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lust is now starting all attendees are in listen-only mode hi everyone and thank you for joining today's national webinar on lead management for realtors how to convert what you capture with Bubba Mills the CEO and owner of Corcoran consulting and coaching on this webinar Bubba will be teaching the best practices for real estate lead management and much more Alison James estates and homes is a nationwide brokerage which offers 100% Commission 100% support and zero franchise fees why split your Commission if you don't need to you earned it all so shouldn't you keep it off our goal at Alice and James is to always give back to our agents by providing education training sessions live webinars live events and full broker support with the most up-to-date tools and technology available we are always looking for new tools and ways to be able to provide them to our agents at a lower or discounted price so you can keep your hard-earned money we are proud to announce the Alice and James estates and homes has recently partnered with the number one lead generation CRM and automation system KZ core we are thrilled to provide this amazing product at a low cost to all of our agents signing up for candy core outside of Alice and James would cost over $500 a month but we are proud to provide this product at a deeply discounted rate today's webinar is sponsored by our preferred lender movement mortgage for more information about Alice and James estates and homes please visit us at WWE I careers com I would now like to introduce our speaker Bubba Mills who will be hosting today's webinar please submit any questions into the questions box on your GoToWebinar control panel and we will have a Q&A session during and after the presentation with that being said I would now like to pass it over to our guest speaker good morning Bubba good morning how you doing I'm great how are you on amazing and good morning my Allison James family or good afternoon depending on what part of the country you're in okay so first and foremost I thank you guys for inviting me back to be able to present to you guys and one one moment I wanted to talk about real quick was was movement mortgages I don't know who uses them or not they sponsor a lot of events that I do and I have a lot of our very large teams that have them as preferred mortgage companies I'm not here to endorse you know anybody and I don't get paid to do that my job is to run a coaching company and provide the best services for her clients as possible and movement is one of the number one people out there that do that so you know give them a shot it also means a lot as a company as Allison James to be able to have preferred partners the more you guys can be business with a lender the more the lender is willing to do for you alright so Tori I'm gonna go ahead and just take questions along the way if anybody has anything you just jump in and and let's make this thing happen all right got it all right so I want to go over a couple of statistics here real quick and a lot of people it's funny when we talk about lead management lead follow-up statistics analytics everything else you know the the interesting part about it is everybody thinks that consumers interview five plus agents well based on the 2017 our results your your kind of incorrect right only two percent of consumers actually interview five or more agents and that is 2% and for 8% that 3 16 percent of - and if you're good at calculation that leaves 72% so the interesting part about it is how do you become the single contact now when he interviewed consumers on why they contacted more than one it was usually because they did not have a they did not feel warm and fuzzy they did not feel that relationship their rapport with the consumers and then some of them are like look I'm going to shop around and get the best price well if you are like me which I am I am going to assume that you are I am NOT a limited service provider I want you guys to write that down limited service provider most people call them discount brokers well the discount people that are out there it's a it's a positive statement cuz I'm calling about discount broker because that's what they're after but truly their limited service providers yeah I I don't I don't lower fees I don't you know with Commission's I go into 7% I charge in $2.99 application fee why do I do it because I can if I start at 70 negotiate down I ended six you that started six negotiate down to five yes people play an application fee about 70 percent my clients are getting on listings and on some buyers we are getting an application fee up front so I want to get the the numbers out of your head that you think that they're going to be shopping you around 72 percent contacted one person which means that the number of contacts that you need to make to be able to talk to people goes into a very interesting statistic so I want you to look real quick at this 2% of all sales are made on the first contact only 2% of all sales are made on the first contact and that is 3% on the second 5% on the third 10% on the fourth and if you're good at numbers that leaves 80% 80% of all sales are made between the fifth and the twelfth contact however a lot of you when you get leads if you're doing online leads we know online leads have an incubation process of four to twelve months we know we're only going to get a 1 to 2 percent of those that are actually going to make an appointment with you now online leads are made for mass right I'm gonna get to honor to those because I know I'm gonna paint you batum 4 to 12 months you we call those see leads that's something we'll talk about here in a minute however when you get into I've yars open houses networking those are more of an A or a B buyer and that's something we'll talk about or seller so make sure what I'm talking about the statuses of an ABC it's fire or seller so statistics now that I can show you say if you're only making one or two contacts you throw in the lead in the trash at a lot of our events we have like powerup events and biomass reboot dance ELISA mess or boot games we do prospecting night that night and what they do is have to bring in other leads statistically 7% of all weeds contacted bought or sold a house with another realtor because most people when they come to prospect tonight for an hour phone call and 30 minutes acting or working on as current leads they're working out of the goldmine you know idle of battle upon so statistics have proven those people were going to buy a house but most of it is your failure to communicate your failure for follow-up I have to tell you you do not have to be a salespeople a salesperson in today's market all you have to do is provide solutions that's all you have to do they went online he gave your contact information they call on a sign and you got the contact information they visited an open house you know they one of our house they went to your website they went through your idx whatever you know they once you buy or sell a house you're not making sales calls people your job is there to be a solution provider well a lot of people choose a non evasive form of communication so non evasive means that they go online and put in information which means they don't want to talk to you on the phone they would rather have a non evasive Forbin communication which means with people like online we get better results when we text to the email and even handwritten note card so then we do with phone call now I'm not stating throw the baby out with the bathwater leaves are only good for five minutes so what I ask you to do is send an email and a text the minute the lead comes in wait till the fifth minute and then make the phone call and that way they have the opportunity to be able to communicate in the form that they want to communicate in and your conversion rate will go up especially if you prospect during the day people you need to have prospecting nights you need to have weekends you need to change your your systems around to be able to cater towards the masses not the individuals so let's go over we call them the ABCs and I'm only I'm not going to just tell you what they are but I'm I'm actually gonna give you the system and the process on how to be able to follow up in a timely manner with your pipeline now first and foremost I want you to look at your pipeline I want you to look at the amount of leads that you have in your pipeline if you have more than a hundred you are probably feeling yourself in your clients you cannot follow up on more than a hundred leads a month regularly if you are feeding another twenty to twenty-five leads a month into your pipeline so when we look at the maximum number statistics over twenty years of coaching the number is twenty five to thirty new weeds and no more than a hundred active or a hundred people in your sales pipeline at any given time now I'm not saying delete them or I'm not saying putting in the trash I'm saying anything more than 100 we're gonna put them on a drip campaign right and then when they raised her hand we're gonna get back in contact with them but you can effectively and efficiently manage a hundred leads a month maximum if you're feeding twenty five to thirty leads in now I'm gonna give you the system and I'm gonna give you the pipeline on how to be able to convert your how to get a higher conversion and a higher contact rate and be able to make more money so an a buyer or seller is somebody ready willing and able to buy today what does that mean ready means I'm interested willing means I'm gonna sign an exclusivity with you and I'm gonna go look at houses able means that we have a pre-qualification for movement mortgage to know that these people are pretty qualified I like pre-approved better than pre-qualified but we have all three of those we have an appointment we've got some kind of agency agreement in place for showing houses and we've got some kind of prequel in place those people are called as needed sometimes multiple times a day sometimes once a week sometimes every two weeks but they're ready willing and able to buy in zero to thirty days so their dream home comes up now they're ready willing and able to buy a house now B's these are some are people that are 30 to 90 days out okay 30 to 90 days out now a lot of you ask I'm gonna call them ground-level questions however there's something beneath the ground in fact there's many layers but we only ask these superficial questions like you know out of curiosity if you find your dream home today are you willing to put an offer down on no I'm not willing to move and for like 30 60 days or anything else okay um you know you know how to curiosity why do you need to wait two months oh well you know that's when my lease will be over so let's talk about that real quick when somebody says no to me that means not yet for number one and number two it means that I failed to communicate my value understand that I failed to communicate my value that's how personal I take when some users so a lot of times we don't ask the right questions so somebody who's in a long-term lease they got six months left I get my a36 do you ask the question out of curiosity have you spoke to your landlord about seeing if he would be willing to let you out of the lease now why don't we ask that question well because if any of you own properties if I had a tenant that was paying $2,000 a month and been in there for two years or a year and a half and I got six months left and now rent has gone up to $2,400 a month I'd be happy if that guy left early because then I could actually put it back on the market for higher rental rate maybe I've been waiting to sell the house but I've got the renter in there and I gotta wait for the the lease to be able to expire to do it so you don't know what the status of it is if no one ever asks you know a lot of you are close to military bases you know minute the minute that people get pcs or would basically call it station changes from one state to another you know that automatically gives rights to break loose so remember that under the soldier and sailors active so ask the right questions so some of them might be well you know I gotta wait until June because my kid is moving from from from elementary school to high school and I want him to go to Carlsbad not Rancho Buena Vista so I need to move School District's something like that well you can't really help on those okay you can't rush those parts of it that have a hard deadline relocation is another one you know sometimes we can get reload to get purchased and we can do at least back to the cellar for 30 days to be able to extend that time out those aren't other options if you are not providing solutions to your clients you're actually failing yourself because what happens if you don't the next person they attack to our if you can be that solution provider you're gonna have the multiple contacts with them they're going to stay in touch with you we're gonna update them our job is to have about sixty to sixty-five percent of our business and see about twenty five and maybe thirty percent of our business in in be and in Hays were working with eight to ten a buyer or seller's at any given time so if you're working with ten buyer's or seller's a month any given time and it takes thirty days okay that means that we're going to be putting in ten to fifteen new contracts or listings a month see it's not that hard if you run it through the system even if say you're doing five a month that's a good year right sixty a year if you're a single agent or a small team that's a good start right so I challenge you to ask the question below the surface the one that actually means more than the main question it's just like when when we ask you know do you ask you to hey are you working with another agent that's the most aggressive question you can never ask a consumer and put them back on their heels like no why do you ask that instead ask this simple question at a curiosity how many houses have you seen the inside out in the last 30 to 60 days now we know there's only a couple of ways to be able to look at a house right go to an open house shown by another agent knocked on the door you broke in those are the only four ways you can do it so if they say yeah I've seen a couple of them all duty steel is an open house right now is when they're gonna tell me if they're working with an agent it's not that hard if you ask the right questions so next to our C's those are people that are not ready to buy for 90 day plus and those people were just gonna call once a month now I'm gonna give you a capture screen that you can look at that will give you all the timelines lined up that these are people like I said they're moving school districts are in a major real oh another thing maybe they're they can't qualify for the loan because they don't have seasoning of funds or they got a way to pay off something those you can't rush those pieces of them so we need to make sure that we are contacting them properly all right so here's the screen that gives you the entire system the follow up on your lis so Hayes we always have an appointment and we're calling them as needed bees we're gonna call it twice a month we're gonna call them the weeks of the first in the fifteenth and make sure you put them on email drip right and then cease we're going to call in the week of the 8th and make sure they're on the email drip and your sphere of influence we're gonna call once a month that's a week of the 22nd now I'm gonna give you my opinion and as you guys heard on the last webinar they did for you Bubba is not normal so let me make sure I disclose that all right Bubba is not normal I used this phrase and that is I'll be me and you be you I don't ever want you to do what I do and I don't want to do what you do however we can learn from each other and put in our own best practices so this is what I do with my SLI my house oh I knew I was selling agent selling real estate or when I want a mortgage company doing mortgage so calling them a beating them up are you ready to buy or sell a house um is it going to be your best contact with your SOI on a regular basis let me just make sure we're perfectly clear about that right what you need to do is there's a phrase out there it's called OPM most people think it means other people's money which is the common phrase to me it means other people's band power other people's man power means if I call my I perfect example I called one of my SLI his wife worked at at sharp hospital and she was an HR department so I said hey I'd love to come in and do a first-time homebuyer and a first-time home seller seminar for your staff so I can do this you know every three months when on the buy side when I'm on the sell side so twice a year on buy twice a year and so and I could go in and view those presentations to be able to give you a value of the company and I'll sponsor lunch right that's what I use my SLI for is there s a lot their influence their friends and family and co-workers that's when it comes down to you but if you keep beating them up I'm buying or selling a house they're no longer going to be your SLI there's going to be a lot of other words that they're going to call it right so yes let them know yes put them on drip campaigns you know yes do those kind of things but seriously use your system the way that a system goes now to where do we have any questions before I continue um at the moment it doesn't look like we do just keep in mind everyone that you guys can ask questions during the presentation we do not need to save them till the end so go ahead and type your questions in if any come up and Bubba I will let you know as we get any spam I appreciate it uh-huh okay so here's my theory in life we count transactions that's what we did you know in life we say transactions are volume that's what it comes down to so I'm going to do this next session based on your verbage my verbage is is how many families that I serve if I serve the families there's much more than a transaction there's much more than a unit there's much more than volume if done right so let's talk about the value of a client so we'll see you get $5,000 commission on a house you in San Diego I'm under stating it the people in Granite City Illinois you'd be happy if you got $5,000 check the club okay so statistics are 5 to 7 year move that number changes year to year I've seen some up the pan I've seen some at 7 we averaged about a 5 to 7 year so we got to represent the by in the south to do your job right and then most times you have a relationship with a client through at least their third buy all right so we've got a total of five transactions and you knock their socks off and have the right past client program this red section is where most people stop your business has to be based on a minimum of 40% the referral and pass cards if not you're spending a lot of money in this industry and this industry will drain your wallet faster anything else especially those people that love shiny objects right so let's get out of the red and get into the green that's what we need to do so if we just have one referral that new client is worth the same value right through the entire process you have the original client twenty-five plus a referral and a second referral so we're now $75,000 from that one person so if you serve somebody great the lifetime if we got two referrals out of them you increased your income $75,000 a year per client if done correctly if done correctly but most of your failures happen after a close by or so what if they sell a house and they sell a house in Carlsbad and they buy a house in Nashville are you still following up with them you better be because guess what they came from Carlsbad where are most of their I their past co-workers family friends everything else they're still here in Carlsbad so if you're not following up with them in Nashville you're feeling yourself and you're feeling them and you're feeling their friends because they can't have the same amazing experience with you that that client did so never and I mean never will you not follow up with a client I don't care even if they move to another country you're gonna follow up with them it's not hard people it really is not hard now we talk about how do I make money what do I have to do to make money you know what I want to give you the secret sauce the KFC secret sauce which is probably the most publicly known secret sauce you've ever had in your life the interesting part about it is is the people that are successful in this industry implement employment I don't want you just listening to just looking at all this and taking slide shots and getting a copy of the recording this information is not valuable until you implement it within your business and I'm going to give you the four steps that you need to do on a daily basis to make a million dollars and it's easy four steps and you're all gonna say afterwards I'll god Baba are you kidding me and I'm going to tell you no because this is what successful clients do are you ready here's your daily habits you are going to prospect one hour a day that's not hard people right let me give you my definition of prospecting prospecting means calling somebody you've never contacted before when you are in prospecting mode we're in the Power Hour we leave no messages and we leave no voicemails after the third ring hang up and dial the next person it is called a Power Hour for a reason and that is we want to get as many contacts as possible that also means if you're sitting there in your in your candy core system and you're looking at what your leads are what properties they looked at looking at the back you wasted time I don't care what value of houses they looked at I don't care where they're looking at I don't care how long they've been in the system it does not change your script at all it does not change what your first statement is going to be to a consumer when you call them what it does change is you look for three or four minutes researching somebody to make a call and they don't answer then you leave a message for five minutes n I'd say this you want to know what you're not sitting appointments you want to know why you're not closing enough business it's because you have paralysis by analysis our job in this game that we're in it's a contact sport make more contacts so during that hour unless you're using like a mojo or you are in like a boomtown or Commission's Inc or something or Bom Bom where you can just leave a video or a pre-recorded message you are not going to sit there and verbally leave a message you are not going to wait for it up to three rings boom it's gone move on to the next one every day you're going to send 25 follow-up emails 25 follow-up emails that's pretty easy those are means somebody you've talked to hey I just want to follow up make sure that the the new market watchlist that I have prepared for you based on our phone call is meeting your needs I've also noticed that we're seeing an increase or an appreciation in values much higher from the 250 to 300 range than the 275 to 325 that might be a new parameter that we want to look and I can create another one for you give me a call and let's talk about it right something valuable the call to action something valuable with a call to action next you're going to send 10 tests I don't care if you're a millennial or you're a baby boomer you will send 10 texts that's all you're going to do ok now I'm going to give you the hardest one you've ever had in your life and the one that none of you stick to in fact I would probably say that only 50% of our clients do this and if you're missing an ingredient out of the KFC spices you don't have KFC fried chicken so if you're missing an ingredient on the recipe of being a millionaire and you miss one single ingredient you've changed the entire business plan you've change your entire methodology you change your entire conversion your contact rates your follow-through and it is simple as you are going to send five handwritten note cards a day okay now some of you that are younger might not have that many friends so that's fine we're going to send him to eyes we're going to send them to pass clients we're gonna send them to prospects the amazing part about it is there's a lot of people to kind of you're so old school yeah yeah I'm sorry success doesn't change by decades people it's painless I challenge every one of you to ask yourself what did it feel like when I got a birthday card in the mail instead of a JibJab instead of a Facebook post of an Instagram sort of empty I got a car in the mail that feeling is completely different than getting a JibJab or Hallmark Digital email card it's a big big difference if you want to make an impact you do 500 written note cards you can even use a company like send out cards and you can go and put pictures of them if you've got you know linked on their Facebook you can put pictures new event also five handwritten note cards are amazing for people if you are doing farming or if you are doing circle prospecting you can use like coal directories and get all the contact information from all the people and the surrounding neighborhoods in the actually if you are going to use coal directories its $14.99 a year but if you tell them that Bubba had Corcoran sent you they took five hundred dollars off that yet so make sure you save that five hundred dollars I don't get paid for it so it doesn't matter to me that's just a negotiation that I have with them so and here's the thing every one of you don't have to buy an account if you have somebody in office supplies own account then you guys can use that account okay so a couple agents can team up on that prize but handwritten note cards are probably the most powerful sales tool you've ever had in your life and it's really not that hard and the impact is amazing now we talked about weekly calls sorry did you have something I was just gonna chime in on the handwritten note cards we had someone on one of our broadcasts like what you did for us and he wrote five handwritten note cards every day for an entire year and just like how you said how it's so personable and it really helps build that relationship even more he really touched on that and he even recommended even if it's not every day start with five a week or anything like that but the handwritten note cards are really really huge so I just kind of wanted to touch in on that and reiterate how important it is and just the feeling when you get a handwritten note card is like you said so much better than just an email yeah so Tory you you were younger than I am you can still get our pictures and prove that one how does it feel to you right when you get a handwritten note oh I've had people a couple people who have done broadcast with send me handwritten note cards and it's a really good feeling I have them I have 300 and note cards actually just sitting on my desk I'm looking at them right now and I keep them whereas like if I got an email I probably throw it in the archives so I have I have my happy drawer so I get handwritten note cards all the time because I do these sessions you know in six countries I get I get handwritten note cards sent to me which I love so much and I have a drawer a happy to work so if I'm having a bad day or whatever I'll literally I'll open up that drawer and you start rereading some cards mm-hmm I mean it it's nice to have I mean think about it if you will help somebody buy or sell a house and they spent their time sending your handwritten note card you saying look you know I'm going to have an amazing how much trust we had in you and what you did for us and our family it's life-changing how does that feel you know what I mean so you sitting a handwritten note card you even a prospect um the other thing that you can do is send a an Outlook appointment so he glue your calendar and set an appointment and spin a fitori with an e with a message just say hey Tory I want to do update your market watch I have tomorrow morning at 9:30 available if you just click here when put it into your calendar right mm-hmm yeah like D personalities would love that hi personality what mm-hmm um quick question that we actually had come up can you just give us a couple examples of what you use for your handwritten note cards yes sir can i will do handwritten note cards and is something we talked about in the past client program and SOI and for prospects so here's a perfect example and myself is a coaching company I run my coaching company the same way I ran my real estate mortgage company's collection agency and identity theft protection company there is no difference right so one of what I do is when one of my business consultants talk to somebody about poaching they send me the information and I actually do a video I will go want to do a video and I will put it in a Dropbox and then I will copy the link and I will email the individual so they get a personalized video from the CEO of the company saying how much I appreciate their time and so on and so forth and I customized each one of them it probably takes me about 20 minutes a day and conversion went up probably another thirty five percent that number two I send handwritten note cards and I sent them out for 20 years I send out handwritten note cards for birthdays if I know their anniversaries which are leaders and other anniversaries of the clients if you have their clients birthday anniversary of when they bought or sold the house and then on top of that you are going to send out like past client handwritten note cards one of the classes that I teach is called the art of reciprocity and it's how to be able to do business with other small businesses around you and building each other businesses I get restaurant to give me two-for-one coupons for meals and I get free manicures and pedicures and that kind of fun stuff and I'll do a handwritten note card you know I'll call my my my database and then also a handwritten note card with a coupon and he had an amazing dinner at at Maria's you know restaurant and I wanted you to have the same experience you know I included a two-for-one coupon for you and your wife to go write something as small as that a congratulations hey I noticed that you know Ohio State is is ranked third you know I know your son just went through this year you know I just wanted to you know since you uh congratulations for being a man whose amazing parents right I've done I'm as simple as you know what you were just heavy on my heart and I just wanted to send you a card just to see how you were doing y'okay people I want to make sure everybody is perfectly clear real estate is one of the easiest industries that are out there and one of the multi stay the people that make it hard or doing it themselves because buyers are going to be buyers and sellers are going to be so everything is predictable and what a buyer or seller's going so you have to know what that next step is you have to know how to be able to engage with new clients and we use disk I use an inter metrics disk and I do a full dis training like you know every personality type and in less than a minute I can tell you what kind of personality type you are and I can customize my message to you and my CRM it has a spa that has personality style so my entire company knows when they pull up that contact or that leader that client well personality type they are so they know how to communicate effectively with that client they know when we're doing handwritten note card they know when we're doing follow-up calls they know what we're doing email it's an easy easy easy business the hard part about it is is the competition for one the cost of staying in business for two and three is making sure that you are staying ethical/moral the you are staying legal and you are being authentic you're being genuine the first three are required the second two are mandatory if you're not authentic and genuine if you don't if you don't have anything to say to somebody they don't say anything to or you can just say like you know I haven't heard from you in a while you know just wanted to check in with you you know maybe set up a lunch do you know how many times I've gone to clients works I just dropped off a coffee house in the neighborhood banished from drive delft coffee we have a favorites list I know their favorite alcoholic drink non-alcoholic drink their favorite soda another favorite sports teams and their favorite destinations ago - and their favorite Starbucks rates so with that I can customize anything and also under favorite store shopper I could customize anything to a message to send them or a plot by hey I just wanted to stop by at an extra you know $5 Starbucks harder one buying gotcha a nice quad since you milk the light I said no whip because I know that's your favorite Starbucks that's the difference between good and great right so hopefully that answered the question Tori we have any more on that know some people were just asking for examples but that was great thank you okay so week we you have to have your top 100 list as you grow in this world your top 100 list you want to turn into a top 200 or whatever and ever in fact sometimes depending on how busy you are younger top 50 so your top 100 list is the top hundred people and your database and your SOI and your past clients and your in anywhere that have the highest percentage of chance to give you a referral that year so once a week we're going to call at least nine of them just going to call nine of them once a week quarterly we're going to network with three small businesses in your area and we're going to do Co marketing networking through farming past client programs etc etc etc so I used to have an agreement with tri-city florists which is an oceanside california and Tri City florist would give me a free centerpiece every single Friday night I could go pick it up and put it on the open house that was gonna be you know my favorite open house for the weekend and then I could leave that behind for the seller and I put a little note card saying that you know this was you know provided Tri City florist who do special occasions proms anniversaries and divorces and it's funny because it was part of a marketing thing so and we would get that for free right well I networked with them so back in the day we didn't have this so what I coached today is completely different you're going to go in into a Facebook live video are you going to do a pre-recorded video with them you're going to put it on your social media and you're going to tag them and in turn they're going to put it on their social media and tag you you just doubled your exposure with one video so if you did three of those a quarter one a month you can do them for restaurants you can do them for nail salons you can do them for attorneys you can do them for CPAs you can do for any company out there and it gives you the cross-promotion opportunity to be able to reach into other people's networks and databases all right now your 30 touch program a lot of you have one this might be redundant you know I apologize if it is if it's not if it is redundant I ask you to implement it and most you're going to say no so write it down again right here it goes so your 30 touch program on past clients to be able to touch them 30 times a year is really the easiest thing you've ever done if you break it down like this you're gonna email once a month so send out the week of the first or the fifteenth of the month then you're going to do a direct mail or once a month you sent an email to them on the first and send a mailer on the fifty okay you're going to send a quarterly newsletter include useful practical information that they're going to keep and number four you're going to send a card out for the house anniversary and birthday so it's not all business so if you think about that that's well female 12 mailers for quarterly into cards that's 30 it's not that hard people it just sounds hard but god they're gonna kill me if I reach them 30 30 times in a year no you're not if it's done right and if it's done properly and if it's done of value they will appreciate they will appreciate you giving them information okay well I actually finished early sorry all right that's always a good thing if anyone has any questions yeah if anyone has any questions we have a little bit of extra time so feel free to send out any questions or comments I do just want to let you know about we did get a few comments throughout just saying that how great it was and how many times they could watch this so as a reminder this will be recorded if you're interested in obtaining the recorded version please just go ahead and send me a quick chat I'll write down your name and make sure everyone gets a recorded version of this if you're interested while we're waiting for some questions or comments to come through do you want to kind of wrap us up or any last-minute words yeah um look I can talk for days so you know you give me a mic in a stage at all on it you know it's it's funny one of the theories that I've been going through my clients you by the way people business will answer to you by Halloween right we'll talk about that real quick if you have to have your your foundation of your business plan done by Halloween and that way before Thanksgiving you have your final right I don't care if you're a single agent or if you're 10 team lead you own the franchise I don't care what you are in the business you are the CEO of your company if you are w2 every day then you're under somebody else's business plan if your 1099 for a living you are the CEO of your company and it is required that you have a business plan for yourself if I lived in Omaha Nebraska and a buddy of mine called me and said hey Bubba do me a favor don't you drive down to San Diego you know enjoy the trip you know we can spin here go some fish in you even go down to Mexico I see you know what that's great like I got a week I can do that right what's the first thing I'm gonna do I'm going to go to my maths and I'm going to put in the address for my buddy's house that's what your business plan is it's the foundation of where you are ready to go and what that destination does look like when you achieve that destination now like any business plan is like any trip I'm not going to stay on that on that road I'm gonna stop I got to get a hotel I got to go to the bathroom when we get something to eat you know I might find something interesting I want to stop that and I go off the GPS coordinates to go where I need to go or where I want to go however it always says recalculate that's what your business plan is for you might be going down a road it might be good for you know a so far resale second home market and all of a sudden REO crashes if you did not reset your business plan you failed miserably during eight to twelve those are hard years people so your business plan is something for you to look at it's not something that's 38 pages long people it's one to two pages max and it's something to be pulling your drawer on a bi-weekly - maybe monthly basis and say am I on track and a business plan is not just monetary there needs to be values of success that are not just monetary values and make sure that you are rewarding yourself along the way for the little milestones even if you haven't hit that big audacious goal that's why we do goals stress goals and dream goals we want to make sure we achieve a goal but what's the milestone you know if you guys listen to a tip of the week's one of the things I put out there I made a client go pay for a month for for one hour massages and pay in advance and set the times on Friday because she needed to take personal time she doesn't so I made her take that personal and it was a little reward for and the good part about it is is if she misses I told her to tell the company if I call to reschedule this you tell me you will never do it I'm telling you in advance so now there's a monetary loss if we're not taking a pleasure time of work-life balance so now there's a lot like I paid for this I'm going to go you know I mean because we can all everything we have is reschedule reschedule your schedule and usually it's our lives it's our spouses it's our kids it's our grandparents those are rocks of people those don't look everything else goes around okay so get your business plan in place if you need a formatted one then Tori send me an email and I can send you one I'm happy to fill you can you can use it as template that you thought that you just print out and hand write what you want to do however to be successful at this you have to share that business plan somebody so I ask you to go to your team lead your broker of record your best friend somebody somebody has told you all right perfect and then someone was asking if you could elaborate a little bit more on the quarterly business touch yeah I'm a freak with those I'll give you I'll give you a perfect example one of my past clients do I absolutely love and I still talk to him he's in San Diego his name is Kyle whistle I respect them in a lot pal whistles sort of coaching with us and he was a hunter person area and over four years we got him to 97% traditional right well his passion he loved that that showed diners drive-ins and dashes or something like that you know what I mean he loves those kind of like places so when we talked to him we said you know look why don't you go interview those restaurants right once you just go interview them and then do a social media post on it or go live or whatever if you go to Kyle whistles he's now with exp in San Diego if you had a Kyle whistles website King gets 10,000 views he gets hundreds of shares that has blown up because once a month now he was doing them and weekly but now once a month he takes a new restaurant and he goes and interviews him and they let him behind you talking with his jab like when the owners watching to make the food he did everything else just like the show well what's your passion what's your hobby you know if you're cyclists let's go and interview all the bicycle companies you know lets you know what is that part of it business is business is business if you went to another small business no I'm not big on franchises people I know you work for one follow mine follow mine maile here okay franchises have money to stay alive small businesses is what we all whoa we just happened to be under a franchise we all own a small business and if you think about it a lot of you have higher gross sales in the local MacDonald some of you were doing ten twenty five forty million dollars a year in sales if they think Donald's is doing that much know right see she think about it you have a little bit more power than what you say you have you only consider yourself as a as a as a I'm a small business I only I only do 40 transactions a year well some markets it's a great market right so the influence that you have going in and interviewing the theme behind this was I had a radio show ninety six ninety down in San Diego I used to be on and I used to have I used to invite companies in great because after a while bubbles just white noise it's just me talking about me so I would bring in attorneys and universities a probate attorney so um dentists doctors Stanley Steemer whatever right nobody interviewed them on the radio well they we did go and promote the radio show to their SLI it's the same concept today except none of you have a radio show you have social media so that podcast experience or even if it's not podcast it's just Facebook live experience gives a huge outreach and local businesses they would love you to showcase them now when you want to do a first-time homebuyer or first-time home seller seminar and you want to put some fliers out do you think all those small businesses that you did recordings of would allow you to put out some marketing of course do you think those small businesses when them or any of their employees are ready to buy or sell a house who do you think that they're gonna go to first you it's called the art of reciprocity we will keep giving and keep giving because that's what God put me on a rapport as a gift and you know what sometimes I receive a lot of people can't can't pay back that's okay that's okay I turned a $40,000 mortgage into over a million dollar one all because I treated that person the same and I expect the same for me so that's what you do on small business you all right and then um it looks like one last question what is your opinion on throwing a party to all your past clients once a year and on top of that do you have any other ideas like that love it I love it you should always have a past client program like right now we've got clients depending on where you're at in Carlsbad probably not going to do this but fast but you can go somewhere else um they sponsor a hayride so a lot of them have like corn mazes and hayrides in their local neighborhood they'll bring in like hot chocolate machines hot dog little fender and popcorn machines and they'll sponsor the food the people go on the hayride so it's a it's a it's a quiet party we have private Easter egg hunts we do pie giveaways for the holidays now if you do a pie giveaway I will give you a little bit of advice right we give and I mean we give everybody wants our money right everybody's marketing us for money that's just what comes down to but I want you to think about this see you've got a hundred pass plans you know you can go usually the best deals going to be like a Costco or Sam's Club right or a local business if you have them we send out over 900 gooey butter cakes a year and it's just a st. Louis you know little cake it's a little 10 inch cake and we send out 900 a year during the holidays so if you're gonna do a past client program why not do a pie giveaway and by the way I'll be coming by if you have any non-perishable food or shoes or jackets or anything else I'm collecting for the local homeless shelter or pet supplies for the SPCA something like that so tie it into something of caring something of giving so we're not just giving back but we're also helping to give to somebody else in e you know a lot of you will get into that into that loving giving you know feelings during the holidays I hate to tell you this there's almost people in March and July and September as much as there is during Thanksgiving in Christmas people so make sure that we're not just giving during the holidays that brings a biggest spirit out of everybody but that needs to be an ongoing thing client parties I love it absolutely love it in fact I think it's mandatory right show that appreciation I don't care if you may have five start somewhere people start somewhere I love it thank you very much for answering our questions we got a few thank-yous from some of our listeners and I want to express my thank you to you Bubba it's always such a pleasure having you on and working with you has been so great the past two times that we have had the chance to work together so I'm very thankful for you and thanks again for joining us today right yeah we'll definitely have to have you back you seem to get a lot of good feedback from our listeners so we'll definitely have to have you back on my pleasure yeah so thank you everyone so much for joining us and thank you for inputting all your wonderful questions and helping this be an interactive sort of webinar as well and once again a huge thank you to Bubba from Corcoran coaching or consulting and coaching for hosting this month's webinar and giving us so much great insight and a wonderful presentation I hope everyone has a great day and we will see you next month for our national webinar which will be a top producer panel on November 15th at 10 a.m. Pacific Standard Time have a great day everyone