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pilot on this great session called high tech high touch that's right don't rely on the email the sms the letter to do the work making those conversations are like doing the push-ups you can't outsource it to some bit of technology right so david pretty excited today because by coincidence my presentation on high tech high touch actually brings agent box into the center it's the actual hub that actually makes it all work seamlessly yeah spot on um this is always a great great topic because uh there's lots and lots of technology out there people often get uh quite overwhelmed with the options that are available and ultimately the crm sits at the middle of all of that so you might be using the crm for your email or your sms or logging or your calls doing all that kind of stuff but there's lots of other great tools out there as well and having a good crm at the center is really that foundation to make this high-tech high-touch idea work okay so what i was going to do david is i was going to draw a few i was going to draw a model on the screen for people to understand the technology options at the moment that help an agent be more efficient with their work now david back in 1989 i was working at an office called chambers fleming the professionals pedestal yes who by the way have told me they're following my advice and they are taking agent boxing in the next few weeks they are coming across they're one of the the top professionals officers and they've got some really really good performers in there so they'll be excited to get them on board yes i was there it's funny it just came to my mind i was there last monday and dean and todd told me that uh they're making the shift well we better not talk about where they're making the shift because then people are gonna say tommy's being a bad boy and saying people are leaving there and coming there but i know that they're making a shift from another crm system and can i give you something interesting david do you know that that office for three decades has essentially been a total dominator in its marketplace three decades it's it's quite incredible but what i want to do in this session is just draw out to people what is it that people are doing in technology at the moment to actually help them get more listings make more sales get more appraisals build their personal brand because back in 1990 the way we use technology was john owsnet i still remember the day that's the father of the sons came in and he said hey everyone i've got good news he plonks this fax machine on the table i was 20 21 years of age right he says from now on we're not going to fold the letter up and we're not going to put it in an envelope and we're not going to put a stamp on it and we're not going to go to the post office and send it and wait to see what the other solicitor writes back we're not going to do that and it was like magic he got this piece of paper and he said have a look see this and he put it into the machine and he goes in one minute that's going to go all the way to a solicitor's office right that was the first bit of technology for me that i you know jumped on but you know it's 2021 so we've gone past the fax machine so what i thought i would do is draw up here on the screen some of the things that i think agents can be using to actually help them in that regard so let's actually call this the model digital agent 3.0 and let's go off and look at what are the things that agents are using in the world of the modern agent firstly we simply know so in the center look in the center i'm actually going to put agent box good choice i like it you like that don't you dave you're biased you're the head of sales there agent box and then here i'm gonna put down reviews whether you're using rea google rate my agent facebook we simply know that reviews are the modern agent's recommendation on steroids particularly if you don't have a relationship with that client now if you've been a good boy or girl you've been talking to them on agent box and what means is you've got trust in the relationship because you would have been jabbing away and frequency builds trust social grief it's all about social proof correct correct correct then we've got the next one which is the uh let's call the next one um let's call it um these new i'm not gonna you know i'm not gonna sit there i mean i obviously like the one that uh real hub have and that is uh pre-list or pitch uh documents that you use at the pitch you know or uh price updates so let's call it electronic electronic um um uh price updates yep digital digital proposals there's probably there's proposal point uh which is a great product uh there's real real hubs ones there's lots of these coming out and if you aren't doing your proposals digitally at the moment i guarantee you other people in the market are so definitely something people want to be on okay then we move on to the next one which is electronic signatures again we're not going to sit there and talk about the different brands but you know there's a lot of them there and the good thing here david is electronic signatures are saving agents so much time and they're getting deals done when emotions are really high you know they send the document just okay it and send it back to us yep that's it and especially like these came into their own with uh coven and you weren't able to get to see people uh agents were getting deals done with it because they could do it this way then we move on to the next and i'm going to call this one secure exchange because it's in a bit of a carrying category by itself and i know that agent box has recently done an integration and are doing an integration as we speak and secure exchange is allowing you to order a contract pretty much at the time that you're at the listing presentation so you're really shortening the period of getting the paperwork needed to actually list and sell a property really really quickly you know and then we move on and i then start talking about some of the other strategies that agents are using like live streams this is where you simply pull out a mobile phone and you basically are doing like i have a buyer left over from a property i've sold or this is my market rep or this is a live stream auction and i have to say to you if you aren't on the live stream train get on it because you're leaving money on the table so ten days ago david you've seen the auction i did it is now at four million views four million views it was on the daily telegraph i got it came up on my facebook page they did a story on it as well it's going everywhere so listen to what happens i'm there i go to this young girl that was out there i said do you mind streaming this auction just holding my phone hand the iphone they stream the auction that was it there was no videographers there was no photographers no lighting no mics bang and i've got to tell you i have got message after message for people to want to list and sell their house so it makes and i don't i'm not an agent but it makes me realize david how many people you're missing if you're not on the channel there of live streaming what you're doing so then we move on to the next one the next one i'm going to call artificial intelligence example rita is reader integrated with you guys they are very very tightly reader uh works really really well with agentbox really support what they do there yep okay so for those that don't understand how artificial intelligence works in real estate just picture it as being google and what it does is google maps actually google maps is a better better metaphor so what it does is it goes into agent box and it actually says these are probably the 20 best calls that you can make today you could probably make 3 000 calls but these are probably the 20 best because what it's doing is it's skimming agent box and then it's looking at realestate.com it's looking at corelogic rp data so it's helping you work your just listed just sold anniversary calls and it takes the thinking about who to call but guess what you still make the calls you make the calls now i know and i know that you're going to talk about it in a moment because there's a few agents that have decided that what they want to do is they'll totally want to outsource the whole communication piece electronically and i know you have a strong view on that and we're going to talk about that in a second absolutely then you've got things like you know before you before you bid this is making the consumer experience and getting pest and building reports a lot easier and it's helping real estate agents quite frankly not spending their time running back and forth at pest and building inspections which is not dollar productive listing selling negotiating and prospecting is so instead of you running out of pest and building inspections you know five times during a campaign this is time that you can have spent on dollar productivity and in addition to that david the other good thing about having inspections as you list the property it is useful to know are there any issues so you can actually talk those issues through in your narrative not the inspector's narrative last thing you want is to get to what you think is a great price and then the inspection turns out an issue that you hadn't prepared for and you get all excited you're about to pop the champagne not no worse a feeling know it up front deal with it be open trip be transparent correct correct then what we've got here is things like vpa campaign which is let's call it vendor funding these are tech tools that allow you to advertise now pay later great tools because they take the friction away from vendor paid advertising and this morning we had a large group people on on a realestate.com event that we had which was on vpa and everyone knows that agents hate sitting at a listing presentation and saying oh by the way can you please open up your wallet and give me that money i need it now we don't want you to be debt collectors we want you to be out there doing deals and marketing real estate not being accounts payable and then of course one of my most favorite platforms stream yard because david it allows you to go live on facebook personal business it allows you to go to youtube periscope which is twitter allows you to go to linkedin so the one piece of content being shot off to five different platforms and get ready for it you can see the comments of each platform going in and that works out to being about 20 bucks stream yard's one example right i'm sure they're those of us so i'm not spending this time you know product promoting but guys and girls take a snapshot of that model there because i think if you're doing this stuff you're well on the path of being a digital agent first in your marketplace but david agent box is the hub the epicenter that brings this all together yeah totally like if you want to if you get like before you bid for example you know that happens directly after an open for inspection they're being alerted of that hey download the report that gets fed back in reader pulls out data secure exchanges you said we're integrating with reviews can be put into the video into emails within the system and things as well it all comes there because ultimately that's where you want to have your neat tidy clean database that you are nurturing and building your relationships with they've all got to connect into a central place and that should be your crm and in this case agent bonds now david you spoke to me off camera before and you raised two issues and i want you to do a bit of a deep dive and you know talk them through because i thought they were extremely valuable one particularly very practical and one is philosophical you need to get this mindset so let's start off with a practical one but yeah practical one's a good place to start and the this is the little secret uh recycling digital strategy digital marketing strategy that not just real estate agents are using but entire businesses are using and it is the concept of retargeting and some people might already be familiar with it some people will not be but i'll give you a little bit of a story at the moment in the old world an inquiry comes in you respond to it that's it and hopefully you're a good enough agent to follow them up what can happen now is an inquiry comes in it gets automatically captured into the system they automatically get creative buying requirements and the system automatically sends them emails with similar properties at the same at the same time the enquiries coming in and they're getting an auto response with a link to a digital brochure and within that brochure is the company's facebook and google pixels and what that is it sits behind behind that piece of technology and it says that this particular person is interested in your company they've had an interaction with you and what that does is if you're then promoting yourself on facebook it will then link those things together and your ads will start appearing now if people are a little bit confused think about all of those times you've been onto a website you've been on to david jones or woolworths or car insurance and then suddenly all your ads pop up in front of you that's exactly what's happening but you're doing it automatically they're not waiting for you to go to the website as they're enquiring on properties you're sending something back to them so they interact and then suddenly all of your social media marketing is being retargeted to those people there it's a really really simple and effective strategy and if that's then followed up with sending them emails and those emails have properties in them and the clients then click on those properties they go to your website and the same thing happens suddenly all this social media stuff is coming up in front of them and it might be your paid advertising but like you were saying tom it could be those videos as well because this content is going viral it's being uh shared and liked and oh you had an interaction with that business facebook's going to say i'm going to put this in front of you so that's how you start to build this kind of mass recycling ecosystem of digital marketing and there's plenty of companies out there that can do it you can even do it yourself talk to your web providers absolutely they can help you set that kind of thing up yeah so david as you're speaking i've got a a distinct example i'm in terry gall some time ago my daughter says to me on the beach daddy have a look at that towel i look across and someone's got this towel and then they get up and there's no sand on the towel it's called a tessellate towel they fill me with social with social media stuff they've got a great strategy around that so so just just picture what happened here david i go on to the tessellate website and i have a look this is so i've seen the towel i go onto the tessellate website while i'm on the tessellate website i say to my daughter is this it she goes yes she goes look at how many colors there is and look they're beautiful and i look at the price they're about 80 bucks each right anyway i get off i'm on facebook within moments i have i don't know how quickly they did that but i get an offer and it says buy two get a third free deal ends midnight my daughter freaks out oh daddy do it now what a coincidence bang and then we're sure to tell because there's four in my family what happens is i've got to go in and buy another one so i spent around 400 bucks right in five minutes because of this ecosystem of um stimulus response sales spot on and the amazing thing about real estate is though that in your case you needed to go to the website you had to take go there first with real estate because they're inquiring to us first all we need to do is send them something back that they're asking for you know in the form in this case a digital proposal or a digital listing presentation something like that which is going to allow those facebook pixels those google pixels behind it and then they'll start following you around it's a really simple strategy but it will be absolutely gold to help you get your brand out to your local market now david let's move on to number two and number two is dear to my heart the second observation that you've made about this technology era that we've moved into right and you use the term the paradox of technology yeah yeah and i'm sorry i might turn into my own rant here because i get a bit passionate about these kind of things um and what i've noticed recently with technology is that if we go back to the old days you were talking about the facts let's go back then when you had the card boxes right and your card box might have been 100 cards and you know that was your database you could only service that many people nowadays we've got bigger targets bigger expectations and now we're servicing thousands of people with the use of technology and that's great it's allowing us to achieve all of the these amazing things what i've found that's happening though is now that we're getting alternate ways to build relationships with people and that could be through social media through emails not just through your calls and sms there's all these ways that you're building relationships with people you use the example of reader or one of these ai platforms what they're now doing is they're going out and generating opportunities for you telling you who to call or saying this is a possible appraisal and what i've found is that people are then these systems are saying hey you should call this person or here's an opportunity for you and then the people aren't making the calls and this is where i find this paradox happens which is technology is creating all of these relationships but then we're not actually taking action on them because they're being built in a different way we're not necessarily seeing the value in that as well so as much as these great technology pieces out there and they're telling you to make these calls and get these deals ultimately it's going to come down to you picking up the phone making that call and using the information that technology is provided to you in uh to actually close that particular deal yeah well said well said and anyone that's watching this trust me if real estate was about sending emails and sms's you can pretty much say your role becomes redundant because they can get it done cheaper instead of you doing it right if that was real estate was all about if real estate was about doing letterbox drops making sms's and sending emails you've basically become unemployed in real estate right you can get robots to do that sort of work right but the good news is that influence doesn't happen unless you've got emotional contagion and even zoom doesn't have the emotional contagion of face to face but what we clearly know is face to face belly to belly the best second best thing is a phone it's actually the number one piece of technology in sales for decades right the phone allowed you to reach more people in less time which was very good because up until then david you know in the old sales world people would park their car and walk in and just sell you know door knock businesses or door knock houses i'll tell you who the and who i've seen the agents that are doing absolute best in this space is as you said it's about building relationships you've got to build a relationship what technology provides agents to be able to do is build a relationship with all of these people initially before they've even made contact and i mentioned this to you off camera thomas i get a great uh uh interpretation of who you are as a person because you put your personality into your social media and i see that in your posts in the way you communicate on facebook in various emails that you send everything everything actually forms that relationship so what's happening is if i was a buyer for you or a potential vendor for you i'm already kind of liking what you're doing and that happened right we saw that this week with people saying i want to sell with you i love your personality the interesting thing is you haven't done necessarily anything to build the relationship with me yourself it's all happened through these other streams the facebooks and the emails and that kind of stuff so the best agents are utilizing these technologies to help build those relationships technology is then saying hey you need to call this person and then what they're doing is then they're coming in they're making that call they're following up that person and guess what that person's already partly sold because they know who you are they've got the gist of your personality what you've just got to do is come that other 50 much much quicker and if you do that that's where the agents are being really successful use the technology get your personality out there sync that into everyone and then when it's time to make that call you've just got to expedite your part of the process your part where you've got to pick up the phone and call them and build that personal rapport really quickly and i and i think david like i do get it i do get it that some people say that you know what what if they what if you come across that they don't like you you know online well i've got to tell you that's part of the qualification process not everyone was going to go with you so there's a very very good chance that um you've worked out the tribe that's got your vibe and you don't think and you don't need everyone right you don't need everyone and the second thing i'm going to add this before we go david a lot of people say to me hey i get all of this but i'm just not ready i don't know how to do it or i'm too fat or i'm too skinny or this or i'm too old too young to sort of do this i have to say if you are too focused on yourself which is a little bit it's a little bit self-centered think of yourself as being a person that's giving a message to help other people don't get focused about what i look like in building a video first brand right focus on the people you serve and then you won't worry too much oh i look like this or i look like that but what's coming out of this conversation is this you're going to use the technology and in many instances it's going to make you efficient more effective and it's also going to give you the opportunity to actually call and speak to the right people at the right time but it's still going to require a human it's going to still require high touch and that's why we actually called this session by agent box high tech high touch now it would not be uh david bliss tom panos agent box webinar unless we did our call to action which is if at the moment your system is not allowing you to actually have these things seamlessly into your business and that you're running a process driven operation and your world is in chaos because you're trying to do everything agentbox.com.u totally and in the theme of this i hope that through this uh presentation i guess people have gotten a little bit of a vibe for who i am and ultimately who the sales team is and how we approach our consumers we want to as much as we've got all this technology and stuff around it we want to sit down with you we want to have a conversation and hopefully uh our vibe is part of your tribe and they can come across and we're going to work together for you so yeah david as you're talking about this about people knowing all about you before they physically meet you i have to tell you i simply can't remember the last time i had a meeting where someone's trying to buy a product or service off me and i've sat down there and said um let me tell you a little bit about me let me tell you a little bit about my background there's none of that the conversation is they ring up mate we've got a conference or we need training for this and i say mate the date i can do is this date this is what the deal is it's not like do you know what i mean it's like the cv has been done in the video work and all the touch points before there's there's yeah well here you go like you were talking about reviews earlier so i've seen your video tom i get what you're saying and i've seen some of the great auctions that you've been doing and then i go on and i see these reviews and the reviews say oh you know i'm the vendor and this uh this particular agent did all of these great things and was very kind and caring and then what that does is well hold on i've seen that kind and caring tom in the videos and then now i've seen it in the reviews of the people and it starts to build this narrative so people start to get to know who you are we talk about the digital interview and these kind of things beforehand and i think agents need to understand that people already will have that concept of who you are and who you and vibe and they're probably they've probably already factored into their decision the challenge that they that the agents haven't gotten onto yet is they then need to expedite their past because they're used to building relationships over weeks and months of calls and now it's like well hold on that's already been done behind the scenes i just got to make a couple of calls and reinforce what these guys already know and exactly as you said means it's a conversation of saying when how how are we going to do this not please sign with me and i'm also proud to let you know that eddie tells me that you and eddie were one of the first people in australia to go overseas when the bubble opened i believe i believe that you and eddie went to new zealand on the first day that the bubble between australia and new zealand opened may i ask you as someone that was going to new zealand every month for years and haven't been there what's the experience like is it is it straightforward do aussies get treated differently in the process the the most surprising aspect was i checked in at a hotel and they actually seemed pleased to see an australian i think most of them are sick of us coming over there but this time they're like oh australians great it was actually exciting but um very very seamless experience literally walk in sign a bit of paper walk out i get some updates just like i do from the new south wales if i've been near areas that potentially have covert cases i would encourage everyone to get back out there start traveling especially between the two was the masks on the plane masked on the plane wearing a mask for four hours was a little uncomfortable but um very small price to pay um so as i said we've been doing all these tech relationships for the last year or so with a number of clients over there and uh this gave us the opportunity to say well let's put all that aside let's go back get face to face start building that relationship again okay guys and girls tom panos david bliss the asian box monthly webinar and remember technology is not there to substitute you it's there to complement you and right now there's a digital interview happening on you as we speak you might not be participating but they're clicking they're on the computer and they're checking you out and i'm letting you know if you want to win business in 2021 make sure that they are pre-sold before they meet you guys and girls signing off david see you next month thanks tom catch you later