Speaker 1

Hi, Morgan.

Speaker 2

How are you doing, my friend?

Speaker 1

Very nice to see you. You doing alright?

Speaker 2

I'm doing great. I'm doing great. Who do you got with you?

Speaker 1

This is Mark Nixon. He's he's my guru of technology and one of the best, actually, the best realtor that I've ever, worked with.

So, so Morgan is the founder of the company.

Speaker 3

I am aware. I've I've seen you in a video or seventeen.

Speaker 2

And, Rick, how long we known each other now? Almost twenty years, I feel like.

Speaker 1

Probably show two thousand and five or six would be my guess is when we, signed up with you.

Speaker 2

We've been doing this a while.

Speaker 1

Well, you you do it well, and it's gotten so much better. And and you really took to heart back in, when we were in Nashville together. What was that?

Three years ago?

Speaker 1

You really took to heart what several of us said that we you had we we had this Ferrari, but we didn't know how we didn't know how to put it in overdrive, or we didn't know how to put it, you know, in speed mode or whatever. You know? And, and so, Shannon and Jeff and all your training and everything have really helped us.

Speaker 2

I'm glad to hear that.

Speaker 1

Yeah. Really helped us.

Speaker 2

Cam Bird, how are you doing, buddy? Is it cold over there? Minus thirty where he is.

Speaker 4

Yeah. Minus thirteen. We got a snowstorm.

Speaker 2

I don't think our Americans, know what that really means, but minus thirteen.

Speaker 4

That's Celsius.

So

Speaker 2

Now, Cam, are you in Regina, or where are you?

Saskatoon. Saskatoon. Okay. Got it. Yeah.

Speaker 4

And I think I've known you as long, like, through Matt Wagner. We met at r e or at rate gatherings.

Speaker 2

Years. That's great.

Speaker 4

I'm glad you got all those tutorials on there. I kept bugging you guys years and years ago to do tutorials. Now now I've asked for them. You did them, and now I gotta take allocate the time to watch them.

Speaker 2

So Because you guys brought it up, I wanna reintroduce Carly Fay. So she has actually taken on a new role at the company.

She is referred to as a sales enablement specialist. And so this is, I'm I'm really glad to hear what you guys said about tutorials because Carly's new job is actually a big part of it is to take what we've been doing to the next level. And so she's working with the r and d team and the, support team and the sales team. We feel like we've got some really good documentation now, but there are layers.

There are levels. And so Carly is actually currently documenting absolutely everything, working with Eliana from our team. And so if you've been enjoying the, the stuff we've been coming out with lately, we're actually version two is coming out very soon, and there will be even more in-depth coverage of all the features and whatnot, both the past features and, of course, the new features as well. So I'm really glad to hear, you guys are enjoying the the the educational content.

Hopefully, this coaching is is helping as well. And, of course, Carly Fei, welcome to your new role. We're really excited to see what you guys produce.

Coaching Session Overview

Speaker 2

This piece is kinda tying it all together the other way. What I really try to do in this coaching session is is bring some practical application to the coaching. Right? So show you guys how we run our team.

And the idea is is if we're gonna sell it and we're gonna say it's awesome, it really should be awesome, and it really should work. Right? So I wanna start off, actually. We did something fun yesterday.

I'm gonna pull up my CRM. So the fun thing we did yesterday, said to my team, I said, guys, we've been teaching all of these agents and team leaders how important it is to revisit the fundamentals. Right? Make sure you got your goals set, which is what we covered last time.

Make sure we got your your target set in terms of your report card and your agent reporting and stuff.

And what we teach from a fundamentals perspective is, number one, if it's not in the CRM, it didn't happen. So whether you're an individual agent and you need to hold yourself accountable or whether you're a team leader or a broker owner and you wanna make sure your agents are doing what they need to be doing in order to make money, it's gotta be in the CRM. I think we all agree with that. Right?

The next fundamental is very simple. It's if you don't write it down, you can't measure it. If you can't measure it, you can't improve it. I'm gonna share some of my own numbers for that today.

But then we move on to some additional fundamentals. We talk about speed to lead, and we talk about time blocking. And so the first thing I wanna later talk about today is time blocking.

And so what we do for our agents I'm gonna go in. I'm logged in as Jeff Whippy here, and I go to my agents tab. This is the this is I believe this is the best feature of the entire system. Okay?

And it's what's referred to as a report card. Now if I push it today, there's probably nothing in there because Jeff is not in his call block yet. But I'm gonna explain Jeff's call block, and then we're gonna talk about yesterday. So, basically and, actually, my sales team, my real estate webmaster sales team was asking me about this earlier.

Setting Goals and Metrics

Speaker 2

How do we recommend what these numbers should be? And what I do is I work backwards with my team. I say, guys, how many deals from leads do you wanna do on a monthly basis? And they only get to pick one, two, three, or four.

Right? So either they wanna do one deal. You gotta do at least one deal from leads a month. But you can pick one, two, three, or four.

And so when they pick those deals numbers, basically, that's how we work backwards into the numbers of work that we have to do. So, basically, the way the math works is it's one appointment per business day per one deal per month. So if you're able to, on average, get one appointment per day out of your database, then you should be able to close at least one deal per month. Does that make sense to you guys in terms of that association?

Close ten.

Well, it depends. We wanna talk about average agents and skill, etcetera. Right? But absolutely. And so then we work backwards.

Okay. How many conversations do we think we're gonna need to have in order to get one appointment? Right? So you can see here, Jeff has decided he thinks he needs about five conversations in order to get two appointments.

That's what he's decided. Right? Now his conversations are pretty short because he's really he's actually got quite a lot of experience. Jeff, if you don't know, used to be at Real Estate Webmasters.

He knows how to use CRMs really well, and he's got his skill set dialed in for CRM. And so, really, his conversations are shorter, not because they're low quality, but because he understands he's not gonna oversell on the phone. He's selling himself as an appointment. Basically, this math says twenty minutes conversation time, five conversations.

He's on he's on the phone about four minutes per lead. Does that make sense, or does that resonate for any of you guys? Some people talk more, so they have a higher talk time. And he figures he's gotta make at least thirty calls in order to get into five conversations because he's working a web lead database.

So some of them are brand new, but some of them are older, etcetera.

And so what we did yesterday is I said, guys, let's eat our own dog food. Let's practice what we preach. Let's meet for two hours. So I came in and worked with them on their time block.

Report Card Review

Speaker 2

I said, I'll come in. I'll even dial for you. I'll show you how it's done. And so we came in yesterday.

And, Jeff, why don't you tell us about your day yesterday?

Speaker 3

Yeah. It was it was pretty awesome.

Just to say at the beginning, hearing Morgan talk on the phone and even leave voice mails was was pretty awesome. You can see he's probably made, you know, tens and hundreds of thousands of calls over the time. So it really is a repetition in a numbers game. Right?

The more you do it, the better you're gonna get, the more confident you're gonna get, and your conversion's gonna go up. But, yeah, we we dialed a lot of people. Funny enough, the first person I called last night was, like, a ten minute conversation and turned into a listing appointment for, like, a two million dollar home, which was great. But then as you can see, the next, like, thirty calls were all voice mail.

So it really is you gotta keep it going. It was a lot of fun. We got there at, like, four thirty. We dialed for a couple hours.

Both Sandy and I, you know, made quite a few phone calls, got into some conversations, and I booked a couple of appointments in that time period.

Speaker 2

You did an awesome job. You did an awesome job. And was there any terrible calls from all these web leads?

Speaker 3

No. No. Like and it's really, like, it's really a mindset thing. Like, we build it up worse than it is.

Like, the bad calls is just something we're like, who are you? Like, is it really that bad if someone's like, why are you calling me? Like, it's not like it's you're telling someone that their loved one's passing away. Like, it's just maybe a little uncomfortable for seven seconds, and then you move on.

It's not a big deal.

Speaker 2

No. You guys did so great yesterday. And, honestly, we had some funny moments because I was also calling into Jeff's database. I was I was basically pretending to be an assistant for Jeff and then for Sandy, I was calling one to one. I literally just called the lead, talked to him for five minutes. It was so nice. Turned out it was a referral for Up Island, so I'd already sent off the referral.

And then

Speaker 3

I heard Jeff calling the same person.

I ran away. So It was, like, a minute later. It just was so quick right after. It was hilarious.

Speaker 2

It was great. But, guys, depending on whether you're an agent or whether you're a team leader or a broker, the reason I wanna bring this to the surface is because when we go to our agents and we say, listen. You gotta be making at least thirty calls a day. I think one of the big problems we're running into is we're listening to our agents' excuses.

They're like, oh, man. Thirty calls is too much. I can't make thirty calls. Jeff made fifty nine calls in a two hour period yesterday.

And so it's about resetting the boundaries. So we talk about time blocking as a critical function. We don't allow emails. We don't allow texting.

We don't allow distractions. It's time blocking. And so what I try to do from a mindset shift perspective is I try to say, guys, are you willing to give me two hours in the office of dedicated CRM time? So forget the call number.

The math is the math. It's a it's a target we've set because we've worked backwards from what we need. But let's just give it a two hour time block. Are you willing to give me that time block?

And so, hopefully, if if we can bring our agents to calls like this or we can bring this and this piece here, we can actually share with you guys. Right? Like, guys, the owner of our tech company also runs a real estate team, and he says we should be able to make thirty calls, and he showed us our agent making their agent's making sixty. We can do this.

It's about, like, getting rid of those excuses, showing them it could be done. So if I could give anybody, you know, if you haven't done this in a while, book a two hour time block and say, guys, our target is thirty calls. And, you know, you could choose five conversations. You could choose whatever your targets are.

Right? But just sit with them, do it with them, and it's huge. And you'll probably have a similar experience to what I had. So I brought them into the boardroom yesterday, and I said, I'll make calls first before you guys even need to make calls.

And I'll just call old leads. I'll call not even the new stuff. Right?

One call, voice mail. The next call, voice mail. The next call, voice mail. The next call, fake phone number.

Didn't work. You get your agents rolling their eyes. I'm sure you're all familiar with this. Right?

And call number seven or call number eight, Jeff, what happened?

First call that picked up.

Speaker 3

We got a listing appointment down in the Percher Bay Area.

Speaker 2

One point two million dollar listing appointment on the eighth call. I could've given up.

I could've

Speaker 1

I think it

Speaker 3

was, like, the sixth call even.

It wasn't even the eighth.

Speaker 2

Yeah. Was great. Like and the agents, they do this. Right? They're like, oh, this person didn't pick up.

The leads suck. Oh, the second person didn't pick up. It's a numbers game. That's why we put thirty calls in there.

And by the end of our session, we had four appointments booked, two listing appointments, millions, like three and a half million dollars in business in our pipeline from a two hour session. And not a single person yelled at us or swore at us or anything, but we had so much success, and we generated so much pipeline. And it's just about getting the agents to believe, put the numbers there, get dedicated to your call block.

Tracking Progress and Accountability

Speaker 2

And if I go to Jeff's pipeline now, and by the way, I don't know if you guys know this from the past calls, Jeff is ninety days on this team. He's a brand new he's not brand new licensed. He got his license a few years ago, but he had left real estate for a while. And he's just back into real estate, and he decided to join my team.

I'm very grateful that he did. He's brand new in real estate in terms of his start point. So when did you start? The end of November.

Right, Jeff?

Speaker 3

Yeah. End of November, mid December sort of thing. We were just trying to get up and running the team.

Speaker 2

And so, guys, when we create deals in our system, that means that someone has to have agreed to meet with you in person or has met with you in person. So these are not just people who said, I'll talk to you. These are in person. Jeff has twenty one people in his pipeline and eighteen point eight million dollars already.

Just from a standstill, just from web leads. He brought over us a a database. So one of his deals is is actually one of the deals that closed is his own deal. I really would love to have your agents.

If they're not inspired, I would love them to come to this coaching because this is all just the same fundamentals that we talk about all the time. Is this inspiring for you guys? Is this showing you guys that if we put in the work, the business will happen? I got to tell the REW staff today how good things went last night just by following.

Get the leads, get them in the CRM, do speed to lead, and then time block.

That's all we gotta do. And so when I talked about the title for this session was all about the agents tab and doing a deep dive in the agents tab. Right? And so I'm gonna stop here, and

Utilizing Goals Setting Features

Speaker 2

I'm gonna ask, Rick, do you or or Cam or anyone on here, are you guys currently actively using the goals setting feature and the daily report cards? Is that something you guys are using today?

Speaker 1

Not yet. No. We just we just got introduced to it.

Speaker 2

Got it. So that's what I wanted to surface today. So do you see, from a leader perspective, being able to go back into yesterday and see how it went, do you see the value in being able to measure your agent's, you know, commitment?

Yes. Okay. Do you guys have any questions about how to set this up? Because I wanna make sure. Like, honestly, I know this is some basic stuff fundamentally, but it's so critical in terms of delivery. Do you do you guys have any questions about how to set this up or why we set it up this way?

Speaker 1

Why don't you, just show us quickly how to set it up?

Speaker 2

Great. No problem. So what we do is we have goals in the back end. Okay?

And so the agent can go to the company section here, right, on the top right hand side, the company section, and then you go to agent goals. This is them setting up their own goals. And so what we recommend is you work with them before they set up their goals. You work with them to talk to them about how many deals do you want from the CRM this year.

Do you want one a month? That's how I'd I like to say one a month, two a month, three a month, four a month because that gets them in the mentality of, like, stretching their production. Right? If they're only doing five deals a year, I want them doing at least twelve as a starting point.

Let's say they're brand new. Let's just start with one a month.

And so we go in, and we say, okay. What does that look like? Probably, if it's web leads, it's more buyer side than seller side.

So we go in, and we help them set let's say we do, like, nine buy side and three sell side. Right? So you just go in and they fill in their annual goals, and then that's a total of twelve deals, of course. Now the commission goal, this needs to be their commission goal after split. So if they're on a team or something, I mean, what's an average you're in Hilton Head, so you're probably, like, fifteen, twenty thousand a deal. Right?

Yeah. Yeah. Let let let's call it fifteen. So it's if it if the agents were on a fifty fifty fifty split, then you would be talking to them about seventy five hundred dollars times twelve deals. So you're talking to them about ninety grand just from the system. So this isn't their whole real estate career. This is just from the CRM after split.

Deals is gonna get you ninety grand.

And so that's how we talk to them. K. So now that you know that, are you happy with one deal a month, or do you wanna go to two deals a month? Right?

Because they could do that. Right? Okay. Well, I wanna stretch. I wanna make more than that.

Cool. Let's go to two deals a month. Right? We just double all the numbers.

And now after splits, you're at a hundred and eighty grand. This is kind of the magic number for teams, in my opinion, is you want your agents earning a really good living, and you want them fully engaged. You want them full time. So two deals a month is a really good target.

But, anyways, you kind of you set those numbers first. Is it one? Is it two? They could be super ambitious.

Right? But this is where you have to be the team leader, and you have to say, listen. Are you willing to work twelve hours a day and really crush it with the CRM? Because you're not gonna get three deals out of the CRM a month if you're just doing a two hour time block.

You're gonna have to do, like, you know, three ninety minute sessions every day. If you if you wanna make two hundred and seventy grand or four hundred grand or whatever, you just help them with expectation settings. Right? And, Rick, you've been in the business a lot longer than I have.

Setting Expectations for Agents

Speaker 2

You know how to do that part. But if you can get them between one and three deals, that's their mentality. That's their commitment. This isn't for this session, but we also do some some soul searching and some business planning and some we ask them what their why is, and so they attach, like, their their big important why, whether that's a buying a home for their family that they don't have yet or a couple of family vacations or whatever it is.

We try to do some work around tying their financial goals to something that's more important in their life. So we we tie all that up. They set their goals. So that's step one.

And then they go into the daily goals. Right? This is where you set all those targets for the report card.

Now I don't use emails and texts and stuff like that because I don't want I'm not coaching my agents on how to email stuff. I'll teach them. Sure. Whatever.

But email is one one hundredth as powerful as phone calls. I think we all agree with that. Right? The ten thousand pound telephone is where we make money still today.

It's personal connections. So you'll see here for Jeff, he has texts disabled in terms of reporting because I don't care how many he should send texts, but I'm not measuring him on that because I don't care. Right? Send text.

Don't send text. Cool. I'll teach you how to do it if wanna know how to do it. Email is the same thing.

I'm not measuring on how many times you push the email button in the CRM. So what I care about is I work backwards from appointments. And in Jeff's case, again, this should say one, two, or three. So in Jeff's case, he wants two deals a month, so he needs two appointments a day.

That's how I associate those two things. Right? And then how much conversation time? So we do that math.

And every person is different. You might have someone like Shannon on my team, my sales team. I think you mentioned her, Rick. She's your rep.

Right?

Speaker 1

She was. Now it's Jeff Patey.

Speaker 2

Oh, okay. Got it. Either way, both of those people, they love to chat. So their conversation time compared to their conversation you know what I'm saying.

Right? And so now. Right? But you don't it's just not it's not a one size fits all.

Right? Because you gotta know your agents. If you're not taking the time to get to know your agents like, where Jeff Whippy's call time might be short and he has a really great conversion rate, that's perfectly fine. So I don't want his report card to require him to have three hundred minutes of conversations and when that's not possible for him.

Right? Because his conversations are short, succinct. He gets people to the appointment. So for him, a five minute call is a great call.

But I would say five to ten minutes is a good recommendation per conversation. If you're less than five, you're probably not digging deep enough. And if you're way longer than that, you're probably sandbagging to try to get an a plus on your, when it comes to prospecting. Right?

And prospecting is different than follow-up. Your dedicated call time, at least for us, is all about outreach. People we have not spoken to yet, we don't have appointments with. The other stuff, reaching out with past clients in Sphere, that's done at a different time.

Following up on our deals, our call time is later in the day, But the first thing they need to do every day in the morning is check on their deals. Is there any deal that needs attention? That's not about the call block. Right?

You jump on your if there's an email, if there's a text, or if there's a phone call from an active prospect, that's where we wanna jump in right away. Right? So we do speed to lead, and, also, deals get attention multiple times per day. So that's totally separate from this.

And that's another thing that agents confuse. They think they can lump all of their call time into their prospecting time, and then they end up using the dialer to call their mom for an hour and, like, just chitchat and be like, look how many minutes I got. Right? Prospecting time has to be dedicated.

It has to be outreach. I'm not in a deal with you right now. I haven't engaged with you recently, or I have, but I haven't got you to the next step. I need to make sure I'm reaching out and getting you to that appointment.

So, yeah, so you basically set them all in this day daily goals. You hit save.

And then once you've done that, they can go to the agents tab. And this is what we teach them to do, right, is we teach them to do it themselves. So it's an accountability tool for the team leader. But, really, at the end of every call block, my agents are required to run their report card on themselves.

I don't run their report card every day. They do. Right? Because if this said and I'm gonna show you Sandy's because this is a better example.

And, again, Sandy's even newer. Sandy's inside of sixty days. Okay?

If I go to Sandy's agents tab, and she was doing calls with us yesterday too, she has a great report card as well.

Right? But do you see how she only has one of two appointments?

She messed up and not with her efforts. She actually has two appointments. That listing appointment that I booked, I booked for me and Sandy, and she forgot to add it to the CRM yesterday. So I added it on my side, but she didn't add it on her side.

If she had run her report card on herself last night before she left, she would have realized, oh, I could have had a plus across the board. I forgot to add that thing. Right? So the report card, that last step I mean, her report card's still great.

But what we want is this. Imagine you had this great report card, and you just weren't at appointments yet. It'll keep them like, they get addicted to green. I get addicted to green.

If I'm so close and I just need to make a couple more calls to get that appointment, it drives me to do that. Does that make sense in terms of the psychology around that? And so this is what I want from them.

Or if you have a bad day, like, I haven't spot checked Sandy's efforts. Let's just look at her Thursday from last week.

I would have a conversation with Sandy about this. Sure.

She made her thirty calls, so she put in what she perceives as the minimum effort that she's committed to in terms of calls. But why did she stop? Because I can guarantee you these thirty calls didn't take two hours.

I know that because the conversation time is only five minutes. And so this is thirty five minutes of effort. I can see that without knowing anything else. So now as a team leader, I can go to her and say, hey. Listen.

Like, this isn't even your dedicated two hours, and you gave up at exactly thirty. So I can tell what you did here. You tried to meet what you think is the minimum expectation, and then you gave up and did something else. Somebody raise their hand there? Cam Bird, go ahead.

Speaker 4

Yeah. Thanks, Morgan. So are your your system's monitoring how long they're are they dialing through the software program?

Speaker 2

That's correct. So in in my case, we use the REW dialer, and I have some really cool new tech to show you. But you can also require them to manually log it if they don't use the dialer.

Speaker 4

I don't know how to use the dialer.

Speaker 2

I will show you both options.

Utilizing REW Dialer

Speaker 2

So the dialer is an add on. It is included. So you have to be on a contemporary system.

Right? So you have to be on Renaissance x y z, in order to use it. So if you have the dialer, it's included up to Whatever is in your pack in in your package. So I'll just explain that really quickly.

Speaker 4

Yeah. I don't know if it's necessary because it's just myself for my own personal being, but I didn't realize that was an option. But okay.

I'll I'll

Speaker 2

set up.

So no. It's okay. I'll just explain. So the dialer is not included on single user platforms, but you can pay extra for it.

Right? So it's forty bucks. And then also, it does some extra cool stuff that I'll show you in a minute. But if you have a small team or a large team, the dialer is actually included for your first five users or your first ten users.

So it is an included piece of software for Teams, and you can add it as a single user if you have a single user. So that's that part. And I'll now I'll show you how it works. I'll go grab a lead here.

K? And so we'll grab this lead. And so the way the dialer works, do you see this little call button here?

Speaker 4

You bet.

Speaker 2

Yeah. So you just click it, and it just starts the dialer up. And so that just dials, and I'm not I'm not gonna answer it, but it's dialing my cell phone right now. And well, I guess it maybe I will.

So I just hung up. So the dialer does some really cool stuff. Now the basics are they know don't you don't need to manually log that call. Right?

Because the dialer logged it for you. And so, you can now see how automatically the die the the call is logged. And so the benefit of that for the agents is they don't have to remember to log the calls, and they don't have to manually log the calls. This is important even if it's just you.

Because if you think back to the fundamentals, this is not just a team leader thing. If you're an agent, you still need if it didn't have if it's on the CRM, it didn't happen. We agreed on that in the beginning. Right?

That's why we have a CRM for ourselves, to keep ourselves organized. So if it's not in CRM, it didn't happen. And if we didn't measure it, we can't improve it. So, already, the dialer is measuring it for you.

It's logging it for you. It's measuring the time, etcetera.

But I'm gonna I'm gonna show you something way cooler.

Speaker 4

Is it transcribe it?

Speaker 2

Yep. Yep.

Oh, that's where we're gonna go next.

Now I have something you guys don't have. So the transcription, you already have if you have the dialer. But I'm gonna show you something, and this is kinda funny. I got in trouble from my CRM today.

Sneak Peek: Upcoming AI-Call Coaching & Grading

Speaker 2

So the newest feature in the CRM is the coaching. I've actually built a lot of this coaching that I do for the agents into the CRM.

And so you'll see here, I got a b minus on that call where I booked a listing appointment. Right? And so there's the transcript. You guys have this today. It already does this for you.

But the new release, comes out in a couple of weeks, it has coaching and, individual call scoring. So I've actually broken the call scoring and the coaching into overall scores, rapport, emotional intelligence, discovery qualification, marketing, persuasion, call control, relationship and brand reputation. And then it gives you coaching as well. So this is for you and for your agents.

And the nice thing about this is that it's not personal. Like, as a team leader, I'm sure you know, it's hard to give agents feedback sometimes. Right? Because they take it so personally.

Right? But when it's AI and when they understand that it it's algorithms and best practices, it takes the sting off of it. Right? So they're still able to get the feedback and on every single call.

And so this says my strongest win was to drive concrete next steps and keep the process simple and low pressure. That's good. That's what I teach.

I got details like his reverse mortgage. I should ask five to seven target discovery questions. I shouldn't brag so much about market share, etcetera. Could have pre framed the safety issue earlier about ID and whatnot. Use shorter, more collaborative responses, confirm the agenda in writing, and close with a client focused benefit statement. This is great coaching.

So today, the dialer does the transcript already for you. But as of the next release, this call scoring and coaching will be available as well. But this is only available if you use the dialer because we obviously need a piece of software to be listening to the phone call for the transcript. Does that make sense?

Wow. This is what agents need.

There's no hiding from it. We've got the notes. It's a great insurance policy.

Speaker 4

Well, it's a note to remind you when you go you call them back in two weeks and you think, okay. What did I say to that person?

Speaker 2

Exactly.

Alright, guys. Let's open the floor. Does anyone have any questions? First, about the CRM or anything we talked about, but I'm happy to answer any other questions about REW as well, where we're going this year, what the road map looks like, whatever you want.

Speaker 5

Morgan, we had a question in the chat earlier about where the team leads were coming from for the carry Carly Carry team.

Speaker 2

Yeah. So, the couple different places. We live on Vancouver Island. So Vancouver Island Waterfront, we do sponsored ads as well as we're pretty kick ass at SEO. And so you'll see here, I'm actually ranking.

I have an ad and I have SEO. And so our leads predominantly come from SEO and PPC. We also get some from social. We even get some from chat GPT now, which is crazy. And so that's great as well.

Speaker 4

Going back to your cool monitoring and making the calls from your system, Morgan, do I need I I have no equipment for that. I have a cell phone. So when I hit call, obviously, it's not going through my cell. I need headsets and speakers plugged into my computer. Correct?

Speaker 2

No. Not at all, actually. So it is fully mobile responsive. So you do need to use Google Chrome. But as long as you have Google Chrome on your phone, you can actually just do it right from your speaker on your phone. So that's huge. The other thing, though, and this is a unique feature with, let's say, webmasters, even though it's the dialer, you can actually link it to your cell phone so that on the other end, it shows up as your cell phone number so that if they phone you back, it phones your cell phone.

What they see on top of display is your name and your phone number.

Speaker 4

You guys thought of everything.

Speaker 2

Almost. There's only one drawback to that. If they phone you back, it doesn't go back through the dialer because we can't actually we can send as you, but we can't receive as you. So when they call you back, then you're just on your regular cell phone. You're not on the dialer at that point if they call you back. Does that make sense? Gotcha.

Speaker 5

I have a question, Morgan. This is Jacqueline Kelly. It's in Florida Keys. So my agents often are concerned, especially the newer ones, and it just takes more coaching, you know, on my behalf, but, you know, of what to say sometimes.

And I like that the dialer will give suggestions when they use the transcript. We don't have that feature right now. Is that something Rupert could do? Would we have access to that to kinda analyze the lead to say, you know, lead looked at a lot of properties, and this is typically what they're looking at, and this is a suggested script?

Is there anything like that?

Speaker 2

Yeah. So you can actually use Rupert right now if you have Rupert enabled. He's like Chad GPT in your back end, so you can just click the little Rupert thing. He flies out, and that's a use case you can use Rupert for right now.

BATMAN Acronym

Speaker 2

I actually just posted a graphic that my team and I have come up with. What we teach them is the BATMAN acronym. Right? When you're calling and doing prospecting, you need to get their budget, their areas of interest, their timelines, their motivation.

You need to make sure they have the authority to be able to actually do a transaction or that you get the other people in the room that are there. And is there a specific need? Like, I need to get x amount of this to pay off my mortgage or to buy a new property or whatever. And then what we do is we teach them where to find all these things in the CRM.

Do you know what their budget is? Cool. If you know that and you know their area, then you can create them a safe search.

Timeline for us, we use lead stages for that. So we have, like, hot one to three months, warm three to six months, cool, whatever. So that's your timeline. Motivations are actually precoded into the CRM, and you can create your own motivations.

Right? And so we precoded motivations like diamonds, diapers, death, divorce. Like, there's the standard motivations. The authority is just a question you need to ask.

Am I speaking to the right person to make sure I can do this transaction? And then the need is what we put in a pinned note. So if there's something that's really important to the customer that they need to get out of it, we put that as a pinned note. And if they can if they can satisfy all of those things, they should be in a pretty good position to get to an appointment.

But I don't wanna contradict myself, but at the same time, I ask my agents not to talk too much because what they sell is themselves and an appointment, not real estate at that point.

So we don't wanna get too far down the path of real estate. We wanna get in front of them. It's all about let's meet at the office. Let's meet for coffee somewhere, etcetera.

Your first sale is getting them to know, like, and trust you. And so it's really just about building a bit of rapport so that they'll meet you in person. That's that's our ideal scenario. So when you meet them, they're trained to ask this question.

Now that we've met, now that we've had a chance to to meet each other, if I can find you the perfect property, am I the agent you would like to work with? And then you get that level of commitment, and you go out shopping.

Speaker 5

I like it. Thank you. I trained, with the acronym, LP MAMA, which is very similar, but I really like Batman a lot better.

Speaker 2

What does LP MAMA stand for?

Speaker 5

Location, price, motivation, appointment, mortgage, and, oh my gosh. I forget now because I don't use it that much. But, yeah, so great basically, the same motivations. You know?

Speaker 2

For sure.

Speaker 5

I like that. I like that, man.

Speaker 2

I mean, this is fun. I really appreciate the opportunity, and I'm I'm having a lot of fun running a real estate team, actually. And it's, it's been super beneficial for our software, and it's been great to, learn from you guys as well. And so, if you have any recommendations for next time, I'm happy to teach anything that's default software, right, so that everybody can be making sure they benefit from it. So just speak to your account managers. They're happy to to take your request and recommendations, and we'll be doing this in another month here.

Speaker 5

Thank you so much.

Speaker 1

Such a treat to have you here. Thank you. Alright.

Speaker 4

Thanks, Morgan. Alright. You all.

Speaker 2

Thank you.