Episode Transcript
[00:00:01] Speaker A: Hey, guys. I am Heather with head in the.
[00:00:03] Speaker B: Clouds and this is Andres with Charles and sillas.
[00:00:11] Speaker A: So was our intro music. I like this. This is nice.
[00:00:16] Speaker B: Let's make it happen, Heather. Let's.
[00:00:27] Speaker A: All right, guys, we are here to bring you real talk with real conversations, real answers and real results with our systems which we're going to get into in a little bit. But let's first talk about what's going on this week. Andres, what's going on this week in the world.
[00:00:44] Speaker B: Hey, some news I saw that I think everybody's talking about is bad bunny being announced to, to be the on the halftime show for the super bowl coming up. So, so, so that's great news. I see a lot of back and forth great things happening for the music industry in Puerto Rico. So I'm excited, I'm happy, I'm happy for them. I'm happy for bad Bunny. I think it's some big things coming up for the super bowl show.
Not sure if you know who bad Bunny is and what he has done over the past year, but I thought he's concert in Puerto Rico with this album and I thought a lot of people focus on the negative things of it which he didn't want to do a concert here in u. S and attaching it to that with eyes and everything that's happening on immigration wise.
But the album itself is. Which is rooted in Puerto Rico and, and the roots of what being in Puerto Rico and, and you know, don't quote me on this, but just from, from listening to the album and my perspective of it, you know, I haven't really done any research into it, but listening to the album itself and why the message that he's trying to send through the album, I thought it was special because I'm someone that grew up in Puerto Rico and this is back in the 90s. I haven't been there in 20 plus years.
So very different to what it was back then. But, but thinking to, to when I grew up there and the things that I saw there and, and the message that he sent through that album, I thought, I thought it was special. I thought it was special. I'm happy that artists like him gets an opportunity to be in the halftime show for the super bowl. So.
No, that's good to see that.
[00:02:45] Speaker A: That is good to see. I, I, I know his music, I listen to him, but I'm not very much familiar with the works and stuff that he's done. So you want to recap for our listeners a little bit about some of the stuff that he's done.
[00:03:00] Speaker B: Well. It depends on he started the way he started off with. With the music on.
On Trap to where he's in today. You can see a lot of growth in.
In the music that he's put out there and the language of the music that he's using.
Of course, some of it still today is.
You can say the choice of words could be better, but that's the music in itself, right?
And the audience, a lot of people relate to that and.
But overall the growth in the music and the choice of words that are being put out there I think shows a lot.
Shows a lot of growth to when he started to where he is today and globally.
You know, how he's reaching people and being able to connect with people all through the world. So that's a very impactful, you know, way and message. Especially with that last album, the message of people leaving Puerto Rico, coming back and how he grounds himself in the island. So I thought that was really, really meaningful.
So get to see a little bit of that. Funny thing is a few years ago he had a concert in San Diego for his previous album and I had tickets for it was going with Lally there and then I was not able to go because a week or so before the concert I had surgery of my ankle and even though it was accessible to be able to go with, you know, being having a cast on, I switched the trip around. I ended up visiting my mom instead.
But.
But it was fun. It's fun to. To have that in San Diego and.
But yeah, happy. I'm happy that's happening.
[00:05:08] Speaker A: When is the Super Bowl? I don't. I don't really follow football so it's not my thing.
[00:05:14] Speaker B: Funny thing is I haven't followed football over the past year at all. Like I'm in the fantasy league with some of my previous co workers and I have not paid attention whatsoever over the past year in football.
If you would have asked me two years ago, I would have been diving into what was happening. But I've just been focused on other areas. I've been focused on business and growth and TV and football has not been my hand lately. So.
So that in itself shows you, you know, when you're focused on. On self development in some areas, you know, where your focus is shifted. So that's a good question.
[00:06:03] Speaker A: I think it's like around Thanksgiving, right? Some.
Somewhere around that time.
[00:06:09] Speaker B: No, it's usually. I know the date. Usually it's around the first, second week of February, so.
[00:06:16] Speaker A: Oh, February. Why did I think he was November?
[00:06:19] Speaker B: Oh okay, well, February, normally Thanksgiving is a big day. There's usually two, three games throughout it on Thanksgiving Day. But the super bowl itself is in February.
[00:06:32] Speaker A: Okay, gotcha. It's super bowl time. And they're like, it's Thanksgiving. Like, oh, okay.
[00:06:40] Speaker B: See? So, yeah, I don't even know the exact day this time around, but it's, it's usually around that time, second week of, second weekend of February.
[00:06:50] Speaker A: So I know you've been, you said you've been so busy with work and with what we're doing with club, but you haven't really been paying attention to your fantasy football league. So let's dive into that. Let's talk about what has got you so preoccupied that you're, you're ignoring your fantasy football league. But what is it about Cloud that intrigues you so much?
[00:07:12] Speaker B: Well, we. One of the things that I think makes us different from anybody else is we're always looking for improvements, right? We know our system works, we know the platform works. We're helping agents generate more business.
So at the same time, even though we know what we're doing works, we're always looking for continuously improved, the smaller details, whether it's communication with the agents, whether it's the notifications that goes out to the agents, whether it's the agent's engagement with us or the agent's engagement with the leads, right?
We're always exploring ways to make that better and ensure that the agents know that. And also that the agents use the platform to the best of its capabilities, right? So there's one thing on providing and improving something, but if someone doesn't put it to use, they're not taking full advantage of it. Right?
And by doing our daily meetings at 12 o' clock central, 1 o' clock eastern, 10 o' clock Pacific, right?
We, we provide a platform for the agents to plug in, see what we're doing, see what's working from different agents.
For instance, our Monday calls Mindset ARM Money Money Mondays, right?
Where like this week, we dive in, into an accountant and really break down the numbers for, for the agents, you know, the cost per acquisition on the way to, you know, your roi.
So we sit down with our agents and we break those numbers down so that they have a clear understanding of what's happening. Because at the end of the day, they're investing in themselves. They're not, they're not invested in us.
So we want them to see exactly what is happening with their account, their investment, and they have a clear view of what that looks like moving forward.
[00:09:20] Speaker A: Last Monday, when we had our. Oh, I guess not last Monday, but this past Monday when we had our zoom meeting.
And Sean was like getting into the numbers. I'm like, man, I didn't know this was going to be a math class. I thought I was just showing up to, you know, real estate training. But now he's like asking us to get out, solve for X. And I'm like, man, and it was funny too, because I was helping my daughter with her homework the night before over the weekend, and it was like all kinds of crazy math. And she's like, do you ever use this math in real life? And I was like, no, I never use this math in real life. And then the next day, Sean's like, all right, guys, we're gonna talk about math. And I'm like, damn it.
[00:09:57] Speaker B: But, but let's be honest. Like, not that many people know the numbers of their. On their business.
[00:10:02] Speaker A: That's true. That's true.
[00:10:04] Speaker B: It's, it's, it's a. It's something that it gets so overlooked.
You, you.
You put money on lead generation. You have money for, okay, for all your tools, your MLS as an agent, right?
Your sentry locked, right? The money on gas that you spent to. Just like we talked on Tuesday, back in the day, if you have to drive around an hour and a half to go show a house, and then you have to drive back and get a set of keys to go show another property, right? This is money on gas that you're spending. People don't usually break the numbers down to what you're spending on gas on everything.
So I think it's very important to. For you to sit down at some point, and especially if you're Planning now for 20, 26, sit down and break your numbers down to the left cent on everything that is pertaining to your business.
Because you need to have a clear picture how much money you have going out and really understand how much money you have coming in. So something that we do, like we just did on Monday, how much money we're spending on ads?
You know, I'm not gonna say names on the account, but we put in place that this person we spent so far over the last 12 months $9200 in ads, right?
For 100, 1000 GCI, you know, return on investment was around what, 10.9, 10, 10.11. You can bring it up to 11 to 1 return on investment.
So I think it's important to sit down and do this consistently so that you know you are minute your numbers per quarter.
So so, yeah, we, I'm happy we put that in place. We do that consistently.
And every agent should plug in and be able to look at her number, their numbers calling me out, like her numbers.
No, seriously, in some cases. The thing is, in some cases, you're like, I would just talking to a colleague of mine this morning.
An agent is using another platform and spending $400 a month in ads, right?
They haven't seen anything. They haven't seen a return on their investment.
They are locked in into a contract for 12 years, for 12 months for a year.
They don't have an ISA team to verify it and call on their lease. So they have to take time and make that happen, call and verify all these leads, and nothing has planned out so far.
Six months in, on the other hand, we have people spending $5 a day and are seeing much better results than this person spending $400.
Right. And not only that, we have a team that is dedicated to verifying and calling all these leads for them. So you don't have to talk to 100 people to, you know, to set up an appointment.
We're doing that for you.
So now you get to see, okay, I'm spending $400 a month in here and I haven't seen anything.
So I think it's important to really know your numbers because you know exactly what works and what's not working. Right.
And then we have Tech Tuesday, Heather, where you are the star in that home.
So you tell me about Tech Tuesday.
[00:13:47] Speaker A: So Tech Tuesday is one of my favorites because it involves what I love doing, which is the technical side of things. So Text Tuesday is actually really fun because we're going to be doing anything from Canva Creations working in the system, to setting up newsletters, to setting up RSS feeds that automatically go out and post for you. So we have a lot of fun stuff in store if you're on those Tuesday calls. So if you were on the last three Tuesday calls, you actually walked away with some templates and a plan to map out 30 days of posting. And it takes us about 30 minutes to go through and create all those posts for 30 days.
So it's a really nice tool to be able to just handle your social. Handle your social media really quickly in bulk post.
And with technological Tuesdays, I think it's helping a lot of agents reach into areas that they weren't fully able to grasp before by giving them better understanding of tools that they have access to and how to utilize those tools within their business.
[00:14:47] Speaker B: Absolutely not. Not only that, these are These are tools that is accessible to them. We're teaching them how to do it, that otherwise they're paying elsewhere.
Which boils down again, knowing your numbers, where you're spending money on things that you normally are putting money out there and are you using it to the way, the way that you should.
Now you have an opportunity to learn how to do it.
And now you know that, oh, only takes 30 minutes, an hour to put this in place, right?
And boom, you have a platform to put that and use it.
So whereas you are spending money to get that same content that you now can create and using another platform to put that in place. Now you combine everything into one place and be able to execute it, save money in the process.
[00:15:45] Speaker A: I think a lot of people don't know they have these tools. They're not aware of everything the CRM can do. And I'm even learning every day. I'm like, oh my gosh, I didn't realize they could do this. So there's always something new that you can learn. And the platform is so amazing.
It's just not taken advantage of the way it needs to be. If it was fully taken advantage of your, there'd be no way that anything would really slip through the crack. There'd be no way that you'd be like, oh my. Social media is not where it needs to be because there's just so much you can automate with your systems. Everything from booked appointments to funnels to social media. There's so much stuff there that people don't realize that, oh, you can automate that. Like if you're doing an appointment with somebody. I have automation set up where I just add a tag after the appointment. I add one tag to that person and it'll set off different chain reactions for different things. So like, if the person knows showed, it'll change the calendar, it'll put them on a new workflow, it'll send them a text. If they go to the appointment and they're thinking about making an offer, it'll send them a thank you note for going to the appointment. It'll send them the information from the appointment. It's. It moves them in the pipeline for me. You know how we always tell people, you know, keep up your pipeline, keep up your pipeline. I have a mission set to where my pipeline is automatically done by the tag that I do. So it may not seem like a lot. You're like, oh, it only takes 30 seconds to like do that. So I can just do it. But 30 seconds and 30 seconds and 30 seconds and 30 Seconds, those add up.
[00:17:11] Speaker B: Definitely that's you in that moment right there. You talk about three minutes.
I mean, 30 seconds. 30 seconds, 30 seconds, that's three minutes. You added up three minutes for these, three minutes for that. Next thing you know, you get wrapped up for an hour.
Next thing you know, you are putting two hours a day on things that you can automate. You can have the system in place to take care of it for you. So I'm glad we dive into that because these are things that are activities that are done consistently. And like you said, it helps you nurture your leads and get the leads moving forward in the right direction.
You know, so it's, it's great. Then we, we don't just run ads and provide leads. We are here helping agents put the systems in place to grow their business.
So I think that makes a big difference because I've talked to agents that are currently using us and using this platform and have tried others, and they're like, yeah, definitely better.
I have agents that are currently using platforms and in the process try other platforms and come back and say, yeah, I wasted my money over there. I don't know why I did that.
Which is one of important reason of why understanding the numbers and saying, okay, for every $200, you're having a conversation, or for every $50, you're having a conversation. And every $200, you have an in person appointment.
Okay, now you know, every $200, you're, you're having an in person appointment.
And every three in person appointment, you, you have a buyer's agreement or listing agreements.
Okay, now you know, you got to spend more to close more deals. Every $600, you, and these are just numbers for examples, right?
Every $600, you have a listing or buyer's agreement, you know, at a 3% commission, and you're getting $8,000 or $9,000 commission.
That's not a bad return on investment.
[00:19:32] Speaker A: Nope. And that throws back to the money Monday. And knowing your numbers.
[00:19:37] Speaker B: Yeah.
So these are the little details that oftentimes they get overlooked and someone looked at, okay, I put $500 in ads.
I have five, six live transfer, you know, or 10 appointments.
Five live transfers out of five live transfer. I have, you know, three in person appointment and I got one that's not bad, you know, but oftentimes an agent don't look at those appointments and things and they're like, okay, I just wasted 500. Really?
You had an opportunity to close the deal.
If you haven't closed the deal, I Think this is where text or Thursday comes into place. Right.
Well, we are.
We are reviewing the calls and giving feedback to the agents to improve on the conversation that they're having. If. If we feel, you know, if they haven't converted on some of the, you know, call appointments or live transfers that.
[00:20:47] Speaker A: We see happening, I think agents are scared of that. They're scared to have their call played, and then they're afraid they're going to get rung through the coals, if that's the expression I think it is, you know, because they're like, I don't. I don't want to be put in the hot seat like that. But it's all constructive criticism. Nobody's outrageous, mean to anybody. And you can't grow unless you learn and know what's working for you and what's not working for you, which is actually what's working Wednesday. But we'll get back to Wednesday and we'll sit on Thursday for right now with the agents that you're the one talking to them. Oh, no, that's Wednesday when you're the one talking to them. But the agents on Thursday that we do the call reviews for, have you found that agents are willing to do it or are they more reluctant to do it?
[00:21:32] Speaker B: At first they were reluctant to do it, but what we tell them is, it's. It's like. Like Sean said, if you are at a conference on a networking conference, right, and you have. And you went to breakfast and you went to lunch, and you come back with a spaghetti on your face and your shirt, you would like somebody to know to let you know that you have a spaghetti in your face. Hey, man, you gotta clean up.
Wouldn't you like to know if you have some on your face that shouldn't be there after lunch?
[00:22:03] Speaker A: I would.
[00:22:05] Speaker B: Exactly. So that's why we. What we center the call about. Like, we're not here to criticize how you do business, how you have such a conversation. We're here to help you convert on more business on a conversation you're having.
And if you don't know that you have a spaghetti in your face or you're not handling a conversation the right way, I would certainly like to know, because that's all. It's only helping me improve. It's going to help me convert more business.
And that's exactly it. At first, they were a little bit hesitant, like, look, we're not sharing your name. We're not gonna share everybody.
Tell everybody who you are. But if you would like to be there and Receive that, that feedback right away. You're more welcome to join us. And, and yeah, first, some agents were a little bit hesitant, but we've seen some agents come in and, and be like, man, I'm really grateful. In fact, which one of our recent call reviews, the agent implemented the feedback right away, you know, and in some others, we, we had agents that.
They show up and they're like, man, I'm glad I showed up because I certainly did not handle that conversation the right way. And they made some adjustment and he helped them. You know, I was just on a call with an agent who took the feedback from a call, closed another call, got the business right on that, on an open house for that agent, for that lead.
They got another agent, another lead, right, that closed the deal. They got another referral from that person, close the deal. And it just trickled down from a lead, from one lead that they obtained. They got four transactions.
[00:23:55] Speaker A: That's awesome. That's nice.
The people that show up to the call too, even if it's not their particular call that's being reviewed, it helps them because it helps them see things that other people are doing and if they are making that same mistake, how to counteract that or it lets them see what they're doing is working. Because not all the reviews are quote unquote, negative. Some of them, we're like, hey, that was a great call. You did really good. What advice do you have for us? And so it's very helpful for other people that are on the call to hear these calls, to hear how they're. Because we're all making relatively. If you're a real estate agent and you're looking to get buyer or sellers, we're all pretty much making the same call, the same pitch. We have the same thing to offer. Yes, everybody's unique and has their own little special flair that they throw on it. But at the end of the day, we, we all are trying to go about getting business the same way.
[00:24:48] Speaker B: Yeah, it is.
Real estate agent. I said, it's a competitive market, right? Because you have so many other agents in the same, doing the same thing, trying to obtain the same business, calling the same people, right? So I just before the call, I had an agent call me and say, hey, I want to make some calls for, for. For expired listing and fistball.
And in her head, what if they.
They get tired of.
Of, you know, of me calling?
So she's the biggest, her biggest obstacle, right?
And I'm like, look, you're not the only. You're not the first person that's gonna call that, you're not the first agent that is gonna call that person, and you're not gonna be the last because it's about 10 other people calling that person on a daily basis. You just got to make the phone call. You're not going to find out how you do it if you don't make the phone call.
Simple as that. And. And if you do the phone call and they tell you no, great, you move on to the next one you already know. You don't have to call them again.
[00:26:00] Speaker A: The calls. When I first started, I won't say which brokerage it was, but when I first started, we were taught to make calls to cold calling and to say to for sale by owners and to say, hey, you know, this is Heather with such and such realty, and I have a buyer that I would like to bring and show your house to. And then of course, this is trying to get the listing from a for sale by owner. So I had no real buyer. And it was a bait and switch. It was a. You say that to get there, and then once you get there, after you view the house for your buyer, you give your pitch as to why you'd be a better listing agent than them just listing it by themselves. And I never liked that approach. I hated it. Always felt like a bait and switch. I didn't like that at all.
But I know a lot of people say and have had a lot of success with that. I just didn't like the way that presented.
[00:26:57] Speaker B: Yeah, I know for me, that doesn't time.
I wouldn't.
Yeah, I wouldn't use that.
Yeah, they might. It might work for them. But personally, with how I want to do and conduct my business, just like my name's simple, sincere, straight to the point.
But I'm more so on. On the personal level, I want to understand why we're here today. Right. Why are we having this conversation?
You listed your property and see, there's an opportunity for me to help you.
But yeah, that approach of B and switch and not having anything to back it up, that's not me.
It works for some people, but that's not how I operate.
[00:27:44] Speaker A: I just found it's much better just to come from a place of honesty and just to keep that honest ball rolling. Because once you. We talked about this before. Once you start those lies, they snowball and they get out of control.
[00:27:56] Speaker B: Seriously. Yeah, that's much harder to keep in check.
So. But then going back into cloud, we. We did it Thursday to review the calls and Then what's working Wednesday? I know I forwarded to Thursday, but I wanted to come back to Wednesday because on Wednesday we go into talking to the agent that are closing deals, that are taking the little things steps that is helping them grow and, you know, be effective.
So we interview and just like we're talking here, interview agents in that capacity.
And, and, and it's great to see that the agents are taking the feedback from the calls agent are taking the, the tools from Tuesdays, applying all these things, looking at their numbers and, and continually, continuously growing and making things happen. So it's great to, to have that in place because oftentimes people say, okay, I spent this much money, so far I did this, I haven't seen the type of result I wanted.
But when we hear from other agents that are in the same position that went through the same thing, and look, things turn around, things are closing. You just gotta dive into this, dive into that, make these changes, create these habits, and it works. So it's great to see that perspective from people that are using it and having success. Right.
[00:29:24] Speaker A: What do you feel is probably like the number one thing that agents are saying when they come to the. What's working Wednesdays? Like, is there one key thing that's turned everything around for anybody? Or is it not anybody, everybody, or is it kind of a multifaceted situation where you've got a bunch of different little things that work for different people?
[00:29:45] Speaker B: There's two things I commonly that I saw on a stretch of six agents on to review there, which is following up and listening to the lead story. Right?
Being able to connect to the story outside of real estate.
All right? Sometimes you just gotta call, have a conversation.
Like Sean. I was interviewing Sean yesterday. Make it an invitation for, for something in your neighborhood, bring some value outside of real estate.
And agents that are having this conversation and that are building these relationships are having tremendous success. Because not every conversation is about real estate.
It's more. It's much deeper than that. It's about them. It's about the reason for buying. It's about why they're selling. It's about what's important for that family and builders, their relationship.
Not only are they closing those, but they're getting referrals from those same clients. Right. And, and I see that happening from the initial point where we connect them with the lead.
They're starting to build that trust and being knowledgeable about your market.
Like, sometimes a lead wants a unicorn property that is this image. They have this vision of what that unicorn property is Just like an agent have a unicorn lead of what they want, right?
And sometimes that lead, that property is on the next street over, but because he falls within another county, another city, they fail to look next door.
And it's really understanding what the client needs and how we can make that happen. And just having this conversation to understand what that unicorn is and how to better find those. So we get to hear agents talk about that. And it's great to see that they're having those conversations and in the process implementing that into their routines. Check up with those leads because.
And there have been cases where their lead has said, hey, I'm looking to buy six months from now, nine months from now.
I've seen some agents get discouraged, okay, I thought it was going to be something sooner than that.
And in turn, the agents are the one that ghost them, right?
There's no follow up afterwards.
But in building that relationship and having this communication outside of real estate space, we've seen cases where it was six months from now to now closing a deal in 60 days, in three months.
So not being discouraged by when somebody said, okay, I'm looking to buy in six months, 12 months, maybe next summer, you know, 14 months from today, not being discouraged by that, but continually, continuously bring value to those leads and see things, amazing things happen.
[00:33:04] Speaker A: With the agents that are saying that, oh, they're getting discouraged because they thought it was going to be sooner and it's like six months in advance and then they end up ghosting them. Do you find that with those agents, the reason that they're ghosting them is because they don't know how to use the systems within the CRM.
[00:33:25] Speaker B: Part of that, they haven't plugged into, you know, the best breast practices, you know, the recommendations.
They haven't really diving into the call that we're doing on a daily basis to see and learn from others and what others are doing and everything that is accessible with them. So yes, in essence is not being able to plug into the trainings and know what is accessible to you and not using it. Because if you plug in and you use what's available to you, that follow up is a lot easier. That consistency is there and it gives.
[00:34:07] Speaker A: You a great opportunity to even solidify that relationship with that client. Because if they say, yeah, I want to move, but I want to move in six months, I'm not ready now, but I'll be ready in six months having a further conversation and finding out, okay, are you pre approved? Do you know what you qualify for? And in six months it's time to pull the trigger or in six months, are you wanting to start the process and see what they say? Because for me, when I talk to somebody, if they're down the road, I find out if they've spoken to a lender and if not, I'm like, perfect. That means you have enough time to talk to my lender, see where you qualify for, see if there's anything we need to do that way in six months, if that's go day, you're ready to go. Because what we don't want to do is get to the six month point where you're like, okay, my lease ends in 30 days, so I need to find a place. And there's stuff with your credit or your debt to income that needs to be worked on or adjusted and you don't have the time to do that now. And you're forced into signing a lease before you can go forward.
So I always say give them something to do so that they have like a little task, a little assignment, get the lender involved so that now they have you and the lender and it's the team that's working for them. And those six months will fly by if they've got stuff that they've got to accomplish. Because they're going to be checking in with you.
[00:35:22] Speaker B: Yeah, absolutely. You gotta sit. You have to set up that game plan. Right? A lot of people don't want to feel like they're bothering you, like they're bothering the agent, like, no, this is too much to ask.
So they're gonna push away and they're gonna put that barrier, okay, I don't want to, I don't want to talk to you until five months from today. Okay? Just leave me alone. But it's so important to be able to have that conversation open and be able to say, you know, just want to be able to set up a game plan whether you use me or not.
I mean, I even use that language. Whether you use me or no, I want you to know that in six months that you can purchase a property. I don't want you to look back and say, damn, I didn't listen to him.
You know, six months went by, I didn't do anything about my credit, you know, I did not put myself in a position to buy. Now I gotta wait six more months and I gotta sign another lease for a year. Okay, now you gotta wait here.
So it's so important to be able to have the conversation openly and just, look, just, just want you to understand that.
Set up a game Planning so that you know that you can purchase in six months. Some people don't want to bother you.
Some people feel like they're bothering you as an agent, that they're asking you for much or that they, whatever mindset that is, you have to be able to overcome and bring them value and, and get them for them to see that. Okay, I really, I needed to talk to this loan officer and set up a game plan so that I'm able to purchase when my lease is due in six months and three months, 12 months, whatever the case may be.
Oftentimes people think that doing nothing for six months, it will put them in a position to buy.
[00:37:13] Speaker A: And for agents, if they're like, if it's the agent that has the mindset of, I don't want to bother them, I don't want to call them too much because I don't want to harass them.
But they haven't signed a BBA with you yet.
Other agents are calling them. They're going to be getting phone calls and they're going to be getting phone calls from other agents. And if, like, if you and I were to have a conversation and you were calling me and you're like, hey, Heather, do you want to sell your house? And I'm like, maybe in six months, but not right now. And you're like, okay. And then we hang up. You put in your system, call Heather in six months, and you don't call me for another six months. Between now and then, how many agents are going to call me? A gazillion agents are going to call me and I'm not going to remember the conversation we had for five minutes on the phone six months ago. I'm not going to be like, oh, yeah, this guy named Andres called me and I think I'm going to use him to be my agent. Not if 2011 agents have already called me since then and all promised me things that they can do and get me top dollar for my house.
So bother them, Bother them, because if you don't, somebody else is going to.
[00:38:11] Speaker B: Yeah, just, just an example. Yesterday I called this.
Oh, remember one of the sittings. Actually we were doing the podcast when I was at one of the new construction set, right? Yeah.
But it was one of the weekends that I went over this family went by looking at purchase.
They didn't have an agent. I follow up with them like two weeks after warranty. Like, look, I'm, I was working, I'm working with someone. I haven't signed anything yet, and I just simply asked, is There anything that I could do to help you find the properties that you're looking for? You know, had a brief conversation. I showed them a house at the community.
I know have an idea what properties you're looking for. So I sent her a few afterwards.
And.
And I had a conversation, and she's like, look, yeah, I need to. I know I need to work on my credit. I got to talk to a lender. I provided her some option, but she's like, I'm really interested in one of those new construction sites. Like, that's totally fine. I can check in with you in two weeks.
I call her two weeks later. I call her a week after that.
She hasn't responded. I called her yesterday, and she's like, my apologies. I know you called me and we wanted to call you back.
I'm on dinner right now, but I figured. I don't want to be this rude. I just wanted to talk to you and see. So it's like, I am interested on that property. My list is doing in March, but I am making a decision. I'm working. I'm already working with the lender with that new construction. I really like that property, but I like the options that you send me so far.
If you can check with me right after Thanksgiving, we can make something happen. I haven't signed any agreement with anyone, but you have been the only one checking in with me. So check back with me after Thanksgiving. Let's see where we go.
I'm like, perfectly fine because I have it right here. I'm creating a task to call you right after this.
So. But just those little things, you know, you never know when you call someone. It could be there may be in the middle of dinner, maybe in breakfast. It might be at work. You never know what people are in, what situation they're in that they're not able to answer.
And a lot of times I've seen people get discouraged because they call once or twice at a particular time. People don't answer, and they can easily ghost that lead in the same way that agents. That people ghost agents. I see agents ghostly because they call three or four times, and they're not able to answer, and they're like, okay, this is not a good lead. Right.
Which brings me back into cloud and something very important that we have, which is a ghost recovery, Right? Exactly. That if an agent talks to you, you as the agent, I talk to you as a lead, and next thing you know, we're not able to connect.
We're able to bring that lead back for you. Have a team reach out to you.
So it's a great thing to have in place.
[00:41:14] Speaker A: And there's so much behind the scenes on that too with updating your pipeline and putting the leads in the ghosting column. Because not only does that do a couple of different things which it triggers the ISA to know that they need to get that person back on your calendar. It also takes your ads and makes sure that we're retargeting. So this person's going to see your face on our newsfeed, they're going to hear your voice because you're supposed to be calling them too. Because you're supposed to spend 10 hours a week minimum inside your CRM following up with these leads. And it's going to have your ISA calling them as well. So you've got retargeted ads running, you've got you calling them, you've got the ISA calling them. And if you've already tried to like connect them with a lender, hopefully that lender is reaching out as well. So it looks like the whole team is kind of, you know, barging down on them to get them back on schedule.
[00:42:06] Speaker B: Definitely. That's the beauty of it. It's not just one, one person calling two or three times and that's it. See you later.
You don't respond that we are, we are making it happen consistently. And again, it's all for the benefit of the agent and that lead to be able to connect little details like that as an agent makes me wonder, you know, your CRM, your platform, do you have a clear picture of how the clients are progressing in your pipeline?
You know, how do you organize them?
If you were to go in there and just look at your dashboard, do you have a clear view of the health of your pipeline and your business?
And I think that's so important that oftentimes doesn't get talked about, right?
You see if you put all the numbers in place, the cost per acquisition, how much you're spending on ads, right?
How much was that commission, how much was the purchase of that home?
Is your pipeline right now giving you a picture of what that looks like, the health of your business, which our does.
[00:43:24] Speaker A: And let's actually speaking of that and then we can dive into Friday we have reporting with the CRM so you can actually run real time reports and see exactly what's going on and the health of your leads, your lead system, your pipeline, the calls you've made, the calls you've answered. So if you don't know how to use those things, those are definitely things that you can come to the Tuesday trainings and learn how to use those so you know what's going on inside your systems. But let's talk about Friday and what we do on Fridays at the 1 o'. Clock.
[00:43:55] Speaker B: Friday is usually CEO hours. We ask the agent that show up and we can dive into more specific training. So let's say we want to dive in, into a discovery. Discovery call. Right.
We've done that multiple times and agents gained a lot of value, which something we talk about with Sean here on the podcast before.
Whether it's the technology part of it or if we want to do another call review or any new upgrades we're adding to the platform. So we want to like to take the time to dive in a little bit deeper into one area we cover over the week and be able to help the agents a little bit more in that area.
And it's oftentimes I think it's great because I said we can take another call, we can dive into more on the tech Tuesday or dive more into the numbers and go into that a little bit deeper and be able to engage with other agents that might have missed it during the week. So I think it's, it's great to have that in place.
[00:45:07] Speaker A: Now Friday's calls aren't streamed, so if you want to join a Friday call, you have to come to meetcloudrealty.com because Fridays we don't stream. Those are more in house meetings. Now you're still welcome to come if you want to come to the training, but you do have to make the effort of going to the Zoom Room because we won't be streaming those meetings.
[00:45:26] Speaker B: Let me ask you this, have you. I don't.
I honestly I have not tried other lead generation company.
I don't need to in essence because what I have here, it's incredible. Right.
But I've talked to a number of agents that tried other platforms and it's nowhere near to the things that I've seen here.
Aside from what's your experience on there, have you heard of anyone that you say has a focus on actually helping the agent develop?
[00:46:02] Speaker A: Yeah, so I have, I've tried a couple other ones and it's kind of like a mixed bag.
There was one that was as far as the platform, it was a pretty decent platform. It was pretty good. It had the texting capabilities inside, it had the email capabilities. I don't believe it recorded the phone call. So that was a little bit annoying.
But the thing was with the leads, they weren't Just your leads the way that they are with cloud. Like, these are your ads that were running and those are your leads that you get. Now, we can't guarantee obviously that they didn't click on anybody else's ad ever, but you do know that those leads coming in are yours and they're going to stay with you.
So there was the whole lead pull thing. I didn't really, really like that.
I have not worked with another company that had like the live transfer with the ISA where the ISA was vetting the leads.
So there is that. And then I worked with one that was just a system. It was like basically a naked system and you had to set it all up yourself. And so unless you knew how to do that, you really weren't going to do well with that. We actually did that one at the same time as another agent did the same system.
And I thought the system overall was a really good system. But they were like, the system is terrible. It sucks. We're not getting any leads. It's not working well. It wasn't working because they didn't know how to go in and set anything up. So because they didn't know how to do that, they didn't put the effort in that needed to be in it for it to work.
So as far as having pretty much it customized for you, cloud is on top of that, since you're not really having to go in and start from.
[00:47:45] Speaker B: Scratch on things, and it's pretty much all done for you.
Right. So whether one of the things I wanted to mention is aside from the leads being generated for you and specifically for you for your market, for what you're trying to achieve, whether obtaining buyers or sellers, even in the commercial space as well.
Let's say you're an agent, you need a. You need to filter some leads out. You. But you have a thousand leads that you got from Zillow on another platform and you don't have the time to call all of them, we can get you started in that capacity and be able to use our team to filter those leads out and help you set up some appointments. And then once you go through that and you want to start generating new leads, then we can help in that capacity. Capacity. So there's different ways we can get you started. We can help you out. It's just a matter of sitting down, having a conversation and see what's, you know, what works for you to start off, and we go from there.
So it's not just something that you have to have no leads and be able to jump in and do this.
There's a number of ways for us to be able to help you in your business. Whether you're solo agent or you have a team, we can make that happen.
We have multiple teams that have tons of leads and we want to filter those out, set them up with appointment for their team members and generate new leads. Make that happen. So that's the beauty of it. And everything is tailored to them specifically, not anybody else.
[00:49:22] Speaker A: That's definitely a plus. What you were saying about being able to upload your database, do like a database reactivation campaign or past leads from whatever campaign you ran before that. Your leads have just been sitting there having the ability to have the ISA call on those. Because I don't think that was available with the programs that I've done in the past. I know it wasn't with one. With the other one. I don't believe it. It was. And if it was, it wasn't something that was included with what we were already paying for. It was something that would have been had to have been added on extra. And with cloud that's already included. If you're coming in as a cloud partner, that's already included with your deposit. Now also it's really cool about that is that with the isa, the whole reactivation, not reactivation campaign, the whole ghosting thing comes into play where we'll retarget and have the ISA call and get those back on your leads with other campaigns. That wasn't that. I can't talk with other programs. That wasn't a.
A thing like there was nobody calling. If they ghosted me, it was just me. So that was really nice having that there as well.
[00:50:30] Speaker B: I was gonna say there's. The thing is there's people paying for different services within our platform. Right. And. And what I mean by that is elsewhere they're paying for somebody to call their leads. They're paying another company for the lead.
They print another company for the ads. So you are combining that into different places, different platforms at a much higher rate. In fact, a few months ago, we broke down all the services that we do and the cost that it would normally cost somebody to run it for different companies. So I think we should definitely bring that back and put. Put an episode on that because is impressive on average. I think the average was about $3,200 a month for everything that we offer in one platform.
And it really cost you nothing up front.
[00:51:28] Speaker A: And social media too.
I don't think people realize you have the ability with this platform to handle all of your Social media, you can have a social media manager that works off of this platform because you can have it set to where things have to be approved by you. Not only that, your AB to make landing pages, funnels, websites, a store inside your website. There's so much there that's available for you.
Most of the other lead generation programs, they create a landing page for you so you have their created landing page that they've made for you and some of them are really good, I'm not saying they're bad at all but because it's something that they've created and it's theirs, you can't really have the freedom to go in and add different forms are included in funnels because everything is set up the way they have it set up. Whereas with us you have the ability now to have basically like unlimited funnels, unlimited like landing pages, things that you want unlimited forms set up in place to where everything goes to your one CRM.
[00:52:35] Speaker B: Yeah, definitely. We should definitely at some point break down some of the costs that would normally that are associated with some of the services that we put in place here outside of the platform.
That's a lot of benefits, a lot of details there to help you in your day to day operation on the business. So and this goes more than just real estate, you can use the platform for any other business. So if you're looking for CRM, let us know.
[00:53:07] Speaker A: Another thing, just a little thing the CRM can do.
So I don't know if you've ever heard of the different companies, Andres, that do open house digital sign in sheets where it's an app that you download, you have the iPad and you're like here you go. And then they have to fill out their information and then they get logged into your open house.
You can create that inside the CRM because I have. So I created one for Holden Homes and it's our own digital sign in sheet. With our branding we have complete control over the layout of it. And then everybody that signs in automatically goes into the pipeline inside our cmr, our CRM and then are automatically put onto a workflow where they're getting information about the house, they're getting texted, they're getting the reminder text up. So when you do an open house most agents have a list and then after the open house they're supposed to be doing their follow up where they're calling texting several days out. Right.
What if you didn't have to do that anymore? Because once they sign in that's all done for you.
[00:54:05] Speaker B: It's perfect.
That is perfect. I wonder how many are using that, right?
[00:54:12] Speaker A: Well, not unless they created it because you have to create it to use it. But it's an awesome tool. It really is.
[00:54:20] Speaker B: Absolutely sounds like it.
I gotta put that on my account because I'm gonna ramp things up on the production side. So I'm excited to get that going and making things happen. So it's gonna be nice, it's gonna be great. Great year ahead.
[00:54:36] Speaker A: And it looks like we are about out of time. So this is an interesting call from Bad Bunny to digital open house sign sign in sheets.
[00:54:45] Speaker B: But hey, this is what you get with this. You get, you get no structure.
Sometimes, just sometimes we have like Tuesday, Tuesday we have a nice, we not have a nice guest coming up with Ilco and Propy. What we're going to be talking about title and escrow and different states that they are available and also how they are helping with title and save money on the title insurance with blockchain and keeping the titles on there as well as facilitating the purchase of real estate with bitcoins. And I'm gonna need to keep it at that because there's a lot that goes into it that we want to cover with him and which more, more likely we're gonna break it down into two episode. But you gotta stay tuned on Tuesday because it's gonna be, it's gonna be great.
[00:55:42] Speaker A: And now that I'm thinking about it and I've already thrown that out there, I'm gonna talk to Sean and see either next Tuesday or the Tuesday after. Probably the Tuesday after. If you guys want to show up to the Tuesday, Tuesday call at 1pm Eastern time. Let's make a digital open house sign in sheet and I'll walk you guys through how to set up your form. And then probably in another week later because we only have 30 minutes, do the follow up workflow for it.
[00:56:09] Speaker B: All right, it's done. You already said it's going to done. You run the show. Let's make it happen.
All right, I'll let you know right now.
I'm meeting with them right now. We'll make it happen on Tuesday.
Sold.
[00:56:22] Speaker A: Sounds good. So you guys make sure you tune into that so you can get your open house sign in form. Open house sign in form. There we go.
[00:56:30] Speaker B: That's gonna be good. So again, thank you for joining us here again. If you're a real estate agent, loan officer, don't forget to follow us.
Heather Geometric.
[00:56:44] Speaker A: Yep. Guys, don't forget to follow us like share subscribe on all of our socials if you click the one right here and follow this QR code, you'll have access to all of our socials where you can follow us there. If you guys want exclusive discounts only with Real Talk from Andres and Heather, do the middle one here. Scan that QR code and that will take you to all of our discounts for our continuing education or if you're wanting to get your brokerage or real estate license. And last but not least, this last one here that says be our guest is where if you want to bring your services to Real Talk, fill out this application to be a guest on our show. We'd love to have you on and showcase you and what you do to the platform.
[00:57:26] Speaker B: Absolutely.
Follow us and let us know. See you then.
[00:57:32] Speaker A: See you guys then. See you guys on the next one. Bye, guys.
[00:57:35] Speaker B: Bye.
