"Where Is My Next Client Coming From?" — Transcript

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1. 0:00Welcome Crystal to Hermosi Hotline. We
2. 0:02are hot.
3. 0:03>> Hey.
4. 0:04>> Hey, what's going on?
5. 0:05>> Woohoo.
6. 0:07Oh, hi. Sorry, I was watching you on
7. 0:09YouTube.
8. 0:10I'm calling from Hawaii.
9. 0:11>> Hello from Hello from Vegas. All right,
10. 0:14so you're doing 33k a month? Okay.
11. 0:17Got it.
12. 0:18>> Mhm.
13. 0:19>> All right, ad spend is zero. Got it.
14. 0:21Real estate is the niche. Okay, Oahu
15. 0:24luxury homes. Okay, real estate luxury.
16. 0:26Got it. Uh offer is buy, sell for high
17. 0:29net worth, okay. So, you are a an agent,
18. 0:32right? Or a brokerage?
19. 0:34>> Yes.
20. 0:35Yep.
21. 0:36>> Okay, are you a brokerage, too, or just
22. 0:38an agent?
23. 0:39>> Oh, just an agent.
24. 0:41>> Okay, and I said just, that sounded that
25. 0:42sounded diminutive. I didn't mean it
26. 0:43like that. So, congratulations. Um
27. 0:45>> Oh, here's the real estate keywords.
28. 0:48>> Okay, so the constraint is needs funnel
29. 0:50and a clear hook. Unsure if buyers or
30. 0:52sellers can share the same offer.
31. 0:54Okay, so you want to sell more houses,
32. 0:57right?
33. 1:00>> Yes. So far, I'm on track for 25 million
34. 1:03this year, but I want to get to 50
35. 1:04million.
36. 1:05>> Okay, so what do you do right now to get
37. 1:07leads?
38. 1:10>> It's all referrals and couple times a
39. 1:13month I go live on Facebook.
40. 1:15>> Okay.
41. 1:16>> I was doing it more consistently and I
42. 1:17would get leads that way, but it's
43. 1:19mainly referral based.
44. 1:20>> Okay, so when you did go live more
45. 1:22consistently, you got leads that way.
46. 1:25>> A few, yeah. Like this year, I picked up
47. 1:2710 million in sales from that one
48. 1:29Facebook video.
49. 1:31>> Well,
50. 1:33what do you think I'm going to say?
51. 1:36>> To do more of going live.
52. 1:38>> Yeah, that seemed to work pretty good.
53. 1:40So, let's say let's say you did 10
54. 1:42million in sales, your commission's
55. 1:43what?
56. 1:44Call it 3% on average between buy and
57. 1:46sell.
58. 1:47>> Yes.
59. 1:47>> Okay, cool. So, you made you made uh
60. 1:50$300,000
61. 1:51off of the lives that you did. How many
62. 1:53lives did would you say you did?
63. 1:56>> Um
64. 1:58usually only two a month. I used to go
65. 1:59live every Thursday for 4 years
66. 2:02straight.
67. 2:02>> Okay, so two a month and let's just say
68. 2:04that that's what you did the year that
69. 2:05you did the extra 10 million. Does that
70. 2:06sound accurate?
71. 2:09>> Yes.
72. 2:10>> Okay, so you did 24 lives and made
73. 2:11$300,000.
74. 2:13So you made
75. 2:15like $13,000 per live.
76. 2:21>> Yeah, that's good math.
77. 2:23>> That feels worth it, right?
78. 2:24>> Cuz it's it's
79. 2:25Yeah, cuz it's it's pretty easy and fun.
80. 2:28I just hop on, do a house tour, then hop
81. 2:30off.
82. 2:31>> Yeah, so what if you did that How many
83. 2:33How many houses do you show
84. 2:35uh or how many houses hypothetically
85. 2:36could you do that for per week? I want
86. 2:37to say max, not like let's start from
87. 2:39where you were to like what would be the
88. 2:42maximum amount of those that you could
89. 2:43do?
90. 2:46>> The max would be I mean, if I really
91. 2:48hustled, probably
92. 2:5020 would be like moving houses.
93. 2:52>> With my schedule.
94. 2:54>> 20 per month?
95. 2:54>> Oh, I thought you meant per week.
96. 2:55>> Oh, per week? No, no, that's that's even
97. 2:57better. That's even better.
98. 2:59>> I could do five per week. I could do
99. 3:00five per week.
100. 3:01>> No, but I like the 20 per week. That
101. 3:02sounded so much better.
102. 3:05How about this? We'll do this.
103. 3:07Do phase one of this. So do five a week,
104. 3:10one a day, do the sexiest one.
105. 3:13All right, the one that's the the most
106. 3:14banger that you could walk through. Do
107. 3:16that for 6 months.
108. 3:18And then at that point decide where you
109. 3:20want to go from five to 10.
110. 3:23>> [laughter]
111. 3:25>> Oh.
112. 3:25>> And again, remember the thing is is that
113. 3:26you're operating from the perspective
114. 3:27that you have the existing resources
115. 3:29that you currently have to make that
116. 3:30decision, but that's not what's going to
117. 3:31happen in 6 months from now. Because if
118. 3:33the same math held, right, then that
119. 3:35would mean that you would be able to
120. 3:36accelerate. And let's assume that you're
121. 3:37half as efficient with these ones cuz
122. 3:39you're doing more of them, whatever. All
123. 3:41right, let's just assume it's half. So
124. 3:42you're making call it $6,500 per Let's
125. 3:44even go less than that, $5,000 per.
126. 3:46Okay, so if you did that, then you're
127. 3:47going to make $5,000
128. 3:49five times per week. So 25,000 a week
129. 3:51comes in extra, $100,000 a month, $1.2
130. 3:53million per year extra in commissions.
131. 3:56So, uh that would triple
132. 4:00Now, you go from $33,000 a month to
133. 4:01$133,000
134. 4:03a month. So, you would quadruple your
135. 4:05business if you just did that. And
136. 4:07that's at a 1/3 efficiency of your
137. 4:09current lives.
138. 4:13>> Okay, gotcha. Does it matter that I
139. 4:15don't have cuz I'm learning so much with
140. 4:17your content? I signed up during the
141. 4:18book launch.
142. 4:19>> Yeah.
143. 4:20>> The ACQ group. Um I don't It's not like
144. 4:22I'm doing a specific hook or anything.
145. 4:24I'm literally just hopping on, doing a
146. 4:27house tour, saying some things about
147. 4:29Hawaii, and then hopping off. So, it's
148. 4:30not very strategic.
149. 4:31>> Phase one is do it.
150. 4:35>> Okay.
151. 4:35>> Phase two is once you do it, you'll
152. 4:37realize which ones work better, and then
153. 4:38you'll start getting better.
154. 4:42>> Okay.
155. 4:43Gotcha.
156. 4:43>> Because here's here's what ends up
157. 4:44happening. You'll commit to the action,
158. 4:46right? You'll do it. And then all of a
159. 4:47sudden you're like, "Well, shoot. I'm
160. 4:47spending all this time doing this. I
161. 4:49might as well take 20 minutes to just
162. 4:51look at good hooks to start with." And
163. 4:53then the next week or two you'll start
164. 4:54with good hooks, and then you'll do it
165. 4:56and be like, "Oh my god, this is so much
166. 4:57better." And then you'll think, "Man,
167. 4:58that was just with 20 minutes. I wonder
168. 4:59if I spent an hour a week just prepping
169. 5:01a little bit more for each of these."
170. 5:03And all of a sudden you'll get even
171. 5:03more. And then this is how you get in
172. 5:05the game.
173. 5:07>> Gotcha. Gotcha. Gotcha. Um can I ask one
174. 5:10more question? I don't know how much I
175. 5:12know I got to hurry.
176. 5:12>> Go for it.
177. 5:13>> Um how would I document cuz yesterday's
178. 5:15workshop was so good, document the
179. 5:17aspirational achievements? You know, um
180. 5:20>> For you, it's already done. It's already
181. 5:21done for you. The houses do the work.
182. 5:25>> Oh, interesting. And then in the
183. 5:27pyramid, like am I solution aware, or am
184. 5:31I product aware? Like I wasn't sure
185. 5:33where I fell.
186. 5:34>> So, I think for you, again, like
187. 5:37what like you showing sick houses is
188. 5:40going to be like I just I don't want to
189. 5:42even want to get into that stuff for you
190. 5:43right now. Like the reason that there
191. 5:45are so many real estate reality is
192. 5:47because people like looking at nice
193. 5:49houses.
194. 5:51Now, the difficulty of what's going to
195. 5:52happen since let me just play out what's
196. 5:54going to happen next is that if you do
197. 5:55this and you're consistent, you're going
198. 5:56to get a lot of people who start
199. 5:57following you cuz people cuz people in
200. 5:59general, people who are broke and people
201. 6:00who are rich like looking at nice
202. 6:01houses. That's why those are working
203. 6:03shows cuz
204. 6:04broke people look at them, too, right?
205. 6:06So.
206. 6:07>> Great.
207. 6:07>> We just need to make sure that when you
208. 6:08start getting these leads cuz the next
209. 6:10thing you're going to get overwhelmed
210. 6:10like the next call we would have if we
211. 6:12were to fast forward this to 3 months
212. 6:13from now is you're like Oh my god, it
213. 6:15worked, but it worked too well and I've
214. 6:16got too many leads that are like that
215. 6:18are broke versus the ones that are good,
216. 6:21right? And so then we're going to have
217. 6:22to put a little bit of a triage process
218. 6:24in place and at that point though, your
219. 6:25sales commission should already have,
220. 6:27you know, gone up by a decent amount and
221. 6:29then you can afford somebody to just
222. 6:30work your DMs for you.
223. 6:32>> Okay, got you.
224. 6:33>> Cool.
225. 6:34>> I'm fine.
226. 6:35>> And the nice thing is you can have
227. 6:36somebody overseas do that. So you don't
228. 6:37even have to like that's not going to be
229. 6:38a super high expense. You pay, you know,
230. 6:40500,000 bucks a month and have a
231. 6:41full-time VA who's trained on, you know,
232. 6:43a a simple, you know, six or seven
233. 6:45question script.
234. 6:46Very easy.
235. 6:48>> Do I Do I go live on Facebook or IG?
236. 6:51>> Both.
237. 6:54>> Okay, we got to figure that out. I've
238. 6:55never gone live on IG.
239. 6:57>> I promise it's one It's one Google
240. 6:59search away. It's one Google search
241. 7:00away.
242. 7:01>> [laughter]
243. 7:02>> I know.
244. 7:03>> Cool. Yeah, like you can like quadruple
245. 7:05your business by doing one thing every
246. 7:06day. I feel like we should just do that.
247. 7:10>> Okay, I love this cuz I was trying to
248. 7:11figure out what one thing to do. So this
249. 7:13is very helpful.
250. 7:14>> This is a good one thing. Cuz I I feel
251. 7:15very confident in this one thing.
252. 7:18Cool.
253. 7:18>> Okay, thank you. I'll talk to you again
254. 7:20in a month. Yep.
255. 7:21>> All right, back to All right.
256. 7:22>> Thanks, Alex.
257. 7:23>> You bet. Bye-bye.
258. 7:24>> Bye.
259. 7:25>> This is a great question that that
260. 7:27Crystal just brought up, by the way,
261. 7:28everybody. Um like when there's so many
262. 7:30tactics that you have that you're like
263. 7:31how can I you know, I can make this
264. 7:32better. This is something else I could
265. 7:33do is like just start. And the thing is
266. 7:36is that you will like by doing by
267. 7:38starting and doing a lot of volume, you
268. 7:40will feel the pain of doing a lot of
269. 7:41volume with very little output. Then
270. 7:43what will happen is you're like, "Man,
271. 7:44if I'm putting all this time into it,
272. 7:45I'm going to start getting better." And
273. 7:47so, most people try to like they they
274. 7:49have this this fallacy of the perfect
275. 7:50pic, like I have to make the perfect
276. 7:52thing or it's not worth it. It's like,
277. 7:53"No, like start, [snorts]
278. 7:54realize that it's going to suck because
279. 7:56you're putting all this time into it,
280. 7:57and then you will be pulled because
281. 7:59you've already made the commitment and
282. 8:00you keep your keep your commitments to
283. 8:02yourself. Uh you will you'll feel pulled
284. 8:04to get more efficient at the thing. And
285. 8:05then Crystal, for example, will start
286. 8:07listening to more and more of my
287. 8:08content-related stuff and be like,
288. 8:09"Okay, I'm going to start working on
289. 8:10these hooks to make them uh you know, uh
290. 8:12work better. I'm going to start People
291. 8:13seem to like the outside of the house
292. 8:14more than if I start with the inside of
293. 8:16the house." Or maybe they like the view
294. 8:17first rather than, you know, the
295. 8:19bathroom. Whatever. Like she'll figure
296. 8:21out. Um and Crystal, if you're still
297. 8:23watching this, um what I would recommend
298. 8:25doing is that when you have your lives,
299. 8:27like there's so many content agencies,
300. 8:29again, this is a little bit of
301. 8:30investment for you, but like there's so
302. 8:31many content agencies that'll just clip
303. 8:33uh portions, especially if it's like
304. 8:34tours and stuff. And then you can do
305. 8:36trial reels that you can post up to five
306. 8:38a day for the same reel.
307. 8:39Uh where I would be like, "Okay,
308. 8:41um let me start with,
309. 8:43you know, different first 3 seconds. So,
310. 8:45I'm going to start with the outside of
311. 8:46the house. I'm going to start with
312. 8:46walking the front door. I'm going to
313. 8:47start with the view. I'm going to start
314. 8:49it with uh you know, the the amenities
315. 8:51or whatever it is." And maybe a
316. 8:52different verbal and visual hook. And
317. 8:54then once you have those five, you take
318. 8:56the best one you post it to your main
319. 8:57page.