KGCI: Real Estate on Air - Leverage Your Title Company to Supercharge Your Business

Episode Date: January 21, 2026

Summary:This episode provides a tactical breakdown of how real estate agents can go beyond a transactional relationship and build a strategic partnership with a title company to accelerate their business. The host outlines a variety of value-added services that a title company can offer, from providing marketing materials and data to hosting client events. The discussion emphasizes that the right title company can be a powerful collaborator in lead generation and client education. This is a must-listen for agents who want to leverage their professional relationships to enhance their brand and increase their deal flow.

You're listening to the Investor Agent Nation podcast, empowering agents and investors to collaborate effectively and grow their businesses symbiotically. Your host, Randy Zemnock and Eric Gross, share real-life case studies, trending tactics, and expert strategies that have helped them to accomplish over $1 billion in sales volume. Whether you're a seasoned agent looking to expand your business or an investor seeking to optimize your returns, you're in the right place. This is the Investor Agent Nation podcast. So today we're going to talk about title. Very sexy topic, title, but very important. And as you guys know, know, if you've done transactions, you have no choice, but to work with a title company. Sometimes it is your choice, depending on what state you're in.

If you're representing the buyer, you know, like in California. in most cases, I don't have a choice if I'm representing the buyer. Usually the seller will choose the title rep. But really, it's the listing agent because most of the sellers don't have relationships with title companies unless they do a lot of business. So really, it's the listing agent kind of making that decision for the seller who they should use. But then some states, right, it could be different, could be the buyer. So it just varies. But at the end of the day, they all do pretty much the same thing.

However, I would say, and, you know, Ryan, you and Haley will obviously have the floor in a moment. We'll make it more of a conversation about it. It matters which Tyler rep you work with, right? Because, yes, title can be seen as the same thing across the country, no different than us agents. We do the same thing across the country. We sell homes. But it matters which agents. you work with because certain agents are going to get late be lazy and not do a lot and then other

agents are going to work their butts off for the client right so it's the same thing in title it's the same thing in escrow it really and mortgages i mean any industry you can think of it's not just oh i have a i found my title rep well what does that mean do you even know what questions to ask right in terms of finding the right title rep i didn't know starting out i was just like, oh, I just need title insurance. I don't care. Who can give me title insurance? Right? And then as years went on, I realized like, oh, there's more to this than just insurance. Like, certain tighter reps actually go above and beyond helping me build my business, right? Help me avoid mistakes. Help me avoid buying the wrong property. Like, there's so much that went into that

decision. And this is kind of where, you know, Haley and Ryan came into the picture. I don't know. gosh, five years now, maybe more, six. I don't know. Yeah, six. Yeah. Yeah. And I had a good title rep before that I thought nothing, you know, and he was fine for what I needed.

But when I started working with Ryan and started testing, giving him some files with Haley, I started seeing a big difference, right? Not necessarily from a title insurance perspective, but because I don't understand that concept as much, right, in terms of like the cost and insurance. I was more looking at it like from a service perspective. Like how are they dealing with me? How are they dealing with my clients, right?

When clients have questions about title, right? Because I don't like to necessarily spend hours reviewing it, right? If I have to, that means I'm doing my title rep's job, right? So there's things like that. I started learning and realizing the difference when I started working with a new title rep like Ryan and Haley's team, how much I wasn't getting from someone I was just. using but you wouldn't know because you don't know what you don't know, right? Until you actually start working with someone new. And then you're like, whoa,

that's very different. I was missing out. So that's the good news. You guys have someone that's very proactive, uh, him and his team. Ryan is the team leader. And here's their picture. Uh, right here, beautiful photo of their team. He's always on top of his, his social media presence. and how they look, which is awesome. 20 plus years of experience, 10,000 plus transactions, number one in industry. And I know because they've been friends of ours, partners of ours in Southern California,

because that's where they do most of their business. They are invited to my team meetings with my agents of the Southern California. So we have a lot of interactions together. They work with a lot of my team members, agents and investors alike, right? And I also know that they've been asked, I think last year was it, Ryan and Haley, for you guys to coach other tighter reps how to grow their business. Is that right? Yeah, on a national level for our parent company Fidelity National Finance.

So we've had multiple sessions of coaching of reps throughout the country. Yeah, what an honor. And I mean, you don't get asked to coach others if you don't do what you do well. I think so, yeah. Yeah, I would guess that's the case, right? Let me do this. I think my wife told me there is a way to spotlight. Oh, not spotlight everyone.

I think you can pin them. It's a spotlight in us, I think. I did, and I'm going to spotlight Eric. Okay. Nice. I'm playing with Zoom. Now that we're going to have more guests, I got to get better, right, at this. Level up, maybe.

But I also want to make it interactive and have people's faces and not be like webinar style where I don't even know who I'm talking to, right? Yeah, interactive. So here's the way I want to approach this. And I'm kind of, you know, Eric is obviously my business partner in this. And he's got questions too. Since I know a lot more about you guys, first question I kind of wanted to know just up the top is like, I know you work for tight. or which is a national title company, correct? Correct.

Okay. And you personally do business in California or do you personally do it in all the states too? Primarily, California is our bread and butter and we're able to take on other states on the refinance front and some purchase. But we put people in touch with good people in those states typically. Yeah, we refer a lot of it out to another F&F company because it is a, national brand. So depending on where it's at, which state, a lot of times we can handle it, but sometimes it's just better to hook them up with a local provider. And then, you know,

as you're mentioning, some states are attorney states. So some state states aren't even dealt with title. So it just really depends on the particular situation and how we handle it where it's at. Yeah. Got it. Okay. But you would be if someone from this group, you know, watching now or listening later. If they reach out to you, you would know who is the go-getter of the title reps in certain states, our title states. Yeah, a lot of our coaching has put us in touch with some of the top reps in their field in different parts of the country. And if we haven't dealt with them personally, it's a quick couple calls to regionals and then direct management in those field and those regions. And we can usually hook them up with the Haley or the Ryan of that

region. Yeah. Okay, I got it. Okay. It exists. Not everybody's arrived at that point. Title wasn't yet, you know. What I think of like, you know, someone for you, Randy, like in Tampa, we have a solid guy out in Florida, like in Tampa area specifically, St. Petersburg, that kind of area, that we refer all of those deals out to. So we'd love to connect you with him too because he's, he's been in the title industry

for an extremely long time out there. Got it. Okay. Cool. So then, Eric, you hear this? So then you could, you can tell that title rep, like, Look, I want the service that Randy gets from Ryan and Haley. Yeah.

Yeah. And Randy, I know we were talking about kind of like this coming up with this topic and what to talk about. Title, I think, is I'm kind of where you were at six, seven years ago where it's like, I just look for the title insurance and like decent communication. But when you were telling me, you know, what Ryan does for you in San Diego, like, wait, hold up. Like, this sounds awesome.

So I think we can talk a little bit about that. But what do you guys think you do to set yourself? apart from other title companies locally? Well, I mean, we definitely make our efforts in the relationship customer oriented. And what I mean by that is we all know that we need a commission, we need a title, you guys do deals, you need title, but you also have recruiting issues. You have finding projects for fix and flip or for syndications or having a web of accessible other vendors that are super reliable.

So we approach our job to identify the obstacles in your pathway and help bring solutions to bear on those obstacles. So it's really a customer-centric approach rather than an egocentric approach, which works in all aspects of life, as we know. But particularly when you're, could we get the broker deals between people who need product and agents that don't know what to do with the probate? Well, that's like a male-female extension cord, right? I can plug those two together and it's probably a fit or could be. And that's what, take that analogy and just expand it over the whole footprint of the real estate space. That's what we attempt to do. Yeah, I think, you know, kind of what you guys were saying earlier, it's like, well, isn't title insurance, title insurance?

Like, don't you guys handle the same thing? And at that level, yeah, of course, title companies, we all do the same thing. But it's how we set ourselves apart. And, you know, the best ability is availability. And Randy knows that if he has something going on on a file, he can count on it. He knows we're going to jump on it, that we're going to be right there handling it. We're a very investor-friendly title company here in San Diego in California as well. We have a lot of clients up in Nortal that use us because of our hands-on approach with our clients.

And to Ryan's point, a lot of our investors, agents, lenders, a lot of it is lead generation and lead conversion. So we come with tactics and systems and business approaches to help our partners really find those opportunities. because we're in real estate coaching, we're in investor coaching, we're in different real estate coaching to help our clients with their issues, not title coaching to go over the prelim on item number nine. That's going to give us a little bit of a hard time. We want to be able, because that's where we start. Like that's where the service level starts. But how can we get our agents more deals? Our investors help them find more opportunities to get more deals on the board because then it becomes symbionic, right? Because we want to do more titles, so we want to help our partners get more

deals. And that's what we have really helped. And that's, that's, that's kind of where I want to, like, almost separate, maybe I was thinking of the conversation to like the acquisition side, right? How do we engage with the title rep? And then this position side is also as important, right, that we can tap into. So acquisition side is probably the biggest bucket, I would say, where we could leverage you guys, right? So, Like, I know personally, like, when you guys come to my investor meetings in Southern California, I always encourage everybody to meet with you guys individually, right? Everyone's got different goals, right?

Everyone's got different budgets. But if anybody wants to do direct mail, as an example, right? Or pick up the phone and do dialing, right? They can, I said, well, if you don't necessarily have the money to pay for property radar or this, you know, there's so many software providers that might get you. the data, but it's costly, right? It might be a way to start with a title company, right, and they can get you a lot of the data. So how about can you break down some of the lists that you guys are able to get, for example, for us in California, right? And when I say, and I don't want

to leave everybody, anybody out, because if you just join us, Tycor is national. They can hook you up with someone in your state if it's a title state. So when we're speaking about this, this means it can be done in your area, right? So with that said, Ryan and Haley, like talk about different lists. Like how what does a meeting like that look like with an investor? Well, I think just to put a ribbon on the mindset of what separates us is like also I've been through syndication investments through buying, adding ADUs and selling through disposition on those and currently have flips going on. So it helps to have somebody that understands your position as currently an investor as well as working in the title space. So that's another thing that makes us different is our perspective.

but very, very much emphasizing the customer-centric approach rather than the Ryan and Hayley-centric. But in terms of data, we're huge on data because data means deals. And so here in San Diego, we help our clients target distressed homes, meaning that there's a demographic or a financial hardship on the seller that is a leading indicator of a housing change because there's a life change happening. So divorce, bankruptcy, probate, affidavit of debt. notice of defaults, that type of stuff.

So we help root out and point out the properties in the county, in L.A. County, Orange County, Riverside, and San Diego in particular, so that we can get them at least targeting their messaging to the right audience that would need a cash exit from their property or has a high likelihood of that. But there's any other overlays you can do on data under the sun that we can help you guys target, whether it's multifamily or other intentions or. targets that you guys are going after. You know, we have one investor that they want specific zoning targets and they'll give us

the overlay of the specific areas that they want to target in that zoning and we're able to pull that data and get them the homeowners contact or even if it's another, you know, mom and pop investor and they got five units and it looks like it might be in a little bit of a financial hardship, but they know that they could probably scrape it and build more units there. We're able to help find those opportunities and those kind of deals. those zoning information, a lot of it to a lot of ways we help a lot of our realtor partners is just, you know, circle dialing to circle prospecting. So we're able to. So hold on, before you get to that, because that's like a whole other topic, right? I want to go deeper on

the lid. And this is a this is this is this is now, you know, and I've talked to you for so many times, but I have always more questions. So talking about lists, right? How, how, how, how granular can you get like for example can i come to you guys and say hey i would like this zip code of people that have the most you know you know 50% plus in equity uh and they're behind on payments i don't know like something can we do that is that granular or not yeah well and i'd like to say that title companies at large in california have compliance regulations so we help put you in touch with the people that can get this data to you um and have all those outlets available so we are a do it of that but for if the Department of Insurance is watching we act as a conduit for the

same thing. However yeah you can get as granular as you would like and some of it just simply isn't available through title portals but then we go to lead sources that are third party vendors that can provide that but between you know some of the online portals and fly yeah and what is Jeremy Cooper's oh like prop stream property radar like you were saying but you know getting as specific as that actually helps us because it really helps us get granular on exactly what we're looking for. And if you gave us five specifications, we compliantly maybe are only able to pull three out of the five, but at least we're getting somewhere to what we're looking for and we're at least fishing in the right pond. So we're able to pull, if you get as specific as you want, like if you want

somebody that has in a certain zip code with two stories, with a swimming pool, with positive equity, that has a notice of default on their property, we can find that. We can get as specific as you want. Like I said, if there's a couple categories, like, we can't get it if they're late on credit cards. Like, we can't get that because that's not something that's recorded on the AP. If you want to view, it's difficult to have reliable data on whether there's a view or not, like the buyer must have a view.

Because we help, like, an agent that has a $3 million buyer to identify the homes that fit into the criteria of that particular buyer so that the agent can go to those sellers and try to strike up their own off market, right? Maybe they engage a seller that they bring a buyer to, and voila, you're going to escrow. So things like Vue, there's some that are a little gray or not as accurate, but most of the time we can get people very close to their desired target. Like a lot of our investors, you know, they want people that are in that baby boomer generation that are going to be moving out that have owned their home for 30 plus years.

That probably is not in the greatest up kept condition. Two stories, certain zoning, a lot. of our investors want it to be in the transit area as well so we have the map that overlays on the transit area so we can see exactly how many units they can build if they take down that property and then we're able to get that data skip trace it and get the cell phones and emails so yeah that kind of leads to um well maybe before we go into that conversation anybody listening any questions about data for ryan and heyley let's make this interactive i don't want to want this to be the pain to go.

Glenn, go ahead. So, I heard you say something about insurance agents and I know you're recording this, so if I'm going out off the range, just let me know. So, I have a friend, right,

who has access, you know, there's a software, begins with an F, ends with an H. And it allows me to pull. So it was, it was introduced to this idea that I could benefit from this relationship, right? But me, I just got access to all this data.

Now I feel like I'm drinking out of a fire hose. You know, not even fire holes, a fire hydrant. Because it's like, okay, so now I can do all of this, but what's the best I was working with a title rep, right? I'm sure you would probably be using this system to pull this, to be granted. to create some type of either marketing strategy or lists or some type of engagement that I can now as an agent or investor secure. Yeah.

Whereas I'm happy to have access to the software, but it's a little bit overwhelming. So as you look at it from the title side, how do you approach that data? How could I best kind of good use of this opportunity that's been doing? opportunity that's been given. Well, I think you said the operative word there is execute because you can have all the data in the world of likely sellers and people that are right for the plucking. But if you're not utilizing that data with a strategy on the back of that data to get and reach out to them and engage with them and convert, then that data is no good to you. So we help and sit with our investor clients, our agent partners and develop a strategy that we've seen work, 23 years in the business. He's got 11

years in the business. So we have enough experiential knowledge to point them in the right direction. And then look, what will you do? Let's start there. And then let's expand on what we see working in the marketplace and then let the two meet up. Well, and I and to answer your question, Glenn, something that we do, yes, we have those title platforms as well where you can go in. You can create the most amazing list and all this. But to your point, it's like, okay, well, now I'm really overwhelmed because what do I do next? So we actually, and, I would talk to your title person that you have out there that's given you access to this platform and say, look, I want to be able to give you what I'm looking for specifically.

I want you to pull it and give it back to me with the criteria that I'm asking for because it does give it a little, that's where we take a lot of it off our plate for our investors we work with because you can go in those platforms and I'm sure you found you can spend hours in there, hours creating things, oh, doing this. And then, but then you're not actually executing on it because you're not making the calls. You're not reaching out to the people. So we tell our partners, hey, give me what you're looking for. I go into the system. I pull that criteria.

Give it back to you with a nice ribbon on it and say, hey, these are the exact people that you were looking for. That should be great from outreach. Now you call. Now you call. Yeah. Because that's empowering you, right? Yeah. It's access to the data without a strategy is not.

But then you're like the sugar addict in one of those candy stores that you see in this. Yeah. Well, you can feel busy. You can draw all the pot. I love candy. I love leads. I love people with this tissue, that issue. You can layer the issue.

You can combine the issues. And now you got lists out of the wazoo. So what I did do was I did an absentee list. That was layered. Now, sure, I could have done better job of layering, you know, that made it just a little more effective. but I did some layers and you started cold calling, right? But who knows? If I knew what some of the other data points were that were more productive,

maybe I would have added those layers and maybe it makes that list better. Yeah, and I would ask them, talk to them, say, hey, what are we seeing? What are you hearing out there where it's actually real likely sellers that could hit my distress data? Like, you know, I was mentioning the baby boomers with two stories. Like those people, we're seeing a lot of those people sell because they're going into retirement homes or care facilities where they no longer can have the 2,000 square foot home to like two stories. It just doesn't make sense for them anymore. And those houses usually aren't dated up to date and super modern. So it's right for an investor to go in and make those connections

with those people. So finding those different sources like, you know, distressed is always like if it's distressed and if it's a divorce or bankruptcy or notice a default, notice a truck detail and an absentee owner, that's probably a good chance they're going to have to sell that property because that we know that the owners are going through some kind of life change, that's probably going to dictate a housing change. Here, Glenn, I'll give you another tip related to this. So one example, like how, and maybe we're going to start crossing over because it's similar activities as far as, you know, acquisition, disposition, it requires an outreach, right, regardless, right?

So what I'm getting at, like, for example, recently one way that Haley and us are working together is they would pull lists of people in, I just listed a property for an investor, right, in San Diego. She would pull a list, 300 people or so in the area around the perimeter of the house, right, with phone numbers, as many emails as they could get, right? she would send that list to my escrow officer. Because they work very well together, they know each other, two different companies, right? But it's a go-getter escrow officer, right, team that I work with. And that team, they have virtual assistance doing the outbound calls. Inviting those people that Haley and Ryan gave to her, right? inviting them to my open house, I didn't pick up the phone.

Right. But then at the same time, I have a slide broadcast. I don't know if you heard of that platform, sly broadcast, right? If you get an account of slide broadcast, right, you load up some credits, whatever, 25 bucks, 50 bucks. Then Haley says, hey, record a voicemail, send it to me just on your phone, like record like, hey, I have this beautiful home hitting the market this Saturday.

You know, as our neighbor, we would love to invite you from 12 to 2, blah, blah, blah, right? I quickly record it. I send that to Haley. She then loads it up to my Sly broadcast account because I give her my login with credits, right? But then they load up the phone number list and they send that voicemail out, right? You get more warm bodies through the open house. You get more opportunities from the calls from the voicemail. and you, all you did was have a listing, right?

That's it, right? Or wholesale property, you know. So you can, you can do that same thing on the acquisition side, right? Where I could say, hey, Haley, here is the list I want to target. Here's the voicemail I would like to drop for this seller. Yeah. That we've identified. Can you go and drop that voicemail?

I recorded it. Here is the voicemail. I send it to her via text. And she'll do it. I mean, like the distress list that we send you on Fridays with all the divorce from Ken and all them. Like I told a lot of our agents and partners that we work with like what I would do and nobody has taken me up on this. No, and I'm like, this is how I would work. And we preach it from the mountain.

And I would take those lists and I would have a voicemail drop sent it every Friday. So as soon as I get those lists, I uploaded in the side broadcast and I would have a voicemail drop going out to all the distressed people at once. Just saying, hey, this is Haley. I'm just reaching out and canvassing your area directly today for sellers because there's still not a lot on the market. And between my team I'm working with, my lender I work with and my investor, we are always looking to pick up properties in your area. So if you've had any thoughts of exiting your property or need a quick close, I'm here to help and I look forward to talking to you soon. And dropping that as a voicemail blast and hitting all the distress people at once. and then the following day, seeing who hits me back up with it, calling those engagements,

and then going through the list and calling everybody that received a voicemail. And now, see how I'm following up. So there's a different psychology because it's like, hey, this is Haley. I'm just reaching out. I wanted to make sure you receive my voicemail because we're really trying to canvas your area to find any sellers right now because we got buyers that are looking for your home. It could be your home. It could be the next person I call.

The live call is not a cold call to follow up call. and you'll make follow calls, whereas you won't make cold calls. And you see, I think it's starting to come into focus what we mean by customer-centric. Like, we're teeing up the activities and the execution part.

So we go from theory to execution. Because if you're messing around, trying to find the data, if you're trying to set up slide broadcast on your own, you're not building content. You're not engaging customers. You're not doing happy hours. You're not prospecting.

You're stuck in the, like, yeah, in pulling the list. saying and all those things. So that's why we empower the agents by teeing them up and helping them get right to the point and then all they have to do is hit the button or execute on the follow-up call and it just makes it as easy as possible

because the more our customers do, the more we get to win with them. You guys have folks up here in the state of Pennsylvania and would I I mean, clip this, I mean this firm that, you know, they have a brand but they could

be laid on top of Tycor and I wouldn't even know, right? Baby, I don't know. We'll talk off my. Yeah, let's talk off line. Please. Yeah, you guys, connect with, you know, if you guys have specific questions to your area, like, put your contact info later, Haley and Ryan in the chat too. I want to make sure we don't disregard Thelma.

Thelma had her hand raised for a long time. Look, she was holding it this whole time up very high. go ahead, unmute yourself and go ahead, ask your question because we kind of went to engine then. I was listening intently to Ryan and the young lady there. Sorry, I didn't get your name. Haley. About engaging the title companies from an investor perspective, but me and my partner, Glois, like I'm from Ohio and I am a notary public specific to real estate signings, right?

in Florida. And we were looking to still re-engage in that area. And it was interesting when I saw the title list, when we go to sign documents for title companies, how do we engage them for this program here or to get more leads or whatever? So I was trying to pick as much as I could from how you said you work with data and things like that. Well, just like every realtor or investor is not operating at the same level, title professionals operate at various levels on the spectrum of professionalism, forward-thinking, and customer-centric kind of approach. So allow us to talk again and find you and matchmake a little bit in Florida,

especially. We have a couple different resources. She's in Ohio. Oh, sorry, Ohio. I came from Ohio, and Glouis and I, who is from Florida, we are both working in Florida. Oh, my God. Oh, yes.

I know now. Thelma, I know. Now I connected the dots, who you are. we'll be happy to connect with you and find the Haley of Florida and Ohio for that matter and help connect with the right people because some folks are just happy to come clock in, clock out, close deals and function as a robot entitled. Other people are make a business out of it and really aim to help their clients get to the next level because if you have enough of your customers getting to where they're going and you're going to get to where you're going.

That's for sure. Thank you. Because I've never closed the door on even. rail tours in Ohio because you never know how you may need them in the future. Yeah, we'll definitely be able to help and connect that for you. Thank you so much. Of course. So obviously, you know, marketing is a hot topic, Liz Generation, which we've talked about

quite a bit. And maybe I'll show you guys just for, so you can see this, I have an example. This is only a portion of the 300 people that the escrow company, called, right, on my behalf. They got this list from Haley and Ryan. And the greens are the hot leads, right? And the rest are cooler, right? But there is business I can probably get from the top whatever eight there you see in green. And they leave me literally notes about what that VA virtual assistant for the escrow company talked about. Now, not all escrow companies will do this, right? This is one of those go-getter escrow company representatives, just like Haley and Ryan are in their title area.

But I'm just showing you what's possible with the right team, right? On both sides, on title and on escrow, right? If you're not an escrow state, you're an attorney state, well, then you don't have that option, right? And I would guess most attorneys are not going to be doing virtual callouts for you. that's my guess. I worked in an attorney state in New Jersey, and I don't think he would provide that service. Maybe I'm wrong.

Maybe I worked with the wrong one, but then I would really lean into the title person more. You want to say, right? I was just saying, well, the mortgage sponsor we heard from earlier, I forget his name, forgive me. Addison. Addison.

I'm sure I can sit with you and help you with a lot of these strategic approaches. and together you could probably find the data in the lack of an escrow professional, or like Randy just said, really lean and double down with the title person. Because you get a proactive title person who understands, like, the kind of game we're playing here, it really elevate your business because you're going to leverage the relationship. And it's a win-win because the more you do, the more titles they get. And both parties are making money together.

But there's a partnership at a deeper level with title professionals that take their job seriously in terms of getting the agent fully, fully weaponized and empowered to do their job at the highest level that you're probably not experiencing currently. And just to add on to that, you know, it's hard making calls. It's hard hitting all those numbers and having that kind of dashboard. But that's where technology you can also utilize, like the slide broadcasts where you can do one outgoing message and hit 200 people at the same time. There's different dial-o systems you can utilize to really help leverage your time on the phone.

Ryan and I are definitely big believers of being the phone has to be somewhat in your business as a outbound marketing tactic because there's no shorter distance to you getting a meeting with somebody than getting on the phones. That's right. And that's why we try to empower our investors. And most people won't. People want to text. People want to email.

People want to put their cheeseburger on Instagram and get a deal. So if you're one of the one percent that gets on the horn and talks to the right audience with the right solution, then now it's just a matter of time. It's just a matter of time and getting them at the right time with the right messaging, having the right energy, all the reasons why people connect or don't. But you're at least fishing and putting your fish and putting your bait where the fish are biting with the right solution. So that's what we really try to enable our clients to do is if they're going to do the outreach

to get them in the right area where they're having the highest conversion on the opportunity. Yeah, like I'm just thinking like, You know, like you can literally automate the same exact message, which will sound personal to that person if you say it the right way. And you, Haley, had a great script. You said it earlier. And I could just be like, hey, Haley, every Friday, I want you hit these people from my list that I told you about. So please scrub the list every Friday. Send this.

Here's a login to my account. I'm loading up credits. And then it just starts happening on autopilot every Friday. And even the cool thing, how you just said it sounds personalized, Randy, there's actually a way through slide broadcasts where our list, they do have names on it. So now with AI technology, it will actually say their name and say, hey, Haley, I'm calling you today. So it's really cool because it will use your voice to actually say their name now in the voicemail messages. Perfect. I know that. Not with AI. That's true. And here's a tip, guys. So I use a, uh, voice drops. And when we say voice drops, it basically, I believe that still works the same way.

It rings and it hangs up, right? And it leaves and it calls again. So there's an overlap, I think, I believe. So it rings and it rings again. So then the second ring is the one that goes straight to voicemail, but the first ring drops, right? Right. I'm giving you more information than you need to know, but what I'm trying to tell you that the phone actually, I think the customer experience is that the phone might ring once and then nothing happens. It hangs up. And the next thing you know,

they have a voicemail. That's right. Right? That's what we talk about technology. And you get to engineer the caller ID, whether it's Google Voice or your cell phone or an assistant cell phone or what have you, because you'll get a ton of text feedback. Yeah.

Like I think we just did it with Jeff. Jessica last week, right, for her open house that she had. And she was like, oh gosh, don't use my cell phone. Use my Google voice number. But I will say the really cool thing now with technology is if anywhere you have your phone number, like that's where I'm a big fan of emailing them and then calling. Because if your phone number is anywhere like on your website or anything like that, when you call, it will say maybe Randy Zemnock.

have you guys seen that now? Oh, yeah, yeah, yeah. So it gives people a higher likelihood of calling back or reaching back out because it's not going to say potential spam or marketing call or, you know, it will actually say your name. Yeah, especially if it's a text in a signature block in your inbox, it'll say maybe sell and so instead of potential spam.

And I would put my sell and maybe send to fewer people, maybe 100 instead of 200, and just set it down for 30 minutes, come back, it's going to vibrate like crazy. and then just pretend like you send out postcards and these are people responding to your postcards. They're all leads. Even the app-offs, you're just like, hey, sorry, we'll do it again.

But you're going to get questions. You're going to get interest. You're going to get tons of leads in like that 30 minutes because people respond instantaneously to phone calls and text you or Google you and have a question. It's really, really a lot of engagement right after that. Yeah, and we've had a few success stories with it. I think of, you know, Tracy Demby.

She had a listing here in Miram Mesa, and she did it for one of her open houses. She had 65 groups come in and eight people mentioned the voicemail blast that they got. We've had come listening calls. Had multiple come. It doesn't happen every time. So we don't want to set the expectation that you're going to do this once and get a listing off of it. But we have one gal in OceanSyke.

She utilizes this every time now for every part of the transaction because she did have somebody call her back and say, I'm so glad you reached out. I saw your sign. I've been meaning to call you. I actually have to sell my home. a condo like yesterday. Can you help me with that? And she was like, absolutely. So she uses it for everything. I just, just so you, I literally just, this new insurance company I started working with in San Diego, which probably you guys, you know, some of you might, might have heard

San Diego's California is having problems with insurance like Florida. Well, there is one insurance company I started working with and he gave me a quote. He gave me, he made me a nice flyer for my specific house and a quote roughly estimate what someone will pay for that property, right? So I can put it in the kitchen because we have insurance issues, right? Buyers finding insurance. And the moment he emailed me that flyer, he left me a voice drop, said, hey, Randy, by the way, I just want to let you know, we emailed you the quote.

You know, good luck on your open house this weekend. Like, we can't wait to work with you. I was like, wow, that's, that's great. and he didn't pick up the phone. He had technology do that, Paul. And it was an evergreen message pre-recorded with inserted Randy. And I felt like it was personal to me, right? And it just happened literally like an hour before this.

This is what people want. Having systems and tech on your side is huge. I think leaning into technology, you know, we can be afraid of it. It's coming for us. It's doing all the things. But when we utilize it as a tool, It's just a tool for us to get more leverage, for us to be able to have more conversations, more personalization on things.

I mean, there's crazy AI now where you can record a video and have it transcribe. You do one video, transcribe each message. You can change your shirts on it. You can change your messaging on it. And it changes your eyes and your mouth. So it's like, we're just trying to work smarter, not harder. And I'll add this because I have had so many other questions. and we have like seven minutes left.

But I do voice drops for land deals. Some of you know, I also have a land business and we flip land. So we do voice drops for sellers, right, on land. And we heard and found, I don't know the stats, but from my understanding, a female voice converts better on the voice drop than males. So we had my male business partner record the message, but then he used AI to just change it to a female's voice. And then we use that to do the drop. Yeah.

I don't know if it's true. I just heard statistically somewhere that potentially you get a higher return of calls because it's a female. And then when they would call them back, he'd be like, oh yeah, that's my assistant. right and he made up a name for that assistant so so i want to transition real quick for the last few minutes you know okay great now we have leads right and obviously i've used you guys to do research right and before i start wasting a lot of time going down the rabbit hall of you know negotiating going crazy with this now hot seller lead sometimes i'd be like hey guys can you just do a preliminary search real quick just to see are they being truthful i i don't think something is off right

right so not every title rep will of course do this unless you guys start doing business together because that nothing is free at the end of the day everything we're talking about costs somebody something right right but that's how i've used you guys quite often you know sometimes before we even submit an offer and most of the time after we get our offer accepted of course, right? We get everything checked. But in wholesaling, as an example, when I lock up a piece of land and I have 90 days to disposition it, I don't start marketing that property until I get a quick title run through it because the last thing I want is find a buyer and then later find out that I can't even sell it because there's three heirs and they all are fighting, right? Yeah. Yeah, we are

happy to give a handicap the situation and give a quick and dirty look on what we can anticipate in terms of obstacles on the title what we're going to overcome what debt has been encumbered again and what what liens or court issues or violations might be of record that we're going to need to sidestep in order to have a clear closing and then you can assess whether it's worth your time taking on the project but we do that all the time especially for you know VIP customers but that's a very basic thing we're happy to do what i think too for somebody like you know an investor like you Randy, who is putting offers in on properties and who are doing these things, you really want to make sure that what you're buying is something you can build on or something you can disposition

and give it off to somebody else. And sometimes we've ran up in cases where the agent opens the file as it's in escrow. And we pulled a preliminary report and we're like, whoa, there's like four mechanics liens on here, a tax lien. Like we got to start working on all these. So that's why it's really good, especially as investors, to link up with a good title person in your area, so you can have them do a lot of the searching and digging for you to identify if there's going to be some gnarly challenges or if it's even worth your time, especially here in San Diego with a lot of, in Southern California, in general, a lot of people want to build ADUs or build up or add more units. And you really have to make sure that it's doable, that you can do what the

project is that you want to do on it. And that's what you're going to do. And that's we step in a lot of the times or like say something just the other day I had one where it's four units and two of the units are impermanent. And where I had to pull out like the guy was like, I don't know, something seems sketchy on these other two units. I don't know if they're actually permanent or not. Can you check if it's even allowed to be a four unit, a four to six units? And I was like, let me pull the zoning. Let me pull everything. And sure enough, the two units were not permitted, but it is zoned in an area where they can have it. So now it's to the discretion of the buyer. At least he's able to disclose all of that information. He's an educated decision up front and say this is what we were able to

kind of uncover and find out. These are unpermitted, but it is zone to have it. So if you want to deal with getting it permitted by all means, we have go at it. Yeah, I love that. And I think, because I've done this mistake and I know I'm sure others are doing that, especially if you're working with investors that are wholesaling or if you're an investor that wholesaling, or if you're an investor out wholesales. A lot of wholesalers, including me, you know, early on, we're like, well, it's not my problem. I'm just going to wholesale this property. So I'm going to lock it up and I'm going to start marketing quickly to find a buyer, right, which is fine because you have limited time, usually on the residential side to find someone. I have more time on the land side, the way

we structure our deals. But at the end of the day, the last thing you want is find an end buyer, open escrow, and then you find out there's all these issues. Now, you've done a all this work for nothing, right? So as a investor, if you're wholesaling, make sure if you are not doing it before you lock it up, then at least, you know, definitely do it the moment you lock it up, even if your intention is not to buy it yourself, right? Because in land, for example, big thing is easements. Like, I need to know easements, right? Do I have access to this property, right? If so, like, because a lot of times we were looking at, you know, landlocked lots, right? You know, and maybe in front of that lot, there is a lot that's on the street.

Maybe there was an easement. I don't know. Well, I might not bother necessarily Haley or Ryan on every single deal. And I'm just going to first, you know, on the front end before I lock it up and I'm going to listen to the seller and be like, if the seller says like, oh, yeah, I have an easement, I'm going to take him for his word. and price it as if it has an easement and give my offer, then lock it up, and then I'm going to quickly go to them, we're like,

hey, can you confirm, this guy's telling me he has an easement, but I don't, you know, and then they're like, no, no,

there's no easement. Trust but verified. Trust but verified. You know, to mention what you're saying. I know we're kind of running out of time here, but I'll make it quick. A lot of,

like, if you just do a profile, if you're on one of those title apps and you just do a profile, it's not going to show you easement. It's not, going to show you if there's any other tax liens. It's going to give you the very, very basic of what the current investing is, if it's in a default and what the loan is on there. Like, that's

pretty much what it does. So that's why it's really important to work with the trusted title partner, because we have access to go deeper than just a profile. And we have access to go in and see, oh, okay, there are four easements on this property. Oh, you know what? It looks like there might be a lien on their name that's not attached to the APN yet. So we're able to go a little deeper. That's why it's really important to partner up with somebody who's very trusted because a profile, if you're doing a random search on, you know, just trying to find a home, it's only going to give you very basic information. And so that's why when you get dive deeper, we're able to find easements, we're able to find other liens, things that are on there that wouldn't

necessarily be shown at a glades. Well, great examples, people that buy an auction, I can't tell you how many times we save them that it's the second that's foreclosing, not the first. Just that simple save is now you're the proud owner of a helock. Congratulations. Instead of the action for satisfying the first and owning the property. Just that's a really good example of how we save investors a lot of like pitfall. Yeah. So good. So good. And I'll finish with this. Another way that I help, you guys have been helping me a lot is when we lock up our land deals, our best buyer usually is the people that live right next door. Yeah. A lot of times, right? Yeah.

And the moment I lock something up, I would go to Haley and Ryan if it's in California. I'd be like, hey, can you give me my neighbor's phone numbers and emails, please? And then boom, they send it over to me. They have their assistant send it over. And then we call them, right, to see if they're interested in their lot that we just locked up. So it's like little things like that that saved me a ton of time, money, right? And they're happy to do it because we do a lot of business together, right? that's it's just reciprocity right we're all supercharging our each other's business by working

cohesively for more insights and to join the investor agent nation community visit investor agentnation dot com if you like this episode please subscribe to the podcast and leave a five star rating to help randy and eric continue delivering valuable content that resonates with you thanks for listening to the investor agent nation podcast Thank you.