26 Deals from 100 Open Houses in 100 Days - Peyson Roberts Interview

Summary

Highlights

• Peyson transformed open houses into consultations, adding immense value and personal touch. 💡
• Strategic and repetitive open houses fostered strong local presence and recognition. 📍
• Collaborative team exercises improved negotiation skills and conversion rates. 🤝
• Smart use of social media to enhance visibility and perceived activity in real estate market. 📱
• Sat through extreme weather conditions to ensure no missed opportunities—dedication at its best! ☀️

Key Takeaways

• Peyson Roberts leveraged 100 open houses in 100 days to close 26 deals—talk about dedication! 🌟
• Role-playing failure conversations daily helped refine strategies and boost success in getting leads. 📈
• Despite a slow market, the emphasis on adding value and staying consistent led to impressive outcomes. 💪
• Utilizing social media stories and personal video follow-ups strengthened client connections and trust. 📹
• His team's approach focused on understanding client needs rather than pushing properties—smart move! 🏡

Overview

Chapters

• 00:00 - 00:30: Roleplay Strategy for Open House The chapter discusses a strategy for handling conversations during open house events. It involves roleplaying scenarios where agents practice obtaining phone numbers from visitors. If an agent fails to get a phone number during an actual event, they bring that specific interaction to a team meeting (conducted via Zoom). In the meeting, other agents attempt to handle the scenario themselves, aiming to improve the outcome. This collaborative approach allows the team to collectively brainstorm and refine their techniques, ensuring better performance in future interactions.
• 00:30 - 01:00: Pulling Leads and Conversations The chapter titled 'Pulling Leads and Conversations' discusses the process and impact of generating leads through conversations. It highlights a scenario where an agent, shortly after a conversation or rehearsal session, successfully pulls a lead by applying the discussed techniques. This suggests the effectiveness of well-structured dialogues in lead generation. The text also hints at a return from a brief pause due to the Thanksgiving holiday, with a renewed focus on industry practitioners sharing their experiences.
• 01:00 - 01:30: Introducing Pine Robertson The chapter introduces Pine Robertson, who is involved in the marketing, lead generation, and lead conversion spaces. Pine Robertson hails from Palm Springs, California. He gained attention through a unique project he undertook over the summer, which involved hosting one hundred open houses in one hundred days. His story and experiences are highlighted as interesting and worth sharing.
• 01:30 - 02:00: Success Amidst 2023's Challenges The chapter 'Success Amidst 2023's Challenges' begins with an introduction to a training program or course focused on achieving high performance, specifically conducting 100 open houses in 100 days. The discussion highlights the impressive results of this effort, with at least 15 transactions completed from leads generated in the latter half of 2023, showcasing effective strategies amidst tough circumstances.
• 02:00 - 02:30: Transition into Real Estate The chapter 'Transition into Real Estate' discusses the current challenges facing the real estate market, highlighting it as the worst period since 2010 due to low transaction counts, economic uncertainty, and recession fears. Despite these challenges, the speaker praises an individual named Pacon for successfully implementing a lead generation strategy. The chapter begins with an introduction to Pacon, who shares his background in the real estate industry.
• 02:30 - 03:00: Hustle Mentality The chapter titled 'Hustle Mentality' begins with a discussion on how the speaker first got into real estate. Fascinated by a video about apartment investing at the age of 16, the speaker was inspired to pursue real estate, aiming to buy apartments. This inspiration led to a dedicated journey towards real estate, though financial constraints initially posed a challenge right after high school. The narrative sets the stage for understanding the speaker's motivation and determination to succeed in the real estate sector despite early obstacles.
• 03:00 - 03:30: Learning from Setbacks The chapter 'Learning from Setbacks' begins with an individual sharing their experience of being inspired by someone else's success in real estate. They saw a substantial commission check of $150,000 that someone had earned and decided to pursue the same career path right away. On their 19th birthday, they impulsively bought a course in real estate, finished it within a week, and set themselves on a new career trajectory. This chapter reflects on the importance of taking bold steps while also implicitly learning that success isn't as simple as it seems from the outside. The narrator implies that, over the years, they have learned important lessons in real estate that go beyond quick achievements.
• 03:30 - 04:00: Doubling Down Strategy The speaker recounts their journey of starting their business in August 2020, during the COVID-19 pandemic, which was a challenging time. By December 2021 to January 2022, after a successful initial two years, they faced a sudden slump, causing them to question their career choice and industry fit.
• 04:00 - 04:30: Team Building and Strategy Two best friends were contemplating leaving their current industry for another sales sector. They were calculating the quickest way to earn over a million dollars annually and invest in real estate, which both desired. After deliberations, they decided to stay in their current market despite its challenges. A key reason was meeting with someone whose team had performed better this January compared to last January, motivating them to double down on their current industry efforts.
• 04:30 - 05:00: Marketing through Open Houses The chapter titled 'Marketing through Open Houses' delves into the inspiration and strategies behind leveraging frequent open houses as a marketing tool. The narrator reflects on a pivotal moment of realization upon observing a larger team accomplishing more, which sparked the decision to increase their own efforts. The strategy was further influenced by a video featuring Kyle Whistle, who advocates for conducting 30 open houses in 30 days with the expectation of securing at least one transaction. This approach prompted the team to attempt conducting as many open houses as possible, aiming to optimize their marketing success.
• 05:00 - 05:30: Strategic Location Selection The chapter titled 'Strategic Location Selection' appears to focus on the success and continuation of a project that started in June and continued through to December 2023. The narrative highlights consistent and ongoing efforts without interruption, including hosting a significant number of open houses, amounting to roughly a hundred. The dialogue suggests a learning or inspiration from observing 'what Kyle was doing,' implying strategic actions based on the observations or methods of others.
• 05:30 - 06:00: Understanding Your Market Wisdom This chapter discusses the expansion and strategies employed by a real estate team. The speaker talks about tripling projects from previous years and emphasizes the increased momentum and challenges in 2023. After moving brokerages, they grew their team from three members in June to ten members, including the speaker, an administrator, and eight agents.
• 06:00 - 06:30: Adding Value through Open Houses This chapter discusses the importance of open houses in lead generation and team building. The conversation reflects a positive attitude towards using open houses as a strategic tool, emphasizing the need for effort and adaptability in different weather conditions. The commitment to the strategy is highlighted by recalling its use even in harsh temperatures, showing the dedication required for success.
• 06:30 - 07:00: Efficient Lead Follow-Up The chapter 'Efficient Lead Follow-Up' discusses the challenges faced during summer when setting up and taking down signs for open houses or showings. It highlights how the intense heat, especially in vacant houses where the air conditioning is off, makes the task physically demanding. Despite the discomfort and challenges, the narrative suggests there's no room for excuses in ensuring the tasks are completed efficiently. The focus appears to be on dedication and perseverance in maintaining professional standards regardless of the circumstances.
• 07:00 - 07:30: Open House Best Practices The chapter 'Open House Best Practices' addresses the fluctuating reality of real estate transactions using a specific example: the speaker mentions having no escrow in June followed by ten in July. This variance emphasizes the motivational power of success in real estate. The mention of agents and their ambitions highlights the chapter's focus on the drive and determination needed in the field, likening high ambitions to those of Elon Musk. Overall, this chapter provides insight into the challenges and motivations in real estate, particularly in managing open houses effectively and maintaining resilience through market fluctuations.
• 07:30 - 08:00: Overcoming Common Objections The chapter titled 'Overcoming Common Objections' discusses the motivational factors that arise when faced with challenging situations. It emphasizes that when individuals are out of their comfort zones and in high-pressure situations, creativity and determination can flourish. The narrative shares personal experiences of breakthroughs and successes achieved when under pressure, highlighting a mindset of resilience and ambition.
• 08:00 - 08:30: lizing Team Skills Post-Open House The chapter discusses challenges faced by a team after an open house event, focusing on how the team coordinated their efforts to improve results in tough times. Initially, the team didn't have a specific strategy and sought opportunities wherever they could find them, indicating flexibility in their approach.
• 08:30 - 09:00: Creative Marketing Tactics This chapter discusses creative marketing tactics used in real estate to increase exposure and sales. The speaker shares a past experience where their brokerage lacked a comprehensive network or platform to connect with potential clients. They had to individually ask agents to collaborate, specifically to host open houses. Eventually, the team's reputation grew, and they now have over 30 agents who readily contact them for open houses whenever they have new listings, making the process much more efficient and successful.
• 09:00 - 09:30: Managing Real Estate Challenges The team initially spent six months in a less strategic mode. However, over time, they adopted a more systematic approach. When a new team member joins, they help them create a 'buyer profile.' This profile helps identify the ideal buyer and the specific desert area they should focus on. The aim is to become a market expert and engage with relevant clients. Initially, the process was more random, but now it is focused on building expertise and targeted communication.
• 09:30 - 10:00: Breaking Redundant Patterns The chapter explores the speaker's initial unsuccessful attempts in real estate by sitting open houses in high-value properties that attracted older demographics. The speaker realized these were not his target audience and adapted by shifting focus to more suitable locations in North Indio. This strategic change, rooted in personal experience of living across several communities, eventually led to selling successes.
• 10:00 - 10:30: Adapting to Market Change The chapter 'Adapting to Market Change' discusses the importance of knowing the local community intricately. It highlights the advantage of understanding every housing plan, HOA costs, community demographics, and the pros and cons of different areas. This knowledge allows one to stand out in competitive environments such as an open house, demonstrating expertise and understanding beyond being just a temporary presence. By having this depth of knowledge, one can better engage with prospective clients and assert themselves as a credible expert in the real estate market.
• 10:30 - 11:00: Evolution of the Sales Technique This chapter discusses the challenges faced by sales agents when conducting open houses. It highlights the misconception that open houses can only take place on weekends and must feature their own or a colleague’s property. The chapter emphasizes the frustration experienced by agents due to the lack of desired results from these events. It suggests that many agents quickly dismiss the effectiveness of open houses after only a few attempts, often labeling them as a waste of time due to low turnout and uninterested attendees.
• 11:00 - 11:30: Cultivating Resilience and Persistence The chapter titled 'Cultivating Resilience and Persistence' explores the value and strategy behind hosting open houses as a real estate agent. Despite common objections regarding open houses, the speaker shares their personal experience of consistent success in generating leads through these events. By emphasizing the importance of positioning oneself for success, the chapter highlights that while the speaker did not hold open houses every weekend, each event attended resulted in at least one solid lead. The narrative underscores resilience and persistence as key qualities for success in converting open house interactions into valuable business opportunities.
• 11:30 - 12:00: Ensuring Constant Improvement The chapter titled 'Ensuring Constant Improvement' discusses techniques for ongoing personal development in the real estate industry. The speaker reflects on their early career, emphasizing the importance of community knowledge and strategically choosing open houses near their office. They attribute their success in impressing potential clients to their deep familiarity with the area, even if it wasn't explicitly planned. The speaker started in real estate in their early 30s, which was a pivotal time in their career. This chapter stresses the significance of using one's environment to foster continued growth and success in real estate.

26 Deals from 100 Open Houses in 100 Days - Peyson Roberts Interview Transcription

• 00:00 - 00:30 we now we roleplay open people walking into an open house every single day in the mornings now uh and what we do is whoever was a conversation that one of us failed on and couldn't pull the phone number from next morning we bring that conversation we are that guest walking into the open house on zoom and we're have another agent go and break it down see if they could get the phone number if not okay we'll figure out what we could do collectively so that we have we could fix that conversation since we started doing that everyone it's they'll
• 00:30 - 01:00 come back literally like it seems like it's almost the next day an agent will be like hey I pulled a lead it was we the conversation we we rehearsed this morning or or talked about yesterday I just pulled a lead because we had that [Music] conversation all right folks uh we are back a little bit of a Hiatus you know because of the Thanksgiving holiday we're back here in the group I love bringing people practitioners from the industry uh that are doing interesting
• 01:00 - 01:30 things in the marketing space lead generation space lead conversion space um and you're in for a treat today this's a really interesting you know person with a great story to tell us this is Pac Robertson out of Palm Springs California and you know I ran into him in another Facebook group uh because he was talking about a little I don't if you want to call it an experiment or a or a project uh that he took up over the summer of doing a hundred open houses in a hundred days
• 01:30 - 02:00 and that's a catchy title that's a that's a whole course right there right that's that like a training vir program how to do 100 totally could be 100% right this is episode one this is the intro this is the episode zero right of the of the training course uh 100 open houses in 100 days and pacon correct me if I'm wrong looks like so far from that effort you guys have done at least 15 transactions from those from those leads from that effort in the second half of 2023 which is really impressive man this has not been an easy six months months
• 02:00 - 02:30 in real estate people if you've been watching at home uh probably I'm gonna tell I've been in the business for a long time since 2010 this is probably the worst six month stretch I've seen since 2010 I be really honest with you right uh transaction count you know the uncertainty recession fears all these things right um for you to go out and do this and get results with that kind of a lead generation strategy is really impressive to me pacon but but let's start at the beginning pacon so tell tell the audience Who You Are
• 02:30 - 03:00 how did you get into real estate and then let's segue into why 100 open houses in 100 days go for it so I got into real estate um I saw a video about uh apartment investing back when I was 16 years old that's what got me initially into real estate um wanted to buy Apartments I was set on that literally from like that day um and i' I've started to to work on stuff towards that uh but right after high school I was like well I have no money to buy Apartments I was watching another video
• 03:00 - 03:30 from another guy and he said he made $150,000 selling a house and obviously it's not as near as easy as that and I've since learned that over the past three plus years uh but literally that second I saw the $150,000 commission check that this guy made on YouTube I bought the coursework that day which was my birthday I was turning 18 that day um no 19 that day and then I I finished the coursework in a week and then rest is kind of the history but I was like I just knew there you were booking it to
• 03:30 - 04:00 get that license holy cow yeah I just wanted the license so I got started August of 2020 right in the middle of Co so it was an interesting time so that's even one thing I it's funny before leading up to this whole open house thing that I did in December January 21 heading in 2022 like I had done great my first two years um considering where I started from and everything and all a sudden everything slumped and I was like am I in the right business like in my Linder and I who's
• 04:00 - 04:30 my who is now my best friend we both were debating leaving leave leaving the industry going into some type of other sales uh and we were doing the math on what's the fastest way to make a million plus dollars a year and what's the fastest way to go and be able to buy real estate because that's what we both want to do so we ended up doing the math and we're like okay this Market maybe it sucks right now but we just need to double down and the reason why I decided that was I had met with someone um him and his team had done more transactions this January than they did last January
• 04:30 - 05:00 and that's when it's was kind of like wait if they could do more and they're a massive team and they're they're not doing less why can't I do more um and so that's the that was kind of what started it all um and then ended up coming across this this video on doing 30 open houses in 30 days from uh Kyle whistle and he's like you should be able to get one transaction out of it um so we started and we're just like all right we're going to just shoot for just as many open houses as we could ly do
• 05:00 - 05:30 basically um and that's what turned it into what it is now uh and now we still do them literally two today and we started that we started it beginning of June holy cow so from from June you so June through we're basically at December recording this right basically a day before December 2023 six full months you started in June that's six full months you guys have been at this and you're still you haven't stopped actually yeah didn't stop it was like aund and then you're kind of done it was like a hundred open houses so you you saw what Kyle was doing and you go I'm going to
• 05:30 - 06:00 3x that because maybe that worked in 2022 this is 2023 baby this is like you know slump on steroids you tripled up the the the project at first and tell me about your team is it yourself other agents what's your team look like right now yeah so I when I moved brokerages I started a team so I started the team the same month that I would started this open house thing so we started the team in June three there's three of us in June there's 10 of us now so it's myself an admin and then eight agents um and we
• 06:00 - 06:30 most of our lead generation and pretty much entirely is through open houses across the board love it love it love it I love I love that because that's such a smart way to build a team right it's like you want more deals I'll teach you what you have to do now you gotta get out there and put in some you know again you know you know it's nice weather and Paul spring you can't complain that bad right especially right now it's must be the best time of year go back to when we started though it was 115 120 degrees outside and we still were doing it every day we would just have to bring a change
• 06:30 - 07:00 of clothes to set up signs Because by the time we were done setting up signs our hair would be messed up soaked yeah soak so definitely I would say no excuses during the summer because it was it we were sweating literally setting up taking down signs the house would be extremely hot because people would turn off the if they were vacant houses the house would be 100 degrees we'd be trying to cool it down to you know at least 80 and 80 is still hot in a house so uh but ended up turning into this
• 07:00 - 07:30 thing reason reason why it it we continued to to follow with it is because in Jun in July so June I was slow I I didn't have a single Escrow in June July I had 10 escros so that so I love that because number one that is the best motivator let's not you know Miss words here the the the best ideas the biggest projects the biggest hustle that I see with agents is not what they have 1020 deals in escrow that's usually again you maybe you're maybe like on musk size ambition that that doesn't
• 07:30 - 08:00 motivate you for most agents like I'm cruising this is all I to do no no it's usually when you don't when you're not in that situation the creative juices come out right that the that the motivation and the and the drive uh to do these big projects comes out because your backs to the wall it's either sink or swim and and you're not GNA sink right it's like hey let's see how far you know we can go I love that situation that's personally when I've had my best you know breakthroughs my best outcomes you know for my company power I say has
• 08:00 - 08:30 been not when times are great I'll be honest with people it's been when times are not great and you're trying something different you're trying something you know tell me more so there's at the early on there's three agents working with you right so I mean what what did you guys did you guys like divide and conquer go to different or did you target like one certain all of them in one certain neighborhood or wherever you could find no no at first it's just wherever we could find them so at first it just like hey whatever agent it didn't matter if they were with us cuz I I had a listing that I City myself
• 08:30 - 09:00 uh that was my listing and then my two the two agents that were with me we just had to find them and our brokerage at the time didn't have as big of a blueprint where we're at currently which is funny but it didn't so because of that we uh we just had to ask every single agent that would allow that until we found someone that would allow us to now going in the future now we have like 30 plus agents that every time they get a new listing they call the team and they're like can you please sit open houses for us now it's easy I it took it
• 09:00 - 09:30 took us all six months asking yeah so but at first yeah it was just sit whatever we can now we're more strategic about it so now like we when someone joins the team we sit down and we help them create like a buyer profile essentially of who their ideal buyer is and what Mar and what area of our desert they know the best and that's where they sit and we don't tell them to differ or change from that because you want to obviously be the market expert and you want to talk to people that also want to talk to you uh in the beginning I would sit some stuff
• 09:30 - 10:00 actually before I started this whole thing I tried sitting open houses and these $3 million houses and the average person I walked in was probably 75 years old they were not my people at all and I don't think I pulled a single lead from it but I was just hoping yeah and so where as soon as I switched it up I got smart about where I sat and I'm sitting in the I'm in I live in North Indio specifically in the Palm Springs area I sit North Indio because I've lived in pretty much every Community thanks to my parents growing gr up and I've now sold
• 10:00 - 10:30 in pretty much every community and so I know every single I know pretty much every single for plan I know the the HOAs and what they cost I know the type of people that live in every single Community I know the benefits of One Versus the other if one has melaro whatnot so I could just start spit firing the stuff off in an open house so people instantly know okay this guy's not just some random guy sitting in an open house here today he really knows what he's talking about because you you were that guy before you were in the wrong place wrong guy wrong demographic
• 10:30 - 11:00 you know you were sitting in open house to sit one and you know surprise surpris you didn't get the results that you wanted I think that I love that you know nugget I think that's worth the price of admission to this to this you know interview uh I see a lot of agents that try open houses and when they try I mean like two or three a month because they seem to think they can only happen on Saturday and Sunday afternoons only have to be either their own listing or their friends listing and they don't get the results they want right like hey i' I've done open houses open hous is the worst no one walks in the ones that do already
• 11:00 - 11:30 have an agent I I I hear all these objections P to to people just saying that open houses are not great you already gave us the solution to one of those problems which is hey put yourself in a position to win okay because I I got a lot when I was an active agent you know three years over 100 transactions open houses were great for me right I did I'm not gonna lie I didn't sit them every weekend but but when I went there I probably have never been to an open house that I didn't get at least one solid lead from like one like one person that I could call that
• 11:30 - 12:00 day the next day the next week right at least one and it was because of what you just said actually I only ever sat open houses that were near my brokerage my office so I knew that area forwards and backwards I was from the area same thing right so I I had really I hadn't really laid it out the way as clearly as you did but but I'm like that makes a lot no wonder I I was able to impress these people I was to impress people you know when I started I was you know early 30s when I started in real estate not you know late you know 20s early 30s but my
• 12:00 - 12:30 clientele was late 20s early 30s so I I kind of fit right in with them right there's a lot of new construction because I've been a home buyer a few years before of new construction I knew these Builders inside and out I knew these neighborhoods inside and out I could talk about the quality of some of these finishes and I'm not I'm not a construction guy at all right but I I geek out when I'm gonna make a you know half a million dollar purchase right so I'm like let's figure this out and I'm one of those guys so so I was able to impress them so my question for you is
• 12:30 - 13:00 pacon number one put yourself in a position to win like think about those things figure that out don't be the you know 20-year-old agent in the retirement community probably again maybe maybe you're super personal you love talking maybe but you're probably not going to be a great fit you're not gonna inspire a ton of confidence you're not gonna impress it's GNA be much harder to impress these people you're sitting in an open house how do you make make sure
• 13:00 - 13:30 you're impressing these folks what what's is it a script you guys teach members of your team is it the setup how do you make sure because because it's not just sit in the open house you already told us just that ignorant about right that's the thing I it's so funny because I watch other people now try and copy us in our Market they'll do it for like a week and then they quit I'll notice because I'll see it on their social media then they'll quit and I'm assuming it's because they're not getting the results that we're getting um we so we now we roleplay open people
• 13:30 - 14:00 walking into an open house every single day in the mornings now um and what we do is whoever was a conversation that one of us failed on and couldn't pull the phone number from next morning we bring that conversation we are that guest walking into the open house on zoom we're gonna have another agent go and break it down see if they could get the phone number if not okay we'll figure out what we could do collectively so that way we have we could fix that conversation since we started doing that everyone it's hilarious they'll come
• 14:00 - 14:30 back literally like it seems like it's almost the next day an agent will be like hey I pulled a lead it was we the conversation we we rehearsed this morning or or talked about yesterday I just pulled a lead because we had that conversation so what we're doing is we're we're mimicking what guests would act like because we've we've now sat so many so we know exactly what they're going to say or what they're going to do um we the thing is is like we just we really try and emphasize like we're in an open house and we're using it essentially as a buyer consultation it's not to sell the house that we're in so
• 14:30 - 15:00 we'll use the house we'll be like a lot because a lot of people come from our open house so we always like to ask people soon as they walk in are you are you coming from Zillow realtor.com or are you coming from our open house sites and then if we know they're coming from open house signs they're not going to know anything about the house so we're like hey this is a three-bedroom house is that what you're looking for oh no I'm not looking for a three-bedroom I'm looking for a four-bedroom okay well that completely Rule and I'll tell him like okay that completely probably rules out the this house for you then and I'll
• 15:00 - 15:30 I'll say hey but I do know of houses right across the street in this neighborhood hendes they have four four bedrooms and they're 1,800 square feet and they're priced at 500,000 this is priced at 649 would that is that something that' be ideal for you of course they're going to say yes of course price difference bedrooms is better I have then lists of homes prepared for those people based on what general ideas of what people like so you got these you got you know these are already printed out ready to hand off
• 15:30 - 16:00 you guys already you're already not printed out so it's links and I just saved in notes because I want we want the phone number so we're like hey we'll text you so then it's hey we'll text you so we send them the link over now we have their phone number and now and so we just continue the conversation to really understand what they're looking for and as soon as they leave we send them a video of us not on bomb bomb not anything fancy because I tried it and I wouldn't I stopped doing I literally just sent a video with the iPhone video and I just like recap hey this is pacon
• 16:00 - 16:30 great to meet you at the open house today just to recap this is what you're looking for this is what I would recommend next steps be here uh go ahead and let me know if you have any questions based on those homes that I sent you if you want to set up showings whatever it is so that way they then have a video of me so that way they obviously remember exactly who I am and then I just start following up with them relentlessly until they're ready to do something so but basically everything we do inside of the open house is finding a way to send them a text so like if people get to the point where we're asking them about financing I always
• 16:30 - 17:00 like to assume oh like would you guys be purchasing this home cash because then it it makes everyone feel better that they're like oh you think I could afford a house cash thank you so I always say that they then they're like ah no we need financing and we haven't talked to someone yet and I'm like oh great I have this amazing lender that I love to death like he's who my clients use every single time I never Deeter from him like this is the guy you have to work with like if you want to talk to anyone and he you don't have to submit any documents to them you don't have to you
• 17:00 - 17:30 know you don't have to go all in just sit down and have a conversation with him and I'm like does that and they'll be like okay that sounds great I'm like okay if it's okay with you I'll put us in a group chat with him so that way you guys can set up a time that mutually works for both of you for a conversation how does that sound then they give us the phone number so then we have the phone number that way and the lender one works great because then he ghost has his full consultation with them gets them approved and then he will call me and he's like all right they approve this they're ready to go they want to start going on showings now so because
• 17:30 - 18:00 we've I've already gotten enough info from them and then he's gotten enough info from them we don't need to go and do another buyer consult because we have everything we need to know and they're ready to look I love that so that's how we yeah that that's amazing bason because you know you you you guys simplified that Bier consultation by hey the open house is a Bier consultation get we're we're face to face there something brought you through the door what what let's talk about what what it is you need and you guys go to it come into what what Persona does this person
• 18:00 - 18:30 fit into if they're coming for specifically the home I love that question because I think some agents some agents are even kind of Clueless on how people you know do open houses nowadays right if they are more serious Shoppers of course they going to go on the apps Zillow go he fil trout we're the open houses right now Saturday let's hit our open houses boom is the home that we like open today let's take a look let's go right Bo let's go for it and I think that's a very different profile of of buyer than the hey you
• 18:30 - 19:00 know we're driving around I saw Pac and sign let's go take a look at see what see what's out there right completely different scenario and I think most agents don't realize that I I I honestly I really feel that people don't think about it to that level of detail and then the other thing you said which I think was go we're gon to clip that 100% you know video editor check that out what's the best way to ask for a phone number from an openhouse lead is don't ask for the phone number that's the best way to ask for it are you right right like and and it feels like me because we
• 19:00 - 19:30 do a lot of calling uh you know for for real estate agents the best way to ask for the email is not to ask for the email it's like hey do you want this really awesome thing great what's the best email to send that to because we're not asking for email you want the thing right the email is a by product of getting it to you right but but the valuable thing they're going to give you is worth that price of admission and you think yes it is for sure we're doing a transaction right trans too many agents feel so let me let me tell you the classic tell me if you agree with this the classic School of open house uh
• 19:30 - 20:00 prospecting open house lead generation is go find an open house on a weekend Saturday or Sunday your own listing your team's listing go sit on it be nice to people be a a house greeter essentially and wait and see if anybody has any questions that is the the old school classic standard very passive openhouse strategy that I see people fail at and fail at fail at you know like try it for
• 20:00 - 20:30 a week and it doesn't work of course you're not GNA you're not gonna do that for a whole week you're get zero out of that in a whole week yeah we're running at the door we as soon as we see someone coming up we're running at the door and we'll slowly move with them so that way they don't just instantly run through the house so like we're literally walking through the door we're greeting them asking if it's a s sauce from ass signs or sauce from Zill realtor.com then we'll ask like so one house I usually sit that I'm sitting today after this is it's either going to be a residence or it's going to be a short-term rental so I'll ask people
• 20:30 - 21:00 okay are you looking for a home to live in or are you looking for a short-term rental oh we're looking for a home to live in I I will then explain because that that neighborhood in specific has a way higher price per square foot because it's the only one in this area that allows for vacation rentals so I tell people hey look this is a great home it's beautiful I'm sure and you're going to see it but if you're looking for something to live in you could probably get something for a better price or get more bedrooms or get more square footage
• 21:00 - 21:30 if you look at another one and then I'll go into the same thing with the links that I have and then people don't feel like I'm trying to sell them on the house that I'm in because I feel like that's always the thing because you know usually the even even myself when I first started doing open houses was like hey my name's pacon thanks for coming into the open house this is a three-bedroom two bath home it has a pool in the backyard it's priced at 649,000 it's 1300 square feet and then you're like go ahead and take a look around and let me know if you have any questions that's usually the SPI pretty much that's the it must be written
• 21:30 - 22:00 somewhere right because that's what everybody does and then if you give them all that then they don't care they're going to take a look at the house say hey this doesn't work for me thank you bye and then then you're done you maybe hand them the card and if you hand them the card you lost like if you have if you have to hand them your card or any type of flyer like we don't try and hand them anything and purse everything is like hey we could send this to you everything is we could send this to you so like we literally we have we have property flyers I have my cards out um and we even have a sign in sheet but we
• 22:00 - 22:30 don't ask for people to sign in we just have it there because sometimes it's hilarious people will just start writing their contact info down it's the most simple thing um and the other thing that people always ask we never ask if they have an agent if they have an agent they will tell us got it got it so we never ask because if you ask them if they have an agent it is the easiest cop out for them to just say yeah I have an agent even if they don't and now you just lost there's no recovering from that I so you're giving them an hour you're giving them an out yes you're giving them a way
• 22:30 - 23:00 to say yeah sorry like I'm I'm already working with someone even if they're not working with someone so we never ask if they if they have someone they'll say hey I I'm already working with an agent okay no problem and we'll let them we'll let them do their thing I'm not gonna impose on another agent's work so but I never ask like I'm never like hey are you working with an agent and it was funny because I I have a friend that uh works in the San Diego market and after hearing that for me he went from converting no leads in open houses to I
• 23:00 - 23:30 think he closed one within like 30 days after that for like 1.8 million volume solely because he stopped asking people if they had an agent because you're right you know and one thing you know Pac I think people need to adapt because the consumer is way more savvy than scripts from the 80s and 90s right you cannot go in there you know at with the same script the same objection Handler the same approach than when there were no lead no houses online right when the agent was the Sole
• 23:30 - 24:00 Provider of information you know back in I mean this is like back in the day um you know people couldn't even find homes you know anywhere they had to go to real estate agents so that approach the passive approach is the I have all the listings in my back pocket you got to come through me if you want I'm just gonna wait here and wait for you to ask me that's no longer the case right that just doesn't exist anymore you gotta go out there and I love what the approach you have the approach you've got in every aspect of your of your process Value First how instead of how quickly
• 24:00 - 24:30 can I set the appointment how quickly can I get their phone number no no it's how quickly can I add value to this random person that walked into my house right how quickly can I add value I don't know if you if you phrased it that way but that's what you're telling me right now it's like how quickly can you give them an insight and teach them something they don't know and I absolutely love it any way an agent tries to do that there's many ways to do it you're you're giving me a great example of you need to find out what's your in what the angle what is something you can add value for them teach them
• 24:30 - 25:00 something you know they don't know I absolutely love that because that's GNA set you apart from about 99.9% of the agents out there no offense I love you guys right I'm an agent too but we typically don't think that way it's like hey what's it for me when do you want to go see homes are you pre-approved like are are you are you like ready to go right now or you're not okay well you know here's my card right the very passive approach here my card and it's so funny like a 50 year old agent once told me this this was like a decade ago
• 25:00 - 25:30 and he's like you know I don't even Carry business cards like why I was you know clueless why not I mean how are you going to tell people to follow up with you well well I just ask them for the number like you know you know I forgot my business card what's the best number for me to call you whatever conversation it was right when if it came to like the passive giving the card I don't know the other way around what's the best number for you he would put in his phone like right then and there and you know I was like I just completely blew my mind like what a smart way to do it like yeah cuz the car again from the back in the day when the
• 25:30 - 26:00 agent you had to go reach out to the agent to find out anything not not the it's too easy to ignore I me everyone has vill on their phone these days every single person has ill on their phone so you have to find you have to find something that they don't know about and you have to find like you said like a f you have to find a way to add value so if it's um hey you like they're looking for four bedroom houses in this area and you happen to know of an off-market one that's coming on the market Market soon hey I have something coming up you know
• 26:00 - 26:30 we I've done that a gazillion times like we have we use there's so many different ways to go about it but you just have to listen it's all about listening to what they want and need in something and then using you could use the home you're sitting in to help figure that out like where it's like hey this is three bedrooms is that what you're looking for hey this has a pool do you want a pool you know like this is 1300 feet or this is priced at 629000 is that in your price range or is that where like to be then they'll just if you just shut up they'll just start
• 26:30 - 27:00 talking and then before you know it they're they're like they leave the open house and they're like wow this guy was amazing I had one lady she left and she's like I'm firing my agent and she and as she walked out because we had such a great conversation 100% value value value whereas you know I'll be honest a lot of Agents don't think that way it's all about you know like chatting him up being nice being friendly again that that can get you far in this business not say can't but but when you're up against an agent that is value first has a great offer is going
• 27:00 - 27:30 to make it very enticing to work with them good luck with that right because that's gonna set you apart in almost all instances so pacon let's go back to uh uh let's get more tactical than strategic right more tactical when we're talking about setting up the open house and tearing down the open half words what is that you guys have I'm guessing you guys have a process for that too because you expect people to show up because of your signs so I'm guessing you don't do the typical three signs right a lot of Agents do they put one in the door one in the corner and then one
• 27:30 - 28:00 in the intersection there's three signs total I'm like I'm guessing you guys do something different what's your what's your setup process like so we have a whole open house checklist that I wouldn't mind sharing with everyone if they if I can somehow do that for you guys but so basically we we always set up all of our open houses for the week the Saturday before so that way starting Monday it's already been on for 48 hours and all the way through and then and then it goes that all the way goes goes through next Sunday and then we do the same thing and the way we set them up so we set them up 48 hours before we
• 28:00 - 28:30 obviously make sure they're in an area that you fully understand that you want to be in that you like the people that are in that and that they get along with you so you have to make sure that you're in a good area um we then have an open house checklist and one of the things that we do so one thing is posting on our Instagram and Facebook stories about the open house coming up um like if you to my Instagram right now I have all of them on there already um I then even usually will jump on my story I'll pull out my phone and I'll literally just start talking to my to my story and I'll
• 28:30 - 29:00 start telling people about what we're doing or what's going on so that people can see who I am um on top of that we co- call the neighborhood beforehand and we like to invite people to the open house it's not so that way they even come to the open hous it's so that way we could spark a conversation and it's a good way of having a conversation without saying hey do you want a home esman or hey do you want to sell your house so people don't feel like they're being like pushed on in any way it's just like hey do you want to come check out our open house and then a lot of
• 29:00 - 29:30 people will start to have a conversation with you from there so that's a good way of just getting out there it's a good way of just using your open house as another way to drive drive so that that is that is something you know I don't even think like the the the Keller Williams seven level open house I don't even I don't think they even have that I don't think they have like prospecting the neighborhood not by door knocking by picking up the most efficient way to prospect is the phone right so how do you do that is that like you guys like Mojo or Red X what system yeah so we're we're using we're using Mojo dialer the
• 29:30 - 30:00 triple line dialer with the neighborhood search so we'll just do the free form plot around whatever the neighborhood is and then we call it and we'll call it a few times because we're usually sitting in the same house seven plus days in a row so we'll call it a few times so that way we can get a hold of everyone because obviously day one you're not going to get a hold of everyone day two you're not going to get a hold of everyone day three so we'll just call until we pretty much get a hold of everyone we possibly can got it and so we have that social media is the huge piece um because obviously every perspective is everything to everyone
• 30:00 - 30:30 clientele they don't understand the really the difference between a house going under contract post and you sitting at an open house every day if you're posting that you're doing an open house every day they're going to think you're busy as all heck and I've witnessed it love it so I've gotten more agent referrals and more SOI referrals this year from just posting on my story than I ever have before and it's all because I just post about being at an open house every single day I love that so that part's essential and then from there it's making sure
• 30:30 - 31:00 it's on for at least 48 hours and then openhouse signs we use big A-frame signs so they're uh 36 by 24 Ines um I Custom Design them they have massive arrows on them so that way people could see them even from driving quite a distance in the back um I hate the tiny ones I when I'm driving around town and I see other agents sitting them and they have these little signs and by the time you get up to it you still can't read it then it it just doesn't work so for for me I have to have something that's big so that way
• 31:00 - 31:30 people could see it and actually like know that okay this is an open house coming up I need to get into the other lane so that way I could go and check out the house so we use six to 10 a frames um if I could use more I would use more but my car fits seven a frames so I use seven a Fram and then that size yeah of that size because they're Mass so I use 7 a frames and then I'll always have the stake sign so that way I could stake in extra places if I need to um and I we'll have up to 15 of those extra
• 31:30 - 32:00 because those are much more condensed and flat so but the A-frames are the most important piece and it's where we drive a lot of our traffic so even I would never recommend it but there's been sometimes where like I've sat an open house for another agent and they forgot to put it on the MLS and I was too busy to check um and so that day I get there I do the open house and I realize every person I'm talking to is only coming from open house signs and no one's coming from Zilla or anything I go to check on the MLS it's not there it's not there so but it's still working because my open house signs are good enough at directing
• 32:00 - 32:30 people and they're big enough to where more people are catching them so people are still coming in so they're big enough to where it still draws people in regardless but you obviously you want to have both never I definitely don't forget to check like I have a few times uh make sure you're doing both so that way you get everyone in uh possible so but open house signs are essential like it literally that completely that's completely what changed our business um in the first 30 days that I started doing this with the signs I had a couple
• 32:30 - 33:00 come in that wasn't shopping for a home at all ended up coming in I called them about a week later asking for feedback on the home and they ended up coming back listing their house with me and buying another house in the next 30 days after and after that I was sold so so you're like so you really went from because I was gonna ask you how long you usually wait to see results from activities like this you went from having no one in the pipeline June 1st to by July 30th you said he had 10 deals in the pipeline like you know not not
• 33:00 - 33:30 like you know coming up like in escrow or being listed or active buyers out there no they were there was 10 10 10 in escrow in July wow and I remember thinking like whoa like everything just changed like I was like I and I was then running around like a chicken with my head cut off all of a sudden and just a few months before that I was literally debating quitting like I had only before up until June I'd only closed two transactions wow wow so you blew you know just blew it open within a few weeks it seems right you saw a difference you saw activity you saw
• 33:30 - 34:00 things really really happening so man that is such a GameChanger kind of activity kind of a kind of a kind of a thing and you know so so we talked about the setup the leadup to the open house we talked about the scripting and the general approach within the open house what's the post openhouse activities you already mentioned one you're following up with these leads at least asking them for feedback you've got a lot of you know what what's your do you guys have like a goal of how many you know numbers you're going to get get an open house on per day per house do you have anything
• 34:00 - 34:30 like that or is that we try and get it so I mean it's as many as we could get but I mean we always try and aim for at least seven to 14 phone numbers in a week that's usually our goal is at least seven to 14 um our I don't know I've heard of other areas being a lot busier we have days right now where we have zero people sometimes consecutively even and we have days where we'll have a few people come through so we try and at least shoot for seven because right now our open houses are slower like right now we're zero to pretty much five groups usually that come in so we're not in a super busy market and I that's what
• 34:30 - 35:00 I know a lot of people have asked me is like oh are you guys in a busy market for open houses not at all like not even close so I even I had we were sitting open houses for another uh agent friend of ours that's from uh Los Angeles they had a h they had a house listed in pal Springs and we're like Hey we're s we only had we we only had one group through today we only we didn't even have anyone through and he's like that's bizarre because we're having 15 20 groups coming through an open house in a day so we're not having a ton of people
• 35:00 - 35:30 but we're still pulling deals out of it because of the conversations that we're having um and the for the followup it's should so immediately it's the text or with the with the video and then it's it's finding ways to really so we're really breaking down um what they told us in the open house and we're sending listings um we're doing stuff where like so like say if they're really looking at three bedroom two bath houses with a pool it needs to have this amount of space in the back yard we're are and maybe these finishes we'll send them a
• 35:30 - 36:00 list of homes and we'll continue to keep doing this and we'll just make sure we break down every home that we're sending to them and saying hey I like this one for you based on our conversation on this I don't like this though based on this and I could see why you may not like it and I'll do that with each home and then I'll ask them hey let me know your thoughts on each of them too so that way I could then further understand so that way next time I'm not sending you homes that you don't like I don't want to send you 40 homes and you have to search them I want to send you three three homes and then we go and take a look at the three homes so that's my
• 36:00 - 36:30 goal is trying to just really just value value value not like hey here's 40 homes take a look at all them let me know what you think when you have some time go ahead and sift through all those that's the easy way of doing it yeah yeah that's the easy way of doing it if you go and like you send them 10 homes and you break down why you like and don't like each home for them based on the conversation you had with them in the open house if you had a good enough conversation then it's an easy then they're like they start to pick up on like wow this person's really listening
• 36:30 - 37:00 and they're really proactive they're not reactive and that's what has completely changed for us so and if you for some reason don't get that much information from them what we're doing is some because obviously sometimes people will slip through the cracks uh you may not get enough info of them but you still get their phone number somehow that's why we call the the next day we always call and ask people for feedback on the house regardless of it's our listing or not because it's a way to then understand hey what' you hate about this house oh we hated that it only had three bedrooms or we hated that it backed up against a busy Street Okay cool so if I
• 37:00 - 37:30 had found houses that had four bedrooms and didn't back up to a busy street would that be something you'd be interested in well yeah of course then now you get to have start to have a conversation about what they don't like and what they do like and then now you can start doing it from that so you don't have to always secure it in in in the open house but obviously I would recommend the open house much more than the feedback call yeah I know and I love that and you know because you've got you're giving yourself multiple ways to follow up with them and add value you're also getting multiple ways to attract
• 37:30 - 38:00 people because the open house attendees is the obvious one there's also the calling you guys door knock at all I wouldn't want to door knock in 100 degree heat either but maybe you don't need to calls and you sit the open we we just make the calls um I have some people on my team that door knock because they love to door knock I'm usually at this point now I'm rushing from one appointment to set up my open house LS to do the open house so I'm I just make sure I get the calls in um if you could do the door knocking on top of it I can can only imagine it would only benefit you more um if you could if you
• 38:00 - 38:30 could squeeze it in um you just won't be able to get through as many people and that's why at least for the efficiency of it I do the calling um so but that and then the mix of the the social media like we literally I live on my stories now and that's what even like it's funny people always talk about like oh you have to call your sphere all the time well my my whole sphere follow follows me on either Facebook or Instagram and I post to both of those daily about everything I'm doing and like even today close to the thing I'm like is anyone else just like exhausted right now and
• 38:30 - 39:00 not wanting to do anything like I just talk about whatever I'm thinking or feeling inside my head whether it's good bad or it's about an open house whatever it is so that way people understand who I am and because of that and they see that I'm constantly doing business through open houses putting houses under contract new listings whatever it is because I'm constantly posting they know that we're busy and they know that they could trust us because we're busy so it it's a I would say it's the mix of everything it's not even just like doing an open house and being great at the open house it's you use the open house
• 39:00 - 39:30 in so many different ways to be able to drive people and through social media through coold calling through the open house maybe it's the I have people that we have people that call us just on open house signs and they never even come into the open house and we're working with Buyers based on that so we have people that come in that are sellers because a lot of times sellers don't like to come into open houses you know on a weekend because they don't want to bug well if you sit at an open house seven days in a row guess who's going to come in the sellers because they're not going to feel like they're bugging anymore they're like we've seen this
• 39:30 - 40:00 person out here for now seven days we could probably come in and take a peek and then before you know it you're having a conversation about them wanting to list their house so there's so many different ways to derive value from an open house and so many different ways to utilize it to pull in more leads not just from the open houses you just got to make sure you're doing everything all at once and I think that's what really made our whole business explode it's the mix of everything I I I love that and and quick question because you mentioned it a few times already is that the standard you guys follow if I'm going to
• 40:00 - 40:30 if I'm going to get permission to hold the house open whether it's you know mine or somebody else's you're going to ask for seven days of open houses that's like that's the standard because that that makes things way easier like I I would may I wouldn't guess that was effective but you don't do the same house or you don't do different houses so the reason why we do the same house is because neighbors and everyone start to recognize us so like it like even like one example this house I'm going to sit today I've been sitting there for a few months now and thank goodness it's not listing and it's been on for a few months so but it's not mine so when I
• 40:30 - 41:00 first started sitting it like I saw this neighbor and we would just give each other like a nice you know like head nod and then it started to turn into a wave and now every time he's outside and I'm passing by him I have to stop my car to start talking to this guy because he wants to have a full conversation but it started with nothing but because he sees me setting up my open house signs every single day he now knows who I am so it's just it's it's just free branding and marketing for you to sit in the same place over and over everyone starts to recognize you and then when you start to cold call I coold call my whole area now
• 41:00 - 41:30 this whole entire part of town and people are like oh you guys are the guys with the open house signs that's what we're always recognized see you guys everywhere we see you guys everywhere I love it I have people and then I have friends family other random people they'll like they'll send me a pick on Instagram like just of a picture and all a sudden I open it up and they're like just saw your open outside so like you could tell like everyone's just seeing them all the time so we try and sit in the same split the same for sure the same area and specifically the same
• 41:30 - 42:00 house as much as possible as long as it stays fruitful so if it stops if it for some reason stops generating anything for us then we'll switch it up but we at least try and give it a week plus before we go and switch it up oh wow so you know you you'll do a minimum seven days with that property and maybe even more if if people are still go are coming there why Why move I've been I've been sitting in the same house I think since August 28th if I check I think I could check my law I think it's August 28 and I'm literally going there today I'm
• 42:00 - 42:30 going there at my open house at 3 and there's it's been fruitful because I last night I brought I I brought a new buyer in wow that's awesome so it as long as it stays fruitful we'll continue to we'll continue to do it over and over again and that's way easier than trying to find a new one every single day you know and then also you just become even better at that house you you become even better at knowing that market because you're just sitting in that same area and you get used to who's coming in and what they're looking for absolutely and
• 42:30 - 43:00 we got a question here from the audience thank you lisis for sending us in um you know interesting question I had thought about this do you anticipate the weather do you check the weather report or like well you know I mean this is this is this is indo California right there's not going to be not a lot of you know hurricanes not a lot of you know R race storms snow storms so here's the thing I really honestly I don't check the weather at all I never know what the weather is I just wear shorts and a polo ever single day no matter what time of the year it is um but if it's the only time I won't
• 43:00 - 43:30 sit one is if I go outside and it's so windy because it gets really windy out here sometimes that I just know all my signs will blow over if I know all my signs are going to blow over and all I could see is just a cloud of dust and nothing else that's the only time I don't sit if it's raining I'll sit it if it any other condition I'll sit it if it's 120 degrees outside we still sit it the only time we don't is if it's it's too windy because then our sign basically right like that that Mission Impossible movie where the guy gets away and there not like that if if the if a
• 43:30 - 44:00 bad guy from Mission Impossible can escape in the sandstorm probably not a good day uh to set up your open house understood another question here P pacon you know the last six months you guys have your business has blown up you found a really great way to generate leads um but I mean you know let's not mince words here the Market's not been great the last six months okay let's just let's just kind of say what it is interest rates nationally went from like the mid six perents to 8% in September man like you know I I know a lot of
• 44:00 - 44:30 agents that basically threw in the towel for the year in September because I'm not going to sell another home uh if interest rates are are at 8% so I mean you know you know the world is seemingly on fire around you things are not great we're only going to sell 3.7 3.8 million homes in the country this year I mean how has that affected you the shifting Market if at all if at all because I mean at least assuming you're getting some objections about it it's coming up in conversation anxiety about the market
• 44:30 - 45:00 anxiety about interest rates how have you dealt with that how have you dealt with that or every pretty much every conversation that comes up interest rates comes up or hey housing what what about housing prices going down um there's all those conversations so like I mean the objection with interest rates right now what we're talking about is like hey have you guys heard of a seller credit and we don't like to go after the 21 buy down too much we like to go more after a permanent buy down and we'll get the sellers to cover that and pretty much every seller that we've made an
• 45:00 - 45:30 offer on on on a house that's closed in the past six months we've gotten a seller credit on it up to six% so even in some cases we're like hey like that's even one way we'll pull phone numbers from open houses like hey have you guys heard of a seller credit no well did you know you could get closing cost covered and potentially even a rate buy down or do one or the other at least no I didn't know that so like yeah we could get your interest rate possibly down a whole point or we could cover 15 $20,000 in closing costs for you oh that would be crazy so then
• 45:30 - 46:00 we start talking about so that's one way we could get around the interest rate thing or if they don't have closing costs um in regards to the market overall what we're talking to people about is the desert is one of the last places at least in California that's still more affordable um it's still it's now getting on the it's now starting to get expensive but it's way more affordable than everything else and people are flooding out here from Orange County San Diego and the bay area coming from super expensive markets and we're we have Disney building their first
• 46:00 - 46:30 Community right now in Ranch Mirage and what I tell people was like do you think I'm like do you think Disney would take a chance on our Market if they really thought that the the the area was going to crash like do you think they'd build this brand new Arena that just came in with a hockey team and then we have concerts every weekend that are packed out do you think all these things would be happening if the market was really going to go down at least in this market I don't know about across the grand scheme of the of the country but at least in our desert I don't see anything
• 46:30 - 47:00 happening if any it may stay stagnant it may St stay stable for a couple years but okay that's fine and how long do you plan on owning the house well probably at least 10 plus years okay well then there's no there's no wor problem solved so there that's I would say that's the majority of conversations very few very little conversations actually are like they're not worried about interest rates or they're not worried about the the hous Market most most are worried about it and that's one of that's one of the reasons why we role
• 47:00 - 47:30 play every morning so that way everyone on the team knows how to handle those types of conversations um so that way we're not like uh and you get stuck and then you end up losing that lead yeah I love that you know and your area again great area but you know it's not it's not like Miami it's just I mean it's a I was looking at the stats for the market the Market's flat I mean you know the same amount of homes sold as as last year so flat market right the market didn't grow anything at all you know over the last 12 months right but it doesn't seem like your business was flat
• 47:30 - 48:00 though right P's like yeah I think you guys did a lot better this year I went from nine transactions I think we'll finish 35 for the year wow and I I will account for 20 I think I'll count for 28 of the 35 or so wow holy CRA went I myself went from nine to about 28 tripled so you tripled you know so so you weren't flat right so people like oh the market this the market that market in India is a flatlining market for the
• 48:00 - 48:30 last 12 months 18 months because of the market that's where fact that's not bad actually a lot of markets are down right so it's a decent market so to speak uh Market didn't grow there's probably less listings out there than there were a year ago there there's a sales are flat from a year ago and your business tripled from one year to the next right it not the market actually it is the approach it is your ability to attract and find the motivated buyers and sellers the thing is is like you said so okay maybe what I think usually five million
• 48:30 - 49:00 people buy or sell within a year this year is 3.8 okay there's still 3.8 million people people buying and selling seven million sides almost eight million sides how many do you want right yeah like you there's still there's still people having to do things regardless it's just going to be okay are you the real estate agent or is someone else the real estate agent that's going to do the business because someone's going to do it it's just decid deciding on if you're going to be the person doing it or if someone else is and that's even something I had really sit down and think about myself back in January of
• 49:00 - 49:30 this year okay do you want to be the person or do you want someone else to be the person so and that's why we're just if you're going out and you're constantly doing open houses or you're at least just doing something every day to show people hey I'm not backing down just because the market sucks people are going to come to you they're going to trust you they're going to want to work with you because you're doing stuff when other people aren't wanting to do anything right now I love that and you know uh uh Pac you know I'm glad you were transparent here with the with the audience saying that you know a few
• 49:30 - 50:00 months ago not that long ago you were thinking of leaving the business right I think a a lot of Agents have had that moment over the last 12 months and you know you were able to pull yourself out from that right you saw someone else kind of killing it you know how how could that wait hold on how could we both be in the same Market in the same time right it's like what's going on and you asked that question critically and you said okay there's got to be something I should be doing to make myself successful I think of Agents surround themselves with negativity and convince themselves this this is what this is when you're really done okay this is when you're really finished in this business you convince yourself that
• 50:00 - 50:30 it's not about you you're a victim of the FED oh the FED screwed me over yeah I was having I was having a great year man but you know J Powell and Company decided I shouldn't sell any more homes so there raise interest rates from seven to eight and I'm done for the year yep that was exactly so my problem exactly was I was at and it's not and I don't think it's anything that has to do with brok just specifically and just where I was at before I didn't have it I everyone was down no one was doing
• 50:30 - 51:00 anything and then I was talking to some friends I have the ones that they were up in January and they're up even this year this whole entire year they're up the entire year um and I all every single one of them has grown their business by I think at least 50% this year every single one of them and I was like I'm hanging out with the wrong people I'm talking to the wrong people I need to be around those people and so I literally I hopped brokerages and I don't think you have to always hop brokerages but I was at a small one before and so I didn't have too many
• 51:00 - 51:30 people to to Really lean on I I instantly moved I'm like I need to surround myself with better people and that's all I've done since and because of that even on days where I may feel like I'm not as excited or amped up I I go and I then look at their post and they're like we just closed 620 transactions this year and I'm like what the heck I need to go do more like I I just sold 300 million in volume this year okay well I need to do more like so I'm constantly now surrounding myself with great people that and that's been I
• 51:30 - 52:00 would say and I mean that's been the biggest Difference Maker it's just like proof of concept seeing other people do things uh when especially when you possibly think that it's not or when when you think it's not possible I I I love that because you know and that's the game you know as an entrepreneur as a salesperson as a business owner I mean you gotta hack your own mindset like what motivates you what what gets you out of the run because if you don't figure that out you're going to do what most people do you're going to stay in the Rut you know that mean you know you can you can stay there and you're out of
• 52:00 - 52:30 the business you're back to a 9 to5 and again some people have done that this year and again empathy I understand there's a lot of circumstances out there not every story is the same all things being equal though we convince ourselves that we're not going to be successful all things being equal man I really believe that we convince ourselves we we lose that argument with ourselves that anything that we do can impact the end result and become we become these macroeconomists of Doom you know be be a macroeconomist of like hey things are G
• 52:30 - 53:00 to go we were talking about real estate in the United States of America man I mean is there any better investment over the last century I mean so be a macroeconomist in that sense don't be the macroeconomist that is predicting the next market crash because you're so smart that's just not the right way uh if you're gonna hack your mindset do it in a in a in a positive way and and Pon you know we've talked about the big wins the conversions the the Kudos you know I'm sure there's been some ups and downs
• 53:00 - 53:30 especially in these those first 100 days right I mean you know what tell us about that I mean you know three days in a row no one showed up right you didn't get any of those leads it wasn't always a hot week right we have slumps I've had slumps for a whole week I don't get people so and and it still continu like even Monday I had no one come in I was like I was really I was annoyed over it even though I've dealt with it a million times now I was like man I haven't had anyone come in and like we've had it's definitely we've had Pockets where it's
• 53:30 - 54:00 completely slowed down and like my lender is like hey like what's changed like why are you guys not sending more people this way and it's because the people stopp ping in STO coming in for a minute or or we weren't able to convert people so there's definitely there's there's big ups and downs in it and the thing is but that's where it's just all about the consistency because you never know what day someone's going to walk in and be the person that you need need that once to go and get pre-approved right away and starts looking at homes and every single day that I'm like all
• 54:00 - 54:30 right H maybe I shouldn't do an open house today that's usually the day where someone comes in that's ready to do something like every single day where i'm like I should just cancel it for today I should just relax and just I should just I should just take one day to myself I should just take one day to myself I decide not to because I know that if I do that I'm missing out on someone potentially coming in and that's usually the day that someone will come in and then they'll want to go and get pre-approved with us and may take a few weeks even sometimes in that scenario but it's always it it's just always
• 54:30 - 55:00 about the consistency I think that's literally all it is because people keep asking like what's the best day I don't know the best day to be completely honest with you if you look at our stats every single day we've had just as many people come in at one point Monday all the way through Sunday and every single day too we've had zero people come in at one point so I don't know like I really don't know I don't I can't read on to what other people are thinking when they're looking at the open house signs or Zilla so why not just sit every single day use it as an on-site sales
• 55:00 - 55:30 office still do your other work use your phone as a Hotpot and crank out calls or or work on other uh contracts that you have going on whatever it is there's something that you could always be doing even if you're sitting in an open house that's dead so I mean the for new builds they sit in an office all day and wait till people come in and it's pretty much an open house why don't we just do the same D damn thing I I I love that and you're 100 per correct so bacon thank you so much man you know I still have a bunch more questions but you know what I want to be respectful all your time I know you're G
• 55:30 - 56:00 you're busy you got to go to the next open house and keep that that machine rolling um appreciate you man you're a practitioner course it's been a great great great conversation thanks for coming in if people want to reach out to you right learn more about what is you're doing continue the conversation what is the best way to do that um Instagram or Facebook for sure if you look me up it's PN p s o n do Robertson I probably will be the only person that pops up because my name I I always now joke and say my parents when
• 56:00 - 56:30 they when they gave me my name they thought of SEO for me so because it's made it so much easier Sol So Sol yeah I don't have to worry about it so pyss n. Robertson feel free to reach out any questions you have if they want my openhouse checklist that we use more than happy to send it over because it's been super helpful for us um and we're just I mean now at this point we're just looking to grow and Surround ourselves with more people that want to do big things like what we're doing and just hit the ground running and be smart about it and continue to do it so that's
• 56:30 - 57:00 all we're I love that you know I love that because it's such a scalable model man it is like such a scalable model and I think a lot of folks when they look for models like lead generation models that are scalable it's hard to beat prospecting it's very hard and I I see open houses as a pro I don't know if you see it that way it's a prospecting activity they're kind of inbound they're kind of inbound right they're kind of but you know no context they have no idea who you are and that so you know it's kind it's kind of an inbound lead I see it as a prospecting activity you got to approach it like a prospecting activity you got to pound that phone um
• 57:00 - 57:30 and and and and you know they owe you nothing like it's up to you to show them you know how you can help and how you can add immediate value so I I I love that it is such a scalable way I think you're going to do amazingly well 2023 was just the beginning I think you're going to blow up uh as a team and as a producer in 2024 man and you know I'd love to have you back next year and go hey how did you know 36 open houses in 365 days how'd that go uh you know from from right now so awesome man appreciate
• 57:30 - 58:00 your patience thanks absolutely thank you have a good one