymore.

Dillon Ramsey [56:59] Yeah, and not social media, the ROI just isn't there for us. You get way more out of either just the networking or the cold calling, direct mail campaigns, reaching out to agents and wholesalers directly. And a lot of those Facebook groups are, full of garbage are full of just crazy wholesalers and stuff like that. So there's really don't see any ROI. They're dollar for dollar. I'll get way more benefit out of spending my time elsewhere.

Patrick O'Cain [57:27] Yeah, I think this goes back to the concept of the farmer and the hunter. For business to business. LinkedIn is a really captive audience if you want to just get in front of people to offer value. Right? Just make sure that whatever you're putting out there is of value. I can't remember who I heard say. I forget what I heard them say, but you are offering value to people. And if you're putting out crap, you're gonna get crap.

Speaker 3 [57:57] Yeah, Patrick, um, thanks for that. I should have clarified. I did not mean paid social media. I meant engaging in groups like that for that purpose, um, for value add, like meeting people in the spaces where they are at.

Marie Reed [58:12] I'll tell you what I did in the very beginning. I went to my pastor's Facebook page and friended everybody he knew. And then started posting like crazy.

Speaker 3 [58:23] Staying top of mind. So let's give a round of big applause to our panel.

Speaker 2 [58:31] Yeah, thank you guys so much for joining us tonight. Y'all don't get up yet. We do like to get y'all out of here on time. I am gonna have y'all step off stage for a second. I have an announcement to make. Y'all give up for the panel one more time. I don't know about you guys. That was a really good panel tonight. And I'm sorry to kick you guys offstage, but I do have an announcement to make. So our October meetup is coming up on October 7th. Um... If you guys have been attending this event for a while. You know that Zach and Rodrigo have put a lot of heart into this event over the last five years. AVI meetup is a perjuring its five year anniversary, coming up at the end of this year.

But with that, as you know, in five years, a lot changes. A lot of life changes happen. business changes happen. October 7th is going to be the final AVLmeetup panel. It is going to be myself, Zach and Rodrigo. The topic in October is going to be our top lessons learned in five years of AVLmeetup. So, in my opinion, I mean, I just joined this event as a co host, a couple of months ago, Zac and Rodrigo have done a really, really great job building this event. It honestly feels weird to announce this without them here tonight. But again, they went on vacation. Y'all give them a hard time about it next time you see them. Um, but the time has come for them to step away from this event.

Um, I will not be continuing AVI meetup at this time. I have some other things in the works. That'll be starting after the first of the year. But we would absolutely love for you to come join us in October. I know from my experience in the real estate world. I've been a part of these events in pretty much my entire career, uh, starting from back in Texas when I fresh got out of college hosting real estate networking events. has always been a part of my business.

So learning how to either host your own stage, whether it's an existing thing, or a consistent thing that happens every month, or one off events that you host, the ability to build your own stage, and get on other people's stages, can have a huge positive impact on your business, your brand, your ability to get yourself out there. So, I am very sad to see us ending this at the end of this year, but please come join us in October. We have a lot of great insight to offer. Zach and Rodrigo have done a really great job building and nurturing this community. So we really want to send it off with a bang next month.

Um, I'm sorry to drop this news like this at the end of this event, but, um, it's been a great run. They have a lot. exciting things coming up in their life. Zach is about to welcome his third baby into the world in December. So, you can, you know, life gets busy, things change over five years. So, hang out tonight, network with people, come chat with us, come join us in October. We would love to have you here. We might have a party in November with no education, just fun networking drinks, really send it off in style at the end of the year, but this is going to be the last panel coming up on October 7th. So come join us. I hope y'all had fun tonight. Hang out network, yeah.

That's all I've got. Thank you, everyone, for coming tonight.