10X Real Estate Warriors Nation introduces 10x Biz Flicks, Its Like Netflix for Business

10X Real Estate Marketing & Coaching

Everybody welcome back to the 10 X real estate where your nation's 10 next best flicks.

Where we actually talked to some of our professionals, some of the people that are on our summit, some of our silver sponsors, which are guys like Draper, Draper and Kramer mortgage. And we also have us bank is one of our other mortgage lenders with James choo, who is the AVP over there. And today we're actually gonna get, are gonna bring back Chris Brady because you know what, honestly, we wanted to finish the conversation that we started yesterday. We just you know, and I think it's important for us to kind of go deep in with some of these people. So let's get Chris in here. Hey, Chris, welcome to the game, sir. How are we doing today? Good Sean. Doing well. How are you doing today? I am doing fantastic. You know how you make an hour with snow shoveling and you'd done there, or what

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I'm not done after this call, I'm actually gonna go out on my deck and try to finish that at this point, you know, it's like throwing boulders off. It said so much snow.

Well, you know what I don't know if people, you know, we understand that we get it. What's interesting is, is that right now? You know, in the Northeast like in Jersey and my area, my area worker, you know, we're only a few miles apart you know, probably 50 miles, 30 miles apart or something like that. Interestingly enough though we've gotten, I know we've got 28 inches. I don't know about you 30. I think we had like 32 inches or something, 32 inches. And let me ask you a question based on that. Did you still talk to customers today? I, did you still talk to realtors today they're needing your help and stuff like that? I did.

I did not. That's why they make the, the AirPods and you got your cell phone and you go out and you tell somebody, Hey, if you hear the noise. Oh Yeah.

And if I had to jump in, I didn't mind getting out of the snow for a few moments and coming into my computer. So it was all good.

Right. And Chris, I'm just curious, you know, like I always ask this question, but so you're telling me, even though it's a snow day, you're still working. Absolutely. Absolutely. And what do you think, you know I was talking to a lender today and he's actually a fairly, fairly influential guy. And we were talking about the value that mortgage lenders can bring to a realtor. That's not always just, you know, like years ago it was okay. You got a desk fee with our broker, right? You had, you had some kind of relationship with somebody and they wrote you a check to rent the space in your office. And then the United States government kind of changed that a little bit, made it a little more challenging to do that. And you know, quite honestly a lot of those guys were, I hate to say it, but they were too cervix and extorting mortgage brokers, you know? And it really wasn't fair to you guys. So if you're going to bring something in the office besides a box of donuts, what are you bringing to the realtors to make an impact nowadays?

I mean, without paying for the space, without bringing in a donut, it's really the expertise and the ability to pivot, especially now with going through COVID and everything that's been happening, it's understanding how to help the realtors, help their clients and ultimately our clients, you know, with the affordability, with understanding the home buying process with being comfortable and making the largest purchase of their life, quite frankly. So it's really partnering up and then bringing, bringing knowledge, communication, and capability along with it.

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So knowledge and communication. And when you say knowledge of communication, I mean, communication with you, communication with the customer communication

With everyone involved in the transaction. So, you know, as any, any realtor knows and everybody deals with real estate, you know, you have your attorney depending on what state you're in and it could be the title company. You have your insurance agent for the home. You have inspectors, you have, you know, town, you know, sometimes you need a certificate of occupancy to be had, you know, so you've got all these different people that are all working together and we all need to get to the same point, which is the closing and getting the house taken care of. So it's having that communication with the multiple points and involving the realtor, along with, with the borrower or the purchaser in this case, you know, we're trying to get that done, not to mention you have the selling agent, you've got the seller, you've got so many different parties involved. It's trying to keep a good line of communication with everyone. So you get a smooth transaction all the way through.

So, you know, it's interesting you say that because you know, when we, when, as a realtor, right, you know, a lot of realtors think like, Oh, that's not my job, or that's not my job. You know, your job is, you're really the, you're the point of contact between everybody. And, you know, I could tell you in March of last year, yeah, last year you know, my staff and I actually sat down and looked at when we said, okay, if we're going to be COVID if COVID is going to step in and it's gonna, you know, put it, put it to a point where we have to do things a certain way or different way. What we actually did was took all the different pieces of the real estate transaction, put them on a whiteboard and then said, okay, which ones do you circle?

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The ones in red that you have to actually physically go show up to do? And, you know, it's interesting as I'm sure, you know, the guy you've done transactions with them was Marty Egan, who was one of the real one of the real estate attorneys in the area here. And I still remember having a conversation with him and my staff going, Hey, you know I just want to let you know, we're still doing business and here's what we're going to do. And we would just need to increase our communication a little more. And Marty goes, well, you know, I don't understand, you know, it's going to be a little crazy. And I said, Marty, do you realize that my associate Abby has done probably 300 transactions with your staff and talk to your staff at least three times a week, four times, if not by text or email every day almost.

And if not three or four times a week. And I said, you know, what's funny is in three years that she's done probably 150, 200 transactions with them. She met the woman once in your office to go show up at a bottle of whiskey. And he say to her, Hey, congratulations on retiring. That was the only time she ever met her, but yet she's done these transactions. Oh my God, we have a special Chris. I can't wait to introduce you to this guy. So Mr. Wren Jones, how are you, sir? So Wren is one of our speakers. He is an amazing Brendan and I have known each other for probably better part of 20 years now. We met in a coaching program where we both ended up coaching and he was one of the rockstar coaches. And now he became the guy on the other side, making weapons for, of destruction for real estate. Hey, Ren. How, what are you, what did you know, I noticed you were on today talking about on your Facebook live, right. And we're rolling.

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Okay. I might've been yeah. What were you talking about today is Wednesday. Yeah. Yeah. They push out a yeah, that wasn't live live, but okay. So that was recorded. We have a show called roadmap, which is, I interview someone every week that is taking two or three listings a week on average. And they just explain how they do it. Right.

What is tell us, tell us a little bit about Vulcan and tell us a little bit about everybody, everybody answers. Just so what they're going to find out on the summit, which you're going to talk a little about, about, about that in the summit. It could be great if you actually, instead of telling them about the product, tell them what they're going to, what their benefit is going to be using it. Like, what are they going to expect?

Yeah. I mean, yeah. That's, that's yeah. You know, they can figure out how to use it if they get involved. I mean, all we do is get people oriented to the listing side of the real estate period, that's it. Okay. And, and all the best practices and all the ways to get into the listing side of the business. Cause buyers take time listing, state skill. And if you can be on that listing side, you can be, you can just blow it a big time on a leverage, you know,

Again, buyers, buyers take time. That's a great statement actually. Buyers take time listings take skill. Yeah. So tell us more about that.

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Well, there's, that's it I've, but as far as bucket seven goes you know, there's, there's nice leverage, you go out of town for a week. You come back for your listing, sold, try that on the buyer side. So it's just a better way to be in the business if you, especially, if you have other people in your life, kids or a spouse or something like, you know, you can actually, you know, you can actually, you can have a life, you know, and you know, there's the old analogy. If you're, if you're on the listing side of the business, you're the employer we're working with the buyers, you're the employee, you know, so it's just, it's oriented towards that period.

So, you know, Chris is in the, Chris is in the mortgage business. How do you think, how do you think your service how does he, how does he work with your service and work with the realtors and introduced them to your services? You know, Chris, I rang to actually shared a statistic with me, which I thought was dumbfounding actually. And he said, you know, and, and Chris actually does make outbound phone calls and calls people. And he's not afraid of that. It actually is coming to my office as a mortgage lender and, and ran how many people actually are willing to put themselves in a confrontational situation to get on the phone and call somebody.

Well, I don't think it's confrontational. These people need help. And you call a for sale by owner that a lot of times they just want, you can't get them to shut up. You know, they want to tell you everything about their household, right? And then you end up doing business with them. So it's, and it's a wonderful thing. And if you are, if you're a mortgage lender and you're working with agents that are doing taking a lot of listings that are on the listing side of the business, those are the ones that tend to feed you really well. It's the ones that are live and die by one buyer that they found, you know, those people after about a years, they burn out and they're gone, you know, but the ones who are, are always sending you deals cause they're there, seven buyer agents are sending you deal after deal after deal. So that's, you know, you certainly want to saddle up on the listing side if you're in the mortgage business for darn sure.

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Hey Chris, what questions you got for Ren?

Well, that's a, that's a great, that's great to mention number one, run. So thank you.

What city are you in?

I'm in Sparta. New Jersey.

Gotcha. Alrighty. Yeah, that's some snow.

Oh, you got a little bit of smell. Just, just a little bit. So it's still the bit, I just think of the big dig. I guess they call it up in Boston right

Back to the house.

That's kind of, kind of what it is. I'm going to build a Fort here later on. I think you know, it's not only insightful, but I, I, I agree a hundred percent with your statement. I think you, as a mortgage lender, we, we, I mean, obviously work with buyer's agents, but the listing agents are the ones that are the movers and the shakers, and I'll look and take it a step further. A lot of my listing agents, I have great relationships with, they use me as a secondary approval for the offers that are coming in because they get an approval letter from am. A couple of companies out there that, that, you know, we all in the business are going I'm okay. Not too confident in this approval. What's going to happen. We've seen this train wreck before, you know, would you mind giving us a call and seeing what can happen? I pick up a lot of transactions that way, and then, you know, going from that person.

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Yeah. And I liked it. I liked that strategy because that really works how many times. And there were a couple of lenders when I was running a big team, they would say, well, our philosophy is everybody's pre-approved okay. So that's what your letters are worth. Yeah.

Airplane out of this thing. So, so how would you approach that, you know, with, with your approach? I mean, in, to, in terms of, I mean, you're saying to saddle up, but it's really, I'm taking it along with listing agents to get with their buyer's agents, but I mean, have you seen much,

That's leveraging your business to just figure out who the top 10% are in the business and then just, and then saddle up with them. And you're probably good for decades, you know, you just, all you need are like 10 of the top players, not, I mean, that'll make your wealthy for life, you know, or you can work with 47 mediocre. So cause I mean the 10 top ones are, you know, they, they have a deal a day. Yep. Yeah.

Well, it's interesting, you guys say that because you know, what's interesting about just what you just said was we were doing, we were doing mentoring and coaching for another mortgage company. Max, matter of fact, our other sponsor, which is us bank and in their office, we started a program called the perfect 10 and what it, what it really was, was what I said to the loan officers. As I said, if you can get, if you can get wholesale partnerships or business to business partnerships with 10 solid sources, meaning like three or four realtors, two or three financial planners, two or three, two or three guys that are wholesalers that are working out, maybe at a builder that don't have the resources for, you know, secondary paper or something like that. But to have, have a stable of 10 solid relationships that, and those guys, those are guys you're calling like every one or two, every, every one or two weeks, you're probably going to get two deals a month just out of that group.

You're probably not, you may not get a lot more, but at least you're going to get two deals and that's enough to keep the lights on and make the minimum, you know, make the minimum nut for your monthly, you know, your monthly number. And what's interesting is I would say to them, okay, go on Facebook and start to look for the perfect ideal customer and rent out. If you remember, remember we did that core. Remember when that trainer brought in the woman from Iowa, you know the perfect customer, you know identifying the perfect customer and they wrote a book on it. I actually I forgot the name of it. And it was like, make a list of the 10 things you want the perfect customer and then put that out there and let people start to help you to attract that.

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Yeah. You know, and it's, and like you said, instead of working with painful people that are just, you know, they're just going to keep, they're going to Badger you because they have nothing else going on. I said, one transaction near a train wreck waiting to happen.

Yeah. You'd be like three pages of tips.

What's the, what are the most successful agents that are using your platform right now? What do you think they're doing differently? That like, what's the one thing they're doing that is changing their business?

I guess they're just listing centric and it's a daily routine and it's very structured and it's, and they have a lot of training and they have, and they have, you know, I mean they have, you know, like an environment, a six, eight, 10, 12 of them that are all working together and competing with each other. And so it's just, it becomes very systematic and it's it's, and it feeds off the S the system and the structure, right. Versus being sporadic and being, you know, there are now that said there are a whole bunch of one man shows, one person shows that, you know, that are with one assistant and one buyer agent, or no buyer agent that make a lot of money too. They make four or 500,000. I have a great life. Right. You know, so there's that everything exists out there. But one of the things we were seeing in the last decade and the predictions are that we'll see a lot. I mean, even more is that middle ground, that solo agent within assistance started to disappear and teams are just everywhere.

Right. So massive, massive teams and stuff like that.

Yeah. It's just like, yeah, I'm thinking over the next 10 years, we're just going to, everybody's going to be part of a team. It's gonna be like the financial industry. It's just is what it is. You know

Point something out too is, and I learned this with working with Wren is when your, your model is very similar to the tenants real estate, where your nation, where you're not saying, you're, you're not saying who to coach with, but you're saying you should have a coach. And you have relationships with coaches that you support

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Because we can't too many people's business. We can't sit there and alive with one person. So what we always do is we, we push it back, say, you need to be involved. Because one of the things we do is we teach a lot of best practices of during the week. And the message back is whoever sent you to us, get involved in their coaching, send me...