KGCI: Real Estate on Air - Top 3 Mistakes Real Estate Agents Make When Communicating With Their Clients

Episode Date: March 31, 2025

Welcome to the Real Estate Fight Club, a podcast for agents where you'll witness a battle of opinions about topics affecting your real estate business. There are many ways for agents to achieve success. The secret is to find which approach will work for you. Now, always in your corner. Here are your hosts, Jen Mertland and Monica Weekly. Welcome to another episode of Real Estate Fight Club. up, Jay Merck. Oh, yeah, I am ready to fight with our guest today. Oh, are you going to fight with the guest? That's not polite, Jen. Well, he'll be all right. I mean, here we invite him on and then you're

going to soccer punch him? I don't think so. No, we are honored today. We are honored today to have Jesse Zagorski. Welcome, Jesse. Hey, hey. What's going on, guys? How are you? Welcome, welcome. We are good. Jesse is a big time fabulous agent, an influencer. He's in San Diego. He runs the live, love San Diego homes team, right? I do. But you're more than just an agent, aren't you? I am. And we could argue about where I'm from. We could say I'm not from San Diego. That would be really kind of a funny rabbit hole to go. We won't. I actually am. We can just say that. I've been a coach, a trainer, a real estate nerd. I've owned my own brokerage with my mother for 14 years prior to coming to Expe.

Like you name it in this industry. I've probably done a little bit of this, a little bit of that. I just like testing and breaking things and figuring out what works. Nice. You know, we just did an episode on being in business with family members. So we could have asked Jesse to join that party. That's probably a good. But that's not for, you know, for a fight club standpoint.

That's not really a, my mom and I have. the best relationship. I'm truly grateful to have worked. I'm a mama's boy. Oh, cool. Love that. Love that. All right, guys. Well, thank you as always for joining us. Be sure to go, you know, to the Insta talk in the Facegram and follow us on all the places. And we appreciate you subscribing also to wherever you listen to your podcast. So today, Jen and I and Jesse are going to probably fight a little bit about this. Yeah. What are the top three mistakes or are you making one of the top three mistakes in communicating with your clients?

What are the top three mistakes we're making in today's modern age kind of of texting and emailing and DMing? I kind of combined this too. And Jesse has started a book on this subject. Like this is his jam. So Jesse kind of give us a little introduction to this concept. and then we'll dive into the top three mistakes agents are making. Yes. So the book that,

I mean, I really haven't working on this book, but it's funny, I keep one of the projects he's putting aside, but I've given this talk so many times from small audiences, big audiences, and the topic is the cardinal sins of text, DMs,

and email. And most books on communication style, especially like texting and DMing are super dry, pretty boring, pretty yawn inducing. And so I take a different approach to it. And I, we can try to argue about them,

but I think the thing, I'm going to teach. Like, if we break it down to the top, like, I don't even have a top three. We literally do top two. We could probably come up in a third. But I may have a long list of them. There's so common sense when I say them, you're probably like, yeah. That makes sense.

Maybe I'll try, but we'll try. You like aggregate this list because you were just seeing so many errors or what was, what's the context? How did it come about? Yeah, I'm just an angry human being and I get really frustrated. No, I'm kidding. No, I love people actually. So really it came more of, in my career,

my last phase before the current one, the last downturn 2008 to 2014, I was selling a lot of bank-owned homes. And it was a strictly email-based communication. Oh, so frustrating. No, it was amazing. It's terrible. We're fighting for reality. No, it was because check this out. It allowed me to sell hundreds of homes without ever having to like a year, hundreds of homes a year without ever having to talk to anybody. And I actually like people, but in terms of efficiency, it is so much easier.

and occasionally pick up the phone, but for the most part, everything is in writing. And it's just when you learn to clearly communicate and get down what you need to do, I moved to Thailand. I moved to Thailand in 2013. I worked one to two hours a week. That's it. One to two hours a week. I didn't carry a cell phone for a year and I still sold homes in San Diego while living in Thailand

because it was all email driven. End of that. A podcast. Yeah, I mean, I agree that it's definitely a lot more efficient. Is this even one of your tips, points? Is it? No, no. Not even. We added the third. Okay.

We added that. We added that. So in terms of like, is, is it better to be in writing? I don't know. All I know is this. That was back in 2008. And I've watched the patterns grow because this book was originally the Cardinal Sins of like email. Then became the Cardinal Sins of Text and Email. That's the Cardinal Sins of Text, DMs and email. More and more of our communication in real estate and as human beings is going to written. Right. Like we try to work in video text and audio messages. But like, but it's not even like all writing. It's like condensed writing. Like watch this for either of you guys, for Jennifer and Monica,

when was the last time someone called you just like your phone rang and you answered it? Like I'm not talking business because sometimes still in business we do pick up the phone, but mostly it's like a friend or relative. When was the last time someone called you without texting you first to say, Hey, are you free? I mean, my, I'm guilty of that. I do that. I still check in with friends and just call them.

But you're right. Mostly people do that. But you just said guilty. Look at the last. language shift. You shouldn't be guilty. That's what we used to do normally was we would pick us on call to show we loved and we cared. Now it's like, oh, sorry, I called you. Like, I should have texted first. It's so annoying when people text like, are you free to me? I'm more. Why? Why is that annoying? It's annoying. If I'm not, I won't answer or whatever. Like,

I don't know, because now it's like, okay, yeah, I'm free. Okay, well, who's going to call you? I don't know. I don't like it. Just call. But does it happen? Yes. Right. It does. It might not like it. It's where, It's where we are. So that's why I shifted. That's where this whole thing came from, which was, okay, if we're going to do so much of our communication and writing, and I mean, it used to be just millennials. Now it's everybody. Right.

We have clients that we almost never talk to. It's literally, it would be easier to pick up the phone. And I try to tell my agents all the time, pick up the phone because it's so much easier, but they're going to text back and forth. That's just what's going to happen. Yeah. Right. So because so much can be lost, should we dive into one of the, one of the, one of the

Yeah, give us a tip. Give us the cardinal sin. Okay, so I have to frame up the first one. I frame up all these with like a little like story. So maybe this is like bonus tip. I like a little bonus tips ready. And this, you could argue this one, but I think this one's going to be pretty obvious. Let's say you guys were both truck drivers.

Okay. Okay. Okay. If you're listening to this podcast, if you're this podcast and you're driving right now, don't close your eyes. But otherwise, everybody else who's listening, close your eyes. I want you to visualize this. Okay.

You are a truck driver driving a semi-truck driving down the road. Okay, you guys visualize this too. Okay. Got it. You've got in one hand. you've got a sandwich. Okay, you're hungry and you're eating a sandwich. Whatever it is, it's a sandwich you love.

You're eating it. The other hand, you've got probably like a drink because you're thirsty too, right? And then you've got to put some makeup on so you pick your makeup off the seat next. You're eating a sandwich, putting makeup on, right? And you're driving a big rig going like 70 miles an hour, down the free wall, eating a sandwich, put it on makeup, and your cell phone buzzes and a message is coming in. How much, how much brain? Okay, go ahead, open your eyes.

How much brain power are you going to give to that message as it comes in? All of it. really? You're going to die. You're going to crash your beer. You can't give any. Monica just said it. Say it again, Monica?

You can't give any power to it. You've got everything else going on. If you keep that visual in mind whenever you text, DM or email someone, that that's most likely the amount of energy they're going to give to your message. It makes all this stuff go better. Oh, I see what you're saying.

I like that, actually. Like the conciseness of the message then in some way? Every rule I'm going to teach you from conciseness, choice of words, the way you put first, second things, everything goes together under that one simple because you're writing the people that are reading your messages while standing in the grocery store

while their kids are running around and they're embarrassed and they're shouting while they're sitting on the toilet at three in the morning. They're reading your text messages, your email. Like, this is how people consume the things we write. And we get offended when they don't respond back the way we thought. I'm like, they didn't even pay attention to what you read. They didn't even read the whole thing. Oh, right.

They might have even looked at the previews. screen of the message and didn't even look at the actual message, right? So did you ever hate that when you get a message in someone that the first like six or seven words say nothing? And you're like, I don't even want to click on this one. Yeah. You've got 15 on red time. Anyway, okay, so here's what we're going to get to. Now I laid kind of some groundwork. This is tip number one, the black to white ratio. Okay. Black to white ratio. So most people are, and I don't know if you guys are are doing this. We haven't texted that much. We haven't DM, but I'm going to imagine that you probably do it because everyone does this. You are violating the black to white ratio.

Here's what it is. In a message, black is the text, white is the space around it. You are writing emails that are these big blocks of text, text messages that are like a page of scrolling or at least one thing. Okay. Maybe you guys aren't doing that, but without any line breaks in between them, that any bullet points, do that anything? Are you guys guilty of that? No, I'm a bullet pointer. Okay. I've received a message. like that and I yes I know what you're talking about it's yes for sure read mm-hmm very hard if you look in your phone it would take about 30 seconds to find an email or a text yeah just got one a little bit ago from a client that did a bunch of research on past

comp so my I didn't even read I was like okay fine he did this research that's great good job maybe see but but we but we can't change how our clients are to communicate but when we respond back some people have a tendency to write this long paragraph message back don't do it break it into bullet points like that's where like you want to make it easier for them to digest. And when you write an email, most people are reading your emails on a cell phone. We write them on a computer, but they're reading them on a phone. So you're going to write this email that looks great. And then you look it on the phone and it's just like, this big black of text still. Yes. No one's going to read your stuff. Does that make sense?

That does that make a lot of sense. So like when you're saying break it up, are you saying like create more space or also send it in like multiple texts? So that depends on what you're trying to create. We're trying to get a price improvement, Jesse. I would say you're going to send it as one text mainly because you need the first sentence of your text is basically your subject line that shows in the preview window is the most important thing needs to go first. And so it doesn't matter how long it is.

Or if you realize you've written this long message and you send it by accident, I send a second text afterwards, a little three fingers pointing up saying the recap of what it was. Right. This is about XYZ. That way in the preview screen, before they click on it, they can see the little like, this is about, right, escrow issue. I don't know, what I'm just making things up. We're like the hole in your roof that needs to be fixed. Right. So, but I'm saying more like break up the words, whether it's leaving blank lines in your text, using emojis, bullet points.

Like, I use the green checkbox emoji as a bullet point in a text message. I like it. What about other emojis? It depends on your style. Ben's who you're writing to. I treat emojis like digital rapport, right? So in real life, if we were like, I'm like, we're all nodding our heads together, right?

On Zoom, right? Digital rapport, yeah. Because we're rapport, right? And so we kind of talk the same pace, the same volume, all three of us. If, let's say, I talked like this. You would not be a guest. We would be ending this podcast.

You would, but what if I was your client and I had a million dollars to buy a cash property? A cash million. Cash million I buy. Would you slow down and talk to me like this? Sure would. Yeah. Same thing with emojis and text messages.

First of all, we are not 11-year-old children. Like, we don't have to use as many emojis. But if your clients use emojis, I tend to use emojis. If they don't, I don't. I use whatever they do, but I'm still going to be me. The point of all this is you authentically have to be yourself. If you are not, it comes, it feels so weird. Like, don't use emojis if you don't normally use them.

but like yeah i agree with your your first point of like if it's long like create some space so that because there are so many different types of people and a lot of people do read in a list it's very few people that enjoy like paragraph reading and so are you saying jesse so for instance if we need if we have three questions the top of the text would say three questions that need answers or three need answers from three questions or something. And then I would go one, two, three. But I would tell you this because one of my other rules and this is, this is, maybe it can be one of our one.

This didn't make my top three, right? I made a list of my top three. But it could be up the top three now. You only want to ask one question at a time. Yes. You know what? You're absolutely right. But it is, that is also super annoying, Jesse.

Like some people, like I can answer three questions, but I know what you're saying. A lot of people. Most people can't. They're going to answer the last question you ask them. That's all they'll answer. So if all three of them really have to be answered and you really can't do more than one message back and forth because maybe they take hours to get back to you and you just know you're like, if I don't ask them now, they're never going to answer.

But maybe if it's three questions, there should be a phone call. Right. Like that's one of those things where you're like, I have three questions. When can you talk for five minutes? Question mark. There you go. Got it. Yeah.

I would move them if it had, if it feels that long or you're going to go back and forth. Like if there's three things you need answers to. I'm going to ask the most important one first. When they answer that, I'm going to end. send the next one. And then otherwise. Back to your original point. If we have the,

if we have the perspective that they're doing 400 other things other than looking at our stuff, that makes total sense, right? Yeah. But also, too, if you know your client and they are more like me, they, if you ask me one question at a time, I'm a punch in the face. I mean, what are you doing? Ask me your questions, get or call me or, but to your point, call me, right?

So, yeah. But you would know that. I mean, these, these are all general. generalities. Yeah. But like if, I would say, I don't have any real scientific evidence.

It's just my own life in tracking this. That's science. If you ask someone, yeah, my life is science. Very scientific. If you ask someone, three questions and a text message,

I'm going to say eight or nine times that it's 10, they're not going to answer all three times. You're right. You're right. Yeah. All right. So ready for,

okay. Let's go number two. Number two, you ready? Okay. I believe most people are making the mistake of not rereading their messages before they send them. And even better, they're not rereading them out loud.

Oh, wow. Wait, I feel like, if I had a visual, like, thing I could go guilty, like red on my forehead right now, I would so freaking go guilty. And I mean, here's where you're, Jesse. What? So look, so not only do you acknowledge that you're guilty, but you also know why it's important immediately. Like just think about like I have a post it on my monitor that I get through all sorts of

post it says like my my like my much this is my newest posted if you can read it you can see what that says. Low down. Because I talk fast, I think fast, most of most realtors, but like if I just slowed down half of the mistakes in my career probably would have been avoided and and think about when you get a text message unless you speed reader skim when you're in the small minority of people you probably read it in your head in your own voice or maybe a funny. I mean, it's like, hi, whatever voice you hear in your head.

But like, people read things and they hear the voice in their head. You get right? You guys get that? Yes. So when you stop and read it out loud, one, it slows you down. Number two, you can hear what it's going to sound like. And you're like, oh, that doesn't mean what I think it meant. Yeah.

Or it's something totally wrong, funny story. My mother who likes doing voice to text is my business partner is now in her mid-70s, probably next 10 years ago, once told a client to go F himself using auto-correct. It wasn't even F himself. It was all spelled out. Like it was like, I don't know if I can curse on this podcast, but like, and it was to one of our luxury high-end clients as a buyer. And we were in a group text. And I called her.

I was like, do you know what she just sent? She's like, no. And she looked, she's like, oh. And so the funny part there is what was she typing into her phone on a regular basis that the phone thought it was important to autocorrect it? How much was she saying that? Yeah. I don't know. That's amazing.

But we've all had that, right? Where you're like, or you get these text messages or like, what does that say? I have no idea what that means. How did they click send on that? So if you just reread it out loud, emails. We're driving, eating a sandwich and putting on makeup, Jesse. Right. So how much time in your day would it add?

I mean, we send a lot of messages. And do I say you have to reread every single one of them? Yes. Like literally, just like, is there someone that don't matter? Fine, whatever. But like, what do you send in writing that doesn't matter? How much time would it take you an extra 10 minutes a day, 20 minutes a day, 30 minutes attacked?

I'm not personally, no, I'm personally attacking you. Don't you think that one of the challenges is our brains work faster than our fingers, and so we can't. Well, not autocorrect is not right. I want to turn that thing off. Your brains work faster in finger, but does your brain work factors than the send button? Like, just pause before you send. Right, right, right.

Wait, and Jesse, before we tap into another cardinal sin, so so far we've got the black to white ratio and be more concise and I get that. And then the other one is to slow down and reread out loud your message. Talk about, is communication a mirror and matching thing and something we should set up in the consultation like, hey, what's best for you? Or because our business is so critical and important, you know, our conversations. better for us to have. Are we avoiding picking up the phone and having calls because we think we should text it to them out of convenience? What do you think about that? Yes and yes. I mean, I mean, can I say it depends. No, no, so yes. All right. How about it's a combination? It's a combination. So on my, I'm a systems guy. I believe duplicatable systems being duplicatable results. So on my buyer intake

form, like my first time I meet a buyer, my team meets a buyer, would do the same thing. every time. At the top of it, we literally have little questions. We ask for their favorite snack, favorite non-alcoholic beverage. And we say, what do you prefer? Calls, text, through emails. We just ask them, right? And whatever they like, that's what we're going to gravitate towards. We're going to use what they like best. But we also know that we're in charge. Like, we need to take charge when we need to take charge and guide them the way they need to be guided. And so if it's, even if they like texting, just text me. If I know a voice to voice calls going to work better, I'm going to text them to say, call me, we got to talk.

You just bought a boat and you can't qualify if you're a loan anymore. Your lender just told me, you're an idiot. No, you don't say it. We're having an issue with your loan. Please give me a call. Right? Like, when's five minutes for us to connect? Like, you're going to get to the medium you want, but starting from where they want,

they want to be. Does it change, though? Because I think, because you had mentioned, like, during doing like the foreclosure business and the bank business, it was mostly email. So do you think at some point there's like a shift in your, it depends, combination response or no? With each client or like as the years roll forward? With your own business as you maybe do more, like agents that maybe are doing over 100 deals. No, you think it's the same.

No, it's always, I mean, this is a service business. It's always dependent on what the client wants in terms of method of communication. and it's our job to communicate what we need to communicate to them. And so if a phone call is going to be better, I'm going to get them on the phone. But I'm going to honor their wishes. Like if they literally tell me, hey, Jesse, when you show up to a house, I want you wearing all black dressed like a mime. And if they're a serious high bin by, I'm like, I'll dress like a mime.

That's cool. Like, I think nothing that's that morally. Like, it's cool. You want me to mine through the house? Like, that's what I mean by a service business. Like it's, if it's not absurd or offensive or illegal, well, fine. We'll try it. Right.

What if they wanted you to dress up like a Chippendale? Have you watched that show? No, not yet. It's so good. Anyway, not to get an arrival. Yes. If you want to dress like a chippendale, that check with my wife,

I guess it maybe it depends on the price point. Right, of course. Everything's possible. Oh my God. Okay. Back to the third tip. What else? What's a Cardinal sin?

Another cardinal sin we're guilty of. Dressing like a chippendale. Yeah, right. So I had trouble picking a third because truly it was, there's so many different little rules, but I just wanted to give it a quick bonus tip. So this is not like a cardinal sin people. If you're not doing this,

you're not really like violating a rule. And this might be a good one that we can fight about, Jennifer. Okay, ready? I'm ready. I believe pictures and gifts, especially in a text message, are amazing. And we should use them as long as it's in report with the client. Yes.

Whenever possible. I love this. Oh, I like gifts. Oh, I thought you're going to tell me you hate them. Okay. I thought you'd say no, Jay. I thought you said that too. No, I like gifts.

I don't know. I don't know. Can I tell you why? Yeah. Because a lot of what we do in real estate is serious and it's stressful. And anytime you can lighten the mood, I'm not talking mock it or be just like ridiculous, but like if you can have a little fun and it goes with your personality

or just at least lighten it slightly at the appropriate moment, I just think it goes a long way to helping your clients make it through what we, what's a pretty big stressful time for a lot of questions. Yeah, for sure. Like if something goes well and you're like, few, you can do the few gifts, right? Yeah. It takes like a few seconds, but it's, if you work pictures in the email, like it just makes you memorable. It creates that feeling. If you want to generate a steady stream of referrals, it's that feeling you leave with your clients and people. That's what's

going to endear them to you. And even if they're the most engineer type, like, they're still going to find the right gift that goes with. Like, you get really artful with it. Within seconds, you can search in the little gift search box and find you don't like that and don't send any of that. Oh, geez. No, I'm just kidding. But everybody likes something. Like, even people like, like, maybe, you know your clients really into Star Wars. And so you're going to, like, find the appropriate Star Wars gift.

There's so many things that work when you get creative with this. That's true. I love that. Monica, do you have a tip? Well, so here's my, here's what I'm thinking as we're talking about this. And I appreciate this conversation because I'm going back through, like, how do I operate? Because I'm definitely a phone person. I'm of a certain age.

And I like the convenience of a text. But I think what I look at is, is this more of a yes, no or a finite answer that I'm looking for, then that's textworthy or text acceptable. If I feel like this requires any sort of discussion and that I can add value and they might have a question, I am just going to pick up the phone. I just, I feel like a text is like a Hershey kiss and a conversation is like a big, giant bar of chocolate. You know what I mean?

I want to provide the big bar of chocolate. I just, I think. But are you going to schedule the call? Are you going to send a text or whatever and say, hey, when do you have 10 minutes for a call? If I know that they have a job that they don't have a lot of freedom, like I have clients right now that they have no freedom. So I'm like, call me when you're on a break. She's a nurse.

Call me when you're on a break or what time do you get off today? I need five minutes to your time. So I just, I think at the end of a deal, if I've had conversations with them, it feels like better service. And I'm open to being wrong about that, but that's just how I feel. Jesse? I think for the clients that you work with, it probably is a fit. But I bet there are clients that would prefer a text sometimes. They don't want to talk to you. And it's not personal. It's not personal. It's because the world is evolved where that that's so much of communication, like think about the people you were closest with. Like my wife and I, my wife is probably the

I've been married for 10 years, together for 15. She's probably the person I'm closest to who spend the most time with these days. We have two little kids. We don't talk a lot on the phone. We have a lot of texting. And it's not just texting like yes, no, it's like entire conversations over text. And so if you think about the nature of like the certain, you guys know the movie Meet the Fawkers. We have the circle of trust, right? The people who are closest in your circle, you might be talking to them at least these days. And so I get the higher level conversations have to be voice to voice sometimes, but you might want to just look for opportunities where there's certain clients who feel more comfortable with text. And if you get practiced with

communicating in an efficient way in text or DM, it really, that's what they want. What do you think about the voice texting features that almost every phone has now where I can, is that just defeats the purpose because they can't listen to it in the meeting they're in? Yeah, it depends on the client. So I went through the first year. I hated voice to text because I hated it because I couldn't multitask. And then I realized I shouldn't be reading their message while I was doing something else anyway. And now, and now I find it really efficient because I have so many inbound messages during the day. I can't call everybody back.

And it's a really fast way. Someone will say, hey, you got five minutes to talk. And my answer is like, no, I don't because I know who they are. And it's never five minutes. I'm like, drop me an audio message because that forces them. That works. Yeah. Do we have time to give you a little like adjacent tip from this one?

Yeah, yeah, yeah. So at the beginning of COVID, I shifted to doing all of my listing appointments over Zoom. Great. I still do some of them over Zoom because I realized the sellers don't actually want to meet me. They just want to know their house is going to sell for the most amount of money. choice right so like we'll do it over zoom it's fine when i get to someone's house and i have them give me a tour of the house it would take forever sometimes because they like to show it off what i did over zoom i was like hey before we get on zoom will you walk me around give me a little video tour just text me the video

so i can see what your house looks like i would get this one minute video a one and a half minute video that used to take 15 minutes to walk around yes they don't want to same thing with audio messages they don't want to waste their time so they'll get real concerns all right here's the bottom line you're like cool right yeah the phone call would have been 10 minutes it's like a sign up meeting versus is like a sit-down meeting. Yeah. I would say, though, if I'm going to have, like, I 100% agree with you, and that is good. If you, if it does require a conversation, but you don't have time, that's a better way to have a voice-to-voice is this.

But I think that many people tend to under-communicate. And so I think just any communication is better than, like, probably what you're already doing, which is probably not enough. Yeah, but depending on your role, depending on your role, if they under-communicate, So you're saying like most agents under communicate. Yeah. Oh yeah. I agree with that. But like if I'm on the other side of it, if someone's under communicating, I'm not going to let them.

I'm going to keep asking questions in a pleasantly persistent way to get the communication out. Like that's really what I feel like one of my roles is doing real estate for 20 years. Something I'm pretty good at is knowing how to ask questions. And like if not every agent's going to be on the other side of the deal is going to be as experienced as you are. Right. You need to know how to guide them through and ask questions and like get out the information you need to get out. Yeah. but answering like answering questions before they're asked too.

Like there was a point. I don't remember what year it was. But I was like, oh, if my clients are calling me asking me questions, that means I haven't reached out to them. So if my clients are calling me, I'm like, oh, I get so angry. I'm like, what is wrong with me? Like I need to be reaching out. More proactive, yeah. So the next episode you guys should do should have an expert on on self-acceptance.

Oh. Because if you get that angry every time your client calls you, you must be so frustrated. all the time. I'm always angry. Been a long 20 years. Yeah. Right. Well,

I'm sorry. Real quick, I heard a tip, a communication tip that makes, applies in our agent world, which is tell them what you're going to do, do it, and then tell them that you did it.

And I think we forget that last part so often. We do these things we promise. We're good people. We did them, mostly. And we forgot to circle back. And that's the, that's the piece.

that gets the greatest satisfaction out of the relationship and we just don't do it. So that's where, before you wrap this up, that's where text comes in because when someone sees it in writing, they can refer back because they forget. They're like, oh, you did do this thing versus if you say it out loud, it's great too. If you want to like immediately go into an organic conversation and get a referral, that's great too. But having it in text is like, oh, they can, it scratches that anxiety. It's like, oh, it's done. And I've got written proof that it's done.

Right. Love that. Jesse, you're so real and good. We love it. This is good stuff. Practical stuff. I really... A lot more than three tips.

I told you I'd work. I mean, if people want more of this stuff, by the way, I mean, I can tell them the site to check out. Like so. Yes, please. The website I run, it's called the agent collective, the agent collective.com. It's just got podcasts and shows and trainings. And again, some of it's on digital communication. Some of it's just on...

It's all for real estate agents. It's just a bunch of free training content. So anyone can check it out, the agent collective.com. And they can hit me up on any social platform if they're... I can spell my last name. It's so good. We've seen you on stage a number of times, and you always have great tips for us.

Thanks for being with us on the Fight Club today. I think this is going to have to wrap up our battle today. Jen, I agree. Yes. And if you're an agent and you want to find out how to partner with Monica and I, so we can help you grow your business, make more money, and have more time freedom. Please call or text me today. 513-400-1691.

All right. I think they should they should text you, Jen, but call Monica, it sounds like. Wow, that's right. That was the perfect little bow on this session. Very good. Thank you, Jesse. Bye, guys. Bye.

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