ProspectBoss & Nicky T! Real Estate Prospecting & So Much More! – Video & Transcription

Celeste McGrath

Aug 25, 2021 11:02:36 AM

all right hey nick

it’s awesome to have you on thanks so

much for taking the time to talk to us

today

oh my gosh start to be here yeah

um i’ve been watching you you know back

and forth for

probably a year now and your energy has

always just

inspired me and i always get really

pumped up whenever i see

you know something of yours pop up in my

facebook feed so it’s really

it’s really great to see you you know

take the time to talk to me

i’m excited to be here it’s going to be

fun

so um our goal here is just to give

agents real estate agents out there um

you know some value and

and kind of give them a glimpse into the

day

to a day in the life of like a former

top producing real estate agent

and some of the things that they can do

you know

easier better help them along the way

so tell us who you are the name of your

company a little bit about what you do

and why you love it

oh i appreciate that thank you for

having me stoked to be here um so used

to

be a uh real estate franchise owner i

started i got a real estate when i was

19.

uh a lot of people you know once you

once you get the the the itch of real

estate i think people go all in on it

right so did your traditional route you

get your real estate license

get your 90 hours of schooling your

little you know your little license and

stickers on my car and my business cards

and

i joined my first broker like we were

told to right

and they were literally next door to the

real estate company and so i went over

there

and i had dropped out of college for

this dream of

really entrepreneurship and and i kind

of want to change the word of like

realtor realtor to i really believe

we’re entrepreneurs we’re solopreneurs

and so i got in this business with

dreams right left a football scholarship

on the table to do this and i joined my

broker who promises you training and

promises you leads and whatever

it was floor time at that time because

we were in a shopping center and

of course they want to split for that so

they took you know i was on a 60 40

split and i give them my 500

startup fee and i remember showing up to

the office the very first day

you know coffee i’m all suited and

booted ready to go 19 year old kid knows

nothing about nothing

i’m from a small town i grew up in a

single wide trailer down a dirt road on

the prairie

and i’m in the big city of phoenix

arizona getting ready to sell the homes

you know and i’m gonna set the world on

fire

and i remember asking like the office

secretary like hey where’s the broker

like i really need some help she’s like

oh well she’s come in much and

huh like she just took my money like to

train me and coach me

and i remember walking up to her i

finally like got got to talk to her and

she handed me just a stack

like it might as well been a phone book

but it was just a stack of old leads

she’s like go ahead call him

and i’m like what do i say she’s like i

don’t know say just ask what they want

to sell i’m like

didn’t you just tell me you were going

to train me so then they sent me to the

office top producer and i’m like oh my

gosh i finally met the gal and i’m like

super nervous to meet with her you know

and i’m like hey

i’ll try to be fast and she’s like well

you better because i gotta get to work

and i go what do you mean work like like

a home and she goes

no i have a full-time job and i was like

i was really confused and i guess

disillusioned because

i saw real estate differently and come

to find out the office top producer

had sold seven homes the year prior and

that was the best well if you look at

the averages in real estate nar reports

the average realtor barely sells three

homes per year well i wanted to make a

full-time career out of this and so

it took me eight months to sell my first

house and a lot of agents out there can

really relate to the story is

you’re a good hard-working person and

you’re really dedicated to this and

you have bills but you also have dreams

of this real estate career you just

don’t

know and i felt that like i was

genuinely like i cared and i would work

but i just

i was almost running east looking for a

sunset right and no matter how

passionate you are or what you’re

listening to inspirational-wise or how

cool your nikes are you’re not gonna get

it

and so i actually quit real estate eight

months later and got a part-time job

leasing apartments as a leasing temp

agent because i thought like

okay they’ll pay my bills but i can

still stay around real estate and then

one day i saw an ad to join a real

estate team

and i met my mentor and i joined him and

i was alone for eight months and he

showed me six days worth of training i

mean you’re talking six days worth of

like just teaching me what to say

i sold a home on my sixth day with him

wow i was alone for eight months

on my sixth day i sold the 350 000 house

and then on my 12th day i sold another

home and

what that really taught me because the

story isn’t about me this is about the

agents listening

first of all no you’re not alone if

you’re running that real estate roller

coaster and you’re really trying to get

deals but two

i really believe in proven frameworks

and and road maps and i joined him

he was selling 300 homes per year well

now i can learn from and model

the best anthony robbins said it best

find somebody who’s already achieved the

level of success that you’re really

seeking

and just start modeling what they did to

get there and i started modeling him and

i spent

a few years with him and then when i was

23 years old i went out on my own and i

started my own real estate brokerage

called ghost sold realty at the time

um and we created it from the ground up

and i was really proud i was 23 years

old

you know full of a ton of energy and

something to prove and within 12 months

by my 24th birthday i sold 195 homes and

did 1.5 million dollars of commissions

and i was really

really proud of that we did a lot of

that through just prospecting and open

houses and that’s why i love what

you guys are doing with the tools that

you arm agents with and that went on to

you know become an eight-figure business

we sold 2500 homes i wrote a book

uh we cast 25 million of commissions and

it was really fun had an investment

division and you know i spent 14 years

in the real estate industry

and it was an amazing amazing amazing

business but what i really found was

in that process how freaking amazing

real estate agents are but oftentimes

how garbage the advice that they get is

and and so that’s why when you reached

out i haven’t spoken

about real estate in over a year now

because what i do now is

i actually still coach realtors but i

also coach entrepreneurs because

i feel our model is broken whereas you

have these facebook

ad kids that sell realtors two dollar or

three dollar leads

i i know these kids like i’ve tested

their strategies

and their goal is just to get you the

cheapest dumbest leads possible and not

really care to put you on a monthly

retainer

and i really believe agents don’t want

leads they want clients

that’s just my personal opinion but we

spin it that way and then zillow will

spin it this way and then

the broker or the team leader will throw

you this little like glitzy shiny over

here to get you in

i was just telling you a story before we

came on you know i was talking to an

agent that i’m coaching personally

and he had given his team leader twenty

thousand dollars in his 70 30 split

20 grand he paid to this team leader

last year not one of the deals came from

the team leader they came from what him

and i are doing

so i have this passion if you see my get

a little excited

because i really believe realtors need

to step in to a

marketing mindset and become actually

true blue business owners

you know i have so much respect for a

real estate agent when you’ve been out

there

you know showing a family i mean i

showed up one family 150 homes

you know like the life of a real estate

agent like for months

chasing a deal or negotiating with the

seller where they

no i’m not going to pay you three

percent you know how hard that feel like

how how how bad that feels or like

sitting in an open i used to sit at open

houses for 10 12 hours a day on a

saturday to like

you just fall asleep on the couch just

you’re trying

so hard and i almost feel like sometimes

realtors and i did too

we live it’s almost like we’re in

quicksand and the faster we run

it’s like you just can’t make progress i

call this now the entrepreneur black

hole and

i mean tell me if this sounds familiar

is well there’s so much advice

you have to be buying ads and then you

got to be on facebook now you got to be

going live on facebook now you got to be

on youtube now you’re going to be on

instagram now you’re going to be in

clubhouse

no you got to be doing just souls open

houses expires and it almost feels like

this

like chaotic black hole what i found is

because i’ve i

lived in it and living at certain times

is the farther

the more motivated you are to succeed

the farther you get down that hole

because you’ll give up the kids soccer

games dance recitals you’ll study you’ll

work you’ll go grind it out

whereas like they’re just so driven to

succeed so that’s truly like my life’s

passion and mission right now

is is coaching impact-driven

entrepreneurs is what i call them so

entrepreneurs or realtors is really who

we’re speaking to is

somebody with a huge heart that it

genuinely wants to help that buyer or

that seller

but just needs some leads and like the

thing that i love about the real estate

industry is

our average commission when we sold was

7 800

now you have agents all throughout the

nation possibly even the world but

it’s probably not much different you

know that much commission for a lot of

realtors could be four or five thousand

bucks ten thousand bucks

well how many of those do you need

before stuff starts making a lot of

sense

one or two more and you’re like wow like

i could really make some

impact i could pay off my debt i could

buy an investment property i could put

my kids through college

and so that’s been my life’s passion for

truly 15 years

is helping real estate agents you know i

took a a papa john’s pizza delivery guy

but he was just motivated got into real

estate and he was making a hundred

hundred and fifty grand a year

in in my system and every time he’d get

like an award i would cry

like just knowing how hard he worked and

knowing how hard realtors work and so

when you reached out for me to hop on

i’m like you have tools that genuinely

help realtors

i don’t talk about real estate but i’m

coming on just because

you know celeste you can’t give away

good because when you do it always comes

back to you and i just truly hope that

there’s some realtor out there that

kind of what we talk about in this

discussion this crazy bearded dude that

talks with his hands a lot

um maybe sparks a thought and maybe it

leads somebody to a deal

excellent i mean that was a mouthful

dick

oh we’re just getting warmed up celeste

trust me trust me

okay so you’ve spoken

a bit about um

you know making it

turning agents into business owners

doing your own marketing

and along with that comes doing your own

prospecting

so out of

you know there’s lots of things that

prospect boss does as far as you know as

a system

and it’s all geared towards helping

agents prospect

easier better more efficiently

so out of calling

emailing texting video messaging

ringless messaging agent circle

prospecting

what is what would you say is the

best combination of prospecting

so i get asked this question a lot right

what’s the best funnel what’s the best

marketing route what’s the best

you know prospecting tool video

marketing what’s the best social media

platform all the above

you ready for like the after 15 years

i mean eight figures of commissions over

a billion dollars of real estate do you

know what the number one out of

all of them is cold calling the one that

you’re actually using

oh there you go let me explain what i

mean

i teach a concept called your super

power or your

dante bruce lee said this i don’t fear

the man

that knows 10 000 kicks if you’re the

man that’s done

one kick ten thousand times and so

whenever an agent approaches me or a

business owner for that matter

what what i truly believe in is finding

one thing

and mastering it and investing the time

the energy and the resources

and so if you look at it this way do you

have an agent right now that sold 100

homes made a million dollars on circle

prospecting

yes there’s probably hundreds throughout

the nation do you have an agent that’s

done that on video marketing

yes there’s probably hundreds throughout

the nation have they done that on email

drips yes have they done that on open

houses yes facebook ads zillow ads truly

ads all the above

and so what the reason i love your

guys’s tool is it’s a

it’s a lower cost tool and you have to

get in and trade

your time and you really have to focus

but i really believe in that

it’s like if you look at it this way

what’s the best workout program on

weight loss program

well it’s the one you’re doing and it’s

the meal you’re having right and so

if you just focus on it people get fit

with keto they get fit with atkins they

get filled with paleo they fit with

juicing

these are just different modalities and

i think the world that we live in is

we’re marketed to so much to tell us

that we’re not enough and we should be

buying this and then you buy this guy’s

course and oh

that’s just the entry course and cool

now you need to have this course in this

course

and it really kind of bothers me is

truly like my life’s passion is trying

to like just cut the clutter so

what i would say is out of all of them

find the one that you feel meets your

personality and your modality best your

superpower

and the reason i say it that way is you

have to create a life in a business by

design

i truly believe that we are the

architects of our business

so before i i put the bow on that

conversation i want to lead there

because i think that’s a little bit

farther down the stage

i would tell any realtor before that

happens what does your business by

design

look like i i actually believe that we

as realtors entrepreneurs i think we

build our own jail cells

from the inside out and we don’t even

know it let me give you a story when i

was

23 24 kind of ego started taking over

just sold 200 homes well i’m going to

open up a location

across town okay and so i opened up a

location and started going after a

target market that was 50 miles away

from where i lived

well i’m in this market live in this

market know this market spend my time in

this market but because

i’m chasing you know something bigger i

wanted to tell people we were split you

know across the town or whatever

i started driving an hour across town on

a daily basis in the morning

so instead of getting up and having a

cup of coffee walking my puppy dog

working out you know

enjoying my life i would get up and be

on the road at 6 30 a.m

pounding the wheel stuck in rush hour

right and i would commute across town

then when i rushed you know and cranked

all day long i had to come home you know

an hour

and and the reason i share that with you

is this are there agents you know

is there a market where an agent could

take it and go deep and dominate

yes so instead of trying to run across

town go deep and go

all in but it has to meet their ultimate

business and life by design

so i would ask this question for those

listening why did you honestly start

your business

what does your if you could pre like

literally map out the most beautiful day

for yourself why did you start

that business i was just talking to an

entrepreneur he flips

a few hundred homes per year he makes a

couple hundred grand per month and i’m

coaching him and

we had this conversation last uh last

week i said brother

you know so often entrepreneurs will

trade our daughter’s dance recital or

soccer game or whatever or church

services

for five years now you can be be at them

right and i get that right

i’m not trying to hear the lesson here

don’t i’m not trying to say don’t spend

the time

what i’m saying is this in five years

like there’s not this

this light at the end of the tunnel that

like you finally hit x amount of money

or x amount of listings or x amount of

buyers

and then you’re just set right right and

i said

she might not even be in dance in five

years so could we

hypothetically design your business

where that all fit inside of it and

sellers had to work around you

and buyers had to work around you and if

you truly knew

why you started this business for the

time freedom the money freedom that

whatever that is

just map that out i call it a life by

design you truly get a journal and map

out what does my perfect day look like

what like how do clients treat me

what does my time look like when am i

going on showings where am i going on

listings

you identify a target market around that

that’ll accomplish that and then that

leads me to your question of

finding a tool that fits into that that

will meet your

modality some people are really really

good on the phone others are good on

video

others are good with the written form

well don’t do something because so

so said you should do something because

that’s a good idea but hey this actually

meets who i am as a person

i love this this will help me reach my

target market let me give you a perfect

example

i ran over to clubhouse everybody goes

for this new clubhouse thing and it’s

like

who’s got the invite i’m watching people

sit on clubhouse for three to four hours

a day just talking

and listening and don’t get me wrong

ideas are good sharing your voice is

good

but if you’re better on video why would

you jump to an audio platform doesn’t

make sense

yeah if you’re if you’re better in the

live form why would you try to

like and so i’m really big on this if

you’re great at written word

we’ll write some really cool articles or

blog posts and try to get published in

your local newspaper community

find one that fits your modality of who

you are so you can become that

superpower or superhero

then it makes sure it fits into your

true business by design

so i’m going back to the jail spell that

i had created looking back

in my market where i lived we were

selling 200 homes per year

but there was also 15 000 other homes

around me that i wasn’t going after

so instead of actually making my own

life by design

i get up i work out i don’t commute you

know we have time for this this this and

this

and going deep deep deep into this

communities getting a really good

foothold

instead i’ll pull the plug and go run

facebook ads an hour across town we were

running radio ads valley-wide

and i’m just so big on just designing

this ultimate business model that

serves you so back to your question is

find the one that you actually aren’t

going to hate doing i know

prospecting isn’t it’s not having an ice

cream sundae here we’re not laying on a

beach tip of margaritas which i truly

wish you were

however you have to find one that’s

going to serve you long term

let me share with you a personal story

can you make money with expireds

yeah you probably have a lot of people

doing it i would come in every morning

i would get my big giant the big red

bull from the gas station and i would

call in at 7 30 in the morning getting

hung up on a hundred times by nine am

was not my cup of tea

however i have some friends that

absolutely kill it with it who’s

right and who’s wrong we’re both right

if it fits your modality and you’re good

at it and you get business from it

you can get more confidence with it and

what happens is when you find something

and

master it you get better at it you get

results with it

hypothetically let’s say they take

circle prospecting for example and

they’re good on the voice and they get a

good script and they got some good tools

which i have something really cool to

share with you in a second

is once you get that first sale out of

it let’s say you go get a ten thousand

dollar sale

couldn’t you take 10 off the top

reinvest

back into circle prospecting get cool

buyers guide seller guys tools to make

your life

easier get a better you know get a

better headset then you get better at it

then you get another

listing then that listing leads you to a

buyer and like i think if you go back to

this concept of doubling down

on something it’ll crush but too many

agents want to do this

no offense to you guys out there i love

you just don’t punch me when i say this

we want to go do the free free free free

free which i’m for that’s fine

we want to go to free facebook we want

to get the one the one cute little

photo that that’s so like it’s funny

because like i have like 3 000 friends

that are realtors

when one meme comes out i see it 10 000

times

because we steal it from somebody else

and like my favorite one

what year were you when you bought your

first home i’m like homie dude i’ve seen

a thousand of you share this in hopes of

getting somebody to engage

do you know how how hard like you know

crappy it is to go work your butt off

to create a post or an article or a

video and go

share it and have three people like it

and get crickets

my mom the local recruiter who’s trying

to recruit you to exp realty

that you’re tied to wrap up your

mortgage company that’s that like and

i’ve walked i started studying the

celeste like it was a science

i would go through a hundred real estate

agents post a day four likes five likes

six likes seven likes who’s commenting

the lender that wants your business the

title rep that gave you that article

your team leader who recruited you over

but you know who’s not commenting or

posting

prospects prospects

and and the minute i started sharing

this it opens up like this huge world of

well that’s a really good point the post

is the right thing

but the right the right bait in the

wrong pond can’t do it

the thing that you guys are talking

about is you’re literally calling

the like the target like the actual

people like you’re fishing in a stocked

pond

you know but we wanna we wanna throw it

out there and hope i really just share

with agents and entrepreneurs hey man

like

that’s uncontrollable it’s not

predictable can i share with you like a

really next level lesson that i learned

from my mentor

so we were in dallas texas i was part of

like this little local marketing group

and we went to this seminar in dallas

and so we get to dallas and i’m 24 i’m

the young little you know real estate

guy and our

our group was like hey nick you know

there’s that big guru here

uh we know him do you want to meet him

he’s from phoenix too

and he had closed 8 000 transactions in

the real estate and mortgage business

8 000 so i ended up meeting him

terrified right you know i’m looking at

this man and so we started

chatting well anyway we got home to

phoenix and i started

you know building a relationship with

him and he’s become my mentor and one of

my closest friends we chat you know

five times a day we’re launching a new

business together and he shared me with

this lesson i think this has changed the

way i saw the real estate

industry forever he said nick what’s

your average commission i said 8 000

bucks he goes great

if if if i gave you right now

like if you like if i had eight grand

right now how much would you pay me for

that

and i said what do you mean he goes

would you give me 100

cash right now if i handed you eight

grand back like literally traded it off

and i said well dude yeah i mean that

700.

he goes all right son would you trade me

500

today like literally go in your bank

account you hand me 500 bucks back

i hand you 8 000 in return i said well

yeah dude like i’d be net 7 500 he goes

okay now here’s the lesson

would you go hand me one thousand

dollars crazy right would you

gamble one thousand dollars if i handed

you eight grand back

and i stopped and thought about it for a

second i said

well yeah you know if i knew that i was

going to get it back of course i would

be net

seven grand and he said and here’s the

lesson

what do you want to trade for a ten

thousand dollar listing

and i went oh my word and he said nick

you’re gonna trade time or money

and what i have found is agents want a

high-end video

but won’t spend 100 bucks to have

somebody edit it that’s a professional

editor

we’re going to edit it on our iphone we

won’t invest in a selfie light or a

better camera or a professional video

shoot

with what you’re talking about a camera

to do video emails

maybe even your service in itself right

like i just feel that so often we’re

stepping over tens of thousands of

dollars

to save pennies whereas a few hundred

dollar investment on fiverr.com

you can have a video edited sick for 50

bucks a podcast edited for 25

i just had a video shoot done here at

the harbor cost me 150 bucks to have

this kid with like the dope 4k big

camera lens mic me up and shoot 4 videos

i share with you that story because i

think the lesson hits home i’m not

saying give a grand grand grand

what i’m saying is we expect to get

three four five listings per month or

buyers per month

there you have to be willing to trade it

i did an agent call me up last month he

goes brother i want to run facebook ads

i’m like awesome dude let’s do this

and i was like cool like do you have a

funnel or like an ebook or a guide to

give them

well no i was like okay well what are

you thinking on a budget

he goes five dollars a day i said

brother you want to trade five dollars a

day and i’m gonna turn what do you want

he goes i want three listings per month

i said you don’t think some other

realtor

sitting next to you is like oh if i if i

could give you

five dollars and you hand me a 10 grand

listing back i take that get all day

long

but it doesn’t work that way and so what

i just want agents to think about is

like from a business owner’s standpoint

what would i be willing to trade my time

yes two hours of my time

heck yes to get that in return and

that’s why i just love what you’re doing

with the tools that you guys

provide agents because it allows them to

invest a few hundred dollars into some

tools into themselves

and then really just go all in on their

business and double down celeste

yeah it’s so i saw this

you know this quote and i honestly don’t

know who

said it originally um but

it was something along the lines of

there is no

elevator to success you have to take the

stairs

and to me that means

putting in the work you know there’s no

magic pill that you can take

that’s gonna you know send you straight

to the top to be a top producer you know

day one there’s it just

isn’t going to happen you have to put in

the work you have to take the time

and the effort to actually build it

and i like to think of you know our tool

our platform as you know kind of an

escalator

you know no you there’s not going to be

an elevator that’s going to take you

straight to the top but using our tool

and putting in the work you might get

there a little bit faster

absolutely i love that that’s super rad

so you say that there was something um

that you had that you were gonna show us

yeah so so i’ve been prospecting for 15

years right

and uh let me just let me just set the

stage with this little story

so uh the story really kind of changed

the way i saw my real estate business so

i must have been 21 22 years at the time

i was a kid right so i walk into this

gentleman and all our realtors you’re

gonna laugh right now

i walk in you know i got my my briefcase

my presentation ready to go and i sit at

a kitchen table

he literally looks at me he goes okay

dude you got 10 minutes because there’s

two more lined up behind you

i said excuse me and he goes well yeah

you realtors are a dime a dozen i got

like

i’m going to interview five of you and i

was like interesting

wow okay so as i’m pulling out my

presentation a little nervous a little

shook at this point

right the phone rings and he goes yeah

when you come here he goes

yeah i got i got the one here you’re

about done right i haven’t even started

and he’s like yeah i’ll be here in 15

minutes okay bye

i literally hadn’t even opened up my

presentation and i was a good realtor at

the time it

was selling like 30 40 homes per year

and he goes okay dude what’s the

cheapest you’re gonna

do this for he’s gonna do it for one

percent will you beat that

and i remember looking at him i’m like

why don’t you respect me

why are you being a jerk how am i gonna

grow my business this way and i was like

dude like i spend more than again to

market your home we do the high-end

photos and the high-end videos and like

you’re not even respecting me at all and

i didn’t like that feeling

and i think a lot of realtors can relate

to that where a buyer asks you for your

commission or a seller

to beat you up on your commission and i

remember grabbing my briefcase and i’m

like well this is the lost cause

i’m walking out of his driveway and

there truly was two cars lined up behind

me

and i saw the realtors on their

bluetooth you know trying to trying to

get in the mode or whatever

and i remember driving home that night

and i wasn’t mad at him

do you know who i was mad at

myself because i put myself in that

situation let me see if i can find

really quickly for you

um what what that started for me celeste

was a journey of

how does a realtor and this is this is

probably the biggest lesson i could give

anybody listening which ties into your

tool how can a realtor position

themselves

as the pro where somebody will never ask

them about their commission ever again

how can you position yourself as the

go-to authority

and expert in that in that market and so

it sent me on this crazy journey

of learning authority branding and

attraction marketing

let me explain i as a real estate agent

like in my market of phoenix arizona

there was 75 000 realtors there and i

think there there’s more there

right and we call that in the marketing

world a red ocean where it’s just all

chummed up and just completely

competitive right

right the idea in marketing is to create

your own niche in your own blue ocean so

how do you do that as a real estate

agent

you have to share truly expert advice

understanding the world of real estate

is actually somewhat easy

i call them aas average agents if you

are one and want to change that

hear me out in this the average agent

will not take the time to

actually study demographics in the

neighborhood to actually go through

every sale every pending listing every

active listings and become

the authority in we just want things to

be quick and easy

so many agents want to do like a quick

zoom cma and rush out

i used to spend literally like five to

six hours on a cma i would preview the

prior

i’ll explain why that matters the more

you know about the community your market

all the above it allows you to share

that

through expert advice i truly believe

in attraction marketing meaning you have

one realtor that comes out

find out what your home is worth guys

it’s 20 21

they know what their home is worth give

or take ten percent it’s called

zillow they know how to search for homes

it’s funny i still see people get a free

list of homes

did anybody charge for a list of homes

30 years ago

no but we take this marketing that we

saw

or no offense title companies i love

title companies they’re not

marketing teams they’re trying to get

your real estate business

so they’re going to give you a cute

postcard or whatever and i’m not

knocking it but what i’m saying is

we’re taking information from people

that are actually not marketers

themselves

and so i started seeking other

information outside of the industry and

so

we started and all the realtors

listening to me right now

create a piece of marketing that

somebody will ask you for

for example one of the current things

that i’m running the ultimate playbook

for impact-driven

entrepreneurs the seven frameworks to

attract in more leads build more

authority and grow your business we’re

offering this online

i’m not calling people begging them to

take this you are now

asking me for this now hear me out on

this and watch

watch how this connects to real estate

if i wrote the playbook for impact

driven entrepreneurs and know the seven

frameworks and you’re somebody that

wants to grow your business odds are i

probably know what i’m talking about if

i took the time to write this

if a real estate agent took the time to

write the kovid’s guides to

post election you know sprucing up your

home

in x amount of a community and wrote

this guy

you can do this for free right now on

canva.com for

free and have it done in an hour then

lead with that so back to the point of

circle prospecting

arm yourself with the raddest tools

possible if i called you and said hey i

have really really cool stuff

that’s going to put a ton of money in

your pocket help you spruce up your home

would you want it

if you say you’re a jerk of course

you’re going to say yes right

what i teach is agents creating really

cool pieces of content

how how you can buy a home zero down and

get up to thirteen thousand or like

ask me how and you write that as a guide

how would a buyer treat you

if you had that guide in your hand or

you were on a zoom call with them or

doing a face to face

they would love you they would see you

as an expert they would make your advice

because i know how hard it is to attract

these people in and be like well you do

it for one percent so let me let me put

a bow on this story

so i go on this journey of how to build

the ultimate attraction tools this is

what i do now you can tell why i kind of

left real estate i really believe

this makes i still coach 50 of my

students are realtors but i believe that

this is the game changer so think about

circle prospecting with a tool like this

i smile with a like a click funnel or

sales funnel

if if a realtor had that ready to go in

ebook or a guide

or printed these up game changers so

what i did was i started seeking

how can i come up with the ultimate

branding tool for myself because i’m

done having guys tell me one percent

my signing ratio was 40 here’s what i

did

i got to know my craft really well and i

wrote a book about my home selling

system

i teach realtors and business owners to

become self-published authors i have a

self-publishing company now

and a print shop this cost me six grand

to publish

we have realtors published books for

less than 250 dollars let me explain why

i will conference one night and this

guy’s talking about books and i’m like

well that

like i don’t want to sell them on amazon

i just want freaking homeowners to love

me right

and so all i did was i took my 10-step

home selling

system my presentation that i knew

inside and out and i wrote it as a book

it took me two weeks i wrote for 30

minutes a day

for two weeks special i literally do

this the reason i’m sharing

with you is this story so we put this

together i got these printed up

and so i was like oh crap well if

somebody wants to to apply to work with

me now as a homeowner

i have to do everything on my power

before i get to their house

to build authority so watch this

homeowner calls me up on a monday

and he said and this is true like agents

are gonna laugh hey nick uh my home’s

been on the market five announced my

co-worker next to me you know says

you’re awesome

hey just a heads up dude i hate realtors

i think you guys suck

like i’m pretty pissed off i’ve had my

home on the market for five and a half

months

that’s so typical right we’ve all been

by some realtor that just

doesn’t care like just throws the

listing up

takes photos off of their iphone i hate

like

but you want 10 grand back in return so

i get that if you know the game you’re

playing

you can completely see it differently

like i hope agents are going to be like

dude this guy’s pulling back us thank

you

so he calls me on my mind i said pro

i’ll be there on thursday he says just a

heads up i’m interviewing four other

realtors

very typical of my market most markets

are the same i’m up against

cousin erie who’s going to do it for a

nickel you know the home vesters or the

cash offer guys

just know the geek and differentiate

yourself

more time differentiating so i said

great no problem so i’m going to see you

on thursday well monday

the phone hangs up i know this is going

to be the same every time like the sun

goes up sun

goes down sellers have the same emotions

so what we did was

we took this book we got a little box

cost me three bucks

we put that in a box put in a

homeowner’s guide a personal note

and i shipped it to his home within two

hours of the phone call

cost me twenty dollars to have the

courier drop it off or my assistant

would

now watch this he gets home from work

that day and he’s got a box from nick

with my book in it

i invested 25 bucks 30 bucks in it right

but we also knew that he was gonna have

questions about who am i who is this guy

why should i hire him what’s the home

slam process look like so we recorded

three videos

off of my iphone that said you know hey

here’s nick’s story here’s nick’s

journey here’s why nick is

on fire for homeowners here’s what makes

nick different

here’s a few of nick’s testimonials

here’s what to expect and we created

these videos as the three-step drip

which your system can email out so

knowing that i’m coming on thursday

he gets the book he gets an email

tuesday he gets a video

wednesday he gets a video simple took me

you know

easy wednesday at 10 30 a.m my phone is

true story no

fabrication 10 30 a.m my phone rings and

i had his number safe

and i said you know hey this is nick he

goes dude you’re the real freaking deal

aren’t you

and i was like well hi good morning how

are you and he goes bro

i got a book with your name on it i’ve

gotten these videos and he goes hey man

i apologize for what i said on monday he

goes you’re my guy

and i said i appreciate that and he goes

hey i cancelled those other appointments

can you come over on uh tonight and sign

my listing up well this was a half a

million dollar home that i was gonna

make 15 grand on

yeah i’ll be on my way so this is so

funny i pull up to the house

i park you know as we all do outside of

the home and i’m trying to get in this

zone

and the the big like beautiful like

custom doors were wide open

and so i’m walking up and i’m six one

and wear a suit when i go to listings

his wife must have been five foot one

she literally goes nick

and gives me a big hug i have never

never met them

she gives me a hug as i’m hugging her

they have like this spiral staircase and

he’s walking down and he goes

there my guide i can finally move to

chicago where do i sign

45 seconds and i laughed and i said well

can i see you around the home first

anyway

what what was that process it was me

actually looking at this from a business

owner stand from a marketer standpoint

going

how do i tell him what makes me

different because if you look at the

don’t budge like dude like no this is

what you’re going to get this is why

right homeowners want the most amount of

money they want the baddest freaking

realtor on the planet they don’t want

walmart right

and so how do you differentiate yourself

guys it takes 12 hours to build a toyota

and six months to build a rolls-royce

good things take time and you have to

show what makes you different you have

to show your quality so back to using

prospecting tools

i think an agent with outgoing

prospecting to drive in leads

and authority marketing and branding

game changer

so we teach agents to build a three-step

funnel that builds authority so

the question i would have for every

realtor listing is this

what are those homeowners emotions or

that home buyer depending on who you’re

prospecting

what are their fears what makes you

different what is your mission and why

are you on fire for them

i think people should share their

mission more in their story

you know so let me just share with you a

quick story uh my little brother sorry

just full of them because i love this

stuff

i love it little brother called me up a

few months ago and he’s like he had his

license like six months ago he said bro

i want to get back into real estate i

was like all right man you know so i

started coaching my little brother for

free i let her into my coaching program

and so three days worth i walk them

through some of the everything we’re

talking about and

the goal is you have to stand for

something or you will stand for nothing

you have to differentiate yourself

that’s it you have to stand out from the

marketplace

and i said well josh what makes you

different he goes well dude i’m just a

pretty rad dude i’d kind of get a beer

with you and just shoot you straight

i said great there’s your brand he goes

really yeah i said yeah why

he goes well dude like this guy like i

saw this facebook ad

he goes dude he looks so cheesy and

gimmicky and he said if i don’t sell

your home in 90 days

i’ll work for free and my little brother

goes dude if you haven’t sold the home

in 90 days

you should have been fired freaking 60

days ago so anyway

i teach my little brother some branding

we gave him some some

you know pieces he built his own guide

on canva he goes

uh live so i teach this whole five step

live strategy

my brother hasn’t sold home in six years

he goes live

i didn’t real estate in six years i

teach him what to say he hops on live

and says

hey guys are you sick of cheesy gimmicky

realtors

and he’s like this freaking he goes

listen do you want sunday to shoot you

straight

just tell you what’s going on get a beer

get an iced tea with you and just level

with you

and he goes that’s just kind of what i

want to do and like i don’t know if you

know this but i you know i just got back

into real estate

and i got this really cool guide and and

i’m just going to kind of talk to you

about like

what’s going on in the market and if you

want one let me know

lady literally says josh send that to me

within 24 hours he was at her home

listed her property seven days later

hasn’t sold the home in six years

had no marketing no idea three days with

this type of a strategy three days

he sold at home and made 12 grand it was

so funny because then fast forward i’m

sitting at the thanksgiving table with

my family my dad looks at me and he goes

you can kind of know this stuff and i

was like well almost like i wrote a book

out about it

[Laughter]

and he was like this is what you’ve been

doing the whole time i was like yeah i’m

just not going to tell you like this is

what i do

the reason i share that story is you

have to really stand for something and

share your mission

why did you get into real estate was it

that you

always wanted to buy a home and had no

clue that zero down loans exist

and or or and then you did it now you

know you raise your

your family or do you believe in real

estate investments so much because that

passive income or that cash flow funnels

you know or like are you so mad that the

average realtor

literally lists their home for less than

they should and you can get them above

asking price

share that share your heart i truly

believe that if you have a giant

heart to serve an impact-driven

entrepreneur and you have really

cool information to share share it and

get it out there in the marketplace i

say that that ebooks

and things like this they have legs

because they get up and they run away

so if you wrote a kick app go to canva

click on up at the top right click on

build magazine there’s a whole template

there

you get you get a hundred of these

printed up have your title company chip

in

hand those out like candy when we were

when we were selling

i wouldn’t give you a business card i

would give you one of these or my

monthly newsletter or a guide because my

information’s on the back

and we we have a couple e-guides or or

home selling guys

that we’ve made a million dollars or

more on this book right here is worth

over six million dollars to us because

i was signing 40 of my appointments i

went to a 90

signing ratio after authority branding

so back to prospect marketing

what kick-ass tool could you lead with

you have to come with that advice it’s

like

honey this this gal just called me up

and she’s got the homeowner’s guide to x

yeah and then drop it in the mail spend

a dollar on this spend two dollars on

this

then follow so like the way i always saw

it was if you were to get them as a

circle prospecting lead

go earn it and show them who you are the

minute you hang that up

wow like have a stack of these ready to

go drop a personal note in

then follow up in three days do you

think they’re going to want your phone

call

oh my god that’s hey how are you like

one little tweak like that

they’ll answer your phone call they’ll

respond to your emails and i just i

didn’t like chasing leads that didn’t

want to work with me like i like you

gave me a fake email address like i have

really cool stuff this year

well if you want the real one you got to

give me a real email you know

or like for us what we would do is we

would get the homeowner’s address

and then mail one of these monthly so we

had a monthly newsletter that had

all of our homes sold on the back a

homeowner’s tip

and we’ve made a few million dollars on

our newsletter strategy and people

like it’s so funny because agents are

like oh no like i could email it out i’d

save some money i’m like

dude that’s why i want to mail it

because you get this in the mailbox and

it’s this eight and a half by eleven

beautiful newsletter

somebody’s gonna pay attention to that

but aren’t you setting the standard for

what your marketing is like if i’m

willing to do this to just meet you

what do you think i’m going to do once i

get your home sold don’t you want the

most amount of money for your home

and here’s why my my you know my

nine-step marketing plan does x x and x

i think

authority branding and really cool tools

link hand in hand

with prospecting and honestly i feel

it’s like if you

like an arsenal of the coolest tools and

guides boom boom boom boom boom

or what if you went and recorded like

the coolest freaking video

of you standing outside of this

community like entrance and you’re like

hey guys

three tips boom boom boom boom boom

here’s what’s going on in the

marketplace and invest

200 250 in like a high-end video with

drones and stuff

then you sent that out hey mr homeowner

nice to meet you hey i just recorded the

three things you have to do to spruce up

your home in 2021

in you know x amount community can i

send that to you

you’re more now leading with value value

value love

really cool ideas i call results in

advance celeste is

if you’re walking around costco or a

grocery store and they have like the

little samples that you take one and

then send your kids back through so you

can have another one if you like them

trust me on other tricks

you’re gonna see you’re going to see a

product that you’ve never heard of

before or maybe you wanted to try

you’re going to try it and you’re either

going to love it and buy it or hate it

that’s exactly it

so i teach something called results in

advance give away

some value up front let them test drive

who you are

if they like it they’ll want more if

they don’t they’re not the right client

for you anyway so you’re trying to

almost attract in and polarize out

everybody else that doesn’t want to be

there sorry that was a long little

lesson but i think it was well worth it

yeah that was i love your little stories

they are fantastic

cool what else you got less what else

you want

okay so tell me

if you were to be

back at your 19 year old self just

starting out in real estate

and you had the tools at your disposal

that you have now if you had the

knowledge now

back then what would you have done

differently it’s a great question

um and it’s really interesting because

i’ve got to live that through my younger

brother reactivating his real estate

career

and um you know knowing what his

business means to him so the very first

thing i start with everybody is young

19 year old nick or my younger brother

is what does this business really mean

to you and why are you doing it

well for him we started chatting and

these are very emotional goal setting

exercises that i really believe

are are are it i think tactics and

strategies are 10

15 i think 80 85 90

of you is you and we call it the

foundation of you so in

in um the triumph of life my company i

call it the four foundations your body

is number one

getting your body moving your mind the

things you felt with your heart your

spirit and your fire goals

and then your business is number four

but if you get the first three right the

fourth is the easiest so i said joshi

his name’s joshua i said what would your

real estate business mean to you

and he wanted to make 200 grand per year

i said that’s fantastic what would that

mean to you

well they had a goal and a dream to

start building a custom home on land

and he wanted kids quads and wanted to

have you know the pop-up

projector screens at the pool and he

said nick that’s what that would mean to

me we could afford to upgrade the home

and we could get

it there for mom and she could in-laws

quarter you know we could have

their kids could have horse and and he

lit on fire about it i said that’s

beautiful man

okay now how many deals would we need to

do that and he said i would need 20.

i said okay cool so let’s now i

understand why we’re doing this we’re

trying to get 20. okay cool

and then we started just working him

backwards and i said

okay cool now how are we going to stand

out in the marketplace

and we started coming up with things

that made him different and ways for him

to attract people into him and

really feel that that came through a

guide and came through some tools like

that

and i think when you kind of take a step

back and look at it from that standpoint

i think everything else changes for your

business and

that’s what drives him that’s what gets

him out of bed in the morning so in

essence we have to be on fire for our

goals but then we have to have really

cool marketing tools

because often times i call it the gap

and anybody in

right now i i have a free video on this

if you want it pm me or somehow get a

hold of me

but so let’s look at it this way let’s

say an agent

made 50 grand last year but their goal

was a hundred

what’s the gap 50 obviously right but

i’m really big on the realities of

why because i think success real estate

even prospect bus i don’t think one size

fits all i think we all

operate differently and i think when you

can find

what what makes

almost the code to an atm machine so let

me explain so many people see me or hear

my podcast they’re like dude you’re so

inspirational how do you talk about the

realities of so much

tony robbins said this you can’t go to

the rose garden and just sit there and

go

there’s no weeds it’s gonna grow like

things are going to happen but i think

when you understand

what has held you back we call it the

line in the sand is

what’s been holding you back why didn’t

you get out of bed to go to the gym

what’s happening in your marketing why

didn’t you bridge that gap of the 50

grand i think a mature achiever

and a mature business person can look at

this with the reading what tends to

happen is if we set the goal for 100

we too often shriek and go well 50 was

okay and someone’s only made 40 so i’m

good

but were you dead set on 100 yeah well

then let’s not shrink the goal

let’s reevaluate it’s an experiment and

let’s pick back we laughed off

what stopped you well i needed you know

eight more spellers okay what was that

well my social media is not hitting it

well then we have to do something

different because

doing the same thing over and over again

is is truly the definition of insanity

but

then we’ll rush to the next social media

post then we’ll go post on instagram

then share it to facebook then share it

to our business page and so if that’s

not working and you’re not getting

results from it let’s

analyze that figure out what that gap is

identify a plan to bridge the gap and i

think

everything celeste comes down to a map

is

if i’m going to go here from san diego

california to new york city

i have to have a clear map right now are

there

18 000 different ways for us to get

there yes we could take a plane

we could take a bunch of different

planes we could stop off we could take a

train we could drive

we could drive 18 different freeways and

end up and see all 50 states

there’s a million for me to get from san

diego to

freaking new york city right however

that’s still the end destination and

i think we all have different routes

right and so

i think getting clear on what that end

destination is and then for your

business making prospect boss fit that

for you

is critical right you know no matter

what the tool is

somebody’s crushing it with your tool

right find out what they’re doing

find out what they’re doing don’t model

them 100 because you’re still your voice

your market is a little bit different

your tools are a little

bit different add your flavor on it i

hear this all the time because now that

i like this online space right

well so-and-so says well so-and-so says

to do this and i think you can glean

advice from people but don’t take it as

gospel because

analogy we used last night i was talking

to uh some of my inner circle

and was using this example and and it’s

almost like you’re

walking across the frozen pond right

there are footsteps in front of you

but you have to understand that that’s

the path but he might have had a bigger

boot you might have had a smaller bow

and you could roll your ankle here or

like

it could have been a different time of

day and now the sun has melted it and

like

your market’s a little bit different and

it’s it’s like you can take

i think frameworks that work but then

make them fit to yourself and add your

own flavor your own brand your own flair

and your own swag on it

and i truly think people are allowed to

be themselves

when i first got into real estate i

emulated my mentor

and my mentor wore a white shirt and a

tie

every single day and i realized that

that’s not

like it was cool but that’s not me and

like i literally give speeches in hats

i wear vans i’m a west coast kid i live

in san diego like

but that’s me so like when i see myself

back in a in a video or whatever

i’m myself and like from you and own

your story and own your mission

and then all you have to do is just have

more people hear it and like that’s why

like

with prospect boss you’re literally a

click of the button away the click you

know dial the phone away from

a thousand homeowners like if you if

your heart’s in the right place

you’re good at what you do and i would

say back to him back to your original

question is

you have to have the one success story

to hang your hat on

back to your analogy if people aren’t

willing to take the elevator i think is

beautiful

i think we’re trying to microwave

success here’s what i had him do

the very first home he sold was his own

well now

when he sold a home above asking price i

this is so funny

he literally lists his property and he

goes okay so like what do i do oh cool

you’re gonna get high-end photos and a

high-end video and a high-end drone

he prices it out it’s you know 300 bucks

calls me back

no man i’m just gonna take it on my

iphone i’m gonna go live in an hour

the the bleep you are stop

it’s though it’s normal though so anyway

he tried to rush his listing out on his

iphone

i made him stop i go you’re not going

active till next thursday

because no i’m gonna listen to me so

we had my video crew go do a drone and

spend the money on it again this is the

lesson

he lists it he gets 10 grand over asking

price but what video is now online

this sick video of a drone flying over

his home okay

well guess who saw that the homeowner

four doors down

saw his home go up saw the video go up

walked and knocked on his door he goes

dude who sold your home he goes i did 10

grand over asking price

he got his neighbors listing why because

he spent 300

on a video what’s the 8 grand worth to

you

so often agents aren’t willing to go get

that one success story

go get that one badass story and

share it you go sell some homeowners

house for asking price and you

broke your back and you did this this

and this now

you go to the community with swag you’re

the go-to

and i really think that you can break

through i don’t believe in neighborhood

farming at all

other people do and that’s fine and i

agree with it i think

you can break through any marketing in

90 days i think you can become the go-to

expert

because if you got that one sale you had

watch this

here’s how i so what’s a community just

give me a community i can bring this all

like what’s a like a neighborhood

just a neighborhood or a city just like

what’s a neighborhood like what’s a

local subdivision in your town

rivers bend the river

river’s been homeowner’s guide too

selling your home 10 grand over

asking price case study how i sold your

neighbor’s home on elm for ten thousand

dollars over an asking price

and the nine things you can do to spruce

up your home

that little realtor over there that sees

that is gonna go oh that sucks

i used to have people tear my signs down

we got i literally had a local real

estate agent hate my marketing so much

he would go pull my stuff down because

he’s like you’re taking business away

from me

homie i ain’t here to frickin be your

best friend and so if

if a realtor or him had that tool you

now have no there’s

it’s the trunk card hey here’s how i did

it and then when you’re calling on that

it’s just an eyeballs game then when

they meet you they’re like you did that

you’re like yes i did that

i want to do it for one percent well

that ain’t gonna happen you want that

result and so i think when you have

that awesome story of that first-time

homebuyer and you get a photo of them

we had this thing that goes for realty

where i invented this big giant

seven foot key that then like a hundred

people

knocked off so if you’re taking the

photos with the key freaking give me a

little cred i want a nickel

we started this and it was my brand so i

mean you’re talking a thousand home

buyers holding this key or popping

champagne

i dropped dressed up as santa and handed

keys to a homeowner

well that became our story right a

homeowner holding a sold sign a

homeowner with a bottle of champagne or

a bottle of whiskey

like a big basket make that your brand

and then just share that

like share that so when you when you

heard me tell the story about josh

making 12 grand in his first sale

do you know how much my eyes light up i

had a realtor go through my

my my four foundation program my

transforming trial a real estate agent

lost 22 pounds in my program lost 85

pounds in a year and made 450 grand it

was the biggest year ever

because when you get your body moving

you get your mind going your hearts and

then you’re ready to share

like i am the proudest dude on planet

earth of him

and i just share really cool stories

when you have a track record

there you’re not faking nothing there’s

not even no escalator you’re like dude

like here’s where i’m at and like i

think when you’re coming to circle

prospect

to dripping or whatever when you’re

coming with really cool stuff

you’re just kind of ha you’re like this

genuinely helps you i’m not a pest and i

hated like i had a guy pull a gun on me

when i was door knocking one day

like a gun on me phoenix arizona i used

to knock in a hundred degree heat right

like

i’ve i’ve made the hundred thousand

expired call so i have experience there

and so

i just felt dirty i didn’t feel like i

had enough to back me up

and so i honestly feel like now the

avengers right like

thor’s got a hammer but then like the

hulk’s behind him and like spider-man

and like iron man’s like blowing people

out of the water

what i would say to any realtor is get

the raddest tools on planet earth that

you know

genuinely help somebody have them on

your back and be like what do you need i

got some cool stuff right

if i called you and said right now

celeste celeste hey

i got a really cool bottle of wine i got

a really cool pizza i got ice cream i

got really cool things movie popcorn

passes the whole

bit do you want it what would you say

yeah like like nick do you like craft

beer i love it do you want to go to

brewery i do do you want a sampler i’m

in do you want tacos i do

right like yes and so if you called up a

homeowner and said hey do you want

really cool tips to spruce up your home

i do yeah do you want the kovid’s guide

to surviving this

for homeowners i do do you want 10 000

in free grant money i do

well if you don’t you’re just kind of a

jerk and you’re not going in my database

right like

i believe in quality versus quantity to

be completely honest with you i think a

realtor

we we’re taught to chase leeds leads

leads leads and how do i know this

i’ve hired hundreds i’ve coached

thousands okay

is you don’t want leads you want really

cool clients that respect

you because it’s quality of life back to

the very first question that i started

with

once you have your business by design

the rest is easy

i fired i i used to hate like you had to

beg and plead and like

this guy said this to me it’s a true

story it was at the tail end of my

career

i get his home on the market and he

literally said to me why don’t you get

your ass over there and clean my pool

excuse me who the do you think you are

i just staged your home for 2 500 bucks

i just paid for the high-end video shoot

i’m running facebook ads to your home

ain’t your freaking landscaper bro

but what do we think we have to do we

have to clean the house and no

i’m your marketing guy i am your expert

you’re not gonna do that to a doctor

and so my my goal is really try to

attract people in so they treat you that

way

and if they don’t they gotta go and and

i told them that i said hey listen and

just heads up

i’m gonna give you one pass on this i

need your freaking landscape or don’t

ever talk to me like that i’m your real

estate agent

this is why you hired me this is why

you’re paying me three percent oh by the

way i have you two for contracts now you

know that staging you told me was a dumb

idea that i put in

yeah i just popped your house off and

you got full price congratulations bro i

need a

testimonial and i think that you’re

allowed to create your own ideal

business

and i think you can have people respect

you and i think that comes through

authority branding and then you just

need honestly the gap for any real

estate agent or any entrepreneur

is just having more cool people see

their stuff if you have a giant heart

and have

genuinely really cool stuff that solves

problems

it is truly just a number game which

leads me to the number one miss i

promise this the number one mistake

agents make

is we think we are real estate agents we

think we are glorified tour guides home

showers all the above and we are home

listeners

you are 75 at 50 in the marketing game

in the business of a real estate agent

you are the ceo

you are the client fulfillment

department that’s the sales i completely

respect that

but you also are the head of the

marketing department too

and as the ceo you have to have

conversations with both departments

if you’re not getting enough conversion

you have to step in as the ceo and say

hey we’re not converting enough here we

really need to get these deals off the

market and converted we need the cash

flow

but if there’s not enough leads coming

in the ceos to come in and say hey

we’re lacking leads if you if you sit

down i’ve met the most beautiful

amazing hard-working realtors but no

matter how good you are at what you do

if you are the greatest home showing

seller lister on planet earth

without a client to do that skill and

guess what

i it’s not worth anything i have watched

so many amazing hard-working realtors

give up on their dream

and it wasn’t that they weren’t great at

real estate had a passion for it knew it

it was that they didn’t step into the

marketing role and i hear this all the

time

but nick i’m not a marketing person nick

i’m not good on camera

nick i’m not good at technology if

you’re

not good on video but you’re the face

who’s the one that shows up to the home

you you are the brand and so you’re

going to have to get out of your way

and i think that comes through having

tools around you that support you and

outsourcing a little bit if you if

you’re not good on video have somebody

help you on video i’m not good on video

i’m not good at editing videos

i don’t do my podcast i have my producer

pod it’s it’s 20 30 bucks to have it you

know

i i didn’t know how to build my first

click funnel so i hired that out

little things along the way can make you

good and so how do you do it just quick

little

uh moving forward is anybody that says

they’re not good at calling

they’re not good at emailing that’s fine

if that’s

this would be huge for the prospect boss

crew if that’s you and you’re like nick

i’m not good on video i’m not good on

the phones i don’t have the right

scripting i haven’t been good about my

database

guess what today let’s stop let’s draw a

line in the sand and say

that’s cool that’s got me here moving

forward i am now

going to be this you know for you to

become a millionaire if you’re not there

yet for you to become

fit you don’t know the habits yet

you’re not there yet because if you were

that top producer selling

if you are a different story but if you

were like like i’m not selling 25 homes

a year i’m not making 100 grand a year

that’s fine because if you knew the

formula to get there you’d already be

doing it

so what do we have to do we have to

emulate the habits routines and rituals

on a daily basis

of somebody that would it’s not like you

wake up one night and go

i’m 100 grand earner or i sell you know

i make it i gross a million a year

nobody was like gifted this one they’re

like and you out of real estate school

will be a top producer

no and like for me i quit real estate

and i hate this whereas

well i’m not x you didn’t come out of

the womb when they voted who was x

a lot of times those are learn skills

when i first started

on video and still i was even nervous to

hop on today

we always the first time i gave a speech

i literally dropped the microphone on

stage

you know right like my first podcast all

the above

but if you do it every day consistently

so i teach a concept called the 30 day

challenge

if you started today instead for the

next 30 days

i’m gonna call five people a day from

prospect boss i’m gonna send

five videos per day over 30 days

you’ve sent a hund it blows out of the

water right back to eric’s story

when he lost the weight he wanted to

lose 100 pounds

often i call mountains where we’re

standing at the bottom

and it just seems so big so monumental

making a hundred grand or selling 30

homes

that’s fine all it takes is a right then

a left and a couple million more steps

yeah and so for 30 days could you make

five phone calls a day yes so for eric

he wanted to lose 100 pounds

i said brother i get it and this was me

him one-on-one this was during covet i

said brother i get it that seems a long

way away

can you just for 30 minutes a day do

something active

and just not go to fast food anymore and

so for 30 days he didn’t drink alcohol

no fast food no bad food

and just worked out for 30 minutes a day

at day 30 had lost 22 pounds

and guess what who did it he did it he

has momentum

and he kept going on for six seven eight

more months now he’s down 85 pounds and

then his income blew up

same with prospect boss nick i’m not

good at technology

well could you find somebody who is for

100 bucks that could shrink that down

for you or could you learn it yes you

really could if you made

five phone calls per day what is one

more home seller worth to you

if you sent five more emails if you

added five more people

i think we we get caught up in this

driving through the rear view mirror so

last we’re like

here’s what i did in the past the good

news is right now congratulations nikki

t

your boy your friend is encouraging you

just start fresh and like

you know get a big meal tonight get some

pizzas some netflix and when the alarm

clock goes off tomorrow morning

become that person just wake up and go

today for 24 hours could you

act like a high producing realtor yeah

you could

you honestly could and i think we’ve

outlined some stuff i think celeste has

some tools for you to do that as well

but could you do that yes and then by

when you lay your head tomorrow night

holy crap i actually did it celebrate

the wins then just go do it again

and do it again and that’s how these

bigger agents i used to like think that

it was like this

magic pill and i’m like bro you’re half

the realtor i am when you find out

you’re like you just prospect more and

so anyway

that’s a that’s a that’s a big

conversation for a

different day well

you know when we’re talking about about

prospecting and putting in the time and

and you know

calling those people or you know sending

those emails or whatever

um you know whatever way you choose to

do it

when it boils down to it sales is a

numbers game right 100

so if you talk to

or if you make 100 calls and you talk to

10 of those people that’s 10 more people

than you talked to yesterday 100 and

over time what’s going to happen

i think there’s a big trap with real

estate agents or marketers for that that

matter is

we want the lowest hanging fruit okay

and so agents will come out

if you’re ready to sell call me if

you’re ready to buy call me

we want the quick little deal if you

look at it this way in in the alphabet

of a to z

a being just maybe considering selling

or buying a home and z being closed

u-haul boxes all the above

we’re trying to get people in the

letters later stages and the s’s and the

t’s and stuff like that right

i truly believe instead of grabbing the

low-hanging fruit go plant your whole

tree

go plant the seeds because what we we

tested this

for years okay and i would much rather

have

you six months from now why because

in six months you’ve gotten 30 of my

emails

you’ve gotten six of my newsletters so

what what happens is when they’ve been

around you and exposed to you

they’re more likely to trust you they’re

more likely to never beat you up on

commissions we would literally have

people calling us going

hey dude i got your magazine again today

i saw you sold another 20 last month i

did

hey can you sell mine now i’m ready to

go and i think this is a lesson

is knowing that that’s the reality okay

like

it rained last night get an umbrella

sun’s going to come up so like those are

the realities

so building systems in your business

that will support that long term

it’s not like it’s not this one event

and then everything happens is

we figured out this in our business

celeste the average homeowner was

eight months out on average sometimes

twelve something fourteen but it was

about eight months

well if i suck at follow up and i’m

really not good at giving you all the

time

what system could i put in place to

continually follow

so as this was funny i just wasn’t good

at it so we created a newsletter i was

like crap

like clockwork i want this to go out to

all of those people

and we mastered one thing cool once a

month i knew that if i fell down bump my

head

this was going to go out it was my

catch-all then it was okay cool

well now how could i send one email a

week like i have two things to do this

month

spend one newsletter over 30 days and

send one email next week okay cool i can

do that

and then you just start building up

systems that support your follow-up long

term

and then as you’re using circle dialing

to add in five more

what tends to happen though is we add in

five

and it’s like freaking re like what do

you want to do with the lead i don’t

know what do you want to do with the

lead it’s like what do we do

right it’s like you’re not gonna walk in

an in-n-out burger or a mcdonald’s and

they’re like we got one who wants to

make a murder right

it’s a system and so i really truly

believe in funnels like i’m a huge click

funnels guy i’m an affiliate click

funnels i actually build now

for entrepreneurs out of a need because

i got tired of paying funnel builders

three four five grand

and now i just built a template that i

just share with my realtors and so i

believe that you can set it up on

autopilot meaning

if you got a homeowner and you had name

email address phone number and

address if you drop that into a form

well then what do i want to happen i

want this email to go out i want this

email to go out i want this letter to go

out

well if that’s the case then i took a

step back and i designed my

business as i’m an architect all i have

to do now is either me or

my assistant or my buyer’s agents drop

the lead in and then

right like hey when they come in add

them to this and i i just

i kind of love what you’re doing more

because i think it gets people

such a good access to homes but then i

think if they could take what i just

kind of shared with funnels and

authority branding

and blow it out of the wall it’s almost

the perfect one once you punch right

like

all contacts are that’s the same as

facebook ads instagram ads

youtubes networking events just all it

is is an

at-bat to get people here’s what i say

celeste is

the primary job of an impact-driven

entrepreneur or realtor in this

situation

you have one job drive new people into

your world and

funnel share with them how cool you are

how big your heart is

what your mission is and what problems

you solve and then share with them an

opportunity to move forward

when they’re ready and i just feel

personally the more that you share

cool stuff online not gimmicky stuff

like real genuine stuff from your heart

and your soul

you share that via email you share that

on the phone it’s only a matter of time

before you break through and they’re

back on one of these interviews going

dude i freaking made 100 you know like i

just love those stories

that’s yeah so going back to you know

prospect bosses you know

we do a lot of automation you know we we

automate a lot of the processes

so you know putting in those

um you know the drip text messaging

the drip emails and you you know it’s

kind of a set it and forget it kind of

thing

but then you have the ability to get all

of those responses back

also so you know you get your follow-up

auto you know automated and then you you

start getting those responses in and you

can really see

the results of of having you know

that that game out there where you’re

putting in the time you’re putting in

the effort you’re

you know putting your name in front of

people

consistently and that’s you know that’s

huge

it’s powerful we had a we had a home

sale come through i don’t know why i

looked at it like i looked it up in the

database

we had 39 contacts for one home

it was 14 months of loving on this

person

and i counted all the emails all the

voicemails

all the text messages all the mail that

went out to the person

and i looked at my partner and i said

what would be interesting if

we never put these systems in place like

you’re talking about i said

we see the listing today i’m actually

more excited about the story of how it

got here

because i know that most agents aren’t

willing to fight that battle and i think

the agent that

like fortunes isn’t a follow-up i’ve

heard that for years

i think that’s true i think the fortune

is in the follow up with really cool

stuff

too like if you if you took what you

were doing and added real

true value to it real truths i think you

could you’re just

you’re untouchable at that and i just

think a lot of us aren’t really good at

a lot of that stuff right like

and then you add 10 more in and 10 more

you have to rely on the technology like

with the funnels we have running right

now and books being sold and stuff

i couldn’t do this without technology

you know like

how do you think oh this guy came in

nine months ago and it’s

contact number three like you’re not

gonna do that so if that’s the case then

and that is truly the realities of

marketing

we’ll just build a database and just let

the thing let the thing crank for you

you know and so

i couldn’t be uh more of a fan of what

you’re doing over there

so yeah we we really love

we’ve got several you know clients that

have been with us for

years and years and years and

you know when covet hit i had a guy call

me

i was doing um billing and accounting at

the time

i had a guy call me and he was like

i’m really struggling with this covid

thing

but i can’t do my business i can’t make

my business work without your tool

so what can we do he said i

he said i just need a little bit of help

but i can’t

i can’t get better unless i’m you know

working with it and so

you know we we gave him i want to say

half off

the month and you know just kind of

you know let’s help you out if we can

and

he came back two months later and he

kept paying you know

and he was like i’m finally out of the

woods

you know i can i can see the daylight i

can see it and it’s happening and

you know thank you for for giving me

just that little bit of help

it really it really you know benefited a

lot

and you know so it’s those stories that

that we hear

you know that just kind of make us feel

all warm and fuzzy inside yeah

because you want to have a product

that that works for people and i know

that you know cold calling isn’t for

everybody

you know sending out text messages and

emails it’s not for everybody

but like you said find the thing that

does work for you

and master it and it it it’ll work for

you even if you have to combine it with

another thing

you know it can work if you just

find that that thing that works for you

and and

really hone in on it yeah i think the

way to look at it is

it’s the only way to share your message

right like i’m not big on facebook ads

but i kind of have to be

like you got to find a way to share your

message right like you have to meet the

homeowners it’s not like they’re

like you’re working from home or a

starbucks it’s not like you’re going to

put the sign up on the back of your

laptop and be like i’m a realtor ask me

and you’re gonna you’re gonna hit all

your goals i know it’s cool that

somebody a few you guys got a few deals

congrats that’s awesome smart very

resourceful but you’re not gonna it’s

not something you’re going to rely on on

a daily basis

it’s just really what it is and so i

like i like predictability i like

constants right and so i think with

with anybody that’s doing prospecting is

i think it just comes down to a numbers

game if you can hit enough numbers

enough people will hear you you know and

i just think that’s so powerful is using

that as just a tool

to just share your heart and share your

message and i think when you link that

up is it’s not cold calling i actually

personally believe

that if you are a good realtor you’re

actually calling because they really

truly need you right now and the problem

that you solve

they were crying about last night case

in point we had a gal that was literally

72 hours away from foreclosure

and somehow our marketing got a hold of

her i don’t know i can’t remember what

it was newspaper

calling you know whatever we stopped the

foreclosure

sold it and put like 35 grand equity

money back in her pocket

and she was she was elderly and i

remember looking at her going

if we didn’t have this marketing that

bank would have taken this woman’s home

and i can share with you a thousand

stories and i think your realtors can

and i just look at it that way is

you know that if they don’t hire you and

you are good

they’re gonna hire freaking susie q down

the street who sucks

who’s a who’s really really rude and

doesn’t care

and is just gonna throw it up on the

market um last story for you on this one

i uh had a had a friend call me up uh to

sell his folks home

and he goes hey can you meet me at the

house i haven’t seen it in years it’s my

childhood home can we meet over there

and we walked in and and it was it was

bad it was bad

that it was they had become hoarders and

his folks had gotten sick and i think

the home had made them even more sick

and so anyway i looked at him and i

could tell the emotion in his eyes

i think i really truly believe celeste

that i think

we as real estate agents don’t

understand what we are really working

with you know when you’ve been in this

business for so long and you’re doing

hundreds of units they just become a

unit

do you know the family on the other end

of what it’s like to

bring their baby girl home to their own

home um i had a family they come to me

and she had never owned a home and she

was in her 40s and

and i said what would this mean to you

and she goes like i have family you know

get togethers and um

her daughter was pregnant i knew her

daughter anyway i got invited over for

for one of the family barbecues

and she brought out the cake and and i’m

sitting there having a beer with her

and she looked at me and she said nikki

um this is

what i described and it’s cool to see

the photos of that you know and so back

to this story

um we go you know and i could see the

motion in his eyes that his folks had

you know

ran the home down this way and so i

ended up listening it

we got one offer and it was 150 000

house

we got one offer in it was a cash offer

i got it in within like an hour

of listing it and i could have listed

the property taken it gone to facebook

and said it sold in one hour

look at how great i am yada yada yeah

but again i think when you lead with

your heart

i just had a feeling that i could get

more and i started negotiating and i

started bidding the investors against

each other and i let it ride for 72

hours

phone call phone call phone call phone

call back and forth me negotiating

negotiating negotiating

i bid the thing up to 163 000 and we

sold it for 163

well here’s the story the home closed

he called me up and he said bro i knew

you could have taken that

first cash offer and he goes you fought

like a mother for three days straight

and he goes dude that 13 grand paid off

my dad’s medical bills

and he goes and he started it was a

grown man he started crying he goes bro

he goes i didn’t know you did this he

goes i just saw you on facebook as some

guy he goes i didn’t know you genuinely

did this

and again back to this whole impact

driven entrepreneurs thing

it’s really just my heart and soul and

if you suck at real estate i’m not here

you know i don’t hire celeste and don’t

don’t talk to me but

if you genuinely have a big heart

there’s a homeowner right now that’s

crying there’s a family right now like

think about it this way

there’s a husband and wife or newly

engaged couple that has

no clue how to buy a home and they’re

giving money to their landlord

and through your gift and your voice you

can make that dream a reality

you can be the one that has them in

christmas for their new home

and i think when you look at it from

that standpoint that you were only one

phone call away text message away

facebook post away

video away i think you share your heart

differently

when it comes to that that’s just me

personally now i get in the prospecting

world there’s probably some numbers guys

that like to just grind the thing out

and that’s fine

that’s they’re great at that i’m great

at this and i just personally believe

the more that you genuinely care

those are the stories that people tell

you know when i when i

when i uh stopped um i left my real

estate business had an accident i was in

the hospital so i was actually forced to

leave but

um 90 of my business was referral

like people just sharing cool stories

about you like that’s a cool thing you

know when you get to that standpoint of

you know the stories of i i wrote an

offer at one o’clock in the morning on a

home for a family

i had i got permission snuck the key out

because i knew it was a hot anyway

they tell those stories you know i had a

gentleman

we were getting ready to write an offer

and he goes nick i’ll buy this home

under one condition i said what’s that

and his son had autism he goes

my boy loves you he goes will you come

over and paint the home with me

and i said i said hell yeah so we showed

up with pizzas

and soda pop and it was me him and his

son and i brought my buyer’s agents

because i had a team then

and i said hey i brought the help and

you know me and his son just knuckling

up and stuff

and he he years later he’s called into

the office like

when people are calling you to share

stories but like

i think as a real estate agent your

hands are in so many things i i call

real estate agents this

son of the universe is you’re the one to

help with landscaping painting carpet

granite the whole bit which makes it a

really cool opportunity where you can

refer your friends and you can help a

lot of people out and

i was just talking i don’t know how it

came up but we had a brick and mortar

you know years ago and like our office

was like you’d walk in the painters

hanging out having an iced tea like

we’re having pizza and stuff but like to

me that was real estate you know like

that was you know we’re all just working

at this together and the painter would

refer you and

you know my roofer would refer

ironically again you can’t give away

good

my roofer just hired me as a business

coach and flew into san diego and like

wow like i was sitting there with him

like inspiring him to go he was like

dude you inspired me to start my own

roofing company i’m like no way

like i was just a kid i swim a home 10

years ago you know and like

these stories just add up and add up and

add up and i just think

it’s just so freaking cool you know and

again you’re

that phone call they’re on their you

might not know but that might be the

motion you know

tax man might be coming they might be a

short sale they

you know might be going through divorce

and what if you’re the one to help them

navigate that i just think

you’re dealing with somebody’s largest

asset so again i i i get very

disillusioned with this real estate

industry because

i think people print i think you have

facebook ads that just

facebook you know kids that just don’t

care and like i just think if you

genuinely care and that i could tell

your heart too that’s why i wanted to

hop on so

now we’ve covered more than i was

expecting today

yeah um we can go ahead and wrap this up

we’ve been on the phone for

an hour and a half now um so

i’ll go ahead and just kind of sign this

off um

agents go take a look at prospect boss

and then also check out nikki t

at the triumphant entrepreneur yeah

i got a really cool book you guys should

go get it’s called triumph actually um

this book this is just the the

manuscript i had laying with me

go to triumphantlifebook.com it’s it’s

really a book i wrote i just poured my

heart out about

you know really what does somebody need

to really unlock their greatness it’s

like something i’m obsessed with and how

do you

i really believe that unlocking your

greatness funnels your real estate

business right and so i wrote this

step-by-step guide for people to really

break through and

and you should go get it to celeste it’s

freaking rad try for lifeblood.com and

we have a whole private facebook group

around it and stuff like that’s free

it’s just get the download so awesome

thank you for having me on my true man

my first first talk back in real estate

i guess huh

i’m i’m pulling you back in yeah how

did i do how do i do in the grand scheme

of things i’d love to hear what you’re

what your listeners guys send me a

message on instagram nicholas pavillion

did you like it what’d you think celeste

like was this was this what’s up

oh i loved it this was fantastic we

don’t normally get these

you know this kind of energy in a in an

interview setting so this was

a breath of fresh air i loved it oh

truly man the smile on my face

you have no idea you know like it’s just

it’s just been fun so thank you for

having me on

thank you

Video Transcripts

ProspectBoss & Nicky T! Real Estate Prospecting & So Much More! – Video & Transcription

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