A conversation last week about not saying guys to everybody but saying y'all that includes everyone so it's just I need to create a different habit around that.
Oh, you're gonna be accused of being a Florida redneck we keep that up.
I'm okay with that
just as they wear cowboy hats in Florida back when she has remember Burt Reynolds he had that That movie was it was moved to TransAm you're driving
right now. Okay and abandoned
smoking the band. Yeah, so back was spooky vacuum. I was going to high school, the only kid in high school right away. But anyway, that's a long time ago. Hey, rich, how you doing? I'm doing good. I'm getting. I gotta put my picture on there because I'm going to get my tuxedo. My daughter's getting married Saturday. So I mean, in that I'm in and out of this meeting, but I'm here all right. Well, congratulations and the family.
I think we may have some passes to be a IMM conference September 7 and eighth and data points a place you were all I know Kelly can't make it or she was saying she might not be able to make it. We have a couple of free passes. I don't remember how many. But we might want to reach out to her anybody that wants to go. They are pretty cool about transferring names and stuff. So I'm going to I'm going to be attending that one since I don't have to drive or fly or whatever. But
it was named with that event. Harry.
I'm looking for I'm trying to find it while I was trying to find it while I was explaining it here. It's IMM and
they had to bank and special assets. That's what you were here for. That's the one that you do have you know it's a default servicing form
guess what this one's calling? In September 7 and eighth I already have my pass Okay. A couple of people there in June that were pretty nice. Hopefully we can reconnect with a couple of them to
close as they might have done that probate certification from that guy from last last month. No,
I've actually done it. I did it last year. It was great. It was a lot of good information. It's it's a good tag to have when you're going out and doing trust work that you've been certified now they do have a service that you apply for and you have to pay every month. I haven't done the service yet. But it's a great webinar. It's really really good. Good training.
We do a lot of if you made money from
I'm sorry. Would you say you make money from it?
I do trust and probate work anyway. And that's what I'm going to talk about today. But yes, I have. I have made money from it. Yes.
We do. We do a lot of probate and a lot of trust work.
And
we're just don't feel I need a certification to do it. We're partnered with a lot of attorneys and they have great relationships with us and
that's why I didn't do it. Yeah, I took the car course, twice. You know, I've got the certification that we haven't gotten much out of it yet. They're not emphasized yet. So yeah, it's
a great point, Chris. You know, I remember asking Joyce Essex about 10 years ago about becoming luxury certified and Joyce's I know you don't need that, you know, but she says $50 million property. She doesn't need that I needed the lingo and understand the bandwidth go with the Garson sell luxury. So we got luxury certified. So to your point, Chris. There's a lot of value in going through that program because it gives you a lot of the nomenclature love the dialogue with regards to working with the attorneys and CPAs and in having that higher level conversation. So it's great for your staff to if they don't have the ability to be in the room with attorneys and and have those conversations and have your level of experience. It gives them a way to be able to have some dialogue around that as well. Along that same line in a different channel would be would be bankruptcy. And so a bankruptcy hub. Those guys are coming out with a new product that they had before. And they are seeing some increase in bankruptcies at least here in the Eastern District in Northern California. One of the judges judge Klein yesterday, he made a comment regarding brown bag lunch that we go to once a month and many comments the first time that they've seen an increase in bankruptcy filings, and that's for chapter 1113 and sevens. And so, if you want to get your staff on board with understanding so that show the dialogue and in acronyms, you know and say bankruptcy or probate, these trainings are all very good to build attend. So that that's a very important comment. Thank you. I guess it will We're five minutes after the hour, and
let's get started. So
330 You're feeling good? Yes,
I'm ready to go.
Okay, I know we had 3000 I one time we had a HUD classroom. We're doing that as Aretha was leading and, and I had keeping up with COVID I felt like somebody broke a two by four on my back and I'm sweating on the screen everything else I released. Ruthie says, Hey Paul. Just pause out we got you covered. You know don't do this. So Z just coming back from a real estate event in Houston and she just tested COVID and it looks great. And so wish her well in her recovery. And so today the reason we'll be talking about probate, although before we go down that path, and we we get started on today's meeting is Chris online,
Chris McCormack? No, okay. Very
good. I can't see everybody on screen here. So I just wanted to reach out to Chris and say hello. In any event. Let's talk real quick, just an update five to 10 minutes about what's going on in the market. And if you've seen any movement in your in your market with regards to default. It's interesting to hear you said about the conference, the Western Asset conference that was all commercial, commercial mortgage back a couple of weeks good that went that went to and there were the managers from the special asset groups from from East West Bank, from a lot of regional banks from another big dozer, east west. In any event, so a couple of events where they're also in and they're all very busy eternally rewriting their numbers, their their income on their their policies for their for the lending, and they're looking for people to hire that have experience and so there's there's a big gap in there so if you know anybody looking for an opportunity working inside, especially asset group with regards to banks are looking for, for people to build higher. And we're seeing on LinkedIn that there's a few folks that are trimming back. And so, you know, make those introductions is really important. I know one of our year end, members, you know, ended up getting hired last week with with a new institution that's been looking for an opportunity and we can help make those introductions with people across the industry as a huge value to be able to provide and service the ability to to make those introductions for people who are looking for work remotely, or they may be located. Although it's interesting that after that special asset group conference, we found out that that the USA, triple A bond rating went from triple A to double A right and so that was a dialogue and discussion that wasn't ever part of the conference. And so it's interesting to be able to see how that provides, you know, a downward pressure in job with you being a Florida you know, and being involved in a lot of different credit rating cycles and see what do you see, and I know we haven't talked about this before, so I'm kind of blindside you with this. What do you see how does that affect the lending standard? Lending standard
with respect to commercial or resi
Well, I mean because I think what may end up happening because we're not gonna see the resi we're not gonna see the rescue pressure until you see the commercial downward cycle, right? That's where that pressure is probably going to come from
the credit, the credit conditions that are tightening significantly right now. I mean, that there's all kinds of information on that if you know where to look, you know, because the lenders aren't making any money on their deposit, and they're, you know, because the inverted yield curve is is inverted, you know, they're not making money on loans. So, this, this cycle reminds me. I'm dating myself, but it reminds me a lot of the SNL crisis. Very similar attributes to how the SNL crisis played out. It was first commercial and then later residential. Does the same characteristics as far as from a banking perspective.
So Joe, if you're looking back at the SNL crisis, and looking back on that, how would you fit in based upon being able to capture that bandwidth of assets coming through? What would you focus on?
That's that's the challenge. It's always trying to get in front of the right people on the on the banks, smaller banks and regionals that have the most commercial loan exposure and it's a friggin brick wall. I mean, I've been trying to do it myself, as far as you know, with banks that I do business with, and, and that was confirmed also by John Cornell Wong who was with us on a call a few months ago. And he's having the same problem as well. He's got a friend that runs a bank in California, so that's why he's gonna try and network it in. But it's I don't know what the solution isn't that you know, I don't know if it's a matter of trying to network within the right decision makers. But I haven't figured that piece out yet. What was it? I don't think Bilbo has either. By the way. It's it's, it's, that's whoever does figure that out. There must be some money to be made. I'll put it there. Let
me just one of the things that came as a byproduct of the conference that I went to was that, you know, a bank that reaches out for an appraisal they have to mark to market that property that asset based upon that appraisal. That's why the BPO piece is so much more important for them that they think there's some something small green you know, there's some smoke and there's fire, that by vino, we get a broker's price opinion is not something that is a recorded document that affects the mark to market that they don't have to share with regulators. So I think that's one piece that we can then providing to the special asset group at the bank. Now that no we can do a BPO on the property where they don't have to do a get to get a a an appraisal that they would have to mark to market the asset.
That's a good point. But you have to have a certain background on commercial real estate to begin with, as far as you know, being qualified to even do that. There's, there's there's platforms out there. So if you had that experience probably would probably be a good idea to sign up
for it to your point, but you know, look at the you know, the commercial properties that are $2 million or less, you know, I think that's gonna be my sweet spot because anything larger than that, anybody at the bank wants to make sure that they're not taken on liability. So they're gonna go to the big boys to have things that are going to be $5 million dollars and plus list can end up joining to help with with one of the big guys. So you're right.
They talk about the social surfacing conference. I would think that would have been a good opportunity right there.
Yes, yeah, they did. What was the result?
Well, the result is that they want their loans to get paid off and they want their cash. So yeah, yeah, they're not living in a reality and pretty soon, they're gonna have to start bending with wind before they start breaking. And that's where you're gonna see those regional banks and be able to reach out to those regional banks and make make those those have those relationships that would be really important things for you inside of that Joe appreciate it. So I mean, feeling like this. Now, the timeline where commercial is going to feel the first pitch before it goes to commercial seems very likely just because, you know, nobody wants to kick anybody out of their homes and increase in have, you know, make the front page of the paper you know, in a negative negative manner that way. Well, and so, so, so everybody that might wasn't on the call that that Harry shared with us that at the Ironman in Dana Point, seventh and eighth of September, there's a couple of tickets or passes that are available to build and get in the room. I know it's an expensive event to be there. It's a great room to be part of. There are not a lot of agents and brokers that are there. So it's a lot of great conversations to have with different people that are there. And if you're looking at getting 10 that you want to share a room, I've got a room there, you know, we get the discount price because I'm also moderating a panel. So it's four bucks a night and I split that somebody wants to join the room and make the conference they get comped on the on the on the conference itself.
Reach out to Kelly or Carolyn because I know Kelly has a pass and she said she may not be going and I don't think Carol is going to make it a Kelly doesn't go but I will be attending and there are hotels that are less expensive and within like a five minute Uber ride. So FYI, you would like that price when the same hotel, not same hotel but close by. So
really quickly as anybody picked up any new assets here over the last two weeks, and if you have which companies will just give us a couple minutes real quick joke.
Built by mill closed on that HECM reverse mortgage portfolio and he's got a lot of stuff throughout the country. I've got one file in Port St. Lucie. But you know, now's the time to be talking to his to ask asset managers ASAP. Eric and and Carlos. I think you got everyone should have their email addresses. Thanks, Joe.
Anybody else pick up any new assignments?
Eddie Hey, are you
can't hear you. I'm sorry.
We're waiting for Eddie I did Hutson homes. I got one of the homes that we had back when they converted them all. To rentals. We got one of those back.
Okay, Hudson Holmes. esteana dairy.
Yeah. Bill ban his Gru sent me some, a couple here and one in Broward one in Dade.
Nice. Anybody else?
Yeah. Joke, a joke. I got one shell point first one in a very very long time. And one saline that was approx progress, right.
Okay, so your show point did come out of North Carolina or Houston. You know,
I'm not 100% On that day. So
we get to from SharePoint one that's an hour and a half away. So they call it one day and said, Hey, Paul, we got this property of a willows. They say is it started at nine five the zip code? Yeah, it does. I said, Yeah, I can help you out. Sounds like it's an hour away. Well, hell, it's an hour 45 minutes or like, but anyway, we knocked that out on Tuesday and then yesterday we picked up at a $7 million dollar property that's about two miles from me. So yeah, so So she'll point we picked up two from and then sales like 1000 keys. You know, some different companies been on the heckum properties. 1000 keys out of Denver. They worked with they work with a couple of different Capital Partners. And so they picked up some of the heckum properties also. And Beth Duff is he used to be there at Towson key she's now taking a different role somewhere else. Although Christopher Slayer and Carson who have met multiple high end conferences are the points of points of contact or 1000 keys anybody else new assets you build
them. There's the sort of one real quick Bill Bill Bill offered me want to see bring but it was about two hours away and I just told him was a little too far for me to service it.
Right. Yeah. Instead of working with Aquaman he has worked with Wonder Woman down there. Hey, Steve.
Hello there. Hello there I bought thanks. Yeah, new, a new key bank and a new planet. Planet management group and planet. Okay. Key back Key Bank. I've been watching they've been hiring a ton of people. I'm trying to think some other players I saw that I didn't recognize I'm gonna follow up on I get feeds from indeed and other places about hiring. And there's definitely places ramping up staffing up
nice. Hey, Steve. So with KeyBank what what platform do they use? Are they on equator? ResNet accelerator
on ResNet. Okay, and how about Planet? Planet on accelerace accelerator. So Kelsey, any
anything else? Yes.
Trish, can you hear me? Okay. calibre. Over the past year, actually, I've gotten, you know, a few of the rentals back. But in the past few months, I've gotten several more and they're actually been given me. Probably three or four of them were somebody else's, you know in the area. And they didn't give them back to them. They gave back to me and said which is nice. So I'll take them. So yeah, I've closed down a few bow just closed on one for 580,000. So got several more coming up. And yeah, even though they're farther away, I'm taking them since they're all seem into like giving him to me right now. So but they told me probably about a month ago, you know, they've been sitting on their hands for a long time without much due. And then a few came in at a time and probably about four or five weeks ago. All of a sudden they were telling me that you know rod Wiley was specifically was just, you know, on the you know, on the computer handing them out to everybody, because they got like 1000 Back at once they finally you know, we're all coming in they had to process so yeah, so the Hudson people are all busy now. You know? Not answering their phone says quite late because they are busy with this new batch of 1000 that came back.
They said Trisha, say anybody signed up with orange grid? Great. I'm signed up with orange good also, we haven't seen anything from them which seems to correspond with that. But nothing that's coming through the platform. We've also picked up a couple of assets with face servicing and their outlying areas also.
Well, hey, I don't know if you can hear me by Scott Scott Rodman. Yeah, actually had some of the progress asset pool drop drop on me here in the Twin Cities. I received a and she just, I got mine through Cillian looks like there was 100 100 of them dropped in the Twin Cities area and there's a you know, some news going on where Minneapolis is going to be suing to Anam it's kind of kind of a big deal out here right now. But there was 50 More that was just assigned to the asset manager Stacey Reed with Selene finance here in the Twin Cities. So it looks like salines for sure getting some of those
A's guy so Celine is out of Florida.
Ah Selena. It's a Houston I believe.
Okay. So yeah, I know they had the Houston shop. I didn't know if they were in Florida also. We also picked up a asset from VRM one of the things that deal with VRM because the other lending component on that note was VRM. So a lot of us know Vincent Humphrey. Vincent has he's been there for almost, I think over a decade. And so Vincent is he's looking for new opportunities. So if you don't make those introductions, I talk with him yesterday. Something the reason I are doing we're doing a panel here with VRM. We've got the leadership team playing and later on this month in the Sacramento, we've put together four different venues for them. There'll be one will be at least 50 To as many as 250 people at each venue. They wanted to be able to get their lending component out. And so if that's something that you want to reach out to them and be able to do, and be able to create that kind of opportunity, they're going to come out for three days, or four days, two days of travel, and then two days of doing the presentation. And so they want to go and get their lending arm out there but it gives you a great opportunity to build rapport with the management team. So we've got the Senior VP Tiffany coming out with Ozora and then with a loan officer Chantelle, and then there'll be as Aretha and myself and Serena that will be on a panel with them there locally. So if that's something that you're looking to do, and build, create that REO kind of dialogue in the community which a lot of agents are looking for that missed opportunities is not enough volume. It gives a great soundbite and said that learned from early from Rick when they did the initial Arn deal out in Dallas back in over 15 years ago and getting the getting the the wheels moving there. I had I did have an ask early in the call. And so that yarn did many years ago is we ended up having clients come in with a personal development and business coach in Denver. It was actually Tony Robbins son and so be able to do something like that. It was very short notice to build to that five star but if anybody knows of a personal development coach, business coach in Dallas, that we could end up having a mastermind length that was clanchy That'd be that'd be pretty cool. So whether we do that this year, or sometime in the future is just something to build dialogue around. Ray you're on the call right
right.
Let's see your screen share record. All right, a Z. say can you point me the direction how to give you control her
go to participants and find my name. Thank you and then hover over that on the right hand side and it'll say oh host
says pin or chat.
Well Are you the main because re cannot give me co host she's she's off now but I've been going back and forth with her on the on the text on the messages.
Okay
is there someone else that has the capability to make me a co host so I can share my screen?
Cuz she's not on here now.
I will also see reads autopilot although I don't see the view.
I mean, I will try to log into the admin side of that neck.
Okay, that would be perfect because I prepared a whole power quick PowerPoint for you with directions and everything that you may need. Thank you. Yeah, and basically what I what I'm sharing with you, and I apologize if I start coughing but I just got diagnosed with COVID this morning. So having a little bit of a hard time but I'm okay. But what I want to share with you today, I know there's a lot of people on here that already probably do probates but I was able to secure working with a pretty good probate attorney out here in Sacramento. She does four or five probates a month and I'm going to be getting all her business. So I wanted to share with you how I approached her and how I was able to establish that relationship with her. And that's what I plan on doing if I can be
the co host
doesn't look like it. Nobody reached out is Kelly available. Even by text maybe.
I'm gonna try go I would just start.
Okay, so
basically,
she's in Italy Eddie.
Oh, that's more important. Okay. All right. So I'll just go over it briefly with you. I did I'll upload my PowerPoint into the the chat room after when I'm done so that you can kind of know the steps but basically what I did was have you guys heard of Google Local Service ads? Okay, so a Google Local Service ad is where like, if you key in miami real estate. Then there's a bunch of names that come up with pictures. Okay, that's a that's a G Google LSA. You have to be vetted. You have to apply for it. And it takes two or three weeks to get approved. And so I did that in January and you have to get reviews and stuff like that. So what I did was I looked to see in Sacramento I put in Sacramento trust attorneys, Sacramento probate attorneys, and she did not come up at all. So I said okay, this is this is my way to get in with her because I'm going to show her how to apply for it. And so the other thing I do is I do webinars with her every six weeks. So when I contacted her I got her on Zoom. And I was so lucky because when I when I went to Sacramento real estate agent out of 8500 agents that are in my MLS, I came up number three and I was so proud of myself because on this presentation. I looked myself up on Tuesday to prepare for this PowerPoint. And I came up number one. So I showed her how to apply for the Google Local Service ads and she was very, very excited. And then I also made a flyer out which is in my presentation also showing her how we can do these seminars together. And our first webinar we did we have 88 people attend and what I also have three Oh, he's on there, but to apply for the Google Local Service ads, the instructions are in my PowerPoint presentation. And the flyer that I use is in Canva the flyer is already the template is already there. All you have to do is change your pictures and your information and the date of the webinar. So she was very, very impressed with that. And then I asked her, you know, a lot of times, I just don't ask her the business, you know, and I said so I said, You know what, I'm going to find out who she's using. So I asked her who she was using for her probate leads and she said she was using her brother in law who was a preacher and a real estate part time, but he never gave her any referrals. So she said I would get all her referrals. And so I have been getting referrals from her. We've been working together for three months. She's already given me two referrals and I was able to refer a trust a person who wanted to do a trust to her and so I'm just really, really excited about the relationship that I have with her, but also with the Google Local Service ads. I started in January and I've already closed six transactions from that outside of reo. So you definitely need to get on that Google Local Service ad situation. And that's pretty much it. I'm sorry, I didn't have the PowerPoint because there's just so much more in detail and information that is on that PowerPoint, but I will drop it in here in a few minutes.
That's that's very valuable just to know about that Google Local Service ads. Thank you. I just had my business page taken down and they requested in my address and location. So I did a walkthrough video showed him my utility bill my information and got it back up but it took me about a week. And what happened was I have Google alerts set up with my name with the different items. Somebody was using my stuff and my listings, but it's so I got an alert on that. I don't know if it was paid or what but I mean, keep an eye on that. Is is imperative.
Yeah, definitely. Oh, there is one thing. There is a trick to it now, and on my PowerPoint presentation, you will see. So the difference between just running Google ads and the difference between local service ads is there's when you run an ad, every time someone clicks on that ad you pay for that, and they don't necessarily have to contact you directly. But on the Google Local Service ads, they're actually clicking on your face and that call comes directly to you. And you only pay for the people that click on you. Now the trick is they allow you a budget of what you're willing to spend every week and this is how you get way up there is and you'll see on my presentation that I'm saying I will pay up to $1,200 a week. But I have never ever paid that. Like on that example, you'll see I'm paying about $60 Every week I get at least two calls and you're only paying for the calls that come through. So you have to put the budget high because they won't put you way at the top and so like I said I always come in about the first 10 and it's it's really really worth it it pays for you know the the 250 bucks a month you're paying for the Google Local Service ads and you're only paying when someone clicks on your picture.
Let me add something to that too. When you get the phone calls, you get a recording and a transcript of it. Make sure you're disputing those if it's not a service you provide we get a lot of management calls, dispute those so you don't get charged.
That is so true.
You get an let me just show you the app.
And you do have to answer the phone. Yeah. You know, I can always tell when it's someone from Google because they'll see what see what he's Let me see. So
we have here kind of see it. Then you hit the button here dispute. So and then you get the transcript. So you have the entire call. You have the conversation. It shows the recording and then you can see the transcript. So let's Can I have this because a lot of times it's our staff that's fielding the call, so I can go review the call and Z I spaced out for a second. Did you say you have your set to phone calls only? No, I
have I get the emails too. So we have
our set one of our coaches who's big on this told us to set it only to phone calls because you get the most serious people that way. That's how you keep your budget down. So our conversion rate has gone significantly up our spend has gone significantly down when we removed being able to message or or use the Google app and switch it to phone calls only.
And that's a great tip because I noticed that some of the ones that come through on the website, they're they're the bogus calls. I want to do landscaping with you.
Exactly. That's That's it. A lot of them were was solicitations, but someone calling that number is is very, very serious.
Okay, great. Thank you so much. I'll use that tip. Thank you for the tip.
And my budgets. The same 1200 A week 5000 A month. Yeah.
The reason I don't know if you realize but Ray has gone ahead and uploaded a link for everybody to see and everybody can click on that they have to follow along with you. But it's a workaround, because the only way to get it for either of us to log in to the zoom to be administrators is to go up and to code two step authentication to Kelly's unavailable.
So Oh, I see the PowerPoint now.
So there's a link there where you can click on that open up the PowerPoint and then follow along with your presentation.
Okay, I pretty much went over it but I do want you to see me as number one there. And also the flyer that I use that that template is in Canva and I also have the last page are the instructions to set up the webinar. It's pretty it's it's pretty easy. So um, but I pretty much went over the whole thing by memory I guess.
I would love Paul and Eddie are on the call. I would love at our mastermind to spend a little time I know we're gonna put an agenda together. I would love to you guys to present to us on the Google because I think it's so important today. And just the online presence is critical because I know I'm getting some work from it. And I'm I'm not even relevant to what you guys are doing. But I probably close six deals from people searching me on Google this year.
Yeah, we got to be up to par. And the other thing too, is that you know a lot of the younger generation they know how to do all this. But guess why people pick me because I have 33 years of experience and all of you on here have a lot of experience. So there are people on there that you know they've been in business one year or two years, but I know that people pick me because they tell me they say you got a lot of experience that you know you're you're in the top 10 Or sometimes they say I have a kind face I mean I don't care what it is just call me. So but yeah, I'd love to share this information and we can go step by step.
Yeah, I don't have that privilege that you have. I have a face for radio.
But anyway, does anyone have any questions or anything in it? Please, if you have any questions on what to do, feel free to reach out to me. I've gotten so much for many people in this group and I would love to share with you also.
One other tip that I'm doing on the probate work is a lot of time it's like you get it and it's there clear in the title. So what I've been doing is the state the probate attorney wasn't responsive to me he he reached out originally but then he kind of went dark. So I'd go by every couple weeks and just do a video of the property on bom bom. And I say hey, I just wanted to let you know I went by your property and it's I've been doing that for six months, because it's only a few miles from me. And he bounced back to me this week and said Joe, your your follow up is impressive. Thanks. Let's get working with the title to see how we can creatively get this title problem fixed and sell this thing so just a quick video on bom bom really they love that instead of just getting hammered with the same message. I love it
is worth it, Chris. So Chris Yeah, how many attorneys do you work with?
Right Hey Chris,
yeah, how many attorneys you work with 353 Okay. And in what are your results been last 12 months
with those three?
You're on. Can you be more specific?
Yeah. So So wait, so what are your closings for the last 12 months working with those three attorneys?
I mean, I don't know what offhand as far as business they've given us. Eight to 10 Maybe we work with a lot of dead people. So there's so much easier to work with.
Right. So So you know, you love working with motivated clients, right? So. So understanding how to identify an attorney that that would be receptive to this service. Right. So it's really you picked out there's one attorney, how many did you talk with, you know, what it sounds like? Because she did have a presence. You created a presence for us. That was a level of awareness. And then Chris will have to shift to you and find out the three attorneys you work with while you work with them.
Yeah, so one of them is we work with predominantly the others are backups. And what we did is we sought out the most prominent estate planning attorney in our area, and we had them do our trust and we let them know okay, you're doing our trust. We're giving our business we expect the same in return. And then we gave them probate clients. So the probate clients to us we give them the probate files, and then we weren't getting it in return. So we had a sit down meeting saying, hey, we want to make sure this is a two sided relationship. Do you plan on giving us the business in return? Or should we know find someone that would reciprocate with what we've given to you and since then they've been reciprocating. So they bring us in not only do they give us clients but they bring us into, they do masterminds, where they'll have a divorce divorce attorney and accountant, a bankruptcy attorney and they bring us in as the real estate professional to meet with those people.
Is that a webinar that you hold with it?
No, it's in person at a local restaurant. Okay.
And so, would you have a flyer any any details you could send about how that set up with the other attorneys? No. Okay.
That's fantastic. Chris.
She sets it up and invites us when we're invited guests.
I was gonna say that's fantastic. Chris, for me. This was my first attorney that I contacted and I just was trying to think outside the box like how can I bring value to her? You know, how can I get her more business because in my mind, I was thinking the extra business that I gave her is going to be my business, but I didn't realize you know, I didn't know at the end that I was gonna get all her business which is a total plus. Right.
I guess at the end of the day we have because we're in the lead generation business and we understand the benefit of relationships, and not all attorneys do. And so by being able to have an attorney that is in it to win it isn't lead generation business, although more importantly, know their staff. Isn't Miss directing or pointing those leads when they're coming in because sometimes the staff you know, it's like offers that come into my office I'll see offers that come into my office or until we get time to pick one although so agents you know, figuring out you know, hey, how do we get my offer accepted? What's the same thing internal, the the attorney's office about leads that come in and the paralegals and then having that relationship with paralegals. So have you had lunch with them at all, Chris, as far as understanding the back end of their office and make that connection?
And that's how the meetings typically go is you'll have the eight of us or however, however many people are, they're introduced to each other. And then you talk about what you do. And then you basically have lunch and network for usually about a two hour, two hour meeting.
Okay, does that answer the question?
Yeah, it does. Essentially me with the office. I live with Joe doors, Dylan as far as being proactive and being able to separate yourself, you know, from from the crowd or from the pack is there'll be an element to send them out a bom bom video and if you have a high value asset, you can take the time to be able to do that. Or you have an opportunity if it's a big enough client where they are that prominent person in the marketplace and be able to jump on board with them. So how about and being a member of the local bar and guys join the bar at all where you're at?
I have it okay.
So I know that it's something that we've done, we get invited to different venues where you'll have the different attorneys that will be there and be able to be in a room where there's going to be very few realtors or brokers that show up. So it's much like Glenn and I and many conferences they deal with to have those conversations you don't get the whales, right that show up to that unless they're speaking and it's a great venue to be able to be there when they're speaking to get face to face with them and and ask them for that appointment.
Yeah, I think the attorneys hold the juice on it. One condo that was a probate property. The brother was the sole hair. I got in direct contact with the brother from the neighbor. And I had the buyer already that wanted to buy it. And the brother told me Joe, I'm gonna give your your client first shot to buy it but the estate attorney said that I need to use this realtor. So he paid him a listing fee for me to sell it just because the attorney told him that he needed to use them. And that agent that he said to us, I never even dealt with them. I dealt with one of his team members so the attorneys have the juice
that's great. Yeah, one other thing that I do, and one of my team members suggested this, when I go to meet the hairs or the siblings, the first thing that I do when I walk in and say I'm sorry for your loss, and I acknowledge it as I walk in to build the rapport instead of coming in Hi
are you something similar and saying I'm sorry, we have to meet under these circumstances.
I was gonna say that is so so important. That's
that's a that's a huge, very, very important
we so that's wonderful. Gee, thanks so much for sharing the PowerPoint. If everybody did receive that and has the link, terrific. If you don't well, well reaching out to everybody. If they weren't able to pull it out of the chat. It does have the breakdown there about the Google the Google Local Service ads and and making understanding sign up for the webinar. So from the webinar z, what are your What are your thoughts about being able to set appointments from that and what have you learned by by having the webinar having 80 people attend, and then pull through rate questions? What's the best way to build set appointments?
So we've had we've done two already. We have one coming up on the 22nd of this month. And from the actual webinar I've gotten one client, but I've gotten two referrals from her. So you know, by doing the webinars also, it's just letting everyone know you're you're the expert in the field. So it may not just be a probate or trust sale, but it could be just a regular sale. Because people are just kind of wanting information there. They love information. And so when you come from that aspect, then you can get you know, it leads into other clients and stuff like that. So
that's where I'm at now. Chris, are you guys
doing in person trainings? Are you doing webinars also?
Oh, no, I do all my all my meetings are on Zoom. They're all on Zoom. I advertise on Instagram, Facebook, and I also have a database of about 10,000 people. So and I've been building that database up and building it up. And then I send I send an email out to them but I say hey, tell your friends and relatives or you know, co workers if you know anyone that needs his information, and then people pass it on. So so far, I've been pretty good. I want Eddie blocos database though. It he has 100,000 people on is but I'm building mine up.
Here's all high net worth people. Me Joe. Yeah. Chris Christie, do your presentations that you do. Are they in person? Are they webinars?
Chris
sorry, commuting there in person. There in person. Okay.
And what is your conversion rate for people that are in the room? 90 91% 91% right,
do you want eight out of nine
so tell it tell us about the last in person event that you had?
Oh, you're I'm sorry. Um, I was thinking the listing appointment and you're talking about the trainings. We don't do we don't do those like he does these the queen of training we don't do training.
Nice. Okay, so there sorry. I misunderstood the question. Yeah, no, there's the leverage are hazy. So back to you. So have you ever thought about recording the webinar and then having somebody control the chat? Is there is there a way to do that to be relevant and provide no content as well as you know, have the have the people plugged in?
Um, you can I've never done it on my like homebuyer webinars or this type of webinar. I did record me and Serena we did record a eight week course for real estate agents, brand new agents, you know, agents whose careers are lacking or small brokerages that don't have a training program. We've done that, but not on this level. I think during the webinar, people have you know, they're coming there with questions. So if you're saying you're doing a probate webinar that catches someone's attention, a lot of times they have questions you know, and we stopped the webinar, you know, halfway and say, Okay, does anyone have any questions on this part? I think it makes it a little bit more personable, and it's only an hour and a half. So I really don't mind it. But I have not recorded the smaller webinars at all.
So can you tell us the level of success you've had with the career training then for real, real new real estate agents?
We just started it. It's actually not gonna. We have people signing up now it won't launch until September, the first week in September. Okay. Got a lot of interest on that.
Okay. Very cool.
We also kind of want to do the first cohort with not a lot of people because we're still ironing out the kinks. And so we kind of kept it a little bit, you know, the numbers low for right now, so that we can iron out all the kinks before we go to our next cohort.
Okay. Well, you share that with us when you're gonna do it. So we've been doing in
it's actually a paid program. But for you, Harry, since you're my buddy over there, I'll talk with you offline about it.
Okay, thank you. Alright. Great, well, thank
you very much dear Christian, everybody for sharing your thoughts today. And any closing thoughts or comments at all as we prepare for five star next month? No, so keep keep your ears your ears open, ask questions and we get an assignment from someone we whether it be an eviction attorney or anybody else we ask them. I'll give you just one more Joe, we end up asking them what's going on around the country, where are your hotspots? And so like I was talking with the was rich about what's going on in Chicago. He's doing a lot of property checks, inspections for different clients, you know, based upon there's going to be a surge of properties in that area. So if you talk to a client and you hear about something going on in a different area, posted on the hearing Facebook and now we're on that, you know, I get a bankruptcy feed for the National associated Bankruptcy trustees. And I'll see that there'll be different people whether it be an attorney, whether they be a trustee, trustee for the bankruptcy court, asking for a BPO on a property so I'll just post it in the CRN facebook if it's ever in your area you have questions about bankruptcy or what to do whatever No, just give me a call. Essentially, I'll just post it in the in abt for you guys to go reach out to whoever that point of contact is in that area. So I joke
are we supposed to invite like some of the key people in the industry like we did last time for that for that Dallas meeting?
Yeah, we will. We will. We'll see who will be available. There are a couple other venues going on. I'm not sure if that's the same as a football game that that some other people are doing or whether other people are having dinners. Sometimes people don't people want to plug into that. We know that. So Christian Etienne, he used to be over at RMS. He's now taken on a leadership role or at sea link. And so different people are now you know, gauging different things that they'll be attending and so to build invite them to our to our mastermind, with their availability. So there'll be some open open areas there for for guest, Joe so yeah, absolutely.
So what's the process? Do you need the names and Avast to approve them? Or do we just arbitrarily invite them or what's the process?
No, we just arbitrarily just go ahead and invite them. Everybody's welcome to this to the discussion. And we all know that by client being there, that we're not, you know, approaching them for business, you know, like who's written said, Christiania, we're approaching them from contribution, you know, where are their pain points, and by being able to do that solution, our group is different than any other group that's out there based upon the clients experience. So Rick, you have any comments on that? No. So So we're at we're at a baseball game, right and all the kids are there Rick's giving out baseballs and mitts and bats to all the kids you know, and so anyways, leaving that kind of impression, you know, that that that you can end up bringing that kind of harmony to the family and that type of excitement to the to the moment and that's what we do really well. So it Thanks, Joe. So, are you talking about Dan Green saying, Hey, I'm looking for a single mother. Single kids? Yeah. Yeah. I'm sure is that is that a comment? Right. Alright guys, so we're a few minutes before the end of the hour, I get nine minutes back your hour. appreciate everybody being on the call. We'll see you in Dallas. And you know, share your successes. And I appreciate everybody being on the call and Z. I hope you feel better. I know you will. Eat some bananas, pigs and chicken soup and get some rest and we'll see you soon. Thank Thanks, guys.
Thank you guys. Paul request was a conference you mentioned earlier on in the conference. Where which one is
that one is the IMA conference in Dana Point. I'm indicted. Dana Point got it. Okay. Yeah, so yeah, West Coast and here you may have
if anybody needs alternative. Yeah. Carter bucks a night. It's a beautiful property, but it's 400 bucks. A night for a conference even overnight that's still a lot of money. So
it's for her budget if you're willing to advance if you go the same days four grand so that's why I went
to pick up Carolyn and no and Kelly and I left for a little while came back and they wanted to charge me to park the car. I gotta go like I just paid 18 bucks. Yeah. So
it's a money grab everywhere you go but the lunch was excellent. I will tell you that. Yeah,
at shoki. If you want to go or if anybody wants to go the interested in moderating a panel or being on the panel, I can make an introduction to the guys who are at the conference for that. But there are comp tickets that are available for the group and and I'm not sure how many you have first come first serve. So
thank you as Aretha and Paul, thank you for your time today. I
appreciate it and everybody else who contributed.
Thanks, everyone. Have a good day three to feel better.
