Your Buyer Has the Down Payment but NOT the Closing Costs

Transcript

[00:00:00] Your first time buyers save the down payment, then closing costs come up and the whole deal stalls.

[00:00:06] Today's guest is a Los Angeles agent who gets those buyers to the closing table anyway

[00:00:11] by writing seller credits into offers without sinking the deal.

[00:00:16] He's also spent 10 years building lead gen for law firms

[00:00:19] and he's going to show you what's broken on your Google business profile. Stay tuned.

[00:00:25] This episode of Keeping It Real is brought to you by RealGeeks.

[00:00:28] How many homes are you going to sell this year? Do you have the right tools?

[00:00:33] Is your website turning soft leads in interested buyers? Are you spending money on leads that aren't

[00:00:38] converting? Well, RealGeeks is your solution. Find out why agents across the country choose

[00:00:43] RealGeeks as their technology partner. RealGeeks was created by an agent for agents.

[00:00:49] They pride themselves on delivering a sales and marketing solution so that you can easily generate

[00:00:54] more business. Their agent websites are fast and built for lead conversion with a smooth search

[00:01:00] experience for your visitors. RealGeeks also includes an easy to use agent CRM.

[00:01:06] So once a lead signs up on your website, you can track their interest and have great follow-up

[00:01:12] conversations. RealGeeks is loaded with a ton of marketing tools to nurture your leads and

[00:01:17] increase brand awareness. Visit realgeeks.com forward slash Keeping It Real Pod and find out why

[00:01:23] REALTORS come to RealGeeks to generate more business. Again, visit realgeeks.com forward slash

[00:01:30] Keeping It Real Pod. And now on to our show. Today's episode is brought to you by corded.io.

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[00:02:51] to schedule a demo again. That's corded.io. And now, onto the show.

[00:03:11] Welcome to Keeping It Real, the largest podcast made by real estate agents and for real estate agents.

[00:03:17] My name is DJ Paris. I am your guide and host through the show and today is my guest is Alex

[00:03:24] Maldonado from Los Angeles. We're going to speak to Alex in just a moment and I want to tell you

[00:03:30] more about his background before he comes on. So a little bit about him. So he is a Los Angeles

[00:03:36] REALTOR with circle real estate. He serves the South LA, East LA, Northeast LA and Long Beach.

[00:03:42] He works closely with the Hispanic community first time and first generation buyers and also

[00:03:48] professionals looking to build well through real estate and a lot of his work is helping buyers who

[00:03:52] have the down payment save but not the closing the deal closed. So I'll estate Alex also owns

[00:04:00] Maldonado marketing. We have a special gift for our listeners first come first serve which I'll

[00:04:05] talk about in a second. But his marketing agency is an agency that builds marketing and lead

[00:04:10] generation systems for law firms. He also has more than 10 years of marketing experience. He's a

[00:04:15] UCLA grad works with clients in both English and Spanish and his goal is very simple. Get more

[00:04:20] LA families from renting to owning without any surprises along the way. So I'd like everybody to

[00:04:28] follow Alex on Instagram which is your real estate man dot Alex. So your real estate man dot Alex

[00:04:36] linked to that in the show notes and then we also have a giveaway that I'd like again it's first

[00:04:43] come first serve not everyone will be able to do this but want you to go to Maldonado Marketing.com

[00:04:48] forward slash agents. It's specifically for listeners of our show. Check it out and he's going to

[00:04:54] be able to give you an audit on some of your Google business and just other things that you want to

[00:05:00] know about your brand. He's going to take care of that for you. So again limited but first come

[00:05:06] first serve so Maldonado marketing dot com forward slash agents. Alex welcome welcome to keeping

[00:05:12] a real. Of course thank you for having me DJ Paris. All right sir. All right let's jump in. So

[00:05:20] I was checking out your website which I really like by the way and it you know talked about how you

[00:05:25] watched your own family navigate through the LA market really without much guidance. And what did

[00:05:32] that look like from your vantage point and what's the like what's the one thing you wish somebody

[00:05:39] would have been able to help them do. Yeah so regarding my family I'm just going to give a little

[00:05:45] background but my family moved here around like the 90s to Los Angeles and regarding moving here

[00:05:54] up they've been here all this time and they had the ability to be able to purchase home very early

[00:05:59] on they got paid well they had the income but they never had the resources for someone actually

[00:06:05] be able to help them to do so so it wasn't to actually 2016 that they purchased their first home

[00:06:11] which you know it's probably like 20 let's say 26 years they would have already been able to

[00:06:17] pay off their home if they had purchased back in the 90s but they never had that resource for them

[00:06:23] that's the main reason I got into real estate because I want to be that resource for other people

[00:06:28] I want to help other people achieve home ownership very early on so that they can achieve

[00:06:33] patrimony for their family and build well. Yeah I think that's so true I know for me personally

[00:06:41] I was in a similar position as your family and so many people are where they actually

[00:06:48] do have the resources to purchase much earlier than they realize and I think as real estate agents

[00:06:55] we sort of forget that that that sometimes people just don't know until they know and often it's

[00:07:01] much later than they could have been told so I couldn't agree with you more I I could have bought

[00:07:07] several years before I did I had no idea I could so this is I think a really important point to

[00:07:14] our audience is that we think everybody knows things because we're in the business all day long

[00:07:18] and the reality but is everybody renting should really have a conversation or should somebody should

[00:07:24] approach them to have a conversation about hey what's what are your what are your plans would you

[00:07:28] like to buy and then let's help you figure out a plan and I know you do that so I really am glad

[00:07:33] that you mentioned that because I think it's an easy thing for us to forget now I want to very

[00:07:38] specifically you know I know you work with a lot of buyers because you are obviously helping people

[00:07:42] transition from renting to buying and the down payment they have oftentimes have that saved

[00:07:49] but as I said in the in your intro earlier that the closing costs sometimes are the big surprise

[00:07:55] and most you know most people we don't talk about that ever we talk about down payment I hear that

[00:08:02] all the time but we don't talk about closing costs and that is a really important topic and maybe

[00:08:07] it's the first time in our history of our show that we're ever talking about it so I'm super grateful

[00:08:12] that you talk about it so how do you find out with one of these first time buyers sort of where

[00:08:18] they're at how do you assess their down payment versus closing costs scenario yeah so whenever I

[00:08:26] meet with a client you know I asked them like what is your motivation for wanting to buy I first

[00:08:30] get to the root cause of it because everyone has a different motivation for wanting to be a

[00:08:35] homeowner um after that you know after a while of talking and building some trust I asked

[00:08:40] regarding their finances because it is going to play an important role into the purchase of a home

[00:08:44] so just one buyer that I'm working with right now she has enough for the down payment and probably

[00:08:50] let's say around 4,000 more and she has nothing for closing costs so I work with a lender that um

[00:08:58] you know she offers like lender credits um with working with different

[00:09:03] lenders and what we're doing is we're getting them lender credits while at the same time

[00:09:08] writing into the contract that the seller gives the seller credits and that's basically what we do

[00:09:14] to get them covered and every situation is different but you know if as long as they have the

[00:09:20] 3 and a half percent or can get it from family members or other resources we're able to help them

[00:09:25] achieve home ownership it is crazy how and look I'm lucky enough to be a beneficiary when I bought my

[00:09:33] first condo that my parents were able to assist me with the down payment and we forget that

[00:09:39] people like 30 some percent of all first time home buyers and that number might even be low

[00:09:45] get assistance from their family so we tend to look at somebody's individual you know assets

[00:09:50] and forget that like oftentimes as you say you know they're if they're lucky enough to have family

[00:09:56] members that are willing to contribute or are able to contribute then that often helps and I

[00:10:01] wanted to really quickly go back to rentals just for a moment because I'm curious I don't have this

[00:10:07] in my normal questions but I know living in Chicago your in LA rentals are if you're not buying

[00:10:13] your renting obviously and most REALTORS often tend to not want to work with renters I mean if you

[00:10:21] want to do a luxury rental for 10 grand a month everybody wants to do that but for people you know

[00:10:27] normal working class people who aren't spending a fortune in rent but REALTORS often ignore them

[00:10:33] and I always think what a missed opportunity not that you should work with everybody you should

[00:10:38] obviously have your niche know who's you know you know sort of the amount of money you want to make

[00:10:44] and and does this fit fit in but these are people that if you educate that if you educate them

[00:10:49] correctly like you're doing these are people that no matter what their circumstances they were going

[00:10:54] to be buying at some point in the future so I'm curious do you help people while they're renting

[00:10:59] or do you tend to catch them right at the tail end of that when they're ready to start buying?

[00:11:06] Yeah that's a good question and regarding that so I've built a referral network where people

[00:11:12] refer me people that essentially are in different stages of the home buying process so I might

[00:11:19] just be wanting to ask questions others might be already willing to want to purchase so they're at

[00:11:25] different stages but what I do is that I follow up with them I build a relationship and I continue

[00:11:30] building that relationship and once they're ready then I help the wood home ownership and the people

[00:11:35] that are ready you know I set them down I explained the process and I let them know exactly how things

[00:11:41] are going to go down and that's very helpful for them because you know sometimes they lack that

[00:11:49] education or like that information to be able to access whether they actually can afford home ownership

[00:11:55] and just being able to answer their questions and answer their questions simply and effectively

[00:12:01] it's very important because you know a lot of the times they have questions that we ask agents

[00:12:07] like we know the answers to and we think it's very simple but they are not in the industry

[00:12:11] they do different things they might be a nanny they might like work in the auto industry or in some

[00:12:17] capacity they might be working the service industry so they're not very much well informed when it

[00:12:23] comes to real estate and we see these things as simple things but for them they don't know the

[00:12:30] the answers to these questions and it's just about informing the public and the community to be

[00:12:34] doing this and I imagine too it probably happens where some of these people takes years for them to

[00:12:41] get into the right financial position to be able to buy and you're the guy because you've been helping

[00:12:47] them this entire way yeah of course so what I do is like you know I also offer like a budgeting

[00:12:54] course for the people that don't have the money for it so I sit them down I look at their finances

[00:12:59] if they're willing to share it of course that's the stipulation for the budgeting course you have to

[00:13:04] be willing to speak openly about it but I set it I helped them set a budget for saving to be able

[00:13:11] to achieve home ownership within two to three years and if they follow that plan then they should be

[00:13:16] able to afford it within that timeline yeah I want to talk also about managing expectations for

[00:13:24] first time buyers because again they don't know what they don't know and it's not any fault of theirs

[00:13:30] but you had a story that I thought this is very this is a very common sort of story where we have a

[00:13:36] buyer that has slightly unrealistic expectations their hearts in the right place they want to do

[00:13:41] all this cool stuff and maybe their situation just doesn't allow for that so you had a buyer really

[00:13:47] was set on one neighborhood that she couldn't afford and every listing she sent he was cash only

[00:13:52] but she was an FHA loan you know buyer so at what point like did you tell her hey this is the

[00:13:59] reality and what did you actually say how did you actually break that news yeah so you know I

[00:14:05] broke that news slowly over time and it has to be done slowly you can't just like rip the bandit

[00:14:10] out because you know it's you know it's there in a very difficult situation for them to understand

[00:14:16] but what I started with the process is that whenever I sent her listings I would send her the close

[00:14:22] listings for that specific neighborhood which was Lakewood and properties were closing at like

[00:14:29] 850,900,000 and her budget was around 6750,000 that's what her budget was so just letting her know

[00:14:38] what the properties were closing for was really important so she was able to like assess her situation

[00:14:45] and you know every offer every property that she would send was a property that was over her

[00:14:51] her budget and that was all cash so I had to make her aware that like a lot of these properties that

[00:14:56] are under valued they're under value because they're wanting all cash offers right

[00:15:03] well that that's I'm glad that you mentioned that you do it slowly and over time and not to shock

[00:15:12] their system you know really being empathic towards hey this is something that's gonna land pretty

[00:15:18] heavy so I need to figure out how to you know say it in a way that she's able to digest and understand

[00:15:25] without being you know completely a disillusioned right so I want to talk about FHA loans just for

[00:15:31] a moment so on an FHA loan seller can cover up to 6% I believe have closing costs something like

[00:15:37] that with a conventional with under 10% down it's only 3% they can cover so in a market like LA where

[00:15:44] you are competing on price how do you go about asking for a credit without your offer like just

[00:15:53] getting pushed to the bottom of the offer pile of course so basically what's important to

[00:16:00] the seller of the property it's always going to be the net money they make on the property so if

[00:16:06] the net money isn't at the highest and if the terms aren't the best then they might not want to

[00:16:13] pursue accepting that offer so what I do is that regarding credits I always build it into the

[00:16:19] contract and the offer so essentially if we know we're going to need 6,000 in credits then we would

[00:16:25] know that we have to come in a little higher in order to offset those credit costs and also

[00:16:32] what we also do is set like good terms so if we know that the offer is maybe not the strongest

[00:16:39] we put 3% earnest money to deposit to make it more show more willingness and more interest

[00:16:46] on the buyer side and we also I work with a lender that essentially can close in 21 days escrow

[00:16:54] so just being able to lower the escrow is sometimes very important because some sellers they're

[00:17:00] recent from wanting to sell it's because they need the income and a lot of the times they need

[00:17:06] a fast so being able to provide them with that money in a speedy way it's very much important so

[00:17:13] just making sure that basically it's written into the contract the closing cost and also that we

[00:17:20] have good terms for them and also discussing with the agent making sure that the agent is aware

[00:17:28] of what you know of where we're going to come in and communicating having good communication

[00:17:33] with the agents the seller agent. Yeah and I can I can hear the audience now there's there's some of

[00:17:42] our audiences listening who have been doing this 20 years who when they hear an offer with a

[00:17:49] seller credit or a down payment assistant program oh that's a week offer it's a slower close more

[00:17:55] conditions more likely to fall apart so talk to that agent directly what do you want them to know

[00:18:01] that makes this not something they should go you know this is more complicated than in our traditional

[00:18:08] offer. Yeah so regarding that I would have to say a lot of this times these buyers are in the

[00:18:18] situation where they don't have the full amount of money and there are other buyers that are

[00:18:23] but a lot of the types these are first-time owners and first-generation home buyers so they're

[00:18:29] looking to get in the market they might not have the means to do so like with an all cash offer

[00:18:34] or like 20% down but whether it's going to close it it's going to close it depends on the communication

[00:18:41] you have with the buyer agent and the seller agent and also the willingness of the buyer and wanting

[00:18:47] to buy but it's very important just having that good communication between both agents and

[00:18:53] you know yeah. So I know that City of LA has this LIPA program which lists up to I think 161,000

[00:19:04] for low-income first-time buyers with no monthly payment but it isn't free money it takes a share

[00:19:10] of the appreciation when they sell or refi which makes sense how do you explain that trade off to

[00:19:16] a first-generation buyer and if you ever told someone don't do it it doesn't make sense because I

[00:19:21] imagine it doesn't probably always make sense but tell me more about that. Yeah so it's not for

[00:19:27] everyone obviously if you have the means to be able to qualify for FHA or conventional then it

[00:19:33] might not be for you but the LIPA and MIPA these programs are very important because what they do

[00:19:39] is they offer for you to be able to get into a home they offer up to 20% for

[00:19:48] for the down payment basically to be able to purchase it to a home and I believe they take 20%

[00:19:54] of the appreciation of that but a lot of times some people don't have for the down payment they

[00:19:59] really don't have anything and these programs are really important because they help you get in the

[00:20:04] door once you get into the door of real estate that's what's important that's how you start

[00:20:09] building wealth and the tradeoff is that you do give a certain appreciation but you're still

[00:20:14] building appreciation they 80% of the property value is still being appreciated here after year

[00:20:21] you're only giving up basically 20% of that appreciation so these programs are really important

[00:20:27] because it helps buyers who don't have the means get into the door and don't think of it as like

[00:20:33] you're like they're taking from you think of it as like they're giving you something which you

[00:20:38] otherwise wouldn't be able to get into yeah I think it's awesome we don't really have a lot of

[00:20:45] those programs here in Chicago so I think it's fantastic that LA does that now I want to talk about

[00:20:51] lead gen because you are a lead gen guy and you have been a lead gen guy for a long time even in

[00:20:58] different industries so you spent 10 years building lead generation for law firms where before you

[00:21:05] ended up getting your real estate license so a lot of your buyers you know obviously can cover

[00:21:10] the down payment the closing costs are still an issue but I'm curious and I'm curious if you use

[00:21:16] any of that conversation in your marketing actually let me back up just a step I'm going to

[00:21:21] rephrase the question I should have said this a different way how are you generating leads now

[00:21:27] and how is it changed from when you were doing it for law firms?

[00:21:31] Yeah so primarily how I'm generating leads is coming up with the benefit of it so I'm making sure

[00:21:39] I'm having the target audience down who I'm looking to target specifically so if I'm looking to

[00:21:46] get Spanish speakers I place the advertisement in Spanish and if I'm trying to find people who

[00:21:53] have a certain amount like a down payment then I let them know that a lot of the times three and a

[00:22:00] understand that number it's very like nuance but it's like if you say something along the lines

[00:22:06] do you have 25,000 to purchase a home then we can get you into a home ownership and you know

[00:22:12] everything else do we just work on the backend but basically as long as we have for the down

[00:22:17] payment they're able to purchase a home and these are entry-level properties of course like

[00:22:23] you need more of a down payment for other properties in LA that are over a million but this is

[00:22:28] a target audience that I've been targeting and it's been working pretty well actually.

[00:22:34] Yeah and I imagine it's not often as targeted as sorry the the group you're going after isn't

[00:22:41] as targeted as like the luxury market which everybody wants because of course you know those are

[00:22:47] bigger transactions you know obviously higher commission but a lot more competition and somebody's

[00:22:55] got to help the first time home buyer and those are the people that are probably most likely to

[00:22:59] refer tons of other people to you because they're super grateful to you for really being that guide.

[00:23:06] A lot of people have pride when they especially people who emigrate here who you know they just don't

[00:23:13] want to ask the questions they don't know the answers to because it makes them feel stupid or

[00:23:19] you know and that's a very common sort of thing to happen it's very sad but then you guy like

[00:23:24] you come so long as like I have all the answers I know what to do I'm going to take care of you I

[00:23:29] imagine you get a ton of your business from referrals what I want to do is let's go back to

[00:23:34] Legion for just a second so when you talk about your ads are we talking about are you doing paid

[00:23:40] ads on social are you doing paid ads on my Google are you doing just a more organic marketing where

[00:23:48] people are finding you outside of that like what's your approach to actually doing some of this

[00:23:53] Legion. Yeah so when it comes to do my approach it's multifaceted so there's different things I'm

[00:24:00] doing I have paid advertisements out there specifically for different target audiences so there's

[00:24:08] that I also do SEO on the back end so when it comes to building credibility on my website I try to

[00:24:16] pitch and get different backlinks back towards my website so that I can get more organic traffic in my

[00:24:22] website. I want to explain what backlinks are this is nobody talks about this anymore and it is

[00:24:29] still the number one way to get high SEO ranking is via backlinks so what a backlink is is a link from

[00:24:38] one website to your website or your content maybe a blog post you wrote maybe your homepage and it

[00:24:45] the better the the influence of the referring site for example if CNN does a story about my podcast

[00:24:56] and then has a link to my podcast homepage that is a amazing link because CNN is a very you know

[00:25:05] whenever you think of CNN they're considered a trusted news organization and you know that would

[00:25:11] be like the golden kind of backlink now that's very difficult to get but you can ask for backlinks by

[00:25:17] writing articles for other blogs that are super useful to their audience and this is something that

[00:25:23] is not talked about anymore it is the number one way to go up the ranks in Google so I'm glad that

[00:25:30] you mentioned backlinks I just wanted to pause and explain that because I imagine people just don't

[00:25:34] know what that is. Yeah so it's really important to have backlinks when it comes to a website because a

[00:25:40] lot of the times people think that just by creating a website you'll not really get views.

[00:25:47] Yeah exactly. You'll get like one or two views, three views maybe but like if you don't have

[00:25:53] backlinks and if you haven't built that domain authority and that trust when in your website

[00:25:57] from credit sites then your website won't be shown on Google search often so just like

[00:26:06] regarding what was spoken about pitching and writing articles and stuff there's the websites

[00:26:12] such as like quoted where you can like pitch yourself and write articles and you know you can ask

[00:26:17] them if they can backlink back to your website for this so there's resources out there for you to be

[00:26:22] able to get backlinks and yeah. Yeah it's it's a lost art that people don't we we're now so AI

[00:26:30] focused we forget that people are still searching on Google and you still want to show but AI is

[00:26:35] also searching on Google so let's talk about AI for a second. I know a lot of the people agents

[00:26:41] top agents that I interview on the show when we talk about their personal website because I always

[00:26:47] think like how does anyone really care about your personal website and they say yeah they do because

[00:26:52] people Google me and they just want to see that I'm a real thing and in that but I they say what

[00:26:58] I'm what oftentimes what what they're doing now and I'm curious if if you're doing this is adding

[00:27:03] content specifically for artificial intelligence to pick up and use this citation so for example

[00:27:11] writing really long detailed articles about you know you maybe your local market or it could be

[00:27:16] really anything related to when your target market goes on to AI or Google and asks questions

[00:27:25] or YouTube right YouTube's a search engine so do are you starting to put more content on your website

[00:27:31] to attract AI to cite you more in those results. Yeah so that's known as geo which is

[00:27:39] Generative engine optimization and it's really important because it's say AI is a changing

[00:27:46] industry you know Google is the one that kind of created like the search traffic and stuff but a

[00:27:52] lot of people are getting into AI and a lot of information is being picked up by AI so it's

[00:27:59] important to be shown on these resources. Yeah I could could not agree with you more I'm so glad

[00:28:11] you you mentioned that all right let's talk about the Hispanic community because I think this we

[00:28:20] forget this is one of the fastest growing populations in our country and this is a huge

[00:28:28] opportunity to assist them either with first time buying or certainly with maybe investment

[00:28:35] opportunities so they can create residual income or generational wealth as well as these are also

[00:28:41] families that are very close and they tend to have other families that are nearby or other friends

[00:28:49] and that it becomes a great referral source for you so I'm going to talk about this for

[00:28:53] a second so you work a lot with the Hispanic community in the south east northeast LA Long Beach

[00:28:59] what is bilingual marketing involved beyond just translating your posts and stuff so tell us

[00:29:06] about that. Yeah so obviously it involves being able to speak the language communicated with them

[00:29:12] because then you can have an advertisement that's in Spanish and get leads but if you're not able

[00:29:17] to speak to the audience then you won't be able to convert them and like show that trust with them

[00:29:22] so there's that but just on a very more general view of it I would have to say this Hispanic

[00:29:31] community is very interesting because we work off referrals a lot we like you know there's your

[00:29:38] aunt and uncle your grandma that tell you like hey this person does really good work in ex-industry

[00:29:43] and you just kind of take it as like a trust factor like you believe it you go with them and you

[00:29:49] don't even think about it you don't go on Google and you find other like you know massage therapists

[00:29:54] or a different doctor or optometrist or different deaths as you just kind of like trust their referral

[00:30:00] so it's very important because just for example one of my clients she's very much into her church

[00:30:08] she's very ingrained in there and she has you know she's yeah she has a lot of what's I'm not sure

[00:30:16] what what I'm thinking about but she's very involved that's what I'm trying to say yeah my

[00:30:20] parishioners she's friends with and yeah yeah so recently she invited me to her church to speak

[00:30:26] on real estate and like let people know regarding you know purchasing a home so that was just

[00:30:32] something nice which you know I didn't expect that for I had told her a few weeks back that

[00:30:37] you know if she could refer me to other people I would really greatly appreciate that and she

[00:30:43] actually took the time to speak with the pastor and ask if I was if I were to be able to speak

[00:30:49] regarding real estate and help others and it was just such a sweet thing for her to do.

[00:30:55] Oh amazing yeah and also too if we think about you know if a church is willing to

[00:31:01] support you or one of their members is able to influence the church to support you to come and speak

[00:31:07] there's a just an inherent trust factor there that you know sort of is is baked in where

[00:31:14] they probably assume this guy must be a really good guy the church wouldn't necessarily just

[00:31:19] put any of anybody up there with that was invented and you have this person who who's involved

[00:31:25] with the church who's like oh no Alex is awesome he's great he's the guy and maybe a new opportunity

[00:31:30] for you to you know mention hey by the way to all your clients I just had this great opportunity

[00:31:35] to speak at this church one of my clients was so generous and thought this would be a good idea it

[00:31:41] was really a lot of fun if those of you who are you know with other churches like please let me know

[00:31:45] I'd love to you know this could be you could be the church guy going around and getting getting

[00:31:50] lots of but really I mean the look Hispanic community is a religious community right these are

[00:31:57] people that go to service and it's very important and to them and it's part of their culture

[00:32:03] not obviously not everybody but a lot and certainly great place to be an inherent trust factor baked

[00:32:10] right in so I I cheers to that lovely client of yours who did that that is that is a really

[00:32:17] and also a feather to your cap where she thinks so highly of you that she's like you got to come

[00:32:22] speak at my yeah could I explain a little bit about the situation why she was so satisfied with

[00:32:28] the work that I did yeah so we had gone into ask her with a property and it turned out that the

[00:32:33] property had a lot of issues it had termite foundation issues and everything I basically told her

[00:32:40] like let's get out let's find another property and basically because of that I felt a lot of trust

[00:32:46] with her because you know she saw that I wasn't just wanting to sell a property actually wanted to

[00:32:51] help her find a property that you know she would enjoy and that had no issues because as I mentioned

[00:32:59] this buyer didn't have for closing costs so of course she didn't have for repairs either on the

[00:33:05] property so I found her a property that was pretty much new had no issues and she was very satisfied

[00:33:13] with the property and that's the main reason why she referred me because she saw I wasn't just

[00:33:17] for a compensation check she saw that I wanted to actually help her find a property which was good

[00:33:24] for her and get for her family and would say you know yeah I love that let's switch gears and talk

[00:33:34] a little bit about Google business which she's called Google my business I still call it Google

[00:33:38] my business but Google business profile which we know people aren't using Yelp I mean maybe they

[00:33:45] are once in a while for a restaurant or something I don't know I still use Google for everything for

[00:33:49] reviews I think Yelp has kind of gone the way of the dodo many many years ago but a lot of agents

[00:33:54] overlook Google with with respect to reviews writing content we forget that Google business also has

[00:34:01] a blog sort of option or function and as well that's what AI is also combing through his content there

[00:34:10] as well as all of your different descriptions for for what kind of services you offer we we think a

[00:34:16] lot about my Zillow profile and my Zillow reviews and yeah of course that's the number one website

[00:34:21] people are going to that's real estate related to see if you're any good but they're also going to

[00:34:27] Google and Google's going to show the their reviews before they show Google Zillow reviews anyway

[00:34:32] and people are going to go to Google to search for you so but let's let's talk about the Google

[00:34:37] business profile so when you look at someone's Google business profile an agent what do you usually

[00:34:44] see is the first fix because I know that most people don't really do it correctly so what do you

[00:34:50] usually see out there is like okay that's a mistake yeah so usually what I first look out for is

[00:34:57] to make sure that their DRI name is the same as the Google my business listing so I mean that's

[00:35:03] number one thing a lot of the times it might not be they missed they have a second last name

[00:35:08] or they included a middle name as their first name so you know they have to make sure that

[00:35:14] their Google my business listing is their DRI name also I make sure that you use SEO optimize

[00:35:21] keywords in the title of your business so you have to put like home buying home selling like selling

[00:35:27] so because these are things that people are going to search up they're going to look up like

[00:35:32] real estate agent or like home buying and your name is going to come up if it's optimized for

[00:35:38] that title so that's specifically the things that I look for I also try to look at like their reviews

[00:35:47] you know essentially like what the review number is they're they're star rating and also like

[00:35:53] any feedback that's on there and you know sometimes there's negative feedback on some reviews

[00:35:58] it's just being able to respond to them in a positive way and because a lot of the times people

[00:36:04] what they want to do is they want to dispute it but it's like it's just you know answer it

[00:36:11] positively you know take the feedback just accept it and let them know that you know they think

[00:36:18] like thank you for your service and stuff yeah we always do we have close to a thousand reviews

[00:36:24] for our our brokerage we ask every agent's client whether they want us to or not we say too bad

[00:36:30] we're asking your client for review and we don't ask for a good review because Google doesn't allow

[00:36:34] that I mean you could probably get away with it nobody would know but we just say give us an honest

[00:36:38] review and sometimes we get a one star review and I actually as much as I cringe when I get those

[00:36:45] because I think oh no I actually think no it's a good thing because it allows I mean it's not a great

[00:36:50] thing but the silver lining is as you said you can respond in a super professional manner what

[00:36:56] what we always do is we never argue because the customer is always right at least in the eyes of

[00:37:03] the public and even if they're not actually right we want to validate their concern so we're like

[00:37:10] hey super sorry for letting you down you know in this case we're not replying to it as the actual

[00:37:17] broker as the agent but as the brokerage and so we'll say hey we'll look into this we want more

[00:37:23] details can you email or call us we want to make this right and please let us know what we can do

[00:37:28] we will we will take care of you now we say that every time and we we have 800 agents so we get one

[00:37:34] star reviews once in a while does happen I will tell you I've been replying with basically what I

[00:37:40] just said for years with based some version of that the number of times somebody has actually reached

[00:37:46] out to us to explain their situation or to ask for more help or is like one out of a hundred people

[00:37:54] don't so you get this kind of nice benefit of you know you think oh if I put it out there that I'm

[00:38:00] gonna make this right I'm gonna have to like really do a lot of work for this person which I

[00:38:05] probably don't want to do the reality is most people are never going to do that but it looks good

[00:38:10] to everybody else who see and it's a legitimate offer I really do say hey please let us know we'll

[00:38:16] take a look we'll see what we can do and we will but nobody ever sends us the info so what ends

[00:38:20] of happening is we look good because we took accountability publicly and said hey this isn't okay

[00:38:27] we will fix this we just need to get in touch with you and then they never get in touch with us and

[00:38:31] we're like okay and it kind of works out really well so if you get a one star review the other thing

[00:38:37] to I'll mention about one star reviews is one star reviews actually help your profile now not too

[00:38:43] you don't want too many of them because I won't really hurt your rating but the reason why you want

[00:38:47] them is it makes it look real everybody has every restaurant has one star reviews even the very best

[00:38:53] restaurants they have them and it's how you respond to them and hopefully you know you do such a good

[00:38:58] job that's infrequent but you know look I do this when I go on Amazon when I look at a product I don't

[00:39:04] just look at the reviews they show me I look at the one star reviews because I want to see somebody

[00:39:09] with a legitimate gripe saying here's this problem with this product on Amazon and I think that's

[00:39:14] really fair and I don't hold it against the company I just go is this somebody who's kind of you know

[00:39:19] maybe a little weird and they're expecting too much from the product or is there a legitimate

[00:39:23] defect in this product and when people read your REALTOR one star reviews whether it's Zillow or

[00:39:30] Google they see your response and that's the most important part so sorry for going on a bit of

[00:39:35] tangent there but I think that is so critical I'm so glad you mentioned respite never argue never

[00:39:40] argue always validate you always thank the person even though it's hard to get it's like getting

[00:39:45] punched in the face thank you for the punch in the face but I will make this right okay let me ask you

[00:39:51] another question so you know we ask we always ask our guests what's the best advice and after doing

[00:39:57] this for eight years it's you know the best advice isn't always as interesting to me as the worst

[00:40:02] so we also ask what's the worst advice so you'd said the worst advice you ever got was it's a numbers

[00:40:07] game and technically it is a numbers game but you know that's not advice that is was helpful to you

[00:40:15] so you wrote to me make fewer calls make it not a numbers game but make those calls count so what is

[00:40:22] a call that counts actually look like yeah so I call that counts is making sure that you have

[00:40:30] your script down and that you've also you know learn different skills so you know regarding like

[00:40:35] learn different skills so what I've personally been learning is I've been learning the

[00:40:40] nepq sales method which has worked really well for my audience and the people I work with

[00:40:48] but I've noticed that I make fewer calls and I have more conversations as a result of the way I ask

[00:40:54] questions and say things and instead of having like an actual script that I follow it's more so

[00:41:00] conversation and questions based and I get to the root cause of like why they want to purchase a

[00:41:06] home or why they want to sell their home and I basically it's helped me more wanting to learn

[00:41:13] better sales skills and wanting to grow by reading self-help books and everything just because

[00:41:20] you know as I see it like it is a numbers game of course if you meet that number you're going to

[00:41:24] get a sales obviously but there's certain things we can do in our the way we do things say I can

[00:41:31] lower that number and better our conversion rate so yeah yeah I always I always try to remind agents

[00:41:39] if you get 0% better at the job but you just double the number of people you talk to

[00:41:45] you're going to double your business assuming your close rate stays the same now if you get

[00:41:50] better at what you do then you can actually lower the number of calls and you'll have the higher

[00:41:55] success rate and I think skill building like you said knowing your scripts you know so many people

[00:42:01] go I don't use scripts I it's like okay but it's not about going off of a script word by word it's

[00:42:08] about knowing what to say when somebody asks or questions or has a concern about x y or z you have

[00:42:16] to have an answer even if the answer is let me get back to you with an answer in an hour that's

[00:42:21] an okay answer but you need to know you need to keep working on these skills because as you know

[00:42:27] we're up against AI now and I you know it's funny I want to get your opinion on this I used to think

[00:42:33] earlier in the year when you know spin the AI is going so fast that most of us have only really

[00:42:38] been playing with it since about a year ago but earlier in this year I was like oh experience still

[00:42:43] matters like if you're a successful agent you're going to continue to be successful because you have

[00:42:48] like all this experience you know what the little things that AI doesn't know for and how I'm realizing

[00:42:52] AI is going to know all that stuff like it is experience is not going to be the thing and within a

[00:42:58] year because AI will solve for that but AI cannot solve for the interpersonal relationships being

[00:43:05] that guide being the the comfort that people get to and the way that you have to really install

[00:43:12] and still that confidence in your client is by knowing a lot of stuff so improving your skills you're

[00:43:18] a big skill development guy and I think that is so great to really tell our audience you should

[00:43:25] always be skill building every single day work on some I'm doing a webinar right now and I'll

[00:43:31] tell you about it because I think it's really a fun idea and I'm having the hardest time marketing

[00:43:36] it and I'll tell you why I came up with this really good idea that doesn't sound like a good idea

[00:43:42] so it's hard to market so I have this it's not my idea actually it's it's a guy named Donald

[00:43:46] Miller wrote this book called Story Brand by the way if you haven't read it. I'm actually ready.

[00:43:51] Yes it's amazing did it blow your eye? Yeah it blew your eye right? Yeah yeah especially with like

[00:43:57] doing your elevator pitch I used to think you know the 22nd elevator pitch if your REALTOR was

[00:44:04] I'm a REALTOR I focus in this I do this and that and dollar millers like that's the worst thing you can do

[00:44:09] you know and and so I'm teaching this process straight out of his playbook and it's like 15 minutes

[00:44:15] and I just basically show no Donald Miller has a much better way to give that exact answer

[00:44:20] yeah in a way that he's going to guarantee almost guarantee the person goes like wow how do you

[00:44:25] do that anyway and it's really easy to learn and nobody knows it and so I just stumbled across it

[00:44:30] I'm glad you've read it as well but anyway the point is I'm now this is a marketing issue so now I

[00:44:36] think I have this really cool content but nobody knows that they're that their elevator pitches

[00:44:42] broken like people just don't know that and if they were constantly building their skills they would

[00:44:47] stumble across Donald Miller or some version of him because they would go you know maybe just

[00:44:52] saying I'm a REALTOR and I do luxury and in this market maybe that's not the best answer

[00:44:57] you know and so I I'm now I have to now convince people that your elevator pitch is broken and I can

[00:45:03] fix it or I can help you fix it by you know regurgitating the great stuff from Donald Miller but okay

[00:45:08] I say something on that please please do yeah so yeah just regarding people don't care about

[00:45:15] you as a REALTOR or as a person they care about themselves what can you get them what can you

[00:45:21] offer them that's what's really important so when it comes to marketing or a real estate agent

[00:45:26] you have to be able to have your elevator pitch in a way that you let them know this is what

[00:45:31] I can offer you and what's important to you you have to make them aware of that they don't

[00:45:37] care that you've had 10 years of experience or more they don't care that you have the luxury office

[00:45:42] in that high-priced area and like it's beautiful they care like what can you offer me so you have

[00:45:49] to in your elevator pitch you have to be able to let them know within the first few seconds

[00:45:55] what you can offer them yeah yeah it's a you know here's a problem I solve for people and and

[00:46:02] that's that's usually in any way so I will make my seminar available for all our listeners it's

[00:46:08] a 15-minute seminar it's free I'll shoot it over to you as soon as I finished it but I was so

[00:46:13] inspired by Donald Miller's work and it'll it'll really transform when you're out in public and

[00:46:18] you meet people at you know out socially and they say what do you do I will never say I recruit

[00:46:25] real estate agents which is really what I do that's my day job because people go like I okay

[00:46:28] and you're right the one thing too that I focused on for 15 years branding our company as a way

[00:46:36] to recruit agents is I wanted to tell our story we have a cool like history we have a street

[00:46:41] named after our founder like we have this like cool family history nobody cares it took me 15 years

[00:46:46] to realize that they care as you said they care about their problems and of course they do and it's

[00:46:52] not that they don't think like your story's cute and interesting and it's still valuable to tell

[00:46:57] the story at a certain point but you don't lead with that you certainly want to lead with I can help

[00:47:02] you with your problems here's an example of that and it's such an easy shift to make so I'm so glad

[00:47:08] that you know about this um let's I want to talk about a time where you missed pronounced a

[00:47:14] neighborhood or or the park it was I don't even know how it's pronounced correctly but I think it's

[00:47:19] is a landmark or a landmark park but that is not a great oh great that's an embarrassing moment now

[00:47:26] again totally human moment we've all done it but how do you prep for a neighborhood that you didn't

[00:47:31] grow up in so that this doesn't happen to you again yeah so the neighborhood just full disclosure it

[00:47:39] was Lema Park and very early on I was pronouncing it laymert like yeah I thought it was laymert too

[00:47:45] yeah yeah so basically I was doing cult calling and I spoke to an older woman and I said like oh

[00:47:52] like are you looking to sell your home in laymert park until like oh like it's actually pronounced

[00:47:58] like humor it was just a very funny situation because like it took me very off guard because I

[00:48:06] thought I was pronouncing it fine and I really wasn't yeah and and it's it's too now with AI

[00:48:12] and also Google we can type in how do you pronounce X and Google will tell you AI will tell you

[00:48:20] and now I do this for a lot of times when I meet with agents who might want to work at our company

[00:48:26] if they have a name that I'm not familiar with or familiar with the pronunciation especially if

[00:48:32] they're from like another country I throw that in and then I always ask them right away at the

[00:48:37] beginning I think your name's pronounced this way do I have it right and please correct me because

[00:48:41] you're right it does sort of obviously doesn't doesn't help you in your marketing if you're not

[00:48:47] pronouncing it right but by the way thanks for telling us that that is a superhuman thing everybody

[00:48:52] makes mistakes like that and we learn from them now how do you know this is a question about

[00:48:59] the marketing because so many agents are posting videos on social maybe they're doing static image

[00:49:06] posts just listed just closed maybe they're making content videos around it you know questions they

[00:49:12] get asked by their clients or information that would be useful for a first time home buyer for

[00:49:16] example but how do you actually know if your marketing's working right says people know how to make

[00:49:22] content I think that's pretty that's the sort of step one is make the content but then step two is

[00:49:28] is it working so how do you evaluate with your own marketing whether it's successful or not

[00:49:35] yeah so making sure you have the right tools regarding you know being able to see that so I know

[00:49:42] Facebook has like a metrics tool which is it's a good start but there's actually better tools than

[00:49:48] that so personally I use metric cool for my scheduling tour yeah see it's a good platform but it shows

[00:49:55] you the metrics it shows you how much your account is growing when it comes to view like followers

[00:50:02] different metrics and stuff and a good metric to shoot for is poly around 5 to 8% growth that's

[00:50:09] probably again metric 3% it's still very good but it's on the smaller side but yeah just make

[00:50:16] sure that you're looking at having the right tools and you're constantly ran what's the word

[00:50:24] you're changing your your content so if you see something's not working and like you had like a

[00:50:31] very bad month or you should the goal that your KPI which you were shooting for then you're going

[00:50:36] to have to change your content you're going to have to restructure figure out what different

[00:50:40] things you want to do in terms of your content in order to meet that KPI yeah I've now finally

[00:50:49] I was making short form video content to attract REALTORS not hey come work at our firm

[00:50:54] but really helpful content you know no matter what firm they worked at without promoting us because

[00:51:00] nobody cares I don't want to hear me promote my firm but I just wanted people hooked on my content

[00:51:04] and I thought if I make really good content that I think is really good short form video that

[00:51:09] that's all I got to do like people are going to love it because I just think everything I do is great

[00:51:13] well turns out that some of the ideas I had that I thought were like slam dunks were not that

[00:51:22] interesting to my audience which are REALTORS and I was I'm always surprised at what hits and what

[00:51:28] doesn't and it's usually not what I think is going to hit and I'm a marketer like this is what I do

[00:51:34] and I'm like I just made 15 different versions of an ad now this is an actual ad for REALTORS to

[00:51:43] like join our firm and I'm like I got to test literally 15 versions because I don't know which of

[00:51:48] these now I didn't actually make 15 unique edits well I did make 15 unique edits but it's

[00:51:55] basically the same content I just kind of moved it around and visually presented it in different way

[00:52:00] but I was different and what's funny is so far the the ones where I did the least amount of editing

[00:52:09] and these are like 13 second videos they're short the least amount of editing and the least amount

[00:52:15] of cool flashy cool stuff those are the ones that are converting the best and I would have guessed

[00:52:20] that is going these are going to be dead last so the reality of it is is we none of us know we don't

[00:52:25] know until we look at the data at metracool.com which which you referenced I'm a big fan of theirs

[00:52:30] what I do with with their stuff because I don't always know how to interpret even their data

[00:52:34] I download it I throw it into clawed or whatever AI system you know you might be using and I say

[00:52:39] please interpret this for me am I growing let's let's get to some benchmarks you know and so metracool

[00:52:47] huge shout out to them they're they're the best one I've found and very affordable too.

[00:52:52] Yeah and also like one thing you can do is like you know they give you a report at the end of

[00:52:57] the month you put that into clawed you ask it like you ask it what your best performing video was

[00:53:03] and that's it to create other ideas based off that video so it's like there's different things you

[00:53:09] know when it comes to AI like the sky's the limit you really could like do anything with like having

[00:53:15] just a PDF file or any document like there's so much you can do and there's so much information

[00:53:22] there and the other thing I'll mention too for everyone who hasn't thought of this is one cool

[00:53:29] thing that Alex does is he's giving away this this this report for some of our audience not everybody

[00:53:36] because it's we've a lot of work for him but certainly first come first serve I will give that

[00:53:40] link out in a moment and it's a nice little audit report for your brand and online sort of presence

[00:53:48] and the what's what's interesting is you go to Alex's website do this now I don't know if Alex has

[00:53:54] this set up or not but what I always do for things like PDF downloads is I drive people also to

[00:54:00] the website I want to drive them to because what I do there is I fire off the remarketing pixel

[00:54:05] for meta I I advertise on meta so Facebook Instagram and what that does is that installs the pixel

[00:54:13] behind the scenes which is the same pixel that happens when you go visit a retailer's website and

[00:54:19] then all of a sudden you start seeing their ads everywhere on Google and on YouTube and on Facebook

[00:54:22] and Instagram etc. the TikTok the same exact way that they do it I'm doing that it's like I don't

[00:54:28] I just want to get people to my website because that pixel fires and then they're going to get

[00:54:34] dripped on for me you know whenever meta things it's appropriate to drip on them so that's called

[00:54:41] remarketing and if an agent it by the way these are like the cheapest in my experience the cheapest

[00:54:47] kind of leads or the cheapest kind of advertising to pay for I think I average like 20 cents a click

[00:54:54] from the people that the they go to my website to piece of content and then they start seeing my

[00:55:01] ads again on meta it's like 20s 25 30 cents a lead or 30 cents a click just to go back to my website

[00:55:08] so it's like the cheapest way to do it so that's a great little loop that you can build in and

[00:55:15] for any of those that hasn't done that you should definitely look into remarketing it's something

[00:55:19] more agents should be doing I want to finish up with with a question of you know you were able to do

[00:55:27] these marketing audits for agents and you know agents have to wear so many different hats right and

[00:55:35] they oftentimes aren't great at the marketing or the advertising part of the job because that's

[00:55:41] just not their skill set so if one of our listeners is listening right now saying I know I need I

[00:55:48] want more organic people following me I want more you know leads from social media and I need to

[00:55:57] start making more content you know I don't really know what to do but I've got an extra five hours

[00:56:02] a week so I can devote that to this and what would you say how should they start thinking about

[00:56:08] allocating those five hours yeah so number one I'm gonna give two different ways to clawed away

[00:56:16] and my own way which I would do it so what you can do is you can feed that bunch of information

[00:56:21] about your business to clawed and let it know like you only have five hours and like what would be

[00:56:26] the best use of your time regarding that and it'll let you know what things to focus on during

[00:56:32] those five hours on personally what I would suggest if you have five hours I would say is social

[00:56:38] media is the biggest one you know social media growth can happen basically overnight if one video

[00:56:43] goes like almost semi-viral so and a lot of people try to go for virality but it's more important

[00:56:51] just that's consistency having that consistency with posting because that's what's really important

[00:56:57] that's what changes your social media game and gets you those views so if you have five hours you

[00:57:03] know and you're a real estate agent just go and film property tours go film them in your style however

[00:57:10] you want to do them whatever's easy for you just get into the consistency of doing it and then once

[00:57:16] you do keep renovating it you know changing things up seeing what style works best for you what your

[00:57:23] audience is responding to the best and doing that but I would say if you have five hours just you know

[00:57:30] go film house tours and post them on your social media that's your target audience you're trying to

[00:57:35] get people who want to purchase a home so what are you going to do show them a home and you know just

[00:57:41] yeah I always say too like you can show homes that you're not the listing agent on because how cool

[00:57:49] is that you know whatever your local market is you probably don't have all the listings in that local

[00:57:54] market I would call every listing that goes up that has something visually that's really cool about

[00:58:02] the property maybe it's the outside of the property maybe it's landscaping maybe it's the inside

[00:58:06] of the master or the primary bedroom is really cool or the primary bathroom or maybe it's the kitchen

[00:58:11] or whatever just one cool feature and you can stand in front of that house with your phone in front

[00:58:16] of you recording in 4k oh my gosh this new listing just went live it's so-and-so is listing with Compass

[00:58:22] I got to show you guys this kitchen this is unbelievable and it doesn't have to be a whole home tour it

[00:58:27] could just be the kitchen and then you're like if you want to come see this or any other property in

[00:58:31] the neighborhood I can hook you up and asking the list agent to do this I know so many agents where

[00:58:38] they say about 60 to 70% of the time it's instant yes you know hey can I come in and just shoot a quick

[00:58:44] you know short form video for you and and I'll tag you and whatever I'll make sure people know it's

[00:58:50] your listing that mine and rarely do you get a no so I am such a fan of this I'm so glad you mentioned

[00:58:57] so for those of you that aren't doing this looked people are doing this in your market I promise you

[00:59:03] and it's a lot of times it's not even their own listings so you can do this it's easy you don't

[00:59:07] need fancy equipment now a true home tour of a property where you're the list agent yeah you want

[00:59:13] that professionally done of course that's a two three minute you know video that's a whole different

[00:59:18] thing maybe it's 60 seconds whatever you don't want to compete with that because that's going to

[00:59:22] be hard to compete with you and that's not what you're competing with you want to show a smaller

[00:59:27] portion of the the place maybe one feature knock it out in 20 seconds and then throw in the end like

[00:59:35] I can show this to you or anything else hit me up and I know I literally know guys in Chicago

[00:59:41] that is the only thing they do on social media is to call up agents can I come shoot a quick video they

[00:59:46] do four to five of these a week and now these are people want to work with buyers so you're not going to

[00:59:51] get a lot of listing leads this way but buyer leads are great too I know guys who do this and that's

[00:59:57] all they do they don't do any other content and it's like oh man that's so simple so I'm so glad

[01:00:02] you mentioned that Alex can you give us that marketing report uh you are one more time for our listeners

[01:00:09] again not everyone's going to be able to do this so please do it quick so that uh Alex doesn't

[01:00:13] shut it down to the faster than you can get in what's the um what's the link where you can give

[01:00:19] them an audit of their online sort of presence yeah so the link is um maradonado marketing which is

[01:00:26] spelled m-a-l-d-o-n-a-d-o and marketing dot-c-o slash agents great please go do that we'll have a

[01:00:39] link to that in the show notes it's not going to be up forever because Alex is a busy guy he can't

[01:00:43] be giving away free audits to everybody but he's nice enough to do it for some of our audience so

[01:00:47] please go check it out but here's what I want everybody to do this is the homework that I have for

[01:00:52] you before next episode now at the beginning of the episode we talked about it and we didn't really

[01:00:57] get back to it but this is really important down payment assistant plans so I want you to look up

[01:01:03] ask AI if you need to what are the down payment assistant plans for your city your county

[01:01:10] write down all the information ask AI to help you out with it talk to your managing broker

[01:01:15] ask lenders they oftentimes know and really become an expert on this if you work with first-time

[01:01:22] home buyers because this is key Chicago just came up with a new one it's pretty exciting and a lot

[01:01:28] of agents just don't even understand it so light down the maximum amount the income limits all of

[01:01:34] the details and then text it to three of the renters that are in your sphere hey did you know there's

[01:01:42] this cool program you know and maybe you give a few you know this details or you give a link to

[01:01:49] the website that talks about it please call me let's discuss you you will get leads from this

[01:01:54] and this is a great opportunity so everyone text it to three renters find out what down payment

[01:02:00] assistant programs exist and if you don't if you can't find anything call up some lenders they'll

[01:02:05] tell you and then shoot it over to text it to three people that are renters that you know even if

[01:02:11] they're not your client texted to them anyway and say I was just thinking about you I just learned

[01:02:16] about this or this thing you might not know about check it out I want to talk to you about it

[01:02:21] this is this is how you provide value this is what Alex does Alex does things like this before

[01:02:26] the person is ready and as a result he gets the business so that's a great idea so everybody do

[01:02:33] that three people in your sphere that are renting all right Alex I want everybody to follow Alex on

[01:02:39] Instagram his Instagram is your real estate man dot Alex aliex we'll have a link to that in the

[01:02:47] show notes your real estate man dot Alex and we'll have a link to that marketing auditing report

[01:02:52] and Alex on behalf of our audience I want to thank you you gave this was a great conversation you

[01:02:58] so many tips and tricks for our listeners I really appreciate on behalf of them thank you

[01:03:03] on behalf of Alex and myself we also want to thank the audience thank you for sticking around

[01:03:07] to the end we appreciate you and the best way that you can help our podcast grow telefront think

[01:03:14] of one other agent in your office that needs to hear this great conversation with Alex shoot him a

[01:03:19] link we would appreciate it tell him to subscribe to the show and the last thing too is as a listener

[01:03:24] please let us know what you think of the show give us that review good bad and different we want to

[01:03:29] hear it whether you're on Spotify Apple podcasts any other podcast platform you'll be listening we

[01:03:36] check them all we want to know what you think leave us that review thanks to our sponsors we will

[01:03:40] see everybody on the next episode thank you Alex thank you thank you for having me DJ

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