How to Make ChatGPT and Claude Recommend You as the Go-To Agent

Transcript

[00:00:00] Right now you're probably using AI to write your listing descriptions and that's about where it starts and stops.

[00:00:06] Meanwhile, somebody in your market is using it to get recommended to sellers who have never heard of them.

[00:00:11] Today's guest did exactly that and it's already brought him almost $5 million in listings.

[00:00:17] Stay tuned.

[00:00:18] This episode of Keeping It Real is brought to you by RealGeeks.

[00:00:22] How many homes are you going to sell this year?

[00:00:24] Do you have the right tools?

[00:00:26] Is your website turning soft leads in interested buyers?

[00:00:28] Are you spending money on leads that aren't converting?

[00:00:32] Well, RealGeeks is your solution.

[00:00:34] Find out why agents across the country choose RealGeeks as their technology partner.

[00:00:39] RealGeeks was created by an agent for agents.

[00:00:42] They pride themselves on delivering a sales and marketing solution so that you can easily

[00:00:46] generate more business.

[00:00:48] Their agent websites are fast and built for lead conversion with a smooth search experience

[00:00:54] for your visitors.

[00:00:55] RealGeeks also includes an easy to use agent CRM.

[00:00:59] So once a lead signs up on your website, you can track their interest and have great follow-up

[00:01:04] conversations. RealGeeks is loaded with a ton of marketing tools to nurture your leads and

[00:01:10] increase brand awareness. Visit RealGeeks.com forward slash Keeping It Real Pod

[00:01:15] and find out why REALTORS come to RealGeeks to generate more business.

[00:01:19] Again, visit RealGeeks.com forward slash Keeping It Real Pod.

[00:01:24] And now on to our show.

[00:01:26] Today's episode is brought to you by corded.io.

[00:01:30] Are you looking for agents to join your brokerage team?

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[00:01:43] Well, what if I were to tell you there's a recruiting and retention tool powered by

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[00:02:24] corded's AI tells me exactly what to say based on that agent's needs and what my brokerage can offer.

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[00:02:42] Visit corded.io to schedule a demo again. That's corded.io.

[00:02:46] And now onto the show.

[00:03:04] Hello and welcome to another episode of Keeping It Real, the largest podcast made by real estate agents

[00:03:10] and for real estate agents. My name is DJ Paris. I'm your guide and host through the show.

[00:03:16] And today I am beyond excited to talk to our guest. He's an AI guy. I'm an AI guy and we're

[00:03:23] going to tell you a little bit about AI that more than you probably already know. This is not about

[00:03:29] rewriting your listing descriptions or getting social media post ideas. We're going to get into

[00:03:34] how to feed AI so that you show up in the search results. And we're going to talk about how

[00:03:39] our guest is doing that and how he built his business at an insanely young age and he's still

[00:03:44] a young age. So our guest today is Justin Black. He's a real estate advisor with Liv Sotheby's

[00:03:49] International Realty. He's based in Breckard Ridge, Colorado. So basically paradise. He's focused on

[00:03:55] luxury mountain market across Summit County. He got his start in Colorado Springs helping first

[00:04:00] time and front-range buyers. I don't even know what front-range means. We'll have to ask him.

[00:04:04] And over the past decade has built a practice that now runs from about 1 million to 15 million

[00:04:10] per transaction with more than 150 million in career sales and several record-setting deals.

[00:04:18] In 2026, he was named to the National Association of REALTORS 30 under 30, which is a very, very big

[00:04:24] deal. Anyone the program's web choice award with the most public votes of any finalist. The first

[00:04:31] Liv Sotheby's honoree and the only colorado in the class. He's also real transverified. He ranks

[00:04:37] in the top .75% of U.S. agents. What sets his business apart is how he's engineered his online

[00:04:43] presence to get found and cited by AI, not just ranked by Google. And it's already turned AI

[00:04:50] into a multi-million dollar referral source lead source rather for him. Everyone should follow him

[00:04:57] on Instagram. That's at jblack.re. We'll have a link to that in the show notes. And we have a special

[00:05:04] gift for everyone, Justin, as a special gift for you. Go to his website, Justinblackre.com-forward-slash-agents.

[00:05:12] He is going to share with you the exact framework he uses you put in your name and email.

[00:05:16] And he's going to send you a no-fluff guide on how to actually get ranked with the LLMs. Justin.

[00:05:23] Welcome to the show. Hey, thanks so much for having me. I appreciate the intro. That was great.

[00:05:27] Yeah, well, I'm excited to talk to you. I live in AI. I'm trying to not build systems as much

[00:05:34] as I was because I could get lost in that. I imagine you've probably had that experience too,

[00:05:39] but I try to tweak my systems constantly in there. And I'm always so impressed with what AI is

[00:05:46] capable of and what it can do today and what it can't do today, but it'll be able to do in six months

[00:05:52] as always fascinating. Why don't I jump right in? So before we started, our team, we went through

[00:05:59] your website. And between the end of June and the beginning of August, you published something

[00:06:05] like 30 different pages. And we're not talking blog posts. We are talking questions. Things like,

[00:06:12] should I move to Breckenridge or Park City? Can you 1031 exchange a Colorado vacation home?

[00:06:17] Is ski and ski out worth the premium? And this is not an accident. You did this intentionally.

[00:06:23] So tell us what you were actually building there. Yeah, I appreciate it. And just for a little

[00:06:28] context, I'm new to the whole website game, if you will, as far as that being a part of my

[00:06:34] business. And we'll get to I'm sure backstory later. But I was on a large team for

[00:06:39] shoot about six years down in Colorado Springs. And I was kind of in a salesperson role.

[00:06:43] Obviously, so the license is still an active broker, but I was almost just doing the plug-in play

[00:06:49] on the transaction deals and building that team business rather than my own business.

[00:06:54] So I didn't really realize the true value and opportunity of having a website. It just wasn't

[00:07:00] talked about as much the brokers that I chatted with about having a website that had websites.

[00:07:04] It was mostly just a platform to showcase their active listings and just to have some source of

[00:07:12] a little bit of credibility. And that was pretty much it. It wasn't really a lead magnet in a factor

[00:07:17] in that. And then I had chatted with a previous 30 under 30 out of Lake Tahoe's name's Cole.

[00:07:24] And just loved his business and a parallel pretty nice with mine being again, Lake Tahoe's

[00:07:30] similar to Breckenridge in the manner that high end luxury markets. Second, third, fourth, fifth homes.

[00:07:37] So I just kind of wanted to pick his brain on what he was doing and what was working for him.

[00:07:42] And he had told me that from his website, he sold $60 million worth of real estate in past 12 months.

[00:07:48] Absolutely. That's amazing. So I was like, I should listen to this and maybe think about his website

[00:07:53] thing. Maybe it's a little bit undervalued in my business. So yeah, that was the start. And then

[00:07:58] again, we'll get into the practical tips on some of that as well. But I just kind of thought,

[00:08:03] let me just run with this and make this as valuable as I can. I don't want to do anything surface

[00:08:09] level. I always want it to be deep and better than what's out there. And I just thought,

[00:08:13] what is the resource that I can build that if someone's looking at this market,

[00:08:17] that it's just going to blow their, blow their mind and just give them everything that they need.

[00:08:22] What would I want if I was looking at this market? What questions do I have and build everything

[00:08:26] from that place of value? And yeah, I mean, if I'm buying in a different market, I would hope that

[00:08:31] there's another website similar to mine because I don't know the other markets, but mine can teach

[00:08:35] you really quick the best parts of our market, what neighborhoods are best, the trends,

[00:08:40] STR regulations, you name it. So I couldn't agree more. And I want to make our, make a big point to

[00:08:48] our audience. I'm going to speak for Justin here. And he can correct me if I'm wrong. Justin

[00:08:52] doesn't even care if you don't visit the website because you're either searching with questions

[00:08:58] about the area that he works in or the area that our listeners, wherever you work, they're either

[00:09:03] searching for that on Google, which in which case they may find Justin's website because he's

[00:09:08] Google SEO optimized for those questions. But he doesn't even care if you don't do it there because

[00:09:13] you're doing it then on AI. And AI is searching Justin's website to find these answers. So you don't

[00:09:19] care if people visit the website or not, you just want AI to visit it guaranteed. And it is. And

[00:09:26] that's the exciting part. And that's exactly kind of how this all worked in real time. Again,

[00:09:30] talk to Cole decided I wanted to build the website. And at that point, my goal was to build a

[00:09:36] valuable website that was SEO optimized and that would bring in and generate leads. And to this day,

[00:09:43] I mean, again, I started this Q1 and Q2 of this year and really seen some good traction. But

[00:09:50] candidly, again, the approach was to get the website to produce leads. But then it's kind of

[00:09:55] parallel and snowballed into I haven't got leads from my website yet. But I'm getting all kinds

[00:10:00] of leads from AI that's using my website. Now I'm doubling down from that. I'm going to give you

[00:10:06] a next level future build idea that you probably haven't thought of for your website. So your

[00:10:12] website's awesome. You're going to keep creating content. And yes, of course, people will find it

[00:10:16] people are still searching on Google. Maybe in two years, we'll all just be talking to our phones.

[00:10:20] But right now, we're either talking to AI or we're going to Google, we're probably doing both.

[00:10:25] So people are landing on your website. Here's why you don't need to generate leads from your website,

[00:10:30] necessarily. Here's what you should do. You heard it here. First, everyone, everyone else can do this

[00:10:36] as well. Look up remarketing pixels, specifically, I would start with meta. So for meta, we're talking

[00:10:50] on the page. And whenever anybody hits that page, then when they hit their meta accounts, depending on

[00:10:58] and then you, well, and then you would say to meta, okay, you know, I probably don't want people,

[00:11:03] well, in Justin's case, he has people that live all over the world who buy second homes there. So

[00:11:08] he would probably turn on the entire world. But if you are super hyper local and people are really

[00:11:12] just in your area who would be clients, you could tell meta, hey, if that person who hit my website

[00:11:17] is from my area, start showing them this particular 15 second video ad. And sort of behind the scenes,

[00:11:25] this is what happens. We all do this. We go to a website, we start seeing those ads everywhere.

[00:11:30] You can do this with Google if you want to, if you want to do Google ads, but meta is probably

[00:11:34] the easiest way. So Justin, you can install this pixel and then just tell meta if you have, I mean,

[00:11:39] again, I don't know if you do video ads or not or text ads, but you can do them. It's the cheapest

[00:11:44] marketing you can do because it's only going to show to people who have visited your website and

[00:11:48] then it will drip on them. So just a quick idea of how to take it next level there. But great,

[00:11:54] great summary about your website. Let's go to one of the pages that you sort of talk. You've written

[00:12:02] these 30, so plus pages in the last month. All specifically questions people might ask AI or Google.

[00:12:09] So when you think about these questions are all agents, we just go, well, what do our clients ask us?

[00:12:17] That's an article. So once we have the list of articles, how do you structure the article itself?

[00:12:24] So how long do you make the article? How do you start it? How do you end it? Tell us the process

[00:12:30] of the content itself. Yeah, now I appreciate that. And kind of gathering the questions is certainly one

[00:12:36] of the first steps of this process. And for that, I kind of just looked at my daily practice.

[00:12:41] What questions am I getting on a weekly basis as I talked to buyers and sellers, certainly start there.

[00:12:48] And then you can take it further, of course, and ask your AI software. If you were a savvy buyer,

[00:12:53] seller looking in Breckenridge, and you wanted to know more about this neighborhood or one of the

[00:12:58] top 10, 15 questions that you would have and that you would want answers. And then you do that,

[00:13:02] and you run that across different AI software's different platforms. And then you're going to have

[00:13:06] 50 or 100 questions. And certainly if that's not enough, there's websites out there called AskThePublic.com.

[00:13:14] And you can type in luxury real estate in Breckenridge, and it'll give you another 50 or 100. So

[00:13:18] it's really limitless. And it's just fun to find out, okay, wow, this is untapped. And the sky is

[00:13:24] the limit here. But as far as writing the actual posts, again, I leverage AI a lot in my business.

[00:13:30] I'm usually in clot, I would say at least two to three to four hours a day, but the majority of that

[00:13:35] is through co-work. So it's kind of going on in the background while I'm doing other tasks. And I

[00:13:40] manage, which is fun. But I'm very particular and try to be protective of what that AI produces.

[00:13:46] So of course, making it sound like me, but not saying, hey, write these pages for me, write these

[00:13:51] articles for me. It's here's what here's the question. Here's my personal touch. Here's my boots on

[00:13:57] the ground expert knowledge. What do you think on how we should take this angle? And then it just

[00:14:02] kind of walks me through that process. So I'm actually writing all of that content. It's not just

[00:14:06] AI generated content. It's AI assisted, of course. And that's all the long ways. Yeah.

[00:14:13] I agree. I have the same process myself where I still need to write it because it really does have

[00:14:19] to be my voice. And even though I've instructed Claude to speak in my voice and I have fed it

[00:14:25] thousands of instances of my writing samples, I used to write a lot. So I just have a lot of

[00:14:30] samples. So it writes pretty well in my voice. And I still have to really thoroughly edit and,

[00:14:36] you know, take things out, add things. But and by the way, for everyone listening, if you want

[00:14:42] to learn, if you want to teach AI how to how to speak in your voice, I have a webinar that I can

[00:14:49] send you with the exact prompts that I use to permanently instruct AI. I'll put that in the

[00:14:54] show notes as well. So that way, you know, it can at least get a good first draft for you in your

[00:14:59] voice. I want to talk about let's go back in time to when you first started because you started

[00:15:04] at a super young age. I think you were 19, is that right? That is correct. Yeah. 19. Amazing. And

[00:15:09] nobody's giving a $2 million home to a 19 year old to sell. No, it's not happening. So joining

[00:15:15] a team probably made a ton of sense because you needed to learn things and it probably just helped

[00:15:20] with the, you know, hey, I'm a professional. I work with with other professionals. But what was

[00:15:27] what was something that you tried in your first year that ended up being like a total waste of time,

[00:15:34] like far as building your business? I'm just curious of what didn't work. Yeah, I mean, there was a lot

[00:15:39] that didn't work. But trial and error, right? And again, I'm the right age of 19 and here I am

[00:15:46] living in mom's basement at the time. I've never, you know, bought a house signed a lease at that

[00:15:52] point. I've never sold a house and I'm trying to convince people, hey, trust me, I'm your advisor,

[00:15:56] I'll walk you through this. So knowing where I was at and where I needed to be and who I needed

[00:16:02] to become was a huge step. So naturally looking at teams was the right option for me on again,

[00:16:09] a lot of real estate is about your sphere tapping into that, getting referrals from that. But again,

[00:16:14] I was 19 and all of my friends were a lender for his nightmare. So they were

[00:16:21] luxury ski rental homes. Yeah, not at all, not at all. And yes, at this point, I was in Colorado

[00:16:27] Springs becoming up to wreck my whole life. But I was selling in that market. I moved up to

[00:16:31] Breckenridge about three years ago full time up here. But yes, the house, regardless, was not really

[00:16:35] on their radar at that time. So I knew I needed to get in front of a team, a team that had a lot

[00:16:41] a lot of online leads and opportunities, maybe incoming referrals just to stay in front of those.

[00:16:47] And it took me a little while to find home truthfully. I was at a few different brokerages

[00:16:52] within the first couple of years. But then the first brokerage and team that I was on,

[00:16:58] they had all kinds of leads coming in. I would say if I had to gas, it was probably close to

[00:17:02] to 10 a week. So good flow, good flow. So then I just kind of got my reps in and made the calls

[00:17:10] and follow up texts and emails and worked there for probably six or eight months at least.

[00:17:17] And just getting through the scripting, the conversation, the dialogue, the flow. And I realized

[00:17:22] there was kind of an issue going on because I don't think I had a closing until about month,

[00:17:27] 10 or 11 or so. I think after I switched from that team, I don't know if I sold a house

[00:17:31] while I was on that team. And the issue was I was having great conversations on the phone.

[00:17:35] I was getting better, just more confidence and navigating those conversations and getting

[00:17:41] people in the door. So I would get people to come in the office. I would say it felt like one or two

[00:17:46] a week for a couple of months there. So it was steady appointment rate. And then I would get them

[00:17:51] to sign agency agreements and talk about their home search, get on the same page with them.

[00:17:56] And then they could never qualify. So it could never go anywhere. And then I started to kind of

[00:18:01] reverse engineer the process a little bit. And I found out that that lead source for we were

[00:18:06] getting all of those leads from, and they didn't call us as a front was from a mortgage broker in

[00:18:10] Denver. And they were the leads he could not qualify at the time. So kind of been in my wheels and

[00:18:17] chasing things. Sure, it's a nurture play. But yeah, you know, I was hoping to produce.

[00:18:22] Yeah, you're like, now I'm the credit repair guy. And

[00:18:25] exactly. Yeah. Well, let's go back to AI. So I want to talk about, you know, we were talking

[00:18:34] before we went live and just a couple of deals that Justin has received from AI. And he knows

[00:18:41] they're from AI because he asks his clients when, you know, it's somebody that he doesn't, not a

[00:18:45] referral. And he says, how'd you find me? And I'm going to give you two examples of people that

[00:18:49] have found him through AI through his website. And he, these two, I mean, this is so incredible.

[00:18:55] And there's more, but these two account for almost five million in deal transaction volume,

[00:19:02] but when you add them together, that is insane because we're not talking about. And again, look,

[00:19:09] whatever niche market you're in, it doesn't matter if it's a $200,000 home or a $2 million home,

[00:19:15] I would just assume more of those deals would be on the $200,000 range for most people,

[00:19:21] but you have gotten luxury people who really are using AI to find their REALTOR. So this isn't just

[00:19:28] a, hey, it's a person who's never bought a home before. It doesn't know what they're doing.

[00:19:33] Doesn't have an agent they've already worked with because they've never worked with an agent.

[00:19:37] These are luxury people who own other homes. They, this is probably not their first primary

[00:19:42] residence, or it's not not even their primary residence. This is probably their third or fourth home.

[00:19:46] And so they already have relationships in play and they're still finding you. So this is incredible.

[00:19:53] Like when you got one of those, one of those two that I mentioned, like how blown away were you

[00:19:59] that they found you and then not only found you with AI, then reached out to you and said, like,

[00:20:04] hey, you know, a clot or chat GPT recommended you. Like how did, how did that feel to you?

[00:20:10] I mean, completely in shock because I was going to be honest because again, I didn't know to

[00:20:15] your point. I didn't know are people really using this to find brokers and then they're going to

[00:20:19] sign with that broker or is it more just research? And then again, what level of clientele are using

[00:20:24] this? Is it the first time home buyers that are more nervous about the process and just want to do

[00:20:28] some diligence? Or is it people that are buying five and ten million dollar homes? It's all of it.

[00:20:32] And it just blew my mind and it just gave me that reassurance that, okay, this is a real pillar

[00:20:37] of business. This is a real opportunity and I need to double down on this and that's exactly what

[00:20:41] I'm doing. And again, to that point, I'm blown away continually day in and day out on how quickly

[00:20:48] it is working in my favor and the different avenues that I can take this. And then beyond that,

[00:20:53] those two sellers that reached out to me again, one was at 1.8 million. We have that one on the

[00:20:59] market and under contract at the moment. And then the other is a $3 million listing here in

[00:21:03] Iraq and that's going to be on the market here shortly as well. And both of them were come list

[00:21:07] me calls. They were not, hey, I'm looking at the market in six months and 12 months. They said,

[00:21:12] I would like to have my home on the market within 30 days. Can you run by and take a look? I just

[00:21:16] could not believe it. And maybe it doesn't continue at that pace. But man, what a start.

[00:21:21] What a start. And another back to sort of content ideas, one thing we didn't talk about. And this

[00:21:26] is absolutely something Justin could do. I don't know if these would be super high converting

[00:21:31] articles, but maybe you could also do top three coffee shops in Breckenridge, the best

[00:21:39] gourmet grocery store or whatever your clientele care about, right? Where are the where are the

[00:21:45] infrared sawnas? Where are they? The cool stuff? I mean, you could literally have non real estate

[00:21:52] information because of course people are going to ask questions like that. Like, hey,

[00:21:57] or even if I want to buy a home with a cold plunge, how do I figure out who's got a cold or

[00:22:03] or do I want to install a cold plunge? How do I do that? You know, those are all things that

[00:22:09] this could be content. So for all everybody listening, it doesn't just have to be real estate stuff.

[00:22:14] Again, people asking AI every every question they would ask Google. So so that's awesome.

[00:22:20] Okay, so I guarantee you there's an agent or many agents listening right now who are like 12

[00:22:26] years in the business who say that, you know, this is attribution theater that people would have

[00:22:32] found you anyway. Talk to that person directly. What would actually convince them that this is a

[00:22:39] viable strategy? Yeah, I love that because it was it was definitely a thought that I had as I was

[00:22:46] building this out because again, just for the context, I moved up to Breckenridge going on

[00:22:50] two and a half three years ago. And I was with another team up here with a different brokerage.

[00:22:56] So I've only been independent with Sotheby's sense March of this past year. So I'm learning, okay,

[00:23:02] I've been in the business for 10 years, but now I'm learning how do I build this thing myself?

[00:23:06] Where do I want to take it? And that's the beauty of real estate, right? As you can make it exactly

[00:23:09] what you want, especially in this day and age, just the opportunity with technology and AI is

[00:23:14] incredible. But yeah, to kind of speak to that, I just I know that I'm the young buck. I've always

[00:23:20] been the young buck in the room. And especially in a town like Breckenridge, there are people that

[00:23:24] there are brokers that have been selling up here for 30 or 40 or 50 years and have a massive

[00:23:29] book of business. And then I'm trying to come in and get cited on these different websites and

[00:23:35] cited by AI when again, 150 million, you know, is a fund, you know, notes as far as the sales volume

[00:23:42] that I've had in my career sales. But then when you compare that, there's brokers up here that are

[00:23:46] chasing a billion dollars in sales. I'm over half a billion dollars in sales. And when you break my

[00:23:51] 150 million down on paper, I would say maybe 20 of that is up in some county in Breckenridge and

[00:23:58] the other 130s in Colorado Springs. But I'm still getting cited and ranked by those AI

[00:24:03] platforms because I know how to talk to them. So that's what I would say to that person that says,

[00:24:08] okay, I already haven't established business. Is this for me? 100%. You just need to put in the

[00:24:14] little bit of time that it takes so that you can tell the algorithms what they need to know.

[00:24:18] So they can again bring you maybe another five or 10 million dollars with a business each year.

[00:24:23] And you just set it up once. Yeah, I love that. Now for everyone who is not sure if they're showing up

[00:24:31] in the AI search results, what's the best way that they could start to just run their own

[00:24:37] clean search? Maybe not through their existing account because their existing account would know

[00:24:43] it's them. But I guess you could just do this on Gemini, for example, maybe log out

[00:24:49] entirely of Google and then just go to a naked Google search page and type it in.

[00:24:56] What would they actually type in the search? What's the best search to figure out if you're showing up?

[00:25:01] Yeah, so some of the ones that I've shown up are top luxury brokers, Breckenridge, Colorado.

[00:25:05] And you can say who are the top brokers? You can do that again on any platform.

[00:25:09] But can I let's take things further? Of course, you can open an Incognito window and try that route.

[00:25:15] You can build a new free account on cloud without telling your whole life story yet and say who are

[00:25:21] the best brokers in Breckenridge and try that raw, fresh approach. But then what I do is I just

[00:25:26] work with Cloud Co-Work and say I just want to make sure I have a good understanding of where I'm

[00:25:31] showing up on these prompts. Give me the top 15, 20 prompts, the buyers and sellers are asking for

[00:25:35] Breckenridge and run them across all the AI platforms. So then I watch it open five windows and

[00:25:40] it has Gemini and it has Proplexity and it has Co-Work and it has Chat GBT and it's doing it all for me

[00:25:45] and it's the one that's doing it and then it's putting together a full audit on where I'm ranking

[00:25:50] what pages are getting cited, where's the room for improvement and then you just take that back and

[00:25:54] that's your that's your tasks. Yeah, by the way, I just while we were talking, I wrote in who are the

[00:26:01] best luxury brokers in Breckenridge, Colorado because I was I was curious. I don't know,

[00:26:07] did they call agents brokers in Colorado? I apologize if that's…

[00:26:10] That's sort of interchangeable. The employee broker or managing broker of course is that role where

[00:26:15] yes we work under them, but it's interchangeable as part of brokerage. Yeah, in our state it's

[00:26:20] interchangeable but everywhere else, you know, so I should have probably just written Reelters, but

[00:26:23] you were absolutely absolutely show up that is super funny. Now it gives a couple of names, of course,

[00:26:28] but you were right there. That is that is that is amazing and it does not know that I'm talking to you,

[00:26:35] so that's incredible. So yeah, so going and you know, you said something really quite profound

[00:26:42] that a lot of people don't think of and I didn't think of this until about probably six or seven

[00:26:48] months ago and someone told me when I was like, gosh, I'm really trying to figure out how to

[00:26:52] this is back when you really had to craft amazing queries and you had to understand what

[00:26:59] the sort of what's the mechanics of a good query and you had to define the role and the context and

[00:27:06] the you know, the bear the guidelines and the boundaries and you don't really have to do that

[00:27:12] as much anymore, but I would ask people, God, what's the optimal sort of sort of you know, sort of

[00:27:19] you know, equation to write a great query and somebody told me, well, you should just ask AI what

[00:27:25] the best equation is because AI knows itself better than anyone else knows it and I was like, oh my

[00:27:31] God, that is absolutely right. So to your point, you can ask AI, what do people search for who are

[00:27:37] looking to buy a home in this area? What are the real estate questions? What are the non real estate

[00:27:42] questions? You know, how should I best write these queries? What's weak? I always say there's a great

[00:27:49] here's a great little tip for everyone. Whenever you're asking for a process and it gives you a process,

[00:27:54] here's a great test or a great thing to do as a second pass, even if you like the process, go,

[00:27:59] hey, stress test this, let me know what's strong and what's weak and tell me what I can do to make

[00:28:06] this query better and it will literally just do it for you. So you're right, AI, ask AI what any

[00:28:13] question you want about AI and it will tell you, so if you want to know, how do I rank for AI

[00:28:18] for a REALTOR in I'm sitting here in Logan Square in neighborhood in Chicago and if I was practicing

[00:28:23] here, I would write what are people who are thinking about moving to Logan Square writing into Google

[00:28:28] and AI before they decide on a REALTOR, you know, or before they even decide that they actually

[00:28:34] want to move here, what are the questions they're asking each one of those as an article? So I

[00:28:38] absolutely love that you said that. It's really quick on that as well as just that's just so

[00:28:44] everyone has context is I have zero background in AI and website encoding and development and

[00:28:51] graphic design prior to January of this year and I've learned everything about this through asking AI

[00:28:58] from asking AI. And when people tech out my website and I encourage them to just because it's

[00:29:03] I'm pretty proud of where it is and where it's headed, all of that website was built 100% through

[00:29:08] Claude. So then you're asking Claude, hey, build me a website and the best way to do that is find

[00:29:14] your top two, three, four competitors in the country or in your local market and then you just put

[00:29:19] it in through a caught a caught and then you say here are the top websites that I found based on

[00:29:24] graphic design SEO or go out and find me those top three competitors and build my website in line

[00:29:29] with those. Wait, did I did I hear you correctly that Justin black re dot com, which by the way is a beautiful

[00:29:36] minimal functional great UI great customer experience site. This was entirely built by AI.

[00:29:44] 100% and it is it's just mind blowing where it's gone and where it's continuing to go. So I

[00:29:52] encourage everyone to check that out and again the process the quick high level on that is

[00:29:56] starting with those prompts like I talked about find my three competitors. I like these websites

[00:30:00] help me build mine like that and then literally the visual on screen of what you're doing is

[00:30:05] you're in Claude or your AI and you're you're giving that prompt. It spits it out and then you're

[00:30:10] just copying and pasting into Claude code. So then Claude code is building it and I don't know

[00:30:16] how to code. I don't know what half that mumbo jumbo is but then you just copy your screenshot

[00:30:20] back to Claude and then they just talk and you just manage it and that's been the last six months.

[00:30:26] You know, it's funny. I saw your website and I absolutely immediately thought probably the

[00:30:33] you know one of the highest luxury website builders for REALTORS in the country is luxury presence

[00:30:39] yet all over the place. I was like oh this is a luxury presence website which by the way

[00:30:44] is like the highest compliment. I really thank you. I used a lot of their websites to model this

[00:30:51] after. I'm going to say you must have because this is incredible. So Justin black RE.com you guys

[00:30:57] got to see this AI built that website and he fed it with here are some competitor sites or here are

[00:31:02] some websites I really like that agents have make it look like this and it did it for him and he

[00:31:09] just copy and pasted and remember to he's got his exact structure as a download that you can

[00:31:15] for our audience is that's really nice of you by the way. So go to Justin black RE.com forward slash

[00:31:21] agent. Is it agent or agents I forgot. Agents with an s. Agents plural. Yeah and just give him your

[00:31:27] phone number or your your email and your name and he'll get that over to you.

[00:31:33] Quick note on that is I've taken so many courses and followed so many different guides and

[00:31:39] download this and how to's over the years and multiple different businesses and 90% of them are

[00:31:44] so much fluff where I just have to scan it to maybe one tender item and it's just the waste of time

[00:31:49] and and that's not how I operate I'm pretty much black and white on I want to give the value

[00:31:53] so it's actual what you can do this week to start getting cited and build that foundation. So it

[00:31:59] is very black and white on here's the tangible tactics so just know that. Well I want to tell everyone

[00:32:06] this is a great website to check out to use as a model you can teach your AI to build a website

[00:32:12] like this by literally do it. Yeah I say but if they say good artist borrow great artist steel

[00:32:21] that is absolutely okay what are what are most or many what are agents getting wrong about AI

[00:32:28] right now what what are what are they doing that really isn't that helpful but they're thinking

[00:32:34] it's helpful. I think I mean when I talk to brokers about AI nine times out of 10 is yes I use it to

[00:32:40] write my listing descriptions. And that's where it starts and that's where it ends and that can be

[00:32:46] sure it can help you out with that but again you have to make it sound like you you have to feed it

[00:32:50] and prompt it correctly but that is literally scratching the surface as I'm coming to learn it's just

[00:32:56] again I use it every day in my business I'm at a very cool part in my business where I've been in

[00:33:01] the business for again 10 years but now I'm finally an independent broker so I've all this freedom

[00:33:06] to all right I want to build this leg of business I want to go after expired listings which is a

[00:33:10] huge part of my business here's my current process review this and tell me how I can improve it

[00:33:15] and it's improving it and one quick note on that because you were talking about pixels pixels are

[00:33:19] fantastic most people use pixels though solely for okay a click that came through on my website

[00:33:26] Facebook ad whatever it is but you can use the most under leveraged way of pixels that I found

[00:33:31] is QR codes so a lot of people will farm a neighborhood and then they'll have their website

[00:33:36] on there it's just the website and so when I have to go and type that in we can't track that

[00:33:39] so if you have a QR code that has a pixel and now they want to home evaluation or they even

[00:33:44] came onto your website from a just listed just sold postcard or the expired packets that I send

[00:33:49] out I have a QR code that links to a video that says hey I saw that your home came off the market

[00:33:54] here's my spiel not going to get into it I'll let you discover it yourself but here's what's in my

[00:33:58] packet I've here for any questions and here's the recent and whenever that gets scanned I now know

[00:34:03] that and they're getting hit with my ads so it's all layered there's different ways to think about

[00:34:07] and that was an AI idea that got fed to me from club so again just another part of your business

[00:34:12] you should be running through apps so you can do better yeah and the other thing you can do as

[00:34:17] well with QR codes if you don't embed the pixel into the QR code you can for for example if you

[00:34:23] have a YouTube video that you send out to first time home buyers or whatever you don't have to send

[00:34:27] the YouTube link drop that into your website on a on a on its own page you know have it write a

[00:34:33] little article maybe underneath the video of the case they want to read instead of watch the video

[00:34:37] and you can obviously fire the pixel that way as well so you know don't just send them to

[00:34:42] directly to YouTube or wherever send them or or if you are going to do that at least have the

[00:34:47] pixel firing in the QR code but yeah absolutely agree great idea so okay so this is basically

[00:34:56] what you've built that's netted you a minimum of two unbelievable deals we're talking about a very

[00:35:03] small budget to do this I mean basically I'm assuming just the price of of the of the AI that you're

[00:35:09] using and no developer that you had to hire no agency no marketing agency no coding background

[00:35:15] what did this actually cost you to put together for your website and all the pages like in hours

[00:35:21] a week and how many weeks did it take you yeah so as far as hard costs again I'm on

[00:35:27] cloths their highest tier plan just because I burn through a lot of tokens as you can imagine so I

[00:35:33] think I met 200 on that you could probably do it slower with a cheaper option but the way that I

[00:35:38] leverage it it's it's well worth that and more so I think that's 200 a month and then I have the

[00:35:43] domain which I think cost me was it 30 40 dollars a year so very very minimal expense and we talked

[00:35:50] about luxury presence I was considering them as an option but I think they were north of $5,000

[00:35:56] for the bill that I wanted and then my understanding of that corrects me if I'm wrong is I think you

[00:36:00] leaps the website so if you stop paying for that service I do you get it back I'm not sure but of

[00:36:06] course I own my website 100% now so definitely was attracted to that upfront but yeah to get the

[00:36:13] you know a website to my degree I would say you know you could probably do that in 30 to 60 days

[00:36:20] if you leverage the pro work correctly through cloth and then yeah it might be four or five hours

[00:36:26] a day at that rate but it's it's maybe 10 clicks 15 clicks a day that you're actually doing while

[00:36:32] co-workers in the background so you're still doing your normal day-to-day business it's just this

[00:36:36] is happening in the background yeah that's incredible totally I totally agree yeah so all right let's

[00:36:46] so we're talking about very little money very little time and obviously very little experience doing

[00:36:53] any of this you're just doing it so what are you doing every week to maintain and continue to feed

[00:37:00] the LLMs on your website are you creating new articles every week how are you doing that I am and

[00:37:06] certainly there's a cadence that I want to hit when it comes to yes what do I want to be putting

[00:37:11] out there and how often and at what scale certainly there are random ideas where I'm just in a

[00:37:16] conversation with a client or a broker and they ask me question and I check my website and I don't

[00:37:20] have that I'll just make that page on the spot that day and get that live and that takes 20 30

[00:37:25] minutes but certainly there is a cadence you know to it and the framework that I recommend is

[00:37:31] really three tiers it's as far as your website and AI visibility it's the foundation growing and

[00:37:38] scaling and then automating and I'm pretty much at that point in my business where this is all

[00:37:43] automated but as far as the kind of the growth and the scale and the content engine around that

[00:37:50] again I have a scheduled task in cloud where every Monday I get a report from the last week of

[00:37:58] what other local news articles and publishers have found on what's going on in our local areas

[00:38:04] far as and you can of course tailor that you don't want every single article that comes out if

[00:38:08] you want it to be in your niche so then if there's a new development if there's a change in

[00:38:13] STR regulations fires have been a huge problem in Colorado so property insurance is a hot topic

[00:38:20] so it's scaling those articles for me on a weekly basis and then it does a whole breakdown where at

[00:38:26] 7 a.m. on Monday morning I have an email from cloud and it says here are the top 10 stories

[00:38:31] which ones do you want to run this week and then I run three of those and again I'm helping assist

[00:38:36] on how to tailor those stories those pages those articles but it's it's 80% automated at this point

[00:38:42] so it's incredible you wrote a you wrote a piece called your listings didn't fail your positioning

[00:38:49] did so when you pick up and expired what do you change in the first 10 days and what's the order

[00:38:56] of those changes yeah and just to kind of go high level on that is expired you know I'd heard

[00:39:03] you kind of ask and I just listen to your podcast with Sam birth 30 hundred birdie I can't wait

[00:39:08] to meet him in Montana for the mastermind this year but you would ask him okay if you were starting

[00:39:12] you had 90 days to build your business and you didn't have any other relationships or any of that

[00:39:17] expires would certainly be one of the things that I would recommend hitting the hardest I mean

[00:39:22] they truly are the lowest hanging fruit that are out there but a lot of people will just call

[00:39:26] in text that might work in certain markets but mine being the high end luxury 5 10 million dollar

[00:39:32] properties I'm putting together a physical package with my full listing presentation

[00:39:38] showcasing different works of mine so previous listings I do a cinematic and lifestyle video so

[00:39:44] two part one long format one short format and I have a page in there with QR code so they can see

[00:39:49] my previous work I also do an audit letter for each and every listing so I look at what they

[00:39:55] previously how they listed the property they're marketing their media their different assets their

[00:40:01] copy and then find a little opportunities and give recommendations and I put that in a letter

[00:40:08] and then send that out to them of course I want to be in the tone where I'm not knocking the other

[00:40:12] agent I'm just saying hey here's some opportunity that I think and I think it was just a maybe a

[00:40:17] positioning issue versus a pricing issue because that is the case a lot of the time of course

[00:40:22] prices a factor but that's just been a great way to get in the door pretty you know easily and

[00:40:29] and not as confrontational if you will as calling them at 9 a.m. the day after the listing expires

[00:40:35] yeah I love that that all makes perfect perfect sense and it's it's interesting because you talked

[00:40:43] about expires a lot and there's a vendor that tracked expires and created this really amazing

[00:40:49] statistic which was this one vendor tracked 78,000 expires in a single week this past April

[00:40:58] which was up 83% from the previous two years so most agents look at that number and they're like

[00:41:07] it's a pricing problem but you say it's really more of a positioning problem so in practice like

[00:41:12] what's the difference between a pricing problem and a positioning problem yeah and certainly it can

[00:41:18] be it can be a bit of both just depending I'm not saying price of course is a is a factor I have a

[00:41:23] lot of expired listings that I talk to and they say all right so you're with Southern Bees great

[00:41:27] brand international reach that reach is going to help me sell my house for the same price I try

[00:41:31] last time and sometimes I don't have the magic wand right so usually pricing will be somewhat of a

[00:41:37] factor but maybe not as large as they think it is and then again it's just I think the deep deep

[00:41:44] level of presentation and marketing approach I mean all of my listings and to go back to one of

[00:41:49] your your intro you're asking about the front range so the front range in Colorado is if you're

[00:41:55] coming from the east side of Colorado towards Kansas and you're coming west you know Pikespeaker

[00:41:59] bust you run into Pikes Peak and then that mountain range is is what sets that from the plains being

[00:42:05] on the east and then it's all mountainous on the west so that's the front range so Fort Collins

[00:42:09] Denver Colorado Springs is the front range so those are a lot of our feeder markets as well

[00:42:14] up to Breckenridge so you know a good 40% of buyers that own and live in Breckenridge is the

[00:42:22] part time home live in Colorado Springs or live in Denver so that's where a lot of our buyers are

[00:42:27] coming from along with other feeder markets but then to answer that question a little bit it's I'm

[00:42:32] a member of three different MLSs I'm in Denver MLS I'm in Colorado Springs MLS and I'm in Breckenridge

[00:42:37] MLS so they're getting triple the exposure versus just the single MLS in our primary market versus our

[00:42:43] feeder yeah yeah that makes sense so for agents that have you know that try to work expires

[00:42:51] and they have a whole list of them sitting in front of them what's the first touch look like like

[00:42:57] when you reach out guide me through like that conversation yeah and it's it's funny because I've

[00:43:03] really tried to tailor this and I've tried all different approaches I've called the text I've tried

[00:43:08] calling I've tried texting a little bit more of a casual approach and I've had some success with

[00:43:13] that for sure but really I would say 90% of my expires business right now is spent prepping their

[00:43:22] package so they're expired package so it's again that audit letter it's my full presentation

[00:43:26] it's a it's not a market analysis because I don't want to leave with saying your pricing is off

[00:43:31] it's just a market snapshot here's the months of inventory here's the absorption rate here's your

[00:43:36] pricing segment in the market here's the audit letter here's the presentation so it's putting all

[00:43:41] of that together and then they're the ones calling me at this point I don't follow up on my packets

[00:43:46] I just let them sit I let them do their job and I get calls and I got to call the other day they don't

[00:43:50] always work out but I got to call the other day from a Colorado Springs expired at like 1.5 million

[00:43:55] and he said hey I got your packet super impressive this is probably the most thorough and exhaustive

[00:44:01] packet I've seen this is fantastic no one else did this they all called me and I didn't give them

[00:44:06] the time of the day and they said unfortunately you know life changed we're no longer selling but

[00:44:10] I can tell how much effort you put into this packet I'm going to hold on to it do you want to come

[00:44:14] and pick it up because I'm sure it was worth a lot of time and money in that so what what a great

[00:44:19] compliment just getting that from an expired listing yeah there's not an opportunity to sell

[00:44:23] right now but he appreciates the in-depth values of just giving all of that and not holding it back

[00:44:28] is a big recommendation yeah to me that would I would think to say no you keep it it's it's for you

[00:44:35] but if you want to if you want to do me a favor if anybody you know is looking for an agent or

[00:44:40] looking to buy yourself please pack my name along that that would be a gift enough I haven't

[00:44:46] gone and picked it up yet I'm letting it sit there for a little longer and when you put these

[00:44:51] packets to get so you're not calling you're not emailing you're not texting you are literally

[00:44:56] are you hand delivering are you mailing like well how are you actually getting it to them

[00:45:00] so I'm using FedEx and especially in the mountain markets we have a lot of PO boxes

[00:45:06] so when is someone going to be in town on their second third fourth fifth home so it doesn't

[00:45:11] make sense to go there so it's going to their their actual address that's on the tax record not

[00:45:16] the property address 90% of the time and it's being dropped on their doorstep so they're getting

[00:45:22] that value within three days of the property expiring and then I will say there is a little bit of

[00:45:27] texting campaign that I've been playing with but it's around that package so it's saying so the

[00:45:34] first text that I'll send is the morning that it expires if it's a listing that I want to go after

[00:45:39] and while I'm prepping the packet because of course if I can get in front of and mitigate

[00:45:43] some of the time and effort and expense of mailing to someone that's just going to

[00:45:47] relist with the same broker because if they're close family friend of 20 years I want to do that

[00:45:52] so that first text is basically saying hey I saw that your property came off the market I'm putting

[00:45:57] together a really high high level in-depth packet on x, y, and z market updates whatever it is

[00:46:03] I just wanted to confirm that this is the best address to mail that to and then a lot of the time

[00:46:08] they'll say yes that's it looking forward to it sometimes they'll say oh we're going to relist with

[00:46:13] our aunt uncle and then I won't send the packet no worries it says me some time and energy

[00:46:18] sometimes I don't get a response right away but I'll still put the packet in the mail and then

[00:46:23] the next touch is on the day that it's delivered I'll say hey I was tracking the package I saw

[00:46:28] that it should have delivered today I'll give you some time to review that just know that I'm here

[00:46:32] for any questions so it's leading around that value it's not saying hey I'm the best agent to

[00:46:36] sell your property and trying to hold them up on the phone for 10 or 15 minutes when they're not

[00:46:40] ready to talk at that point yet it's just going around that value and letting them lead the conversation

[00:46:45] after that are you using AI to put together the packages for a couple of custom pages yes so for

[00:46:55] that market update that I've shown you or market snapshot rather I have it work through a custom

[00:47:02] project within cloud and that is a cohort project so then it's pulling that market data from the

[00:47:08] MLS based on how I've told it I want the property data within the last six months within two miles of

[00:47:14] the property put this data together for me and then it's doing that for the property and spitting

[00:47:19] out that one page that I'll print and then throw in there that's correct and the rest you're using

[00:47:24] brokerage tools or MLS tools or things like that yeah exactly I'm I'm writing the majority of the

[00:47:30] audit letter I'll use AI a little bit to help me template that and put a letter head on that of

[00:47:36] course there as well but then really it's yeah those two custom pieces the rest is just my

[00:47:42] traditional listing package if we were to sit down on listed property I'm putting that full

[00:47:46] packet in there sending that out different community updates and insights and things of that

[00:47:52] nature too. We know that FSBO and expired listing leads get sold all over the country

[00:48:00] and there these people are getting hammered on the phone and probably also hammered via email people

[00:48:06] can figure out what the email address is and how many when you when you talk to these people I'm

[00:48:13] sure you've probably asked how many of them get these FedEx kind of packages it's got to be I'm

[00:48:19] guessing you're the only one. Only one maybe one or two others depending if that but yeah just

[00:48:25] depending on the market and who's out there doing this but I would say if you were to start this in

[00:48:29] your market there's a good chance you're the only one doing it because they're all all in

[00:48:33] their little texting and the sellers are telling me that they're saying hey I appreciate you

[00:48:36] respecting my situation and giving me time to look at this on my time there's 20 other ages

[00:48:41] that call me this morning. So any you know the FedEx thing is brilliant because everybody is going

[00:48:47] to open something from UPS FedEx or even UPS if it's you know the the priority mail right we're

[00:48:54] all going to open though because we think it's something important and so that is also a really

[00:49:01] nice touch yet cost you an extra ten bucks or whatever but if you can get I mean God a commission

[00:49:07] for one of the deals that you're going for I mean you could send out you know you might be able to

[00:49:13] send out you know 500 of those and only need one of them to hit you know and it would still be

[00:49:19] yeah yeah and for the rest of us let's think about let's think about that for farming right we close

[00:49:28] a property maybe in a neighborhood and we look up to get the neighbors addresses and we get their

[00:49:34] names and if that's possible you can you can grab that and then what if you sent a hey I just you

[00:49:39] know put it in a FedEx and I'll hey I just sold so and so is home I would love to and I try what I

[00:49:44] tried to do is raise the value of everybody's property in your area I would love to just tell you

[00:49:50] what I think your properties worth even if you already have an agent I just want to be your backup

[00:49:54] option and you'd be shocked at how many people will reach out to you but anyway great great

[00:50:00] suggestion there Justin okay so I just have one last question for you so this is but just more

[00:50:08] about your your age when you started so you got your license at 19 you told us and right out of high

[00:50:15] school in Colorado Springs you're working with first time buyers and you're on a team and trying to

[00:50:20] get some leads that way and you told me this is still the part that you love the most which is even

[00:50:27] though the business now runs from one million to 15 million what does what did that 19 year old have

[00:50:35] that you have not lost like what what what he is what was that 19 year old what did it what did

[00:50:40] that 19 year old have that got him through those first couple of brutal years yeah it's a great

[00:50:46] question and obviously I have to do some reflecting on that as well but I think it's just the

[00:50:52] the drive and the hustle and you know a motto that I love is just not being the smartest in the room

[00:50:58] and if you are the smartest in the room then you're in the wrong room so mine was kind of naturally

[00:51:03] that way at 19 I'm in a real estate brokerage and I know nothing really about real estate so I started

[00:51:08] from that and then just kept evolving in the rooms that I was in and just trying to outgrow this

[00:51:14] room and then go to the next room and go to the next room so that's been a practice that has served me

[00:51:18] really really well but it's just doing more reps I think than others are willing to do and again

[00:51:25] it's just funny how things have evolved I I kind of built my business on online leads but then

[00:51:30] just a thing for me and principle I think is what it was is we were on a Zillow flex team so you know

[00:51:37] selling 30 40 50 homes a year through Zillow flex which that was fun and it's good to produce that

[00:51:42] much but then I I just felt like all right if someone else was getting handed this lead they could

[00:51:47] probably sell this seat as well I want to go out and generate something where I I know that I

[00:51:52] generated this and I brought this to the table so I just wanted to go knock doors so I would just go

[00:51:57] door knocking I would knock two hundred three hundred doors a day around my open houses new listings

[00:52:01] just sold and then I did that until I finally started generating some business there and yes that's

[00:52:07] that's a lot of reps they're smarter ways to do it work harder not it works smarter not harder but

[00:52:12] again for my personal just kind of being at that time I just wanted to totally cultivate a cold

[00:52:20] lead by knocking on their door and see it through to closing and that happened several times and that

[00:52:24] felt really good so just kind of one of those things where I just wanted to put in the work to show

[00:52:28] that I could make those things work and it was fun it builds resilience to because you're really

[00:52:34] building a failure machine which most of it is going to end in and failure isn't really the right word

[00:52:41] but it's you're not going to get the result you want knocking on two hundred doors you're not going

[00:52:45] to get fifteen or twenty people saying let's let's work together right away but what you are doing

[00:52:50] is you're showing people that you're doing some you're willing to do something that they know is hard

[00:52:55] they also you know may not be ready to buy yourself something that's not really why you're doing it

[00:52:59] you just want to get them in your database and that's essentially what you're doing and you could

[00:53:04] always just say hey I'm not here to become your REALTOR today I mean you probably already have a

[00:53:08] REALTOR but you know I work with a lot of people in this neighborhood and I would love to send you

[00:53:12] a you know no obligation valuation of what I think your home's worth you probably look on Zillow and

[00:53:18] Zillow sometimes accurate sometimes they're not I'm happy to like text that over to you or email it and

[00:53:22] you just keep it and you know if you ever need another you know another opinion on your property

[00:53:28] you know you just reach out to me but like doing that is really it is really impressive to people

[00:53:34] even though no people don't really stiff say they hate it when people come to their door almost

[00:53:38] no one does that anymore and I think and again people say well it's a little creepy and I'm like

[00:53:43] it's only creepy if you're a creep like if you're a normal nice person it's not that I mean maybe

[00:53:48] you should dress up a little I guess just to maybe you know set the stage but it is absolutely I

[00:53:55] know I know a top producer I've interviewed this top producer on my show in Hollywood he only

[00:54:02] door knocks and he what he does is he does a lot of research on the property because he goes to like

[00:54:08] mega you know million dollar homes and so he he's like a he's like an architecture junky so he

[00:54:14] actually knows things he will knock on the door and he will say hey I'm sorry I'm not not here to

[00:54:19] bother you I know everything about this house because I've studied it I know the architect I have to

[00:54:24] see you I would beg you if you could let me see if what is in my head is is going on inside this

[00:54:31] place I would be honored if you could show that to me and he says people are so flattered he said

[00:54:36] and he's not he's not anywhere as a suit he's a nice guy and he's you know he's got a nice car

[00:54:40] and he says I'm not trying to sell you anything I just want to see this and then it would

[00:54:43] he'll say at the end is I know you're not looking to sell right now and I'm not even going to try

[00:54:47] to get you to be my client but if you ever do sell this I can find a buyer for you would you just

[00:54:53] please call me you can list it with whoever you want I'm going to find the buyer and he says he

[00:54:56] almost always gets the listing I was like yeah yeah so I love it I love there's a million ways to do

[00:55:03] it so and again texting and emailing and cold call and in calling yes it can work and it does work

[00:55:10] and there's people that will swear by it but there are a lot of other ways like sending a packet

[00:55:16] via mail to other I mean that is that is absolutely guaranteed to get opened and and then follow

[00:55:24] or even pre-sending like you do sending text hey just so you know I'm sending this out

[00:55:29] do I have their correct right address you know no obligation and getting somebody to say yes

[00:55:35] then you know okay they know it's coming and then you can always say hey just want to let you know

[00:55:39] I saw that it was delivered take a look let me know what you think you know have a great day

[00:55:43] and and most of the time people are going to be like thrilled that you did that so I love that

[00:55:48] I want everybody to download Justin's AI sort of helper about how to structure content how to feed

[00:55:56] the large language models how to show up in AI searches I have homework for everyone so before

[00:56:02] you end this episode open up your AI of choice ask it to recommend the best real estate agent in your

[00:56:09] market for whatever you specialize in screenshot whatever it tells you then go write a one-page

[00:56:16] on your website that answers one real question your last client actually asked you if you

[00:56:23] are struggling with it have AI write the first draft and you can edit it write that put it on your

[00:56:28] website and that's the first step to getting the LLMs to notice you and then rinse and repeat

[00:56:34] on behalf of our audience thank you Justin we appreciate you Justin's website to download

[00:56:38] his AI guide is Justin black re.com forward slash agents linked to that in the show notes

[00:56:45] also follow Justin on social media on Instagram in particular he's everywhere but Instagram is his

[00:56:52] main place jblack.re is where you find him link to that in the show notes you can also get to

[00:56:57] there from his website so reach out to him and by the way if you have clients that are skiers or

[00:57:04] people that move down to the Colorado area when they retire or you visit there vacation there or

[00:57:10] looking for vacation rental places you know to to buy this is the guy to talk to you so reach out to

[00:57:16] him um he might be end up being a good referral source and he has people most of his clients live

[00:57:22] other places too so he will be great he needs referrals too he needs to send referrals out as well so

[00:57:28] reach out to Justin and congrats again on the 30 under 30 Justin that is a truly incredible

[00:57:33] designation on behalf of Justin and myself we thank our audience thank you for making it to the

[00:57:38] end of the episode the best way that you can help us continue to grow our show just tell a friend

[00:57:43] think a one other agent that needs to hear all the cool stuff that Justin told and really he gave

[00:57:48] so many great specific advice is plus he's got that AI guide shoot a link to them let us let them know

[00:57:54] about our show we appreciate you thanks to our sponsors and we will see everybody on the next

[00:58:00] episode thanks Justin hey thanks so much for having me on