KGCI: Real Estate on Air - Creating Value Through Your Lead Generation

Episode Date: September 13, 2024

Hey, welcome back to the podcast. I'm super excited that you're back with me for some more training, some more learning, some more success. Well, today, what I want to talk about is once again lead generation. You know, I got to sit down with my mentorship masters. In this one, in this particular one, I want to talk more about lead generation. And very specifically, I want to talk about providing value, okay, providing value. See, when you do lead generation with a strategy, of providing value, you get people calling you instead of you having to call them. So check it out, enjoy today's podcast, creating value through your lead generation. Welcome to the Success with Listings podcast, where we help you get success in the real estate game, the easy way.

Now you can get off the roller coaster of feast and famine and out of the rat race of competing with every other agent in town. Hi, I'm Nollie Williams. I took over a thousand listings during my first 10 years from the real estate game and in this podcast I show you how to have success with listening. Let's go. A lot of people are wondering like what do I do when I'm in my bunker and things like that. We'll cover that on an upcoming because I list that here. Let me see where I list that. Yeah, there's only five excuses that I've ever heard from agents as to why they don't do this.

There's only five excuses, guys. I've never heard a sixth one. It falls within these five. And we'll talk about that on another call. But none of the excuses are valid. I got to tell you, I've heard all the excuses and they're not valid. This is something you should be doing every single day. Monday through Thursday and Friday, Agent Attraction.

All right, let's get to questions. As usual, I went a little bit over on that, but I wanted to over-emphasize that. So, Potion 36 is asked, oh, this is a private message. I'm going to read it anyway. I think it's met for everybody. I would like to know if we can find a Facebook master ad hack person so we can run precise ads for low cost per leave, then let them soak in the incubator.

Yeah. An agent I know is closing four months just from Facebook, but refuses to let me know how she's doing it. Yeah, so that's really, really important. We can do that for sure. Yeah, if you guys want to do that, that's a great idea. Now, I learned Facebook ads from a guy named James Wedmore. I don't know if he still teaches that.

James Wedmore, W-E-D-M-O-R-E. I learned all his Facebook ad strategies, okay? And I use Facebook. I mean, I do, I run Facebook ads every day. And it's actually gotten a lot easier than it used to be to run Facebook ads. But you guys should be doing Facebook ads. I mean, you could, you can, you want to target your Facebook ads around, you know, your listings, but I don't, I don't specifically do my Facebook ads to generate listing leads

because I'm not really in that game anymore. I'm generating leads to, to mentorship masters or to, really to my mailing list. I'm growing my list is what I'm doing. I think that most of you guys should be focused on growing your list over anything else. And I think that people get too hung up on, they get too hung up on thinking that they have to be the real estate guru of the area. Nobody cares, guys. I've got to tell you, if you go to a party and there's 100 people there, nobody cares about what you know about real estate. You're only going to be relevant to very few people there.

Why is that? Because people only move every seven to nine years. So guess what? If I'm not moving this year, you're not relevant to me. You can come in talking about all the real estate stuff you want, but, you know, I'm just going to go to another corner of the party because you're not talking my language. Now, if I'm thinking about selling my house, guess what? I want to talk to you, right? So it's different there. But a lot of you guys are making all, everything you do about selling houses. And, And to me, that's the wrong way to do it. If it were me, what I would be doing, if I were back in the game like you guys are in the trenches, I would just be that man about town or that woman about town. And I would take my camera just like this. You guys see me do a lot of Facebook videos, YouTube videos. And I do them on my iPhone. That's all I use.

I don't have no fancy cameras or anything like that. I have a certain microphone that I use, and that's it. Okay. and I would be that man or woman about town and I would be out there making myself relevant. You know, I'd be interviewing all the local ER clinics, the doctor offices, the dentist offices, the restaurants, the donut shops. I'd be out there just doing that. Well, now how can that translate into business?

You know, guess what? If you've generated an incredible list of people, a percentage of those people are going to buy or sell. the way, did you know if they're not renting, okay, let's scratch renters off the list, okay? But taking renters out of the equation, within the next 10 years, 100% of the people you know will buy or sell, right? Theoretically, let's put it theoretically, hypothetically, because people move every seven to 10 years. So even if what you're, you know, you've got to give the people what they want, not what you want to give them. People don't care about housing stats and all that crap, okay?

The only ones that do care about that are the ones that are ready for the market. And so what I would recommend is you've got two strategies. You've got one strategy that's just generating your list. I want you to write that down. Build my list. That's your number one. That's really your number one thing you should be doing, building your list. That's what I do.

every day I'm on list building, list building. Because I know a percentage of people on my list are going to want to become closer to me and they're going to join mentorship masters. A percentage of them are going to want to buy my toolkit. A percentage of them are going to want to come out to my live event, whatever, right? It may not be most of them, okay,

but a percentage of them, okay? So you're going to have one list of people that, yeah, you're just targeting them through Facebook to buy or sell now. And then you're going to have another list and all you're doing is providing value. Okay? Remember we I don't know if I have a book here, but we read this book right here

See if I can get it my stat the secret to permanent prosperity, right? And that's to provide value and receive value in return And I got to tell you the value that you guys think you're providing is probably not a real value that people want When you guys asked me to write triple my listings remember I didn't want to write this book But so many of you asked for it that I had to write it. It's not that I wanted to write it. It's not that I wanted to write it it because I believe first you learn and then you earn. You know, most of you guys just want to go out and generate a whole lot of leads and you're flying by the seat of your pants. What's going to happen is you're building a house of cars.

I'm just going to warn you up front. You're building a house of cars because you have no foundation. You're going to go out there and do 20, 30 deals, and then you're going to fall flat on your face because you were highly successful and now you don't know what happened because you didn't have no system behind it, right? You've seen agents do that. They get real, real successful, and then they flop. Okay, I don't want that to be for you guys.

That's the reason I teach a very methodical system in success with listings that teaches you how to build a strong foundation. Some of you guys are doing a lot of business without a strong foundation, right? So that's bad, too. But so, yeah, we can get into, we could actually bring on some people if you guys want to help and identify them to teach more about Facebook ad strategy. But, you know, it's really not that difficult, guys. If you focus on, if you're talking about generating leads from a farm, all you're going to do, and some of you guys might just need to do to know the Facebook ad basics, but you're just going to boost your post around your farm.

Okay. If I can get you guys out of the mindset of putting out a bunch of real estate-related crap, okay, that nobody cares about, then I think we can make some real progress with you, to be honest with you. because more people are interested in the new pizza shop that just opened up than they're interested in your market stats. I can tell you that right now, right? And so if God permitted me to go out there and kick ass like I used to in a real estate game, I'd be out there at, you know, the breweries, the wineries, and not talking about nothing about real estate.

They're like, man, what is this? Hey, guys, Nali Williams here. You guys know I'm Austin's realtor. So I pride myself in knowing everything that's going on. I don't just sell a lot of houses in town, but I do a lot of living here too. And right now we're at Joe's Pizza Shat. Joe, what's going on with your pizza? That's how I would do it, right?

They just heard that I'm the real estate guy. I'm good, all that kind of stuff. Now, while I'm interviewing Joe talking about his pizza recipe, why his place is packed, then all of a sudden, I just asked Joe. I'm like, hey, Joe, so you probably see me around. what would you tell your customers if they're thinking about buying or selling a home? You know what Joe's going to say? I'll tell you that you need to listen with.

Now, I'm going to work it in, guys. I'm going to work it in every video I do, right? So you'll notice a lot of the videos that I do are not just like, hey, come join mentorship masters. I'm helping people to get past their fears, to unblock, you know, conscious blocks, all kinds of stuff that's not even really related to real estate. And then they're like, man, who is this fool? They start looking me up on YouTube, and then they start coming in my inner circle. So that's how I would do it.

And you can get a lot of traction by providing people with what they want, not with what you want to give them. Okay. Yeah, what is a person that's just starting in lead generation do to initiate the process? So if you're just getting started in lead generation for the first,

like you've never really done regeneration, And that's really, again, I'm going to go back to this because the reason why I wrote this is you, number one, you commit to spend two hours a day. That's number one. Okay, just commit. I've heard some of you guys like, well, I don't know what to do when I'm there. That's why I wrote this, so you know what to do. Okay, so you commit to lead generation. That's it. That's a mental process. You put it down, you put it here on your phone, and you have it there. Then you get into your lead generation bunker every day. And then you go through this book, you can even, go through the table of contents and just highlight or underline the the tactics that resonate with you okay you only have to pick two or three of them if you want to do two or three deals a month you only have to pick two or three of these that's it okay so you pick the two or three that you like okay that resonate with you and then you just start doing them that's it you know you guys see the truth is success is very simple write that down success is simple

Success is simple. What the mind likes to do is complicate things and make them very tedious, arduous, and difficult. Why? Because we got to feel like we earned it. We worked for it. We worked hard. Man, I don't work hard. You know, people think I work hard, you know, and I let them have that illusion, but I don't work hard.

Okay? I used to work hard, right? And I lost everything I had working hard. But I don't work hard anymore. I play. That's what I do. So don't make it out to be hard. You just get in your lead generation bunker, you know, sit your ass down.

Okay, I'm going to say it. You sit your ass down in your lead generation bunker. You get this out and get to work. That's all. That's all it is. That's simple. Okay. What kind of questions do you ask during the interviews?

That's Sibu. I think he's asking, oh, during the interviews? Man, I just ask whatever comes to mind. Like, that's just me, y'all. So everybody, you got to. to work your own personality into this. But if it was me, and, you know, I do,

people think I'm vegan. I'm not vegan, guys. The vegans wouldn't accept me because I'm not 100% there, right? But I'm probably like a 99% vegan guy, right? But you show me some barbecue ribs, it's on, right? We're going for it, right? And I'm not even feeling guilty about it. I feel, see, here's the thing.

I'm not on a diet. You know, I have a way of living. that's just living life. So I don't die it. I just live. And so it's like Bruce Lee taught, and he's got some, there's some YouTube videos that probably show this.

He taught a style of martial arts called Jikundo. Jekundo is the way of the intercepting fist. Basically, it's the way of no way. And it sounds weird, but Bruce Lee used to say, be like water. Be like water. Water is constantly changing. It's in movement.

It's in flow. So when you sit down with a person to interview them for their, like a restaurant or a doctor's clinic, you just ask whatever comes to mind. Like, I'm going to be in there like, man, what makes the sauce on these ribs so good? Because I just ate three of them and I don't really eat ribs. You know, I'm going to ask something like that. And then he's going to tell me what he, what he think. You know, interject humor into it, if you can. If you're not a humorous person, don't try.

Don't try humor. That's not your name. It doesn't work, you know. But just be you, just be you and just ask questions. I mean, the cool thing about video, a lot of people are afraid of it, but I've got, there's a, there's a secret to video that a lot of people don't know. It's called editing. Okay, editing. And you can edit out a lot of things.

in your videos if you just don't want people to see them. Or you can just not ever air the video. Just go out there and do it and don't. But you're going to be very critical of yourself. You don't like your voice, the way you talk, the way you look, whatever. Get, man, I won't say get over it, but just move past that, transcend it.

Transcend that. Because you've got to get out there and help the people. That's what's important. Sonia's asking, oh, I like that. Yeah, that's true. Exponential Collaboration has a great video on Workplace on Facebook. It's a two-part training with Jason Nelson. Yeah, that's an excellent video, Sonia.

I'm glad you brought that up. By the way, exponential collaboration is a group that was put together. Every one of you guys should be members. It's put together by my sponsor, Kevin Kaufman and his partner, Fred Weaver. So that's a group that we're all part of. So yeah, they have a great. Mina, if you want to learn Facebook, that guy is off the chain with his training on that. So, what else we got here? Technology is challenging for some of us. Is there any help in that direction? Facebook, KV. Corps. I had said this before. I've got so on staff on my personal

staff, I've got two people that have degrees in computer science, their computer science majors. And they can learn this stuff backward and forward and really learn it. Mina has learned KV. Corps, and I'd be happy to see her kind of step up to the plate and teach some of that as well, because she's doing some pretty miraculous stuff with KV.Core, generating a lot of listing leads that way as well. So I haven't pulled my guys to start learning, because they've never learned KV Corps, they do other stuff for me. But at first I had a thought,

what if we teach them KV Corps and then have them help? But I don't know, I'm not 100% sure that's the direction, but I do believe that if there's a consensus on this, we can all pool our resources and maybe get somebody that helps us with Facebook ads. I mean, you'll be surprised, guys. I mean, it's, it's, you guys could actually form a group of, let's say, for example, 10 people.

I'm just thinking this out loud. And you could have a VA that works four hours a day for you and does nothing but your Facebook ads and lead generation. Okay. And then you guys in a pool of 10 people could pay that VA. I think, I think it's like eight or nine bucks an hour. So, you know, that's worth thinking about. That's worth thinking about it. It would be pretty cheap if you split up with 10 people.

But again, a lot of this stuff is easier to learn than you think. Yeah, on page 118, Patty Lynn is reminding, or page 116. See, I don't have my glasses on. I talk about the whole Facebook target ads because that's a really important strategy. I just think a lot of people go about it. They're thinking short game and I always think long game. okay that's worth noting most people when they teach you a strategy they're teaching short game why do they teach it that way because they're high deeds okay that's the way high deeds

nothing against high deeds but the high deeds think that way it's it's got to get it got to get it hustle grind got to get it now where's it at where's it at you know you got to you got to think more like a squirrel putting away nuts for the winter okay when you do that guess what your supply never runs out. So, yeah, the short game is I'm going to put out a bunch of stats and a bunch of stuff that's going to make people want to block me from the Facebook post because they don't want to see that crap, right? I'm going to put a bunch of that stuff out, and that's all I'm going to put out,

and I'm only going to reach the people that want to sell right now, and I don't care about the rest of it. You know, that's one strategy. Another strategy is I'm in this game. I want to do 10, 20 deals a month, whatever your number is. if you want to do 10 deals a month, and then you just think long game. So long game is all about providing value, guys. Value is what they believe to be value, not what you think value is.

Okay. So if I come and hand you something like, I told people, I said, read this book right here, successful listening. They said, but we want to know how to get leads. Okay. So obviously, as much as I admire my book, I have to admit. that it was not providing the value that you guys wanted. I mean, it provides value. Don't get me wrong. But you guys wanted a different kind of value. So the value that you provide people

has to be the value they want, not the value that you want to give them. Okay. Because the value you want to give them, nobody cares about that. Everybody is, you guys know what WIFM is, W-I-I-F-M. You've heard that. Y'all know what with them is, right? With-M? What's in it for me? That's W-F-M. That's all people care about. people want to talk about their number one subject themselves. That's people's number one topic. So I guarantee you, if you're not talking to them about their number one topic, they're going to have a low attention span. By the way, did you know that the human being has an eight-second attention span?

Now it's gotten down to that. Goldfish, I think, has a – or we have a – goldfish has a seven-second time – attention span. And so we're right at the attention span of a goldfish. You're not getting their attention with crap they don't want to see. I've got to tell you that. Okay, let's see. Work smarter, not harder, no doubt. Think long game. What software do I use to edit video? David Speedy's asking, so I use Final Cut Pro for Mac to edit video. A lot of people use Adobe Premiere, which is another really, really good one. There's also I-movie that a lot of people use.

And my video editor, I mean, I got to the point, you guys are seeing a lot more videos coming out. So I hired a guy, again, through my out desk. He lives in the Philippines, and he's doing all my video editing now. This is something I never wanted to outsource, okay? Because why? Because I love doing video editing. But now I've got other things that are taking precedence.

So he uses a program called Film Moro. Phil Mora is what he uses. So there's a bunch of different software's out there and you know James Wedmore was my video coach for about a year. He has a lot of free video training on on YouTube James Wedmore. Okay Lucas, oh Lucas is asking do you do video only and not live for that type of pose? Yeah, you could do lives because the live will it's the same thing a lot you could do a Facebook live you could do a YouTube live or you could do a video okay and edit it when I tell people to do lives there there are a lot less they're more apprehensive about doing lives

than they are about doing video okay the cool thing about a fake if you do a Facebook live you can you can get you'll get the video you can save the video you can do a Facebook live and never post it. Like if you just bombed, like if it was the most, the most horrible video ever, by the way, it probably get a lot of views,

if it is, if it's terrible, it's probably get a lot of views. But if it's, if it's the worst video, you know, known the man, you can just,

Facebook will ask you after you do the live, do you want to post this? And then you say no. And then the only ones that have ever seen it are the ones that showed up live. So you maybe had two or three people see it. Right. When it comes to video, I follow a guy. I've been following a guy for about the last six months named Ping June. This is named Ping June, P-E-N-G-J-O-O-N. He's got about two million followers on Facebook. He lives in Malaysia. He does about $10 million a year in

online sales, about a million dollars a month. And he's, the guy's insane. You know, he's not even that great at what he does. He's just very consistent. You remember when I talked about a habit? You can suck. And I mean, I see him every day. I see a lot of agents out there that really, I don't know why people list with him, but they're consistent. This is a true story. A friend of which I haven't had the courage. I think my wife told him. But anyway, he has really bad breath. And that's the reason why I told you guys,

I told you here in the book, if you got that halitosis issue, you know, which I've had it. I used to have an issue with my gut. If you got halitosis, there's a product out by Dr. Katz called Thera Breath. Okay, Thera Breath. And I see you guys writing.

Some of y'all don't want to take notes because you don't want me to know. Oh, but I'm being serious here. So it's really been a, it's a miracle. And a couple, some years ago, I kept getting this file. And by the way, most of that comes from the gut. So if you start smelling that, you probably need to do a cleanse. But I started getting that like, I don't know, a decade ago or so. And I ran into Dr. Katz.

I used to order the stuff, mail order. Because I was ashamed to go buy at the store. that kind of thing. So this guy has really bad breath. His jeans are wrinkled. He's got the little dander thing going. And he's taken, I mean, he's in the top 20 listeners. He was in the top 20 listeners when I was at Keller Williams in the city. Okay. I won't say his name, you know, but, but, but, but he doesn't talk that well. His speech is not great, but he's consistent.

I mean, this dude, he's in that lead generation bunker every day. No shame in his game. And he's, I'm like, dude, I don't get it. I don't understand why people listen with him. But guess what?

I'm not judging him. I'm just saying he doesn't do a lot of stuff I teach. But what he does do is he goes in lead generation bunker every day and he does the work, period. you get. So you can get very little of it right and still succeed. But the part you get right has to be, I mean, I see a lot of people getting all this other stuff right. Man, they got the Facebook ads and all this stuff right, but they're not doing the basic stuff that I teach, you know, which is just the basics. Okay, so let me see. So yeah, you can do, you can do Facebook lives. You can take those live videos. You can edit them later. You can repurpose those videos. You want to take that Facebook live. You want to take that Facebook live. video put it on YouTube as well and start growing your YouTube channel. Let me see. Yeah, so Sabo says triple my listings to get the leads, then success with listings to nurture

and grow the leads. Yeah. So I have a lot of the nurturing stuff in success with listings, but it really goes back to following up with people consistently. You know, you find out when they want to call back, when they're trying to, I mean, people should not hear should not stop hearing from you unless they either list or die you know they either get off your lit they either uh cancel list or die that's it that's the only way they get off your follow-up so uh oh your sound cut out david um so when i was talking about the

uh the video editing i think i was talking about uh david's sound cut out hopefully the rest of you guys heard that so with video editing I use you can use I use I use I use I use man I'm gonna hold another train of thought sorry David so so my guy uses Phil Mora okay I I use what I say I use hold on I got a look and see a final cut pro I was gonna say file maker pro I don't you I I don't know if you guys ever used to use that software. That was going to really date me. So you can use Fillmora.

You can use Adobe Premiere. Some people use iMovie and Final Cut Pro is the other one. Yeah. Now Filmora is, that's a free one. It's like an online software. And I didn't really like it. But my guy loves it. And he makes some good videos.

So it doesn't really matter what you use. But I would say, you know, stick with one of those. There's a one that James Wedmore recommends, but I've never used it as well. I guess you guys are ready to leave. Hey, I love you guys. We'll do another one of these next week. And, oh, my pop-eye. Oh, look at him.

Sabu. I like that. He said I got the pop-eye muscles. All right, love you guys. And we will be back together. If you have any other questions, ask me offline. you know you can work workplace chat me text me or or just post something on our group love you guys thanks so much for hanging out with me do the stuff i tell you to do and you'll succeed i guarantee

love you adios well thanks so much for tuning into this episode of the successful listings podcast if you are serious about taking your real estate career to the highest heights making more money and helping more clients while working less hours and spending more time with your family be sure to get your copy of my free book triple my listing absolutely free at success with listings.com. Now you want to be sure that you subscribe to the podcast and check out success with listings.com to get your copy of my free book. Hey, I'll see you on the next one.