If you don’t have a strong skillset, then it’s time to work on one. Conversion is probably the strongest one you can have and it’s as easy as dating.
Rock Thomas is the host of the top-rated Rock Your Money, Rock Your Life Podcast, a bestselling author, and motivational speaker with over 30 years of experience in personal development and coaching.
Three Things You’ll Learn in This Episode
- How do we deal with the market shift?
- How to stay ahead of the market.
- Make sure you aren’t missing out on clients.
So how do you attract new business? You constantly don’t have to chase it. Hi, I’m Mike Cuevas a real estate marketing. This podcast is all about building a strong personal brand people have come to know, like trust, and most importantly, refer. But remember, it is not their job to remember what you do for a living. It’s your job to remind them. Let’s get started
What’s up ladies and gentlemen, welcome another episode of the real estate marketing dude, podcast, what we’re chatting about today, folks is going to be a skill set, you’re going to need more than ever, especially in this changing market place because people are gonna have a lot a lot of questions. But if you don’t know the art of conversion, how to talk to people. Basically, if you suck at dating, you’re gonna want to listen to this, because conversion is nothing more than just dating. I’ve been saying it for years. And all I ever say is like when you go out and you meet met your significant other, you didn’t just go in there and just have commission breath all over her, did you? And you know that commission breath at that time was more like, hey, when can I take you home? What we’re really chatting about is how did you get her to laugh? How did you get her to actually go to the next step in that conversation. And there’s actually a very, there’s a science to this, you guys. So whether you want to call it the art of persuasion, the art of conversion, I have one of the best guys in the country that can teach this to you today. Without further ado, I’m going to introduce him His name is Mr. Rock, Thomas rock. How are you doing, buddy?
I’m doing awesome. Really great. Thanks for having me on the show.
Why don’t you tell everyone a little bit about your background, I know you got quite an impressive resume, but tell everyone about whom you are and a little bit about what you do. And we’re gonna get right on into this
32 years experience in real estate. Now an author and a speaker and NLP practitioner and all that kind of good stuff. I was just speaking at an event and asking people what have you done in personal development. And I stopped counting at $1,000,000.78 Tony Robbins events. I’ve worked with Tihar Becker with Deepak Chopra, a whole bunch of people. And at the end of the day, you know, if you’re going to be really good at sales, you have to get to a place where people know like and trust you. And it sounds so cliche, but a lot of people don’t know how to do that. And so, after starting in real estate in the 1990s, I was really, really bad. Because I didn’t know how to do that. I sold one homeowner my first year that I sold 32, because I had a mentor and I got some training than 4565 99 101 that I bought the company to get from 330 million to over a billion in sales. I’ve hired over 1500 realtors in my lifetime. And I’ve sold over 200,000 single family homes through my teams. And so I’ve seen a couple of things. And at the ripe old age of six years old, you figure out, you know what works and what doesn’t work. And so now I help people navigate through that. And at the end of the day, if you want to make more than an average living, you have to learn how to convert leads. And so there’s a simple four step process. I teach it, I talked to it. And I help people really just work less hard and make more money. Because when you’re speaking to somebody, you’re either going to convert them or somebody else is so why not you?
It’s absolutely correct. And books he’s got a quite an impressive resume. And are you going to say that when you built all these different teams and our brokerages, all of them use these four pillars we’re about to get into is that correct?
Any great realtor does. Most people just don’t know how to break it down into an art like you said. So they they do it but they don’t know what they’re doing. A lot of people can’t teach what they do. I’ve gotten really good through my training is to simplify things and show people okay, if you’re not building rapport, which is the first step, then people aren’t going to feel comfortable with you. And when people don’t feel comfortable, they don’t make a decision. So you might as well understand the different elements of rapport. We talked about visual auditory, kinesthetic, we talked about physiology, we talked about matching and mirroring, and all those different things that we can get into. But when you study those and become a master at each one, you can do them naturally. So that creates more space in your conscious mind to be prepared for something else.
So go ahead not to do that. You hit it on the head, folks, if you can’t build rapport first, you don’t stand a chance at step two. I knew this when I got right out of college I start selling real estate in the first person I sold a house to I have nothing in fucking common with this guy like nothing, nothing at all. This guy’s a total nerd. I’m like doing kickstands a week before I meet this guy coming out of college. I’m 21 years old. This guy’s like 42 or something at the time, total nerd and we had nothing in common. But that we were in a fraternity and boom, I had them and that was the first thing I knew right off the bat was common ground Common Ground Common Ground common ground because I didn’t have experience zero experience, right? Like who the hell is going to sell a condo? For under 50,000? Our condo on Michigan Avenue with a 22 year old kid, that’s just some punk wearing a suit. And it was only because you know what’s funny about that that’s totally reminds me a story. I ended up keeping a relationship with this guy. My entire career. I was in Chicago, and I known him for now. It’s been 20 years. But I ended up referring him a lot of business. And then probably about 678 years ago, I remember him telling me he’s like, Mike, I knew that was your first deal, dude. He’s like, I needed to know what the hell you’re doing. And all of the above. And he’s just like, I liked you. I saw you hustling. Like, I don’t even know how to write the contract. I remember he’s in our office. And I’m like, I run into to get the broker. And then he sees me going back and forth. And I’m like, sweating bullets. And, yeah, build reports first. So let’s get into this. We rock and I have been talking a lot and then sort of not in the podcast, I know rock we’re about to do some things together. And I you know, you what you’ve done and what I’ve seen you do in this thing is really brought me back down to my own the basics, that sometimes I pass up on and whatnot. And one of the things that I never understood in real estate till recently was Why does, why can two totally different people get the exact same leads, but have two totally different results. And I’ll never forget the stories that there’s this kid in my office I hired a while ago, kid comes in my office like smoking cigarettes, he’s wearing sweatpants guy stinks. I’m like, how the hell is this guy? Gonna make it in real estate? He was a package deal. I wanted his partner, not him. So I’m like, Alright, fine, we’ll we’ll take you in. That kid ended up being the best lead converter in the country in that whole company. And right now, I mean, these two kids, they’re probably millionaires by now. But why I’m like, I’m gonna How are you guys doing this? They were dating coaches. They used to teach guys how to get laid? No, they took the skill set, and they transfer it to real estate. And his key was, what do you do for your leads? How you convert him? Because I flirt?
Yeah, well, I’ll tell you what give you a quick story is back in 2013. When I was starting my Keller Williams franchise, I wanted to start selling real estate to show to my agents that a you know, it’s doable. And so I started calling for sale by owners and expireds. I went to this one that for sale by owner and it was two engineers. And they had their house listed for $342,000. It was cleaned. They wanted that money. There was other realtors that had come and visited. But I knew that most people don’t follow up. So I followed up every four days. And on the fourth visit, because I had built rapport. I was speaking in detail because they’re engineers, I slowed things down. Sure enough, I got the listing. And then I asked them, I said, You’ve had a lot of people visiting the property. Do you have anybody that maybe visited the property that I could convince? And I’ll charge you a little bit less for that person? Because you’ve done part of the work? Well, their eyes lit up? And they’re like, Yeah, honey, get the list, get the list. So we ran over? And wouldn’t you know it? There’s this line item page with 17 people on it. Emails, phone numbers, cell phones, the whole thing when they visited everything, why did they have all that they were to detail people and if you understand the disk model, you understand how to like somebody or be likable, then you can speak in terms that meet their needs. So I took the form. And not only did I sell their house in 24 hours for full asking price, but I sold nine people on that list other properties,
picked up a lead list and start converting them. Right. It’s already persuasion man like, wait, I was people work too
hard, because they don’t create that connection. They don’t talk in terms of what meets other people’s needs. They’re like, Well, I’m a visual person, I’m gonna talk quickly. I’m gonna and they missed the boat. So I just met them where they were at.
So important. I’m horrible at that stuff, man. So let’s get into it. I’m a high D squirrel. I want to get right to the point like I suck at my own sales dude. Like I’m hiring someone to sell my stuff because I suck at it. I’m not gonna lie, you guys, I don’t have the patience to try to talk you in to buying my shit. I’m more like you want it or not? If not, fuck you. I’m on to the next. Right. But that’s just my personality. So I’m interested to learn from you today. Let’s get into this. I want to go into the pillars. And I want you to sort of paint the picture here for us. And how and how we approach this and we’re gonna talk whether we’re calling people, right we’re gonna if we’re cold calling people or what you like, what do you Turman as as lead conversion or? That’s right. That’s right. So walk me through it. Where do I start? What do I do?
Well, I’ll tell you what the first thing is you want to create some sort of a connection if you’ve gone to a party, you know that people are like, Oh, where are you from? What do you do? Because everybody’s looking for that common ground that you talked about before? Yeah. Easiest way to do it is if I was to get on a call with you or something like that, and I heard you I’d be like, Hey Mike, what’s going on? Like, Hey, bro, you look like you’re having a great day. And
because you already got my vibe, right?
And so I will find something in the first 10 seconds. Like I remember a built a solar company out in Arizona and I went knocking on Doors with the crew to teach them and this guy opens the door. And he had these blue eyes. Like he’s like 65 years old burning blue eyes like, like Frank Sinatra. And the first thing out of my mouth was Hey, Blue Ice. How you doing? To guy? Say hello. I didn’t say nothing. And I go, do you get that Frank Sinatra thing. And we bonded and pulled me into the house. We were chatting he showed me around the house. I didn’t even know who I was
been a serial killer dude. Exactly. Wow.
So an example of you look for something that’s playful. That’s, that’s easy. That’s likable. That’s a little bit different people are bored with their life. So find a way to be alive. Remember, a little bit a little bit risky, right? Yeah,
I remember actually triggering all these memories. So I remember I always was more of a referral person. Like I’m not a prospector. Okay? You guys hear this every week on the show. I’m not a prospecting guy. I don’t like prospecting. It’s not my thing. Just because I don’t have the patience for it. I’m not good at it. But I did you know, I would convert Zilla leads, because I just get them organically people coming off the website. And I remember a family called in ones. And I did that. And she had the cutest Irish accent ever. And that’s what I said first, like, Oh my God, even oh my god, your accent is so cute. Oh, stop. Right then boom. A day later, I’m having lunch with them. Right? But um, that’s when I started realizing this, like dating analogy and all this other stuff. So how do you? Here’s how do you scan someone like, hey, like, boom, how do you adapt instantly?
Great question. So you know, the disc model. So there’s a way that you can notice that if you see somebody walking through the airport rapidly trying to move past people, they’re probably not a high s or a high C, they’re probably a high D. So when you start to study it, you can immediately from the cadence of their voice, know what they are. So that’s one category. Another category is visual, auditory, kinesthetic. And so when we get into details, you talk to somebody that says, I don’t feel comfortable making an offer this quickly, I need to talk to my parents. Well, that’s a kinesthetic person. They’re touching themselves, I don’t feel comfortable. So you don’t talk to somebody like that and say, but can’t you imagine yourself being here? Because imagine is a word used by a visual person. So you try to listen to the cues, and then you repeat the same cues. Can you imagine living here to a visual person? Could you see yourself in the backyard with your friends having a party? Wouldn’t that be awesome? No. Like, yeah, that wouldn’t be awesome. And so you use these different modalities to engage. So people fall into the category of they feel like they like you. Right? If you and I talk, and we go quick, and we drive and park quickly jump out and get in the bar, and we grab a drink quickly, like, Hey, come on, like, we’re not going to be timid sitting there going, oh, excuse me. Yeah. Right.
Well, it’s almost like if it makes a lot of sense, it’s almost like common sense it but we it isn’t. This is like equivalent to let’s just say I only speak Spanish. And then I’m trying to talk to someone who speaks Arabic, like we’re not gonna, we don’t, we can’t even hear each other. So instantly, we’re gonna disperse from one another, right? But you have to speak their language.
And the other part to that, Mike, is that most people think that people are thinking about them, but most of us are thinking about ourselves. So when you talk to somebody, they’re not, they’re not aware that you’re looking at their cues. So you can then be kind of like, stealthy, and really just fall into it. And before you know it, they’re like, they go up, they don’t know why I like this guy, I feel comfortable, or you got the Irish accent. There’s a bar, when I used to call offices to speak to say, an influencer. And I would get what we call the gatekeeper, back in the day when you’d actually do that. One of the things I used to say was, no matter what time I called a day, I would say, My God, what a cheerful voice for this time of day. Could be four o’clock in the afternoon. It could be nine o’clock in the morning and be like, that was your first line. Yeah, soon as it went, Oh, you know, ABC Realty, I go, my gosh, what a cheerful voice for this time of day. She’s like, Oh, thank you, hey. Because everybody else has gone there. Yeah. So little things like that, that fall into the umbrella of rapport. We could talk about just this forever. But the second stage is really to identify, you know, like to say that when the motivation meets the market, is when you have a transaction. But most people can’t identify both of those things. So they somebody tells them their house is worth 600,000 is really worth five, they can’t really quantify that they don’t know how to do that by asking the right questions. So they go okay, maybe it is worth six. There was a whole bunch of time they get to the house, and they list it and it never sells. Now the last two or three years you could be an idiot. And you could have sold you just had to live Sit at any price, and you’d have 20 people looking at it in a heartbeat. As you know, we’ve talked about before the markets changing. And so people have to go back to basics and get those skills and one of those skills is going to be asked the right questions to identify the value of the property. But more importantly, is ask the right questions to identify the motivation of the seller. I worked way too many times on deals where I came home, my kids were in bed, and I spent two hours with a little old lady that wanted some company, but was never going to list her property. And I got, I got pissed. So I really started to study, how can you confirm and five different ways that that person actually has to sell in the next 30 to 90 days? Because if not, it’s not worth my time to go over. And so I’ve perfected that with a series of questions that allows you to have a conversation, but actually to elicit through them what their true desire is, it’s kind of like back to the dating thing, right? Is this really gonna go all the way? Or, you know, am I wasting my time?
Sure. So what complement connect, then to Okay, so why are you interested in selling your house today? Yeah. Why did you click on my website? Am I do I have it? Right?
Yes. And so those are those are, you know, there’s a series of those general ones, what brought you to think about moving now, one of my favorite ones, once you get into it a little bit, as you can say, hey, you know what, Mike, if if we were to be able to get you the price that you want? Why don’t you tell me what would be the perfect moving date for you? Like the ideal you get to wave a magic wand? What date would be the perfect moving
date? It gives you the intention? Right? Yeah.
Because people will tell you things like, well, you know, what, if we could move in June, and then spend the summer up north at our country place, and save that whole thing, put some stuff in storage, and then buy in September, that would be ideal rock. And so now they just told you, they have a country place up north, you didn’t know about where they’re going to move in with their in laws, or whatever the case may be. And so all that as that comes out, the more time you spend, and the more information they give you, the more there’s a connection, and the more likely they are to transact with you. So you just keep on asking questions like that until you get the real true feeling, if they avoid you, and they give you like, Well, whenever I don’t care, doesn’t matter. Just give me my price. When they say vague and global like that, then I get concerned.
And in that, in that situation, if they are being vague. In your head, are you sort of like these other really serious or just fishing and they’re just bored, and they’re just talking
100%? So I’m always calibrating and then it might go back to hey, you know what, tell me why did you move to the area you’re in right now? Like, what drew you there? And then they start to tell you all the schools or the parks or this or that, or our aunt lives down the street. And so and so what’s that going to be like, not living near your aunt who did some babysitting for you. So how you going to work that problem out, because it seems like that was really important to you. And now you start to peel back and peel back. So you got to be a little bit able to jump around from qualifying the person back to qualifying the area of the property, and then back to the person again, because if they don’t know you, and it’s the first call, you’re on, like, imagine you go up to a girl at a bar, and you start asking her intimate questions. She’s gonna like, pump the brakes, buddy back off, right? But if you make her laugh, and you compliment her, and then you walk away, then you come back, and all of a sudden, it’s a deeper conversation.
Why are you still single? Why is a girl like you still single? Seriously, I must have hit the lotto here, I might just be in the right spot. That’s amazing. Seeing for me, I don’t have the patience to ask these questions, because I’m like that. Hi, Dee, is this harder for DS? To do? Because I would I would. I guess this is probably much easier for an S or a C to handle because the US is like the conversation was correct.
Yeah, the s in the in the eyes. Of course, the eyes are all over the place. They they talk a lot. They like to hear themselves talk because they think that you know, they say it best. But I’ll tell you toward the end of my career, and I’m a high D is I just walked into a home and I just sat down at the kitchen counter. And I didn’t go around the house and look at it. And you said 455 And they’re like, Excuse me. I go 455 is what we’re listed for. But you haven’t even seen our place. And so the Ss are like, but we haven’t connected we haven’t bonded you haven’t seen you know, the countertops and everything. And so you’re right to that point, it’s harder for a dt. But a D is very driven by outcome. And so ds will do what they don’t want to do in order to get a result.
true, very true. Ds are willing to do others most others won’t do Interesting, you can’t do this without knowing this, can you?
I mean, I wouldn’t recommend it. And the training that I do is I explained the disc. So they have a module, they go through these different areas so they can understand it, but I wouldn’t recommend it. If you’re going to be in sales, you need to understand human psychology and, and human behavior. So you can predict. And so for instance, a high si si will likely not make a spontaneous decision like that, where you and I would, we’re like, yes. Okay, we’ll figure it out. So why would you say, oh, so are you ready to make an offer on this house, when you know that the likelihood is that they need to go home and think about it? So instead, you say, Listen, I know you’re gonna want to go home and think about this tonight, before you make an offer? And maybe who do you want to talk to about it? And now they’re going like, how did he know I want to talk to my uncle. He’s hearing me, this guy gets me he’s great. The last guy said, We’re gonna make an offer you want to make an offer. I hated being pushed like that. So this is what it gives you is it gives you a backstage pass, to reading their mind, which makes them what comfortable. And we all no matter even as DS, we appear, like we’re, you know, impervious, and we’re tough. But we also are sensitive. And we also want to feel safe. So when you can make people feel safe by speaking in terms of the way they’re thinking, home run. That’s how I sold 100 homes a year.
Love it. All right, said point three. Coming in, with that was asked to write questions. And now what’s next? Yeah, so
build rapport. And then there’s that envelope of connection and making them know, like and trust you. Number two is establishing whether there’s an actual need, like, do they need your services? The biggest mistake I’ve seen Realtors make in my entire career, Mike, is because they don’t lead generate enough. They try to convince you that you should sell now when you don’t need to. They’re like, No, but this is a good market. It’s a hot market, you should sell it you should buy GT, whatever
instantly turned off, right?
turned off. Yeah. Right. So you’re actually in the business of sifting and sorting, not of motivating, don’t try to convince people now’s the time, what you do is you ask the right questions to determine if you need the service. And when they do, then you go to find the right product. So once you’ve said,
people always ask me, Hey, Mike, I want to create, I want more seller leads or they mainly go for unresolved I would say you want more sellers saying I want more sellers. We have to be around more people in houses, or you have to be talking to people that want to sell houses, right. And, you know, it’s crazy that I don’t think anything that we’re going to tell somebody is going to force them to move, right? Like nothing that comes out of my mouth is going to force that guy to buy their house, or sell their house, but what can help come out of my mouth can help guide them into the right decision to make them feel comfortable. Boom, right? Is that accurate?
Right on you hit the nail on the head. And so that’s what you do. And by the way, when you have a conversation with somebody that will do a transaction in a year from now. And you ask the right questions, and they’re like, and you can both come to the conclusion. Well, obviously Mike, now’s not the time for you, I get it is it okay, if I follow up with you for next year. And then you put that in your follow up system and we know the fortunes in the follow up. Then you get into not your cold calling, you get into your warm follow ups. then six months later, I call you up Mike and I go Hey, Mike, has anything changed for you? I got you down for moving in about six months. I just wanted to touch base and you’re like, No still on track and say, Okay, let me touch base with you in three months. Is that a difficult call? No. So I created the connection. I’m serving to your needs, I put you in a follow up system. And now I’ve got my data base is my data bank. And that’s how you have a business that is worth owning is because you’re patient, you sift you sort, you put people into the right envelopes. You open up your month in November, and you’re like, Oh, great. I got seven people I’m going to do business with this month. That’s awesome. And that’s how you have something though. Most agents when they retire, Mike, they don’t sell their business. I sold my business for $385,000 because I had a database that I could prove to the next person that these people would do business. And so wouldn’t it be nice for those agents that worked 10 or 15 years in the business that they could then actually cash out with 500,000 or a million dollars worth of selling their business?
Yeah, that was my worst mistake I just left.
Yeah, well you’re not alone. Most people do that because quantify it right? But I looked at it as hey, these people as a book of business that are going to do business with me and create a relationship with them. I gave them two gifts a year they got a newsletter, blah blah blah and nurtured them. And then when I exited, I made money off of it. And so the quick way to being rich is the slow way, right? Soar within your data bank, and then just get up the next day. And then eventually, you’re not even really cold calling anymore, or lead conversions or warm lead conversions, which are just conversations. Because if you and I have spoken three times in a year, when I call you up, we might talk about the Cardinals. We might talk about this, we might talk about that. And then we go oh, by the way, and you’re like, Yeah, I’m ready rock. And now we’re buddies. Do you
send any gift after first contact you? What else? Are you doing? Any marketing around staying in touch with them? Or is it just a follow up on the actual call when they want you to?
So I would think cold land, sea and air? And so once my database, you are going to constantly get something from me? Yeah, okay, good. I love that. Today in social media, you got to be present in my market center and my office, we actually do it for the brokers, because brokers don’t get around to it. So we have a package that we do for them, we have a studio in the office, we film them, we shoot them, we bring in their teams, we do video, and then we put it all out there for them. Because let’s face it, a lot of agents are overwhelmed, you have to be good at so many things. As an agent, you know, you have to lead convert, and you have to be a marketer, then you have to do sales, you have to do contracts, you have to hold hands, you have to do building inspections, and nobody’s going to be great at all of it. So you should do what you’re really good at. And you should delegate the other stuff. And that’s why I love the stuff that you do is because you help people with the parts that are difficult for most people.
Yeah, I suck at your end. And I’m really good at just don’t forget I existed. But I mean, if you were to combine them, it can be pretty powerful. I can’t, I can’t do that, like I still won’t cold call anyone I can’t do it. It’s just not in my in my skin. But let’s go there’s different types of calls. This isn’t just for outbound this is for inbound, too. So what’s the difference between how you approach something whether I’m going outbound and being outbound, and folks, if you’re not paying attention, right, now, there’s gonna be a giant, expired listings category to go after, there’s gonna be a giant for sale by owners category to go after, you have to remember that 90, I think the stats are like 95% of the agents that exist today have never experienced the shift, okay? Which means and then these are, these are also really interesting stats, the number of transactions this year, I forgot the words, but let’s just say it was 3 million transactions this year, what they’re what they’re what we’re gonna see, according to the experts, as a third less, so we’re gonna see about 66% transactions opposed 99, whatever that math is. So we’re gonna see two thirds less than what we saw. If you guys are following that math, however, the amount of agents that will be leaving the business is greater than the amount of transactions still being had.
So computes to a lot of people are going to be suffering that don’t get the skills going.
100% like you cannot, like when this shift happens. And the last time folks like I shifted in the short sales, I went where the business was on, and that was always my claim to fame was short sale, short sales, we did a lot. But real estate is always going to be bought and sold. But what changes is how you do business, and then the skill sets you obtain. I believe that in this next market like this, being able to convert and talk to people is going to be so important, because people are going to have a lot of questions. Whereas in the last market, we just came out of the peak, there weren’t as many questions are like more, let’s go, everything’s a good deal. But when things hit the fan like they are, and what they’re about to is like, there’s going to be a shift and these people are going to have a lot more questions. And the more comfortable you make them feel you’re gonna make, you’re gonna win the deal. Because I don’t believe there’s enough people that know how to do that.
Yeah, and I mean, I might mess this up. But there’s something like difficult times make strong people, strong people make easy times, and easy time make weak people. And we’ve just gone through a period of time, specifically in real estate that has been relatively easy, right, you just you just have to get a listing and take an order. And so we have people with very, very poor skill set practice, they’re used to making easy money. And now they’re gonna have to work a little bit harder, the sales cycle is longer, they’re gonna start getting hungry, they’re gonna have to deal with people that are upset because they can’t get the price that they saw their neighbor yet. And they’re gonna have to learn how to handle that narrative. And a lot of people don’t know how to do it. And so they’re gonna go home, like a lot of people or go back to their office, and they’re gonna complain, and they’re gonna play the victim. And my definition of victim is that when circumstances are better than your skill set, that’s all. So if you don’t get skilled, you ain’t gonna be paying the bills. And so where are you going to do it? You got to find a place and you got to find the motivation to go through with it. Again, human nature is we like the easy path. We don’t want to have to do things that are difficult. And so it’s going to start first with what are your goals and dreams for the next 15 months heading into two 2023 What are you willing to do? Who are you surrounding yourself with? And are you going to decide to make it happen no matter what an entrepreneur doesn’t need to know the problems in front of them, they just need to know. They’re gonna figure it out.
shrew. It’s almost it’s, it’s the way we’re made to. I mean, it’s a survival of the fittest. It’s the way we’re made its way God made us, we just figure things out. It’s like when a squirrel in the winter already knows that they have to go and store their nuts. And they practice that all year round. And it’s the same concept as because they know that innately. It’s why some babies can swim. Like, there’s certain things that we just know. And when your backs up against the wall, guys, and I’m telling you from firsthand experience, two years ago, I was fucking dead, broke, dead broke, maybe $100 in my checking account, and you figure shit out when shit hits the wall, but you keep on going. Right? Well, you know,
it’s interesting, you say that, because I don’t know if you’ve seen this, but they did an experiment with mice, and they put my mouse in a cup. So it can’t with water and it can’t get out. And it treads water for about 20 minutes. And it’s I heard this, right, and then a dice. So then they started taking the mouse out about a minute before it would die and give it a break. They put it back in. And now with the specter of hope. He would tread water for 60 hours. Wow. And so I often say to people, if you want to do really well, in real estate, it’s so important. You don’t try to do it on your own. Get to be part of a mastermind group, surround yourself with other people that are going to say, yeah, it is tougher, but this is what I’m doing. Yeah, it does take longer, and I you I’m using this new strategy. And so you’re not alone. And then you all of a sudden, like you’re like, okay, yeah, all right, I’ll pick myself up and go to many realtors out there trying to do it alone. They don’t invest in money in their education, they figure think they can just figure it out when the world’s changing rapidly. And then they suffer. And then they go home. And they tell their spouse, a story that the spouse can’t confirm. And then they sit on the couch and have a beer and Uncle Sam comes knocking at the door soon they can’t pay their bills. And it’s a sad story. Because, like you to your point, a lot of agents are going to leave the business in the next 24 months.
Yep. Which is an opportunity for those who stick around though. And there’s always an opportunity, folks as glass half empty as a half full well, it’s all based on mindset and how you’re going to react to what we’re about to face. Rock. I think you’ve had a really good episode here, folks, if you want to learn more about rock, rock teaches this course I’ve seen it, I’ve been in it, it’s really good. I suggest that if you guys like what you see here today, that you look into it, I believe what you’re teaching people is going to be necessary. And what I like most about is you’re not charging $5,000 To take it because you probably should be rock, why don’t you talk a little bit more about what that is?
Yeah, it’s called Real Estate Sales mastery. It’s a 90 day simple bootcamp where you get to have access to recorded videos that you can digest on your own. And then you get on a weekly call, where we do role plays, and we do competitions, and you actually get to call the leads that we have, because we have we have buyers, funds that want to buy certain area codes. So we’re excited about this, because so many agents get stuck just at the beginning Mike where they’re like, Okay, I gotta get the numbers into a dialer, I got to put them into a CRM. And that’s enough to take a lot of people out, forget, they are afraid to call don’t know what to say, Yeah, but we handle all of that for them. And then we give them the coaching the scripting. And then we help them close the deals, and we pay them while they’re getting educated. So we know the next 24 months is going to be crucial for real estate. And so you know, when the going gets tough, the entrepreneurs start to get creative. And so that’s why we came up with this course, as we said, hey, this is what people are going to need. Let’s leverage technology, so we don’t have to charge $5,000 for it. So it’s basically 97 bucks a month, and you’re in, you get the skill set. And then you take that skill set to sell to the funds through us or just take the skill set to your marketplace and dominate your marketplace. Knowing that you can build rapport specifically and how to do it. You’re really good at qualifying the client really good at qualifying the property and then next step is you close for the sale.
Love it, love it. Where can we find more about you rock?
Rock, Tom’s dot com is the best place and people get me on social media or rock at Rock Tom’s dot com if you want to send me an email.
Folks, it is time to start looking at what you’re going to do next. Yes, things are going to be a little bit slow for the immediate time being. This is what happens on a shift the first few months are always shaky. It’s what you do during those first two months because whatever you do in the next 30 to 90 days is going to start paying off in the next 120 to 180 and if You don’t start to take the time to do that now. And I’m not doom and gloom but I don’t want to be in for a rude awakening. I’ve been here before I’ve seen this rock has been here before you seen this. And I think there’s that many people that have been real estate longer than me rock, you take the cake on that one.
Two words for you starts with an F.
Love that. And Roc is also going to be working with us on owner advocate, which we’ll be doing another podcast on but if you guys want to visit owner advocate agent.com. It’s a listing system. And a lot of the leads that we’re calling sort of go hand in hand with this listing system as well. And to give you guys an idea, I just wanted to give you guys a little bit of a teaser. My partner Dustin through rocks efforts have actually brought in how many transfers or leads that we get in the last two weeks.
Oh my god. I don’t remember the number but we’re nailing like 10 appointments a day. Yeah. And it’s just scaling every day.
And it’s using these exact same things we talked about today from people that are generating new leads the best things that people are generating leads I’ve never even called anyone before they’re doing it through the training that you provide. So it’s amazing to get involved.
Some people that aren’t even realtors that have zero sales experience and they’re getting success because the system is set up for them to simplistically win
it’s awesome dude you’re killer man appreciate appreciate having you on the show here we appreciate you guys listening to this episode of the real estate marketing dude podcast thank you for the reviews go ahead and make sure you subscribe to the podcast subscribe the channel on YouTube, follow us on all the social accounts just look up real estate marketing do.com And I think I’m the only one there but if not, make sure you look for a little logo and you’ll be able to see what that is. Talk to you guys later. See you guys next week Parrish. Thank you for watching another episode of the real estate marketing dude podcast. If you need help with video or finding out what your brand is, visit our website at WWW dot real estate marketing dude.com We make branding video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training, and then schedule time to speak with a dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcast. We’ll see you next time.