KGCI: Real Estate on Air - Greg McDaniel, "That's How I Make $3,472 Per Hour Cold Calling"

Episode Date: November 22, 2024

All right. Welcome to the Real Estate Rocksars podcast. I am Shelby Johnson, guest hosting for Aaron Amutjusagie as he is still in Alaska. Today, we have Greg McDaniel with us, who is the host of the Real Estate Uncensored Podcast and longtime real estate agent still doing sales after 24 years. Welcome, dude. So glad to have you. Shelby, thanks for having me. It was a blast happy on my show. I am ecstatic to be back on this incredible show with amazing audience. numbers and we're going to drop hammer. So I appreciate you. The ham, right. Okay, perfect. Yeah, yeah. Okay. Well, Greg, I want to start out with the fact, like, I actually don't know your real estate journey at all. So can you, like, hit me with how you got into real estate and like the wave tops of your real estate journey? Oh, shit. Okay. Well, that's a, that's an interesting question. Um, 10,000 foot view. I've been doing it for 24 years, working a primary luxury market here in the San Francisco East

Bay. Our average price is. Now about a million a half to 1.7 up to, you know, four or five million pretty quickly. We do serve every single person in our community. It doesn't matter what they're buying. If you can live in it, we will represent. My father's been doing the business for a little over 60 years. I started my podcast seven plus years ago, real estate uncensored purely to give back to real estate agents. Because when I got into the real estate industry, it was in 2000, when I failed my way epically out of college.

I mean, we're talking gold medal, top of the podium, applauds from the president, kind of failure from college. Sort of working in a warehouse. My father talked me into working with him in real estate. I thought it was a joke. I literally just called it dad's, what dad does for work. I was going to go down to Hollywood and become a movie star. Of course. Not really.

24 years later, here I am. Definitely ups and downs, pits and falls. I went through bankruptcy and foreclosure, lost two houses, two cars and a girlfriend, all the same as exact time because she told me I did not make enough money for her. She's a super awesome human being. And, you know, that just pushed me to put my nose to the grindstone and learn everything I can. I had no money. So when I went down to $35 to my name, I made a promise to myself I'd never be back there ever again because I remember having to work six, you know, seven to eight days a week, no joke, door knocking, cold calling, handwritten letters, database, networking, you name

what I was doing is before social media was there was there and so I climbed my way out of it. And so I wanted to give back. And that is kind of my career. And now, you know, we're doing some really incredible fun things and then changing some lives around the world with the show. Dude. So much. So many different directions. Okay. The one I want to go, though. So you mentioned, you know, you were down to $35. You were door knocking, cold calling, writing letters, like doing all the things. So what do you do? Because I know that you're still closing deals. You're still working with clients. So what in your business now is your primary lead generation strategy? I know it's old school and I completely agree with people when they say I'm antiquated, but it's fine. What has been

working really well for me is twofold, one of which is going to be social media and video on social media reels and stories, a short form content is really starting boosting the visibility to the point yesterday at the date of this recording. I picked a $775,000 listing. And the the client verified me through social media, saw my big following. And then her ex-sister-in-law is a follower of the show in Arizona, which made it like a clinchpin. And I got the listing. It was basically show up, don't kick him in the knees and call her mama fat.

And I got the listing because of the fact that, you know, it was, there was always always trust built there. So social media and videos really doing a lot of stuff. We've seen a shift on a cold calling sector. Again, as of this recording, used to be, you know, for refinance, for sales. by owners expires are a really good hot source. We've seen a shift now over to like circle prospecting, especially around just pendings. And now I'll explain how to do just pending circles. A lot of people like, well, what if I don't have a pending property? No problem. I got you. But that has resulted in

the assassins that I'm running with are on a daily basis from 5 a.m. until about 5 p.m. all of us are calling across the country. We picked up, I think, seven listings in the last four days between the four or five of us who are consistently calling, just calling around this. We're seeing that pendulum shift in that direction right now. Oh, again, you've done it. I'm like, shit, dude, do I want to talk about the social media and video content or do I want to talk about the calling? But I think I want to shift, let's do the cold calling or maybe not calling. You were talking about circle prospecting. So with that, so many questions. First of all, I guess let's just go into talking. about what you said you were going to say about getting around the just pending. Let's go there.

Not a problem. Okay. So if you're a new agent or an agent breaking into a marketplace or maybe you took a hiatus and you're just getting back into your business, we grow on your brand, so on and so forth. A lot of the times we look over at the me, the high producers are like, well, I can't call because I don't have one, two, five, 10, 100 pending properties which could generate interest. Here's your workaround. Go in and I've done this and I've cleared it. People do it around the country. This is not an issue because your verbiage is going to make the huge distinction. here you're going to go into your mLS and you're going to pick an area that you work and i want you to go look at the just the pendings right nothing else i want you to sort up by days on market or dob or you know

days on market i d om and i want you to say the least amount of days at the highest possible list price so let's say it's one zero to five days somewhere in there then go in and say okay well this is i'm going to pick a round number a million dollars great this is a great property for me to call around I want you to go called listing agent, say, hey, Shelby, it's Greg over here at ABC Realty. Hey, congratulations, 456, Maple. I saw it go pending in the system that's such a beautiful home. How many offers did you get? Now, sometimes they're going to tell you to go kick rocks.

Sometimes, most of the time, they're going to probably say, oh, we got two, or we got one, or we got three, or we got five. It doesn't matter, right? At least they got one. We know we got one. You go back out, and I use a system called RedEx. And with Red X, I go into the geo-fencing. or geocircle prospecting.

And I use that address as a center and I go 300 homes out in the radius. I grab that info, put it into my dial and I start my calls. And my verbiage is, hey, my name is Greg. I'm with ABC Realty here in town. Just wanted to let you know your neighbor over 4, 5, 6 Maple was on the market. But they actually went pending last night and they had three offers. That means only one family got the home. That means there's two other families.

They're actively out there looking to spend a lot of money. and was wondering if you might be thinking about taking advantage of the prices. And so it's a home, not my home, a property went pending, not my property went pending. And then when they ask you about it, I always have it pulled up on my molest. I talk positively about the agent, about the home, about the market. I have real stats pulled up on Topap, which is another side I use for just insanely data, data crunching analysis on homes. It's awesome. I love Top App. But I just really talk turkey with them. I use N-A-R-R-R-P-R. I have that pulled-ups. I'll have copy and pasted their address into RPR,

pulled up a quick report, been able to talk about the market stats like, well, the days on market are down. The prices are up as percentages. This is an active market. And then I'm like, would you like a report? What's your best email? I can click, paste, send right there. And people are. I'm amazed by this. Okay, beautiful. Pause. I have so many questions. Okay, real quick.

So love that. I think it's genius. Um, real quick on Redux. So use Redux on the geo circle prospecting, the radius and all that stuff. So real quick, Red X is, it's not your CRM, right? That's where you're pulling the data. Yeah, Red X is my triple line dialer and where I pull data from.

Um, now it's a light CRM on the back just for keeping like, uh, dates and hot, leads and warm leads and so on and so forth. And then they're, they have a calling list you can jump into reminders and all that stuff. But no, it's not, it's not a full ball and CRM. Okay. And real quick, I know, but just in case anyone doesn't, what is a triple dialer? Triple line dialers when you're dialing, you dial into a system. And then you can, you can dial outbound dial up to three lines. So call in, they verify that you set up, and then they're going to load three phone number simultaneously. And what you do is you press the start button, all of a sudden, bam, you're off to the races, three lines going. Now, I have it set up as three lines

with four rings per line. Now, people say, well, gosh, what if two people pick up the exact same time? After 24 years doing this, I've had that happen one time, and that was it. Because the system, it's by a fraction of a nanosecond and the odds of them actually hitting it exactly the same time as virtually insanely stupidly bad. So what they do is that is so if I'm talking to Shelby, right? And then Bob picks up next. Bob is going to hear a recorded message that I put out there. And mine goes as follows. Hello? Hello? Hello? Shoot. I don't know what's wrong with this thing. Obviously, my phone's not working. Let me call you right back. Man, I'm so sorry. Click. Now, the person hears that thinks I actually had a problem with my connection.

I finished my conversation with the first person, my third line. So the second line pauses. The third line keeps dialing. They either get that hello, hello, hello message or just goes to a stop and a pause. And so I'm done with my first line. Once I'm done with my first line, the whole thing restarts, and I'm often running with three lines going. And then if I actually, if they got the hello, hello message, my program will then go back individually if I got two of them and call them back. They're called priority callbacks. Priority call those two people back and then people will yell in your ear going, hey, can you hear me now? Oh, my God. Shit, I forgot I freaking said they can't hear. me. And then I have a conversation and keep moving forward and I can crush out a couple hundred

of these dials an hour pretty easily. My buddy Nate runs a six-line dialer and there's another program that runs a 10 to 12-line dialer. Oh my God. Okay. How much does Reddit cost a month? It really depends on kind of the package you buy and kind of the data sets you want. There is a baseline for it. It depends on if you want a single line or triple line. If you for Red X, if you guys are interested in Red X, I will give Shelby and the show my code will knock off the $150 sign up fee. So you can literally get sign, you can get going and calling at a zero cost basis. You just pick your plan for geo leads, expires, just listed, just for sale,

right for sale by owners, for ramp by owners, all kinds of stuff in there. Go, go get them. It's awesome stuff. Okay. Love that. So we got the Red X. We've got how to have the reason for the call. So now on the call itself.

So a lot of people probably are sitting there and they're like, I'm nervous. You know, I just wrote down literally exactly what you say. But you also mentioned that you have like a group of people who call every day. What is that? Is that for everyone or is that just for you? How do people get these reps in before talking to a real seller? Well, you know, well, they could get it in with a real seller. That's what I actually used to do. And that's what scares everybody so much about it. Because guess what? That is a rejection mindset. You're so full of fear about it. You're like, oh my God, I'm so afraid of being told, no, I'm not going to do it because we associate. the word no with something negative. I've seen a lot of positive come out of noes in regards to not working with people that turn into being nightmare clients. I've stepped over a few clients like that in the past, and I've been grateful for that effect now, but not at the present time. So to get over your mindset, Red X, what you can do is you call into a special number with

them, and then you can do role plays with a staff member, and you can get an easy, medium, or hard kind of rebuttals. The good thing is, is that they'll ask you what you want to call, what level you want to call at, and then you start having a conversation. They will always end on a positive, so your endorphins are kicked in, you're ready to go out and actually start making real cars because you already mentally have a success built into your brain. Then they send you the recording so you can listen to it because every day, if you start this off, you're able to say, okay, yesterday my delivery was this, that my tonality was that.

I'm going to shift this. I'm going to tweak that. I'm going to put this word here. I'm going to take that word out there. And you're going to keep getting these updated recordings so you actually understand what you sound like, not what you think you sound like. And that is a huge difference. Also, there's a huge bounce rate which people are saying that is a problem in the calling industry.

Would you go into spam? Now what Red X is done is they have put in a basically a burner number for you, right? So they monitor it and make sure if it starts getting popped up, and flag the spam, then they will take it out, put a new one in, and make sure that you consistently get to the top and speak with the most amount of people. Dude, Red X sounds sick. But also, like, I know there's other ones out there, too. So if you don't want Red X in particular, I think there's like Vulcan and other ones, but.

Yeah, there's Vulcan. There's Mojo. These are all, and there's, there are more. These are the three that I hear about the most. But yeah, there's a lot of good ones, guys and gals. Go take a look at them all. Dude, I had no idea that Redex. had the ability to call in and role play and pick who you want the client to be and the

levels of rebuttals that you get. That is like insanely cool. Dude, yeah, and they send you the recording. No one else does that. Yeah. So it's like when it comes down to accountability, if you're a team leader or growing a team or something like that and you're saying, look, miss new agent, Mr. New Agent, you need to call into Red X every day. I need to hear your recordings. Well, if they don't get a recording, they didn't call in. Now it's accountability. the ying ying are going to do the calls or they're going to find another occupation dude okay that is so powerful so so i got from this point we're all the way up to the point where you are calling people you have the reps in for the conversations you get someone who is interested and you mentioned

that red x was not a c oh you mentioned that it was a light serum so at what point are you converting to, are you transferring over to a real CRM and what real CRM do you use? So we've been using top producer for 20. I've been using top producer my entire life. A lot of people love chime. A lot of people like, you know, KV Core. We also have KV Core with XP, the full-blown version with EXP. You know, I transfer as quickly as possible and then put them on follow up plans and so on and so forth. But, you know, the number one thing I found for following up with these people is just asking them, you know, hey, Shelby, what in your world, what would be the best possible way for me to follow up? Would it be tomorrow next week,

next year, next month, and would be email, phone or phone call text or how would you like it? And then whatever you say, obviously I cut it in half. You say, Greg, six months, great. I call you two and a half months. We start the conversation again and we keep moving forward. Also, we found that a lot of video follow up so we can get their email. It's been extremely amazing. A lot of the guys I'm calling with are getting leads and listings right now from six months to two years ago sending folks a weekly monthly email campaign and people are calling. Well, hey, look, come list my $500,000 home, my $800,000 home, my million dollar home. And they hadn't been watching the videos that are like six to eight months, but it was branded in

their brain. Yeah. So you have to be up front and on top of this. The number one thing I've been doing is I rip out my, uh, I, here, right? And as soon as I have a conversation with someone on doing my calls with Redaxes, I'll say, hey, this is your cell phone, right? Yes, great. Graham, I hang up my dialer. I go to my cell, open it up, get their cell, shoot a quick video text going, hey, Shelby, it's Greg, blah, blah, blah, put a face with a name. Just wanted to say, thank you for your time.

You were amazingly kind to me, and I look forward to working with you and your friends and your family. Have a great day. We'll talk soon. The information we talked about is in the email coming soon. out. People freaking love that. And it takes two seconds. It takes two seconds. Yeah, you did that with me. It totally worked. Like the first time after we did our like Instagram DMs and we exchanged numbers, I saw your face like like two seconds later in my freaking inbox. I was like, yeah, dude, what's up? Good to see you. But okay. So question about that then. So like you're calling via the Red X dialer. And then at that point, you get their preferred means of communication. and are you texting them through top producer,

like through your CRM, is that how you're doing the video? No, so I've exported everything out, and I've kind of put my own little system together. I used to use another program where I'm not going to mention here on air. They did a pretty good job with video emails. We had a difference of opinions on a certain aspects, so we decided to part ways. And it is really simple to kind of push out your emails.

If you want to make it really, really, really, really simple, just to start out, put everybody on like a Facebook group. You can get in there and tell them you're going to put them into your, you know, your county, your city Facebook group with your name attached to it. Then you can do mass messages, videos, video texts. You can post in there specifically to them. If you have no money, this is a free way to do it that I've done it because then you can create live videos just for that group and get their eyeballs still on that. but go look around explore there are a lot of options out there to create video newsletters and the ideas for these videos guys and gals go to chat gtp just ask it give me five reasons give me three reasons to live in the city three reasons not to live in the city

and kind of start with out the different cities ask it for three different notable places three different notable people that live in the area go shoot on those different locations send it out to your database and people are going to school. I'm like, man, this guy, this gal, they're really that person around town. They really know stuff. And gosh, that garden you showed my family the other day. I took my kids to it and we bought a brand new plant. And it's all thanks to you. Here, list my million dollar mansion. Okay, thanks. Dude, okay, question. So are you getting most of your video and content ideas from JAPD? Or how are you getting your content ideas? That's a loaded question.

So one I've been told for a long time is when I was a deer hunter and a pig hunter when I was younger with my grandfather. And we were hunting when I was younger. And I asked my grandfather, I said, grandpa, how can you see the deer in the shrubs and the trees? And he looked at me really closely and he said, Greg, you have to look for what doesn't belong. So I inverted that comment and I said, look for what's missing or what? what's not being used, what's not being talked about. Because if something's really being talked about, there's a counter side to that, right? So what else is being out there that's being discussed?

And so for me, I just look for anything that interests me that I haven't seen anyone else talk about. I then go and one, number one, make sure that it's ethically okay to talk about it. I'm not breaking any rules or regulations or anything, you know, stepping across certain lines. And then I just start talking about it. And if people like it, you'll know very quickly because they'll give you responses. but sticking to, you know, inventory, the marketplace, pending sold, you know, your relationships to price per square foot, those are good ones, comparing two different properties like, hey, guys, property A and property B,

both west side, both single story, both within these two different, you know, parameters of these two different streets, going over pros and cons, letting people understand why you'd buy, why you wouldn't buy. Huge hits, people love those because is the either or, But yeah, it just there's a thousand ideas there. So I can keep. Okay. No, no, no, no, that makes sense.

So I'm just bringing it back to like in a chronological order of what we were talking about. So you, we've already, we've spoken to them on the phone and they said follow up in six months. So you said follow up in half that time when you said two and a half months. But from there, obviously you're going to follow up when they told you to. But you, that's where you're going to put them in your CRM, which you mentioned was top producer. and you're going to like start like a drip campaign series and that's where you put some of these videos is that what you're saying yeah so we we do a drip campaign and we do a lot of just just typical emails some video we are going to get back into the video but yeah that's how we've been building

it we put it into different you know lists so we have one called the candy list which is our like our past clients and the folks we drop off candy two during the holidays that's we call the candy list and those are our big referral base so those are the ones we're really touching and we're really trying to drip out as much as we can. But yeah, every system is, and I'm not trying to be elusive on this answer, but the reason why is that top producer is relatively a little bit more outdated than more than Chime or, you know, any of the other big ones going on right now. So go look at the newer ones that are out there.

I'm just stuck with this one because that's where all of our notes are and it's been a thorn on my side. So go look at some of the new ones, my guys. They're going to have a lot more features. Okay. Earlier, again, more directions that I want to go, but earlier you mentioned, was it Top Hat? So it's going to be called Top. So T-O-P-H-A-P-T-H-A-P-T-H-A-P-H-A-P-H-A-P-H-A-P-RAT.

Actually, the founder of the program, I didn't know this. I actually trained him when he first got into real estate. And so they're actually based here in Danville in the San Francisco Bay Area. And this program is insane. I mean, I can talk about how loud each different lot is. I walkability. I can tell you pass taxes, any kind of permits, who owns what. I can tell you about a topography of the lot.

We can look at different types of land and see if there's different building platforms there. We can actually put a couple of structures. I mean, the list goes on and on and on. The new Top App Explorer app, which I really like. You can drive down the street and you see a house, you're like, oh, that's pretty cool. You can click on it. It'll say fly around. You can click on the fly around button.

It will then do a digital pop-up. You can see what the lot looks like and see if there's any back structures or what it backs up to. So for buyers, it's very powerful when you're out and about. They're like, oh, well, I really want that room for that ADU in the backyard. Well, how are you supposed to see that from the front? Hit the pop-up thing, fly around, see if it's something that might work. and then go from there. So Top App is very, very intuitive. Dude, that's super cool for all the nerding out, all of the stocking.

So much nerding out. Okay. For cold calling, you make it sound really easy. You know, you're like running through it and you're like, oh, you know, then you just call four people at a time and then this is my voice and then all that stuff. So like real talk, though, how many hours are you putting into cold calling per day per week and um do you know like the conversion rate like what are you what do you what does that stuff look like so right now let me pull this up here so i'm crunching out some of my some of my numbers so i'm pulling up a sheet right here change this oops so i do know that so out of our numbers that we're ripping through so out of about every 250

out bounds. We'll get about 25 good conversations, which of those that will convert about, you know, we do a rough, low number, about a 5% conversion rate. So our estimated median price right now is about a million 250, give or take a couple of bucks, you know, with different neighborhoods at a 2.5% commission rate. Right now, I'm probably calling at least three hours, probably at least three hours a day, five to six days a week, which is going to put in a calling 40 weeks out of the year is that 77% of the year I'm calling. So I'm prospecting about 15 hours a week total, right? With some of my preliminary numbers here,

the these are just, I just restarted a sheet a little while ago. I have one CMA appointment where I was yesterday, so I got that one. And then I have five more buyer, potential buys and cells. And my calling sheet that I'm working with is worked out for me that with my numbers that I've already put in, and if I stay consistent on my,

my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, my, three thousand, sixty seven people. I'm going to go what they call face to face or speak to 27, four hundred and sixty seven people, which will convert to about one thousand three hundred and thirty three leads. And they convert that down, uh, uh, uh, and they convert that down, uh, to about 5%. So total of the end of the year with these numbers, it will be about 67 potential deals with a possible revenue of just just over 2 million. Now, there is going to be a lot of leeway in there. But the numbers shift very quickly. So let's dumb it down. Let's say I go down to one hour day, average five days a week. That's going to bring me to about 794,000, almost

$795,000 in revenue. The reason why I bring this up is that I can tell and I know what my per minute value is worth. So with this calling sheet, every call I make is worth $11 to me, I mean $15 to me, excuse me. Every person I speak with is worth $76. Every minute I'm calling is worth $58. Every hour I am worth $3,472 and every lead is worth $1,563 to me. So to answer your question very quickly, that is how I track.

And that's why I'm going out of that stuff. Dude, I hate you so much right now. Like, no one knows that. No one has that information. When you were like sorting for it, I thought that you were like trying to like figure things out in your brain of how to answer. And I was like, shit, I probably should have asked him that. And you have it though.

$3,472 an hour. Like, get out. Well, and then you mean, that that, that's that's in my. marketplace that's what i'm worth right but imagine your number i mean that's a stupid large number let's be real honest about that yes a lot of people are if you're going like well that's just not realistic okay yeah let's let's let's talk let's have that conversation let's say average price is let's say you know 200 and 25 000 exact same stats we just talked about uh that could be potentially bringing you in about

about $125,000 a year, which means every single hour is worth $625 to you. You still telling me that's not bragging rights? Get out of here. A doctor's and attorney don't even make $625 unless you're like Johnny Cochran or something or what picked some big name. Yeah, I totally dated me when I said that. But anyways. Yeah, I was like, I don't know who that is, but that's fine. Sorry. Hey, um, Greg, you mentioned a calling sheet. Like, what is on, what is on this calling sheet? Is it, is it part of Redax? Like, where are you, what is this? I'm sorry, I'm not fun. Call in sheet.

You said on my calling sheet, I think. Oh, that's the calling sheet. We just went over. All the stats and numbers and everything else. Isn't it in Excel? Yeah, this is something that was my father built for the, built this for me. So it's one of a kind. It's not been reproduced anywhere else.

It's the only one I can ever find that can actually analyze and break down these numbers so specifically. But yeah, I built it. This is the one I'm using. And this is why I encourage people to do it because when your spouse or your best friend, to your coworker or who are your boss or anyone goes, well, why are you doing this calling or this prospecting? Why is this door knocking thing? You're like, well, because I'm worth this much money with this potential revenue with my skill set. And for people who are listening to podcasts like this amazing show, you know what? They probably have an interest in learning. So kudos to

every human being listening to this, my voice. Let's say this podcast made you 1% better in your converting rate from five to six percent. So at five percent, at $225,000 average sale, like we just talked about, about $125,000 a year, one percent better. You're just tacked on another $25,000 year at $150,000 for one percent better. That's all you have to do. No extra time. No extra time. Add one hour a day. It's going to almost double it again. It's $500,000. Okay, I have to ask because everyone is listening, is like, ask him if I can get a copy of the Colin she, is that a thing? Like, do you share that or is that like tap secret? No, I actually built a indestructible version and I have to find it. It might be on one of my old

computers, but I did get it, Bill. So maybe somewhere in my emails, Shelby, you know how to communicate. If I can find it, I'll absolutely give it away to your listeners. Absolutely. Yes. And my follow-up game is fucking strong. So I am on you. I'm in there like swimwear. Like just let's go Dude, let's fucking Exactly, I'm going to get that sheet Okay, one more question

Before we start Wrapping it up that actually Oh, that's it I was like I had it I don't know where it is So again, you mentioned Like that you call with people every day Like is that open for everyone

Can everyone call with you or what does that look like With your crew of assassins? No You're like, no Sheldney, not for you. Got it. Not no. No one gets to. to this group unless you're explicitly invited. It's a very unique crew of human beings,

but it is, it's like my style of humans, right? Some folks wouldn't like this style of assassins. They would be irritated, ticked off, triggered, whatever is going to be a negative in someone's mindset because we're just a bunch of dudes, being a bunch of dudes, making calls, having fun, making business, encouraging each other. So if you guys want to find a crew like this, find some hungry co-workers either around you or around the world that you guys respect, you guys can learn off of, you guys can be sponges from and better yourself by the people you want to associate with. Your tribal come to you fashion and you can ever imagine.

If you just put out there, Shelby goes, hey, guys, I want to get together with like four or five just incredible, you know, killer ladies who are just making some amazing epic calls. Let's feed off each other. Let's get our businesses up. You know, let's help each other, you know, blah, blah, blah. the ladies would come out of the woodwork to support each other, same for the dudes. So go out there guys and gals. Find your tribe.

Start doing the calls. Do it with a couple of people and celebrate. And this is the big thing, Shelby. Celebrate your losses. The f*** did you just say, Greg? I said, I want you to celebrate your losses. So you're going to gamify this whole thing of calling. People get down and out going, oh, my God, like I got so, I got rejected.

Like this caller told me to go, F myself. yeah because you call them out of the blue you know three percent of the people actually even want to talk to you so you have 97 percent feel rate right already so when you get the big f off which when you get the missed missed listing appointment or the missed buyer opportunity i want you to go up and ring the bell whoever rings the bell the most in one day means that person is the most active prospector out there they are getting closer and closer to a yes while you fall farther and farther behind because they're going to eat your lunch and you're going to be like well why i didn't get the listing okay is you didn't sit your butt down and do the fucking phone calls or the prospecting that everyone else is doing. So find your crew. Do your calls. Do your marketing. Do your prospecting.

But have fun. And just enjoy it. Just laugh. And this will be way easier. Believe me. And it is funny because like, again, right before we hit record on this, you were like, okay, bye, dude. See you after, after this interview.

So does that mean that you guys just like exist on Zoom? all day. Like there's like a Zoom or something in the background and you're all just on it and you're all just like suffering but also having fun and like sharing the losses and the all the shit and that that is the assassins essentially. Yeah. The assassin crew is running strong every single day. I mean we we I'll start my I start I get on with them between 430 and 5 in the morning. They're calling East Coast our buddy Paul Black. He's out of SoCal he jumps on. He's calling for Florida. He's set five appointments in three days. five appointments in three days. The rest of the guys are all over the East Coast and kind of the western United States. And so we just get on. And then someone will leave a thread of a Zoom all day long or someone will start one because we all have a WhatsApp message board running. And we all jump in like, hey, where's the link? Who's calling?

Let's do this. Let's do that. You know, and then we put ideas. And so we just push and push and push and push and push each other to do this. But yeah, it's a running threat, 100%. Okay. That's adorable. So, okay, Greg, you've been doing this for 24 years, and it honestly sounds like you are not just good at it, but also like you genuinely like it.

So what is the, I mean, look ahead like for the next 20 years. Like, do you see this as being, you know, till death do you part with real estate or what does the future look like? Great question. You know, there's a couple of different options coming down my way right now. Right now I'm actually just settling in and just getting really. really comfortable of my, my deal count, because we've gone through a shift on our team. One of our partners, because of family health issues, he has stepped away and is focusing more around his family. So, and then my father is basically retired. So it's gone from three or four

of us down to me, which I freaking love. I have a, I can't tell you about the show, Shelby. I can't tell you on the show. I am on, I'm unleashing and launching a marketing platform and program that nobody's ever done. Literally no one's ever done. No one's even thought about it, but it sits right in front of you every single day, we're out and about in the world, but you haven't seen it yet. And I've already had my first proof back today, and I'm going to tweak it up. And then once this thing starts working, I'll come back on your show, if you'll have me, and I'll let you know the numbers and the stats and the costs. Once I tell you what this is, your heads will friggin' explode, literally explode. And it's so simple to put in it almost zero

cost. We'll see if we can pencil you in. You know, the value was like, Not almost there, but we'll see. Just kidding. Well, that sounds dope and can't wait to have you back. And in the meantime, though, where can people find you? I appreciate the question. Folks, if you want to get a hold of me directly, you can text or call me at my phone,

my personal cell, pay the bill at least once a quarter. It is area code 925-9178 or follow me on YouTube. And that's going to be the real estate uncensored show on YouTube. It's where you're going to really want to follow me there. And then Facebook, Instagram, TikTok, just look for Greg McDaniel. And you'll be able to find me. So, yeah, check it out there. Thank you, Shelby.

Love it. Of course. And thank you so much for coming on the show today. And listeners, if you want to hang out with me, I am the Shelby show on Instagram. And of course, Aaron is Aaron Amutusaghi, the hardest name ever to say on the gram. So that has been Greg McDaniel, guys. Real estate rock stars. Thanks for listening.