KGCI: Real Estate on Air - From Listings to Leads The Secret Weapon Every Agent Needs! Frank Garay Episode

Episode Date: November 7, 2025

Friday Focus is your weekly mini-series from KGCI Real Estate On Air—a deep dive into one theme, broken into tactical, easy-to-implement episodes. Every Friday and Saturday, we unpack the strategies, scripts, and systems agents use to win more business—without the fluff.Catch every episode in the series to get the full picture, and put these moves into play by Monday.SummaryUnlock the secret to transforming every listing into a powerful lead generation machine. This episode reveals the crucial strategies top agents use to convert property showcases into a consistent stream of referrals and new clients. From creating impactful pre-appointment systems and unique video marketing to leveraging innovative platforms, discover how to position yourself as the indispensable expert and secure more deals before even stepping through the door.Bullet Point TakeawaysThe Power of Pre-Appointment Systems: Learn how a meticulously crafted pre-appointment strategy, including customized materials and unique video content, can pre-sell your value and secure listing appointments before you even arrive.Leveraging Listings for Referrals: Discover methods to make every listing a direct source of referral opportunities, ensuring that your successful transactions continuously feed your pipeline.Innovative Video Marketing: Explore how dynamic video content, including property tours and strategic marketing videos, can engage potential clients, showcase your expertise, and seal the deal.Building Trust Through Authority: Understand the importance of positioning yourself as an undeniable expert in your market by consistently delivering value and showcasing testimonials and credentials.The Role of Technology: Get insights into how modern tools and platforms can enhance listing syndication, accelerate relationship building, and create smarter, faster lead engagement from your properties.SEO Keywords/PhrasesReal Estate Lead ConversionListing Lead GenerationAgent Marketing SecretsReal Estate Pre-AppointmentProperty Referral StrategiesCall-to-ActionReady to turn your listings into a lead-generating powerhouse? Listen to the full episode on your favorite podcast platform and unveil the secret weapon every agent needs! Ready for more? Subscribe to KGCI Real Estate On Air and grab the Always Free Real Estate On Air Mobile App for iPhone and Android. Inside, you’ll find our complete archive, 24/7 stream, and every Friday Focus mini-series—ready when you are.

Clarity, strategy, and step-by-step moves. Here's what you need to know from this week's Friday focus on KGCI, real estate on air. It is time for Real Estate Real World, and I'm Marguerite Chris Willow, and I am super excited to be here today with my fabulous guest. It's interesting, I have this whole little bio, but I've known this guy from the sidelines for a long time. I remember when he popped on the scene in 2009, co-founding the National Real Estate Post, and it quickly turned into a go-to resource for industry professionals with over 250,000 subscribers nationwide.

And 2009 was right in the middle of the REO crisis and the mortgage meltdown. And so these guys were going on and on about what was going on in the mortgage industry. And so they became like the go-to place to listen in. So Frank earned a spot on the prestigious Inman 100 list in 2010. His expertise has been featured on Fox News after the bell, solidifying his reputation as a trusted voice in real estate. As a dedicated mortgage loan officer, Frank, prioritizes timely closings, transparent communication, and thorough lead follow-up to support his partner's success. Through innovation solutions like Move 2, which I'm hoping we're going to hear a little bit about today, he helps partner stand out in competitive markets with AI narrated property videos and streamlined open house QR code flyers. With over 2,500 mortgage transactions and a committed team behind him,

Frank ensures reliability, innovation, and shared growth in every partnership, setting new benchmarks for success in the real estate market. So welcome, welcome, my friend Frank. Wow, that was nice. Wasn't that fancy? It was very nice. Yes. What's funny is I do remember when you guys came blazing on the scene

because there was so much going on at that time. I was full-blown in the REO crisis selling Fannie Mae and HUD and all those homes. And I remember even when I got the Fannie Mae account, it was like the end of 2009, I think. And that was like the coveted account to get, right? That was the big one. And I'll never forget, Kelvin, who was my asset manager at the time, he goes, we're going to try you out on a couple REOs and see how you do. They ended up giving me 90 properties. 90, 90, 90, just a couple.

And they were in, like, I live in Northern California outside of Lincoln, and they were in Jackson, Amador County. He goes, well, you cover those areas? I was like, sure, we were willing to take anything. You'd take anything. And so two hours away, we ended up getting all these properties. I ended up becoming the number one agent in Jackson. No way. And the agents hated me over there.

They're like, why are you here? Why aren't they giving them to our local? And I'm like, apparently they couldn't find an agent in your area. It could handle this stuff. Right. It's kind of a wild ride. And you were full deep into the mortgage kind of meltdown stuff going on, right? Oh, yeah.

That's how we found our place. It was just a weird thing. Actually, it started, I was, I could tell something was about to go wrong. So I'd been in the business like 20 years or something by the, when the big crash came or something. And it just, golly, Marguerite, you remember. like you go to Starbucks and you'd get your coffee. And while you're doing that, the barista would be like, do you need to refinance? You need to buy a house? Like everybody was a mortgage person. And so it just was so strange. And I started wanting to coach my people and train my life. I had 50 loan officers

working for me. He had three brick and mortar offices. And I could just tell it wasn't, something was going to go wrong. So I started getting some coaching and I wanted to coach my guys. But I stumbled on doing sales meetings through a webinar, which was okay. But I saw there was a camera. you could do a webcam so they could see me. And I was like, man, I think I'm going to, maybe I can, and I saw you could record a video. So I thought maybe it'd be better if I just pre-record a video and send it, send it to my team. And that's how it all started. So then shortly after that, I started sending these videos to my personal team of only 50 loan officers.

But then our mortgage company, first party financial at the time, saw them and liked them and said, let's send them out to the whole organization, which is about 1,300 people. And then it just started to blossom from there and started to grow. And then the crash happened. So we started doing this just before the big explosion happened. And Brian Stevens partnered with me. My brother was helping me at first. They could do it for about six months. And then it blew up, right?

The market blew up. And I couldn't pay him anymore. So Brian was there. And Tim Kerns, our boss at the time, said, hey, work with Brian. And I was like, yeah, but I hate that guy. And he goes, yeah, he doesn't like you either. But you guys are idiots. And you guys, I know you guys love each other.

If you just got to know each other, I'm like, okay. I asked him, he said, all right. Then we became best pals. And yeah, and it just blew up. We were just talking about the mortgage industry. And we just happened to catch lightning in a bottle. We just happened to be doing that thing at that right time. And it just caught, but just caught.

And it became quite an interesting chapter in my 36 year career in the mortgage business. I probably call it you went viral, right? Back then, I don't think they had a name for it. Yeah, I don't even know. Yeah. Let's put it this when we started. YouTube was not even owned by Google yet. It was not at all.

Yeah, they were. Whoever they were, whoever invented it still owned it themselves before Google bought it. So it's funny because I remember it being August of 2006. And I remember putting a house on the market. And two weeks later, we had nothing crickets. Like no showing, nothing. And I was like I felt like the winds had just changed. But I obviously had no idea what was going to happen.

But I felt like the winds had just changed. I'm like, that's really weird. And that was August of 2006. And then a friend of mine from Wells Fargo said, hey, they're asking me for some of the top agents in the area to put on this REO list. And I'm like, what's an REO? Yeah. And he's, can you just fill out this information? I'm like, yeah, okay, I'll get to it.

And like a month later, a couple months later, he's, Marguerite, I really need you to like fill out this information. I'm like, okay. Like he's like trying to chase me down to give me business, right? Right, right. And I finally got it filled out. And on Christmas Eve, I'll never forget we were up in Tahoe. And I got five assets signed to me from Wells Fargo.

I was like, wow. That's weird. What's going on? Yeah. Something's going on. And I started getting all these requests for BPO's and all kinds of crazy stuff. And then the whole world just went like, sideways. It turned up. It turned upside down and went inside out. That was quite the cataclysmic event.

And for any real estate agents and originators that were not in the business during that time, you just don't even know. That was an explosive, highly explosive, crazy event that really rocked the entire world. It wasn't. Yeah. Well, it's interesting because I've been saying repeatedly this last year is that we have an intense. entire generation of real estate agents and consumers, frankly, who have not seen challenges in the market since 2010, right? When 2010 was really the bottom. And since 2010, we've only had home prices skyrocket, interest rates stay in the low

twos and threes. And so as soon as interest rates went back to what we would call normal. Yeah. Yeah, people were like flipped out. And so it's just been interesting. I'm like, we've been through this before. And it's literally the last 14 years. Even if you've got an agent and he says, I've been around 10 years.

Cool. You still haven't been through. Right. You don't even know. Yeah. No. How is it impacting the mortgage? How are things impacting the mortgage market now?

Because obviously we're seeing for the majority refies have gone away. Of course, there's still some, but what are you seeing in the mortgage industry with all of the opt-in loan officers and all that? You know, I think I'm seeing the same thing you're probably seeing in the real estate industry these days, especially with the NAR settlement in that news and what's going on there. We might want to chat about that a bit. But in the mortgage space, it's absolutely exactly what you said. There was a lot of people that got into the business after that 2010 era, that 2012 and beyond era, where in reality, they're, really never really had it too tough. It's been a pretty good market for quite some time. And both on the purchase side and on the, especially on the refy side during COVID and all, that

was just nuts, right? That was insane. And so we do have a lot of originators that are out there who just are feeling the pressure of having to work for it, having to hustle and go out there and get it done. And I think, so the number might be wrong. What now that nowadays, every year you got to renew your NMLS license. You got to send in your mortgage licensing federally. You have to send in some continuing education. It's a once a year thing. And this past go around, I think it's something like 30 plus percent of originators just didn't renew. They're just like done. So in the mortgage space, with rates being like you said, I agree. If we're in the sevens, I cut my teeth on seven percent interest rates. You know what I mean? Like I did that for a long time. And for a lot of

those LOs, they had to go. They just don't know what to do. And unfortunately, they don't know where to turn to get some advice. There's a lot of dooming gloom out there, right? Even among, especially if you, I hate to say it, but if you're a Facebook dweller and a group dweller and you're in a bunch of these Facebook, especially, I don't know about on the real estate side, but on the mortgage side, it can get to be a pretty doom and gloom. Woe is me. The sky's calling. I'll just say everybody, misery loves company. And so those, the originators that fall into those places, they're getting out, which is unfortunate because there's a lot of business to be had on the real estate side and on the mortgage side.

You just got to roll the sleeves and get down to what works, man, make some calls, talk to some people and get hustling. Yeah, it's been interesting on the estate side when an agent is, I've had this house on the market for seven days and it had no activity. I'm like, okay, let's talk about what you did, that kind of thing. But it's just been fascinating to watch. And then now, of course, with the whole NIR settlement, which people need to first understand that's effectively like writing an offer, but you don't have an offer accepted yet. You don't have a counter.

You don't have it. Like that's a long road still ahead. Of course, what's causing the majority of the problems is not only the media grabbing a hold of that and losing their minds. But every single agent posting something about it as well that's not. it's just adding fuel to the fire. I don't know. What are your thoughts on this whole thing? I think with the NAR settlement person,

I'm just a weird guy. And I think it's just because I've been through cataclysmic events in the industry more than one. We've been, of course, the big one that we just talked about. There's been other times where it's been challenging for one reason or another. And, hey, I've been doing it for 36 years. I don't know how long you've been doing. You go back, how long?

30. You go back 30, 35 years. And we've been through a lot of things. And what I've always found, I don't know if you agree with me on this, but I've always found that when these type of events transpire, it's scary and shocking when it happens. But I don't know. It seems like it always turns out to be okay. In fact, I think it's exciting to see what's going to happen with this thing. And I'm wildly curious to see how everyone adapts.

And because I 100% guarantee you that there's going to be many agents who, three, arrive in it who just. Opportunity. It becomes like the coolest thing that ever happened. Like that was cool because this did this for me and now this is where I'm at. I know that's there. And someone's going to get it figured out and it's going to be exciting. On the mortgage side, I don't think this thing really impacts the mortgage side too

difficult. Hey, on the big crash, we got the mortgage peeps took it in the shorts quite a bit. And with this NAR thing, the real estate agents are getting something put on their plate that they have to deal with. but we got through it, and I know the real estate agents are going to get through it, too. It's just going to be a different way to doing business, and people are going to thrive in it. They're going to thrive. One of the questions that I've seen talked about and come up a lot in this is if, in fact, the buyers are,

the sellers are no longer allowed to pay commissions to the buyer's agent, which I can't see that happening. But then they're saying, then it's going to have to be rolled into the mortgage somehow. And then yet you have VA buyers and FHA buyers, right? So what are your thoughts on that? How realistic is that? I don't think that's very realistic. I just don't find that realistic. Now, who knows, right? The government may step in, right? And on FHA and VA loans, they may make some provision for that. But I don't see that happening. Again, I don't know, but I'm doubtful of that. I think what we need to consider those is, yes, it's going to say, or it does say sellers don't pay buyers.

right, buyer's agent commissions, but they pay listing agents commissions. So they do. And I can assure you, from what I can see, I don't see any reason

that listing agent can't do an agreement with a buyer's agent saying I'll give you X amount of my commission. That's how it's been in California for almost the It's always been in real estate.

It's the listing agent, the commission, and the listing agrees to share with an agent who, since the buyer. Right. California the whole time, which is why I'm baffled that,

except that they're going after national companies. They're not going after state laws and state requirements. Yeah. Yeah. And people say the seller's never going to pay that. And I'm like, look, I remember you have to remember, Frank,

the days of the Nehemiah program. Oh, yeah. So back in the day, the Nehemiah program, listeners who don't know what it is, the Nehemiah program was a kind of like a down payment assistance program for home buyers where the seller would pay 6% of the sales price to the Nehemiah program on top of commissions closing costs whatever else they were paying and then

neymia would gift that 5% i think they kept 1% and they would gift 5 yeah they would grant it or something so that the seller was funding a non-profit paying a non-profit organization to help people with it which was nothing was illegal about that and then neymiaia would then give a grant to the buyer, just a juggle in the legal. A workaround, right. Yeah, well, work around. And hey, honestly, kick-ass program, but like you said, people say, they'll never pay that. They'll never.

He sold a ton of homes on that Nehemiah program. And the sellers, of course, because of what was happening in the market at the time, we're happy to pay it. But usually that or continue dropping the price on my home and never sell their home. Right. What I do know about this industry, and I'm sure you'll, concur with this is we're very resilient. Absolutely. We'll find a way come hell or high water to make it work for not only ourselves, but for

the clients and the consumers out there. There's always some, just like you said earlier on, there was an opportunity in there. It's just a matter of what that opportunity is going to look like. Marguerite, I guarantee you there's already teams that are formulating their plan. There's already teams that are putting it together, getting it put together. And they're just going to come out of this thing shining it. Yeah, I think that I do think this, though, thanks to the media, right? I believe that sellers are going to scrutinize the commission a little bit more, right, going forward.

So maybe it's not going to be five that would normally be split. Maybe it's going to wind up being three and a half, right? Something like that. And then, or four. And then maybe in the private remarks in the MLS or whatever, it's probably different all around the country. but maybe in the private remarks it's saying that, hey, I'll cooperate 1% or something like that. I do think that we will see buyer agent commissions reduce. I think that will happen.

Maybe I'm wrong, but I think they will. I also think you'll see buyer agents, like you have discount brokerages for sellers. I think you're going to see the discount buyer agent thing pop up. I'll represent you for $500 or something like that. I don't know. But you know what I'm saying? And again, there's going to be opportunity. There's going to be opportunity to, for lack of a better word, exploit the situation and win with it.

It's going to happen. I don't know. I, for one, I'm excited to see how it goes down and to see what happens. Here's the other thing, too. I just think that it's going to be actually an exciting time. And I'm very curious to see how it all plays out. And I was talking to Tristan Ahumata. Oh, yeah.

about it because here's the thing the whole buyer agreement right the buyer agent agreement it even says it in the in the settlement and then people have been talking about this but to get a buyer to sign something like that now it's a good thing because it's setting the stage for that relationship the agent's going to have to say here's what I'm going to do for you so not just yeah I'll get you I'll find you something now the agent's going to have to say I have a list or to sign this agreement, understand these are the things that I'm going to do on my end. And here's what you will pay if I accomplish that for you. So I think that's a good thing. I think it's a good thing for agents to start saying that. This is all. And you know what?

Here's the thing that's good about it, too, is that agents are doing all of that stuff, right? And it's a lot of work. But it's not really laid out in paper what they're doing. So sometimes buyers might think they're not doing anything or they're not doing much when in reality now's our now's the chance for the real estate agent to say oh no i do quite a lot this is what you can expect from me and they go okay i see that so i think that's going to be a good thing tristan ahumata brought this up i said it's going to be weird because whoever gets to the buyer agreement first wins but i know there's going to have to be stipulation in there where the buyer could get out of the arrangement if the buyer's agent didn't do their part of the agreement right there's got to be steps and he goes

You know what I think it's going to be. We got to respect Tristan. He's a pretty bright guy in this. And he says, I think what you're going to wind up seeing is buyer agreements per property. Okay, I want to tour a house. I came to you off a Zillow or something. I want to see a house. Have you signed a buyer agreement?

No, I have not. I'd like you to sign mine. I don't want to sign a blanket buyer agreement. I don't know what I'm doing. Okay. I do need you to sign at least a buyer agreement for me for this particular home. If you buy this particular home, I'm the person. I think he's probably right in that regard.

What do you think about that? You know what? I'm a little torn on this because for a couple things, because first of all, for 30 years, I've used a client discussion checklist for buyers that basically goes through the entire process of what I do and how the buyer process works. And at the end, I have them sign a buyer broker agreement.

Now, I will confess that up until all this happened, I basically just had a preferred client agreement that there was no compensation because I was going to be compensated by the seller. Now, of course, things have changed. So now I'm revising the buyer broker agreement part at the end. But for 30 years, I've used like 25 point client discussion checklist of what's going to happen in the real estate process. And what's funny is I've preached that for years. And I've said, you do a listing appointment and you get a contract sign to list their home. Do you not? Yes. then why would you not do the exact same thing with the buyer?

That's just not how it is. Buyers will never sign it. I'm like, they've signed it for 30 years with me. They've signed it for as long as I've been in business. I created it when I first started. And what's funny is I created that checklist based on things that went wrong in the real estate process. Sure.

Like, you'll remember this. The perfect example was back in the day when we sold HUD homes and they had the $500 down. You could buy a HUD home for 500 bucks down. Yeah. or VA no and the problem was then it came time to get the earnest money deposit from them for the purchase contract and they didn't have any money and i was like they said yeah but it said no money down i said yeah so then i had to add this to my checklist to make sure i'm having

these conversations with buyers and helping them understand the process yeah so all the different things another one that you'll appreciate is there are two parts of closing cost to a real estate transaction, right? There are the real estate closing costs, things like title and escrow city and county trust or tax. And then there's the loan fees. What would happen is in the contract, I'd say, oh, I got the seller to pay the closing costs, meaning title and escrow.

Then they go sit down with the lender and they're like, oh, yeah, she got the seller to pay all the closing costs. And the lender's weighed. And we would get to close of escrow and they're not prepared for the fact that they might have two or three percent closing costs. So that became another thing I added to my client discussion checklist. But I cannot tell you how many arguments I have been in with big team leaders and stuff. Oh, yeah, buyers will never sign that stuff.

They'll never like, really? They sign it all the time if you sit down and explain it and help them understand the process. So to me, this has been a long time coming. How will get compensated on the buyer's side? Still up in the air. but I think depending on what happens with inventory and a bigger issue is inventory. If there's too much inventory, we're going to get whatever we want out of the sellers. If there's not enough inventory, it's going to be a battle.

But to me, the people who are going to suffer the most, in my opinion, are your first-time home buyers. Yep. Petrons, right? Your people who don't haven't really bought a home, don't understand. Your underserved communities, your first-time homebuyers, your vets, just like you said, everybody that the government's supposed to be trying to make sure we can help these peeps, they're the ones that are going to suffer the most. Exactly. You're exactly right. That's really the tragedy of it. And so I hope that things come around to where that won't

happen is really my hope. But it is. There's going to be opportunity for sure. And there's going to be some fallout from it as well. What that looks, I don't know, because everybody's settling. A couple of the big real estate companies, I know EXP has not settled yet, but I just saw that Real settled. Yeah, I saw that. A lot of them are settling, which the biggest issue is who's going to make money? At the end of the day,

the sellers are going to get seven bucks a piece, if they're lucky. And you got attorneys who made billions of dollars. It's ridiculous. To me, it is ridiculous. That's the system that needs to be overhauled, because I want to go sit down with these attorneys and say,

like, how are you compensated and paid? Yeah, exactly. At the end of the day, that change can sometimes be really good and there there's opportunity in it every time and there's opportunity in this and like you said we'll find a way agents find a way buyers will find a way and it'll all get worked out it's going to happen and here's the good news too i told this that i was chatting with tristan about it i said at least we know the train's coming it's not like we wake up tomorrow this is all changed right now and it's all it's what no it's we got till july like it's the lines

in the sand. We know where it is and when it's going to be here. So we can start preparing ourselves for how this is going to go. Yeah, 100%. Yeah. Let's switch channels a little bit because how we originally got reconnected here recently is you have a new cool marketing thing you're doing that's Moved Tube, right? Yeah, what about that? Moved Tube is we, so about eight years ago, one of my business partners, Kevin Bilberry. We had a product together. Brian and me and Kevin had a product called Listing Booster, which was flyers and property websites and things like that.

There's several of these types of products out there. And we had one too. And it was doing okay. And about eight or nine years ago, Kevin was with his brother-in-law in Austin, Texas, and his brother-in-law had a Roku. Now, are you familiar with what a Roku? So there's streaming devices now, Roku, Amazon TV, Apple TV, Google TV. then some TVs, either have those built in, or there's TVs that are just smart TVs,

like Samsung, LG. And so he saw Roku, and he was fencing around with him. He's now, this is cool. And his brother-in-law was like, yeah, man, I'm cutting my cable or I'm just getting internet. And this is all I need. And Kevin was like, really? And so Kevin got addicted to it pretty quickly. And he realized very quickly on Roku, like, you could search streaming channels.

And he's looking at all these channels. He goes, dude, there's the most stupid, ridiculous channels in the world in there, like horrible channels of just people somehow submitting something to Roku and now it's a quote unquote channel and he goes they're dreadful and but he said but there's some cool stuff in there too. They got categories and he goes, I bet I could put property search on this thing and compress a bunch of time but about a year later he had gotten it done and we spent a lot of money doing it because it's it to code for TV is not a website.

It's not the same animal. And so we had to figure all that out and get. it all done. And I tell you what, he did it. And he created this thing called MoveTube, which is a property search channel on streaming TV devices, Roco, Amazon, Apple, all the stuff. Now, here's the thing. Eight years ago, I think all of the streaming devices together may have been 50, 50 million people or whatever, 50 million devices might have been out there. Today, it's like 250 million. Like, it's exploding. Streaming TV is off the charts. I believe, Kevin to, I think at some point it'll all be streaming.

It's like your Comcast, all its stuff, it'll be on a device or on your TV. You subscribe to Comcast and it just streams to your TV. That's where it's going. Yeah, it's huge. He put it together shortly after it was put together. We were only about not even a year in. We didn't ever market it or anything like that, but we noticed that we were getting installs and people were reaching out to us about it.

We're like, how is this happening? And then we checked with Roku because that was our first launch. was Roku and they said, oh, you guys are kicking butt, man. Like, you guys are like everybody loves your channel and it's like the stay time on your channel is 90 minutes and we're like, what's going on? And they're like, oh, yeah, you guys are getting like 400 installs a week and that we're like, wow. And you just got, since you're doing well, you show up first.

So if anybody searches real estate, so you think about this, people love to watch real estate TV, real estate shows. So they get these streaming devices and they go, what's like, let me find a real estate. show. And when you type real estate into any one of those devices, Broku or Amazon or Apple, you type, you go, R-E-A-L, Movedo shows up number one. It's the number one. And it's real estate search on TV. So people are like, what? And they click on that thing and they get it. So it's about not even a year in. Somebody at Iheart Radio, of course, you're probably familiar with Iheart radio. They're the largest music streaming thing. And someone saw it on Roku. And at the time,

we had canned music. Like when you're listening to it, we had some music that you had to buy, pay for the licensing and it was just, we'd play like 20 songs over and over again. Right. While you're looking for property. And somebody at Our Heart Radio became a fan of the channel. I was like, this thing's killer.

And they reached out to us and said, hey, man, what about so that can music, we let you integrate with IHeart Radio. That way they could listen to any music that they want to listen to while they're surfing. We're like, sure. Sounds good.

Boom, that was done. So we got IHeart Radio. So this thing anyways, blown up to be this really cool thing in the streaming space. which is a huge space, but it was always just a novelty thing for us. We weren't sure what to do with it. So fast forward to about three years ago, three years ago, we decided based on the feedback

we were getting from real estate agents enlisting booster and the loan officer enlisting booster that the TV thing was the thing. That was the thing that was moving the needle for real estate agents. That was the thing that was getting people excited. So we built a product around it. It's moved. We just call it Movedube. And it's Movetube.

com. A.I is the website to get signed up for it. But essentially, it's absolutely free for real estate agents. We wanted to make it free. And here's why. We wanted to make it free for agents because without their listings, we have nothing. We have nothing. Hey, Marguerite.

Take a little effort to get a listing once in a while. Takes a little bit of an effort, right? A little muscle. Got to put a little muscle. We know you guys are working your butt off to get those things. It's not easy. Then just fall out of the sky. So you're bringing that to the channel.

That's the content that's getting the consumer excited. So how can we charge an agent? that would be just rude. Okay. So we had to figure out a way to not charge him, but we got RESPA, right? So we got to deal with RESPA. So we put together, we worked with attorneys, and we put together a comprehensive compliance stance on it, which is getting approved by lenders all across the country. And so what it is, the loan officer is not paying for an account for you, because as an agent, you can get in for free and you can pick any advertising sponsor you want.

Okay. So you don't have to be stuck with some guy that gives it to you. You could go in there and pick another person, right? You can pick anybody you want to be your advertising sponsor. The real estate agent has to agree to have an advertising sponsor, which is the most logical thing is a loan officer these days. So the stance compliance-wise is the loan officer is paying to have advertising on your personal listings, right? On the TV and there's some web-based stuff that it goes on.

We have had no problem getting that done. Loan officers are happy to do it because they're happy to bring something to their real estate partners. hey, will this help? Does this help? And it does. And real estate agents, they don't have to pay for it. So it's really worked out to be really good. And here's the real win in it for the real estate agent, especially with the settlement, right? With the settlement, you're going to see more and more people in this space, real estate agents doing their best to try and go get some listings. Competition to get listings is going to increase because they know this is the sweet spot. It always has been. But now more of an emphasis is going to be put on that. Competition is going to increase. I think

in that space. And thanks to the media, like you said, I think more sellers are going to be more inclined these days to interview more than one agent, right, to see what's it going to cost? Right. So this little thing is happening with Moved Tube, the beautiful thing is when you're going to sit or going to a listing presentation or appointment where the seller's probably going to be talking to more than one agent, you got your folder, you got your comps, you got your stuff, whatever it is you bring to the table to, with Moved Tube, you get a marketing flyer that's beautiful. It shows people sitting around their TV searching for listings, and it says, list with me and I'll get your home on TV. It explains about streaming TV, which they already have. I guarantee you, 9 out of 10 of them already have a Roku or an Amazon or whatever. They already are familiar with streaming TV.

And you get to say, yeah, you list with me. I'm going to get you on this cool channel. It's called Moved Tube. I'm going to get you on TV. It's on Roku, Amazon, and Apple. Do you happen to have one of those? And they always are going to go, yeah, I got one of those. your listing will be there if you list with me.

And it has a little QR code so they can scan it and see how to install it on their streaming device. And here's what I know for a fact, because I've been on these listing presentations when this flyers come out is every single time that a seller sees this flyer and learns about this TV channel thing every single time. They go, what is that? Really? That's cool. Really? How do I see it on my TV? How do I see it?

Every time. Every single time. that it really does help an agent win a listing, right, setting them apart when they're on that presentation where they know the seller's talking to more than one agent. So it's a real winner for everybody involved. And for the consumer. We're talking it had to be 20 years ago or more 25 years ago. The regular TV, you'd have your regular stations 3, 10, and 13 or whatever they were.

And then there was like the PBS channel. Yeah. And then there was another, like, local community channel where as agents, we could be on there. Yes, I remember. And all that kind of stuff on there. Yeah. I'm having to take mine down because I had some issues with a creepy stalker. But it was so interesting because people would see me places.

They're like, I saw you on TV. Like, now I'm like, celebrity. Yeah. It was so funny. But I'm really excited. I have two listing appointments. week and I'm gonna I'm gonna use the flyer yeah just say hey listen to me and me get you on TV this thing you ever you got a Roku or anything I'd be like yeah you show them that thing to be what

how is is this nationwide yeah okay so if agents are interested in learning more about it what's the best way for them to just go to move tube.a i not dot com movetube dot a i just go there there's a little video kind of explains what it is and there's an agent sign up which is free Once they get signed up, then go in and start looking for loan officers in their area, pick their state. They can start looking for loan officers in their area to connect to, or they can invite their loan officer in. So if they have a favorite loan officer, they say, hey, do you want to do this? Do you want to be my sponsor? And they can invite them in.

For loan officers, it's very inexpensive. Yeah, I'm excited to try it out and it's really cool. And that's how we got connected. It was so funny. Your guy called me, and he's Frank Gray. I'm like, no, who's that? No, of course I know Frank. I know them many years. And so then when he said, you and I were going to be able to get on a call,

I was looking forward to it. Yeah. So I was like, because I remember you too. I know we've connected up in the SAC area before. And I don't know how or why, but I remembered your name. I remember at one point coming down to your guys place in your Vacaville, right? Yeah. Yeah. And coming to your, because I remember it was off the freeway on the right hand side there somewhere. And I don't know why I was there. We have been wrecking my brain. in the last few days trying to figure it out. But you were in our studio. I was in your studio.

I remember. Yeah. So that's when Bill brought that up. I go, Marguerite. I know Marguerite. I know you were a very successful agent, too. I was like, hey, I'm Starstruck. I get to shoot the brews of the marguerite and maybe get connected in something.

So I was pretty excited about it too. Yeah. I'm super excited to try that out. And it was great to reconnect with you. And I feel so privileged to have you on my podcast. I'm excited about that. And thank you so much for taking the time. to spend some time with me today.

You bet, and it was my privilege to be here. So, yeah, it's always a pleasure anytime. And yeah, heck, I got to get you on my podcast now. Let's do it. Fairseys. Yeah, man. I'm happy to get on there. I'll do it.

I'll have something good to talk about. But we can come up to something. Even this conversation we had just now, I think we should just have that on my podcast because I think it's a good conversation to have. 100%. Thank you again for joining us today, Frank. And thank you everybody out there in podcast for joining us on real estate real world where we get to talk to all the cool people.

Thank you again for joining us on real estate, real world. Go out and make it an amazing day.