- 4 months ago
This week on RealTrending, Tracey Velt chats with Josh Anderson from the Anderson Group Real Estate Services of Keller Williams in Nashville, Tennessee.
Josh talks about his evolution from a solo agent to leading one of Nashville's top teams by focusing on consistent lead generation and how embracing the basics can skyrocket your business. He also discusses the game-changing impact of AI tools on personalizing client interactions and productivity.
Here’s a glimpse of what you’ll learn:
How Josh scaled his team from a solo agent to a top performer in Nashville
The importance of consistent lead generation and strong systems
How embracing the basics can skyrocket your business
The transformative impact of AI tools like ChatGPT on real estate
Related to this episode:
The Anderson Group Real Estate Services
https://www.joshandersonrealestate.com/
Josh Anderson | LinkedIn
http://linkedin.com/in/nashvillesrealtor
HousingWire | YouTube
https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q
The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
Josh talks about his evolution from a solo agent to leading one of Nashville's top teams by focusing on consistent lead generation and how embracing the basics can skyrocket your business. He also discusses the game-changing impact of AI tools on personalizing client interactions and productivity.
Here’s a glimpse of what you’ll learn:
How Josh scaled his team from a solo agent to a top performer in Nashville
The importance of consistent lead generation and strong systems
How embracing the basics can skyrocket your business
The transformative impact of AI tools like ChatGPT on real estate
Related to this episode:
The Anderson Group Real Estate Services
https://www.joshandersonrealestate.com/
Josh Anderson | LinkedIn
http://linkedin.com/in/nashvillesrealtor
HousingWire | YouTube
https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q
The RealTrending podcast features conversations with the brightest minds in real estate. Every Monday, brokerage leaders, top agents, team leaders, and industry experts join us to share their secrets to success, trends, and the lessons they’ve learned. Hosted by Tracey Velt and produced by the HousingWire Content Studio.
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NewsTranscript
00:00Are you spending time trying to find leads for your team?
00:03I spoke with Josh Anderson.
00:05He is with the Anderson Group Real Estate Services of Keller Williams in Nashville,
00:10Tennessee.
00:10He's also ranked number 13 small teams by sides, transaction sides in Nashville, Tennessee.
00:18And he spends up to five hours every day calling people, texting people, and on his lead generation.
00:26We had a great conversation about how the basics are boring, but if you can just keep consistent
00:31with them, your business will skyrocket.
00:34So enjoy the podcast and all of the advice that Josh has for you.
00:40Josh, welcome to The Real Trending Podcast.
00:42Thanks, Tracy, for having me.
00:43I appreciate it.
00:44Yeah, we're going to go back in time a little bit.
00:47So you built one of Nashville's top performing teams.
00:50What were some of the pivotal strategies that helped you scale from a solo agent to a team?
00:57And tell me how many people you have on your team now.
00:59Yeah, so we have 12 agents and admin on our team.
01:04So we're not a super big team.
01:06We're probably kind of admin heavy just because of how much of our business comes from past
01:11clients and referrals and agent referral partners around the country.
01:15Um, so pivotal moments, I'd say there's probably a handful of big pivotal moments, um, in my
01:23business.
01:23One being, you know, when I got in the business, I didn't realize it, but, you know, I, I joined
01:29Keller Williams Realty and I did everything that the Red Book said to do to a T, um, primarily
01:37not because I'm a good student, but primarily because I didn't have any money.
01:40And I, um, and I wasn't particularly great at lead, uh, at, at time management at the
01:46time.
01:47Um, but I did three or four or five hours worth of lead generation every day.
01:52And then I did lots of networking and a lot of, a lot of open houses of listings that weren't
01:56mine.
01:57Um, and then, you know, the big, probably the next two big things was as soon as I could,
02:04I hired an administrative person from a leverage perspective.
02:07Cause I realized after transaction number one, that I was not good at paperwork.
02:12It's not my strong suit.
02:13And then I hired a buyer's agent, maybe a year, year and a half later.
02:16And then a year and a half or so after that, which was like September of 2011, um, I got
02:23back from mega camp in Austin, Texas, and we implemented this thing called the showing
02:27agent model, which nobody really knew what to expect or how to do it.
02:31And after fumbling around a little bit, we ended up doing really well and crushing it
02:38that year.
02:38Um, we did like 110 transactions with one buyer's agent and a showing agent.
02:43Yeah.
02:43It's interesting.
02:44So, I mean, it just goes to show you that if you have a plan and you follow that plan,
02:49I mean, that's a lot of lead gen.
02:51You did like five hours a day, you said.
02:53Yeah, I started, I started at like two and a half and then it was like, as we went through
02:582007, 2008, nine, 10, 11, 12, I was adding more and more cause Gary Keller was like, you
03:05have to, it's a different market.
03:06You got to lead gen more.
03:08And so three years in, I started getting lots of referrals and I was like, oh crap, I, I
03:13need help.
03:14Like I need, I need admin help and I need another agent to help close these deals.
03:20Yeah.
03:20That's amazing.
03:21Um, I think he said that at his last mega camp too, that it's all about lead gen, right?
03:26He's been saying the same thing for about 20 years now.
03:29Um, at least I've been in the business for 20 years.
03:31So he's been saying it a lot longer than that.
03:34But you know, the truth is it hasn't, business hasn't changed.
03:37Yes.
03:38There've been a lot of changes, but ultimately for people to say that it's different, it's
03:43really not different.
03:45Cause it's really all about relationships and like, and lead gen and, you know, keeping
03:50up with the people that, that you want to work with.
03:53Yeah.
03:54Technology is different.
03:55Um, it, it is, it helps in addition, in addition to not in lieu of like the basics of any business
04:02is always going to work really well.
04:05And, you know, most agents want to get away from all the basics cause it's not sexy.
04:10It's not fun.
04:10And you got to do it consistently every single day.
04:14Um, and that's where, you know, I didn't know it at the time, but that's where my business
04:18actually grew so much was because I came in every day and made three or four hours worth
04:24of phone calls minimum.
04:25And when I didn't have a full pipeline, I made five or six hours worth of phone calls.
04:30Yeah.
04:31That's amazing.
04:32Um, so when you look back, um, at when you started your business to now, what do you feel
04:37were like the biggest mistakes that you've made and what lessons have you learned from
04:42those?
04:42Oh man, we could do a whole podcast just on all my failures and screw ups.
04:47And, um, you know, when I think about that question, the number one thing that I think
04:52about is in like late 2007, I hired my first admin person that was like part-time and I
05:01hired the cheapest person I could hire because when you've never had an employee before, you
05:08want to get on Craigslist and hire the cheapest hourly wage you can.
05:12And then they come in and in about 30 days, you're really irritated because they're not
05:16actually taking things off your plate because one, you don't know how to train people.
05:21Um, nobody's ever showed me how, um, but if I could go back and do one thing differently
05:27or, or, or give advice to somebody that's in that situation, go pay the most amount of
05:33money that you can possibly pay to an administrative professional to get you super uncomfortable.
05:39So you can go spend an extra two hours a day lead generating those, those free hours don't
05:45equal freedom.
05:46Those free hours early on in your career should equal more lead generation to go justify more
05:54people that you can go help more families.
05:56You can help through more leverage.
05:59Yeah.
06:00I mean, that's, that's a great point.
06:02I mean, because I do feel like this work-life balance is I'm hiring someone so that I have
06:09more free time.
06:09And like you said, it, it's not always more free time that free time should be used building
06:14your business, especially early on.
06:17Right.
06:17If you want to end of your career, it's a little different.
06:20Yeah.
06:21And it, and it depends if you're a single parent or whatever.
06:23But for me at the time, I was very set on building my business.
06:26And so I felt like, God, if I could get super uncomfortable paying somebody the most amount
06:32of money, and then I can go spend my hours shaking more hands and having more coffees
06:37and lunches, and that would be a good use of my time.
06:41Cause that's what I'm really good at.
06:43And so do you plan to grow your team or are you, you know, focused on other objectives at
06:50this point, uh, maybe productivity or, um, you know, yeah, they go, they go hand in hand.
06:58There's other things I want to do that are attached to the industry, but I think to go
07:02do those things, I have to go build the business, build the team bigger.
07:06You know, I was kind of jokingly, maybe not jokingly, but like, if you want a hand, if
07:12you want the Navy SEALs, you got to build the Navy.
07:14Right.
07:15And so like, you know, our industry, unfortunately is extremely high turnover.
07:21You know, I don't know what the number is now, but historically I've always heard that
07:24like 87% of agents don't make it more than three years in the business.
07:28And even then, most of them aren't thriving.
07:30They're just, they're not even really surviving.
07:32And I think that the market that we're in, yeah, I think we have to go build the business
07:36because I want to go build out my investment division more.
07:39Um, I want to, I want to be able to funnel, you know, more business to more of our ancillary
07:45businesses, um, core businesses like title and mortgage and insurance.
07:50Um, and those aren't things that were necessarily all built out now, but if we go build the team
07:55more, we can go build all those more and go help more people.
07:59I mean, that is to me, the future of real estate at this point is teams.
08:05And I know I asked Steve Murray, um, and I don't know if you know who Steve Murray is.
08:09Cause I know he's spoken at Keller several times.
08:11Um, if, if he had to start, if he had to build a brokerage today, what would he do?
08:15And he said he'd build the team rich.
08:17Yeah.
08:18Do a team.
08:19Um, yeah, I mean, teams are, I, I have several friends that own brokerages and, you know,
08:25they call me and they have all kinds of issues with the brokerage and it's, it's, it's,
08:29which, which hard do you want to pick?
08:31Right.
08:31I mean, you know, having a team is also difficult.
08:34Um, but from a profitability perspective, it makes the most amount of sense and a team
08:41is going to, you know, support you and coach you.
08:44And, you know, the leads are there, the, the systems and the processes.
08:48Um, but they're also going to hold you accountable more than a brokerage.
08:51A brokerage doesn't care if you're held accountable or show up or they don't care if you're paying,
08:56if you're paying the desk fees, like they don't care.
08:58And I'm not saying they don't really care, but it's, it's, it's different than being
09:03on a team or a team or edge.
09:04Yeah, definitely.
09:06So you're in a super hot market.
09:09Um, you know, so how do you carve out your niche and kind of differentiate yourself from
09:15the competition?
09:16I think the biggest thing, and this is probably a little bit of a generic answer, but I would
09:21say how we've built our business is we've always done what we said we were going to
09:27do and actually deliver on it down to the little things like, Oh yeah, I'll do that
09:32before the end of the day.
09:33And then, you know, you're, you're in bed and you're like, ah, my words, my word, like
09:37you got to get out of bed and send that email.
09:39And I know that sounds silly, but like those small little things over time really allow
09:46somebody to trust you and, and, and believe that you're going to get it done.
09:49And so, you know, there's other things I could say, like our systems are second to none.
09:54Like I early on felt like if I have to do something more than once, we're going to have a system
09:59to it.
10:01And, um, so our systems and processes are really strong, but I think the other thing
10:05is like, we're willing to do the super boring things that nobody else wants to do.
10:10And we're willing to do them consistently.
10:12I think more agents need to figure out how to fall in love with the process, the process
10:19all the way through the process of like finding the clients, the process of loving on the clients,
10:25the process of going above and beyond, whatever that means for the client.
10:29And I just think our, our industry really struggles with adding value because values
10:35different for everybody.
10:36And I think you have to ask them and you have to figure out what does value mean to you?
10:41Definitely.
10:41And so how do you, so how do you do that and kind of keep that culture as you grow and
10:47scale, how do you scale that specific, um, you know, do you hire to that?
10:52Are you looking for certain qualities in the people that you're bringing on?
10:56Um, and I think, I think part of it is, um, a couple of things.
11:01One, yes, we, we have absolute, you know, characteristics and, and, um, team values.
11:07And, you know, for example, our number one, our number one core value at the Anderson group
11:12in Nashville is giving, you know, give where you live because we feel like if you give back
11:17to the community, like that's one thing that's important to us because the community has done
11:21so much for us and there's other things as far as, as values, but we're always looking
11:26for people.
11:27Yeah.
11:27We want people that want to show up and show up early and show up on time.
11:31And we want people that work hard because if you're not going to show up on time for
11:35us, you're certainly not going to show up on time.
11:37When I give you a million dollar lead, you're just not going to do it.
11:41And so I struggle with the idea that you're always late and realtors are notorious.
11:46They're always late.
11:47Like there's always something.
11:48And so I go out of my way to be 15 minutes early everywhere we go.
11:52Um, like yesterday I showed a property.
11:54I was 52 minutes early because I wanted to make sure it was a $4 million.
11:59It was over a $4 million listing.
12:01And I want to make sure all the lights were on, the doors were open.
12:05Like I wanted to make sure all the stuff was there.
12:06And my client was, you know, 25 minutes late.
12:09So I was there for an hour and 10 minutes, which, you know, whatever.
12:13It's like, we wrote the offer.
12:14We executed the offer.
12:15Awesome.
12:15Like it's worth it.
12:17Um, but you know, she was, she was, um, at home by herself taking, wrangling all the
12:24kids.
12:24And so like, it just happens, but I can't be late.
12:27Like, I don't want her to be late either, but I just think it's, um, you model out those
12:32things for your agents and other pieces.
12:34We, you know, our systems are strong.
12:37Like we're, our, our team is talking to our clients, not always the agent because we want
12:42the agents to continue to be involved in the transaction.
12:45But we also want them to be in their money, like their zone of genius.
12:50And like, what is going to produce money for them and their family?
12:53So we take all the busy work off their plate.
12:55So I want somebody to always be, you're either lead generating, lead follow-up, you're showing
13:02houses, you're writing offers, you're negotiating offers, or you're doing a final walkthrough.
13:07Like those are dollar productive activities.
13:10So tell me about your systems.
13:11What are you using?
13:12Systems wise, I mean, we use, we use Google suite for everything as far as like drive, you
13:18know, Google drive for all of our systems.
13:21But I think the number one thing that agents have to get better at, and we struggle with
13:26it with our agents is just using a CRM.
13:29Like if you just put a follow-up task or three or four follow-up tasks and you bulletproof
13:35it, so like I've told my team, like, all right, use the CRM, put tasks in there, put
13:40notes in there and mention people.
13:41So we use brevity.
13:43And then the piece is like, go bulletproof it and snooze your email or schedule, send
13:51a text message.
13:52Like you can do all these things that make it so easy.
13:54Like every time I'm calling, talking to a lead and they're like, not right now, I'll
13:59schedule send for two weeks out and be like, Hey, checking it.
14:02And I forget that I send it and then it like pops up in my, you know, my text inbox and
14:06I'm like, all right, we're starting this conversation over.
14:08And like, maybe nothing's happened and maybe they're still three months out.
14:12Nobody's going to get mad at me for just checking in.
14:15Nobody gets mad for over communicating.
14:18If you're, if you're, if you have no value and you're annoying them, then yes, they do
14:23get mad.
14:24But when you provide value and you just check in, I don't think people get mad.
14:29I think they appreciate it.
14:29Some people, yeah, some people get pissed off, whatever.
14:32They're not, they're not my people though.
14:34Like I'm very clear on who, who I work with and who my ideal avatar or ideal client is.
14:42Yeah.
14:43So, I mean, I think that's a very, very difficult thing for agents to do is understand that it's
14:51not their person then, um, because they want everybody to be their person.
14:55Right.
14:56Yeah.
14:57Everybody knows that if you want to be everything to everybody, then you're nothing to anybody.
15:01And so like, you can still work with people that aren't your ideal clients.
15:06That's fine.
15:07But just get really clear on who your ideal client is.
15:10Mine is probably on LinkedIn and they're an executive or a business owner or a financial
15:15advisor.
15:16They're probably between 38 and 55 and they probably make 500,000 to 5 million a year.
15:23Like I'm really clear they're married.
15:26Maybe they're not married.
15:26They're, they have kids.
15:28They're probably in private schools.
15:29Like I'm very clear on, and that's not the same for everybody on our team, but that's
15:33who my ideal client is.
15:35Yeah.
15:35And I want to stress that that's your ideal client, not the only people that you will
15:39work with.
15:40Yeah, yeah, yeah.
15:41Absolutely.
15:42And I also have people that are referred by those people that are their first time home
15:47buyer, niece or nephew that are buying a $400,000 property.
15:52You know, we want to, it's for us, it's not about the price point.
15:55It's all about the relationship always.
15:57Yeah.
15:58Yeah, absolutely.
15:59And so are there any, do you see any unique opportunities in underserved markets in your
16:03area and are you leaning into anything, I don't know, maybe, maybe different with your
16:11team?
16:12You know, I think there's tons of, I think in, I think in every market, not, this is not
16:16Nashville specific.
16:17I think the market of the moment is probate and expired.
16:22Okay.
16:23I think expireds are a huge opportunity if you're an experienced agent and you know what you're
16:28doing.
16:29I don't market to expireds.
16:32Uh, I do, we do get a lot of second and third time around people because, you know, I think
16:38they're looking for a solution at that point.
16:40And I mean, this is not rocket science, but like it's repositioning the home.
16:44It's like really giving them no BS, you know, consultation and advice at like what you would
16:51tell your mom or your sister.
16:52Right.
16:53And being honest, like the market that we're in is, and the price that you want are two
16:58different markets.
16:59It doesn't matter what you want.
17:01Like it just doesn't.
17:02Um, and then getting better photos and getting new marketing and just a whole refresh.
17:08Um, and then probate.
17:09I love probate because they have to sell the property.
17:13So, um, those are kind of the two things for me, but really like the other piece of social
17:20media.
17:20Um, I don't think agents do a good job of social media.
17:24Um, I don't think anybody wants to see your just listed.
17:27I think people want to storytell and they want to dream and they want to hear like the
17:32good, bad, and ugly.
17:33Like if somebody went and if somebody that was listening to this went and read my LinkedIn
17:40posts for the last 60 days, they would probably be kind of wow factored at the number of views
17:46and engagement that I'm getting on LinkedIn and LinkedIn's not really a social platform.
17:51I mean, it is, but it's a networking platform and it's super boring.
17:54Agents don't use it because it's super boring.
17:56You don't get the immediate dopamine hit like you do on Instagram.
17:59You just don't.
18:00Um, but I'm very transparent about like working with financial advisors and Hey, I got fired
18:05a couple of weeks ago by a client and here's what happened.
18:08And it's not a bad thing.
18:09Everybody in this industry, if you're in it long enough, you're going to get fired by a
18:12client.
18:12Yeah, absolutely.
18:14But I think the biggest opportunities for agents is let's, let's learn to storytell better.
18:20And then the other piece I would say is I know people think it's cheating to use chat
18:25GPT, but we've gone so hard on it.
18:28And I think people that aren't going to embrace it are going to get so left behind.
18:34And my, my thought on it is it allows me to be even more human and do more for my clients
18:41than if I wasn't using it.
18:43So let's talk about that.
18:44So how are you using it specifically?
18:47And do you have any proprietary or do you just use the regular open AI paid subscription?
18:53So I'm primarily using chat GPT and it's all paid.
18:57So I have one for my personal that is very much in my voice.
19:01And then I have one, we have one for the team.
19:04And so we're doing things like, you know, East Nashville versus West Nashville.
19:10You know, what are the pros and cons of blog on that?
19:13Or it might be you're moving from Napierville, Illinois, which is a suburb of Chicago.
19:19What three areas in Middle Tennessee would your family most likely fit into for that?
19:27Or it might be, you know, I had a client recently, they're coming here to visit and they sent
19:33an itinerary to me.
19:35And I was, I was like, oh my God, this itinerary that they created based on the listings that
19:41I scheduled for them.
19:43And it was breakfast, lunch, and dinner and go look at these neighborhoods also.
19:46Oh my God, it was unbelievable.
19:48And I, I brought it up at our team meeting.
19:50I said, guys, if you can't do this, you're out of business because my client just did
19:56it in 47 seconds.
19:58Like all of this, a whole weekend itinerary.
20:00I've used it for.
20:02Yeah.
20:03I mean, it's amazing, but it's, but we're using it, we're using it for, I mean, kind
20:09of everything under the sun right now.
20:11I think a lot of agents are like, oh, I'm using it for listing descriptions.
20:13I'm like, oh, that's cute.
20:15Uh, I mean, there's just so many more things that you can be using it for.
20:21Um, it's just, it doesn't matter if it's client events, if it's, you know, putting a course
20:27together, putting blogs together, putting, um, just giving me a whole breakdown of like
20:32what our content should be versus what it is and how often we should be posting them
20:37in different sites and how it should be different on each site.
20:40I mean, we're just, we're using the power of it to like, and then, you know, we're not,
20:45it's not a copy and paste though.
20:46It's like, we're really feeding it.
20:48I think the big piece is you got to understand and learn prompt engineering at a high level.
20:55Like if you're just using it like Google back, you know, six months ago or two or three years
21:01ago, then it's not really going to help you.
21:03Like how do you, I mean, I talk to mine all the time and I upload stuff.
21:08Um, it knows so much about me, my workouts, my wealth building, like all the things.
21:15So, uh, the first thing that I did was I, I, I found 25 questions that chat GPT needed to
21:24ask me.
21:24And then I went and sat down on my front porch and answered all those questions and then
21:30it was like, save all this.
21:31And now it just knows me so well.
21:33It knows, it knows my travel stuff.
21:36It knows my, it knows everything.
21:38So I'm using it for everything, I guess is what I'm saying.
21:41Yeah.
21:42Yeah.
21:42I've used it for vacation planning, um, multiple times and come up with, you know, and it is
21:48all about the prompt engineering, you know, like you have to, even if you're vacation planning,
21:53you have to say, you know, make it in a, a, you know, an, a geographic way that makes sense.
22:00Like keep me in, you know, one district for a while and, you know, stuff, there are all
22:05kinds of little things that you need to do to make it actually give you what you want.
22:10I think a lot of people just say, make me a vacation itinerary for Paris and then expect
22:16it to just come up with a perfect itinerary and you're never going to get that.
22:21It doesn't work that way.
22:22Um, yeah, it needs to learn you over time.
22:25And I think everybody should be spending 20 minutes a day on, um, Gary, Gary Vee says
22:30everybody should be spending one hour a day on it.
22:32That's probably excessive for most people.
22:35Um, but if you're 15 or 20 minutes, like learning a different little tip or trick or hacker, I
22:41mean, it's about to move so fast.
22:44It's already moved so fast.
22:46It's a little bit scary and I don't think you can learn all of them.
22:49I think you just kind of layer in things like I would just pick two, like chat GPT and
22:54maybe Gemini or Grok, um, and just play with those and see what different answers you get
22:59for the same questions on each of them.
23:02Um, I have a lot of friends that just, they're exclusive to Grok.
23:06They love it.
23:07They love X.
23:08Um, I use chat GPT because that's the one I started with and it, it's, it has learned
23:14me so well that it's, I don't know.
23:17I'm enjoying it.
23:17Do you have anybody in particular that you go to, to learn?
23:22Um, well, I know Keller Williams has, I'm going to be talking to Jason Abrams about their
23:26playbook.
23:28Um, but is there anything else, any people or podcasts or, you know, coaches that you would
23:35recommend for people to learn more about how to use it?
23:38Um, I love that question.
23:40Um, I don't have all the answers.
23:42There is a, there are a couple of, um, online free resources.
23:47I can't think of the name of it.
23:49I'm happy to text it to you if you want to like connect it to the podcast.
23:53I listened to a ton of Gary V because he's just like nerded out on it so hard.
23:57And, and so I listened to some of his stuff and then go play around with it.
24:02Um, I'll, I'll get, um, threads or posts on X and read stuff on like travel hacks.
24:09And so I think if you, you know, it's a whole nother little baby job, right?
24:17I mean, you got to go find some stuff.
24:19Um, there are some people that are really good.
24:22Jason Pantana is doing a great job.
24:24Um, I don't know if he's a Tom Ferry coach.
24:27He lives in Nashville actually.
24:29Yeah.
24:29Um, he, he's gone deep down it, but I think you, I mean, you can find a lot of information.
24:35Here's the thing that I would tell people is you got to build out a lot more content,
24:39a lot more video, a lot more YouTube.
24:41We have 1155 star reviews on Google.
24:44And guess what?
24:45None of these sites are pulling from Google reviews.
24:49We spent so much time, energy building out.
24:52Like, I mean, back in 2018, I started getting Google reviews and we are maniacal about getting
24:57our five-star reviews.
24:58Um, and they're not pulling.
25:01So we aren't showing up on chat GPT like we should, or like, I think we should.
25:06So now we have to work again.
25:07Yeah.
25:08Yeah.
25:09Oh, that's interesting.
25:10But it's part of it.
25:11You know, they're pulling from Reddit, which I've literally never logged on.
25:14They're pulling from, um, um, expertise.com, experience.com.
25:21I mean, there's like a handful of sites and they're like, uh, fast expert, um, Zillow,
25:26a little bit of home light.
25:28It depends on which one, but you have to, you can go, you can go do the prompt and say,
25:32where are you pulling to get your top three or top five realtors from?
25:36Uh, and everybody should be everybody, whatever city or town you're in, you should be chat GPT.
25:43Who are the top realtors you recommend based on whether it's top, best luxury, you know,
25:49divorce, probate, what, whatever keywords you want, like, that's what you should be prompting
25:55it.
25:55And how do you go, it'll give you a whole breakdown of like, I want a 90 day plan to know what
26:02I need to do over the next 90 days to show up in the top three.
26:06Well, I guarantee you that real trends verified, um, ranked agents are showing up.
26:11We have city rankings as well that they're launching.
26:15So, um, I know they're highly, uh, they're, they're doing a lot of work to make,
26:19make sure all of the real trends verified folks are, are showing up here at housing.
26:24I've been on that list for years, so hopefully it'll help me.
26:29Absolutely.
26:30So, um, what's one piece of advice you'd offer your younger self when you first started in
26:36real estate?
26:37Yeah.
26:37So my one piece of advice, I'm not going to give it to my younger self because I didn't
26:42know it at the time, but I actually was doing it at a really high level for, for then.
26:47Um, it's do the basics.
26:48Super boring.
26:50I know nobody wants to hear this.
26:52Gary's been saying it for every, everybody in the industry has been saying it like whatever
26:56your basics are, it's, it's wake up and it's actually have a morning routine kick ass until
27:02noon every single day.
27:04And like time block three hours of lead generation.
27:06If you make three hours of nothing but outbound phone calls every day, your business a year
27:13from now would be whatever you want it to be.
27:15If you called luxury listings for three hours every day that were expired or you door knocked
27:21or whatever it is.
27:23And it was a good use, like no incoming calls, three hours of outbound calls every single
27:28day.
27:29You can do whatever you want in the afternoons.
27:31You can play golf every afternoon.
27:32Go play tennis, pickleball, whatever you want.
27:34But you probably won't be able to actually, cause your pipeline would be so full.
27:39Yeah.
27:39Yeah, it's definitely.
27:40But I think agents all know the basics.
27:42Like you need to time block and time management super important.
27:45And I know I need to be making phone calls or shaking hands, kissing babies, whatever.
27:49But they look up an hour later and they're like, oh crap, I just scrolled Instagram for an
27:53hour and I didn't even comment on people.
27:56I just was like a voyeur.
27:58And you know, it happens, but you got to get really, you know, get really purposeful and
28:04intentional about what your lead generation game looks like that you can stick to every
28:09single day.
28:09It might be as basic as like five text messages, five DMs on some platform, and then five phone
28:17calls.
28:18Like do that for 30 days and then double it.
28:21Yeah.
28:21Doesn't have to be three hours, but it needs to be something you can stick to every single
28:26day, five days a week, 45 weeks out of the year.
28:29Yeah.
28:30And that's hard.
28:32Yeah.
28:32My final question is just looking ahead.
28:34Where do you see, you know, the challenges and opportunities in the industry in general?
28:39Yeah.
28:39You said something earlier that I wholeheartedly agree with, which is I think teams are going
28:44to be so much more of a thing for a lot of people, a lot of solo agents to stay in the
28:50business.
28:51I think ego is getting in the way of that right now.
28:56And I think that there's a false understanding of if your best year was sometime during COVID,
29:03which was, by the way, everybody's best year, you know, somewhere between the 2019 and 2021,
29:11if it was your best year.
29:12Yeah.
29:13But that you can't go off of that.
29:15It was an outlier year or a couple of outlier years.
29:18I think the biggest opportunities and I think the biggest struggles are going to be biggest
29:22opportunity, chat GPT, biggest struggle that every agent's going to continue to have is
29:27adding value.
29:28Yeah.
29:29That's, I don't think, I don't think chat GPT, I think it's going to change our entire
29:32world.
29:33I'm hammering my kids right now.
29:34Like guys, y'all need to spend 18 minutes a day on chat GPT.
29:38And they're like, why 18 minutes?
29:39Cause you'll be better than 95% of the entire world, 18 minutes a day.
29:43Um, but, and then it's the adding value.
29:46How do you add value to people?
29:48Well, you have to ask them what value means.
29:50Yeah.
29:51You can't just call them twice a year.
29:52That might not be important to them.
29:54Like it might just be a market report.
29:56It might just be a quick text message.
29:58It might be a drop by, but you got to figure it out because it's different for every single
30:02client.
30:03We have 3000 clients and we should be asking every one of them because we don't know the
30:07answer to all of it.
30:08That's great advice.
30:09And, um, you know, it's funny cause my, my daughter's a sophomore in college, but her
30:14freshman year in her English class, they actually taught them how to use chat GPT, not to write
30:19their, their papers, but for brainstorming and outlining and, and, um, taught them how
30:26to use it.
30:27So I think it's crazy that there aren't more, I mean, I know there's resources out there,
30:31but like nobody's, uh, Jason Pantana actually has a course of some sort for realtors, but just
30:37like a, I think it has to be a tactical, like hour and a half class that you can like go
30:43do work and then go work on it for like two weeks and then come back.
30:47And it needs to be like a year long program, almost like a, almost like an MBA program for
30:52chat GPT that is just so high level.
30:55The problem is it's, it's changing so rapidly.
30:57It's crazy.
30:59So I know it is.
31:00Um, well, Josh, thanks so much for joining the real trending podcast.
31:04Appreciate you coming on.
31:05I appreciate the opportunity.
31:07Have a great day.
31:08Thanks.
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