KGCI: Real Estate on Air - Top 1% Lead Generation Strategies.

Episode Date: May 21, 2024

You're listening to the Coach Code podcast, and this is your host, John Kitchens. Join me as we unlock your greatest potential, collapse time, reveal your blind spots, and become the best version of yourself. What's up everybody, man? Welcome to episode 199 of Expert Mentors Live. I got a little excited there. It'd be better if I hit the right intro, right? I hit the Honey Badger intro because I know, because we got an authentic, genuine Honey Badger.

Yay. Welcome, Nicole. great to have you on. Thank you. I'm so excited to see you. I haven't seen you in a while. Yeah. I'm excited to be here. Yeah. And for folks just tuning in, give us a little background, a little cliff notes about you and kind of where you're at.

Sure. So guys, I'm Nicole Ambrose, affectionately known as everybody's favorite real estate agent. I have had my real estate license a little over five and a half years and I've sold about 400 homes as an individual agent. So I'm super excited about the success that I've had in a short time, especially considering the first seven months, I didn't sell anything and I was about to give up on real estate the day that I was about to call my broker and tell them to inactivate my license. My first client called me. So thank God that I didn't quit. You're changed. You know, I have been watching, I think that social media honestly, sorry about that guys, I think social media is

gift and the curse. And I was watching what I saw all of the industry experts on social media doing. And I was trying to mimic what I saw them doing. And sometimes when you start to mimic what you see in your own mind and success in other people, you'll mimic that so much that you'll lose your authenticity, you know? And I think from that point, I have paid for coaching and it just wasn't clicking for me. And then I decided that I was going to step back and find, a problem in the real estate arena that I could solve, but not only that I could solve, that that was relatable. And we're going to get into, you know, lead generation strategies and really things that we

need to be focused on and what's working and what's not working out there in the industry right now. What I want to tell all of you guys listening in and we'll get Nicole and we'll be able to hear her story is that you've got to find at least a solid three to four, call a core four strategies that you're going to utilize to really build your business on a solid foundation. And it really is all about, you know, opportunities. And so when we reverse engineer and get back down to, you know, if we're not getting the results we want, that's a lagging indicator. You have to focus on the leading indicators, the things that are within your control. And what are you doing daily, right? Sam,

sales and marketing. That's where your focus has to be daily. And what are you doing daily to generate opportunities? And, you know, working with coach, coach, coach, coach, coach, talks about, you know, 35 to 45 high value, high leveraged touches every day. The thing that I'm that I'm really seeing across the industry and across the country right now is a lack of effort. And so one of the things that we always kind of measure and we want to look at is that is our effort on point, right? Are we being disciplined to what it is that we need to do to be successful and grow our business forward? And so that's where you have to look. That's where you have to start.

Are you putting in an effort? And right now, it's really crazy indicator of lack of people answering their damn phone. I mean, think about human behavior. I mean, how often do you answer this thing? I never answer my phone. Even like I see somebody that I want to talk to and it's just ringing. This is like I just have a I don't want to answer it. So think about that way when you're when you're doing your outbound efforts.

However, are you doing to warm? What are you doing to engage? And so pay attention to your effort metrics. Now, one of the things that that I want you guys to think about it and as we get Nicole back on is to. Cool. got to let Iva. I will help get her back on. So we'll get her back on. One of the things that I want you to think about. So when we look at our, our, where are our opportunities coming from, right?

That's kind of the question. Like, okay, John, I hear you. I need three, four more different strategies, but what the hell? What are they? Well, obviously, if you're in a market where you have relationships, the people that know you like, you love, you trust you, that that's where that's where you want to dial it in and button it up. Hey, we got, we got Nicole back. So Nicole, I was just, I was just about to share with everybody, because I know we're going to dive into like lead generation strategies, things that are working, really, really being able to give everybody something. The trend that, that we're seeing, and this is right from, you know, the digital marketer guys, Ryan Dice and, you know, their whole, their whole world, right? If you're going to pay

attention to you really want to get into a wealth of information around anything digital in the digital space digital marketers probably it has to be a go-to those guys are OGs they I mean they've been in the game ever since it was a game and you know what they're seeing that's trending right now and um I sent uh sent D a picture of this yesterday what they're seeing trending that the top trending um top trends where traffic is coming from this is from traffic short form video 91% email 57% in YouTube ads 56%. So I know what you're about to drop you know bombs on people here in just a second is that you know where are they at within within their strategy around marketing because

I tell everybody all the time and you get this is that. you have to become a marketing agency that just happens to sell real estate. Absolutely. Absolutely. And I hear agents tell me all the time. They'll call me and ask me for advice about what they can do to grow their business. And social media and short form video is the easiest and it's free. And you get new agents all the time that'll say I'm a new agent.

I really don't have money to invest into my business. And I'll say, hey, social media is free. and they actually will say things like, I don't like videos. I don't like how I sound. I don't like how I look on camera. And it's disheartening because those short form videos really, before COVID even happened, that was the thing that really helped me build my business. And before people, I think during COVID, it forced people to really use video to interact with people

because we weren't able to really get out and engage. But prior to that, that was the one thing that was the saving grace for me outside of finding my niche and finding that sector of people that I could identify with organically. But short form video is a game changer because it gives you an opportunity for people all over the world to really see you, hear you, engage with you, and relate to you. I think about there are so many people that I'll run into in different places. I've been at other states and agents and other people will come up to me and say, hey, Nicole, I saw your video. I follow you on social media. And I simply love you.

People form a relationship and fall in love with you just based on what they see from you on social media. You know, it's interesting how that dynamic works. Right. You know, I mean, it's your brand, right? It's your reputation. And, you know, the big thing that we have to be mindful of is even in those short form videos, you know, how are you showing up? And I really believe how you show up online is better how you show up offline. And it just has to be that authenticity. You were, you know, I know,

I know you were kind of sharing the story and you're saving grace, you know, seven months in before, you know, your first transaction and you were about to, about to hang it up. We had some, the internet was, was cutting out. Kind of unpacked that story again a little bit because I think that's what you were referring to just a second ago as you found your niche. You found your people. So, and I'm sorry about that, internet crazy. But the, so what I ended up doing was going to the parks. I was going to the roughest parks in Atlanta, one at 8 o'clock in the morning and the other one at noon 1230.

And I started doing credit repair seminars and I started talking to people about their student loans. And I looked up with one or two people in the park and then it turned out it would be 30, 40, 50 people in a park. And I'm by no means a credit repair professional, but I know enough to be dangerous. help you to be able to get into a home through that. So I would see kids in the grocery store with their parents. They would be like, Mommy, Daddy, look, it's the credit lady. And the parents would be like, no, it's the real estate lady because I start bringing crayons and I encourage them to actually

bring the kids with them because even if the kids just picked it up at that young age a little bit, the importance of credit, it would make a difference in not only the family, but the mom and a dad, but the kid as well. So that really changed the dynamic of my life. in real estate because those are people that I could relate to because I remember being a single mom with bad credit, not even being able to buy a piece of bubble gum, let alone a house on credit. So that sector of people, I could identify with them. I could really feel them. I had high student loans. So I didn't think home ownership was obtainable because I had 100 or so thousand in student loans. So when I was able to really get on video outside of being in the parks

and outside of being a change agent in a community and speaking at different events. When I'm doing my videos, these videos come off very authentic. Why? Because they are, because that's a sector of people that I can relate to because I understand who they are, where they are, and how they feel emotionally because I was once them. And once you can find a sector of business that you can relate to and that you can speak to very well, you'll come across as the person that's the solution for them and a home buyer's. situation or a home selling situation or an investment situation.

Nicole, that's so powerful. So explain to people, you know, how did you uncover that gift? How did you, how did you embrace that uniqueness, you know, that gift within that you had? And you know, when you, when you, what the lesson here, I want everybody to take away is that you're, you're usually most qualified to solve the person to, to, to help the person you once were. And so how did you come about like really just realizing that and leaning into it and not fight it and just embrace it? I remember I was in my closet, John, and I had the war room before the movie War Room even came out, right? I was in my closet on my knees and I was crying and I was saying, God, I have to be able to take care of my daughters. I want to be a good steward of this assignment.

If it's real estate, that's for me. Make it plain. Help me to really understand what it is that I'm supposed to be doing. And I watched a video and a video that was on YouTube back then. And the person was talking about it wasn't even related to real estate, but they were talking about coming across and presenting as your authentic self. And my life had been hard. Like after I became an adult.

My parents took very good care of me, went to private school, all of that. But my life after I went through my divorce, it was hard. So I started thinking about the people that I could just, that I could help because I remember being some of them. And that's when as I was praying and asking God to deliver me and to help me be a best one that I would be a good steward of my assignment. That night, I went to sleep, woke up. And it was just like, voila, this is it. You want to go back and serve the people that you. you once were. And it just kind of, it took me doing a lot of soul searching to say,

who do I want to help in this business? I don't want to. I knew that I loved real estate. And honestly, John, I would sell real estate if there was no money attached to it. I love this business. It just so happens that it's a very profitable business, a very lucrative business. Thank God it is. However, I knew that it was something that I wanted to do for purpose and passion. And since it was something I wanted to do for purpose and passion, I had to find what I was purposeful for and what I was passionate about. And I'm passionate about helping people. So you can't help people that you don't know their story. You don't know their journey or you've never been a place in no situations.

So I started saying, what situations have I been in in my life where I can be an encouragement? And I can, when people see me, I'll be a vision that they can't unsee and I'll be a vision of hope. Who is that person? And that's what took me to single mom, struggling single mom, high student loans. I went through all of the challenges that I had through my adulthood. And I said, those are the people. Those are my people. And I'm going to help them.

And I've done just that. Yeah. You're most qualified to serve the person you once were. And, you know, when you're passionate about something, you know, and you know it's a big problem, right? Financial literacy is a big problem. Absolutely. And, you know, it's in being able to be in a position to help solve a big problem, right? When you solve problems, money changes, changes hands.

And yet you're, that's not a, the money is a byproduct. A bad. And, you know, for you is it's solving that. So for, for those of you guys listening in, the lesson that you have to start with, what Nicole is sharing is that you have to really find. who your people are. Yeah. And try it. And start with who you once were.

That's where you have to go because your most, like your core, you know how to solve that problem. If you've worked your way through it. So that's, that's, that's, I love that. So Nicole, so shifting in, you know, being able to, you know, impressively, just in a short period of time, transact as many, as many homes as you've been able to transact as a single agent, kind of talk to us. kind of talk to us here about, you know, really getting into kind of the topic around, you know,

the top lead-gen strategies that agents moving into, for most, right? For most, they haven't been in the game five years, you know, a large statistic of real estate agents and, you know, statistically have not been in the in the real estate space, even as long as you have. So, like, talk about as we're heading into, especially heading into kind of a new market that most have not seen. What are, what are some of the top lead gen strategies that they need to really be paying attention to? And is that going to be one of the strategies for them to grow their business? One of the things that we have to really take note to moving forward is we have to change when the market shifts. And one thing that I will guarantee you is right now,

new construction builders are in a space right now that's very uncertain times for them. Because for several reasons, part of it is they started building some of these homes four or five months ago before we did that quick shift. It was like we switched to a buyer's market from a seller's market so quick that they haven't had a chance to adjust pricing yet. And they're going to start seeing that a lot of the appraisals that they had because the prices have dropped that the appraisals aren't, the homes aren't appraising the way that they were and they're scrambling right now. So with that, I would say real estate is a relationship

business, period. You can, I am not the smartest real estate agent. I don't know all the laws. I haven't mastered all the regulations, but I have mastered relationships. So now while these builders are scrambling and they need us, it was a point during COVID when they Hannah shunned real estate agents a little bit because they didn't need us because buyers are going straight to them, right? So in fact, some of the builders are dropping our commissions to 1 to 2% right now. We are the hot commodities for them and they're asking now. They're reaching out to us to come back. Please, we've got so much standard inventory. How can we give you extra incentives to sell these properties? You want to go to these new construction builders and focus on the

standard inventory that's there, but creating relationships with the on-site agents that can help you to really understand not only the inventory that they have, but they'll be able to partner with you to say, hey, I've got four or five properties coming up. Now when they tell you, they've got those four to five properties coming up, if you go and do a video in front of those properties and simply take those videos, plug them into your CRM, and you can create squeeze pages to try and get leads from those squeeze pages based on the videos and the pictures. that you've done at these new construction properties. The benefit of you doing those at the new construction is not like a seller. A seller, you have to write your contract and hope that they're going

to give you closing costs, hope that they're going to pay a warranty. It's a no-brainer when you're able to get onto a video and say, hey, guys, it's Nicole Ambrose, everybody's favorite real estate agent. I'm an Asian with ESP Realty. I'm standing in front of this DR Horton home. That's absolutely amazing. Guess what, guys. This home is in a USDA community in that U.S. DA community. What that means for you is there's no down payment. The builder's also giving you $10,000 towards closing costs. So there's a possibility you can move in this beautiful home with just $2,000 out of your pocket total. That's cheaper than your rent possibly. And in addition, they're giving you two inch blonde, two inch hardwood floor. They're giving you five inch hardwood floors,

blondes are free washer and dryer. And if you meet me there this Saturday, I will give you an extra $2,000 towards your closing costs. You put those videos out there and then you walk around the beautiful property, guess what's going to happen? It's a no-brainer. These people are going to come to you. And you're going to put it inside of your CRM. So as people go in to look at it, your CRM should automatically notify you that this person has viewed the property. So you know that there's interest there.

100%. I love that. Like, I mean, right there. Rewind that and you guys just do what she just said. You know, right. I mean, it is. And, you know, they are. You got to think about like what happened.

And it was going so crazy that they were selling dirt. Yeah. Right. They hadn't even, they hadn't even, you know, got into the development phase and they were already selling dirt. And so what happened is that they couldn't lock anything in and now interest rates, now people break. They're not even going to qualify for what those prices were.

So there's all of this inventory that's flowing out into that's coming, right? It's all of that inventory that's coming that's there. And so the builders are like, here we are. We're on the line. We're committed to get this project going. and what if we don't see and help and take advantage of that opportunity and create demand for them, then those projects could stall out. They could sit there.

And, you know, I don't know, I don't know about you, but like kind of walking through a development that started, that stalled, it's kind of like, it's not a good feeling. So how else can agents listening in this, Nicole, how else can they make themselves more valuable to the builders? Other than what you just said right there, helping create a little bit of demand, How else can they make those more valuable to builders? And builders and just to themselves in general as well. One of the things that, and I'll tell you two things that you can do with the builders, but let's rewind to when you're farming,

because you can farm apartment complexes the same way you do farm homes when you want to list them. You can farm an apartment complex. Listen to me. If y'all don't hear anything else that I say here today, listen to this. And this is going to sound harsh, you guys, but it's the harsh reality. Stop sending postcards out to people that have your arms crossed with this two paragraph dissertation about your bio. Nobody cares.

Nobody cares who you are. They don't care how many homes you stole. People care about what's in it for them. So now when you're doing postcards, whether it's a postcard, I'll give you two different ones. I'll give you one for a builder. and if you just listed a property. If you've just listed a property, a more attractive postcard

for you, for me, for everybody is going to be a postcard that says, hey guys, I just sold, on the top of it, it says, I just sold your neighbor's house at 1, 2, 3, Sesame Street. I sold the house for $5,000 over to asking. Your neighbor walked away with

$150,000 equity check. We had 10 offers on the house. That means there's nine unlucky buyers. Are you interested in making one of those? nine unlucky buyers, the owner of your new home. Now, when you do that, you become the community expert with everything that's going on in your community. You see the restaurants, the stores, the ice cream shops, put that on the front of your postcard. On the back of your postcard, you put something that has you do a partnership with the ice cream shop, the pizza company,

the cleaners, the car wash. Do tell them if their buyers come to you to buy a house or to sell their house, you'll pay $500 towards their commission or you'll give a donation to their favorite charity. And the only thing they have to do is give your buyers a free piece of free ice cream comb, 10 items at the cleaners for $21 instead of $41. So now if you have that coupon or a couple coupons on the back of your flyer, guess what? They're not going to throw your flyer away because they need those postcard. They need the coupon. So now your postcard is not just trash. They'll always have it. they'll always keep it. And the same thing for new construction. You have, you formed a relationship in the communities. And one thing, businesses are thriving now better than they were during COVID,

but they're still suffering. So if you bring a solution to them of how you can drive more business to them, business owners are going to be attracted to that. So now that same spill that I gave you about how you do the video, you put all that same information on the front of your post, card and you're careful where you send those postcards to you want to do research to apartment complexes that you know that that apartment complex their rent is going to be equivalent to what the mortgage will be so there won't be a rent mortgage shock there and those are the places that you send those postcards to for those particular builders so if you know the subdivision is going to be $3,500 a month for rent if your house that you're selling promoting,

for new construction, the mortgage is going to be $3,500. When you put that inside the postcard and you put all of the freeze and it's a possibility that you can come to the closing table with less than what you actually are paying for rent, meet me at this subdivision on Saturdays from one to four and you're actually sitting there waiting for the people to come. Guess what's going to happen? You're not only going to get the people that you farm those apartment complexes with. If somebody comes in unrepresented, who's now going to be the possible person that can

represent them? Yeah, 100%. No, I love that. And it's, it's super intentional, right? You know who your audience is. You know, you know, they're, the problem that they're, that they're wrestling with. So your message is aligned to, to your person and how you're delivering it. And, you know, the thing there to, Nicole, with especially with postcards, right? You know, just that offline to online strategy. So being able to drive them online. And, and I think. think, you know, one of the things everybody really has to really pay attention to is, you know, it is a relationship game. And no matter what happens in real estate, I have, you know, my, kind of my thoughts, I'm sure you have your thoughts. No matter what happens, you know, over the next three, four years, no matter what happens as we go, you know, exit this decade into the next decade into the 30s, it'll always come down to a decision of trust. And so what is your brand, your reputation.

And there's two different things, right? So it's your brand, it's your reputation. And then it's also, you know, what are you doing to drive and create demand? But what's human behavior? And so Google yourself. Yes. And if you don't like what comes up, that's your first priority. You better fix it.

Because if you have even a great offer, you have this great video. You have almost this irresistible offer. what you just like flowed. They're going to Google you before they go see you. Yes. And if they don't like what pops up, they might not come see you. Yes. So I think you have to do, we just have to all be mindful of that as we're heading into,

you know, it's the most transparent time in history and it's only going to continue to get more transparent. And so, you know, when people Google you, do you like what shows up? If not, fix it. So, Nicole, you've given two. great strategies, right? You've given one around new construction. You've given one about really being that neighborhood expert. And when, you know, when you were coming back on, coming back on just earlier,

I was like, guys, I believe, you know, my very dear friend, Alex Pioch, he's like, you got to have a core four. You got to have four key core strategies that you're going deep on that's helping drive your business. I'm like, okay, yeah, four, but I want five, six, seven, right? I want multiple. I want me as possible. Yeah. So give us a couple other like core strategies that people need to be like really going deep on as we move into Q4 and into the end of the year. Real.

Again, John, you know I kind of shoot from the hip and I don't mean nothing, anybody. But you're going to find more real estate agents that aren't consistent and that don't perform than you find that do. The people that are really consistent, perform and are doing the things that are needed to get to the next level, you can travel on that row really easy because it's not a lot of us there. So I think that for me, what we have done in my business is I've gone back to the basics. We are back doing if we have a, I've gotten so many listings over this last four to five, four to six months because we

changed our strategies up with our open houses. So one of my biggest, strategies of how I've been able to lock in open house after, I'm sorry, listing after listing is in my open house. Now what I do two days before my open house, we do a door knock. In that door knock, we give a card. That card is a invitation. And it's an invitation to an exclusive viewing of our listing. And we also put a comparable market analysis in there. And we say, you know, your neighbor at 1-2-3 Sester Street is getting ready to sell their house. We have a exclusive open house for your neighbors that is going to happen on Saturday from 12 to 1 o'clock. And it's only for your neighbors. So you don't have to worry about other buyers coming in and out. But we definitely

want you to see how your neighbor staged their house to sell. And if you're unable to come, if nothing else, here's a comparable market analysis that shows you what homes are sold in your neighborhood. And if you're thinking about selling, I hope to be top of mind. You leave them with that. When they come to the open house from 12 to 1, you don't market to them. Don't have them with a sign-in sheet. Don't have them put their name and their email address down. No, no, no, because that's a hard sale. When you think it's a saw sale, that's a hard sell. You can go to Walmart and get a 200-inch TV right now for $300, right? You can get the biggest TV, but really a 40-inch TV for $199.

You put that TV up when they come and you don't do, I made the mistake of having the little bitty raffle tickets at one time that I got from Party City. You got to get that big block where they can write their name, their full email address, and their telephone number. And then you're just taking that information from them for the raffle. And then about 1245, you say, hey, guys, I appreciate you coming. Make sure you drink a little bit more wine, more cheese, get again, the music plans off.

We really enjoyed you guys catching up and learning more about your community and your neighborhood. So we have the general public coming at 1 o'clock and we got to clean up for that. So as you guys begin to exit, go ahead and take one more quick tour if you missed anything in your neighbor's house. and we will be giving, pulling the raffle, the person that won the raffle on Monday morning and we'll let you guys know who actually won. Okay, perfect.

Neighbors are nosy as hell. Christian cuss the lot, I'm sorry. They're nosy as hell, right? So at 1 o'clock, when they're back at home, they're going to be either in the windows, looking out the blinds, they're going to have gone to the store and come back. Your job on Wednesday, is to send out an email blast to all the real estate agents.

First of all, you got to make sure the house is priced right, staged right. Send an email out to all of the neighbors saying the first 10 agents that show up client or no client. We want to make sure that you just have an opportunity to preview the house. We prefer with the client. We'll get a bottle of wine. It's just a bottle of wine, but agents look free.

They're going to pal in because you've got to be the first 10. So 1 o'clock, guess what? and then you're going to do a broker open house that day. So for everybody that's at your real estate brokerage, have them come at 1 o'clock because your goal is to have all of those nosy neighbors that are looking out the window, see a ton of cars pull up at 1 o'clock. When they see all of the commotion, they're like, oh, my God, this really is a high neighborhood to sell.

I don't think that many people would want to buy. Now, once you're done, if the house is priced appropriately, by Sunday, you should be under contract. Once you're under contract, you send that email to them on Monday, saying, hey, make sure you congratulate your neighbor is 760 Sesame Street. They are the winners of the big screen TV. I'm going to be delivering that TV to them on Wednesday. And we have great news.

Your neighbor's house went under contract. We had 35 people to come and show it, two offers, and we actually went under contract in less than 24 hours. So we're super excited. We're going to deliver your neighbor's TV. If you want us to come and show you how we were able to sell your neighbor's house so quickly, make sure that you hit us up and scheduled an appointment for Wednesday while we're already in the neighborhood. I get more people that come and call me on that, and I do that as a loom. I don't send a regular video, I mean a regular email. I send a video email because they've already had interaction with me. So now they can see that video.

And I'm giving my personality. I'm so excited. Make sure you congratulate your neighbor if you see him outside. Then he won the TV. Maybe you guys can go down there. It's football season. Go down there and catch you. game on his new TV and give them your personality. And I've gotten more listings from doing that than I ever have with any postcard. Gangster. That, I mean, that's like, it's, that's how it's done. And I mean, you create, you manufacture demand. And, and that's what most people don't, like, like, no, no, I was just, I'm just to do open house and nobody comes home or whatever, right? But this goes back to the word we just said while ago. You have to be intentional with all of your strategies and what you're doing. Like you created intentionally created, you created an event.

And that's what I always tell people, right? You know, it's like you have to make that home selling process an event. And you're able to create that excitement. And those are, unbelievable. I love that. That's what my favorite ones. A lot of people say and the more expensive what the house is, the more expensive. Clearly, the raffle is enough and the nicer the open house is going to be. But guess what? In 99% of my listings, I set a marketing budget with my seller and they do the marketing budget up front. So that's not even money that's actually coming out of your pocket. Yeah, there's ways to do it. I mean, I love that. I mean, even just in that example, even if you did the $200 TV and the 10 bottles of wine and, you know, the invitation cards,

you've got a little bit of been there. I mean, you're less than six, seven hundred bucks probably. And, and, you know, then, you know, everyone should have a transaction fee. If you have that transaction fee, it absolutely more than covers that. So that's fantastic. Nicole, give us one more rock solid strategy. That's three gold one guys if you, you know, are just tuning in now with, with Nicole. She gave us the new construction, you know, really, you know, how to how to get in,

get into to neighborhoods, utilizing postcards, and then also how to maximize those open houses. Those are, those are three golden, you know, pillars that you can be focused on in your business moving forward. Nicole, give us one more just, just solid strategy that people can be thinking about. People don't like salespeople. People like educators. People are more attracted to a person that's going to educate them to the closing table as opposed to selling them to the closing table, right? So you want to become the subject matter expert of every single piece of your business. You have to know everything, although you're not the lender, you have to know everything about that lending process. If there's down payment assistance, if it's jumbo loans,

if it's VA loans, two or three K loans, you have to be the subject matter expert at that. and then you have to pride yourself on getting in front of people. The person that gets in front of the most people wins. So one of the things that, and they can always rely on me inside of, on my page and on my private homebuyers group, they can always rely on me to give them the information. I'm bringing all the information about FHA. And can you bring a lender in to do that stuff? Can I bring the appraisal in to talk about appraisals?

can I bring the inspector in to talk about an inspector? I can. But in my opinion, what that does is it diminishes a little bit of a relationship that you have with your people. You want to save those people for the actual home buying seminar, have them come to your home buying seminar. But while you're establishing a relationship and you're establishing a rant and you're trying to send out a message, your messaging has to come from you. Nobody else can deliver your message the way that can. So get out here and educate people. Make sure that you're giving them the news that they can use about your actual community, what the sales prices are in the neighborhoods that you're actually looking to be the go-to real estate agent for. And you want to make sure that you have an

exclusive buyer group and an exclusive seller group. And if you specialize in investing, a special investment group. So people can always know where to go to get the information. Your job is to be the educator and the information highway. So find a day that you can be consistent. And if you make a mistake, wonderful. I pray that you make a mistake. Make 10 mistakes because if you make a mistake on your live, guess what it is? It's more content because once you get off and you realize that you made the mistake. Hey guys, it's your girl Nicole again. I'm coming back to you because I told you the FHA guidelines say that the credit score needs to be a minimum of a 580. It's really a 520, but you'll have to pay more down payment, reserve, now it gives you an opportunity to come back and give more information

and people will really feel like you're authentic because you're saying, I made a mistake, but hey, I'm back to correct it. But spend a lot of time on social media. And I don't even have to tell you guys about your CRM and how important that stuff is because I think the brokerages probably are, you know, giving that information. So I'm giving you real marketing tools that you do. you're either sending them to a text number where you can get all their information and put it inside of your CRM. You're sending them to your exclusive homebuyers page. You're sending them to your homebuying seminar.

You're having a specific system where you have a call to action to send them to when it's over. Now, once you get that call to action and you have all of their contact information because they'd either signed up for your home buying seminar and you got their phone number and emails from there or they did your text blast. And if you don't have a text number, you can go right to community.com and get you a text blast number. And when you do that, now you ask the first question is, what's your barrier that's keeping you from home ownership when they say or what's your barrier that's stopping you from selling your property right now? Homebuyers, it's only going to be three. Credit, student loans, no money. Only three that they all that really exist. The three

majors. You have to have a solution. I have a bomb credit repair team where I know that if a person says credit, boom, I know that I'm sending them to that credit repair team and I've been through 20 frogs to get to this one right person. But that person collaborates with me and we meet once a month. I don't just send my people to credit repair and not follow up. I meet with my credit repair specialists. Once a month, we go through my list of everybody that they're working on. And then I follow up with those people every two weeks to be able to say, this is where your score was now.

What are you working on? What are you doing? Blah, blah, blah. My assistant is in there with them. If it's the loan and they think that it's the money, it's your job to figure out and understand every down payment assistance program that's in there, there shouldn't ever be anybody that came to your live that you interacted with in person that went to your home buying seminars or if you are on community events, you should be at every community event talking to people

educating people and asking to be a speaker. I ask to be a speaker. I don't have a problem getting in the room. I get in every single room that I can. If I see a flyer, do you have somebody speaking about real estate yet? I would love to be able to be that person that speaks about real estate. And again, call to action. But your job is to show up everywhere, social media, community events, home buying seminars. You can connect with people at hospitals and the different companies in your neighborhood and in your area that you work in and ask them, can you do a home buy a seminar for their employees? And you just give something to them that will be, hey, I'm going to give everybody that works here a free homebuyers guide that can teach you how to get to home

ownership. And would you be willing to, on their lunch break, allow me to set up and people come and talk to me? Your only job is to get in front of people. Stop doing paperwork. Your job. Your is not to be a paperwork coordinator or a paperwork pusher, that's not your job. Your job is to make it rain and have a transaction coordinator that goes out and does that. Seven hours a day, I'm in the streets, I'm talking to people, and I am ready to go. And I'm solid in my message. Get solid in your message. I absolutely love it. You are everything that, you know, we put this, these episodes of being a true expert mentor and a genuine honey badger at heart. And so, you know, I can't thank you enough

for for jumping in here, pouring into the, the Honey Badger Nation and really just, you know, always coming with that servant's heart coming and adding a ton of value. Nicole, greatly appreciate it. And I know we'll have to do it again. Let's do it. Thank you, John. Thank you so much. I hope this help. Thank you, John, for having me. Hit her up, follow her, connect with her. she is definitely, as you guys can tell, a wealth of information and wealth of value. Nicole, thank you. Thank you, John. Thank you, John.